In this episode of The Retail Pilot, host Ken Pilot kicks off with a PreFlight segment featuring retail expert Jan Kniffen. They dive into the ever-changing sneaker market, discussing Nike’s comeback, the rise of On Running and Hoka, and how brands like Skechers and New Balance are shaking up the industry. Following PreFlight, Ken welcomes special guest Sarah LaFleur, Founder and CEO of M.M.LaFleur, for an insightful conversation about how she built a brand that redefined workwear for women. From launching the company in 2013 to navigating the challenges of COVID and financial setbacks, Sarah shares her journey of resilience, innovation, and customer-driven design. Learn how M.M.LaFleur’s mission to simplify dressing for professional women has evolved, how Sarah leveraged trunk shows and word-of-mouth marketing to scale the brand, and why she believes adaptability is key to entrepreneurial success. Plus, she shares insights on the future of retail, the role of AI in fashion, and her vision for M.M.LaFleur in the next decade. Key Takeaways: ✈️ PreFlight with Jan Kniffen: 🔹 The rise of smaller sneaker brands and how they’re impacting Nike & Adidas 🔹 Why Nike is poised for a strong comeback in 2025-2026 🔹 How the running shoe market is evolving and what it means for retailers 🛫 Main Interview with Sarah LaFleur: 🔹 The inspiration behind M.M.LaFleur and how it started 🔹 How Sarah built a brand focused on function, fashion, and ease 🔹 The impact of COVID on retail and how M.M.LaFleur pivoted 🔹 Raising capital and overcoming financial hurdles in record time 🔹 The future of retail and the role of AI in fashion 🔹 The power of mentorship and community support 🎧 Listen Now on Your Favorite Podcast Platform! Don’t forget to leave us a review and share this episode. Hosted by Ausha. See ausha.co/privacy-policy for more information.

In this episode of The Retail Pilot, host Ken Pilot interviews Dana Telsey, CEO and Chief Research Officer of Telsey Advisory Group. They explore key trends shaping the future of retail, including AI-driven personalization, shifting consumer behaviors, and the evolution of store formats. Dana shares insights on top-performing brands like Birkenstock, Warby Parker, and Abercrombie & Fitch, along with the challenges facing luxury retail and department stores. The discussion also covers tariffs, global supply chain shifts, and the increasing role of social media in retail strategy. Key Topics Discussed Dana Telsey’s Career Journey – Her experience in equity research, investment banking, and retail strategy Retail Trends for 2025 – Personalization, curation, and the growing role of AI in retail Top Companies to Watch – Birkenstock, Warby Parker, Walmart, Abercrombie & Fitch, and Lululemon Luxury Retail & Department Stores – The Saks-Neiman Marcus merger and the shift toward direct-to-consumer strategies The Impact of AI in Retail – Enhancing personalization, content creation, and supply chain management Social Media & Retail – The influence of TikTok and social commerce on brand visibility The Evolution of Physical Retail – The rise of pop-up shops, smaller store formats, and experiential retail Tariffs & Global Production – How supply chain shifts and economic uncertainty affect pricing Nike & Sneaker Market Competition – Challenges from rising brands like Hoka, On Running, and Skechers Retail Technology & Customer Experience – AI-powered POS, RFID, and real-time analytics in retail Highlights & Key Takeaways AI & Personalization – Retailers are investing in AI to refine customer experiences and optimize operations Success of Top Brands – Birkenstock’s full-price strategy, Warby Parker’s store model, and Abercrombie’s resurgence Luxury Retail Shifts – Direct-to-consumer is becoming the primary focus for major luxury brands Retail Media Networks – Gaining traction but still proving their impact on sales and customer engagement Power of Social Media – TikTok has become a critical platform for understanding emerging consumer trends Tariffs & Rising Costs – Retailers are diversifying supply chains to reduce dependency on China In-Store Experience Matters – Brands like Skims and RH are leveraging immersive retail environments Nike’s Competitive Pressure – Facing challenges from new brands, Nike must redefine its market strategy Retail’s Need for Agility – The most successful brands are those that adapt quickly to changing consumer demands Hosted by Ausha. See ausha.co/privacy-policy for more information.

Ken Pilot interviews Emily Current and Meritt Elliott, Co-Founders of fashion brand, The Great, on this Flight of The Retail Pilot Podcast. Plus, he has a short "Pre-Flight" conversation with Jan Kniffen, former retail executive and current CNBC retail expert, to discuss what 2025 looks like for the retail industry. Pre-Flight with Jan Kniffen Jan Kniffen shares his outlook for retail in 2025: Retailers are optimistic after a solid 2024 holiday season Consumer spending expected to remain healthy, especially among higher-income shoppers Lower-income consumers adapting to higher costs Tariffs not a major concern for most retailers Positive outlook for discretionary retailers like Ralph Lauren, Nike, Lululemon Interview with Emily Current and Meritt Elliott Ken speaks with the co-founders of The Great about their journey and brand: Brand Origins Met as UCLA students, bonded over vintage fashion Started as celebrity stylists before launching denim brand Current/Elliott Founded The Great in 2015, focusing on casual, nostalgic Americana The Great Brand Offers casual, vintage-inspired clothing across multiple categories About $50 million in annual revenue Distribution split between e-commerce, retail stores, and wholesale Business Approach Self-funded, focused on organic growth Value wholesale partnerships alongside direct-to-consumer Emphasis on in-person experiences and community building Collaborations Partnerships with Eddie Bauer, Birkenstock, Pottery Barn Interested in future collaboration with Converse Marketing Strategy Rely heavily on word-of-mouth and organic growth Use collaborations and retail stores as marketing tools Celebrity fans include Reese Witherspoon and Rachel Bilson Future Plans Expanding reach to new geographic markets Considering growth in men's, children's, and home categories Working as Co-CEOs Emphasize complementary skills and shared vision Stress importance of understanding all aspects of the business Hosted by Ausha. See ausha.co/privacy-policy for more information.

In this episode of The Retail Pilot, host Ken Pilot sits down with Alex and Mike Faherty, co-founders of Faherty Brand, to discuss their business journey, recent successes, and future plans. Key Topics Discussed: Faherty's performance during Black Friday and Cyber Monday 2024 The brand's growth trajectory and end-of-year projections Expansion of retail stores and focus on in-store experiences Product development and bestselling items Marketing strategies and collaborations Tech innovations and simplification efforts Team building and company culture Preparing for potential tariff changes in 2025 Exciting plans and collaborations for 2025 Highlights: Faherty now operates 72 stores, with plans to open more in 2025 The brand is doing "hundreds of millions" in revenue Focus on hero products like the Legend Shirt and Stretch Terry Pants Emphasis on creating a boutique feel while making shopping easier for customers Upcoming collaborations with a surf club in Ghana and big wave surfers in Portugal Hosted by Ausha. See ausha.co/privacy-policy for more information.

In this episode of The Retail Pilot, Ken Pilot welcomes back Stephen Yalof, President and CEO of Tanger, Inc. With over 25 years of experience in the commercial real estate industry, Stephen shares insights into Tanger's growth strategies, the evolution of retail spaces, and how the company is adapting to changing consumer behaviors. From expanding into full-price lifestyle centers to enhancing customer experiences through digital innovation and loyalty programs, Stephen provides a comprehensive look at Tanger's journey and future direction. Key Topics Discussed 1. Tanger’s Recent Successes Performance Highlights: Tanger achieved a 4.3% increase in net operating income (NOI) and a 97.4% occupancy rate. The company executed 543 leases covering 2.6 million square feet over the past year. Expansion Efforts: Recent acquisitions include The Promenade at Chenal in Little Rock, Arkansas, which features the only Apple Store in the state. 2. Growth Strategy Diversification: While maintaining its core outlet business, Tanger is expanding into full-price open-air lifestyle centers that include specialty stores, grocery anchors, and other amenities. Acquisition Focus: Stephen emphasized the importance of acquiring high-quality properties in strategic markets to leverage existing regional management teams. 3. Enhancing Customer Experience Tanger Club Loyalty Program: A tiered membership program offering discounts and perks for shoppers. Members can choose between free or paid memberships ($20 annually) for additional benefits. Digital Integration: Introduction of QR codes for real-time offers and digital savings passports, replacing outdated coupon books. Amenities and Entertainment: Investments in food offerings, gathering spaces, and entertainment options like pickleball courts to create a more engaging shopping experience. 4. Industry Trends Blending Physical and Digital Retail: Tanger is exploring e-commerce integration as part of its long-term strategy while using digital tools to enhance in-store experiences. Health & Beauty Brands: Increased presence of brands like Sephora and Ulta in outlet environments, offering regular-priced products alongside experiential services. 5. Leadership and Team Building Talent Development: Stephen emphasizes hiring complementary skill sets to address organizational blind spots and promoting from within to keep employees motivated. Communication Practices: Regular town halls, employee resource groups (ERGs), and an intranet ensure transparency and engagement across the organization. 6. Reflections on Leadership Lessons Learned: Stephen highlights the importance of "failing fast" to pivot quickly when strategies don’t work. He also stresses the value of building a strong team aligned with company goals. Notable Quotes "Fail fast—if something doesn’t work, pivot quickly and move on." – Stephen Yalof "We’re lifestyle-izing our portfolio by adding food, beverage, amenities, and entertainment to enhance the customer experience." – Stephen Yalof "Our loyalty program is about understanding our customers better and providing them with personalized value." – Stephen Yalof Hosted by Ausha. See ausha.co/privacy-policy for more information.

Rent the Runway 2.0 - Redefining the Future of Fashion with Jennifer Hyman Jennifer Hyman, co-founder and CEO of Rent the Runway, joins Ken Pilot to discuss the company's journey over the past 15 years. Jennifer Hyman is the Co-Founder and CEO of Rent the Runway, a company that is disrupting the trillion-dollar fashion industry with the world’s first and largest shared designer closet. She has led the company for 15 years through all stages of growth, from inception in 2009 to a scale of more than 3M lifetime customers. Jennifer took the company public in 2021, making her the first woman ever to IPO a company with an all-female executive suite and the 30th woman ever to IPO a company. She has been honored on the TIME Top 100 Most Influential People List and the CNBC Disruptor List for 5 out of 10 years. She also serves on the Board of Directors of The Estée Lauder Companies and Zalando. Rent the Runway's Origins and Growth Hyman pitched the concept to Diane von Furstenberg 48 hours after having the idea The company now rents about $5 billion worth of designer clothing annually Rent the Runway works with over 1,000 designers and has had 100% brand retention over 15 years Business Model and Profitability The company has focused on becoming capital-light, with revenue sharing agreements with brands. Rent the Runway has more than doubled its margins over the last few years. The goal is to reach free cash flow breakeven. Challenges and Resilience COVID-19 presented significant challenges for the business. Hyman emphasizes the importance of resilience and staying in the game. Marketing and Customer Acquisition The company is refocusing on top-of-funnel marketing activities. Rent the Runway is leveraging its community and introducing new initiatives like the "Icons" program. Physical Retail and Partnerships Hyman expresses interest in partnerships with retailers like Sephora, Ulta, or Zara. Previous partnerships with Neiman Marcus drove significant foot traffic. Industry Insights Hyman discusses the disruption in the fashion industry, particularly from companies like Shein and Amazon. She notes the changing perception of brand value among consumers. T echnology and AI Rent the Runway is exploring AI applications in various areas, including photography, customer service, and search algorithms. Hosted by Ausha. See ausha.co/privacy-policy for more information.

In this episode of The Retail Pilot, host Ken Pilot sits down first in a Pre-Flight conversation with Simeon Siegel, Senior Retail Analyst for BMO Capital Markets, to discuss the state of the Retail market both post-election and leading into the holiday season. For the main Flight, Ken speaks with Rachelle Hruska MacPherson, founder of the fashion brand Lingua Franca. Rachelle shares the unexpected journey that led her to create a company known for its hand-embroidered cashmere sweaters and socially conscious messaging. Origins of Lingua FrancaRachelle started the company unexpectedly in 2016 while dealing with stress from her previous businessThe idea came from embroidering "booyah" on an old sweater as a therapeutic exerciseEarly success came from a viral "I Miss Barack" sweater after the 2016 election Business Growth and ModelLingua Franca offers custom embroidery on cashmere and cotton itemsThe company has expanded into ready-to-wear clothing and collaborationsCurrent revenue is under $30 million, with 60-70% from direct-to-consumer sales Product and PricingCashmere sweaters with embroidery retail for around $380Cotton items start at $150, opening up a new market segmentCustom embroidery is available in stores and through an online customizer Marketing and CollaborationsGrowth has been largely organic, with minimal traditional marketingCollaborations with celebrities, artists, and brands have been key to expansionUpcoming collaborations include Wicked and Gilmore Girls Challenges and Future PlansRachelle discusses the difficulties of scaling while maintaining brand authenticityShe emphasizes the importance of product quality and customer serviceThe company is exploring new marketing strategies, including digital advertising Personal InsightsRachelle shares her favorite travel destinations and TV showsShe discusses the importance of mentorship and community in the fashion industry The episode provides an in-depth look at how Lingua Franca has grown from a personal project into a socially conscious fashion brand, navigating the challenges of scaling while maintaining its core values and unique positioning in the market. Hosted by Ausha. See ausha.co/privacy-policy for more information.

In this episode of The Retail Pilot, host Ken Pilot welcomes Jan Rogers Kniffen, CEO of J Rogers Kniffen Worldwide and retail industry expert, to discuss the current state and future of retail. Key Topics Discussed: Post-Election Retail BounceJan predicts a post-election retail bounce, as seen in previous presidential election yearsDiscretionary retail is currently running at zero inflation, making it attractive to consumers Fourth Quarter OutlookDespite potential headwinds, Jan expects a strong fourth quarterForecasts 3.5-4% sales growth, similar to last yearBelieves discretionary goods will perform well due to their perceived value compared to inflating services Walmart vs. TargetWalmart is outperforming Target significantlyWalmart is attracting higher-income customers, traditionally Target's demographicWalmart's focus on in-store experience and competitive pricing is paying off Off-Price Retail SectorTJ Maxx ranked as the fifth-best retailer in America by JanConcerns about over-saturation in the off-price sectorPotential challenges for off-price retailers as the market matures Department Store FuturePredicts most department stores will go private by the end of 2026Cites lower interest rates and increased real estate values as factors facilitating buyoutsMentions Nordstrom, Macy's, and Kohl's as potential candidates for privatization Tariffs and ManufacturingDiscussion on the impact of potential tariffs, especially on goods from ChinaMany retailers have already reduced their exposure to Chinese manufacturingPredicts that moderate tariff increases might be absorbed by Chinese manufacturers rather than passed on to consumers Notable Quotes: "May the bounce be with you." - Jan Rogers Kniffen on the post-election retail bounce "I think it's come down to who can do this stuff as opposed to where you happen to be." - Jan Rogers Kniffen on retail performance Closing Thoughts: Jan expresses optimism for the retail sector going into the fourth quarter and 2025, despite potential challenges. He emphasizes the importance of execution and adaptation in the evolving retail landscape. Hosted by Ausha. See ausha.co/privacy-policy for more information.

On this episode of The Retail Pilot podcast, Ken speaks with Nick Green, Co-Founder & CEO of Thrive Market, a membership-based online platform that makes healthy and sustainable living easy and affordable to all. Nick launched Thrive 10 years ago shortly after graduating from Harvard. The business has also been recognized as a leader in regenerative agriculture, carbon-neutral shipping, and Zero Waste operations, and in 2020 became the nation’s largest grocer to receive B Corp Certification. Outside of Thrive Market, Nick lives in Venice, CA with his wife, Carolina, and their three children. Key Points About Thrive Market: An online retailer offering natural and organic products at affordable prices through a membership model1 Mission: Making healthy and sustainable living easy, affordable, and accessible to all1 Business Model: $60 annual membership feeCurated assortment of natural and organic productsAI-powered personalizationZero-waste fulfillment and carbon-neutral shipping Company StatsFounded: 10 years agoMembers: 1.5 millionAnnual Sales: Over half a billion dollarsProfitability: Now profitable and cash flow positive1 Nick Green's BackgroundGrew up in Minneapolis with a health-conscious motherPreviously founded and sold an education companyMet co-founder Gunnar, who grew up on a hippie commune Business StrategyProduct Mix: 90% third-party brands10% Thrive Market branded products (generating 25% of sales)Private Label Strategy: Focus on filling gaps in the catalog rather than copying existing products1Margin Profile: Strong margins on both private label and third-party productsSustainability: Zero-waste fulfillment centers, carbon-neutral shipping Marketing StrategyReferrals: 25% of new members come from existing member referralsInfluencer Marketing: Unique approach to partnershipsDigital Marketing: Leveraging technology for personalized experiences Future OutlookFocus on expanding online presence rather than immediate brick-and-mortar plansPotential for future physical stores, but not a current priorityContinued investment in AI and personalization technologies Competitive AdvantagePurpose-built for healthy livingMembership model driving profitability and customer behaviorTechnology-first approach to e-commerceStrong focus on sustainability and ethical supply chains Hosted by Ausha. See ausha.co/privacy-policy for more information.

Ken Pilot interviews Oliver Chen for this flight of The Retail Pilot podcast. Oliver Chen is a Managing Director and senior equity research analyst covering retail and luxury goods at TD Cowen.  His deep understanding of the consumer and his ability to forecast the latest trends and technological changes that will impact the retail space have set him apart from peers. Prior to joining TD Cowen in 2014, he spent seven years at Citigroup, worked in the investment research division at UBS, in the global mergers and acquisitions/strategic planning group at PepsiCo International, and in JPMorgan’s consumer products/retail mergers and acquisitions group. Oliver holds a bachelor of science degree from Georgetown University, an MBA from the Wharton School at the University of Pennsylvania, and is a CFA charterholder. His passion for the sector began at the age of 12 when he began working with his parents at their retail business in Natchitoches, Louisiana. Summary: In this conversation, Oliver Chen discusses the current state of luxury retail and the beauty sector, highlighting the challenges and opportunities faced by brands. He emphasizes the importance of pricing strategies, the impact of digital transformation, and the need for brands to connect with younger consumers. The discussion also covers emerging trends in fragrance, the potential of the men's beauty market, and the role of AI in enhancing the retail experience. Key Takeaways:Luxury retail is facing an inflection point with declining sales.China's economic factors are influencing luxury spending.LVMH's strong brand portfolio positions it well in the market.Hermes thrives due to its timeless luxury appeal.Luxury brands are increasingly focusing on direct-to-consumer sales.Ralph Lauren's success is attributed to its cultural relevance and value perception.Fragrance is a growing category with opportunities for premiumization.The men's beauty market is still developing but shows potential.TikTok is becoming a significant platform for beauty brands.AI is set to transform the retail experience through personalized search. Hosted by Ausha. See ausha.co/privacy-policy for more information.