Marios: Fall/Winter 2018

Spring 2017

MARIOS | FORUM FALL 2018 STYLE GUIDE

FALL 2018

STYLE GUIDE

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J AV I E R B A R D E M a n d D E V P AT E L , M A D R I D , 1 0 a m W AT C H T H E S E R I E S O N O U R W E B S I T E

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GREETINGS FROM MARIO

LOTS OF EXCITEMENT IN STORE FOR FALL!

After an exciting buying trip in Europe, New York and beyond, I can tell you firsthand that fall 2018 will be an inspired season in our stores.

In men’s fashion, our designers for the next season are innovating in style and construction with technical fabrics that keep getting better – for everyday performance as well as a rainy day or cold winter, we will have you covered!

In women’s fashion, it is clearly the “Year of the Woman.”

Well-designed, confident shapes in the most beautiful fabrics offer looks for a wide range of lifestyles. Knitwear is lush and textured with touches of whimsy. Sleek, sophisticated evening wear is shown with embellished and sparkled accessories. Our women’s department also has a wide range of outerwear – from parkas to puffers to cashmere coats – and a wonderful selection of boots to take you anywhere, feeling prepared and looking wonderful.

It’s hard to believe it’s been almost a year since the grand reopening of our restyled Seattle store. We thank you for the warm reception and welcome those who haven’t yet visited to experience Seattle’s premier luxury retail destination.

Our Portland and Bridgeport stores are also ready to introduce you to several sought-after new designers and stunning fall merchandise. Your favorite Style Advisor is happy to assist you with what’s new for fall.

As always, we strive to make our stores feel as though you’re entering our home. We look forward to welcoming you and helping you look and feel great.

Ciao,

Shown on front cover: BRUNELLO CUCINELLI

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TABLE OF CONTENTS FALL 2018

STYLE GUIDE 3 MARIO'S WELCOME 6 WHAT'S NEW FOR HER 8 WEEKEND GARDEN PARTY 30 WHAT'S NEW FOR HIM 34 FASHION'S FUTURE IS SUSTAINABLE 36 TO DIVE FOR 40 READY SET CITY! 51 FIRST PERSON: ITALIAN STYLE 54 PINK: THE HISTORY OF A PUNK, PRETTY, POWERFUL COLOR 57 HAVE YOU SEEN OUR NEW BLOG? 58 BOOK REVIEW: SELLING THE HUG YOUR CUSTOMERS WAY 60 STYLEWATCH: JEWELRY 66 EATING OUT: CRACCO MILANO 68 ELEMENTS OF DRAMA 78 AT YOUR SERVICE 80 RESERVE IN STORE

VISIT YOUR LOCAL MARIOS STORE SEATTLE, WA

PORTLAND, OR

TIGARD, OR

1513 6TH AVE SEATTLE, WA 98101

833 SW BROADWAY PORTLAND, OR 97205

T: 206.223.1461

T: 503.227.3477

BRIDGEPORT VILLAGE 17031 SW 72ND AVE TIGARD, OR 97224

STAY CONNECTED

T: 503.601.7310

SHOP ONLINE AT MARIOS.COM

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THOM BROWNE

SAFIYAA Founded by Daniela Karnuts in 2011, Safiyaa celebrates femininity and all that makes a woman beautiful with unapologetic confidence.

Striking silhouettes in luxe fabrics and rich colors are fused with artisanal craftsmanship to create a demi-couture collection for day to night. Signature feminine tailoring is as powerful as the evening wear is elegant.

The elements of a woman’s wardrobe are elevated yet effortless.

What’s

NEW

Thom Browne began as an award-winning menswear designer. His traditionally based handmade suits have evolved into collections recognized by museums, including the Costume Institute at the Metropolitan Museum and the Victoria and Albert Museum. Browne’s innovations in tailoring have been identified with impacting the paradigm of men’s and women’s fashion. In 2011, his first women’s RTW Collection was launched during Fashion Week. Today, he is one of the most sought-after designers in women’s fashion.

NILI LOTAN Since its launch in 2003, Nili Lotan has been synonymous with sophisticated, timeless wardrobe staples. Her expertly crafted pieces have earned success with fashion editors and celebrities, who seek quality essentials, casual to formal. Nili’s collections blend her Israeli heritage and New York sensibility. Nili has a dedicated following among fashion’s elite, including Gigi Hadid, Kendall Jenner, Jennifer Lawrence and Gwyneth Paltrow.

IN WOMEN’S

FALL’S MUST-HAVE NEW DESIGNERS FROM WOMEN’S FASHION DIRECTOR LYNWOOD HOLMBERG 6 whatsnew_marios.indd 6

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GABRIELA HEARST Gabriela Hearst was raised on a ranch in Uruguay.

She honored her heritage with the launch of her eponymous label in fall of 2015, also taking over the operations of her family’s ranch. Gabriela wanted to create a brand that reflects a slower pace: where things are created with care and detail. Each garment is made with impeccable construction and noble materials. Together, they tell a story of the places she loves that made her who she is: Uruguay and New York. Combining the utilitarian and the beautiful, she creates longlasting garments that hold memories for the woman who wears them.

LE KASHA

RACHEL GILBERT Founded in 2007 by Australian designer Rachel Gilbert, the brand offers intricate hand-embellished designs for formal wear as well as a selection of modern occasion separates, worn by some of the most iconic women of our time and celebrated across the globe. Luxury infiltrates every element of the brand, from the style of garments produced to the finest quality presented at flagship boutiques in Paddington, Sydney and Armadale, Melbourne.

Founded in France in 1918, Le Kasha was part of a revolution in the way the women of the 1920s dressed. An innovative fabric made with Kashmir goat hair blended with a revolutionary new fiber, it looked elegant, draped beautifully and was comfortable, while still being easy to care for.

Coco Chanel cemented Le Kasha’s reputation forever, when she used it to create her first suit collection.

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fall

Make a grand entrance in fall’s stunning, elegant, easy-to-wear styles. Have fun mixing colors, textures, oversized with fitted, and high with low. When you dress your best, every day looks more like the weekend and feels more like a party!

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Arrive in high style.

This fall is easy, breezy & downright sophisticated.

VALENTINO

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VALENTINO GARAVANI

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LORO PIANA

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FRIDAY:

best day of the week!

HUDSON

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PETER MILLAR

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PA I G E

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MANOLO BLAHNIK

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C E L E B RAT E . . .

N I L I LOTA N

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nothing in particular.

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AG

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S Y LV A & C I E .

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THE ROW

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ISAIA

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TODAY’S SCHEDULE:

chill.

MONCLER

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MONCLER

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FA L L W E E K E N D S

are full of surprises.

B.MAY

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HERNO

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MICHAEL BASTIAN

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P T PA N T A L O N I TORINO

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SAMUELSOHN

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CAROLINE ELLEN

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Keep the weekend going all week!

AQ UATA L I A

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ASPESI

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What’s

MOORER MooRER was founded by Moreno Faccincani in 2006, with a philosophy that form and function must unite. MooRER focuses on Italian tailoring with the refinement of precious and natural materials. Siberian goose down, zippers, pulls and buttons are galvanized and hand polished. Made in Italy, MooRER’s products include special details, such as covered zippers and pocket placements for wallets and cell phones styled for a metropolitan man.

NEW IN MEN’S

BAGUTTA Understated, stylish Milan is the birthplace of Bagutta, a name that embodies the very essence of the city. Steeped in tradition with its gaze fixed firmly on the future, Bagutta is classic, contemporary and conservative, with an edgy twist. Enjoy fine attention to detail including the collar button with logo, gusset label, convertible cuff and impeccable construction.

C.P. COMPANY The original Italian sportswear brand, C.P. Company was founded in 1975 by the iconic designer Massimo Osti. For more than 45 years, C.P. Company has pursued its signature hybridization of function and radical fabric innovation.

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JAMES PERSE James Perse was founded in 1994 in Los Angeles, Calif. The company’s signature design philosophy – the pairing of elegance and sophistication with simplicity and comfort – is born from a passion for minimalist architecture as well as West Coast indoor/outdoor living and the casual clothing inspired by it. This philosophy has underlined each step in the development of the James Perse brand, which has become synonymous with Southern California life and style.

CANADA GOOSE Founded in Toronto almost 60 years ago, Canada Goose has grown into one of the world’s leading makers of luxury apparel.

Canada Goose continues to innovate by launching lighter-weight products suitable for diverse climates and high-intensity activities.

Canada Goose has long been the (un)official jacket of film crews everywhere.

M. SINGER Founder and Creative Director Matthew Singer is committed to “redefining what comfortable looks like.” He creates core basics and essentials for the modern man with a classic sensibility.

All products are 100% made in the USA with beautiful quality fabrics and deliver strong value.

TINTORIA MATTEI Founded in 1954, Tintoria Mattei recalls an era of timeless elegance, a sophistication intrinsic in gestures and customs. All shirts have a retro look and an attitude that corresponds to the nature of the man wearing it: a globetrotter with a penchant for enjoying life by focusing on the images and passions of everyday living. The fabrication of cuffs, finishing of the placket and two shallow-hole buttons that Mr. Angelo, the founder, used in the 1950s, are details appreciated by the man who looks for beauty in small, meaningful gestures.

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Offi ci al C l o t hiers for the LA Galaxy

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FASHION’S FUTURE IS

SUSTAINABLE

BY LAURIE SCHECHTER

Ermenegildo Zegna Oasi Cashmere features colors derived from a dyeing process using only natural elements such as flowers, herbs, wood, leaves and roots.

2018 has proved to be a benchmark year.

Sustainability, according to the Business of Fashion and McKinsey & Company report The State of Fashion 2018, is an ever-increasing driving force for innovation in the fashion industry. The vigor hails particularly from the luxury sector, by individual brands and large conglomerates alike.

Abundant energy and resources are being applied in ambitious efforts toward a more sustainable fashion world, on many levels and with varying degrees of focus, including supply chain traceability and transparency; efficient use of water, energy and chemicals; low-impact material use and a reduction of material waste; promotion of economic health; and employment for workers.

AG, for example, takes the denim manufacturing challenge, a typically notorious water, chemical and energy waste offender, and attacks it on multiple fronts. Ozone Technology minimizes chemicals and energy while cutting water consumption by 50 percent. Fabric yardage is maximized in cutting patterns to reduce fabric waste while scraps are recycled; up to 1,400 pounds per week are repurposed as home and car insulation.

Eton shirts’ belief: “The first step to a more sustainable clothing industry is to promote durable and timeless products.” In practice they closely control their supply chain, nurture long-term relationships with select manufacturing partners, employ uncompromising efforts to foster fair labor and utilize fabrics with less environmental impact and prolonged life. Fabrics they oftentimes source from high-quality finishing suppliers, certified

by Sustainable Textile Production (STeP), an independent certification system for sustainable manufacturing processes in the textile industry.

Many brands aim to include a human as well as

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a merchandise aspect. Their philosophies, policies and actions integrate environmental, social, human and economic goals, bred into their company DNAs. Two notable Italian brands are among them: Brunello Cucinelli and Ermenegildo Zegna.

Ermenegildo Zegna founded the brand with the view that high-quality product was closely tied to the beauty of the environment and the wellness of the people involved. This ideology lives on through Fondazione Zegna, promoting international humanitarian initiatives conserving environmental and cultural resources, cultivating sustainable development in local communities near and far, supporting scientific and medical research, and educating and training young people. Their Peru by the Fondazione Zegna provides water and improved eco-sustainability for the area where the treasured Vicuna are raised. Even Zegna’s global stores, designed by Peter Marino, include blonde wood interiors reconstituted from sawdust. asi Cashmere brings a new dimension in eco-sensitivity for Ermenegildo Zegna. The collection features colors derived from a sustainable dyeing process using only natural elements such as flowers, herbs, wood, leaves and roots. Inspiration came by way of the company’s Oasi Zegna, a 100-squarekilometer natural preserve founded in 1993 in the mountainous region surrounding Trivero.

Brunello Cucinelli’s early life in the countryside without running water or electricity, working the land with his family, planted the seed for his future sustainable pursuits and formed the very tenets of his business. “The great dream of my life has always been to work for the moral and economic dignity of mankind,” says Cucinelli. His company’s emphasis on cashmere reflects not only its focus on high quality but also cashmere’s ability to last, the symbol of its value. “It is something you can pass on to your children,” he says. Along the way he has created a corporate culture that emphasizes the community and enhances the quality of life wherever his work takes him. Whether revitalizing an entire Italian village close to home or cultivating the hyperlocal production, handcraftsmanship and sustainable sourcing of the cashmere from Mongolia and Northern India, Cucinelli is practicing his “humanistic capitalism.”

Why should we care? Fashion’s status as the second-most polluting industry after the oil industry, for starters. Studies also report over 60 percent of global Millennials would spend more on brands that are sustainable. Cleaning up the fashion cycle, closing the loop from design to disposal and making it sustainable, is good for our future and good for business.

So why not embrace an enhanced-value, sustainable and fashionable lifestyle when luxury designers make it easy by doing the work for us?

Your future fashionable self will thank you.

O

ETON

Why not embrace an enhanced-value, sustainable and fashionable lifestyle when fashion companies make it easy by doing the work for us?

BRUNELLO CUCINELLI

Eton utilizes fabrics produced with less environmental impact.

Brunello Cucinelli emphasizes cashmere’s ability to last and even be passed down to future generations.

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Getting scubacertified in Roatรกn opened up a whole new world of travel.

TO DIVE FOR

BY SHIRA LEVINE

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R

Dive Time: Roatán’s spectacular technicolor coral reef

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Roatán is a learning diver’s dream.

“Was that a shark?!” I enthuse, a City Fish fresh out of water.

“Suckerfish,” mumbles Mayan Divers’ head divemaster, Mark. Mayan Divers, housed within the Mayan Princess Resort in Honduras’ Roatán Island’s West Bay area, is where I chose to get PADI (aka scuba) certified. Six of us spend the morning diving the Meso-American Reef (the world’s second-best place to dive after the Great Barrier Reef). After exploring El Aguila shipwreck, we poke around the Three Brothers divespot, site of the aforementioned dorsal-finned Jaws doppelgänger.

Certainly survival would have been more thrilling had that sucker been a shark, but discovering eagle rays, spotted moray, loggerhead turtles and schools of parrotfish, damselfish and trumpetfish wouldn’t disappoint even the most seasoned divers.

Roatán’s diving is world-class thanks to its proximity to Pixar-quality marine life. Top diving locations can be reached merely by swimming from the beach. Others are a 10-minute speedboat ride away. (In Belize, accessing that same stellar reef involves a boat ride of up to an hour. In Cozumel, the conditions permit only drift diving.)

To descend into Roatán’s waters is to witness every cinematic cliché imaginable. Technicolor schools of angelfish breeze by. Polka dots and plaids, magentas paired with cyans and yellows—has the fashion world been ripping off these fish for

runway looks? A lurking eagle ray in shallow waters causes an out-of-water glittery arc as sergeant majors make their escape— for now. Floating through the anthropomorphic symphony of swaying sea fans and rising sponges, Finding Nemo’s friendly shark, Bruce, comes to mind. His declaration that “fish are friends, not food” becomes my mantra. My certification teacher, Paul—my very own neutrally buoyant Buddha—calms anxieties through mimed Zen poses and deep breathing. I mimic him, eyes closed until I regain my own natural buoyancy. Only when it is time do we make the gradual ascent to the surface, that first push up into the air a gentle, breezy jolt back to reality.

With so many dive outfits and tourists far more interested in snorkeling and drinking frozen Monkey Lalas, Roatán is a learning diver’s dream. Groups are small and classes often one-on-one.

In less than three days, I complete my open water dives (four) and shallow water drills. Rather than sit in a classroom in the Caribbean for two days, I took the knowledge portion online before departing.

My aquatic credentials mean I can now dive anywhere in the world up to 60 feet below the surface. Suddenly a new fear enters my mind: With such vivid dives in Roatán, does that mean everywhere but the Great Barrier will pale by comparison? “You’re just getting started!” Patient Paul quickly assures.

“TO DESCEND ROATÁN’S WATERS IS TO WITNESS EVERY CINEMATIC CLICHÉ IMAGINABLE.” 38 FORUM FW18_Feature_To Dive For.indd 38

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READY SET >>> Need a taxi? You’ll have no trouble stopping traffic in this fall’s edgy, city-ready styles. Paint the town all kinds of colors!

CI TY !

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ROLAND MOURET

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STOP TRAFFIC >>>

7 FOR ALL MANKIND

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SAINT LAURENT

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TODD REED

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BE THE SCENE

AG

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AT E L I E R MUNRO

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C . P. C O M PA N Y

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WALK WITH THE STARS >>>>

GOLDEN GOOSE

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VERONICA BEARD

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KINROSS

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Italian

STYLE

What American men can learn from Italians.

(Hint: Style is about more than clothes.…)

BY STEPHEN GARNER

ITALIAN ACTOR ALBERTO SORDI (R) LAUGHS WITH ITALIA BY RAPH GATTI/ GETTY

As I sat on the train from Florence to Milan, I couldn’t help

but notice the differences between the Italian and American passengers. While most of the travelers in my car were American fashion industry professionals on their way to Milan to discover exciting new clothing styles and brands, they demanded attention, speaking too loudly about the extravagant meal they just had or the frustration of not being able to get a WiFi connection.

To my right were three older Italian gentlemen, dressed in crisp trousers that were cuffed to the perfect length, and nice dress shirts with three mother-of-pearl buttons undone in the classic “caringwithout-caring-too-much” way. As Maurizio Forte, the current Italian Trade Commissioner, recently told me, “Italy is a very old country with a long history reflected in our lifestyle. It is because of this thousandyear-old tradition that our men are stylish, elegant and love the small details.”

These men sat next to one another but did not speak much. They read the paper, enjoyed the complimentary

espresso and gazed out the window. What impressed me as much as their beautiful clothing was their refined demeanor and a distinct sense of self. They didn’t need to boast about expensive dining experiences or complain about technical problems; they were content to just be.

My takeaways from this simple train ride: Americans are loud (by European standards anyway) and too obsessed with work. I lost count of the number of times non-Americans said this to me during my trip abroad. Instead of appreciating the culture of a new and exciting country, we’re killing ourselves trying to take copious notes, return all our emails and check in with the boss. And so I’m learning: It’s okay to slow down, even at the expense of accomplishing less and enjoying more. Drink that espresso. Enjoy some of life’s finer gifts (especially the ones that are free). Be in the moment. That, more than anything, is what the Italians taught me, for we won’t get these moments back.

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CULTURE WHAT’S IN A FRIENDS COLOR? OF MITCHELL STORES

PINK: THE HISTORY OF A PUNK, PRETTY, POWERFUL COLOR FOR BREAST CANCER AWARENESS MONTH, CHECK OUT A THOUGHT-PROVOKING EXHIBIT ABOUT THE MOVEMENT’S FAVORITE COLOR. Why do we associate pink with feminity? How does society ascribe meaning to a color? These are some of the questions probed at FIT’s intriguing new exhibit about one of our favorite colors.

The color pink provokes strong reactions, both positive and negative. Because of this, it has been called the most divisive of colors.

Yet attitudes toward pink are changing, and pink is increasingly regarded as cool and androgynous.

The stereotype of pink for girls and blue for boys only gained traction in the United States in the mid-20th century, and the symbolism of pink has varied greatly across world history.

By placing men’s, women’s and children’s pink clothing from both Western and non-Western cultures

— including India, Africa, Mexico and Japan — in a historical context, the exhibit corrects popular misconceptions and encourages viewers to question clichés and perceived opinions.

The exhibition has two sections.

“Pretty in Pink” chronicles traditionally “feminine” pink clothes from the mid-19th century through the 20th century, illustrating the feminization of color in the 19th century.

We see how different shades of pink came in and out of fashion, evoking different ideas about femininity.

The main gallery highlights key concepts in the history of pink. “Pompadour Pink,” features 18th-century ensembles, including a woman’s pink robe, a man’s pink

habit and a man’s pink banyan. These objects show how pink was a new and highly fashionable unisex color in 18th-century Europe. In that period, pink was also important in painting and interior design.

There is also a small section on the pink-versus-blue gender coding in children’s wear, a binary that was still in flux in the late 1920s, when opinion was divided as to whether pink was for boys or for girls. The final decision seems to have been influenced by publicity surrounding a millionaire’s purchase of the paintings Blue Boy and Pinkie.

The exhibition places pink in a global context. In India, for example, pink has long been worn by both men and women, while in Mexico the color Rosa Mexicano is linked with national identity. Western designers have drawn on these associations; as Diana Vreeland once said, “Pink is the navy blue of India.” Italian fashion designer Elsa Schiaparelli’s Shocking Pink was explicitly tied, in her mind, with Asia and Latin America.

Pink has played a notable role in both political protests and music connected with rebellious youth.

The transgressive role of pink is emphasized across several platforms featuring both men’s and women’s clothes, ranging from vernacular garments to avant-garde high fashion.

Featured items include pink pussy hats and looks associated with music genres ranging from punk to hip-hop.

“ IT IS SOCIETY THAT ‘MAKES’ COLOR, DEFINES IT, GIVES IT MEANING.” — COLOR HISTORIAN MICHEL PASTOUREAU 54

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FASHION INSTITUTE OF TECHNOLOGY, NEW YORK CITY SEPTEMBER 7, 2018– JANUARY 5, 2019 PINK: THE HISTORY OF A PUNK, PRETTY, POWERFUL COLOR is organized by the museum’s director and chief curator, Dr. Valerie Steele.

Pink features approximately 80 ensembles from the 18th century to the present, with examples by designers and brands such as Elsa Schiaparelli, Christian Dior, Yves Saint Laurent, Alessandro Michele of Gucci, Jeremy Scott of Moschino and Rei Kawakubo of Comme des Garçons.

Related to this exhibition is a book published by Thames & Hudson and a free symposium scheduled to be live streamed on Oct. 19, 2018.

Top to bottom, clockwise: 1960 dress by Christian Dior, 1920s evening dresses, 1978 Zandra Rhodes ensemble (England) and Comme des Garcons’ “18th-Century Punk” Collection

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GIVING BACK

BE A PINK SUPERSTAR

This adaptation of Golden Goose’s original model was designed by Golden Goose exclusively for Mitchell Stores to celebrate our flagship store’s upcoming 60th Anniversary and our commitment to the fight against breast cancer.

We’ll donate $100 from each sale of this exclusive shoe to Pink Aid and the Breast Cancer Alliance to fund research and compassionate services for those undergoing treatment.

PINK PINK

For specific details about the amazing work of these two charities, go to PinkAid.com and BreastCancerAlliance.org.

Come in to Marios to make a purchase or visit marios.com

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HAVE YOU SEEN OUR

NEW BLOG: FASHION + LIFESTYLE THE LATEST TRENDS, TIPS & TALES FROM OUR STYLE EDITOR Our new fashion & lifestyle blog, Style Edit is a curated guide for the finest luxury lifestyle. It’s filled with the latest trends, must-have pieces and insider access for both men and women.

As fashion-lovers we have scoured the store, designers, market, media and current events to keep you updated with today’s fashion scene.

Check out our Style Edit to meet the designers and find out about everything from designer launches to relevant trends, key pieces, lifestyle topics and behind-the-scenes glimpses. We are connecting real people to high fashion. We will help you know what to wear —and how and where to flaunt it!

Discover interviews with your favorite designers, insider tips from luxury travel destinations, and expert styling tips. It’s the perfect cheat sheet so you can always be in-the-know. ■

Style Edit connects real people to high fashion.

Find your fashion inspiration... visit

STYLE EDIT

@ MARIOS.COM

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on our website today!

8/16/18 6:49 PM

BOOK REVIEW No one knows more about selling than Jack Mitchell (chairman of nine luxury fashion stores that are among the most respected businesses in the world), and no one better explains the art and science of establishing an emotional connection between buyer and seller. His newly released book, Selling the Hug Your Customers Way (available on Amazon), is a powerful read for sellers of all types, guaranteed to improve your business and enrich your life.

For those of us who know Jack Mitchell (and his brother, Bill, and the entire Mitchell family), it’s no surprise that all three of his highly acclaimed books have been about hugging, for this is a family that lives and breathes customer service. From that first day back in 1958 when Ed and Norma Mitchell opened a little menswear shop in Westport, Conn, with three men’s suits (and an always-full coffeepot that Norma would schlep daily from her home), Mitchells has always been about caring for friends and neighbors. (Editor’s note: I remember Ed Mitchell on the selling floor at Mitchells when he was well into his 90s, greeting customers by name and asking with genuine interest about their families, their lives.…)

Here, we chat with Jack about how selling the right way can add profits to your business and pleasure to your life.

You’ve had widespread success with your two previous books on the power of hugs; why a third?

SELLING THE“HUG YOUR CUSTOMERS”WAY An interview with award-winning author, retailer and corporate speaker Jack Mitchell.

BY KAREN ALBERG GROSSMAN

This one teaches the actual selling process, step by step, with real-life examples. I’ve always been passionate about selling but early in my career, I believed that passion was enough. I didn’t understand that there’s a method, or that selling is something that can be learned. After years of selling, I now know that it’s less about making the sale and more about allowing the buy, creating a relationship and an environment in which the customer feels comfortable and valued. I’ve given about 250 speeches around the world since I first launched Hug Your Customers in 2003; I know the process works, not just for stores but for all kinds of businesses.

What exactly is the process?

I hate to oversimplify since the book uses anecdotes to explain the stages, but essentially, the process involves: making the connection, decoding the mission, showing and sharing (not show and tell but show and share), allowing the buy, kissing goodbye and throwing in one for good measure. Each step is described in depth with advice from various experts. Bottom line: Great sellers don’t sell, they connect with their customers and inspire them to buy.

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Do you believe that some people are born sellers?

Some people are born extroverts, but this does not guarantee great salesmanship. It’s more about personalizing the experience; it’s a process that can be learned. Not all of our top sellers have effusive, outgoing personalities, and sometimes people with big personalities can be too aggressive.

What do you look for when you hire sellers?

They’ve got to have integrity (something psychological tests can’t always pick up). They need to be positive and passionate with a sincere desire to grow. They have to have upbeat, pleasant personalities and a genuine interest in connecting with people. They have to be real.

What are the most frequent mistakes sellers make?

Many of them rush the sale. It’s important to mirror the customer’s pace and know that certain shoppers prefer to take their time. Also, while most customers want the seller’s opinion, it’s best to know as much as possible about the customer’s taste and lifestyle before you offer yours. Another mistake is not setting up for the next visit: Always hand out your business card; always write a note after the visit thanking the customer for their purchase and perhaps mentioning something you discussed outside the sale. The challenge of selling, and the fun of it, is seeking out new ways to connect with your customers, who often become your friends.

Sellers should watch how other great sellers operate and pick up a few tips. And buyers and managers should spend time on the selling floor, keeping a few dozen clients of their own so they’re in a better position to inform designers/manufacturers about what customers are looking for.

Why should I read this book if I’m not a salesperson?

We’re all selling something at various times in our lives. Doctors sell their healing ability when they’re with a new patient. Lawyers sell their persuasive talents and knowledge of the law. When we apply to a college or go on a job interview, we’re selling our qualifications.

Day after day, in all walks of life, most of us are selling something to someone.

How can customers find the right salesperson, one who won’t talk them into something that’s not right for them? (We’ve all been there!)

You can usually get a feel for a sales associate in the first few minutes, if not seconds. First off, do they ask, “Can I help you?” which is the exact wrong way to begin a relationship, rather than greet you warmly with a smile, allowing you to indicate when you need assistance. Do they look you in the eye? Do they ask your name and get a feel for who you are before suggesting something? Do they listen well enough to suggest styles that are right for you? A good seller shows passion without pushing, and makes you feel comfortable even when you’re “just looking.”

Any other tips?

Talk less and listen more. Make sure that the first item you show a customer is the one you think best suits them. (Research has shown that at least 50 percent of sales will be the first item shown.) Sellers should always be themselves and avoid sounding scripted; at one luxury hotel chain, they’ve asked their associates to stop saying, “It’s a pleasure.…”

Is there a single message in your book that you consider all-important?

Yes: Always tell the truth. All the time. This is the key! When sellers build authentic relationships with their customers based on caring, trust and mutual respect, this results in genuine friendships and loyal customers for life.

“I met Jack a few years ago and he disrupted my way of viewing customers. Emotional connection is not part of the game; it is the game!” Fabio d’Angelantonio, CEO, Loro Piana

RAVE REVIEWS!

“Jack Mitchell has built an outstanding culture of customer focus and appreciation.

At my invitation, he has lectured to our FlightSafety teammates. Jack is the very best!”

Bruce Whitman, CEO, FlightSafety

“This is, hands down, the clearest and most inspiring explanation of the selling process I have ever read. Everyone can use this book.” John Davis, former professor, Harvard Business School

“The Mitchell family’s selling culture is one of the finest in the world of luxury retailing.

This book is a must-read for anyone who has customers and wants to keep them emotionally connected.” Gildo Zegna, CEO, Ermenegildo Zegna “Out of the 1,000 business books I’ve read, this is the first to capture the elegant process of allowing people to buy.” Robert Reiss, CEO, The CEO Forum “This is a must for everyone who is interested in sales—not just in selling things but in selling yourself to people in a way that they’ll support you and never forget you. Read it!”

Leonard A. Lauder, chairman emeritus, The Estée Lauder Companies Inc.

“No one likes being sold to. We like being cared about—and Jack Mitchell has uncovered the key behind success in selling. This book will revolutionize sales in all businesses.”

Judith E. Glaser, author and CEO of Benchmark Communications Inc.

“The lessons in this wonderful book will make us not just better sellers but better people.”

Christopher Jones, television correspondent and commentator

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Stylewatch Fall 2018

TOP TO BOTTOM

Alberto Milano ADJUSTABLE LARIAT NECKLACE

Renee Lewis SHAKE NECKLACE

Todd Reed

PENDANT NECKLACE

LAYER IT ON. JUST ADD… MORE THIS IS COPY ABOUT HOW YOU CAN COME INTO THE STORE WITH YOUR DIFFERENT NECKLACES AND WE CAN WORK WITH YOU TO GET THE LAYERED LOOK THAT WORKS FOR YOU!

SHOW YOUR SIGNATURE STYLE BY PUTTING TOGETHER BEAUTIFUL PIECES IN A WAY THAT IS UNIQUELY AND TOTALLY “YOU.”

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TOP HAND

Pomellato

THIN DIAMOND BAND; ICONICA MAXI RING WITH DIAMONDS

Sylva & Cie.

NATURAL ZIRCON & CHAMPAGNE DIAMOND RING

BOTTOM HAND

Kai Linz

TRIPLE BAND DIAMOND RING DIAMOND BAND

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Stylewatch Fall 2018

MAKE IT PERSONAL Mix in charms, chains, rings or pieces that have special meaning to you.

TOP TO BOTTOM

Kai Linz

WRAPPED CHAIN NECKLACE FEATHER CHARM PEARL CHARM

Pomellato

SABBIA PENDANT (ON CHAIN) TWO CHAIN BRACELETS LINKED TOGETHER AS A NECKLACE

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LAYERS of LOVE GIVE GIFTS OF LOVE MANY LIVES

BY COMBINING THEM WITH COMPLEMENTARY AND INTERESTING PIECES.

TOP TO BOTTOM

Mattia Cielo

BROWN DIAMOND CHOKER

Genevieve Lau

PINK SAPPHIRE “LOVED” NECKLACE

Kai Linz

ROSE GOLD CHAIN WITH DIAMOND DOME CHARM AND DIAMOND CRESCENT CHARM

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Stylewatch

COME GET LAYERED!

Fall 2018

We’ll help you mix up old & new.

“GONE ARE THE DAYS OF ALTERNATING BETWEEN YOUR FAVORITE NECKLACES. Have fun by curating an unexpected, playful and personalized decked-out neckline. This look will pair perfectly with a basic tee or structured suit.”

Jennifer Farrington Jewelry Buyer Mitchell Stores since 2007 LEFT, TOP TO BOTTOM

Genevieve Lau

MULTI CHARITY CHARM NECKLACE WITH THE PURCHASE OF NECKLACE, THE DESIGNER WILL DONATE A HEART NECKLACE TO A CHILD WITH A CONGENITAL HEART DEFECT, A LOVED NECKLACE TO A WOMAN WITH CANCER AND A FOUR-LEAF CLOVER TO A CHILD WITH CANCER.

RIGHT, CLOCKWISE FROM TOP

Julez Bryant

YELLOW GOLD DEFT AND NIKI COMBO CHARM NECKLACE

Foundrae

WHOLENESS MEDALLION NECKLACE

Sylva & Cie.

LINK CHAIN WITH ENAMEL

Kai Linz

WHITE GOLD DANGLING CHARM NECKLACE

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AS R A R E A S YO UR LOVE 111 year s of design and c raf t sm a n s h ip

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8/13/18 10:27 AM

EATING OUT

CELEBRATING TASTE

An acclaimed chef’s new Ristorante Cracco in Milan is a feast for the eyes as well as the palate.

The iconic glass-domed Galleria Vittorio Emanuele II, known as the salotto (living room) of Milan since it opened in 1867, now has a sala da pranzo (dining room).

In February 2018, two-time Michelin star chef and renowned restaurateur Carlo Cracco opened Ristorante Cracco, raising the bar for Milanese dining.

The five-story eatery feels as much like a glamorous townhouse as it does a modern restaurant. An iron elevator, encased in glass and bronze, transports guests among the café, pasticceria, chocolaterie, wine cellar, restaurant and private event and gallery spaces.

Located in the heart of the Galleria, built in Renaissance Revival architectural style, Ristorante Cracco is helping to reestablish the arcade as the crux of Milan’s luxury fashion industry, as well as a place for residents to gather, spend leisure time and exchange admiring comments about local artists.

The centerpiece is the 50-seat haute cuisine restaurant, which boasts distinctive interiors designed by the famed Studio Peregalli.

The lobby ceiling features original floral frescoes in vintage pink and powder blue. These hues are repeated in oversized blooms on hand-painted wallpaper. Instead of one grand dining room, Cracco offers a dining area that comprises multiple small rooms with moody lighting to create a more intimate experience. The bas-reliefs panels, arches and pilasters confirm that not an ounce of sophistication was sacrificed to create warmth.

Most nights, Chef Cracco, whose rugged good looks and distant demeanor have earned him comparisons to Clint Eastwood, is handson in the kitchen. The Alain Ducasse protégé’s innovative take on Milanese traditional flavors is on display in many of the dishes. He plays with lobster, uni, foie gras, veal Milanese and crunchy golden saffron risotto. A chunky handmade spaghetti with guinea fowl and roasted yellow tomatoes and cocoa-crusted turbot served with parsnips in smoked tea are among the headlining main courses on his rustic-style menu. Other standouts include black squid ink ravioli; roasted sweetbreads scented with licorice and grilled blue lobster with cinnamon butter. Desserts are seasonal, but guests will never go wrong with anything made with chocolate.

The café recalls the aesthetic of storied 1920s European coffee shops. It features globe wall lamps on curved brass stems, intricate marble floors that echo details from the Galleria and hand-painted walls covered with artfully faded damask motifs. Here pastry chef Marco Pedron works his magic with brioches and glossy dark pralines.

With a chic space for Milanese and visitors alike to gather, enjoy good company and admire art, Cracco has created more than a fine dining experience. He’s built a salotto with a spirit of benvenuti amici (welcome, friends).

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SERVICES

FRIENDS OF MITCHELL STORES

AT YOUR SERVICE To really understand our service, you have to experience it.

You, our customers and friends, are at the heart of all we do, and we strive to constantly exceed your expectations. In-store and now online as well, we are available 24/7 to answer any of your questions or requests – big or small.

Connect via email or call 206.223.1461.

EXPERTISE

MADE-TO-MEASURE

Our legendary Style Advisors have been with us an average of over 10 years and are passionate about developing trusted relationships with customers and advising on all clothing, jewelry and accessory matters. They always go the extra mile to ensure that your shopping experience is efficient and enjoyable and that you are fabulously well dressed.

In all of our stores, we are known for our extraordinary Made-to-Measure Advisors, who will help you create bespoke suits, shirts, sportcoats and more.

Choose from exquisite fabrics, buttons, linings and details from the world’s top fashion houses. Custom shoes, leather goods and other items are also available by request.

COMPLIMENTARY GIFT WRAP

CLOSET CLEANING

The only thing nicer than buying our merchandise is gifting it. And we can make it even nicer with complimentary gift wrapping. You choose the perfect gift… we’ll do the rest.

To help you integrate new purchases with old, enjoy a complimentary closet consultation. A Style Advisor will visit your home and make suggestions on how to edit, mix and match your wardrobe. An expert tailor can be on hand for adjustments. If desired, we will also create a photo catalog of your wardrobe for future reference.

CLOTHING DONATIONS Service is important to us, not only in our stores, but also in our community. We will help you clear out unwanted items cluttering up your closet, while providing for a local charity. We will coordinate the donation and make the delivery ourselves.

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VIRTUAL CLOSET Through our new MWorld services, we keep a visual electronic inventory of your wardrobe to remind you and your Style Advisor of what you have and in what size.

A wardrobe is a serious investment. There is no substitute for building it wisely, with the guidance of someone who takes the time to know your wardrobe, lifestyle and needs.

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SERVICES

COMPLIMENTARY ALTERATIONS Whether you purchase in-store or online, we offer complimentary expert alterations on all regularly priced merchandise. Down to the last detail, we ensure that each article is tailored masterfully just for you.

Alteration fees apply only on sale items 40% off or more.

We understand you have a busy schedule and want to do all we can to lessen the demands on your time.

This is why we provide local delivery if you live in a reasonable proximity to our stores.

REQUEST AN APPOINTMENT We understand how precious your time is. Call or email your Style Advisor for an appointment and we’ll get you in and out with record speed!

JEWELRY SERVICES

COFFEE, WATER & DRINK BAR

BUTTON UP

We’ll happily arrange to repair jewelry purchased from Marios, to ensure it remains as gorgeous as the day you bought it.

In this hectic world, sometimes a hot cup of coffee is just what you need... snacks for a pick-me-up can help, too.

A loose thread or button can be just the thing that unravels your day. Bring in any suits or outerwear with buttons that need repair and we’ll re-attach or tighten them for you, on site and free of charge.

GIFT CARDS Give the Marios experience to someone special: Our gift card comes wrapped in our signature packaging and can be delivered directly to the doorstep of your desired destination. Call any of our three locations for more information.

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HOME DELIVERY

RETURN & EXCHANGE POLICY We want you to be 100% satisfied with everything you buy. If you are not completely happy with a purchase, feel free to bring it back within a reasonable period of time. We want to make sure you love your new items as much when you get home as you did in the store!

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The most efficient way to shop!

Reserve-In-Store While some days you may want to lose yourself in the store for hours, there are days when you’re busy or away from home or just want to shop in your PJs. That’s the time to use our Reserve-In-Store option.

Go online and shop the inventory of our nine stores. Make as many selections as you want and choose the Reserve-In-Store option. Your Style Advisor will let you know when your items are waiting for you to try on, touch and feel before you buy. No obligation to purchase.

It’s as easy as 1, 2, 3, 4!

1.

Select it.

Browse products online and shop the inventory of our nine stores.

Select as many items as you want using the "Reserve in Store" button.

2.

Reserve it.

Your Style Advisor will round up all your requested items and contact you to come in ‒ at your convenience.

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RESERVE NOW

RESERVE NOW RESERVE NOW

RESERVE NOW

RESERVE NOW RESERVE NOW

3.

Try it.

You get to see, touch and feel before you buy. Your Style Advisor will have everything waiting for you.

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4.

Love it!

If you don't love it, you haven't bought it and don't have the hassle of shipping it back.

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CLICK & SHOP NOW! SHOP OVER 300 BRANDS IN-STORE & ONLINE 24/7/365

MARIOS.COM

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