Outerwear

GERMANY
2 GERMANY

2.1 GENERAL ECONOMIC The GDP of Germany, which is the

SITUATION
Germany’s affluent and technolo-
gically powerful economy - the
fifth largest in the world - has
become one of the slowest gro-
wing economies in the euro zone
and Switzerland. A quick turna-
round is not foreseeable in the
immediate future. Growth in 2001-
03 was under 1%, rising to 1.7% in
2004. The modernization and
integration of the eastern German
economy continues to be a costly
long-term process, with annual
transfers from west to east
amounting to roughly $70 billion.
largest economy in the EU, grew
more slowly than the EU average
and of course Switzerland. The
weak economic situation can be
illustrated by the number of
unemployed persons, which
increased by 7.8% in 2004.
A second aspect was the increa-
se in the cost of living for private
households compared with pre-
vious years. This comparatively
high rate was mainly due to the
increase of energy costs, food,
ecological taxes and administrati-
ve fees which practically absor-
bed the planned tax reductions.

Germany’s aging population,

combined with high unemploy-
ment, has pushed social security
outlays to a level exceeding con-
tributions from workers. Structural
rigidities in the labour market -
including strict regulations on lay-
ing off workers and the setting of
wages on a national basis - have
made unemployment a chronic
problem. Corporate restructuring
and growing capital markets are
setting the foundations that could
allow Germany to meet the long-
term challenges of European eco-
nomic integration and globalizati-
on, particularly if labour market
rigidities are further addressed. In
the short run, however, the fall in
government revenues and the
rise in expenditures have raised
the deficit above the EU 3% debt
limit.

50
2.2 THE MARKET FOR
OUTERWEAR
2.2.1 Market size
Although the general economic
situation at the beginning of 2005
was disappointing, Germany still
represents by far the largest sin-
gle market within the EU, with an
estimated total sales volume in
clothing of 55.6 billion € in 2004
(Statistics BTE Cologne 2005,
amounts at retail prices including
VAT).
In 2004, annual clothing sales
(including outerwear) shrank in
comparison with other consumer
expenditures (they decreased by
2.3% in comparison to 2003). The
year was dominated by a signifi-
cant decrease of all sales which
amounted to approximately 2 billi-
on €. There is no real change visi-
ble at the moment as there will be
no growth in 2005. The negative
retail trends must also be seen in
the light that private household
expenditures have increased by
3.5% in the years 2001-2004.
Nevertheless, clothing consumpti-
on fell constantly during recent
years so that only 5.40 € out of
100 € disposable are being spent
on clothing.
2.2.2 Market characteristics
The present situation of the outer-
wear market in Germany can be
characterised by the following
brief statements:
Clothing items from the outerwear
segment can be characterised by
a permanent price decrease. The
main reason for this is the produc-
tion of garments from low-wage
countries. Product imitation has
become easier through global
production, easy communication
by Internet / e-mail and liberalised
trade.
Renowned market research insti-
tutes have stated that the ‘middle
market segment’, (which is cha-
racterised by quality conscious-
ness and ‘brand orientation’) has
become much smaller in recent
years. The outerwear and clothing
market are moving in two directi-
ons: (a) value/price and (b)
trend/fashion, whilst the middle
segment is decreasing.
51
2.2.3 Demographic characteristics
Figure 2-1 shows that the major
population segment by age
group is between 40 and 44
years of age (approximately 7.5
million – male and female), follo-
wed by those in the 35-39 brak-
ket (approximately 7 million
people). In other words,
Germans in their early forties
represent the largest target
group (in numbers only).
The younger generation under
25 is comparatively small, e.g.
the age group between 20 and
24 represents only approx. 4.5
million Germans (5.5% of the
whole population). The smallest
potential ‘target group’, apart
from those over 70, is the seg-
ment under 10 years of age. The
consequences of this for clothing
manufacturers from foreign
countries are evident.

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

Germany: 2005
100+
95-99
90-94
male 85-89
female
80-84
75-79
70-74
65-69
60-64
55-59
50-54
45-49
40-44
35-39
30-34
25-29
20-24
15-19
10-14
5-9
0-4

4,0 3,5 3,0 2,5 2,0 1,5 1,0 0,5 0,0 0,0 0,5 1,0 1,5 2,0 2,5 3,0 3,5 4,0
Population (in millions)

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

52
2.2.4 Retail sales by product category
Table 2-1 shows that, in terms
of turnover development, the
womenswear market increased
by 5% between 2002 and 2005,
while the menswear market highly
increased by 10%; the negative
turnover in 2002 had been trans-
formed into a positive value of 2%
in the first half of 2005. The chil-
drenswear market increased by
9%.
Table 2-1: Outerwear turnover
development in % by sex and pro-
duct categories, 2002 - 2005
There are several ways of seg-
menting the clothing market.
Table 2-1 provides an overview of
the turnover development in the
major product segments, in per-
centages, covering the main
items of ladies’, men’s and chil-
dren’s outerwear analysed by this
survey.
All three major segments (ladies,
men, children) see a turnover
'boom' during the years 2003 to
2004, where all turnover values
increased highly and nearly turned
into positive figures.

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

Source: BTE Cologne, 2005

53
2.2.5 Consumer behaviour
The latest observations on consu-
mer behaviour based on market
research for this marketing hand-
book show that consumers of
2004/2005:
- 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 lon
ger 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 tremendous
shifts in consumer preferences
with regard to the most popular
shops in recent years. Market
leaders confirm that this develop-
ment corresponds directly to
more unpredictable consumer
buying patterns towards much
cheaper goods, closer to the
actual demand (not in advance)
and in shops with more ‘event
character’.
A survey of the clothing market
segment shows that many
Germans buy from clothing multi-
ples (20%). Department stores
are in third position at 12% and
are still quite strong, although they
have dropped by 1%. New con-
cepts reinforced the position of
department stores. Smaller spe-
cialised clothing retailers are less
important and it is expected that
this distribution channel will lose
further market share in coming
years.
The most preferred shops among
all female consumers between
the ages of 14 and 64 years are
C&A (56%) in the number one
position, followed by H&M (47%)
and Galeria Kaufhof and Karstadt
(both 38%). They also mentioned
Esprit, Adler, Benetton, Wöhrl,
Jean Pascale and S. Oliver. All
other retailers are below 5% of all
responses (Source: Kommuni-
kationsanalyse 2004, Brigitte
Magazine, Gruner + Jahr, Ham-
burg, 2004).
54
Table 2-2: 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

Source: BTE Cologne, 2005

Table 2-2 shows that many retail Looking at consumer patterns,

channels have lost market share
in the last four years (such as
Independent Retailers (-3%) and
Clothing Multiples (-8%). In con-
trast, Home Shopping is very
popular in Germany, even in con-
trast to other Western European
countries and Switzerland (share:
15%).
market research by Intermedia in
2005 on behalf of Burda Verlag,
Hamburg shows interesting
results, summarised in Table 2-3.
The key fact is that women have a
much greater interest in the latest
fashion trends (82%) than men
(18%). Even when it comes to
special offers, ladies (58.5%) are
more interested than men
(41.5%). Approximately 60%
would like to buy at fixed prices.
Only one third likes to bargain on
prices. Brand awareness is low
among consumers; only one
German in six is concerned about
the brand.

55
Table 2-3: Consumer patterns with regard to interest in fashion, purchase
timing, brand awareness and bargains by sex, 2005

Ladies Men

Interest in Fashion
I am interested in the latest fashion trends 82.0% 18.0%
I often talk about fashion 87.9% 12.1%

Purchase Timing
I often buy fashion at the beginning of the season, 68.2% 31.8%
when the new range comes into the shops
I often buy fashion at the end of the season, 59.0% 41.0%
when prices have already been reduced in many places

Brand Awareness and Bargains

I am very concerned about buying the right brand 58.4% 41.6%
I often buy special offers 58.5% 41.5%

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

2.2.5.2 Consumer expenditure ments in German household

expenditure. A general tendency
The overall disposable income of is for consumers to spend less on
all private German households clothing, especially since the
increased by 2.3% to € 1,441 billi- beginning of 2002 and the intro-
on in 2005 compared with 2004. duction of the Euro. Also a large
The private household consump- part of their income is spent on
tion increased by 1.2% to € 1,266 services, travel, education, fitness /
billion in 2005 and was in line with health and rent for housing.
the developments of recent
years.
Figure 2-2: Monthly household spending
The latest detailed analysis of on clothing and shoes, 2005
expenditure structures of German
households by the German
Federal Statistical Office in 2005
shows that out of € 100 (= 100%),
€ 5.40 was spent on clothing (=
5.4%). Single males have a relati-
vely higher disposable income but
save most on textiles and clot- 0 50 100 150 200
hing. Couples with kids spend the
most on textiles. The self-employ-
Clothing/shoes total Ladieswear/shoes
ed and employees tend to spend
Menswear/shoes Kidswear/shoes
the most on clothing.

Figure 2-2 gives an overview of Source: Federal Statistical Office

the share of the clothing seg- Germany, 2005
56
A different analysis of consumer
expenditure by the CBI in 2004
showed that the per capita con-
sumption for clothing amounted
to € 587.00 per year. Table 2-4
shows the annual consumption in
different product groups. A clear
fact is that the per capita con-
sumption has decreased in value
in recent years, as the turnover in
the clothing market has reduced,
whilst the population has increa-
sed.

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

Total (average) 587 € / per head

of which:

Women's outerwear 760 € / head

Men's outerwear 418 € / head
Children's outerwear 546 € / head

Source: CBI Market Survey, 2005

The share of clothing expenditure by the BTE (German Association

in all household expenses has fal- of Textile Retailers), German con-
len permanently: by approximate- sumers only spend an average of
ly 0.8% points from 1997 to 2003. 5.05% of their purchases on
According to Table 2-5, published fashion.

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

1997 - 2003

1997 1998 1999 2000 2001 2002 2003

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

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

57
Table 2-6 shows average retail
prices of consumer expenditures
per clothing article.

2003 in € 2004 in € Table 2-6: Average retail

prices by product categories,
Suit 305 312 2003/2004
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

Source: BTE Cologne, 2005

2.2.6 Price developments of clothing (except a remarkably high loss in

Between 2003 and the first half of
2005, the prices for all product
segments in the clothing sector
have decreased only slightly
the first half of 2005), whilst the
total cost of living has increased to
a larger extent. For more details,
see Table 2-7.

Table 2-7: Clothing price index relative to national consumer price index,
2003 - 2005

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

2005

Price index clothing 100.7 100.0 97.9

Price index total cost of living 104.5 106.2 108.1

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

58
2.3 IMPORTS By far the largest product catego-
ry are jerseys, pullovers, cardigans
2.3.1 Total imports and waistcoats (HS code 61.10),
followed by T-shirts and singlets
Table 2-8 gives an overview of (HS code 61.09). As a result, price
import volume in terms of value competition is fiercest in these
and volume of the respective pro- product segments, especially for
duct groups into Germany. The T-shirts. In general, imports from
tendency is that imports have non–EU countries have increased
slightly increased overall, both in in most product segments, thus
terms of value and volume. indicating more sales opportuni-
ties for manufacturers abroad.
Looking at the total import increa- (including, to a large extent, deve-
ses per product segment from loping countries).
2003 to 2004, active sportswear
has increased by 8.5%, men’s and
boys’ outerwear by 10.4%. Only
girls’ or ladies’ outerwear (repre-
senting the largest outerwear pro-
duct segment) has decreased by
1.9% (all figures in value terms).
The importance of imports from
non-EU countries depends on the
sector regarding 2003 to 2004.
Whilst in 2003 the share of the
non-EU countries in total imports
of men’s or boys’ outerwear was
59.9%, the share decreased to
57.4% (value) in 2004. The same
analysis of the product segment
ladies’ and girls’ outerwear from
2003 to 2004 shows that the
share of non-EU countries in all
imports has increased, from
68.3% to 68.5% (value terms).

59
 Table 2-8: Imports of knitted outerwear by sex and product categories, 2002 - 2004

2002 2003 2004

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

For men or boys

Coats, raincoats, 1 297 35 121 1 412 36 130 1 403 32 671

anoraks etc. (61.01)

Suits, jackets, outfits, 4 112 86 763 5 067 82 689 7 362 96 440

trousers, shorts etc.
(61.03)

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- 4 227 98 497 7 243 130 088 7 454 121 718
raks etc. (61.02)

Suits, outfits, jackets, dres- 33 380 607 051 40 439 633 234 40 497 605 092
ses, skirts, trousers (61.04)

Blouses and shirt blou- 11 018 281 790 11 714 271 419 12 623 288 580
ses (6106)

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, 135 128 2 933 571 151 718 2 866 040 146 076 2 718 103
cardigans, waistcoats
etc. (61.10)

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 and 7 736 221 841 9 948 238 659 12 617 247 627
swimwear (61.12)

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
Source: Office of National Statistics (ONS): Consumer Trends, 2005 – deflators.
60
 Table 2-9 shows that the share of
non-EU countries in total imports
for woven outerwear items is
even higher than for knitted items.
78.8% of men’s and boys’ outer-
wear in 2004, for example, origi-
nated from non-EU countries. For
women’s or girls’ outerwear the
share of non-EU countries was
also at a very high level of 70.5%
(year 2004 - value terms). As for
knitted outerwear, there was a
general upswing in imports of
woven outerwear between 2003
and 2004.

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

2002 2003 2004

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

For men or boys

Coats, anoraks, windcheaters 25 038 577 659 28 390 523 800 31 545 486 597
etc. (62.01)

SuitSuits, jackets, outfits, trou- 119 318 2 650 541 126 953 2 592 882 141 808 2 669 557
sers, shorts etc. (62.03)

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, wind 38 207 860 435 44 605 834 477 53 056 853 193
jackets etc. (62.02)

SuSuits, outfits, jackets, dres- 137 961 3 571 079 140 328 3 321 803 155 043 3 410 037
ses, skirts, trousers (6204)

Blouses and shirt blouses 28 905 913 740 27 619 806 313 25 292 691 315
(6206)

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

Source: Eurostat, 2005

61
 2.3.2 Outward Processing Trade (OPT)
A brief analysis of the OPT imports
of outerwear into Germany shows
that most of the countries lost mar-
ket share in 2004, except India with
+1,333%, Latvia with +65% and
China with +6%. This positive deve-
lopment can be mainly explained
by the fact that these countries cur-
rently have a high growth potential
for textile exports.
The ‘losers’ are Lithuania (-96%),
Bosnia-Herzegovina (-95%),
Slovakia (-94%), Ukraine (-89%)
and Albania (-87%). Romania has
retained the first position, although it
also lost 65% import volume. For
more details, see Table 2-10.

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

Po- Country 2002 Change 2003 Change 2004 in

siton in 1000 € from 2002 in 1000 € from 2003 1000 €

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

Source: Eurostat, 2005

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

62
2.3.3 Largest suppliers of outerwear

Table 2-11 shows the imports of

finished products from major sup-
plying countries into Germany
between 2002 and 2004. By far
the leading import country is
Turkey, followed by China and
Italy. The three leading supplying
countries represent 32.5% of all
clothing imports in 2004. Not less
than 74.4% of all imports originate
from non-EU countries.
The ‘winners’ in terms of sales
increases are Austria (+24%), India
(+23%), China (+16%), Ukraine
(+11%), Belgium (+10%), UK (+10%)
and Bulgaria (+6%). Turkey, as the
number one supplying country,
slightly lost import volume by -4%.
The ‘losers’ are all from Europe
(except Tunisia): Poland, Tunisia,
Greece, The Netherlands and
Italy with an average decrease of
more than 10% in 2004 compared
to 2003.

63
 Table 2-11: Largest supplying countries of outerwear, 2002 - 2004

Po- Country 2002 Change 2003 Change 2004

siton in 1000 € from 2002 in 1000 € from 2003 in 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

Source: Eurostat, 2005

64
2.4 TRADE STRUCTURE
2.4.1 Developments in the retail trade
The major developments in
German clothing retail structure
are as follows:
The clothing retailers were more
or less forced to continue their
‘trading down policy’, or in other
words have not managed to
increase prices. Known brands
are sold at reduced prices and
‘cheap’ trade brands have been
created. The higher segment
shows price increases but this is
of absolutely minor importance.
Expansion of price aggressive
retail outlets – in the clothing sec-
tor mainly represented by ‘vertical
chains’ such H&M, MANGO,
ZARA, Vero Moda, Tally Weijl etc.
Other retailers mainly suffer from
decreasing turnover, less profit,
lower frequency in the shops and
increased costs.
Changes in the size structure of
outlets – the tendency for larger
units has decreased. Even larger
clothing retailers have lost their
market share or had to leave the
market (such as BOECKER, C&A).
The tendency for more outlets
continues – the so called ‘vertical
retailers’, who manage the whole
scale from collection develop-
ment, production (outsourcing)
and sales via their own shops,
dominate the best shopping
areas beyond Germany’s largest
cities.
New outlets whose main business
is not clothing, such as Tchibo
(coffee sales with over 1000 own
shops) and Aldi (supermarkets)
have gained importance and
become the ‘winners’ over the
last 2-3 years. Large cash-and-
carry markets have extended
their sales area including the texti-
le range, and also have gained
importance.
Retailers tend to work with fewer
but more efficient clothing sup-
pliers with faster deliveries and
EDP support. Four out of five
companies would like to work with
fewer suppliers. 69% of all retailers
want to buy on a more short-term
basis.
The internationalisation of the
German market with increasing
market share by chains such as
H&M Sweden, GAP USA, Auchan
France (ORSAY, PIMKE), Inditex
(ZARA) and MANGO Spain etc.
continued in 2004/2005, and it
can be expected that the vertical
chains with their fast delivery
rhythms will continue their expan-
sion strategy in the future.
In the future, textiles and clothing
shopping will be more combined
with lifestyle and entertainment in
the German cities, e.g. in the form
of ‘Urban Entertainment Centres’
such as Stilwerk or SEVENS in
Düsseldorf or the COLONADEN in
Hamburg.
65
2.4.2 Leading retailers
Table 2-12 gives an excellent
overview of the structure and the
development of the largest
German textile retailers. This ana-
lysis was carried out by the
renowned trade magazine Textil-
wirtschaft/Frankfurt on an annual
basis.

Table 2-12: Major specialised clothing, sports chains and discounters in Germany,
2004/2005

Retail chain Parent company Sector Outlets Turnover

2003 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

66
 Retail chain Parent company Sector Outlets Turnover
2003 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 Discounter 241 86

(Netherlands)

Source: Textilwirtschaft, 2004 / CBI Market Survey, 2004

1) turnover in textiles and clothing 2) mentioned discounters are textile and/or clothing discounters
a), b) and c) only consolidated figures are given

67
Table 2-13 and Table 2-14 give a
good overview of the ‘winners’
and ‘losers’ among clothing retai-
lers in Germany. It may be a good
idea for clothing exporters from
abroad to include the best-perfor-
ming retailers in their list of target
customers. For the members of
the losers list, it can be assumed
that they are not really looking for
new suppliers as they are trying to
manage the decrease in sales
and perhaps even cut down the
list of suppliers.

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

Name of Retailer 2003 2004 Increase in

(in bn. €) (in bn. €) turnover

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 %

Source: Textilwirtschaft, Frankfurt/Main, 2004

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

Name of Retailer 2003 2004 Increase in

(in bn. €) (in bn. €) turnover

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 %

Source: Textilwirtschaft, Frankfurt/Main, 2004

68
2.4.3 Distribution channels

This structure of the textile/clot-

hing retail market can also be split
into two major groups: ‘speciali-
sed retailers’ and ‘larger forms of
textile retail’. For more details, see
Table 2-6.

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

Source: BTE Cologne, 2005

2.4.3.1 Retailers important role in the market. A

2.4.3.1.1 Independent specialised
retailers
Independent retailers do not usu-
ally buy directly from developing
countries. With approximately
45,000 textile and clothing shops
all over Germany, they still play an
high percentage of the retailers
are members of a buying associa-
tion that takes over certain functi-
ons from the members such as
purchasing, marketing, logistics
etc.
Market share: 25% in 2004
Trend: Decreasing (2000 = 28%)

69
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 outlets
is the largest jeans and sports-
wear chain, followed by Western
Store Beran (approx. 200)* and
Werdin with 40 shops.
The major womenswear multiples
are BiBa (113)* and Appel-
rath_Cüpper (14)*, both part of the
Douglas Group, Orsay from
France (239)*, Bonita (397)* and
Ulla Popken for large sizes (257)*.
Menswear multiples are Nicolas
Scholz (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 are
Karstadt with 122 outlets (as a
part of the Karstadt/Quelle group)
and Galleria Kaufhof with 127 sto-
res, belonging to the Metro group.
Kaufhof has been very successful
with 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 business
is, after the US, the largest market
in the world. The biggest mail-
order house in the world is the
Hamburg based Otto Versand
with many investments/subsidiary
companies abroad. They also
own the German mail order com-
panies Schwab, Baur, Witt, Heine,
Alba Moda and Sport Scheck.
Quelle and Neckermann, the
number two and three in the mar-
ket, are part of the Karstadt
Group. Quelle, as the second lar-
gest mail order house, also holds
major shares in other mail order
houses, such as Schöpflin, Peter
Hahn and Madeleine, covering dif-
ferent market segments. Other
larger mail order houses are
Bader and Klingel. Smaller, more
niche market orientated mail
order companies retailing clothing
are Atelier Goldener Schnitt,
Elégance, Bon Prix and Drei
Pagen Versand. Buying clothes
via mail order is quite popular in
Germany, as people trust online
payment and the very well organi-
sed internet infrastructure.
Market share: 15% in 2004
Trend: Slightly Increasing (2000 =
14%)
70
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). Their
buying policy is very much price
oriented. The buying managers
often buy from European based
importers/wholesalers who have
access to the cheapest sourcing
countries 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, Rewe
and Plus markets. The clothing
they sell is mainly restricted to
clothing accessories such as
socks, caps, scarves and so on,
but increasingly includes T-shirts,
shirts, jeans etc. Aldi and Lidl in
particular offer more and more
fashion products alongside their
food- 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 the
fashion manufacturer, the clothing
distribution via ‘non textile related
retailers’ has gained importance.
The most prominent example is
the Tchibo Group. This Hamburg
based company was originally a
‘coffee roaster’ selling coffee in
more than 3,000 outlets all over
Germany. Since the beginning of
the nineties, every week a new
Tchibo also sells other items,
among which clothing plays a very
important role. The company
mainly buys from importers/who-
lesalers according to their own
specifications. Many Germans
have bought garments from
Tchibo, and the market forecast
for 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 a
pivotal role in the clothing distribu-
tion system in Germany. Most of
the German clothing brands work
in a dual way: On the one hand
they buy directly from developing
countries in the Far and Middle
East on a full import basis (finished
products). On the other hand,
Germany is by far the largest
European buyer of clothing on
outsourcing basis (OPT business).
71
Due to its proximity to Eastern
European countries, Germany
was the ‘pioneer’ country in out-
sourcing production in the
neighbouring countries to the
East. The clothing industry has
been shrinking since the begin-
ning of the nineties, to the point
where now only the ‘fittest’ have
survived. There are over 500
reputable clothing companies in
Germany. They can be contacted
through the German Clothing
Manufacturers Association (BBI) in
Cologne.
Larger companies such as TOM
TAILOR, CARLO COLUCCI, S. OLI-
VER, STREET ONE and so on
(also) sell through their own out-
lets. These brands are normally
positioned in the mid- to upper
market segment. The tendency
towards self-retailing by clothing
brands/manufacturers has increa-
sed and taken on different forms
such as concessions, shop-wit-
hin-the-shop, sales corners in
department stores and own
mono-brand shops.
2.4.3.2.2 Central buying associations
55% of all independent clothing
retailers in Germany are members
of a buying association. These
figures underline the significant
role of buying associations for the
majority of specialised indepen-
dent retailers. The buying policy is
similar to that of multiple stores
(buying directly or through buying
agents abroad). They operate in
the mid- to upper market seg-
ment.
Some buying associations had to
close down or had serious pro-
blems (such as Sütex, Kaufring).
The leading associations are
Katag/abz in Bielefeld, KMT in
Cologne and Unitex in Neu-Ulm.
Some, such as Ardek in
Hofheim/Wallau specialise in chil-
drenswear, or Intersport in Munich
specialising in active sports- and
hardware. The German buying
associations also have members
from the Netherlands, Belgium,
Austria and Switzerland.
2.4.3.2.3 Sales agents
Sales agents for clothing in
Germany play a major role in the
market, especially for the
renowned clothing brands. The
more reputable agents are mem-
bers of the Central Association of
German Sales Agents (CDH) in
Cologne. They often have their
own showrooms in fashion cen-
tres of major German cities such
as Neuss/Düsseldorf, Frankfurt,
Hamburg, Munich and so on. Only
strong manufacturers from non-
European countries with a market
oriented range and an excellent
service might find the right partner
in the CDH News published
monthly.
72
2.4.3.2.4 Importers/wholesalers
It is estimated that there are over
1,000 importers/wholesalers for
clothing in Germany. They range
from very small units run by the
owner, up to larger companies
with more than 100 employees
worldwide such as Miles, Jebsen
& Jessen, Nickel etc. They often
operate through their buying
offices in the Far East, which take
over the order and control functi-
on on the ‘sourcing spot’. The
importers/wholesalers have an
important role, they have excel-
lent know-how about worldwide
sourcing and supply directly to all
kinds of retailers in Germany and
the neighbouring countries. The
most reputable importers are
members of the Association of
non-food importers (VFI) in Ham-
burg.
2.5 GERMAN FASHION TRADE
FAIRS
For womenswear, the main event
not only for Europe but also
worldwide is the CPD Fashion Fair
in Düsseldorf, which is organised
twice per year (February and July)
by the IGEDO company.
Approximately 44,000 visitors and
around 1,500 international exhibi-
tors attend per event. The fair
organisers have grouped the fair
in different ‘theme worlds’ (CPD
Show, Gallery Show, CPD White
Show, New Discovery Fashion).
For manufacturers from emerging
or developing countries the so
called ‘Global Fashion’ (a fair within
the fair) of the CPD in Düsseldorf is
generally a good choice, since
many buyers from Germany,
Belgium, Luxemburg, Netherlands
as well as to a certain extent from
Austria and Switzerland tend to
visit this fair when they look for
new suppliers.
Leading fashion fairs have suffe-
red from the market develop-
ments. Nevertheless, for ‘main-
stream’ fashion manufacturers
from developing countries, the
German clothing fairs are still a
very good choice (from a com-
mercial point of view).
For the active sportswear market
(including footwear and sports
equipment), which is partially
covered by the products specified
for this study, the ISPO Fair
in Munich plays a leading role
for Germany and Europe.
Approximately 1,600 exhibitors
from more than 40 countries
show their products in February
and July each year. The ISPO
management has split up the fair
into 14 ‘special fairs’ such as
Teamsport ISPO, Fitness ISPO,
Wellness ISPO, etc.
There have been tremendous
changes and challenges for the
German textile and clothing fairs
since 2000 and this trend can be
expected to continue in the next
few years. The shift in the ‘classi-
cal’ menswear segment from
Cologne to Düsseldorf was the
initial factor.
73
Some two years back many repu-
ted jeans and sportswear brands
moved to the ‘Bread and Butter’ in
Berlin. The fair organisers are per-
manently working on developing
the fair structure and services: the
idea being that the visitor should
have the most efficient and conve-
nient way to become informed
about fashion trends and to buy
the clothing they require.
In most clothing segments, from a
commercial point of view, the
German fairs still have the leading
position within Europe although
some other fairs (particularly in
Italy) have taken over the ‘fashion
leadership’. Among German retai-
lers, the fairs mentioned above
are regarded as ‘information plat-
form No. 1’ to a very large extent.

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 28.–31.1.2006 Berlin

Designer-Kollektionen und Accessoires

ispovision Internationale Fachmesse für 29.1.–1.2.2006 Munich

Sportstyle - Fashion inspired by Sports

CPD DÜSSELDORF includine Global Fashion 5.–7.2.2006 Duesseldorf

MMC KIDS Collections Kinder Mode Messe 11.–13.2.2006 Schkeuditz

hop (Hamburger Orderpremiere) 12.–14.2.2006 Hamburg

Die Modefachmesse für den Norden

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 - 16.–18.7.2006 Munich

Fashion inspired by Sports

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

CPD DÜSSELDORF 23.–25.7.2006 Duesseldorf

74
 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 für 6.–8.8.2006 Hamburg

den Norden

Munich Fashion Fair WoMen 12.–15.8.2006 Munich

Kind + Jugend Internationale Kinder- und Jugend-Messe 15.–17.9.2006 Cologne

Köln

Import Shop Berlin 15.–19.11.2006 Berlin

Source: m+a Expo Database, 2005 / 2006

Further details to fairs (e.g. number of exhibitors, product range and visitors) can be
reviewed on the website www.auma.de.

75
2.6 LIST OF MAJOR BUYERS OF LADIES’, MEN’S AND
CHILDREN’S WEAR IN GERMANY

Clothing Chain Stores

Bonita Gefühl für Mode Product range: Womenswear

GmbH & Co. KG Price segment: Lower to mid level
Kesseldorfer Rott 39 Number of outlets: 526
D - 46499 Hamminkeln
Tel.: +49 – 2852 – 9500
Fax: +49 – 2852 – 950100
info@bonita.de
www.bonita.de

E.Breuninger GmbH & Co. Product range: Ladies’, men’s and

Marktstr. 1 – 3 childrenswear
D - 70173 Stuttgart Price segment: Upper level
Tel.: +49 – 711 – 211-0 Number of outlets: 14
Fax: +49 – 711 – 2 36-15 54
kundenservice@breuninger.de
www.breuninger.de

C&A Mode KG Product range: Ladies’, men’s and

Bleichstr. 20
D - 40211 Düsseldorf
Tel.: +49 – 211 – 166 – 0
Fax: +49 – 211 – 1662563
service@CundA.de
www.cunda.de
childrenswear
Price segment: Lower to mid level
Number of outlets: 247 + 96 Kids’
Stores

Douglas Holding AG Product range: Ladies’ (Appelrath-

Kabeler Str. 4 Cüpper) and men’s (Pohland) wear
D - 58099 Hagen Price segment: Mid to upper level
Tel.: +49 – 2331 – 690 – 0 Number of outlets: 1102 (Germany),
Fax: +49 – 2331 – 690 – 271 497 (abroad)
info@douglas-holding.com
www.douglas.de
www.douglas-holding.de

Reiner Appelrath Cüpper Product range: Womenswear

Nachf. GmbH Price segment: Mid to upper level
Zeppelinstr. 2 Number of outlets: 14
D - 50667 Köln Note: belongs to Douglas Holding AG
Tel.: +49 – 221 – 205990
Fax: +49 – 221 – 2573838
info@appelrath-cuepper.de
www. appelrath-cuepper.de
76
Pohland-Herrenkleidung
GmbH & Co. KG
Brückenstraße 17
D - 50677 Köln
Tel.: +49 – 221 – 270497 – 0
Fax: +49 – 221 – 270497 – 39
info@pohland.de
www.pohland.de
Esprit Europe GmbH
D - 40842 Ratingen
Tel.: +49 – 2102 – 123 – 0
Fax: +49 – 2102 – 123 – 45 – 100
www.esprit.com
www.esprit-online-shop.com
Hettlage + Fischer GmbH
Industriestraße 1
D - 48644 Coesfeld-Lette
Tel.: +49 – 2546 9345 – 0
Fax: +49 – 2546 9345 – 79
info@hettlage-fischer.com
www.hettlage-fischer.de
H&M Hennes & Mauritz
GmbH
Spitalerstrasse 12
D - 20095 Hamburg
Tel: +49 – 40 – 350 95 50
www.hm.com
Orsay GmbH
Tannenstr. 20
D - 77731 Willstätt-Eckartsweier
Tel.: +49 – 7854 – 963 – 0
Fax +49 – 7852 – 910 – 909
www.orsay.com
Product range: Menswear
Price segment: Mid to upper level
Number of outlets: 10
Note: belongs to Douglas Holding AG
Product range: Ladies’, men’s and
childrenswear
Price segment: Upper level
Number of outlets: 580 directly
managed retail stores and over
6,000 wholesale outlets
Product range: Ladies, men’s and
childrenswear
Price segment: Mid to upper level
Number of outlets: 3
Product range: Ladies’, men’s and
childrenswear
Price segment: Lower level
Number of outlets: 282
Product range: Womenswear
Price segment: Lower to mid level
Number of outlets: 420 shops in 8
countries (231 in Germany)
77
Peek & Cloppenburg KG Product range: Ladies men’s and
Berliner Allee 2 childrenswear
D - 40212 Düsseldorf Price segment: Upper level
Tel.: +49 – 211 – 3662 – 0 Number of outlets: 70
Fax: +49 – 211 – 3662 – 605
dialog@peekundcloppenburg.de
www.peekundcloppenburg.de

SinnLeffers AG Product range: Ladies men’s and

Batheyer Str. 115 – 117 childrenswear
D - 58099 Hagen Price segment: Mid to upper level
Tel.: +49 – 2331 – 620 – 0 Number of outlets: 51
Fax: +49 – 2331 – 620 – 100
info@sinnleffers.de
www.sinnleffers.de

s.Oliver Bernd Freier GmbH Product range: Ladies’, men’s and

& Co. KG childrenswear
Ostring Price segment: Mid to upper level
D - 97228 Rottendorf Number of outlets: 120
Tel.: +49 – 93 02 / 3 09 – 0
Fax: +49 – 93 02 / 3 09 – 9426
info@s.Oliver.de
www.soliver.de

Takko Holding GmbH Product range: Ladies’, men’s and

Alfred Krupp Str. 21 childrenswear
D - 48291 Telgte Price segment: Lower level
Tel.: +49 – 2504 – 923 – 0 Number of outlets: 920
Fax: +49 – 2504 – 923 – 277
info@takko.de
www.takko.de

Tchibo GmbH Product range: Ladies’, men’s and

Überseering 18
D - 22297 Hamburg
Tel.: +49 – 40 – 6387 – 2876
Fax: +49 – 40 – 6387 – 2530
www.tchibo.de
childrenswear
Price segment: Lower level
Number of outlets: over 1000

78
Charles Vögele Deutschland
GmbH
Zeppelinstrasse 2-8
72488 Sigmaringen
Tel.: +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
info@woehrl.de
www.woehrl.de
Department Stores (selection):
Zara
Moenckebergstrasse, 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.OHG
Lyoner Str. 52
D - 60528 Frankfurt
Tel.: +49 – 69 – 6601 – 1
Fax +49 – 69 – 6601 – 2399
info@woolworth.de
www.woolworth.de
Product range: Ladies’, men’s and
childrenswear
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 and
childrenswear
Price segment: Upper level
(brands mainly)
Number of outlets: 39
Product range: Ladies’ and
menswear
Price segment: Lower to mid level
Number of outlets: 30
Product range: Ladies’, men’s and
childrenswear
Price segment: Lower level
Number of outlets: 330
79
Karstadt/Quelle AG
Theodor-Althoff-Str. 2
D - 45133 Essen
Tel.: +49 – 201 – 727 – 1
Fax: +49 – 201 – 727 – 5216
www.karstadtquelle.de
Metro AG
Schlüterstraße 1
D - 40235 Düsseldorf
Tel.: +49 211 6886 – 0
kontakt@metro.de
www.metro-ag.de
www.metrogroup.de
Kaufhof Warenhaus AG
Leonhard-Tietz-Str. 1
D - 50676 Köln
Tel.: +49 – 2 21 / 2 23 – 0
Fax: +49 – 2 21 / 2 23 – 28 00
service@galeria-kaufhof.de
www.galeria-kaufhof.de
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. KG
Friedrich-Engels-Allee 28
D-42103 Wuppertal
Tel: +49 – 202 – 2829 – 0
Fax: +49 – 202 – 2829 – 1724
kontakt@wal-mart.com
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 and
childrenswear
Price segment: Mid to upper level
Number of outlets: 127
Note: belongs to Metro AG
Product range: Ladies’ and
menswear
Price segment: Lower to mid level
Number of outlets: 93
Product range: Ladies’, men’s,
childrenswear and sportswear
Price segment: Lower level
(for clothing)
Number of outlets: 88
80
Clothing Manufacturers (importing) and Wholesalers/Importers:

HEINRICH NICKEL GMBH & Importer of men’s, ladies and

CO.KG children’s sportswear
Wilhelm-Bergner-Str. 10
D - 21509 Glinde
Tel.: +49 – 40 – 7270241
Fax: +49 – 40 – 7270224
www.nickel-sportswear.com

APRIORI Textilvertriebs Wholesaler of ladies wear

GmbH
Harkortstr. 24
D - 48163 Münster
Tel.: +49 – (211) 438 09 05
Fax: +49 – (211) 435 04 83

ARA Moden GmbH & Co.KG Manufacturer of classic womenswear

Arastr. 2 (CMT business mainly)
D - 85579 Neubiberg
Tel.: +49 – 89 – 600180
Fax: +49 – 89 – 60018128
www.ara-moden.de

Bambino Dress Young Manufacturer/importer of

Fashion GmbH childrenswear
Hauptstr. 43
D - 09496 Marienberg
Tel.: +49 – 3735 – 91430

Bay City Textilhandels & Importer for jeans, casual and

Co.KG active sportswear
An’N Slagboom 7
D - 22848 Norderstedt
Tel.: +49 – 40 – 53413300
Fax: +49 – 40 – 53413301

81
F.W. Brinkmann GmbH Manufacturer of classic men’s and
Waltgeristr. 1-5 sportswear (mainly CMT business –
D - 32049 Herford brand orientated)
Tel.: +49 – 5221 – 884 – 0
Fax: +49 – 5221 – 884 – 281
www.bugatti.de

Bültel Bekleidungswerke Manufacturer of men’s sportswear

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

elho Sportswear GmbH Manufacturer of active and casual

Richard-Reitzner-Allee 8 sportswear (full import and CMT)
Haus D
D - 85540 Haar
Tel.: +49 – 89 – 42091 – 0
Fax: +49 – 89 – 42091 – 213
www.elho.de

Frontline Leather Fashion Importer of garments of all kinds

GmbH
Werkstraße 11
D - 21218 Seevetal
Tel.: +49 – 4105 – 6105 – 0
Fax: +49 – 4105 – 6105 – 64
www.frontline.de

GARDEUR AG Manufacturer of classic ladies’ and

Alsstraße 155 menswear specialised in trousers
D - 41063 Mönchengladbach (CMT business – brand oriented)
Tel.: +49 – 2161 – 816 – 0
Fax: +49 – 2161 – 183833
www.gardeur.de

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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
Mail Order Companies
ALBA MODA GMBH
Daimlerstr. 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 KG
Maximilianstraße 48
D - 75172 Pforzheim
Tel.: +49 – 180 – 5 222 111
Fax: +49 – 180 – 5 222 777
www.bader.de
CYRILLUS DEUTSCHLAND
Sonneaue 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 import
and CMT)
Product range: Ladies’ and
menswear
Price segment: Mid to upper level
Note: Fashion orientated (not young
fashion)
Product range: All kinds of goods,
ladies’, men’s, childrenswear
Price segment: Mid market level
Note: one of the larger mail-order
companies
Product range: All kinds of goods,
ladies’, men’s, childrenswear
Price segment: Mid market level
Note: one of the larger mail-order
companies
Product range: Ladies’, men’s, chil-
drenswear
Price segment: Mid level
Note: Niche market mail-order house
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HEINRICH HEINE GMBH
Windeckstr. 15
D - 76135 Karlsruhe
Tel.: +49 – 721 – 9910
Fax: +49 – 721 – 9911886
www.heine.de
Versandhaus Robert Klingel
Sachsenstr. 23
D - 75177 Pforzheim
Tel.: +49 – 180/53 200
Fax:+49 – 180/5 30 56 70
www.klingel.de
Neckermann Versand AG
Hanauer Landstraße 360
D - 60386 Frankfurt am Main
Tel.: +49 – 180 55414
www.neckermann.de
Otto (GmbH & Co KG)
Wandsbeker Straße 3-7
D - 22172 Hamburg
Tel.: +49 – 40 – 6461 – 0
Fax: +49 – 40 – 6461 – 8571
www.otto.de
SportScheck GmbH
Sendlinger Str. 6
D - 80331 München
Tel.: +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: All kinds of goods,
ladies’, men’s, childrenswear
Price segment: Mid market level
Note: one of the larger mail-order
companies
Product range: Ladies’, men’s and
childrenswear and other goods
Price segment: Lower to mid level
Note: Largest mail order house in the
world 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 Beran Product range: Jeans and sports-

Sprottauer Str. 4 – 8
D - 90475 Nürnberg
Tel.: +49 – 911 – 98476 – 0
Fax: +49 – 911 – 98473604
www.wsberan.de
wear
Price segment: Lower to mid level
Number of outlets: 200

DIESEL DEUTSCHLAND Product range: Jeans, young fashion

GMBH Price segment: Mid to upper level
Rather Str. 49B Number of outlets: 11
D - 40476 Düsseldorf
Tel.: +49 211 418 56 0
Fax: + 49 211 412 298
www.diesel.com

Jeans Palast Görgens GmbH Product range: Jeans, young fashion

Schildergasse Price segment: Mid to upper level
D - 50667Köln, Altstadt-Nord Number of outlets: 48
Tel.: +49 – 221 – 2578649
Fax: +49 – 221 – 2582510

Jeans Fritz Product range: Jeans, leisurewear

Handelsgesellschaft Price segment: Mid level
für Mode mbH Number of outlets: 201
Tengerner Straße 143
D - 32609 Hüllhorst
Tel.: +49 (0) 5744 512 – 0
Fax: +49 (0) 5744 512 – 111
www.jeans-fritz.de

New Yorker S.H.K Jeans Product range: Jeans, leisurewear

GmbH Price segment: Mid level
Hansestraße 48 Number of outlets: 275
D - 38112 Braunschweig
Tel.: +49 – 531 – 2135 – 0
Fax: +49 – 531 – 2135 – 187
www.newyorker.de

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VF GERMANY TEXTILHAN-
DELS GMBH H.I.S. Division
Daimler Str. 15
D - 85748 Garching/ München
Tel.: +49 – 89 – 329070
Fax: +49 – 89 – 32907108
www.his-jeans.de
MUSTANG, Bekleidungs-
werke GmbH & Co.KG
Austraße 10
D - 74653 Künzelsau
Tel.: +49 – 7940 – 125 – 0
Fax: +49 – 7940 – 125 – 102
www.mustang.de
Buying Associations
ARDEK EG
Robert Bosch Str. 9
D - 65719 Hofheim-Wallau
Tel.: +49 – 6122 – 72 – 0
Fax: +49 – 6122 – 72338
www.ardek.de
INTERSPORT
DEUTSCHLAND EG
Wannenäckerstr. 50
D - 74078 Heilbronn
Tel.: +49 – 7131 – 288 – 0
Fax: +49 – 7131 – 21257
www.intersport.de
KATAG AG
Stralsunder Str. 5
D - 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 level
Member companies: 408
Product range: (Active) sportswear
Price segment: Mid to upper level
Member companies: 1,450
Note: Market leader for active
sportswear
Product range: Men’s, ladies’ and
childrenswear
Price segment: Mid to upper level
Member companies: 700
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KURTENBACH GMBH & CO.
KG G TEXTILGROßHANDEL
Offheimer Weg 45
D - 65549 Limburg
Tel.: +49 – 6431 – 503 – 0
Fax: +49 – 6431 – 503 – 201
Westdeutsche
Handelsgesellschaft
Potthoffstr. 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’ and
childrenswear
Price segment: Mid level
Member companies: approx. 380
87