Who is the Luxury Consumer? Sujata Bhatia
Transcript of Who is the Luxury Consumer? Sujata Bhatia
Sujata Bhatia Vice President
American Express Business Insights
Nov 10, 2011
Who is the Luxury Consumer?
2
American Express Business Insights
+ = Actual behavior, not self-reported
~90MM Cards >5B annual transactions
~ 130 markets
Constantly refreshed
Highly trained & experienced team
Advanced data modeling & analytics
Better informed decisions
Improved business performance
unique data analytical expertise
deeper insights
6 ’09 ‘10 ’09 ‘10 70
80
90
100
110
120
Spen
d In
dex
(200
7=10
0)
’09 ‘10 ’09 ‘10
Post-Recession Recovery by Industry
7
Newcomer : a consumer of luxury fashion in the post-2008-09 recession period who had no purchases in luxury fashion leading up to or during the recession
8
Newcomer Spend Contribution - Luxury Fashion
18%
26%
28%
31%
33%
36%
Brazil
Germany
Italy
France
India
US
% Newcomer
9
Gen X Generational Share - Luxury Fashion
32%
34%
35%
35%
40%
44%
France
Italy
Australia
US
Japan
UK
% Gen X = 29 - 46 Year-Old Consumers
10
Gen X vs. Boomer Profiles
Gen X (29 - 46 Years Old)
Boomers (47 - 64 Years Old)
¡ Mostly male ¡ Fastest growing segment ¡ Travels to where their parents
couldn’t ¡ Growing spend in home
furnishings and electronics
¡ More male, but losing share
¡ Largest customer segment
¡ Travel destinations include
traditional holiday locales
¡ More brand loyal than Gen X
11
Business Insights in Action
0,50 1,00 1,50
Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
Your Store
via montenapoleone
Henry Las Vegas
“Street View” Competitive Trends
Customer Segmentation Strategy
• 42 years old • Highest on-line
affinity • Enjoys golf,
electronics, and fine dining