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High-end clothing brand only sells on tour dates

Retail

Over the past few years, we’ve seen nearly every major clothing brand—from the Gap to Louis Vuitton—set up one or more pop-up stores, drawing attention to their product lines and to their regular retail outlets. In contrast, a Munich-based brand isn’t attempting to supplement its fixed-store bread and butter; Clemens en August‘s only offline sales are through temporary outlets, twice a year. Avoiding the pop-up moniker, the brand describes itself as being ‘on tour’. Each season Clemens en August travels to an assortment of fashion-minded cities to sell its current collections in contemporary art galleries for only three days at a time. By cutting out the retail margin, the strategy lets the brand offer its clothes at substantially lower prices than they otherwise could. Through planned scarcity, meanwhile, the strategy creates a new sense of exclusivity based on limited availability, not price. Together, those benefits have clearly helped the brand survive during these tough economic times, allowing it to win a cult following and to see a sales increase of 30 percent in 2009, according to a report in Time. While it also sells through its online store, Clemens en August maintains a sense of scarcity: the third floor of its webshop is reserved for customers who’ve visited the most recent tour. Don’t look now, but the pop-up retail model just gained even more staying power. One to try out with your own high-end goods…? (Related: Nationwide network of pop-up marketing spacesLuxury etailer focuses on planned scarcity.)

Email: info@clemens-en-august.com

Website: www.clemens-en-august.com

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