Amazon controls over 20% of the e-commerce fashion market, so Fabletics succeeding over them is no easy win. This athletic wear brand has grown to over 250 million in just three years as part of the Just Fab brand. Kate Hudson’s line of sportswear has become increasingly popular through the clothing subscription service.
The value of clothing brands are changing in the fluid landscape of e-commerce. Price and quality are no longer the determiners of what is high value. Customer service, brand recognition, and exclusive design are among the variables that cause a brand to become high value. Fabletics is becoming increasingly more successful as their brand makes the transition from the internet to real stores. Sixteen stores are currently open in Hawaii, Florida, Illinois, and California and Fabletics hopes to add to the numbers.
Fabletics has attributed their success to personalized, on-demand service for trendy fashion at a discounted price. Customers are easier to make happy when a business knows what they want. Membership allows for this individualized clothing service. Fabletics will have more success in both online and offline sales because of three key characteristics.
“Reverse showrooming” has allowed them to encourage browsing from day one. Most stores discourage browsing, but Fabletics encourages it due to their unique online shopping experience. About 30-50% of customers who walk through the door are members, this attribute helps them to have an idea of what they want before they walk through the door. Membership allows for a unique shopping experience.
Data is still the key for the brick and mortar stores as well. Fabletics can use the local membership data to keep the local stores stocked with preferred items based on data. Fashions are all about trendy items, so as the trends change, then the stock will change. Data from online and offline sales will be used to drive the stock.
Fabletics does not lose its focus on the importance of access, customers, and culture. The use of data and other customer friendly options has added Fabletics in keeping the customer centric focus. They have built their brand on a recipe of success, and their growth is a testament to the positive characteristics.