By Alexander Otto, Head of Corporate Relations at Tradebyte
In the ever-evolving retail landscape, nostalgia alone no longer guarantees survival. Once-beloved names that shaped high streets for decades are finding that customer loyalty can fade faster than brand heritage. The shift is visible across sectors: as one generation of shoppers moves on, another expects relevance, speed, and value in return for attention.
A core lesson retailers have learned this year is: success can breed complacency. When management fails to interpret changing customer expectations, especially as its core audience ages, the brand risks irrelevance.
Past merits hold little currency today; it tends to be wit and reinvention that reigns.
The ‘digital high street’ and its rules
The “digital high street” demands entirely different behaviours from brick-and-mortar shops, from rapid product turnover to seamless content, and a curated yet agile brand narrative.
By remaining tethered to old playbooks, retailers can miss the chance to translate their heritage into this realm. A failure to refresh identity for younger generations, relying solely on brand legacy and nostalgia, risks alienating the very consumers who define future relevance.
Digital can be a chance to renew, redefine, even reinvent, but only if the will to transform exists. Without internal conviction to evolve, even the most advanced digital tools remain underused, making transformation as much a cultural challenge as a technological one.
Digital is not just a sales channel; it can be a lever for reinvention.
Enter the off-price titans
Though some retailers have vanished due to relying on brand legacy and not adapting, other retailers like TK Maxx (TJX) are flourishing thanks to shifting consumer economics and savvy sourcing.
According to Business of Fashion, off-price retail is entering a “new golden age,” buoyed by brand demand and a tariff-resilient model.
These off-price giants benefit from sourcing overstock and excess inventory where other retailers struggle, allowing them to offer brand-name goods at steep discounts.
The allure isn’t just about price, however, it’s about the thrill of a “treasure hunt” experience: every visit offers new surprises, drawing shoppers back.
Tariffs: A tailwind for discount players
In 2025’s so-called “tariff economy,” full-price retailers are squeezed by rising import costs. Companies like TJX, however, sidestep much of this pressure because they don’t import directly, but often source inventory already landed and tariff-paid by other firms.
Transportation and fulfilment complications are limited, allowing them to resell cut-price items without the stigma of a musty, “second-hand” image.
TJX’s Q2 results tell the story: stronger-than-expected earnings, raised forecasts, and growing store openings: 1,800 new locations planned even amid ongoing economic uncertainty. That’s because off-price thrives precisely when full-price struggles, offering unbeatable value and rapid inventory refresh to price-conscious shoppers.
Why full-price retailers struggle to keep up
The full-price model, or legacy chains with high margins and slower inventory turnover, are especially vulnerable in this climate. Long-established names such as Claire’s, constrained by dated stores and an ageing customer base, perhaps didn’t pivot quickly enough. Its ideal customer from its heyday, now often aged 40+, has evolved, while new generations expect something fresh.
Rather than moving fast and lean, many are weighed down by overhead and rigidity. TK Maxx and its peers, by contrast, operate with minimal marketing spend, lean staffing, rapid inventory turns, and a thrill-driven in-store experience that draws shoppers in.
What now for traditional retailers?
What then can retail brands learn from this juxtaposition of legacy failure and off-price success?
- Rethink success beyond heritage – A strong name doesn’t guarantee longevity. Brands can constantly question how their story evolves for new audiences.
- Understand and adapt to your competitive landscape – The digital high street is not just online stores; it’s a value-driven, experience-rich ecosystem. Competing with off-price means embracing agility.
- Use digital as a catalyst, not just a channel – A digital transformation can start internally. Tools alone don’t transform. Mindsets do.
- Embrace pricing models that resonate – Whether through limited-edition drops, flash offers, or value collaborations, retailers can capture that “treasure hunt” spirit.
- Manage the supply chain and sourcing proactively – Flexibility is key. Diverse sourcing and opportunistic purchasing can shield from macro shocks like tariffs.
Evolution or exit
At a time when economic pressures and consumer expectations constantly shift, retail success demands both vision and agility. Claire’s story is a reminder that heritage is fragile without reinvention. Off-price retailers like TK Maxx, though not direct competitors in product, are competing fiercely for consumer attention. Brands may ask themselves: Are they evolving fast enough, and are they willing to transform?
Published 27/10/25
