Apple CEO Tim Cook summed up the problem during a conversation with
sales staff at a London Apple Store: "We've never sold anything as a
company that people could try on before."
With the expected launch
next month of the Apple Watch, the company's first new product in five
years, Apple will be stepping into new territory.
To conquer the
marketplace, the watch will have to appeal not only as a gadget but as a
fashion statement, a fact tacitly acknowledged by Apple's decision to
launch its advertising campaign with a 12-page insert in the March issue
of Vogue.
The company isn't talking about plans for marketing the
Apple Watch in advance of it's much-touted "Spring Forward" event on
Monday, but it clearly intends to keep a tight grip on initial sales and
distribution, leaving many retailers guessing about when -- or if --
they'll be able to sell it.
Sources with direct knowledge of the
matter said that Best Buy Co Inc, one of the largest sellers of Apple
products, may not get the watch at launch time, though the company
wouldn't comment on the situation.
Other large retailers,
including Macy's, Saks 5th Avenue, Bloomingdales and Barney's said they
had no immediate plans to carry the watch. Target and Nordstrom,along
with all the major phone carriers, declined to comment on their plans,
though a source with knowledge of the situation said Nordstrom has
engaged in discussions with Apple.
"Apple is being cautious. There
are too many unknowns around how this product will perform," said Van
Baker, research vice-president, technology research firm Gartner Inc.
That
might mean restricting initial sales to company stores, where Apple has
complete control over the experience and staff can be specially trained
to sell the watch, Baker said.
Apple's Cook seems very aware of
the challenge. The Telegraph, which sent a reporter with the CEO to the
company's Covent Garden store, reported that he explained to the staff
that selling the watch might require "tweaking the experience in the
store."
In the absence of hard information about what the tweaks
might look like, speculation has been intense. The Washington Post last
week suggested that Apple might add carpeting and mirrors and change
store lighting to enhance the watch-buying experience.
Media
outlets and Websites have also posited that the watch will be offered at
special pop-up stores installed at luxury retailers such as Selfridges
in London and Colette in Paris.
Apple hosted a private event at
Colette last September, at which guests were able to try on the watch,
but a spokesman for Colette declined to comment on whether the store
would carry it.
Until now, wearable gadgets have not been big
sellers for technology companies. Rival products such as Samsung's Gear
watches have sold poorly.
Apple hopes to change that, but it is
still a big if whether the watch will appeal to buyers seeking a fashion
accessory, especially if it needs to be upgraded every few years like
Apple's phones, tablets and computers.
"It could do wonders for
the watch market if it means people might wear watches again, but
realistically, there are a lot of doubts," said Eric Wilson, fashion
news director of InStyle.
"Fashion customers are more skeptical than anyone, so Apple has picked a tough crowd."