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The Shifting Ground of Retail Real Estate Valuations

Written by Clara Maguire

Lately landlords are growing ever reluctant to do turnover deals. From their point of view omnichannel retail means the store is generating sales not accounted for at the till. We can track the basics like in-store mobile payments, click and collect, and in-store returns (which are a definite loss to the landlord on a turnover lease). But there’s a massive distance to travel before we understand the value of retail square footage in an omnichannel world.

Imagine for a moment store leasing models that worked like google adwords. You can pay for:

  • CPA (Cost Per Acquisition) which in a real world format relates to an in-store purchase (mobile included).
  • CPC (Cost Per Click) the proxy measurement could be a social media follow, like or share created in store, or a product added to a wishlist and later fulfilled.
  • CPM (Cost Per Impression) i.e. the size / frequency of the advert. In retail terms, our old favourite, square footage and duration.

Or imagine what we can dream up when we combine different data points – sensors to measure interaction with products, social graphs to measure interaction with brands, unique visitors, dwell / footfall, increase in social media followers. Exciting right? That’s before we’ve even started thinking about the dynamics of place, proximity of online orders to stores, the evolution of distribution logistics and spatial requirements in the city, the future of making.


“There’s a new value ecosystem being created and that means that all value points are in flux.”

Retail is going through a radical reorganisation. There’s a new value ecosystem being created and that means that all value points are in flux and leasing models are central to this. There’s a lot to think about and only a limited number of actors with the data to help support our initial assumptions. There are also some significant hurdles. Retailers are cautious about sharing data in case it results in increased property costs. Landlords can’t always get the retailer data they need (though those doing turnover deals are best placed to make a start). Other less obvious offline data partners like advertising, events, PR agencies are often overlooked.

In addition the infrastructure, software and analytical capabilities may not be in-house yet, that goes for all parties. There are data privacy concerns that will govern the design of such systems. Attempting to mimic real world leasing structures on dynamic online models is difficult to fathom given the different levels of capital exposure. Our asset model simply isn’t free enough to experiment – it’s over-leveraged and props up important parts of the economy like our pension funds.


“If our response is to fall back into traditional lease formats – we will sound the death knell for innovation.”

All that said, if we don’t take it on, if our response is to fall back into traditional lease formats – we will sound the death knell for innovation. Turnover leases are fundamentally important to shared risk, the notion of shared risk was developed by Joseph Stiglitz and he got the Nobel Peace Prize. So our challenge today is how to design dynamic leasing models, ones that maximise the opportunity for innovation, that support new ideas and give them equitable access to our cities to create jobs and places that matter. It will require us to think differently about value and we may find the results as challenging as the process. At The Dandy Lab we are planning on giving it a go – we’ll get further with great partners. If you’re interested in getting involved please drop me a line, I’d love to hear from you.


About Clara

Clara is Head of Growth at The Dandy Lab. Her experience spans urban development, entrepreneurial ecosystems, future institutions, and tech start-ups. She has previously been COO of We Are Pop Up a venture backed tech startup, Co-founder of Architecture 00:/ an urban design practice, and has run entrepreneurship programmes on behalf of Richard Branson. She has been published several times by leading think tanks on subjects related to Future Cities.

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The Dandy Lab Goes To Moscow

Written by Peter Jeun Ho Tsang

The Dandy Lab is going international for the first time with our insights from the Spitalfields co-retail lab. I am excited to be presenting the findings for the first time in Moscow alongside other retailers such as Ikea. I look forward to meeting to some fellow Russian innovators.

RETEXPO 2016 will be held in the World Trade Center in Moscow.

The event will feature more than 150 solutions for businesses and will premiere innovations in the Russian market. The exhibitors will demonstrate the latest developments both on the stands and on the total open area. The program RETEXPO 2016 also includes a series of specialized conferences for professionals dedicated to the finer points of implementation and application of technology in the retail sector: IT, marketing, logistics, equipment shops, omni-channel, security and more.

23 – 25 November 2016
World Trade Centre in Moscow
http://www.retexpo.ru/


About Peter

Peter is Co-Founder & Creative Director of The Dandy Lab and has a background in fashion product development and retailing. He holds an MA in Digital Fashion from London College of Fashion, where he is also an Associate Lecturer. He is currently developing academic research looking at ‘the future of retail’, consumer behaviour in smart retail environments and innovation within fashion retail ecosystems.

CONTACT PETER
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How To Design The Perfect Interactive Retail Experience

Written by Peter Jeun Ho Tsang

aaeaaqaaaaaaaak2aaaajdcxy2m0mzq1ltqxn2ytngu3ny05nwzhlwninjywn2e0owzlnwFashion retailers are using digital technologies to create new shopping experiences. “Retail theatre” – creating exciting experiences in physical stores – has become a standard expectation for shoppers. These customers are integrating information and behaviours from a variety of new tools such as cognitive services as well as Snapchat, WhatsApp and Boomerang into their shopping experience.

I presented alongside  IBM’s Innovation team, Fluid and Design Week on designing the perfect retail experience in an exclusive online webinar. Hosted by Tom Banks, editor of Design Week, we discussed some of the findings from our Spitalfields store and also the key themes that myself and The Dandy Lab team will be taking into the next version of the co-retail lab.

The 21st century retailer cannot just be a merchandiser; they must be an orchestrator for each shopper, by helping to design the right experience at the right time and in the right place. This encourages customers to not just purchase but to return and keep purchasing.

In this Design Week webinar – in partnership with IBM – we looked at how we can:

  1. Harvest the right data at the right time in order to serve these continually connected shoppers.
  2. Design a contextually appropriate shopping environment which continually accompanies the customer.
  3. Understand not just the customer profile, but the triggers for their behaviour in real time.
  4. Anticipate and serve these needs with each customer interaction.

Follow this link to listen to the recorded session: How to Design the Perfect Interactive Retail Experience

Presented by: Tom Banks (Design Week), Mary Wallace (Senior Managing Consultant – IBM), Kent Deverall (Fluid) and Peter Jeun Ho Tsang (The Dandy Lab)


About Peter

Peter is Co-Founder & Creative Director of The Dandy Lab and has a background in fashion product development and retailing. He holds an MA in Digital Fashion from London College of Fashion, where he is also an Associate Lecturer. He is currently developing academic research looking at ‘the future of retail’, consumer behaviour in smart retail environments and innovation within fashion retail ecosystems.

CONTACT PETER
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Pioneering London’s Retail Ecosystem

Written by Peter Jeun Ho Tsang
The Dandy Lab powered by University College London
Pop Up Concept Shop: July 2015 – February 2016

white-paper-coverThe Dandy Lab was an interactive men’s lifestyle shop. It curated and sold British brands and told stories like a real-life magazine.

The culmination of a 6 month’s worth of testing within a live-trading retail lab, myself and the team were able to support some of the UK’s newest design and technology talent; figuring out what the future of retail may look like. The shop was based at 73 Brushfield Street in London’s iconic Old Spitalfields Market and was part British fashion shop and part retail lab testing cutting edge technologies.

We’ve just released a white paper outlining the technologies and retail models that The Dandy Lab and its supporting partners explored and the key insights achieved. You can download the full report from our website, but in case you don’t have time to read the full thing then here’s a snapshot of what we learnt.

Here Are My Top 5 Takeaways:

1. The Retail Lab: TheDandyLab was designed to offer a low risk, low cost and high value testing facility for technology start-ups. Following the learnings and iterations from 6 months of live testing 30% of technology solutions trialled in-store are now ready to be rolled out into larger retail environments. The lab demonstrated the value in providing a space where innovation from companies such as Cisco can happen without the constraints of existing retail legacy systems.

2. Overcoming The Innovation Fear Factor: From the scores of retailers we engaged with 83% identified a greater need to innovate, iterate and integrate digital into their physical retail strategies, especially with the rise of the tech-savvy Generation D. Retailers must overcome the fear of innovation to really understand how holistic digital strategies can be effectively executed, and not just used as standalone solutions loosely connected together that are forced upon the customer. Retailers must in-build margin for innovation in order to differentiate their businesses in the future.

3. Physical Retail as Media: The Dandy Lab collaborated with OnePlus to launch their OnePlus X smartphone in November 2015. We tested the theory that retail is no longer simply about sales, but instead about the experience that should be tied into the media consumed everyday by customers online. The approach turns physical retail spaces into offline marketing platforms to extend their online presence. The event demonstrated how retailers could push the boundaries of traditional shopping; the sale of products is no longer strictly tied to the store itself or the traditional metric of sales per square foot, but rather is more about experience per square foot. Many stores in the future will be used for the sole purpose of experiential showrooms.

4. Flexible Retail Formats – ShopShare: Partnering with We Are Pop Up we supported 52 British brands and of those over 65% originated in London. We wanted to test not only that ShopShare is a viable retail strategy, which was proven in our Spitalfields shop, but also that in the future retailers will need to morph their retail strategies into more flexible formats. With discount culture and property rental prices at an all time high, implementing additional revenue streams will be key to surviving amongst the saturated UK high street.

5. Smart Retail Environments: Overtime, retailers will be able to utilise artificial intelligence to automate data crunching so that the physical environment can be hyper-personalised to the individual. Whereby displays and lighting units dynamically change according to the individual’s shopping habits and preferences. At present this is very difficult to scale across international chains, however at The Dandy Lab we saw that personalisation will be key. Solutions such as Hoxton Analytics and Reward Technology will become more sophisticated and machine-learning environments will be able to create personalised, seamless multi- channel journeys. In the future smart shops will be the everyday norm for the way we shop and retailers must start planning now for that change.

To download the white paper please follow here.


About Peter

Peter is Co-Founder & Creative Director of The Dandy Lab and has a background in fashion product development and retailing. He holds an MA in Digital Fashion from London College of Fashion, where he is also an Associate Lecturer. He is currently developing academic research looking at ‘the future of retail’, consumer behaviour in smart retail environments and innovation within fashion retail ecosystems.

CONTACT PETER