Confusing the offering with the story

We're typically pretty good at laying out the features and benefits; at explaining all the reasons why our product offering is superior to the competition's and why it makes perfect sense that you should choose us. Unfortunately when the consumer is overwhelmed by choice, when it's hard to get them to even notice us--much less … Continue reading Confusing the offering with the story

When the last 15 years happens to you

If you are in retail, the last 15 years or so have brought enormous change. Let me call out a few profound shifts: Winning business model bifurcation: Price and dominant assortments at one end (Wal-mart, Amazon); remarkable experience and assortment curation/product differentiation on the other (Nordstrom, Louis Vuitton). The result is death in the middle. … Continue reading When the last 15 years happens to you

Luxury’s Flight to Quality

Hermes. Bulgari. Louis Vuitton. PPR (owner of Gucci and Bottega Veneta). Richemont.  All have recently reported strong profits. Clearly, these firms have benefitted from their growing presence in the booming Asian luxury markets. But something else is going on. I believe this dazzling performance during a worldwide recession is about more than their global footprint. All … Continue reading Luxury’s Flight to Quality

Luxury Market Research Smackdown

A number of media outlets have picked up on the debate between Pam Danziger of Unity Marketing and Ron Kurtz of the American Affluence Research Center (AARC) concerning the future of the luxury market.  Let me boil it down for you. In a recent AARC report Kurtz recommends that: "Luxury brands and luxury marketers should … Continue reading Luxury Market Research Smackdown