This begs a broader question. There’s no doubt that H&M’s elaborate marketing tactics generate significant consumer buzz and are often extensively covered by the news media. But, at the end of the day, do they pay off?
The H&M communications strategy is in sharp contrast to that of Inditex-owned Zara, the world's largest clothing retailer (ahead of second largest H&M), which almost never goes in for big campaigns or splashy events. Instead, the company focuses on product, delivering fast fashion copies with incredible speed and responsiveness, and invests heavily in glossy flagship stores. “For Zara, I believe that we have found a model that works very well for us, and this does not include heavy investments in advertising. Advertising is about building up expectations, and telling customers what they can expect and what we can deliver. At Zara, we want expectations to come from the in-store experience,” said Jesus Echevarría, communications director of Inditex, back in 2011.