Retailisms #1

“It’s the question no retailer wants to ask – but many eventually do.”

When revenue isn’t meeting projections, when margins are tighter than expected, when exhaustion outweighs excitement, the default conclusion often feels obvious: “It’s time to close.” But what if that’s not the only option?

Too often, retailers assume that if the business isn’t performing as planned, their only path forward is to liquidate, walk away, and start over. Close the doors. File the paperwork. Call it a day. Yet in today’s retail environment, that may be the most expensive choice you can make.

The Hidden Value You May Be Overlooking

Opening a store today is not simple — or cheap. Between build-out costs, permitting, inspections, and securing a Certificate of Occupancy (CO), launching a brick-and-mortar business requires significant investment. Construction costs are high. Timelines are long. Municipal approvals can take months. And none of it is guaranteed.

If you’ve already navigated that process, you’ve created something of real value — even if your sales aren’t where you want them to be.

A store with:

• An established location
• Completed build-out
• Fixtures and infrastructure in place
• An active lease
• A Certificate of Occupancy
• Existing customer awareness

…is not nothing. It’s a platform, and platforms have value.

Close or Sell: Two Very Different Outcomes

When you close, you:

• Liquidate inventory at a discount
• Walk away from your build-out investment
• Potentially damage credit or landlord relationships
• Leave value on the table

When you sell, you:

• Transfer the infrastructure you built
• Offer a faster, less expensive entry point for a new retailer
• Potentially recover part — or even much — of your investment
• Preserve the vitality of your shopping center or downtown

In many cases, another entrepreneur would gladly step into a turnkey space rather than spend six to nine months (and hundreds of thousands of dollars) building one from scratch. But that opportunity only exists if you recognize what you actually own.

Your concept may not be aligned with your market — but the space itself may be perfectly viable for a different concept. This is especially true in downtown districts. A well-located, builtout store with a CO in place is incredibly attractive to someone ready to launch — particularly in a climate where construction costs and permitting delays can derail even the strongest business plans.

Retailers often wait too long to explore alternatives. By the time they consider selling, they’re depleted — financially and emotionally. But with thoughtful strategy, selling can be a proactive decision rather than a last resort. It requires:

• Understanding your financial position
• Evaluating the true replacement cost of your space
• Packaging your business (or location) correctly
• Identifying the right type of buyer
• Working with landlords and community stakeholders

This is where experienced retail insight matters. When retailers close abruptly, everyone feels it — neighboring businesses, landlords, and the broader community. But when a store transitions smoothly to a new owner, the ecosystem remains intact. Momentum continues. Foot traffic stays consistent. Confidence remains high. Sometimes the most responsible decision for a retailer — and the district — isn’t to close.
It’s to sell smart.

A Retailism to Remember
Before you lock the doors for good, ask a different question: What part of my business still has value? You might be surprised by the answer. And you might discover that “going” doesn’t have to mean walking away emptyhanded. Every retail challenge holds opportunity— when you know where to look.

Welcome to Retailisms
Healthy retail is the heartbeat of every thriving downtown and commercial district. Retailisms is a monthly series where I share practical insights from the front lines of retail consulting — lessons that help store owners, property owners, and community leaders make smarter decisions about growth, sustainability, and longterm vitality. Because when retailers succeed, downtowns succeed.

About the Author
Molly Alexander is a retail strategist, downtown development advocate, and successful retail operator with firsthand experience building and sustaining thriving businesses. In 2025, she sold one of her stores after 13 successful years of ownership—an achievement that gives her a practical, real-world perspective on growth, profitability, exit strategy, and long-term value creation. Molly works with retailers, developers, and community leaders to strengthen stores, programs, and downtowns through smart strategy, operational insight, and market positioning. Through Retailisms, she shares the lessons, patterns, and practical wisdom that help retail businesses not just survive—but succeed.