• Lessons Learned From The Earliest Of Early Adopters, Our Kids
    So much of today's conversations center on connectivity. How connected are we? Is it too much for our lives and the lives of our kids? All this chatter about connectivity has me wondering just what it really means to be connected.
  • Faced With Cautious Affluent Consumers, Nimble Marketing Matters
    At the start of the year, it's generally standard practice for marketing organizations to do a postmortem on the previous year and think about how they're going to apply their learnings to the year ahead. But 2017 has the potential to be a very different year, as the U.S. undergoes a political transition that could have a wide-ranging impact on the economy.
  • It's Now 2017: Time For A Reality Check Regarding The Luxury Marketplace
    As 2017 begins, we believe it's a good time to take a deep dive into which American consumers are actually buying luxuries. Listening to luxury and affluent brand marketers as we continually do, we find that many of them focus their attention and marketing efforts solely on very high-income and wealthy consumers.
  • Affluents And The Bourbon Boom
    If you haven't noticed, there's a boom in American whiskey right now. Led by bourbon, the category has grown 40% in the past decade, with revenue growth of 47% to $2.7 billion in 2014. The "International Wine and Spirits Review" forecasts 20% growth in the next five years. Supply can hardly keep up with demand, leading to shortages of the amber liquid in top markets across the country. And it's the favorite way for pop culture heavyweights to booze up, from Don Draper on "Mad Men" to Frank Underwood on "House of Cards" to Raylin Givins on "Justified." Like vodka ...
  • Why 'Stickiness' Should Become A Major Component Of Affluent Marketing
    In an era with more media options, more advertising, and more consumer choice than ever before, brands find themselves in intense competition for customer dollars and loyalty. Faced with so many available options, consumers' buying decisions are less predictable than they were in the past, largely because cost is not always the primary concern.
  • Affluents And The Bourbon Boom
    If you haven't noticed, there's a boom in American whiskey right now. Led by bourbon, the category has grown 40% in the past decade, with revenue growth of 47% to $2.7 billion in 2014. The International Wine and Spirits Review forecasts 20% growth in the next five years. Supply can hardly keep up with demand, leading to shortages of the amber liquid in top markets across the country. And it's the favorite way for pop culture heavyweights to booze up, from Don Draper on "Mad Men" to Frank Underwood on "House of Cards" to Raylin Givins on "Justified." Like vodka ...
  • The Idle Rich Aren't Really So Idle After All ... And, Yes, Money Can Buy Happiness
    When marketers to affluent Americans think about how to reach and potentially communicate their messages to millionaires in ways beyond the traditional and beyond today's many digital media channels, they need to realize that millionaires are really different from mainstream consumers. Also, not surprisingly, the millionaire generations differ materially from one another.
  • Yes, Luxury Brands, You Can Survive The Holidays Without A Discount
    We just made it through a record-breaking Black Friday and Cyber Monday, but that's just the beginning. It's that time of year when retailers across the country go into hyper-sales mode to push brands in front of shoppers with open wallets. When consumers are conditioned to expect discounts and deals, we've got to look at how luxury brands stay authentic when taking on the holiday shopping season. While 2016 may not be particularly different than years past, there's something refreshing about luxury brands that keep discounts off the table, staying true to an original brand, and innovating their approach to ...
  • Customer Collaboration, Involvement In Complex, Luxury Markets. Is It Possible?
    The first thing a lot of people think about when they hear about customer collaboration and co-creation is, "That's great. But I work in a very complex industry. There's no way this will ever work for me." However, Harley-Davidson, BMW and Ducati have all found success in running customer collaboration programs. Personal transportation is a lifestyle-intensive market segment in the same way that clothing, cosmetics or electronics are. They help people define who they are and show that to the world around them. What we can learn from these leading companies can be extrapolated to other luxury goods industries to ...
  • The Evolving Holiday Wish List: How High-End Brands Have Crept To The Top
    I was talking to a friend the other day about her daughter's holiday wish list. A nice young girl from a nice family, not ostentatious at all. And yet, there at the top of her list were items from high-end brands like Lululemon, Michael Kors, David Yurman. Standard brands we associate with young, teenage girls, right? Wrong.
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