The personal touch
Tracey McEldowney talks trends with accessory suppliers.
Who are the biggest purchasers of accessories?
Pilgrim Australasia country manager Shane Nelson
Because [our brand] offers such an extensive and innovative range of men's and women's jewellery, sunglasses and watches we find that our end user customers are from Generation X to baby boomers. With regard to retailers, high end gift stores and fashion boutiques are our core customer base
Milleni national sales manager Rick Bielecki
The majority are professional women, they have money to spare and dress to impress. But all women love accessories and the more they can afford the better
Fabienne managing director Robyn Wilson
The biggest purchasers of accessories for us are gift stores and boutiques
What is the most significant challenge for accessories suppliers?
Pilgrim Australasia country manager Shane Nelson
Staying ahead of competitors through innovation
Milleni national sales manager Rick Bielecki
Constant novel designs to keep up with ever-changing demands for something new and to offer a point of difference
Fabienne managing director Robyn Wilson
The most significant challenge for accesssories suppliers is to maintain market share and also to grow when there are so many more new wholesalers in the market, and the market is now oversupplied
What are some of the ways suppliers are responding to this challenge?
Pilgrim Australasia country manager Shane Nelson
We employ a creative research and development team of designers who travel the globe to identify future trends and incorporate these styles into our collections. Having creative point of sale and providing merchandising guides to our customers allows for our brand to stand out in the retail environment. For example Liv Tyler, is currently the face of Pilgrim with her image branded on all POS material from signage to shopping bags
Milleni national sales manager Rick Bielecki
The only way to respond is to constantly design new product.The material fabricators are well aware of the challenges and new designs and colourways are always available for our designers who have to work hard and fast.
Fabienne managing director Robyn Wilson
We are responding to this challenge by carrying lower levels of stock and introducing new product more frequently, and designing our own product
How has the accessories sector changed in the past three to five years?
Pilgrim Australasia country manager Shane Nelson
The lead time to bring out ranges for current and future trends is becoming shorter due to technology availing the need for now
Milleni national sales manager Rick Bielecki
Enormously. Constant new designs are demanded throughout all seasons and competition for this market has grown to fulfill this demand. We thrive on these demands to keep one step ahead
Fabienne managing director Robyn Wilson
Up until about two to three years ago the accessory market was strong, in the past few years there have been many new wholesalers entering the market , especially with Chinese goods, so there is significantly more product in the market, and then consumers lose interest
In your view, how is the sector likely to evolve in coming years?
Pilgrim Australasia country manager Shane Nelson
We see integration of all our product lines the key to our success in evolution. Being a brand that offers an integrated collection, allows consumers to no longer need to search for accessories from various companies. Instead we can supply our renowned quality and unique designs across a number of product lines.
Milleni national sales manager Rick Bielecki
This sector will always be ever-changing, at differing rates, we will constantly have to keep up with this demand in order to survive and grow.
Fabienne managing director Robyn Wilson
Demand will increase for better quality goods, and more individual designs will perform well, as retailers try to differentiate in the market.
More wholesalers will leave the market and go elsewhere because the market demand is not high enough. Also many businesses are going direct to the Asian source now too, but I think with time market will settle down and improve.
By Tracey McEldowney