The March, 1991 M Magazine article — of which scans are presented below after the jump (click “Continue”) — is our second article on Brooks Brothers during the Marks & Spencer era.
Along with the previous one from Forbes, the article is part of a cache I collected while doing a paper for a Business 101 course. I titled my paper “The Fleecing of Brooks Brothers?” and chose the company as a subject because as a customer I had a vested interest in the changes going on.
Some of the changes make sense. Wardrobe sizing — the ability to buy separate pants in different waist sizes — allowed Brooks Brothers to fit people with non-standard drops. And wholesaling Brooks Brothers shirts to independent retailers opened the product to customers who were geographically isolated.
So what went wrong? I was uneasy from the start, considering that the best thing the press could say about Marks & Spencer was that they supplied Margaret Thatcher’s underwear. There were brash advertisements, new products, and perception of chasing a younger and hipper customer. There seemed to be a break with the past, and longtime customers lost confidence.
Richard Press, vice president of J. Press at the time, was spot on when he observed, “A number of customers are coming to us who can’t find what they want at places they’ve been shopping in the past. These customers have an allegiance to classical American clothing. Some of our competitors don’t seem to have confidence in that anymore.” — CHRISTOPHER SHARP