ICBA 2025 Recap: Key Takeaways for Campus Retailers
Management One returned to the ICBA Conference 2025 in Chicago, reconnecting with clients, partners, and new faces in the campus store retail community. This year, the focus was to give a fresh perspective on how campus stores can drive profitability by adopting strategies from independent retail.
As part of the Specialty Zone, Management One engaged directly with store leaders, sharing best practices on inventory planning, retail POS software, and merchandise strategy.
Find out the best tips industry experts revealed at ICBA to maximise merchandise profitability in 2025.
A Fresh Perspective on General Merchandise Profitability
Dane Cohen, Director of Retail Strategy at Management One, led the general session at ICBA, giving insights on "Driving General Merchandise Profitability: Lessons from the World of Independent Retailers." He was joined by Ken Bankson, David Kent and Gorde Peters of The Bankson Group, bringing decades of expertise in the campus store market :
General merchandise is more important than ever – Expanding your product offer beyond textbooks is critical for long-term success.
Strategic inventory planning is non-negotiable – Avoiding overstock and underbuying is key to cash flow.
Licensing is evolving – Retailers must stay ahead of shifting brand partnerships and agreements.
They concluded by agreeing that success in 2025 will come down to data-driven decision-making, smart inventory management systems, and adapting to consumer behavior.
Major 2025 Trends Shaping Campus Retail
Fashion & Merchandise Trends
Fashion merchandise will lead the way : Outerwear, loungewear, and footwear saw strong growth in Q4 2024, with clogs (+13%) and sweatshirts (+10%) leading the way.
Campus stores must grow their private label to boost margins and strengthen brand identity.
Merchandising & Financial Strategies
Protect your IMU – In fact, a 0.5% increase in initial markup can significantly boost profitability over time.
Smart buying strategies – Retailers should:
Explore new supply avenues to reduce dependency on limited vendors.
Stay informed on vendor strategies to negotiate better terms and pricing.
Know domestic suppliers who can provide faster turnaround times.
Balance Pre-Buys vs. Chase : commit to key items early but leave room for flexible, trend-driven restocks.
Markdown planning is a must – Note that the first markdown must be the cheapest, and delaying discounts will only hurt margins.
Operational Strategies
Retail POS systems are essential for tracking customer preferences and improving checkout experiences.
Retail inventory systems help stores optimize stock levels and is a crucial step in boosting profitability.
Final Thoughts: What’s Next?
In 2025, the winning formula for retailers is staying adaptable, leveraging inventory software for retail, and investing in the right POS retail solutions.
Management One looks forward to helping campus retailers create new opportunities—just as they have for UCSD, Auburn University, The University of Alabama, and Iowa State University.
To find out how Management One can upgrade your inventory management in 2025 with advanced tools for demand forecasting and sales optimization, get a free consultation here.