Garments brands

Outerwear

GERMANY

2 G E R M A N Y

2.1 GENERAL ECONOMICSITUATION

Germany’s affluent and technolo-gically powerful economy - thefifth largest in the world - hasbecome one of the slowest gro-wing economies in the euro zoneand Switzerland. A quick turna-round is not foreseeable in theimmediate future. Growth in 2001-03 was under 1%, rising to 1.7% in2004. The modernization andintegration of the eastern Germaneconomy continues to be a costlylong-term process, with annualtransfers from west to eastamounting to roughly $70 billion.

Germany’s aging population,combined with high unemploy-ment, has pushed social securityoutlays to a level exceeding con-tributions from workers. Structuralrigidities in the labour market -including strict regulations on lay-ing off workers and the setting ofwages on a national basis - havemade unemployment a chronicproblem. Corporate restructuringand growing capital markets aresetting the foundations that couldallow Germany to meet the long-term challenges of European eco-nomic integration and globalizati-on, particularly if labour marketrigidities are further addressed. Inthe short run, however, the fall ingovernment revenues and therise in expenditures have raisedthe deficit above the EU 3% debtlimit.

The GDP of Germany, which is thelargest economy in the EU, grewmore slowly than the EU averageand of course Switzerland. Theweak economic situation can beillustrated by the number ofunemployed persons, whichincreased by 7.8% in 2004.

A second aspect was the increa-se in the cost of living for privatehouseholds compared with pre-vious years. This comparativelyhigh rate was mainly due to theincrease of energy costs, food,ecological taxes and administrati-ve fees which practically absor-bed the planned tax reductions.

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2.2 THE MARKET FOROUTERWEAR

2.2.1 Market size

Although the general economicsituation at the beginning of 2005was disappointing, Germany stillrepresents by far the largest sin-gle market within the EU, with anestimated total sales volume inclothing of 55.6 billion € in 2004(Statistics BTE Cologne 2005,amounts at retail prices includingVAT).

In 2004, annual clothing sales(including outerwear) shrank incomparison with other consumerexpenditures (they decreased by2.3% in comparison to 2003). Theyear was dominated by a signifi-cant decrease of all sales whichamounted to approximately 2 billi-on €. There is no real change visi-ble at the moment as there will beno growth in 2005. The negativeretail trends must also be seen inthe light that private householdexpenditures have increased by3.5% in the years 2001-2004.Nevertheless, clothing consumpti-on fell constantly during recentyears so that only 5.40 € out of100 € disposable are being spenton clothing.

2.2.2 Market characteristics

The present situation of the outer-wear market in Germany can becharacterised by the followingbrief statements:

Clothing items from the outerwearsegment can be characterised bya permanent price decrease. Themain reason for this is the produc-tion of garments from low-wagecountries. Product imitation hasbecome easier through globalproduction, easy communicationby Internet / e-mail and liberalisedtrade.

Renowned market research insti-tutes have stated that the ‘middlemarket segment’, (which is cha-racterised by quality conscious-ness and ‘brand orientation’) hasbecome much smaller in recentyears. The outerwear and clothingmarket are moving in two directi-ons: (a) value/price and (b)trend/fashion, whilst the middlesegment is decreasing.

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2.2.3 Demographic characteristics

Figure 2-1 shows that the majorpopulation segment by agegroup is between 40 and 44years of age (approximately 7.5million – male and female), follo-wed by those in the 35-39 brak-ket (approximately 7 millionpeople). In other words,Germans in their early fortiesrepresent the largest targetgroup (in numbers only).

The younger generation under25 is comparatively small, e.g.the age group between 20 and24 represents only approx. 4.5million Germans (5.5% of thewhole population). The smallestpotential ‘target group’, apartfrom those over 70, is the seg-ment under 10 years of age. Theconsequences of this for clothingmanufacturers from foreigncountries are evident.

Figure 2-1: Age structure of the German population by sex, 2005

Source: U.S. Census Bureau, International Data Base, 2005

100+95-9990-9485-8980-8475-7970-7465-6960-6455-5950-5445-4940-4435-3930-3425-2920-2415-1910-145-90-4

Population (in millions)

Germany: 2005

male female

0,0 0,5 1,0 1,5 2,0 3,52,5 3,0 4,03,5 3,0 2,5 2,0 1,5 0,01,0 0,5 4,0

2.2.4 Retail sales by product category

Table 2-1 shows that, in terms of turnover development, thewomenswear market increasedby 5% between 2002 and 2005,while the menswear market highlyincreased by 10%; the negativeturnover in 2002 had been trans-formed into a positive value of 2%in the first half of 2005. The chil-drenswear market increased by9%.

There are several ways of seg-menting the clothing market.Table 2-1 provides an overview ofthe turnover development in themajor product segments, in per-centages, covering the mainitems of ladies’, men’s and chil-dren’s outerwear analysed by thissurvey.

All three major segments (ladies,men, children) see a turnover'boom' during the years 2003 to2004, where all turnover valuesincreased highly and nearly turnedinto positive figures.

53Source: BTE Cologne, 2005

2002 2003 2004 1st half 2005

Ladieswear -6 -5 -2 -1

coats -10 -8 -5 15

suits -12 1 4 -1

jackets/blazers 2 -8 0 3

dresses -18 -7 -5 -9

skirts -16 4 -8 -10

trousers -4 3 2 -3

jeanswear -4 -2 3 8

blouses -9 -11 -10 -8

Menswear -8 -4 0 2

coats -14 -5 1 10

suits -8 2 8 5

blazers -12 -9 -3 -2

jackets -6 -6 -3 4

trousers -9 -3 2 -1

jeanswear -2 -3 3 2

Childrenswear -9 -10 -1 0

Textiles total -8 -5 -2 -10

Table 2-1: Outerwear turnover

development in % by sex and pro-

duct categories, 2002 - 2005

2.2.5 Consumer behaviour

The latest observations on consu-mer behaviour based on marketresearch for this marketing hand-book show that consumers of2004/2005:

- react very noticeably to economic changes and moods

- tend to buy less since all wardrobes are full and basic needs can be fulfilled less expensively

- are highly sensitive to price the former belief that ‘cheap things’ are bad and expensive is good, no longer applies

- were concerned about the introduction of the Euro (€) in the beginning of 2002 and assumed hidden price increases

- show a clear trend towards shopping at textile discoun-ters

2.2.5.1 Consumer preferences

There have been tremendousshifts in consumer preferenceswith regard to the most popularshops in recent years. Marketleaders confirm that this develop-ment corresponds directly tomore unpredictable consumerbuying patterns towards muchcheaper goods, closer to theactual demand (not in advance)and in shops with more ‘eventcharacter’.

A survey of the clothing marketsegment shows that manyGermans buy from clothing multi-ples (20%). Department storesare in third position at 12% andare still quite strong, although theyhave dropped by 1%. New con-cepts reinforced the position ofdepartment stores. Smaller spe-cialised clothing retailers are lessimportant and it is expected thatthis distribution channel will losefurther market share in comingyears.

The most preferred shops amongall female consumers betweenthe ages of 14 and 64 years areC&A (56%) in the number oneposition, followed by H&M (47%)and Galeria Kaufhof and Karstadt(both 38%). They also mentionedEsprit, Adler, Benetton, Wöhrl,Jean Pascale and S. Oliver. Allother retailers are below 5% of allresponses (Source: Kommuni-kationsanalyse 2004, BrigitteMagazine, Gruner + Jahr, Ham-burg, 2004).

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Table 2-2 shows that many retailchannels have lost market sharein the last four years (such asIndependent Retailers (-3%) andClothing Multiples (-8%). In con-trast, Home Shopping is verypopular in Germany, even in con-trast to other Western Europeancountries and Switzerland (share:15%).

Looking at consumer patterns,market research by Intermedia in2005 on behalf of Burda Verlag,Hamburg shows interestingresults, summarised in Table 2-3.The key fact is that women have amuch greater interest in the latestfashion trends (82%) than men(18%). Even when it comes tospecial offers, ladies (58.5%) aremore interested than men(41.5%). Approximately 60%would like to buy at fixed prices.Only one third likes to bargain onprices. Brand awareness is lowamong consumers; only oneGerman in six is concerned aboutthe brand.

Table 2-2: Clothing retail channels by market share, 2000 - 2004

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Source: BTE Cologne, 2005

in % of total value 2000 2002 2004

Specialists 56 55 54

independent retailers 28 27 25

Clothing multiples 28 28 29

Non-specialists 44 45 46

Department/variety stores 13 13 12

Super- and hypermarkets 5 6 7

Sports shops 3 3 3

Home shopping companies 14 14 15

Other 9 9 9

Total 100 100 100

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2.2.5.2 Consumer expenditure

The overall disposable income ofall private German householdsincreased by 2.3% to € 1,441 billi-on in 2005 compared with 2004.The private household consump-tion increased by 1.2% to € 1,266billion in 2005 and was in line withthe developments of recentyears.

The latest detailed analysis ofexpenditure structures of Germanhouseholds by the GermanFederal Statistical Office in 2005shows that out of € 100 (= 100%),€ 5.40 was spent on clothing (=5.4%). Single males have a relati-vely higher disposable income butsave most on textiles and clot-hing. Couples with kids spend themost on textiles. The self-employ-ed and employees tend to spendthe most on clothing.

Figure 2-2 gives an overview ofthe share of the clothing seg-

ments in German householdexpenditure. A general tendencyis for consumers to spend less onclothing, especially since thebeginning of 2002 and the intro-duction of the Euro. Also a largepart of their income is spent onservices, travel, education, fitness /health and rent for housing.

Source: Typologie der Wünsche, Intermedia-Burda Verlag, 2005/2006

Ladies Men

Interest in Fashion

I am interested in the latest fashion trends

I often talk about fashion

82.0%87.9%

18.0%12.1%

Purchase TimingI often buy fashion at the beginning of the season, when the new range comes into the shopsI often buy fashion at the end of the season, when prices have already been reduced in many places

68.2%

59.0%

31.8%

41.0%

Brand Awareness and BargainsI am very concerned about buying the right brandI often buy special offers

58.4%58.5%

41.6%41.5%

Table 2-3: Consumer patterns with regard to interest in fashion, purchase

timing, brand awareness and bargains by sex, 2005

Figure 2-2: Monthly household spending

on clothing and shoes, 2005

Source: Federal Statistical Office

Germany, 2005

Clothing/shoes total Ladieswear/shoes

Menswear/shoes Kidswear/shoes

0 50 100 150 200

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A different analysis of consumerexpenditure by the CBI in 2004showed that the per capita con-sumption for clothing amountedto € 587.00 per year. Table 2-4shows the annual consumption in

different product groups. A clearfact is that the per capita con-sumption has decreased in valuein recent years, as the turnover inthe clothing market has reduced,whilst the population has increa-sed.

The share of clothing expenditurein all household expenses has fal-len permanently: by approximate-ly 0.8% points from 1997 to 2003.According to Table 2-5, published

by the BTE (German Associationof Textile Retailers), German con-sumers only spend an average of5.05% of their purchases onfashion.

Table 2-4: Expenditures on outerwear per capita by product categories, 2004

Table 2-5: Household spending on clothing (in % of total spending),

1997 - 2003

Source: CBI Market Survey, 2005

Source: German Federal Association of Textile Retailers (BTE), Cologne, 2005

Total (average) 587 € / per head

of which:

Women's outerwearMen's outerwearChildren's outerwear

760 € / head418 € / head546 € / head

1997 1998 1999 2000 2001 2002 2003

5.84% 5.69% 5.63% 5.55% 5.39% 5.24% 5.05%

2.2.6 Price developments of clothing

Between 2003 and the first half of2005, the prices for all productsegments in the clothing sectorhave decreased only slightly

(except a remarkably high loss inthe first half of 2005), whilst thetotal cost of living has increased toa larger extent. For more details,see Table 2-7.

Table 2-6 shows average retailprices of consumer expendituresper clothing article.

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Source: BTE Cologne, 2005 / base: all private households in Germany

2003 in € 2004 in €

Suit 305 312

Coat 254 216

Sports jacket 191 98

Trousers (classic) 84 89

Trousers (leisure) 71 73

Jeans 76 76

Sweatshirt 76 71

Jacket 148 145

Leather jacket 284 323

Shirt 46 44

Polo shirt 28 28

Tie 32 30

Table 2-6: Average retail

prices by product categories,

2003/2004

Table 2-7: Clothing price index relative to national consumer price index,

2003 - 2005

(Index: 2000 = 100) 2003 2004 1st half2005

Price index clothing 100.7 100.0 97.9

Price index total cost of living 104.5 106.2 108.1

2.3 IMPORTS

2.3.1 Total imports

Table 2-8 gives an overview ofimport volume in terms of valueand volume of the respective pro-duct groups into Germany. Thetendency is that imports haveslightly increased overall, both interms of value and volume.

Looking at the total import increa-ses per product segment from2003 to 2004, active sportswearhas increased by 8.5%, men’s andboys’ outerwear by 10.4%. Onlygirls’ or ladies’ outerwear (repre-senting the largest outerwear pro-duct segment) has decreased by1.9% (all figures in value terms).The importance of imports fromnon-EU countries depends on thesector regarding 2003 to 2004.Whilst in 2003 the share of thenon-EU countries in total importsof men’s or boys’ outerwear was59.9%, the share decreased to57.4% (value) in 2004. The sameanalysis of the product segmentladies’ and girls’ outerwear from2003 to 2004 shows that theshare of non-EU countries in allimports has increased, from68.3% to 68.5% (value terms).

By far the largest product catego-ry are jerseys, pullovers, cardigansand waistcoats (HS code 61.10),followed by T-shirts and singlets(HS code 61.09). As a result, pricecompetition is fiercest in theseproduct segments, especially forT-shirts. In general, imports fromnon–EU countries have increasedin most product segments, thusindicating more sales opportuni-ties for manufacturers abroad.(including, to a large extent, deve-loping countries).

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Table 2-8: Imports of knitted outerwear by sex and product categories, 2002 - 2004

Tons 1 000 € Tons 1 000 € Tons 1 000 €

For men or boys

Coats, raincoats, anoraks etc. (61.01)

1 297 35 121 1 412 36 130 1 403 32 671

Suits, jackets, outfits,trousers, shorts etc.(61.03)

4 112 86 763 5 067 82 689 7 362 96 440

Shirts (61.05) 9 928 198 832 10 015 178 286 7 783 198 762

Total 15 337 320 717 16 494 297 104 20 238 327 874

Total extra EU 11 152 182 344 12 745 178 017 14 693 188 529

For women or girls

Coats, raincoats, ano-raks etc. (61.02)

4 227 98 497 7 243 130 088 7 454 121 718

Suits, outfits, jackets, dres-ses, skirts, trousers (61.04)

33 380 607 051 40 439 633 234 40 497 605 092

Blouses and shirt blou-ses (6106)

11 018 281 790 11 714 271 419 12 623 288 580

Total 48 625 987 338 59 396 1 034 740 60 573 1 015 389

Total extra EU 37 876 640 097 47 727 706 289 48 027 695 522

For both sexes

T-shirts,singlets etc.(61.09) 111 146 1 960 769 132 170 2 127 672 146 863 2 308 693

Jerseys, pullovers, cardigans, waistcoatsetc. (61.10)

135 128 2 933 571 151 718 2 866 040 146 076 2 718 103

Babies garments (61.11) 9 540 190 681 11 357 196 367 13 935 193 907

Impregnated clothing(61.13) 2 361 47 858 978 19 172 810 15 277

Total 258 174 5 132 878 296 222 5 209 250 307 675 5 235 979

Total extra EU 201 734 3 300 627 238 761 3 548 496 251 423 3 692 544

Active Sportswear

Track suits, ski suits andswimwear (61.12)

7 736 221 841 9 948 238 659 12 617 247 627

Other sportswear (61.14) 3 196 109 395 3 266 99 921 4 358 119 792

Total 10 932 331 237 13 241 338 580 16 974 367 419

Total extra EU 8 112 206 288 10 284 219 616 13 002 236 840

2002 2003 2004

60Source: Office of National Statistics (ONS): Consumer Trends, 2005 – deflators.

Table 2-9 shows that the share ofnon-EU countries in total importsfor woven outerwear items iseven higher than for knitted items.78.8% of men’s and boys’ outer-wear in 2004, for example, origi-nated from non-EU countries. Forwomen’s or girls’ outerwear the

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2002 2003 2004

Table 2-9: Imports of woven outerwear by sex and product categories, 2002 - 2004

Source: Eurostat, 2005

share of non-EU countries wasalso at a very high level of 70.5%(year 2004 - value terms). As forknitted outerwear, there was ageneral upswing in imports ofwoven outerwear between 2003and 2004.

Tons 1 000 € Tons 1 000 € Tons 1 000 €

For men or boys

Coats, anoraks, windcheatersetc. (62.01)

25 038 577 659 28 390 523 800 31 545 486 597

SuitSuits, jackets, outfits, trou-sers, shorts etc. (62.03)

119 318 2 650 541 126 953 2 592 882 141 808 2 669 557

Shirts (62.05) 36 916 777 378 40 592 755 845 39 776 725 981

Total 181 272 4 005 578 195 934 2 990 221 213 128 3 882 136

Total extra EU 151 938 3 041 561 165 056 3 872 528 181 305 3 059 571

For women or girls

Coats, capes, anoraks, windjackets etc. (62.02)

38 207 860 435 44 605 834 477 53 056 853 193

SuSuits, outfits, jackets, dres-ses, skirts, trousers (6204)

137 961 3 571 079 140 328 3 321 803 155 043 3 410 037

Blouses and shirt blouses(6206)

28 905 913 740 27 619 806 313 25 292 691 315

Total 205 072 4 005 578 195 934 3 872 528 307 675 5 235 979

Total extra EU 172 674 3 041 651 165 056 2 990 221 251 423 3 692 544

For both sexes

Babies garments (62.09) 4 314 78 969 5 255 79 841 6 203 82 875

Other incl. Impregnated (62.10) 15 396 350 263 16 683 298 629 17 227 266 162

Total 19 711 429 233 21 938 378 469 23 430 349 036

Total extra EU 14 030 315 286 15 026 266 538 15 409 246 329

2.3.2 Outward Processing Trade (OPT)

A brief analysis of the OPT importsof outerwear into Germany showsthat most of the countries lost mar-ket share in 2004, except India with+1,333%, Latvia with +65% andChina with +6%. This positive deve-lopment can be mainly explainedby the fact that these countries cur-

rently have a high growth potentialfor textile exports.

The ‘losers’ are Lithuania (-96%),Bosnia-Herzegovina (-95%),Slovakia (-94%), Ukraine (-89%)and Albania (-87%). Romania hasretained the first position, although italso lost 65% import volume. Formore details, see Table 2-10.

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Po-siton

Country 2002in 1000 €

Changefrom 2002

2003in 1000 €

Changefrom 2003

2004 in1000 €

1 Romania 51.749 -51% 25.264 -65% 8.851

2 Tunisia 43.539 -36% 28.019 -70% 8.545

3 Poland 73.502 -63% 27.429 -79% 5.629

4 Latvia 946 89% 1.791 65% 2.953

5 Bulgaria 16.778 -45% 9.197 -69% 2.860

6 Hungary 12.130 -44% 6.806 -73% 1.831

7 Czech Rep. 8.463 -63% 3.133 -73% 847

8 Slovakia 12.140 -48% 6.355 -94% 397

9 Albania 2.229 39% 3.097 -87% 394

10 Slovenia 3.801 -29% 2.686 -86% 363

11 For.JRep.Mac 7.019 -88% 854 -74% 225

12 Croatia 2.608 -50% 1.293 -84% 205

13 Israel 0 0 71

14 India 921 -99% 5 1333% 71

15 Bosnia-Herz. 2.437 -59% 993 -95% 46

16 Egypt 50 109% 105 -73% 29

17 China 358 -94% 21 6% 23

18 Ukraine 16.407 -99% 175 -89% 19

19 Lithuania 1.022 -56% 449 -96% 19

20 Maldives 0 0 14

Extra-EU15 12.511.379 -64% 4.548.198 -4% 4.352.872

Table 2-10: Largest supplying countries of OPT outerwear, 2002 – 2004

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5

2.3.3 Largest suppliers of outerwear

Table 2-11 shows the imports offinished products from major sup-plying countries into Germanybetween 2002 and 2004. By farthe leading import country isTurkey, followed by China andItaly. The three leading supplyingcountries represent 32.5% of allclothing imports in 2004. Not lessthan 74.4% of all imports originatefrom non-EU countries. The ‘winners’ in terms of salesincreases are Austria (+24%), India(+23%), China (+16%), Ukraine(+11%), Belgium (+10%), UK (+10%)and Bulgaria (+6%). Turkey, as thenumber one supplying country,slightly lost import volume by -4%.The ‘losers’ are all from Europe(except Tunisia): Poland, Tunisia,Greece, The Netherlands andItaly with an average decrease ofmore than 10% in 2004 comparedto 2003.

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Table 2-11: Largest supplying countries of outerwear, 2002 - 2004

64

Source: Eurostat, 2005

Po-siton

Country 2002in 1000 €

Changefrom 2002

2003in 1000 €

Changefrom 2003

2004in 1000 €

1 Turkey 2.489.849 1% 2.515.195 -4% 2.422.190

2 China 1.595.364 9% 1.736.886 16% 2.006.300

3 Italy 1.441.476 -14% 1.234.142 -11% 1.099.218

4 Bangladesh 657.650 30% 852.906 23% 1.052.723

5 Romania 948.283 -6% 893.658 3% 918.882

6 Netherlands 1.027.475 -10% 929.433 -11% 829.627

7 Poland 791.333 -13% 688.828 -18% 561.492

8 Belgium 456.993 0% 456.716 10% 500.114

9 Hong Kong 541.723 -11% 484.653 0% 483.590

10 Czech Rep. 388.059 27% 491.583 -3% 475.157

11 India 402.774 2% 410.431 -7% 381.937

12 France 480.585 -18% 392.764 -5% 371.233

13 Indonesia 353.744 1% 357.655 2% 366.418

14 Bulgaria 292.505 15% 335.689 6% 357.180

15 Utd. Kingdom 387.669 -18% 317.386 10% 347.976

16 Denmark 284.890 4% 294.890 4% 305.728

17 Tunisia 379.198 -14% 325.185 -11% 288.384

18 Greece 314.124 -8% 287.434 -11% 256.609

19 Austria 166.302 16% 192.358 24% 238.105

20 Ukraine 220.425 -8% 203.448 11% 226.280

Intra-EU15 5.037.721 -10% 4.548.198 -4% 4.352.872

Extra-EU15 12.511.379 0% 12.485.409 1% 12.649.499

Total 17.549.100 -3% 17.033.607 0% 17.002.372

2.4 TRADE STRUCTURE

2.4.1 Developments in the retail trade

The major developments inGerman clothing retail structureare as follows:

The clothing retailers were moreor less forced to continue their‘trading down policy’, or in otherwords have not managed toincrease prices. Known brandsare sold at reduced prices and‘cheap’ trade brands have beencreated. The higher segmentshows price increases but this isof absolutely minor importance. Expansion of price aggressiveretail outlets – in the clothing sec-tor mainly represented by ‘verticalchains’ such H&M, MANGO,ZARA, Vero Moda, Tally Weijl etc.Other retailers mainly suffer fromdecreasing turnover, less profit,lower frequency in the shops andincreased costs.

Changes in the size structure ofoutlets – the tendency for largerunits has decreased. Even largerclothing retailers have lost theirmarket share or had to leave themarket (such as BOECKER, C&A).The tendency for more outletscontinues – the so called ‘verticalretailers’, who manage the wholescale from collection develop-ment, production (outsourcing)and sales via their own shops,dominate the best shoppingareas beyond Germany’s largestcities.

New outlets whose main businessis not clothing, such as Tchibo(coffee sales with over 1000 ownshops) and Aldi (supermarkets)have gained importance andbecome the ‘winners’ over thelast 2-3 years. Large cash-and-carry markets have extendedtheir sales area including the texti-le range, and also have gainedimportance.

Retailers tend to work with fewerbut more efficient clothing sup-pliers with faster deliveries andEDP support. Four out of fivecompanies would like to work withfewer suppliers. 69% of all retailerswant to buy on a more short-termbasis.

The internationalisation of theGerman market with increasingmarket share by chains such asH&M Sweden, GAP USA, AuchanFrance (ORSAY, PIMKE), Inditex(ZARA) and MANGO Spain etc.continued in 2004/2005, and itcan be expected that the verticalchains with their fast deliveryrhythms will continue their expan-sion strategy in the future.

In the future, textiles and clothingshopping will be more combinedwith lifestyle and entertainment inthe German cities, e.g. in the formof ‘Urban Entertainment Centres’such as Stilwerk or SEVENS inDüsseldorf or the COLONADEN inHamburg.

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2.4.2 Leading retailers

Table 2-12 gives an excellentoverview of the structure and thedevelopment of the largest

German textile retailers. This ana-lysis was carried out by therenowned trade magazine Textil-wirtschaft/Frankfurt on an annualbasis.

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Retail chain Parent company Sector Outlets Turnover2003 inm.

C&A C&A (Netherlands) General clothing 227 2,690 a)

Hennes & Mauritz Hennes & Mauritz (Sweden) General clothing 282 1,800

Peek & Cloppenburg Peek & Cloppenburg West General clothing 78 1,360

Vögele Vögele (Switzerland) General clothing 352 373

Peek & Cloppenburg Peek & Cloppenburg Nord General clothing 26 342

Wöhrl Wöhrl General clothing 41 308

K+L Ruppert K+L Ruppert General clothing 50 185

Zara Inditex (Spain) General clothing 33 161

Orsay Mulliez Group (France) Womenswear 239 540 c)

Sinn Leffers Karstadt/Quelle Womenswear 51 537

Bonita Mode Bonita Group Womenswear 397 260 b)

Ulla Popken Popken Group Womenswear 257 166

Xanaka Mulliez Group (France) Womenswear 77 c)

Pimky Mulliez Group (France) Womenswear 152 c)

M&S Mode Vendex/KBB (Netherlands) Womenswear 77 n.a.

Pohland Pohland Menswear 12 62

Nicolas Scholz Bonita Group Menswear 40 b)

Kids Stores C&A (Netherlands) Childrenswear 77 a)

New Yorker New Yorker Leisure wear 254 440

Mister + Lady Jeans Western Store Beran Leisure wear 193 119

Jeans Fritz Jeans Fritz Leisure wear 200 106

Table 2-12: Major specialised clothing, sports chains and discounters in Germany,

2004/2005

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Source: Textilwirtschaft, 2004 / CBI Market Survey, 2004

Retail chain Parent company Sector Outlets Turnover2003 inm.

Runners Point Karstadt/Quelle Sportswear 121 24

Ernsting’s Family Ernsting Discounter 2) 1049 412

Takko Takko Discounter 781 740

KiK Tengelmann-Gruppe Discounter 1055 652

Adler Metro Group Discounter 609

NKD NKD Discounter 766 366

Zeeman Zeeman Group(Netherlands)

Discounter 241 86

1) turnover in textiles and clothing 2) mentioned discounters are textile and/or clothing discounters

a), b) and c) only consolidated figures are given

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Table 2-13 and Table 2-14 give agood overview of the ‘winners’and ‘losers’ among clothing retai-lers in Germany. It may be a goodidea for clothing exporters fromabroad to include the best-perfor-ming retailers in their list of target

customers. For the members ofthe losers list, it can be assumedthat they are not really looking fornew suppliers as they are trying tomanage the decrease in salesand perhaps even cut down thelist of suppliers.

Source: Textilwirtschaft, Frankfurt/Main, 2004

Source: Textilwirtschaft, Frankfurt/Main, 2004

Name of Retailer 2003(in bn. €)

2004(in bn. €)

Increase inturnover

Esprit, Ratingen 320 400 + 25.0 %

Tengelmann, Muelheim/R. 652 782 + 19.9 %

Zeeman, Alphen/NL 86 102 + 18.6 %

Goergens-Group, Koeln 85 100 + 17.6 %

Hugo Boss, Metzingen 77 90 + 16.9 %

Table 2-13: The winners in clothing retail, 2003/2004

Name of Retailer 2003(in bn. €)

2004(in bn. €)

Increase inturnover

Aldi, Essen 1,400 1,100 - 21.0 %

Ludwig Beck, Munich. 93 80 - 14.0 %

Vögele, Sigmaringen 373 346 - 7.2 %

Woolworth, Frankfurt 428 397 - 7.2 %

Sahinler Gruppe, Würselen 118 110 - 6.8 %

Table 2-14: The losers in clothing retail, 2003/2004

2.4.3 Distribution channels

This structure of the textile/clot-hing retail market can also be splitinto two major groups: ‘speciali-sed retailers’ and ‘larger forms oftextile retail’. For more details, seeTable 2-6.

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2.4.3.1 Retailers

2.4.3.1.1 Independent specialisedretailers

Independent retailers do not usu-ally buy directly from developingcountries. With approximately45,000 textile and clothing shopsall over Germany, they still play an


Table 2-15: Clothing retail channels by market share, 2000 - 2004

in % of total value 2000 2002 2004

Specialists 56 55 54

Independent retailers 28 27 25

Clothing multiples 28 28 29

Non-specialists 44 45 46

Department/variety stores 13 13 12

Super- and hypermarkets 5 6 7

Sports shops 3 3 3

Home shopping companies 14 14 15

Other 9 9 9

Total 100 100 100

important role in the market. Ahigh percentage of the retailersare members of a buying associa-tion that takes over certain functi-ons from the members such aspurchasing, marketing, logisticsetc.

Market share: 25% in 2004Trend: Decreasing (2000 = 28%)

2.4.3.1.2 Clothing multiples

The most important clothing multi-ples are C&A (227)*, H&M (282)*,P&C West and Anson’s Mens-wear (78)* and P&C North (26)*,Sinn Leffers (51)*, K+L Ruppert(50)*, C. Vögele (352)* and Wöhrl(41)*. New Yorker with 254 outletsis the largest jeans and sports-wear chain, followed by WesternStore Beran (approx. 200)* andWerdin with 40 shops.

The major womenswear multiplesare BiBa (113)* and Appel-rath_Cüpper (14)*, both part of theDouglas Group, Orsay fromFrance (239)*, Bonita (397)* andUlla Popken for large sizes (257)*.Menswear multiples are NicolasScholz (40)* and Pohland (12)*. * number of outlets

Market share: 20% in 2004 Trend: Strongly Decreasing (2000=28%)

2.4.3.1.3 Department stores

The major department stores areKarstadt with 122 outlets (as apart of the Karstadt/Quelle group)and Galleria Kaufhof with 127 sto-res, belonging to the Metro group.Kaufhof has been very successfulwith their trading up concept to‘Galleria Kaufhof’. Another exam-ples is Woolworth with 330 out-lets.

Market share: 12% in 2004 Trend: Slightly decreasing (2000= 13%)

2.4.3.1.4 Mail-order houses

The German mail-order businessis, after the US, the largest marketin the world. The biggest mail-order house in the world is theHamburg based Otto Versandwith many investments/subsidiarycompanies abroad. They alsoown the German mail order com-panies Schwab, Baur, Witt, Heine,Alba Moda and Sport Scheck.

Quelle and Neckermann, thenumber two and three in the mar-ket, are part of the KarstadtGroup. Quelle, as the second lar-gest mail order house, also holdsmajor shares in other mail orderhouses, such as Schöpflin, PeterHahn and Madeleine, covering dif-ferent market segments. Otherlarger mail order houses areBader and Klingel. Smaller, moreniche market orientated mailorder companies retailing clothingare Atelier Goldener Schnitt,Elégance, Bon Prix and DreiPagen Versand. Buying clothesvia mail order is quite popular inGermany, as people trust onlinepayment and the very well organi-sed internet infrastructure.

Market share: 15% in 2004 Trend: Slightly Increasing (2000 =14%)

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2.4.3.1.5 Textile discounters

Leading discounters are NKD(approx. 850 outlets), Tengel-mann (750 clothing outlets), Lidl &Schwartz (over 1,900 Lidl stores),Ernsting’s family (over 1,000 out-lets) and Takko (721 outlets). Theirbuying policy is very much priceoriented. The buying managersoften buy from European basedimporters/wholesalers who haveaccess to the cheapest sourcingcountries worldwide.

Market share: 12% in 2004 Trend: Strongly increasing (2000= 3%)

2.4.3.1.6 Grocery super- and hyper-markets

Some examples are: Metro, Aldi,Edeka/AVA, Tengelmann, Reweand Plus markets. The clothingthey sell is mainly restricted toclothing accessories such assocks, caps, scarves and so on,but increasingly includes T-shirts,shirts, jeans etc. Aldi and Lidl inparticular offer more and morefashion products alongside theirfood- and non-food assortment.

Market share: 7% in 2004 Trend: Slightly increasing (2000 =5%)

2.4.3.1.7 Others

Apart from ‘street markets’ and‘ex-factory sales’ directly from thefashion manufacturer, the clothingdistribution via ‘non textile relatedretailers’ has gained importance.The most prominent example isthe Tchibo Group. This Hamburgbased company was originally a‘coffee roaster’ selling coffee inmore than 3,000 outlets all overGermany. Since the beginning ofthe nineties, every week a newTchibo also sells other items,among which clothing plays a veryimportant role. The companymainly buys from importers/who-lesalers according to their ownspecifications. Many Germanshave bought garments fromTchibo, and the market forecastfor this form of ‘textile distribution’is excellent.

Market share: 9% in 2004 Trend: Constant (2000 = 9%)

2.4.3.2 Sales intermediaries

2.4.3.2.1 Clothing manufacturers

Manufacturing companies play apivotal role in the clothing distribu-tion system in Germany. Most ofthe German clothing brands workin a dual way: On the one handthey buy directly from developingcountries in the Far and MiddleEast on a full import basis (finishedproducts). On the other hand,Germany is by far the largestEuropean buyer of clothing onoutsourcing basis (OPT business).

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Due to its proximity to EasternEuropean countries, Germanywas the ‘pioneer’ country in out-sourcing production in theneighbouring countries to theEast. The clothing industry hasbeen shrinking since the begin-ning of the nineties, to the pointwhere now only the ‘fittest’ havesurvived. There are over 500reputable clothing companies inGermany. They can be contactedthrough the German ClothingManufacturers Association (BBI) inCologne.

Larger companies such as TOMTAILOR, CARLO COLUCCI, S. OLI-VER, STREET ONE and so on(also) sell through their own out-lets. These brands are normallypositioned in the mid- to uppermarket segment. The tendencytowards self-retailing by clothingbrands/manufacturers has increa-sed and taken on different formssuch as concessions, shop-wit-hin-the-shop, sales corners indepartment stores and ownmono-brand shops.

2.4.3.2.2 Central buying associations

55% of all independent clothingretailers in Germany are membersof a buying association. Thesefigures underline the significantrole of buying associations for themajority of specialised indepen-dent retailers. The buying policy issimilar to that of multiple stores(buying directly or through buyingagents abroad). They operate inthe mid- to upper market seg-ment.

Some buying associations had toclose down or had serious pro-blems (such as Sütex, Kaufring).The leading associations areKatag/abz in Bielefeld, KMT inCologne and Unitex in Neu-Ulm.Some, such as Ardek inHofheim/Wallau specialise in chil-drenswear, or Intersport in Munichspecialising in active sports- andhardware. The German buyingassociations also have membersfrom the Netherlands, Belgium,Austria and Switzerland.

2.4.3.2.3 Sales agents

Sales agents for clothing inGermany play a major role in themarket, especially for therenowned clothing brands. Themore reputable agents are mem-bers of the Central Association ofGerman Sales Agents (CDH) inCologne. They often have theirown showrooms in fashion cen-tres of major German cities suchas Neuss/Düsseldorf, Frankfurt,Hamburg, Munich and so on. Onlystrong manufacturers from non-European countries with a marketoriented range and an excellentservice might find the right partnerin the CDH News publishedmonthly.

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2.4.3.2.4 Importers/wholesalers

It is estimated that there are over1,000 importers/wholesalers forclothing in Germany. They rangefrom very small units run by theowner, up to larger companieswith more than 100 employeesworldwide such as Miles, Jebsen& Jessen, Nickel etc. They oftenoperate through their buyingoffices in the Far East, which takeover the order and control functi-on on the ‘sourcing spot’. Theimporters/wholesalers have animportant role, they have excel-lent know-how about worldwidesourcing and supply directly to allkinds of retailers in Germany andthe neighbouring countries. Themost reputable importers aremembers of the Association ofnon-food importers (VFI) in Ham-burg.

2.5 GERMAN FASHION TRADEFAIRS

For womenswear, the main eventnot only for Europe but alsoworldwide is the CPD Fashion Fairin Düsseldorf, which is organisedtwice per year (February and July)by the IGEDO company.Approximately 44,000 visitors andaround 1,500 international exhibi-tors attend per event. The fairorganisers have grouped the fairin different ‘theme worlds’ (CPDShow, Gallery Show, CPD WhiteShow, New Discovery Fashion).

For manufacturers from emergingor developing countries the so

called ‘Global Fashion’ (a fair withinthe fair) of the CPD in Düsseldorf isgenerally a good choice, sincemany buyers from Germany,Belgium, Luxemburg, Netherlandsas well as to a certain extent fromAustria and Switzerland tend tovisit this fair when they look fornew suppliers.

Leading fashion fairs have suffe-red from the market develop-ments. Nevertheless, for ‘main-stream’ fashion manufacturersfrom developing countries, theGerman clothing fairs are still avery good choice (from a com-mercial point of view).

For the active sportswear market(including footwear and sportsequipment), which is partiallycovered by the products specifiedfor this study, the ISPO Fair in Munich plays a leading role for Germany and Europe.Approximately 1,600 exhibitorsfrom more than 40 countriesshow their products in Februaryand July each year. The ISPOmanagement has split up the fairinto 14 ‘special fairs’ such asTeamsport ISPO, Fitness ISPO,Wellness ISPO, etc.

There have been tremendouschanges and challenges for theGerman textile and clothing fairssince 2000 and this trend can beexpected to continue in the nextfew years. The shift in the ‘classi-cal’ menswear segment fromCologne to Düsseldorf was theinitial factor.

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Some two years back many repu-ted jeans and sportswear brandsmoved to the ‘Bread and Butter’ inBerlin. The fair organisers are per-manently working on developingthe fair structure and services: theidea being that the visitor shouldhave the most efficient and conve-nient way to become informedabout fashion trends and to buythe clothing they require.

In most clothing segments, from acommercial point of view, theGerman fairs still have the leadingposition within Europe althoughsome other fairs (particularly inItaly) have taken over the ‘fashionleadership’. Among German retai-lers, the fairs mentioned aboveare regarded as ‘information plat-form No. 1’ to a very large extent.

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Table 2-16: German fashion trade fairs, 2006

Trade fair Date Location

Munich Fashion Fair Men 22.–24.1.2006 Munich

SPIRIT OF FASHION Home of Underground Fashion 27.–29.1.2006 Berlin

CO Cologne Order 27.–29.1.2006 Cologne

BREAD & BUTTER BERLIN tradeshow for selected brands 27.–29.1.2006 Berlin

PREMIUM SHOWROOM Designer-Kollektionen und Accessoires

28.–31.1.2006 Berlin

ispovision Internationale Fachmesse für Sportstyle - Fashion inspired by Sports

29.1.–1.2.2006 Munich

CPD DÜSSELDORF includine Global Fashion 5.–7.2.2006 Duesseldorf

MMC KIDS Collections Kinder Mode Messe 11.–13.2.2006 Schkeuditz

hop (Hamburger Orderpremiere) Die Modefachmesse für den Norden

12.–14.2.2006 Hamburg

Munich Fashion Fair WoMen 18.–21.2.2006 Munich

BREAD & BUTTER BERLIN tradeshow for selected brands July 2006 Berlin

Modatex Modatex Fashion Fair 9.–11.7.2006 Essen

ispovision Internationale Fachmesse für Sportstyle -Fashion inspired by Sports

16.–18.7.2006 Munich

SPIRIT OF FASHION Home of Underground Fashion 21.–23.7.2006 Berlin

CPD DÜSSELDORF 23.–25.7.2006 Duesseldorf

Further details to fairs (e.g. number of exhibitors, product range and visitors) can be

reviewed on the website www.auma.de.

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Trade fair Date Location

global fashion Private Label, Production & Sourcing 23.–25.7.2006 Duesseldorf

MMC Fashion Leipzig Mitteldeutsche Mode Messe 5.–7.8.2006 Schkeuditz

hop (Hamburger Orderpremiere) Die Modefachmesse fürden Norden

6.–8.8.2006 Hamburg

Munich Fashion Fair WoMen 12.–15.8.2006 Munich

Kind + Jugend Internationale Kinder- und Jugend-MesseKöln

15.–17.9.2006 Cologne

Import Shop Berlin 15.–19.11.2006 Berlin

Source: m+a Expo Database, 2005 / 2006

Clothing Chain Stores

Bonita Gefühl für ModeGmbH & Co. KGKesseldorfer Rott 39D - 46499 HamminkelnTel.: +49 – 2852 – 9500 Fax: +49 – 2852 – 950100 [email protected]

E.Breuninger GmbH & Co.Marktstr. 1 – 3D - 70173 StuttgartTel.: +49 – 711 – 211-0Fax: +49 – 711 – 2 36-15 [email protected]

C&A Mode KGBleichstr. 20D - 40211 DüsseldorfTel.: +49 – 211 – 166 – 0Fax: +49 – 211 – [email protected]

Douglas Holding AGKabeler Str. 4D - 58099 HagenTel.: +49 – 2331 – 690 – 0Fax: +49 – 2331 – 690 – [email protected]

Reiner Appelrath CüpperNachf. GmbHZeppelinstr. 2D - 50667 KölnTel.: +49 – 221 – 205990Fax: +49 – 221 – [email protected]. appelrath-cuepper.de

Product range: WomenswearPrice segment: Lower to mid levelNumber of outlets: 526

Product range: Ladies’, men’s andchildrenswearPrice segment: Upper levelNumber of outlets: 14

Product range: Ladies’, men’s andchildrenswearPrice segment: Lower to mid levelNumber of outlets: 247 + 96 Kids’Stores

Product range: Ladies’ (Appelrath-Cüpper) and men’s (Pohland) wearPrice segment: Mid to upper levelNumber of outlets: 1102 (Germany),497 (abroad)

Product range: WomenswearPrice segment: Mid to upper levelNumber of outlets: 14Note: belongs to Douglas Holding AG

2.6 LIST OF MAJOR BUYERS OF LADIES’, MEN’S AND CHILDREN’S WEAR IN GERMANY

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Pohland-HerrenkleidungGmbH & Co. KGBrückenstraße 17D - 50677 KölnTel.: +49 – 221 – 270497 – 0Fax: +49 – 221 – 270497 – [email protected]

Esprit Europe GmbHD - 40842 Ratingen Tel.: +49 – 2102 – 123 – 0Fax: +49 – 2102 – 123 – 45 – 100www.esprit.comwww.esprit-online-shop.com

Hettlage + Fischer GmbHIndustriestraße 1D - 48644 Coesfeld-LetteTel.: +49 – 2546 9345 – 0Fax: +49 – 2546 9345 – [email protected] www.hettlage-fischer.de

H&M Hennes & MauritzGmbHSpitalerstrasse 12D - 20095 HamburgTel: +49 – 40 – 350 95 50www.hm.com

Orsay GmbHTannenstr. 20D - 77731 Willstätt-EckartsweierTel.: +49 – 7854 – 963 – 0Fax +49 – 7852 – 910 – 909www.orsay.com

Product range: MenswearPrice segment: Mid to upper levelNumber of outlets: 10Note: belongs to Douglas Holding AG

Product range: Ladies’, men’s andchildrenswearPrice segment: Upper levelNumber of outlets: 580 directlymanaged retail stores and over6,000 wholesale outlets

Product range: Ladies, men’s andchildrenswearPrice segment: Mid to upper levelNumber of outlets: 3

Product range: Ladies’, men’s andchildrenswearPrice segment: Lower levelNumber of outlets: 282

Product range: WomenswearPrice segment: Lower to mid levelNumber of outlets: 420 shops in 8countries (231 in Germany)

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Peek & Cloppenburg KGBerliner Allee 2D - 40212 DüsseldorfTel.: +49 – 211 – 3662 – 0Fax: +49 – 211 – 3662 – [email protected]

SinnLeffers AGBatheyer Str. 115 – 117 D - 58099 Hagen Tel.: +49 – 2331 – 620 – 0 Fax: +49 – 2331 – 620 – 100 [email protected] www.sinnleffers.de

s.Oliver Bernd Freier GmbH& Co. KGOstring D - 97228 Rottendorf Tel.: +49 – 93 02 / 3 09 – 0 Fax: +49 – 93 02 / 3 09 – 9426 [email protected] www.soliver.de

Takko Holding GmbHAlfred Krupp Str. 21 D - 48291 Telgte Tel.: +49 – 2504 – 923 – 0 Fax: +49 – 2504 – 923 – 277 [email protected] www.takko.de

Tchibo GmbHÜberseering 18 D - 22297 Hamburg Tel.: +49 – 40 – 6387 – 2876 Fax: +49 – 40 – 6387 – 2530 www.tchibo.de

Product range: Ladies men’s andchildrenswearPrice segment: Upper levelNumber of outlets: 70

Product range: Ladies men’s andchildrenswear Price segment: Mid to upper level Number of outlets: 51

Product range: Ladies’, men’s andchildrenswear Price segment: Mid to upper level Number of outlets: 120

Product range: Ladies’, men’s andchildrenswear Price segment: Lower level Number of outlets: 920

Product range: Ladies’, men’s andchildrenswearPrice segment: Lower levelNumber of outlets: over 1000

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Charles Vögele DeutschlandGmbHZeppelinstrasse 2-872488 SigmaringenTel.: +49 – 7571 723 111 Fax +49 – 7571 723 171 www.voegele-mode.de

Wehmeyer GmbH & Co. KG Rotter Bruch 17 D - 52068 Aachen Tel.: +49 – 2 41 / 51 97 – 0 www.wehmeyer.com

Rudolf Wöhrl AG Lina-Amman-Str. 10 D - 90471 Nürnberg Tel.: +49 – 911 – 8121 – 0 Fax: +49 – 911 – 8121 – 100 [email protected] www.woehrl.de

ZaraMoenckebergstrasse, 10 D - 20095 Hamburg Tel.: +49 – 40 30 96 22 22 Fax: +49 – 40 30 96 22 40 www.zara.de

Deutsche Woolworth GmbH& Co.OHGLyoner Str. 52 D - 60528 Frankfurt Tel.: +49 – 69 – 6601 – 1 Fax +49 – 69 – 6601 – 2399 [email protected] www.woolworth.de

Product range: Ladies’, men’s andchildrenswear Price segment: Lower to mid level Number of outlets: 352

Product range: Ladies’ and menswear Price segment: Lower to mid level Number of outlets: 44

Product range: Ladies’, men’s andchildrenswear Price segment: Upper level (brands mainly) Number of outlets: 39


Product range: Ladies’, men’s andchildrenswear Price segment: Lower level Number of outlets: 330

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Department Stores (selection):

Karstadt/Quelle AGTheodor-Althoff-Str. 2 D - 45133 Essen Tel.: +49 – 201 – 727 – 1 Fax: +49 – 201 – 727 – 5216 www.karstadtquelle.de

Metro AGSchlüterstraße 1D - 40235 Düsseldorf Tel.: +49 211 6886 – [email protected] www.metro-ag.de www.metrogroup.de

Kaufhof Warenhaus AG Leonhard-Tietz-Str. 1D - 50676 KölnTel.: +49 – 2 21 / 2 23 – 0Fax: +49 – 2 21 / 2 23 – 28 00 [email protected]

Strauss Innovation GmbH &Raiffeisenstr. 15-18 D - 40764 Langenfeld Tel.: +49 – 2173 – 99 – 0001 Fax +49 – 2173 99 23 90 www.strauss1902.de

Wal-Mart Germany GmbH &Co. KGFriedrich-Engels-Allee 28D-42103 WuppertalTel: +49 – 202 – 2829 – 0Fax: +49 – 202 – 2829 – 1724 [email protected] www.walmart.de

Product range: Ladies’, men’s,childrenswear and sportswear Price segment: Mid to upper level Number of outlets: 122

Product range: Ladies’, men’s,childrenswear and sportswear Price segment: Mid to upper level Number of outlets: Real/Extra 560,Kaufhof 127

Product range: Ladies’, men’s andchildrenswear Price segment: Mid to upper level Number of outlets: 127 Note: belongs to Metro AG


Product range: Ladies’, men’s,childrenswear and sportswear Price segment: Lower level (for clothing) Number of outlets: 88

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HEINRICH NICKEL GMBH &CO.KGWilhelm-Bergner-Str. 10 D - 21509 Glinde Tel.: +49 – 40 – 7270241 Fax: +49 – 40 – 7270224 www.nickel-sportswear.com

APRIORI TextilvertriebsGmbHHarkortstr. 24D - 48163 MünsterTel.: +49 – (211) 438 09 05 Fax: +49 – (211) 435 04 83

ARA Moden GmbH & Co.KGArastr. 2D - 85579 Neubiberg Tel.: +49 – 89 – 600180 Fax: +49 – 89 – 60018128 www.ara-moden.de

Bambino Dress YoungFashion GmbHHauptstr. 43 D - 09496 Marienberg Tel.: +49 – 3735 – 91430

Bay City Textilhandels &Co.KGAn’N Slagboom 7 D - 22848 Norderstedt Tel.: +49 – 40 – 53413300 Fax: +49 – 40 – 53413301

Importer of men’s, ladies and children’s sportswear

Wholesaler of ladies wear

Manufacturer of classic womenswear (CMT business mainly)

Manufacturer/importer of childrenswear

Importer for jeans, casual and active sportswear

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Clothing Manufacturers (importing) and Wholesalers/Importers:

F.W. Brinkmann GmbH Waltgeristr. 1-5 D - 32049 Herford Tel.: +49 – 5221 – 884 – 0 Fax: +49 – 5221 – 884 – 281 www.bugatti.de

Bültel BekleidungswerkeGmbHRheiner Str. 28D - 48499 Salzbergen Tel.: +49 – 5976 – 270 Fax: +49 – 5976 – 27410 www.bueltel.de

elho Sportswear GmbHRichard-Reitzner-Allee 8Haus DD - 85540 Haar Tel.: +49 – 89 – 42091 – 0Fax: +49 – 89 – 42091 – 213 www.elho.de

Frontline Leather FashionGmbHWerkstraße 11D - 21218 Seevetal Tel.: +49 – 4105 – 6105 – 0 Fax: +49 – 4105 – 6105 – 64 www.frontline.de

GARDEUR AGAlsstraße 155 D - 41063 Mönchengladbach Tel.: +49 – 2161 – 816 – 0 Fax: +49 – 2161 – 183833 www.gardeur.de

Manufacturer of classic men’s andsportswear (mainly CMT business –brand orientated)

Manufacturer of men’s sportswear

Manufacturer of active and casualsportswear (full import and CMT)

Importer of garments of all kinds

Manufacturer of classic ladies’ andmenswear specialised in trousers(CMT business – brand oriented)

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HUCKE AG Ravensberger Str. 41 D - 32312 Lübbecke Tel.: +49 – 5741 – 364 – 0 Fax: +49 – 5741 – 364 – 414 www.hucke.de

ALBA MODA GMBHDaimlerstr. 13 D - 32108 Bad Salzuflen Tel.: +49 – 5222 – 920 – 0 Fax: +49 – 5222 – 920 – 899 www.albaModa.de

Baur Versand (GmbH & Co KG)Bahnhofstraße 10,96224 Burgkunstadt Tel.: +49 – 180 – 530 50 50 www.baur.de

BRUNO BADER GmbH + Co KGMaximilianstraße 48D - 75172 Pforzheim Tel.: +49 – 180 – 5 222 111 Fax: +49 – 180 – 5 222 777 www.bader.de

CYRILLUS DEUTSCHLANDSonneaue 69 D - 47804 Krefeld Tel.: +49 – 180 5 095 095 Fax: +49 – 180 5 000 955 www.cyrillus.de

Multi Brand manufacturer of ladies’,men’s and childrenswear (full importand CMT)

Product range: Ladies’ and menswear Price segment: Mid to upper level Note: Fashion orientated (not youngfashion)

Product range: All kinds of goods,ladies’, men’s, childrenswear Price segment: Mid market level Note: one of the larger mail-ordercompanies


Product range: Ladies’, men’s, chil-drenswear Price segment: Mid level Note: Niche market mail-order house

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Mail Order Companies

HEINRICH HEINE GMBHWindeckstr. 15 D - 76135 Karlsruhe Tel.: +49 – 721 – 9910 Fax: +49 – 721 – 9911886 www.heine.de

Versandhaus Robert KlingelSachsenstr. 23 D - 75177 Pforzheim Tel.: +49 – 180/53 200 Fax:+49 – 180/5 30 56 70 www.klingel.de

Neckermann Versand AGHanauer Landstraße 360 D - 60386 Frankfurt am Main Tel.: +49 – 180 55414 www.neckermann.de

Otto (GmbH & Co KG) Wandsbeker Straße 3-7D - 22172 Hamburg Tel.: +49 – 40 – 6461 – 0 Fax: +49 – 40 – 6461 – 8571 www.otto.de

SportScheck GmbHSendlinger Str. 6D - 80331 MünchenTel.: +49 – 180 55050*Fax: +49 – 180 55051*www.sportscheck.com

Products: Home textiles, furniture,accessories, ladies’, menswear Price segment: Mid to upper level Note: more classic styles

Product range: All kinds of goods,ladies’, men’s and childrenswear Price segment: Mid level


Product range: Ladies’, men’s andchildrenswear and other goods Price segment: Lower to mid level Note: Largest mail order house in theworld selling worldwide

Product range: All kinds of goods,ladies’, men’s and childrenswear,sportswear Price segment: Mid to upper level

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Jeans-, Sportswear and Young Fashion

Western Store BeranSprottauer Str. 4 – 8 D - 90475 Nürnberg Tel.: +49 – 911 – 98476 – 0 Fax: +49 – 911 – 98473604 www.wsberan.de

DIESEL DEUTSCHLANDGMBHRather Str. 49BD - 40476 Düsseldorf Tel.: +49 211 418 56 0Fax: + 49 211 412 298 www.diesel.com

Jeans Palast Görgens GmbHSchildergasse D - 50667Köln, Altstadt-NordTel.: +49 – 221 – 2578649 Fax: +49 – 221 – 2582510

Jeans FritzHandelsgesellschaft für Mode mbHTengerner Straße 143D - 32609 HüllhorstTel.: +49 (0) 5744 512 – 0Fax: +49 (0) 5744 512 – 111 www.jeans-fritz.de

New Yorker S.H.K JeansGmbHHansestraße 48D - 38112 BraunschweigTel.: +49 – 531 – 2135 – 0Fax: +49 – 531 – 2135 – 187www.newyorker.de

Product range: Jeans and sports-wear Price segment: Lower to mid level Number of outlets: 200

Product range: Jeans, young fashion Price segment: Mid to upper level Number of outlets: 11

Product range: Jeans, young fashion Price segment: Mid to upper level Number of outlets: 48

Product range: Jeans, leisurewear Price segment: Mid level Number of outlets: 201

Product range: Jeans, leisurewear Price segment: Mid level Number of outlets: 275

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VF GERMANY TEXTILHAN-DELS GMBH H.I.S. DivisionDaimler Str. 15 D - 85748 Garching/ München Tel.: +49 – 89 – 329070 Fax: +49 – 89 – 32907108 www.his-jeans.de

MUSTANG, Bekleidungs-werke GmbH & Co.KGAustraße 10 D - 74653 Künzelsau Tel.: +49 – 7940 – 125 – 0 Fax: +49 – 7940 – 125 – 102 www.mustang.de

ARDEK EGRobert Bosch Str. 9D - 65719 Hofheim-Wallau Tel.: +49 – 6122 – 72 – 0 Fax: +49 – 6122 – 72338 www.ardek.de

INTERSPORT DEUTSCHLAND EGWannenäckerstr. 50 D - 74078 Heilbronn Tel.: +49 – 7131 – 288 – 0 Fax: +49 – 7131 – 21257 www.intersport.de

KATAG AGStralsunder Str. 5D - 33605 Bielefeld Tel.: +49 – 521 – 292 – 800 Fax: +49 – 521 – 292 – 810 www.katag.de

Product range: Jeans Price segment : Mid to upper level Note: Manufacturer + clothing chain

Product range: Jeans and sports-wear Price segment : Mid to upper level Note: Manufacturer + clothing chain

Product range: Products for children,childrenswear Price segment: Mid to upper levelMember companies: 408

Product range: (Active) sportswear Price segment: Mid to upper levelMember companies: 1,450 Note: Market leader for activesportswear

Product range: Men’s, ladies’ andchildrenswear Price segment: Mid to upper level Member companies: 700

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Buying Associations

KURTENBACH GMBH & CO.KG G TEXTILGROßHANDELOffheimer Weg 45 D - 65549 Limburg Tel.: +49 – 6431 – 503 – 0 Fax: +49 – 6431 – 503 – 201

WestdeutscheHandelsgesellschaftPotthoffstr. 15 – 17 D - 58095 Hagen Tel.: +49 – 2331 – 3960 Fax: +49 – 2331 – 396100

Product range: All kinds of garments Price segment: Lower level Member companies: 2000

Product range: Men’s, ladies’ andchildrenswear Price segment: Mid level Member companies: approx. 380

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Garments brands

Documents