Purchasing clothing,
particularly a suit, is not an everyday issue for people, and
therefor it becomes the role of the retailer to facilitate, inform
and guide people through the process. The retailer must use their
knowledge of styling (matching appropriate colours, details, textures, a garment's meaning), product performance, fit etc., to meet
the customer's specific needs.
The motivation for this
process came from a very ambitious staff member of mine, who had
worked in womanswear. She had huge energy, styling ability and
understood the process of creating an outfit; the issue which arouse
was she wasn't narrowing down options to the customer's (Man's) needs
or potential desires. The customer's 'need' was for one suit,
potentially a deal could be made for two or three suits which related
to different needs, though the sales person was giving the customer
four different outfit options for the one need. People love the idea
of options (to compare details to best suit their needs, or the
ability to have one product do many things), though giving customers (particularly Men) too many options that do one thing, at the point
of sale can confuse and alienate them. The sales person needs to
present a solution with the customer's specific need in mind.