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It’s no
secret: buffeted by slumps in the
housing and stock markets and rising
fuel and energy prices, consumers have
cut back on spending.
How long will the economic angst
continue? If I thought my crystal ball
was reliable, I’d hazard a guess. But
the last time I consulted it I ended up
buying an SUV — and, clearly, that’s not
looking like the best decision these
days.
While retailers work to stave off shoppers’
malaise and endure the current round of economic
punches, it’s worth calling attention to the
fact that this industry continues to produce its
share of high-flying growth companies. STORES
launched its annual Hot 100 Retailers feature in
2006, and 40 businesses have managed to remain
on the list for all three years. The three-year
revenue growth rates of these retailers average
45.1 percent – particularly impressive when
viewed against the backdrop of today’s spending
crunch.
Some of the dramatic revenue growth enjoyed by
these retail companies over the last three years
can be linked to acquisitions. The CVS/Caremark
deal yielded enormous revenue gains; The Pantry
beefed up its figures by buying other
convenience store chains, and Dress Barn’s
acquisition of maurices lifted its revenues.
But it’s the companies that have managed to grow
organically that earn another level of respect
in my eyes. Amazon.com has three-year revenue
growth of 114.3 percent; Urban Outfitters has
grown 82.1 percent over that same period. And
the list goes on, including familiar names like
J.Crew and American Eagle Outfitters and
less-common ones like O’Reilly Automotive and
Big Dog Holdings.
Sure, the current economic climate is tough, but
it’s not as if the past few years were big
growth times for businesses generally. For Blue
Nile, an online jewelry retailer, to post
three-year revenue growth of 88.6 percent is
phenomenal. Remember all the dot-com doomsayers
who claimed shoppers would never buy a diamond
online? The company sold more than 60,000 of
them last year.
There are a few characteristics that most (if
not all) of these high-growth retailers share.
One is clarity of vision. If you look at the
chart (see “Sustained Sizzle” on page H17), it
includes retailers with a keen focus on their
current mission and their target customer. These
are companies whose executives are willing to
plan ahead and recognize that what works today
may not work tomorrow. They’re comfortable with
innovation — in product, store design and
marketing strategy — and they’re not afraid to
tinker with the blueprint when times call for
change.
A toast, then, to all the companies that appear
on the Hot 100 Retailers list, and a special tip
of the cap to those that have managed to sustain
their pacesetting growth. |