Retail business development decides where, how and with whom a brand opens stores, and stays with each opening until it breaks even. I have led openings and networks across Europe, the UK, the UAE and the United States, in directly operated stores, department stores and outlets.
When you need it
- The brand is growing at home and wants to open abroad, directly or with partners.
- Recent openings took too long to break even.
- You need someone who knows the local market and can talk to landlords, partners and teams.
- You have to decide the right balance of full price, outlet and department store.
What I do
Market and location choice
I compare cities, streets and centres on clientele, rents, competition and seasonality, and bring back a ranked proposal.
Store business plan
Expected sales, headcount, rent and initial investment, with a stated break-even month and the conditions it depends on.
Hiring and training the team
I hire or support the store manager, define roles and incentives, and train the team on product, selling ceremony and brand standards.
Launch and first six months
I follow the opening, local marketing and first weeks of trading, then stay on the numbers until the store runs on its own.
How it is measured
Every opening has a plan with monthly sales and a break-even month. We compare actuals to plan every month and correct course before a gap becomes a problem.
Indicators
- Months to break-even
- Sales per square metre
- Stock turn
- Staff cost as a share of sales
A case
Expansion into five international markets
Italian womenswear brand, directly operated stores in Europe and the UAE
- revenue year on year
- to break-even, against 12 planned
- stock turn
Frequently asked questions
Which markets do you know first-hand?
The UK and Ireland, France, Germany, Benelux, Spain, Portugal, Poland, Switzerland, Austria, Greece, the UAE, Russia and the United States. I work in English, Italian and Russian.
Directly operated stores or a local partner?
It depends on how much control you want over the brand and how much capital you can commit. Direct stores protect image and margin but need structure. A partner lowers the investment but has to be chosen and managed with clear contracts and standards. The right answer often changes market by market.
How long does an opening project take?
From location choice to opening usually takes four to eight months, depending on fit-out and permits. I stay involved for the first six months of trading, which is when a store either reaches break-even on schedule or does not.