Welcome!

Luxury Distribution

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Dr. Satyendra Singh

Professor, Marketing & International Business

University of Winnipeg, CANADA

sites.google.com/view/drsatsingh

s.singh@uwinnipeg.ca

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Luxury outlets

Aim is to be selective and exclusive in distribution.

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Flagship stores – opinion leader

Retail cathedral or Brand temple

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Counter store, Corner store, Shop-in-shop store

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Factory outlet

Airport stores

Five star hotels

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Performance indicators: Attraction ratio and conversion ratio

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Very limited distribution: Restrict supply

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Bicester village shops

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France: Luxury department stores

Sephora

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Galeries Lafayette

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Boon Maché

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Printemps

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UK, Canada: Luxury department stores

Harrod’s

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Selfridges 🡪 2^nd largest in London

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House of Fraser

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Canada

Holt Renfrew (10 stores only (very upscale): Toronto, Ottawa, Montreal, Calgary, Vancouver, Edmonton)

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Selfridges

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USA: Luxury department stores

Macy’s

Bergdorf Goodman, Barney’s

5^th Saks Avenue 🡪 stay as long as you wish

Airline – separate entrance -- exclusive

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Nordstrom 🡪 largest independent store

Loyalty program – exclusive example

2^nd floor 🡪 >$2,000/year (You should spend)

3^rd floor 🡪 >$10,000/year (Personal concierge service)

4^th floor 🡪 >$20,000/year (customers get fashion show ticket, can host private party in store for their friends

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Japan: Luxury department stores

Mitsukoshi

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Isetan

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Daimaru and Matsuzakaya

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Takashimaya 🡪 Most exclusive

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Takashimaya, Japan

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Tsum Moscow department store

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Questions?�s.singh@uwinnipeg.ca

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