womens plus size clothing

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Mass merchants have had success in winning over the plus-size customer -- albeit with fairly unsophisticated merchandising techniques and petition from other channels. But as plus has gained momentum over the last few years and the customer base has e more demanding, it has evolved into a category that now requires a dedicated merchandising strategy with depth and sophistication. Once condemned to clothing that was baggy, drab and dull, todays plus-size customer has a much wider variety of choices than ever before.

Specialty chains have made a particular effort to develop more appealing plus-size businesses. Charming Shops -- owner of the Fashion Bug chain -- spent last year integrating the 436-store Catherines chain of plus-size specialty stores into its operations, which already includes the Fashion Bug Plus concept extension.

John Cato, who took over as ceo of Cato in May of last year, has supervised a realignment of store operations that had several consequences, including the adoption of an EDLP strategy. As part of this effort, sales floors were recast.

Now, panys stores, which average about 6,000 sq. ft.

and are located in strip malls, split the selling floor essentially in half: juniormissy on one side of a wall and plus sizes on the other. Like other retailers, Cato has determined that more attention needs to be paid to plus-size customers.

In working with them, pany decided it had to face a dual need. Catos plus-size customer wanted to shop with friends but still wanted a dedicated display offering them a particularized selection.

In a product array developed around their needs, plus-sized customers could parisons between products on the basis of look and fit. Cato also ensures that plus-size customers dont feel short changed by the selection they get in relation to what is available to other shoppers, assigning about 30% of floor space to larger garments.

We essentially have bo store concept, said Mike Moore, executive vp and cfo. We have plus-size on one side of a divider and junior and missy on the other.

Our concept is to have a store with a broad assortment that is continually changing. We have a significant amount of square footage devoted to plus.

In large part, the initiatives launched by Cato and other specialists in plus sizes builds on the same kind of recognition that has driven mass-market broadliners to reinvest in the category. More retailers today realize that the plus-size customer has been underserved, not only in terms of places to shop but also style and fit made available.

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