• Should Affluent Hispanics Be Considered General Market?
    Multicultural marketing has created a marketing economy based on segmenting the population by ethnicity. While ethnicity segmentation has worked for the past several decades, as I pointed out in an earlier column, that foundation is starting to crack. Our industry is experiencing a paradigm shift. As we attempt to make sense of this existential crisis of marketing models, we should consider how we segment and why.
  • In Luxury Auto, Dealers Must Be Data-driven
    The dealership is no longer a consumer's first stop when researching an auto purchase. While the test drive remains essential, most consumers begin their search online, drastically cutting down on the time they have historically spent looking around showrooms. All signs point to a period in time, not far off, where consumers can buy their cars online and then drive away with the cars without speaking to a salesperson.
  • Luxury, In The Words Of Female And Male Luxury Buyers
    This month's column follows up on the many comments we received from readers of last month's column, "Luxury, In The Words Of Upscale Americans," which focused on the differences in how upscale Americans, as defined by their spending power (i.e., their household incomes and wealth), describe luxury in response to the following question: "When you read, see, or hear the word luxury, please describe briefly what you think about."
  • A Brand's Purpose Resonates With Luxury Buyers
    The idea of a brand having a purpose isn't new. All brands have always had one, but today, that word means something much different to consumers. Today, purpose is more about what the brand stands for than it is about why it exists. Yes, consumers want to know the brand, buy from the brand and talk about the brand, but they ultimately will only stand up for the brand if they believe it has a meaningful purpose.
  • How To Make Luxury Relevant Again
    The luxury industry is at a tipping point. Both Euromonitor and Deloitte, global firms that study the luxury market, testify to it. They predict growth slowing in the global luxury market, with particular weakness in the Western Europe and North America.
  • Blogging: The Most Powerful Form Of Luxury Advertising In China
    In a recent report by BNP Paribas, "The Shopping Guide: Bloggers in China," fashion bloggers are said to "have filled a void on the internet ahead of luxury/fashion brands and publishers" in educating Chinese consumers about different global brands. That the rise of fashion bloggers and the development of the Chinese luxury market happened in tandem is no coincidence. The influx of rapid change has meant certain individual consumers have positioned themselves as experts in introducing new luxury items to the rest of the market.
  • The IoT Checks In: Bringing Connectivity To Luxury Hotels
    One of the oldest industries in the world is poised to pave the way forward for one of our newest technologies, the Internet of Things (IoT). Luxury hotels could be the frontier that finally moves the vision of IoT fully connected living from CES displays to real life. Frankly, given all the efficiency and cost saving advantages the IoT could bring the hospitality industry, it's almost surprising it hasn't happened yet. (McKinsey finds that IoT hype actually understates the full potential.) So it seems appropriate now to take a moment to imagine how we should communicate this revolution to the ...
  • Segmentation Can Help Overcome Addressable TV's Small Scale
    While TV has long been a fantastic way to deliver messaging to a wide audience, marketers have recently been attracted to new methods that allow them to use the deeply engaging medium in a more targeted fashion. Delivering TV ads to highly specific audiences by leveraging data is something of a holy grail for marketers, and can help them reduce the waste that comes with typically massive scale buys.
  • Luxury, In The Words Of Upscale Americans
    This month's column follows up on comments we received from readers of last month's column, "Luxury, In The Words Of Today's 3 Major Generations," which focused on the differences in how Millennials, Gen-Xers, and Boomers describe luxury in response to the following question: "When you read, see, or hear the word luxury, please describe briefly what you think about." This month we focus on descriptions of luxury among the following two segments of consumers based on their spending power.
  • How Creative Polymaths Are Influencing Luxury Brands
    We've all heard it: branding and consumerism in the 21st Century is a global village, a place of hyper-specialization and fragmentation, right? Well, one very current trend that seems to be going against that tide lies in a new generation of "polymath creatives" that is discreetly but powerfully shaping luxury markets from automobile design to fashion.
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