This is the second episode of Retail Eye-Openers, a three-part podcast series produced in collaboration with Impulso. The series explores how data sharing and retailer partnerships drive sell-through and reduce overstock.
In this conversation, Konrad Olsson speaks with Ben Botas, founder of the Munich-based agency Ben&, about how his team is redefining the role of the fashion Agent through technology and collaboration. He explains how data-driven decision-making, process discipline, and cultural change are transforming an industry still too reliant on intuition — and why sell-through, not sell-in, is the true measure of success.
Key takeaways
1. From sales reps to data Agents
Traditional agencies focused on sell-in. Ben Botas argues that the future Agent must drive sell-through, using data to guide assortment, volume, and strategy across markets. “Sell-in is this important, sell-out is this important — because if the brand doesn’t perform, you’re out.”
2. Gut feeling is out — data is in
Fashion has long relied on intuition. Ben& replaced guesswork with Salesforce-based analytics to understand what works — and why. “Data can’t lie. When you see it clearly, your decisions change completely.”
3. Implementation is the real challenge
The hardest part isn’t buying software but changing behaviour. Training teams to input and trust data was key to success. “The system is only as strong as the data you put in.”
4. A conservative industry must evolve
Despite its obsession with newness, fashion often clings to outdated systems. Ben calls for openness and continuous re-definition. “Fashion changes all the time — but the mindset behind it often doesn’t.”
5. Collaboration over competition
Sustainable growth depends on fair, transparent relationships between brands, agents, and retailers “Let’s not work against each other — let’s do this together.”
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