FROM OUR FEBRUARY ISSUE: IRENE LAZAROFF, MACY’S INC.—DATA PLUS INTUITION

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Over the next few days, we’ll be sharing profiles from our Tailored Clothing Section about Top Clothing Merchants, “Still Selling Suits!” With hybrid workplaces the norm and corporate dress codes an anachronism, how are some merchants still selling so many suits and sport coats? Here, they share some secrets.

MR: How was Macy’s tailored clothing business for fall/holiday ’23? What were the successes and the disappointments?
IL: Sport coats that transition into spring were delivered in November and were a big win for us. But with an unseasonably warm November and December, topcoats were less in demand than in previous years.
Are patterned sport coats selling better than they had been, or are they still mostly solids?
Yes. Men today wear sports coats as clothing and sportswear, so small patterns and unsolid solids work well. The bolder patterns, however, are still a bit intimidating to most men. Solids continue to be an essential piece of our apparel business.
You had some amazing mentors at Macy’s early in your career. What do you remember about that time?
I had the opportunity to work with some really great mentors during my career here at Macy’s. In our industry, there is always tremendous pressure to get results, and Jim Edelman’s favorite saying was, “You’re only as good as your last flash.” Everything we did revolved around getting phenomenal results; we were all so driven! It was a great learning experience that gave me a strong foundation. And, of course, learning from Ronny Wurtzburger at Peerless was an honor.
What specifically did you learn?
I learned to look at both the big picture and the small details. To do this job, you need a combination of a strong financial core and a passion for product. Decisions are always anchored in both the financials and the fashion. You look at the data and see what customers have responded to and then decide if it’s a trend or something so compelling that it should become part of your core. Occasionally, you find something so fabulous that you need to introduce it, with or without data to support it. That’s where intuition comes in. There is an art and science to this business that delivers the right product for the Macy’s consumer.
How has your intuition been lately? What’s on the horizon for fall ’24?
We’re bringing in more transitional fabrics and solid bold colors. We’re testing some relaxed, loose-fitting tailoring.
Are you still a believer in suit separates over nested suits?
Absolutely. Finished bottoms are a major hit! And since special occasion customers often come in on Friday for a Saturday wedding, there’s little time for alterations. With distinctly different fits in our various brands, a customer can walk out the door with what’s virtually a custom garment. Yes, this requires that we carry a lot of inventory, but fortunately, between our in-store and online businesses, we have a wide assortment from which he can choose.
What’s the difference between what you sell in-store vs. online? What are you doing to improve the online experience?
Macy’s was one of the first retailers to invest in an omnichannel model; we’re now enhancing the imagery on our site. The clothing is photographed on models who are styled head to toe to convey a total look. This outfitting is part of our storewide Style campaign, a big push online and in stores. We set up the whole outfit for our customers, showing them everything they need to look good for where they’re going. We’ve seen a very positive response to this.
Your brand mix now tops out at Hugo Boss. Is it time to explore a few more upscale options?
We’ve added B by Brooks Brothers and Ted Baker fashion separates to arrive this spring.
Will men ever return to business dress codes that mandate wearing suits?
I believe dress codes will remain flexible and hybrid; it’s refreshing that there’s now so much diversity in how men dress, both for the office and for special occasions. Back when I started at Macy’s, men wore suits to work every day. Their wardrobes were comprised almost entirely of suits. It’s much more interesting now.
Of all your accomplishments at Macy’s, what are you most proud of?
The best part of my job is team development – I just love working with and nurturing future powerhouse merchants.