Zara Research Report

Zara Research Report
Introduction
This report will focus on Zara, a firm engaged in international business. Firstly an
environmental analysis will be conducted on the company’s business
environment and its operations. The operations of a firm can be thought of as a
value chain, split into value creation activities (Hill, 2012). This includes
production, design, marketing and sales, material management, information
systems, human resources and the firm’s infrastructure. The analysis will
establish the competitive advantages of Zara, as well as their weaknesses,
opportunities and threats. Advice will then be given on how Zara could
implement a strategy to one of their value chain activities, with the aim of
creating value for the firm. A firm can generate superior value by either reducing
the cost structure of the business, or differentiating the product in a way that
makes the consumers value it more and therefore be prepared to pay a higher
price (Porter, 1980). The strategy recommended will involve either outsourcing
to or re-shoring from an emerging economy, with the aim of achieving at least
one of Porter’s two criteria.
A background on Zara
Zara is a “trendy yet exclusive” international clothing retailer (Sulisetiasih,
Junardy and Adam, 2013, p.24), offering designs to men, women and children. It
is owned by the Inditex Group and was founded in 1975. The company opened
its first store in 1975 in La Coruña, Spain. It then opened its first store abroad in
Portugal in 1988 (Tokatli, 2014). This was the start of a global expansion that
would see them open 748 stores in less than a decade (Tokatli, 2014). The
Forbes Magazine (2014) ranks Zara as the 51st most valuable brand in the world,
at a value of $10.1 billion. Zara earns revenue of $14.4 billion yearly (Forbes,
2014). As of 2013, the company produces 450 million items a year for its 1,770
stores in 86 countries (Berfield and Baigorri, 2013). Inditex reported a 7%
increase in sales and a 5% increase in profit during the first 9 months of 2014
(Inditex, 2014). Zara accounts for around 65% of all products sold by Inditex;
therefore this suggests Zara is currently experiencing strong growth (Tokatli,
2014). Growth in sales and revenue are shown in Figure 1 of the appendix.
Environmental Analysis
In order to conduct an environmental analysis on Zara, this report will first use a
SWOT analysis, which looks at the company’s environment through its main
strengths, weaknesses, opportunities and threats.
Strengths:
The term core competence, a concept developed by Hamel and Prahalad (1994),
refers to the abilities that a firm possesses that are not easily imitated by its
competitors. These core competencies are Zara’s strengths and give them their
competitive advantage. One of Zara’s main strengths is its vertically integrated
operations system, which brings together designing, manufacturing,
distributions and logistics (Marketline, 2014). The headquarters for this
integrated system, in Arteixo, Spain, is the central base for a company built on
the idea that speed and responsiveness are valued over cost (Berfield and
Baigorri, 2013). The uniqueness of this vertically integrated system allows Zara

to maintain control of operations easier, and also distribute products globally in
a short amount of time (Sulisetiasih, Junardy and Adam, 2013).
Zara is a leader in fast-fashion. The fast-fashion industry is an industry that
entails the quick response considerations of retailers (Tokatli, 2008). Instead of
creating their own designs, Zara’s employees seek out the most popular trends in
haute couture fashion and mainstream consumers, and then create similar
designs (Reinach, 2005). These designs are quickly turned into products and
distributed to stores immediately, freeing the company from the “seasonal
collection trap” (Reinach, 2005, p.48). Zara is able to develop and deliver a new
product into stores in 3 weeks, which is notably shorter than its main
competitors, such as Gap who take 9 months (Nelson, 2013). Being able to offer a
wider variety of clothes more often allows Zara to obtain higher net margins on
sales (Tokatli, 2008). Studies found that Zara earns 85% of the full price on its
stock, compared to an industry average of 60-70% (Berfield and Baigorri, 2013).
Zara has developed its own complex information system, using cloud computing,
which Zara employees use all over the world to communicate with headquarters
(Nelson, 2013). This system not only allows managers to quickly relay data to
designers about consumer preferences, but also allows staff in HQ to
immediately work out what products are selling (Nelson, 2013). In addition to
their complex IT infrastructure, Zara also has “trend spotters” based around the
world searching for the latest trends (Tokatli, 2008). These two factors allow
Zara to be more responsive than its competitors.
Weaknesses:
An overdependence on the European market is one of Zara’s weaknesses.
Inditex, Zara’s parent company, currently generates 69% of its revenues from
Europe (Marketline, 2014). Europe’s GDP growth rate is forecast to be 1.2% this
year and only 1.5% in 2015 (Marketline, 2014). This slow rate of growth has
caused a decline in domestic demand, which is reducing Zara’s revenues within
Europe (Marketline, 2014).
Zara only invests 0.3% of its revenue into marketing (Business Thoughts, 2011),
choosing instead to invest extra revenues into opening new stores (Keller, 2012).
As the company expands into markets where it does not have a strong brand
image, a lack of marketing will become a weakness, especially if their
competitors pursue strong marketing policies (Sulisetiasih, Junardy and Adam,
2013).
Recently, Zara’s centralised distribution and logistics centre has struggled to
cope with the company’s rapid international expansion (Tokatli, 2008). With
Zara pursuing a policy of outsourcing production- 46.9% of its suppliers are now
in Asia, with 40.6% left in Europe (Inditex, 2009), operations are becoming
difficult to control from one centralised centre.
Opportunities:
Zara has the opportunity to expand its presence in emerging economies,
particularly China. China has recently become the world’s second biggest
consumer economy and accounts for 8% of global private consumption
(Economist, 2014). Figure 3 shows that China’s total retail sales of consumer

goods have been consistently growing at a rate above 10% (Trading Economics,
2014). China is now Zara’s second biggest market in terms of the number of
stores based there (Berfield and Baigorri, 2013). Expanding into emerging
markets like China can offset declines in sales in Europe (Marketline, 2014).
Zara could seek to co-operate with new designers in emerging markets, in order
to understand consumer preferences in these markets. Currently Zara has a
dozen designers based in Shanghai and 250 in Arteixo (Economist, 2012).
According to Jose Cervera (cited in Economist, 2012), China will soon overtake
Europe in setting fashion trends.
Threats:
The retail industry is highly competitive. Zara has to compete with not only well-
established international companies, for example H&M and Gap, but also
regional and local companies in the markets that they expand into (Marketline,
2014). Competition is particularly intense in Asia, where companies such as
H&M have made full-scale entries into the region (Marketline, 2014).
Labour wages in Europe pose a threat to Zara, as they have been increasing at a
rate of 1.2% in the past year (Marketline, 2014). With a significant proportion of
Zara’s employees based in Europe (Inditex, 2011), rising labour wages could
have a negative impact on the company’s profitability (Marketline, 2014).
A final threat is the risk of foreign exchange rate fluctuations. Shenkar and Luo
(2008) argued that any company that has operations in more than one currency
area would face foreign exchange risk and exposure. Zara is most at risk from
variation in the Euro value. For example, a strong Euro would decrease the
revenues of Zara (Marketline, 2014).
The Porter’s five forces model (Figure 3) can also be used to analyse the
competitiveness of the Industry that Zara operates within. The model shows that
the biggest risk to Zara is that rivalry within the industry is high (Sulisetiasih,
Junardy and Adam, 2013). Other threats result from easy substitutability in the
industry, due to a high number of retailers, and also a moderate level of
consumer buying power (Sulisetiasih, Junardy and Adam, 2013). However, high
barriers of entry into the industry, due to expensive start up costs, and a huge
variety of suppliers available around the world works to Zara’s advantage in the
industry (Sulisetiasih, Junardy and Adam, 2013).
From this SWOT analysis and Porter’s five forces model, a TOWS matrix can be
constructed. A TOWS matrix is an advanced tool used for analysing strategies in
international business. MindTools (n.d.) demonstrates that from this matrix, a
company can decide on 4 types of strategies:
 SO-Strategy – Using strengths to maximise opportunities.
 WO-Strategy – Minimise weaknesses by utilising opportunities.
 ST-Strategy- Using strengths to minimise threats.
 WT-Strategy- Minimising weaknesses and avoiding threats.
Figure 4 shows the TOWS matrix that has been constructed on Zara. From this
TOWS matrix, the most suitable strategy for Zara can be chosen.

Choosing a strategy
Before recommending a suitable strategy, some key theories in IBM must be
discussed. The strategy tripod, tying together industry, resource and institution
based views of business strategy, can be used to help determine the best strategy
for the company. The industry-based view results from conditions within an
industry that determine firm performance (Porter, 1980). The resource-based
view is derived from firm-specific differences that drive the firm’s strategy.
Finally, the third view derives from institutions, defined as “the humanly devised
constraints that structure human interaction” (North, 1990, p.3). This can be
split into formal institutions, including laws and regulations, and informal
institutions, including social norms and values (Peng and Meyer, 2011).
The dynamic capability theory can also be used, which suggests that firms cannot
rely on existing resources, but must choose a strategy that develops ‘dynamic
capabilities’, in order to sustain their competitive advantages (Shenkar and Luo,
2008). Finally, a strategy will be chosen that promotes the interests of the
stakeholders in the firm. A stakeholder is “any group or individual who can affect
or is affected by the achievement of the organisation’s objectives” (Freeman,
1984, p.46). There are many different types of stakeholders in a firm, including
shareholders, managers, other employees, suppliers, customers, communities
and governments (Peng and Meyer, 2011).
From the environmental analysis, it is clear that a suitable strategy for Zara to
adopt would be an SO strategy – outsource some design operations to China.
Outsourcing was defined by Barthelemy (2003) as the passing on of a value-
chain activity to an outside supplier who will perform that operation on behalf of
the firm. Outsourcing design operations will involve employing local Chinese
designers to create new designs for Zara’s products in China.
Outsourcing design to China would be a sensible localization strategy for Zara.
Hill (2012, p.437) defined a localization strategy as “focusing on increasing
profitability by customising the firm’s goods so that they provide a good match
to tastes and preferences in different national markets”. Using Chinese designers
will enable Zara to differentiate its product according to local demands, thus
increasing the value of the product in the Chinese market. This is an important
industry-based strategy because “future consumer markets everywhere are
going to look more Chinese” (Economist, 2014). Outsourcing design to China also
provides an informal-institution based strategy. By using local designers, Zara
will have a better understanding of the cultural and social preferences within the
market, for example Chinese women prefer pastel coloured clothes to the
stronger colours Europeans prefer (Economist, 2012).
Outsourcing design operations can help Zara to maintain its dynamic
capabilities. It has been well documented that Zara values global responsiveness
more than efficiency (Ferdows et al. 2004). According to the Economist (2014),
“Firms that can flourish in China are positioning themselves for tomorrow”. With
China starting to set the trends, Zara must focus on expanding its existing
resources to be more responsive in China if they are to sustain their dynamic
capabilities. Outsourcing design can also be viewed as a resource-based strategy,
since Zara will be able to create a firm-specific difference by designing products
that are better suited to Chinese tastes.

The main stakeholders to benefit are customers’ in China, who will have
products available to them that are more accustomed to their tastes. However,
becoming more successful in China will also benefit the shareholders of the
company through increased profitability. The suggested strategy should avoid
the problem of conflicting stakeholders objectives (Peng and Meyer, 2011), since
the jobs of existing employees are not being replaced, but increased through
outsourcing to keep up with the company’s global expansion.
Outsourcing will help to tackle the increasing pressure being put on Zara’s
headquarters, resulting from the company’s expansion (Tokatli, 2008). 250
designers in Spain can no longer keep up with differing consumer preferences in
the 86 countries that Zara operates in. Design operations branching out will
relieve the pressure on designers in Zara’s headquarters and enable the firm to
maintain its 3-week delivery process.
Outsourcing design operations to China could put the firm’s core competencies
at risk. One of the main risks with outsourcing to China is the threat of
intellectual property theft, for which China accounts for 50-80% of cases globally
(Ovsey, 2014). However, Tungate (2005, p.50) argues that none of Zara’s designs
are truly original; designers simply spot and copy popular trends. Therefore the
design process does not run a large risk of intellectual property theft in China.
This strategy will decrease Zara’s dependence on the European market. By
decreasing their dependence on Europe, the company can mitigate risks of rising
labour wages in Europe and susceptibility to foreign exchange fluctuations in the
Euro area. These are the two main reasons why re-shoring operations back from
emerging economies is an unsuitable strategy.
Outsourcing design is a better alternative to offshoring operations, due to the
risks that investing in China directly entails. Offshoring is the “moving of an
activity to a location abroad” (Peng and Meyer, 2011, p.636). By outsourcing
operations rather than offshoring themselves, Zara can mitigate some of the
risks faced in China. One of the risks a firm faces in China is policy risk, defined
by Henisz and Zelner (2010, p.90) as “the risk that a government will
discriminatorily change laws, regulations or contracts governing an investment,
in a way that will reduce financial returns.” In China, interpersonal relationships
among managers serve as a substitute to formal institutions (Peng, Wang and
Jiang, 2008). Due to the strong influence of informal institutions there, being a
local firm gives you an advantage. However, China’s lack of formal institutions
may give rise to the risk of transaction costs. Transactions costs are “the costs
associated with economic transactions” (Peng and Meyer, 2011, p.39). Zara could
face transaction costs if the designers they outsource to behave opportunistically
and seek to cheat Zara in transactions. The risk of transaction costs becomes
high without stable institutional frameworks (Peng and Meyer, 2011), and
therefore Zara must ensure a high degree of trust with the chosen designers,
before they outsource to them.

Implementation
Zara should first transfer expertise to the outsourced designers when
implementing this strategy. Zara must train these designers to produce designs
in a short lead-time, and be able to adapt and produce designs with only the
materials that are available to them (Sulisetiasih, Junardy and Adam, 2013). It
would make sense initially to send some designers from Spain to China, in order
to embed the organisational culture of Zara into the outsourced company and
exert some control over the outsourced operation.
Once the designers have been trained, the next step for Zara is to use its
advanced information system to help run quality checks on designs being
produced in China. All designs produced in China should be sent back to Spain to
be checked by existing designers in order to ensure they are of a high enough
standard to enter production. Once the correct quality of products are being
designed, and the risk of transaction costs have been eliminated, designs can be
sent directly to production plants across Asia, in order to speed up the
production process.
Concluding thoughts
Using Porter’s (1980) criteria, it is clear that Zara outsourcing design operations
to China would primarily focus on differentiating the product in a way that
makes the consumers value it more. By creating designs that are suited to
Chinese tastes, Zara can be more successful in a growing consumer market.
Design operations are the most suitable value-chain activity for Zara to
outsource, due to the location-specific, resource-based and informal institution-
based advantages of this strategy. This strategy will enable Zara to maintain their
competitive advantages in local responsiveness and a fast supply chain, thus
helping them to remain a leader in fast-fashion.
Word Count- 2750

Appendix
Figure 1: Sales and net revenue figures for Inditex 2009-2013 (Inditex, 2013)
Figure 2: Total Retail Sales of Consumer goods in China growth rate (Trading
Economics, 2014)
MODERATE
MODERATE
LOW HIGH
HIGH
Figure 3: Porter’s five forces on Zara (Source: Sulisetiasih, Junardy
and Adam, 2013)

Figure 4: ZARA’s
TOWS Matrix
Strengths Weaknesses
Unique vertically
integrated operations
system
High Dependence on
European Market
Fast Changing Fashion
Collections
Lackof Marketing
Advanced Information
Systems
Priceof product in emerging
markets higher than rivals
Strong Brand Image Centralised distribution
centre during global
expansion
Opportunities SO Strategies WO Strategies
Growing consumer
markets in China and
other emerging
economies
Outsource some design to
growing markets, to keep
up with new trends.
Open new stores in emerging
economies
Co-operation withnew
designers
Develop a ‘green’ and
sustainable brand image.
Find waysto lower price in
competitive markets
Rising environmental
issues worldwide
Expand online business
in key markets
Open new distribution
centres in emerging
economies
International
Recognition
Expansion in the e-
commerce market
Threats ST Strategies WT Strategies
Intense Competition Keep design, production
and delivery times
quicker than competitors
Pursue a stronger marketing
campaign
Labour conditions law-
suits due to outsourced
production
Outsource logistics to
have more controlover
production processes.
Expand into other countries
outside of Europe.
Rising Wages in Europe
Foreign Exchange
Fluctuations

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