Men’s Stores Are Changing the Rules of Retailing

NEW YORK — The rules of the game have changed and independent men’s specialty stores that have adapted to the new normal are on a winning streak. Whether it’s a de-emphasis of traditional tailored clothing — long the bread and butter of independent retailers — or a dramatic shift in their vendor mix, the survivors have learned to navigate the current climate. Many larger brands are opening their own stores — either brick-and-mortar or virtual — leaving independents hard-pressed to compete. And customers searching the Internet to compare prices on commonly found labels has also prompted stores to look elsewhere. “We’re finally at a tipping point,” said Ken Giddon, president of Rothman’s. “The relationship between retailers and vendors has to be reworked. Retailers are waking up to the fact that things have to change. They can’t keep their heads in the sand anymore on pricing.” He wasn’t alone. Mike Zack, owner of Circa 2000 in Plano, Tex., has been banging the same drum for a while now. “It’s a whole new world today,” he said. “We’re completely changing our vendor structure and have gotten rid of most of the big brands like Peter Millar and Tommy Bahama. I’m taking my ball to a new

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