The search for the elusive seamless retail offer should begin with an understanding of the Physical, Human and Digital (PHD) dynamics of each and every shopping experience. FITCH believes that retailers and brands will need to look beyond ‘just digital’ in order to create a ‘unique experience signature’ to build competitive advantage.

> Download the essay here <

First published in BrandZ’s Top 100 Most Valuable Brands report, 2013

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The report also provides insight into consumer expectations, economic challenges and brands’ role in the new environment. These findings point the way for brands and retailers to rethink old models and to develop ever more compelling, relevant and seamless offers.

With 40 years of translating brand into consumer experience, FITCH is proud to have partnered with so many of the brands you’ll read about here. On page 64 within the report, we also share our view on creating ‘unique ‘experience signatures’ that give shoppers more reasons to both buy and buy into brands.

We hope you find the report insightful and we’d be delighted to discuss any of the findings with you.

> Get your complimentary report here <

• Setting the strategy for business development and growth of the region / market

• Generating new business within defined target markets, whilst working alongside the core account servicing teams to develop the Company’s

strategies, plans and pitch content

• Representing new business at local management level, and reporting on new business and marketing on a regional level

Key Responsibilities:

• Strategy 

o Develop the annual plan for attaining the new business revenue

o Manage and measure the plan over the year

o Report on the plan to management

o Manage the “top 10″ and/or key sector plan

• Strategic Outbound Sales

o Develop an annual plan matched to the key sectors in a tiered targeting strategy

o Develop outbound communications to key sectors

o Oversee the outreach to identified prospects to achieve goals as run by the Business Development Manager

• Communications - supporting and driving the strategic communication link between the Company and the prospect’s senior team to assure complete understanding of the prospect’s / client’s expectations

• New Business Pitches –

o Brief the studio team assigned the pitch on the client, the opportunity and the “how to win” strategy

o Collaborate with Client Service lead to develop pitch messages and strategy

o Lead the pitch team in the presentation

o Ensure that all materials are prepared and delivered on time and with the highest quality.

• Relationship building - working with Client Services NA Director to provide direction relating to project objectives and contractual scope when appropriate

• Marketing - managing a new business programme to keep pipeline full (including the Company profile raising opportunities at industry events, key awards and via marketing tools)

• Networking 

o Developing tier one relationships through industry knowledge

and contacts and other viable methods against targeted /

agreed strategy

o Develop strong working relationships with sister WPP

agencies to maximize their client relationships for the company

o Create a strong working partnership with the Phoenix office to

ensure syngergistic relationship for co-pitch opportunities

• Reporting - responsibility for ensuring that all data is stored /shared and up to date in sales database, Salesforce.com

Professional and Technical Experience:

• Degree qualified, ideally marketing, design or related discipline

• Proven track record in business development, minimum of 7-10 years’

experience in related industry (retail, design etc.)

• Demonstrated ability to communicate effectively with senior management levels

• Detail orientated, exceptional organisational skills

• Ability to work collaboratively, lead pitch and kick-off teams to exceed client expectations

• Ability to understand the Company and succeed in an environment of diverse cultures and disciplines

Key Success Factors:

• Driving the regional sales and marketing plan to grow the business

• Undertaking the complete life cycle management of large local and, where appropriate, global pitches

• Ensuring maximization of sales support of all divisions through sales and marketing material

• Presenting a strategic face of the Company to external audiences through speaker opportunities, industry events and networking, interviews with the media etc.

• Devising and executing campaigns around industry trade shows / events, calendar events

• Managing the sales pipeline to ensure consistent achievement of revenue targets

• Setting the strategy for business development and growth of the region / market

• Generating new business within defined target markets, whilst working alongside the core account servicing teams to develop the Company’s

strategies, plans and pitch content

• Representing new business at local management level, and reporting on new business and marketing on a regional level

Key Responsibilities:

• Strategy 

o Develop the annual plan for attaining the new business revenue

o Manage and measure the plan over the year

o Report on the plan to management

o Manage the “top 10″ and/or key sector plan

• Strategic Outbound Sales

o Develop an annual plan matched to the key sectors in a tiered targeting strategy

o Develop outbound communications to key sectors

o Oversee the outreach to identified prospects to achieve goals as run by the Business Development Manager

• Communications - supporting and driving the strategic communication link between the Company and the prospect’s senior team to assure complete understanding of the prospect’s / client’s expectations

• New Business Pitches –

o Brief the studio team assigned the pitch on the client, the opportunity and the “how to win” strategy

o Collaborate with Client Service lead to develop pitch messages and strategy

o Lead the pitch team in the presentation

o Ensure that all materials are prepared and delivered on time and with the highest quality.

• Relationship building - working with Client Services NA Director to provide direction relating to project objectives and contractual scope when appropriate

• Marketing - managing a new business programme to keep pipeline full (including the Company profile raising opportunities at industry events, key awards and via marketing tools)

• Networking 

o Developing tier one relationships through industry knowledge

and contacts and other viable methods against targeted /

agreed strategy

o Develop strong working relationships with sister WPP

agencies to maximize their client relationships for the company

o Create a strong working partnership with the Phoenix office to

ensure syngergistic relationship for co-pitch opportunities

• Reporting - responsibility for ensuring that all data is stored /shared and up to date in sales database, Salesforce.com

Professional and Technical Experience:

• Degree qualified, ideally marketing, design or related discipline

• Proven track record in business development, minimum of 7-10 years’

experience in related industry (retail, design etc.)

• Demonstrated ability to communicate effectively with senior management levels

• Detail orientated, exceptional organisational skills

• Ability to work collaboratively, lead pitch and kick-off teams to exceed client expectations

• Ability to understand the Company and succeed in an environment of diverse cultures and disciplines

Key Success Factors:

• Driving the regional sales and marketing plan to grow the business

• Undertaking the complete life cycle management of large local and, where appropriate, global pitches

• Ensuring maximization of sales support of all divisions through sales and marketing material

• Presenting a strategic face of the Company to external audiences through speaker opportunities, industry events and networking, interviews with the media etc.

• Devising and executing campaigns around industry trade shows / events, calendar events

• Managing the sales pipeline to ensure consistent achievement of revenue targets

Hointer is completely rethinking how men shop for clothes with the latest technology and a truly simple approach to merchandising.

This showroom, located near the University of Washington, offers ten times the selection typically found in a store. Using Hointer’s app, a shopper selects items by scanning their QR codes, and then is assigned a dressing room. Cutting-edge German robotic technology sends the selections into the dressing room. Press a button to request a different size or inseam, and it appears within seconds. Place unwanted items in the ‘return’ chute and they are automatically removed from the app’s shopping cart. Sales associates offer guidance and assistance only. No pushy sales tactics!

Shopper Insights: Men want hassle-free shopping. To attract this savvy male consumer, brands should provide fast, simplified, and technology-assisted experiences. Offer all the experiences that men want, and nothing they don’t.

Brand Take-away: Embracing the digital era will allow retailers to boldly reimagine the shopping experience, offering the best aspects of in-store and online shopping. E-commerce metrics can be integrated into brick and mortar stores, which means retailers and brands will better understand their consumers, products, and operations.

Reporting to: Managing Director,  South Asia

FITCH is a global design consultancy that translates brand into consumer experience. The business was established in 1972 and now has studios across the globe, namely the USA, Asia Pacific, Middle East and UK.  We are part of WPP plc, one of the world’s leading marketing services groups.

Job Purpose:

 Responsible for the technical overseeing and quality assurance of all architectural services and outputs of the India offices. In addition successfully managing client relationships and accountable for achieving client expectations.

Key Responsibilities:

• Directing, controlling and overseeing all architectural design and professional services provided by the FITCH architectural practice in India.
• Obtaining and maintaining architectural professional individual and firm licenses/registrations as required to practice throughout the region
• Organizing and maintaining the firm’s professional oversight and management structure to deliver the professional standard of care satisfactory to regulations throughout the region
• Reviewing and sealing all architectural design and construction documents prepared and issued by FITCH’s architectural practice
• Ensuring that code compliance and technical standards are maintained
• Ensuring that quality control standards are maintained, and establishing procedures where necessary
• Establishing and regulating consistent FITCH Computer/CAD formats and standards to be used within the FITCH architectural practice
• Overseeing the training and education of production teams and any other relevant staff in relation to the practice of architecture and maintenance of office standards
• Determining staffing requirements and studio assignments in conjunction with client project requirements, workloads and technical requirements of projects
• Establishing and ensuring that the code library is updated and maintained
• Actively leading and/or participating in new business development activities
• Sharing and facilitating knowledge of various FITCH studios’ core competencies alongside promoting the cross-selling of services where appropriate

Professional and Technical Experience:

• Minimum of 15  years of architectural experience
• Bachelors degree in Architecture or equivalent from a school of good academic standing
• Masters in Architecture, Majoring in Urban design/Sustainable design/project management would be an advantage
• Registered Architect of good standing in India
• Extensive previous experience as lead architect in active role of designing, documenting and construction management of architectural projects
• Extensive previous experience in new building design projects and tenant improvement design projects.
• Extensive knowledge of use of national building codes in India
• Extensive experience in sustainable design standards i.e must possess GRIHA, USBC, LEED accreditation (as relevant for India)
• Extensive knowledge of construction methods
• Extensive knowledge of contract writing and liability management
• Extensive knowledge of local authority and liasoning with local statutory bodies.
• Previous experience working and managing professional international design teams
• Council of architecture (COA) certification
• Strategically agile, able to anticipate future consequences and trends accurately alongside a broad knowledge and perspective
• Good verbal, written communication and presentation skills, alongside being an excellent meeting facilitator
• Strong ability to work collaboratively within all aspects of the role

Key Success Factors:

• Ability to attract new business and contribute to India’s business development programme for acquisition of new clients and extension of current relationships.
• Leadership of and commitment to the professional guidance and development of employees
• Quality of output of the architectural services
• Maintenance of code compliance and technical standards across India
• Obtainment and maintenance of architectural professional/firm licenses/registrations for India
• Training and education of the production teams in relation to the practice of architecture and maintenance of office standards

Preparation of construction documents via computer software and architectural experience.

Key Responsibilities: 

• Responsible for drafting details, elevations, sections, and contributing to work on plans
• Producing complete sets of construction documents, working individually on smaller projects and as part of a team on larger projects
• Responsible for picking up redline corrections
• Managing code reviews or research where required
• Assisting with general duties such as pulling archives, shipping, etc
• Organising and archiving project data and materials
• Intregral to the CAD team, comfortable taking direction from both Job Captains or Project Managers as directed by the Studio Director

Professional and Technical Experience:

• Two year technical CAD degree, or a minimum of one year drafting with an architectural firm
• Experience creating construction documents for retail stores
• Proficient with AutoCAD and computer software utilized in the studio
• Basic building code knowledge
• Basic understanding of construction methods
• Ability to work under pressure of deadlines
• Ability managing multiple tasks and schedules
• Extensive knowledge of computer operation and office CAD standards

Key Success Factors:

• Drafting ability
• Knowledge of construction methods
• Attention to detail and knowledge of construction documents
• Competency with file management, correspondence, archiving and shipping

Working directly with the Design Director and Senior Designers to develop highly innovative and creative solutions for retail environments work for international, regional and local clients covering projects including stores, showrooms, dealerships, shopping centres, in-store merchandising and exhibitions

Responsibilities

Responsible for providing hands on creative solutions for environments-related project work

Working closely with the Creative Director and Design Directors and other senior members of staff in initial briefings, day-to-day direction, storyboarding, creative review meetings etc

Developing a clear understanding of the proposal and organising activities and responsibilities within projects, ensuring deadlines and project timelines are met

Skills

Degree in industrial design, interior design, or architecture

Experience of retail design

Proven track record in creative idea generation and development

Auto CAD

SketchUp

Reporting to: Studio Director

Fitch is a Global Design Consultancy that translates brand into consumer experience, established in 1972 with studios across the globe, namely the USA, Asia Pacific, Middle East and UK.  We are part of WPP plc, one of the world’s leading marketing services groups.

Job Purpose:

Responsible for management and coordination of client programmes in conjunction with the Studio Director, acting as a liaison between client and FITCH to successfully orchestrate projects with internal teams, vendors, and clients to ensure successful, coordinated results.

Key Responsibilities:

• Responsible for the completion of all assigned projects within approved contract budget and timing
• Consistently providing accurate and timely communication to client and internal teams, inclusive of status reports
• Demonstrable ability to develop and execute a variety of project work plans
• Clear ability to work with a high volume of clients within the studio in conjuntion with successfully managing project teams
• Providing detailed project management administration on specific projects Responsible for managing client expectations in accordance with contract deliverables
• Preparing and monitoring project work plans, budgets, and deliverables for client and internal teams
• Ensuring that resouces are secured to effectively facilitate timelines and deliverables
• Assisting in client presentations and proposal development where required
• Confident in presenting Fitch’s offering in a knowledgeable and compelling manner
• Actively participates in strategic planning initiatives and initiates excellent solutions and encourages pro-active behavior in the studio

Professional and Technical Experience:

• Degree in architecture, business, engineering, industrial design, or related discipline including marketing services experience
• Retail and Restuarant experience required and licensed architect preferred
• Minimum of 5 years’ experience in an architectural organisation as a Job Captain and/or Project Manager with demonstrable ability to understand project functions, requirements and work flow
• Knowledge of MEP systems and ability to communicate with Clients and Engineers as required
• Thorough knowledge of national building codes
• Solid knowledge of construction materials and methods, and initiative to research as required
• Knowledge of computer software/CAD programs utilized by the firm
• Ability to review and redline plans
• Strong verbal and written communication and presentation skills
• Detail-oriented with exceptional organizational skills; must be able to multi-task and prioritize
• Ability to coordinate, motivate, and supervise project staff, whilst working closely with other executives

Key Success Factors:

• Ability to analyse both success and failures for routes if improvement in the project management process
• Accuracy of scoping length and difficulty of tasks and projects, developing schedules and task/people assignments and contingency planning
• Ability to well in a team environment to produce outstanding quality work
• Confidence in priority setting with the ability to quickly assess and time plans around key goals
• Orchestrating multiple activities to accomplish client goals, using resources effectively and efficiently and ensuring client expectations are met on time and within budget

Reporting to: Business Development Director

FITCH is a Global Design Consultancy that translates brand into consumer experience, established in 1972 with studios across the globe, namely the USA, Asia Pacific, Middle East and UK.  We are part of WPP plc, one of the world’s leading marketing services groups.

Job Purpose:

• Generating new business opportunities within defined target markets
• Business development of existing and lapsed clients
• Develop case studies and messaging to support  lead generation initiatives

Key Responsibilities:

Lead generation and new business enquiries

• Working with the Business Development Director to set the strategy, process and objectives for a highly targeted lead generation programme
• To proactively drive the process from identifying new business opportunities, contacting key decision makers and assessing the ‘sell’ for FITCH, arranging the first meeting, right through to following up with regular keep-in-touch approaches
• To create messaging about the agency skills and experience appropriate to each new business lead, including finding a compelling ‘reason to call’
• To manage the agency’s contact strategy with new and existing clients, which will involve tracking all business development contacts, and implementing a number of targeted mailings and following them up (working with the Business Development Executive)
• With the Business Development Director, to field incoming new business approaches from clients and to manage the follow up process as appropriate
• To support the Business Development Director in preparing for new business presentations and pitches, as required

General

• To work with the Business Development team to produce FITCH’s annual marketing plan and ensure that we’re properly equipped to deliver it
• To help create new client credentials and other marketing collateral for use in a range of business development and PR applications
• To work with the Business Development co-ordinator to ensure that the London’s studio’s area of the FITCH website is kept up-to-date
• Participation as required with global marketing initiatives led by FITCH Worldwide

Skills & Experience

• Minimum 2 years in a marketing and/or business development role, which must include lead generation as a primary responsibility
• Highly organized, eye for detail, able to prioritise and work closely to an agreed process
• Commercial capability – understands how companies work and what makes them tick in the context of developing arguments that are compelling to them about FITCH
• Excellent written and verbal communication  skills
• Confident, tenacious, energetic and  well-presented
• Ability to think laterally and creatively  about the challenges of the role
• Collaborative working style, a good listener, empathetic
• Agency-side background in design and/or retail a definite advantage

Key Success Factors

The role will be judged primarily on the quality and breadth of the new business opportunities they generate.

Specific success factors will be:

• Ability to identify target clients and gain access to the key decision maker, and clearly identity the ‘sell’ for FITCH
• Clear and strong ability to tailor our skills and experience to particular client requirements
• How well the role represents and supports FITCH and its reputation in the market
• Credibility across the business and development of productive working relationships
• Their contribution to the achievement of shared Business Development objectives in the team