Harry Cherken Jr., Lafayette Alumnus and Trustee, on the Rise of Urban Outfitters

Harry Cherken has been part of the rise of Urban Outfitters since it opened its first store near the University of Pennsylvania to become a globally-famous brand with over 200 stores. As their outside counsel and real estate attorney, Cherken is now one of the longest serving members of the company’s Board of Directors. Mr. Cherken described the strategic evolution of Urban Outfitters and the changes in the retail sector. According to Cherken, Urban Outfitters’ co-founder and CEO, Richard Hayne, had a laser-like focus on “knowing the customers.” Urban Outfitters designs their stores primarily for young, female customers who are looking not only to buy apparel, but to also have a shopping experience with friends. In attempts to add to the customer’s personal experience at their stores, UO does not advertise. This strategy underscores the uniqueness of each store.

The company grew in large measure by creating two new brands, each targeted to a unique customer base. Anthropologie targets middle aged women, and the more recently created Free People targets women in their mid-twenties. Cherken stressed the importance of being dynamic in order to adapt to what the customer wants. UO has seen success in the highly competitive retail industry because they have listened to the customer and stood out as a distinctive and edgy brand.