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Sleep Country Canada Has Best 1st Quarter Ever: Interview

Sleep Country at CF Richmond Centre. Photo: Geetanjali Sharma

Sleep Country Canada had its best first quarter ever this year as the company launched Sleep Country and Dormez-vous stores on all Loblaw online platforms extending its reach to millions more customers every week.

Stewart Schaefer, President and CEO of Sleep Country, said the company’s strong financial results came despite ongoing challenges due to COVID-19, challenging supply chain logistics, volatile interest rates, inflation, the war in Ukraine and a drop in consumer confidence.  

Stewart Schaefer

“I am pleasantly surprised that we were able to navigate around all the other crazy pandemic things that people are dealing with and higher inflation and the oil prices and consumer confidence,” he said. “We’ve been very proactive and started a process in terms of building up our inventory which we do believe that inventory is the new oil. I think that’s been key and we’ve been able to definitely expand our assortment of goods.

“I think the consumers just turned to us and all the partnerships we created are definitely building on our touch points in terms of being able to grow the business. It was pleasantly, surprisingly good all around.

Image: Sleep Country Canada Head Office

“Looking ahead, we are well positioned and diversified in our blend of merchandise and channel agnostic approach to weather the changing economic climate and continue to lead Canada’s sleep space with our frictionless digital experience, multiple distribution channels, powerful partnerships and the most innovative and relevant sleep brands in the country.”

Here are some key financial results for Sleep Country in the first quarter of this year:

  • Revenues increased by $24 million or 13.1 per cent to $207.0 million in Q1 2022 from $183 million in Q1 2021;
  • Gross profit margin increased by 710 basis points to 34.6 per cent in Q1 2022 from 27.5 per cent in Q1 2021;
  • Operating EBITDA increased by $15.2 million or 48.5 per cent to $46.7 million in Q1 2022 from $31.5 million in Q1 2021;
  • Operating EBITDA margin increased by 540 basis points to 22.6 per cent in Q1 2022 from 17.2 per cent in Q1 2021;
  • Same Store Sales increased by 8.8 per cent in Q1 2022 from Q1 2021;
  • eCommerce sales represented 20.8 per cent of revenues in Q1 2022;
  • Net income attributable to the Company increased by $9.7 million or 111.8 per cent to $18.4 million in Q1 2022 from $8.7 million in Q1 2021;
  • Adjusted net income attributable to the company increased by $11.2 million or 116.2 per cent to $20.8 million in Q1 2022 from $9.6 million in Q1 2021;
  • Diluted earnings per share increased by $0.26 or 113 per cent to $0.49 in Q1 2022 from $0.23 in Q1 2021;
Sleep Country Canada store in Calgary. Photo: Sleep Country Canada

During the quarter the retailer opened a new store in Thornhill, Ontario to boost total store count to 286.

Schaefer said there is likely to be another six to eight stores the retailer is planning to open this year. 

“What the pandemic taught us, and it’s coming out of the pandemic, is that the stores are more important than ever. And people want to engage in customer experience which is pleasantly surprising also,” he said.

“If you didn’t have ecommerce during COVID you were in big trouble but as the world opens up if you don’t have brick and mortar retail you’re in trouble. So we’re definitely feeling good about our strategic positioning in terms of online and brick and mortar. So that’s going to continue.”

Sleep Country is Canada’s leading specialty sleep retailer with a national retail store network and multiple robust eCommerce platforms. Besides the corporate-owned stores, it also has 20 warehouses across Canada and operates under retail banners: Sleep Country Canada, with omnichannel operations in Canada excluding Québec; Dormez-vous with omnichannel operations in Québec; Endy, Canada’s leading direct-to-consumer online sleep solutions retailer; and Hush Blankets Inc., one of Canada’s fastest-growing digital retailers.

“Ridiculous” Empty Store Tax Proposal Could be Bad News for Vancouver: Interview with Martin Moriarty

Former Virgin Mobile Location in Downtown Vancouver (Image: Lee Rivett)

A proposal to look at a potential empty store tax in Vancouver is ridiculous, says one of the city’s commercial real estate experts.

Martin Moriarty, Senior Vice President, Investments & Leasing, Marcus & Millichap, said he is bewildered by the proposal.

Martin Moriarty

“For us to come out of such a challenging global circumstance and this idea of nonchalantly taxing vacancy in retail markets that are recovering I’m not quite sure what the purpose, reasoning of it is,” he said.

“I think it’s unfair, unreasonable, ill–researched and ill-advised. I think it’s a crazy concept. The idea of slapping on another inefficient tax which doesn’t solve the problem seems to be the hallmark of this city council and I’m a bit amazed, at least from what I understand, very few stakeholders, whether that be landlords, owners, investors, tenants, brokers, were consulted on this.

“And for all of us, we’ve been taken aback.”

Former NYX Cosmetics Location in Downtown Vancouver at 1092 Robson Street (May 2022). Photo: Lee Rivett.
Former Downtown Vancouver John Fluevog Location at 837 Granville Street (May 2022). Photo: Lee Rivett

Vancouver is looking at the potential of instituting such a tax. In a tweet, Vancouver Mayor Kennedy Stewart said: “Just like homes, commercial properties have skyrocketed in value, yet many are kept vacant.”

The idea is similar to an empty homes tax the city implemented in 2018.

“We’ve got to end this kind of speculation. If we do this right, it would mean lower rents for small businesses,” said Stewart in a Vancouver Sun story. 

“The good ones don’t have to worry. They have to tick a few boxes every year … say ‘here’s my lease, here are my ads, I’ve been trying to fill this space’.”

Former Nosh Restaurant and then Laboratory – Sous Vide Cuisine Inc. at 575 West Georgia in downtown Vancouver (May 2022). Photo: Lee Rivett.
Vacated Chopard Location in Downtown Vancouver at Cathedral Place Building at 925 W Georgia Street (May 2022). Photo: Lee Rivett

The Sun reported that a 2020 report by city staff found that the proportion of vacant storefronts in four out of six Vancouver neighbourhoods has grown past 10 per cent. Across six neighbourhoods, the number of owner-occupied businesses decreased by 16 per cent from 2012 to 2019, while the number of storefronts owned by numbered corporations increased by 41 per cent and the number owned by developers increased by 71 per cent.

From a property owner perspective, there’s been a steady increase over the years already in property taxes. 

“It’s complex. How long is a reasonable time for something to be vacant? Are all markets the same? Are all retail streets the same? Are all zoning areas the same? Is it the same for all genres of ownership whether it be an individual or private investor or whether it be an institution?,” said Moriarty.

“There’s quite a lot of variance here so it seems to be in my opinion headline seeking without really any careful thought or any due attention to the actual problem.”

Closed and Vacated Downtown Vancouver Retail Space at 778 Robson Street (May 2022). Photo: Lee Rivett
Former Café Crêpe at 874 Granville Street (May 2022). Photo: Lee Rivett.

Moriarty wondered what it would mean for a building that is awaiting a development permit or even a tenant awaiting a permit for work on their space. 

“I truly hope this does not go . . . I think there would be a lot of pressure on individual owners. If we peel it back and there is a tax on vacancy, I’m not sure it makes things more affordable. I’m not sure the people have thought about the actual consequences,” he said, adding owners of vacant space might just lease it out to anyone and how would that impact the overall retail street. 

“There’s a lot that hasn’t been thought about and the more I think about it the more I think it’s a crazed concept. The more I think about it the more I try not to think about it.”

Previous Lacoste store (then Shoe.com, then Bell store) at 779 Burrard Street (May 2022). Photo: Lee Rivett.

For the most part, the retail sector in Vancouver has fared generally very good in the past two years through the pandemic.

“I think against the backdrop of a global pandemic Vancouver has performed tremendously well compared to Canadian urban markets, North American markets or even globally. We have seen vacancy like everyone else, but probably not to the same extent that has been seen in the bigger urban markets of North America,” said Moriarty. 

“I was in Los Angeles (recently) and I was a little taken aback by the vacancy problems there. Vancouver is a relatively small market compared to some of these gargantuan cities but I think pound for pound Vancouver has punched well above its weight.”

Video Interview: Robin Kovitz, President and CEO of Gift Retailer Baskits Discusses Growth

Video Interview: Robin Kovitz, President and CEO of Gift Retailer Baskits Discusses Growth

Robin Kovitz, President/CEO, Baskits, discusses how she built the retailer into one of Canada’s fastest growing companies.

Kovitz talks about her background, why she went from the finance industry to retail, the challenges the retail industry had through COVID and lessons learned, and plans for the company’s future.

The Video Interview Series by Retail Insider is available on YouTube.

Connect with Mario Toneguzzi, a veteran of the media industry for more than 40 years and named in 2021 a Top Ten Business Journalist in the world and the only Canadian – to learn how you can tell your story, share your message and amplify it to a wide audience. He is Senior National Business Journalist with Retail Insider and owner of Mario Toneguzzi Communications Inc. and can be reached at mdtoneguzzi@gmail.com.

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Harry Rosen Launches 1st Private-Label Made-to-Measure Brand Called HAROLD: Interview with Ian Rosen

HAROLD at Harry Rosen, Bloor Street location (Image: Craig Patterson)

Luxury menswear retailer Harry Rosen has launched HAROLD, a new clothing line created in collaboration with its customers.

The iconic Canadian company said the new private label will bring a lineup of made-to-measure traditional and modern suits, casual and business apparel, and ready-to-wear pieces all at a more accessible price point. HAROLD is available exclusively in Harry Rosen stores and online, with more products to come this fall.

Ian Rosen

Ian Rosen, the retailer’s President and Chief Operating Officer, said the brand started in 1954 as a custom clothier.

“It’s always been in our brand’s DNA,” he said. “Over the years we’ve continuously evolved to help our customers’ changing needs and helped brands bring their custom offerings to Canada. Today, we start our own.

HAROLD at Harry Rosen, CF Toronto Eaton Centre location (Image: Dustin Fuhs)

“Let’s talk about style. Style is really getting encapsulated and being expressed through details and we’re really excited to come upon a program that allows you to customize so much in so many different categories whether that was a traditional and professional suit whether that was a sports jacket, whether that was something as interesting as a bomber jacket with a matching pant. We call it the sartorial track suit. A trench coat. A rain coat. A safari jacket. Many different styles of dress shirts. There’s so much product out there that you can kind of build your own adventure around. 

“We really feel that it was an untapped opportunity for us to go after and build upon our heritage as a menswear specialist. My grandfather started the store on Parliament Street with a focus on made to measure. So it’s really in our DNA. This is the modern interpretation around it.”

The brand currently has 17 stores across Canada.

HAROLD offers an unprecedented level of customization with many of its pieces. Customers can choose everything from the number of buttons to the photographs they want to use on the personalized lining of their jackets and more, taking personal style far beyond traditional tailoring, said the retailer.

HAROLD continues Harry Rosen’s tradition of using the finest quality textiles and exacting stitching, offering materials from some of the most prestigious fabric mills, such as ZEGNA, Loro Piana, and Reda, it added.

HAROLD at Harry Rosen, First Canadian Place location (Image: Dustin Fuhs)
HAROLD at Harry Rosen, Bloor Street location (Image: Dustin Fuhs)

“In terms of wrapping it around a brand called HAROLD, I think it’s got a youthful energy to it. It’s punchy with what we call the colour electric melon, the orange. We really wanted to speak to a younger customer and make custom-made in that category, along with the ready-made components that surround it, a little less intimidating,” said Rosen.

“We’re targeting the lower end of our price points. It’s an entry price point for us and you can build up depending on the fabric selections and the amount of customization that you want. But you can really see a younger guy buying into this. The marketing materials are so much speaking to that younger man of tomorrow and it’s not speaking in a professional, business sense because we know that the work environment has changed forever. It’s speaking of the flexibility of wearing things to a date night, to the office, work from home, you name it.”

The launch campaign, “HAROLD × You,” presents HAROLD as a high-fashion collaboration between Harry Rosen’s designers and its customers; showing how everyday inspiration from life can be crafted into custom garments.

The campaign includes television, social and online video, digital advertising, out-of-home, and an integration with the Juno Awards. The ad campaign was conceived by agency partner Zulu Alpha Kilo and media planning and buying was done by Horizon Media, supported by Harry Rosen’s marketing team.

HAROLD at Harry Rosen, Bloor Street location (Image: Craig Patterson)
HAROLD at Harry Rosen, CF Toronto Eaton Centre location (Image: Dustin Fuhs)

“Culture is at the core of fashion, and HAROLD allows anyone to infuse their individuality into their wardrobes,” said Rosen. “We want to empower people to use inspiration from their own lives to build outfits and looks that celebrate their culture, traditions and heritage.

“We’re calling (the HAROLD areas in stores) like inspiration showrooms . . . Each HAROLD inspiration showroom has a number of different models call them or ideas, totally made up and customized in ways that we thought really show off the range.

“And what we’re encouraging clients to do, and they come in a whole various range of sizes, so if you can come in and really buy into this idea of a sartorial track suit, we have four or five options of different fabrications and different styling details for you to try on. And when you get to making your own you get to style little small things. You’re kind of working from a base model and we sampled up a ton of really exciting ideas that we think will keep the clients excited. A client can expect, whenever they walk into a Harry Rosen store, every single door there will be a HAROLD inspiration gallery that is constantly refreshed and reintegrated with new ideas.”

Podcast [Interview] Ray Riley of Progress Retail Discusses the Future of the Industry Post-Pandemic

Podcast [Interview] Ray Riley of Progress Retail Discusses the Future of the Industry Post-Pandemic

Craig and Ray Riley, CEO of Progress Retail, discuss retail in Canada during the pandemic as well as what’s to come as we see a return to some normalcy.

Progress Retail also recently partnered with Retail Insider with more to come.

The Interview Series podcast by Retail Insider Canada is available on Apple Podcasts, Stitcher, TuneIn, Google Play, or through our dedicated RSS feed for Overcast and other podcast players. Also check out our The Weekly podcast where Craig and Lee discuss popular content published on Retail Insider which is part of the The Retail Insider Podcast Network.

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Background Music Credit: Hard Boiled Kevin MacLeod (incompetech.com). Licensed under Creative Commons: By Attribution 3.0 License. http://creativecommons.org/licenses/by/3.0/

Ren’s Pets to Open 2nd Urban Concept Store in Toronto’s Junction Neighbourhood [Exclusive/Interviews]

Ren's Pets First Urban Concept at Liberty Village (Image: Ren's Pets)

Ren’s Pets continues to expand its retail footprint with the planned opening of a new store in The Junction neighbourhood of Toronto – its second urban store.

The new location, which will open in September, is at 2995 Dundas Street West in the former space of The Sweet Potato. It’s 4000 square feet and will be renovated to suit a Ren’s store.

“We’ve had kind of the Toronto outside in strategy. Ren’s grew up in the burbs, suburban areas, the Burlington’s, the Oakville’s, the Guelph’s. The traditional Canadian cities in Ontario,” said Scott Arsenault, CEO of Ren’s Pets. “We knew we always wanted to get Toronto. That was the big prize. But there was a couple of things we had to consider. Most important was operations because we would have to make some changes based on size and then deliveries and operations of the box.”

The retailer put its first stake in the ground in September 2021 with its urban concept at Liberty Village in Toronto in about 5,500 square feet. 

The Future Ren’s Pets Location in The Junction (Image: Ren’s Pets)
Click image for interactive Google Map

“Now to go to The Junction is really exciting because this is the number one postal code in Toronto for licensed dogs. You want to talk about the 50-yard line and going to where your customers are. But to get into that market there’s challenges with parking,” said Arsenault. “We’re going to a 4,000-square-foot box and that will be the smallest Ren’s and a real test of going into an urban, metro market.

Scott Arsenault

“We learned a lot in Liberty and then we’re going to take those learnings and we’re shifting it and even tightening it up for this second Toronto urban store.”

Ren’s currently has 41 locations. The retailer has opened three new stores this year and two more are planned to be opened in Newmarket and Niagara Falls prior to The Junction store opening. There is also a possibility to open a store in the Maritimes in the fall.

A typical size Ren’s store is about 7,000 square feet. A few stores are about 10,000 square feet with the biggest about 11,000 square feet in Oakville.

CEO Scott Arsenault at The Future Ren’s Pets Location in The Junction (Image: Ren’s Pets)
The Future Ren’s Pets Location in The Junction (Image: Ren’s Pets)

Arsenault said the company plan is to open a couple of new urban stores each year. 

“It will be on opportunity and availability. There’s a ton of developments as retail is changing with condos upstairs and retail on the bottom line. There’s so much in the works right now within Toronto,” he said. 

“One thing we did learn in the Liberty Village . . . is that we changed our assortment a little bit in the sense of large bags but we’re seeing almost a one to one of frozen, which is raw food, to kibble. And this doesn’t surprise us. I would say the urban customer is probably the most educated, they’re nouveau, they’re into trends, they’re into what’s best. Raw is one of the fastest growing categories within pet food . . . What we’ve learned is the appetite for what’s new and best is real and you will see an assortment of freezers in this store that is unparalleled in Toronto.

“Our commitment is to make sure that we have the best frozen and kibble complement in all of Toronto and I think our Liberty Village is unequivocally the leader and this store (The Junction) even though we’re going smaller we’re going to keep that footprint of food first mentality.”

Ren’s Pets at Liberty Village (Photo by Dustin Fuhs)

Larissa Wasyliw, VP Ecommerce & Marketing, with Ren’s Pets, said The Junction is a walking neighbourhood.

Larissa Wasyliw

“These are customers that are out with their pets, going for a walk, want to stop by the store and get their toys and their treats and pick up food if they need it which is very different than a lot of our other stores. It’s very similar to how Liberty is,” she said.

“The other neat thing about this customer is that we’ve always thought that Toronto would be a big ecommerce hub for us, really capitalizing on all of our omnichannel capabilities. Liberty Village is actually our number one DoorDash store in the chain, which is pretty interesting.

“Customers are out and about walking, they might not want to carry their big purchases. It’s just as easy for them to get DoorDash, have it delivered right to their house, especially when it comes to food and raw food. So that was an interesting kind of difference for us watching the Liberty store. We think this Junction store will be the same. Really strong in ecommerce, click and collect, same day delivery by DoorDash.”

Canadian Businesses and Consumers Need Protection Against the Threat of Fraud in the Digital Age [Feature]

The COVID-19 pandemic changed just about everything, from where we work to how we shop and play. Perhaps the most profound of these changes is the growing importance of digital payments. The safer, more reliable and fast movement of digital money is the engine powering today’s global economy.

“We’ve experienced a massive shift in consumer purchasing behaviour as a result of the pandemic,” says Maryam Saeed, Head of Risk at Visa Canada. “The shift is most evident by the overwhelming number of consumers taking to e-commerce platforms to meet their purchasing needs.”

According to the recent Visa Back to Business Survey, 83 per cent of Canadian small business owners say efforts to sell products and services online saved their business during the pandemic, while 55 per cent of Canadians say that the migration to e-commerce platforms accelerated by the pandemic is likely here to stay.  These statistics are representative of an expanding retail ecosystem and a multitude of digital opportunities for merchants to explore. 

Fraudsters are taking note 

However, amidst the accelerated digitization during the pandemic fraudsters have sought to exploit vulnerabilities in the payments ecosystem. Since the start of the pandemic, one-third of Canadian businesses have experienced an increase in cybercrime incidents, and 79 per cent of global organizations experienced downtime because of a cyber incident during a peak season. 

“As the retail and payments ecosystems continue to evolve, so do cybercriminals and the means by which they are committing their attacks,” Saeed says. “The four main vulnerabilities, however, remain the same. People – the consumers and merchants who leverage payments products; data – payment information that’s transferred between multiple parties; infrastructure – fundamental systems like hardware and software supporting checkout; and the point of interaction between these components.”

Identifying fraud trends

Cybercriminals are increasingly more sophisticated and targeted types of fraud are on the rise, allowing them to exploit points of weakness. Particularly in e-commerce transactions. 

One type of fraud is digital skimming, where e-commerce websites are attacked using malicious code that targets checkout pages to steal consumer payment account data. Phishing scams remain one of the easiest ways for fraudsters to steal login credentials, personal information or even infiltrate corporate networks. And payment account enumeration is also on the uptick, a crime in which automated software is used to guess and steal payment information. 

Ransomware – a type of malware that denies a user’s access to a system or data until a sum is paid – is another serious and evolving threat to businesses. Ransomware attacks happen approximately every 11 seconds globally, resulting in a global cost of more than US$30B.  Between 2020 and 2021, global ransomware attacks increased by 151 per cent. 

The increased activity involving digital payment fraud has certainly put Canadians on high alert. According to Visa’s 2022 Fraud Prevention Survey, 50 per cent of Canadians agree that they are more cautious now about making financial transactions online because of the risk of fraud compared to before the pandemic.  

With 81 per cent of global organizations experiencing cybercrime threats, Saeed says the need for businesses to prioritize security is more critical than ever.

In order to support the digital security needs of consumers and merchants, Visa has a number of online tools and resources available including tips, guides, and fact sheets. These resources are incredibly useful, says Saeed, in educating and informing individuals about the evolving payments landscape, the inherent vulnerabilities, and how they can help protect themselves against cyber threats.

“The recent rise in e-commerce is not expected to recede so there is a real need for retailers to ensure the security of their systems and information to help protect both themselves and their customers,” she says. 

Multi-layered, cutting-edge cybersecurity 

Despite the increase in fraudulent activity and the complexity of the rapidly changing digital landscape, Saeed explains that Visa continues to provide layers of protection to businesses. “We know that in a digital-first economy, security is a priority for all businesses,” she says. “And while threats may have intensified, the ways in which we’ve been able to manage and mitigate risks year-over-year continue to significantly improve.”

Visa has over 800 full-time cybersecurity specialists using specialized neural networks to analyze data and help protect Visa’s global network from cybercrime threats. This is supported by machine learning models, which predict and fix any potential points of network vulnerability. A dedicated security team works closely with Visa clients, constantly monitoring, scanning and checking their systems for any suspicious activity and vulnerabilities.

“We vigilantly monitor for threats so we can identify, mitigate and take preventative action. In addition, as a global network, Visa has insights into global trends and often identifies threats before they even hit the Canadian market, making Canadian consumers and merchants aware, and providing them with ways they can proactively help protect themselves.”

Visa has invested roughly $9 billion USD globally over the past 5 years into cybersecurity and fraud prevention, and $500 million USD in artificial intelligence and data infrastructure. The company also works closely with its ecosystem partners to maintain and advance security standards, quickly bringing new and innovative products and services to market. 

“Trust and security are at the heart of everything Visa does,” says Saeed. “We are continuing to innovate and improve on our products and services to help ensure that we offer a comprehensive suite of fraud prevention solutions. And, approaching fraud prevention and security with a three-pillar approach – involving people, technology and processes – allows us to effectively address any threats that arise.”

Saeed says that merchants and cardholders alike can rely on the support and security of one of the retail industry’s most trusted partners, “with this close integration of people and technology, we’ve developed processes to help mitigate and prevent attacks against the ecosystem, which helps protect the security of consumers and merchants.” 


For more information concerning the ways Visa Canada can help you protect your business against the threat of cyberattacks, visit www.visa.ca/fraudprevention

Partner content. To work with Retail Insider, email: craig@retail-insider.com