SALESFUEL TODAY

More Apparel Consumers are Opting for Online When it Comes to Outerwear

by | 3 minute read

According to The NPD Group’s Checkout, a receipt mining service, close to one-third (29 percent) of total online apparel buyers purchased outerwear online in the 12 months ending November 2017, up two percentage points over the previous year. The average consumer is spending $178 when buying outerwear online, a 3 percent increase in spending over the prior year.

The North Face, Patagonia, and Columbia are among the top performers in this e-commerce space. The North Face captured 8 percent of total online outerwear buyers, followed by Columbia with 6 percent share of buyers and Patagonia at 3 percent. Patagonia attained the highest brand loyalty among these brands, with 66 percent of Patagonia outerwear buyers’ spend on the category going toward the brand.

Outerwear retailers have the opportunity to get a larger share of Men’s Clothing Shoppers’ budgets! The newest AudienceSCAN study showed 19.4% of U.S. adults will spend at least $500 on men’s clothing this year.

“Outerwear is one of the hottest categories in outdoor and sports apparel today. While there is a lot of noise in today’s apparel market, outerwear is faring positively with its assortment of looks and brands that are helping consumers to stand out from the crowd. With the internet remaining the best way to find these unique styles, an omnipresent retail strategy with a customer-centric approach is critical for continued growth,” said Matt Powell, Senior Industry Advisor, Sports, at The NPD Group.

That customer-centric approach is key: 54% of Men’s Clothing Shoppers make a point of shopping where salespeople are helpful and friendly, according to the latest AudienceSCAN survey data.

Brands with a foundation in the catalog retail model have also performed favorably in the outerwear e-commerce space. Consumers increased their average annual spending on outerwear from Lands’ End and L.L. Bean by 10 percent and 2 percent, respectively, and also spent more per purchase.

In addition, a pricing dichotomy among well-performing brands suggests that there is not one price-point strategy for success. For example, with considerably fewer online customers and a higher price point than Columbia, Canada Goose outerwear consumers spent 14 percent more per purchase versus last year, compared to Columbia outerwear consumers who spent 2 percent more.

To this point, the most recent AudienceSCAN study showed 60% of Men’s Clothing Shoppers are willing to pay more for higher quality on most products.

“Brands and retailers framing their strategies around price and promotion are setting themselves up for disappointment in today’s retail environment, as consumers are seeking a more premium differentiation. Instead, brands carving their own niche and evoking their core values consistently, in all products and messaging, will win over consumers. This presents a fundamental opportunity for both existing and emerging outerwear brands,” said Powell.

AudienceSCAN data is available for your applications and dashboards through the SalesFuel API. Media companies and agencies can access AudienceSCAN data through the AudienceSCAN Reports in AdMall.

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Courtney Huckabay
Courtney is the Editor for SalesFuel Today. She analyzes secondary customer research and our primary AudienceSCAN research. Courtney is a graduate of Middle Tennessee State University.