The New Model for Building DTC Brands

April 13, 2021

A new generation of direct-to-consumer brands like Topicals and Parade are finding success with a powerful community-based approach to marketing.

In a fashion and beauty market packed with look-alike labels, a new generation of digitally native direct-to-consumer brands are adopting a new playbook, pushing bolder messages and aesthetics starting with their key differentiator: community. Skincare brand Topicals and lingerie label Parade have turned celebrating their customers’ skin issues and body shapes that don’t conform to traditional ideals of beauty into a powerful and authentic marketing centrepiece.

In this episode of the BoF Podcast, Topicals’ co-founders Olamide Olowe and Claudia Teng and Parade’s co-founder and chief executive Cami Téllez speak with BoF senior editorial associate Alexandra Mondalek on the power of community and the new direct-to-consumer model.

The new generation of community-focused DTC brands are abandoning the increasingly standardised marketing playbook that has resulted in a proliferation of identical-looking “blands.” Instead, they’re finding new ways to identify with their customer base. “We now know that branding is about creatively finding where [the customer] is and centring around reintroducing the customer to self-expression,” Téllez explains.
Consumers particularly respond to products that speak to their issues in a way that’s relatable and fun. Digitally native brands have often made the consumer experience “quite sterile and bland and their product experience was lacklustre,” says Topicals’ Olowe. Instead Topicals is “celebrating the fun of flare ups.”
Authenticity is key to building community with the new generation of DTC brands utilising their founders’ stories to speak about their products as customers too. Topicals brings “a different perspective to the way that people experience the beauty community… [and] speaking authentically with our community in a different kind of way,” Teng says.

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The New 4 Ps of DTC Marketing

How Not to Be a Boring Direct-to-Consumer Brand

The New Rules of Going DTC

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The Multi-Versal Self and the Rise of Virtual Fashion

March 30, 2021

Billions of people across the world call themselves gamers. And as gaming technology improves and increasingly acts as an extension of the real world, it’s becoming a prime market for fashion brands. BoF's Imran Amed talks to Herman Narula, co-founder and CEO of Improbable to learn more.

Gaming is often synonymous with entertainment. But Herman Narula, co-founder and chief executive of Improbable, a London-based gaming company, says that’s a misconception — games dominate all kinds of culture. Footballers perform dances that happened first on Fortnight, and gamer verbiage like “level up” is now used in human resources initiatives.

Now, Narula says, the multiplayer games people play have become part of their social lives. Gaming is no longer just entertainment, but a space for experiences and learning lessons. Further, with the growth of gaming, Narula predicts we will see the rise of the multiversal self: people will no longer have just one identity, but many distinct selves within the various game worlds they occupy.

On the latest edition of the BoF podcast, BoF’s Imran Amed chats with Narula about how the notion multi-versal self is driving the rise of virtual fashion, and how brands can position themselves to thrive in the space.

People who start playing games typically don’t ever stop — even as they shift life stages. “The primary reason people remain engaged and keep playing games, especially online and social games, boils down to three key motivations: a desire to be more competent at something, a need to relate to other people, and a desire to self-express,” Narula said.
Games are no longer just something people do to pass the time, and that has consequences related to their real-world significance. “Games are something that the majority of gamers are seeking out doing, and avoiding other activities to go and do, and beginning to contest other forms of spending,” Narula said. “That means that they are where culture is going to be born.”
The opportunity for fashion is real. “I think [gaming] will become not merely a place for brands to go, but a place in which brands will be born, a place in which first class cultural ideas will emerge and begin to populate other aspects of how our society works,” Narula said. But, he warned customers will be able to see through superficial engagement with gaming, so brands must find a way to authentically engage in order to not cheapen the experience of their brand in either realm — the real world or the gaming world.

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The Year That Changed the World

March 19, 2021

A year after coronavirus lockdowns swept the world, BoF’s Imran Amed looks back at a period of sweeping change in conversation with leading voices from inside and outside fashion.

Last March, when the Covid-19 virus that had already swept across China was officially declared a global pandemic, few grasped the extent to which the fashion industry stood on the precipice of a paradigm-shifting year, but everyone seemed to understand that this was an opportunity for great change. Amid lockdowns and social distancing measures, stores were forced to close, sales plummeted, and shocks were felt across the supply chain as garment factories were shut down around the world. Across societies, stark economic inequalities were laid bare and exacerbated by the crisis. Millions of people across all industries and professions lost their jobs; millions more lost their lives.

From virtual fashion weeks to the booms in e-commerce and sweatpants, the fashion industry learned how to adapt to the “new normal” — and fast. Many saw an opportunity to reset a broken fashion system and build a more sustainable, inclusive way of operating. But the last year has also underscored deeper failings within the industry. While the pandemic has underscored broad social inequalities, fashion has had to grapple with its role in perpetuating racism and elitism — from boardrooms to magazine pages and contributing to a looming climate crisis.

In this week’s episode of The BoF Podcast, we reflect on the events of the year gone by, a period of sweeping change, uncertainty and hope in conversations with leading voices from inside and outside the industry.

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Big Tech’s Threat to Fashion

January 12, 2021

It’s hard to imagine running a successful brand in 2021 without advertising on Instagram, buying search ads on Google or selling on Amazon. At BoF VOICES, H&M’s Christopher Wylie and venture capitalist Roger McNamee talked about why that’s probably not a good thing — and how the industry can reduce its reliance on tech giants.

Before the pandemic, social media and e-commerce giants like Facebook and Amazon were ascendant. The physical isolation caused by the ongoing global health crisis has only consolidated their power. Nevertheless, fashion brands can’t rely on a handful of Silicon Valley firms to run their businesses, venture capitalist Roger McNamee said at BoF’s VOICES.

In an interview with Christopher Wylie, who blew the whistle on Cambridge Analytica’s improper use of Facebook user data during the 2016 election, McNamee outlined how big tech has touched off a “cascading series of catastrophes going from the online world into the real world.”

In fashion, Facebook, Amazon and Google have inserted themselves between brands and their customers. Though they offer unparalleled marketing and commerce capabilities, McNamee noted their clients pay a steep price in the long run by ceding control of such crucial elements of their businesses. But all is not lost.

“The fashion industry has a superpower,” he said. “You’re actually connected to culture, so people care what you have to say. You have to recognise as an industry that these guys are changing the rules and you have to fight back.”

Find out more about #BoFVOICES here.

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How Does the World Feel About Covid-19?

January 5, 2021

Leading health experts Sarah Jones and Noel Brewer discuss how successfully controlling the pandemic is a question of culture as well as science at BoF VOICES 2020.

The development of working Covid-19 vaccines in a matter of months is a remarkable feat of the pandemic. The biggest challenge in successfully bringing them to market may be cultural rather than scientific.Whether populations trust public health officials and accept widespread vaccination programmes will determine how the world emerges from the pandemic, said Noel Brewer, professor of health behaviour at the University of North Carolina in conversation at BoF VOICES.Already substantial differences in cultural norms have had a significant influence on how successfully countries have responded to the health crisis, as Sarah Jones, creator of the corporate mental health programme Mental Health Intelligence, explained. Jones has contributed to the largest open-access study that has been conducted on behaviour related to Covid-19 health.Among its findings: There is no global consensus about the value of social distancing measures. Nordic countries like Denmark and Finland have few people who report always wearing a mask, while other countries report a high percentage of people who say they always wear masks. In Asia, social norms around mask-wearing mean that citizens are more likely to voluntarily wear them, while in Europe, people are less likely to wear a mask unless they are legally obligated to do so. The diverging mask-wearing behaviour has led to lopsided progress in tackling the Covid-19 crisis, and extends to how people feel about taking the vaccine. Brewer said that this is where public health officials and government leaders have a responsibility to encourage their citizens to practice social distancing and receive a vaccination. The goal: To emerge from the crisis together.

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Tory Burch on Finding Purpose in Female Empowerment

November 26, 2020

The American designer discusses the power of many businesses to be advocates for change.

The last few years have offered Tory Burch, founder of her namesake womenswear label, time to focus less on business and more on design, particularly since her husband Pierre-Yves Roussel took on the role of chief executive in 2018. Now, the pandemic is giving her even more time to focus on perfecting product, a rare silver lining of an otherwise challenging situation.

In the latest episode of the BoF Podcast, BoF editor-at-large Tim Blanks speaks with Burch about her activist-focused approach to business and how the last 10 months have shaped her fashion label.

Restriction is a crucial component of creativity. To Burch, the travel restrictions and social distancing measures have opened new avenues of creativity, fostering agility and resourcefulness. “One thing that’s happened because of lockdown is it makes you stand still,” said Burch. “To be able to be in one place has been really transformative on many levels.”
Burch emphasises that what constitutes luxury needs to be reconsidered. “I really believe luxury isn’t about a price point, and I think that’s relatable particularly today,” she said. “How do you design beautiful things that are timeless and that will last? That’s what I’ve been thinking about,” she said, adding that having time to spend is the ultimate luxury.
Through the Tory Burch Foundation, a non-profit dedicated to advancing women’s empowerment, Burch is finding new avenues through which to support women and help them weather the coronavirus crisis. “Its horrendous for women right now,” said Burch. “They are taking care of children at a much higher rate than men. We have had to help many women figure out how to take out PPP loans… We had to pivot to really be a resource for women.”

Watch and listen to more #BoFLIVE conversations here.

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David Bailey on a Life of ‘Looking Again’

November 19, 2020

The acclaimed photographer talks to Tim Blanks about his new autobiography and extraordinary career.

LONDON, United Kingdom — David Bailey has authored dozens of books, but “Look Again” is his first autobiography. As the title suggests, the photographer is less interested in reminiscing about the past, and more keen on pushing himself and others to look beyond first impressions.

The memoir delves into Bailey’s past and includes sometimes-scathing accounts of his relationships with heavyweights in the world of fashion, media, show business and politics — though he maintains he told the stories “in the nicest possible way.”

“Being a photographer, you have to know how to deal with anyone, from the bloke on the [street] corner to the Queen, so you have to behave,” he said.

Speaking in conversation with BoF Editor-at-Large Tim Blanks, the famed photographer shares anecdotes from his storied and colourful past.

Since he first burst onto the scene in 1960, photography has drastically changed alongside technology. “iPhones killed photography in a way, because everyone can take a picture,” he said, adding, “it’s made it into a kind of folk art,” which has its merits.
As Blanks notes, Bailey lost interest in fashion photography for a while in the 1970s, a period Bailey blames on his dislike of some editors and the grind of the fashion cycle. It was “another frock and another frock and another girl and another girl.” It took the emergence of Kate Moss — alongside ‘60s supermodel Jean Shrimpton one of Bailey’s top muses — to excite him again. “They’re both exceptional,… important people, much more important than people think.”
While Bailey is not one for nostalgia, he can pinpoint one photograph that defines an era — and himself as a photographer. “I’ve got one picture that I feel sums up everything: [British actor] Michael Caine with an unlit cigarette,” he said. “I feel it sums up the ‘60s for me. Not a miniskirt but a close-up of Michael Caine.”

Related Articles:

David Bailey Turns Editor for Citizens of Humanity

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Will Covid-19 Change Fashion Photography?

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Welcome to Retail Reborn from The Business of Fashion | Trailer

September 14, 2020

In an exclusive new series from The Business of Fashion in partnership with Brookfield Properties, Doug Stephens and BoF investigate the seismic shifts transforming the retail ecosystem. From the post-pandemic consumer psyches to increased risk and growing calls for responsibility, BoF identifies the forces transforming the retail market and what they mean for the global industry.

The Retail Reborn Podcast launches on Tuesday 15 September. Subscribe now to never miss an episode.

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The Fate of the Physical Runway Show

September 10, 2020

BoF Editor-at-Large Tim Blanks, The Washington Post’s fashion critic Robin Givhan and GQ’s Rachel Tashjian explore the past, present and the future of the event that makes the industry go round — the fashion show.

LONDON, United Kingdom — Do fashion shows still matter? In the latest episode of The BoF Podcast, BoF Editor-at-Large Tim Blanks, The Washington Post’s fashion critic Robin Givhan and GQ Magazine writer Rachel Tashjian join BoF Executive Editor Lauren Sherman in a virtual panel discussion on how the pandemic tested designers’ ability to captivate buyers, media and consumers through creativity and the use of digital tool. What happens next?

For Blanks, in order to look forward, you must look back. Fashion shows have always “[meant] almost everything in fashion to an enormous degree… They challenge, they provoke, they’re disturbing, they’re overwhelming,” he said. However, over the years, people have looked at the shows of the past as “a world that’s gone in a way… it has that kind of poignant tug.”
As industry commentators, Blanks, Givhan and Tashjian have taken note of how designers pivoted their strategies following the outbreak of the coronavirus pandemic and what set them apart. For Givhan, JW Anderson’s “show in a box” tapped into “the desire for something tactile, the desire for something that felt personal… that you could hold, that wasn’t a digital... distant thing.” Although livestreams have a way of broadening a brand’s reach, as a critic, Givhan finds being “forced to look in one particular direction” hinders the experience. “Sometimes I find the most interesting element to be something that’s over in a corner, but that’s not the main thing that’s walking down the runway towards me,” she said.
In the future, Givhan hopes designers will use technology to “tell a story about their clothing, to weave a narrative in some way… to evoke emotion,” instead of carbon-copying a traditional runway in a digital way. “It [just] feels… like something that… doesn’t really quite fit,” she said. For Blanks, what has come out of this period of uncertainty — and the modes of communication adopted — shouldn’t be forgotten. “I hope that there will be this immediate contact, this sort of intimacy,” he said. “I find that more interesting than maybe the way that we used to deal with things. I don’t want a press release, I want to talk to people.”

Watch and listen to more #BoFLIVE conversations here. To contact The Business of Fashion with comments, questions, or speaker ideas please e-mail podcast@businessoffashion.com.

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Jerry Lorenzo Says, ‘I Know What I’m Fighting For’

August 18, 2020

The Fear of God designer talks American luxury and why feeling like an outsider is a strength.

LONDON, United Kingdom — For Fear of God Founder Jerry Lorenzo, being an outsider is an advantage. “I just feel like I never fit,” he told BoF Editor-at-Large Tim Blanks in the latest episode of The BoF Podcast. “I’ve gotten to a place where I’m ok with that and I don’t need to fit within fashion to be validated… and so I know that I’m outside but I feel like my strength is that I’m outside. My strength is that I see [things] differently.”

Lorenzo has often taken a less-beaten path, but it’s his approach to collection drops — his latest is the first he has released in two years — as well an ability to use fashion as a platform to foster social change, that have helped to position him as an industry leader. An outsider no longer?

"The Pelican Brief," "The Breakfast Club," "License to Drive" and "Rocky IV" are just some of ‘80s movies Lorenzo often references. “There’s something about that time period that to me was the highest level of effortlessness and sophistication,” he said. That spirit is alive in his seventh collection, which offers an “unfiltered vision of tailoring and suiting” for the first time, as well as accessories and handknits. “It’s a move from an emerging brand to a foundational brand,” Lorenzo said. “What we’re doing with [this] collection is purely our point of view.”
Using his platform, Lorenzo looks to inspire young people to pursue their passions relentlessly in whatever field. “I know what I’m fighting for and I’m clear on that,” he said. “Some kids just don’t have the example of someone that looks like them… and without that visual example, sometimes it feels impossible… fashion just happens to be the platform that I’m using to do that.”
Fear of God might be rooted in streetwear, but Lorenzo explained why it’s more than that. “Some people just chalk it up to be a hoodie and that’s okay but we understand that we’re providing the solution for the lifestyle that today is the modern man,” he said. “We’re putting out clothes when we feel like… we have something to say… [and] that we have solutions for what’s missing in the marketplace. We don’t feel like we’re operating from a place of a capitalistic spirit, we feel we’re proposing what’s needed.”

Related Articles:

The Decade When Streetwear Rewrote the Rules of Luxury

What the Merger of Suiting and Streetwear Says About the Men’s Market

Streetwear Took Over the Fashion Industry. Now What?

Watch and listen to more #BoFLIVE conversations here. To contact The Business of Fashion with comments, questions, or speaker ideas please e-mail podcast@businessoffashion.com.

Sign up for BoF’s Daily Digest newsletter.

Ready to become a BoF Professional? For a limited time, enjoy 25% discount on an annual membership, exclusively for podcast listeners. Simply, click here, select the Annual Package and use code PODCASTPRO at the checkout.

For all sponsorship enquiries, it’s: advertising@businessoffashion.com.

The Business of Fashion Podcast

The Business of Fashion Podcast

The New Model for Building DTC Brands

The Multi-Versal Self and the Rise of Virtual Fashion

The Year That Changed the World

Big Tech’s Threat to Fashion

How Does the World Feel About Covid-19?

Tory Burch on Finding Purpose in Female Empowerment

David Bailey on a Life of ‘Looking Again’

Welcome to Retail Reborn from The Business of Fashion | Trailer

The Fate of the Physical Runway Show

Jerry Lorenzo Says, ‘I Know What I’m Fighting For’

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