MIAMI—There's no doubt online shopping and expensive real estate continue to force big box stores like Macy's to announce store closures. But how do other new brick-and-mortar stores like Dick's Sporting Goods and hhGregg continue to thrive?

GlobeSt.com caught up with Eric Coffman, an attorney in the real estate practice with Gunster, to get some answers in part one of this exclusive interview. He represents landlords in retail leases to many of the nation's leading banking, fitness, pharmacy, grocery, fast food, clothing, automotive, beauty supply and pet supply chains,

“The Sports Authority was saddled with debt, couldn't adapt to customer demands, and failed to provide a positive customer experience,” Coffman tells GlobeSt.com. “When was the last time you walked into Sports Authority and found plenty of knowledgeable sales staff greeting you, asking if you needed any assistance and providing flawless service? Sports Authority also failed to offer customers anything unique or exciting.”

Sports authority filed Chapter 11 bankruptcy in March. The retailer expected most of its stores to continue operating during the entire Chapter 11 process but wound up shuttering all of its 463 locations. Although there are several other viable sporting goods chains, most retail industry watchers see Dick's as the big winner here.

As Coffman notes, Dick's has private labeled products at attractive prices. They opened new small-store and specialty-store formats like Field & Stream stores specializing in hunting and fishing gear and a Chelsea Collective store targeting women. What's more, he says, Dick's also offered store-within-a-store shops, like “Nike Field House” and “Under Armour All-American, and has plans to test Nike Air Jordan and Polo Sport concepts.

“All these unique strategies connect the shopper to the retailer,” Coffman says. “The concept of a 'store' is really shifting from a place to stock and sell goods to an experience that develops brand relationships. Retailers who offer unique experiences with the brands they carry, and their own brands, through service, selection and community will continue to attract customers.”

In other news, two sports-centric retail sites just traded hands. Check out my recent column for more details.

Instant Insights /

Why Dick's Is The Big Winner After Sports Authority Bankruptcy

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