building brand equity
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Building Brand Equity
“in one segment of the world”
● Brand Audit● Establishing Brand Equity:
Associations● Establishing Brand Equity: Awareness● Establishing Brand Equity: Loyalty
What & How?
Answer this: Who do you think you are?“Sleek. Clean. Minimal.”
The Brand Audit
Brand Essence: Clean, Sleek, Minimal; Avant Garde
Core Identity : androgynous hybrid of sportswear and tailored elegance
Extended Identity: Fresh Take on Basic Menswear, Uncompromising (quality, detail, customization)
Brand Identity
The Clock Model: Pre-Purchase, Purchase
Pre-Purchase Elements✓ Website✓ Industry Press✓ Fashion Blogs✓ Social Media✓ Word of Mouth
?%
Purchase Elements✓ Retail Partnership✓ Custom Tailoring✓ In-Studio Exclusives
?%
Post-Purchase Elements
?%
Loyalty Awareness
Perceived Quality
Associations
Proprietary Brand Assets
TODAY: BRAND EQUITY
Three HurdlesHow do you score?
Sustainability
Differentiation
Relevance
“how you are perceived to be by customer today”
Luxury Regions to Enter? (where brand can gain value)
Enter and Expand: Asia
Enter Next: Western
Europe/France
Enter Last: North
America
33% of market
27% of market
25% of market
GLOBAL LUXURY MARKET
$339,371 MIllion
Luxury Region - Asia Asia-Pacific region: Market attractiveness 2012 (excl. China and India)
Japan stands out as:
Attractive & “Safe” from inflation
Luxury Region to Enter and Grow (5 years) Apparel and Footwear Segment
Luxury Region to Enter and Grow (5 years) - Asia Asia-Pacific region: Inflation 2012
Luxury Region to Enter and Grow – Asian Market Growth
JapanLuxury hills and
valleys
Asia PacificLuxury moderate growth
Local Brand Management
Google Trends by Region
France has highest search trend in
luxurySeal of Approval
Japan has highest search trend in
fashionconsumption
Global Luxury Industry at a Glance – Japan
• World’s 2nd largest luxury market in the world• In the past 5 years, sales have grown slower than any
other Asian market = stagnant growth• 2013 new economic policy Abenomics pushed
economic performance forward and sizable increase in wealth thus boosting consumer spending
• But more tax increases are expected and consumers are “investing” into big ticket items today
• Abenomics will not have a further significant impact on economy growth
• Enter and grow: aspirational designerwear lines
Global Luxury Industry at a Glance – Europe
• Eurozone Includes 10 luxury markets in the world (Italy, France, Germany and Spain)
• Due to debt crisis, tight fiscal policies were adopted and less consumer spending was observed
• In future, Eurozone is expected to see modest growth• UK, not past of Eurozone is the 6th largest luxury market
in the world• UK is the fastest growing economy in Europe• Continued recovery in consumer spending
Enter with uber luxury designerwear lines and accessories (not to sell but to dictate global associations & validation)
Global Luxury Industry at a Glance – United States
• Largest luxury market in the world, outpacing Japan by 2 X
• US economy is on a recovery path after modest growth
• Income growth came from high-income households• After tax income for high-income households
outpace tax rate increases
Enter with top luxury and aspirational designerwear lines, accessories will do well too
Tailoring – Avante-Garde – Chic – Colorful
Competition
Competition in Japan Paul Smith rank improves
by 57 points in Japan!
Deloitte “Global Powers of Luxury Goods” I 2014McKinsey “ Luxury Goods in Japan” I 2013
Asian Menswear TrendsLeader- Japan
Follower- Korea
Copy Cat- China
Survey Q? : Please describe the consumerBrand Public Perception
Asian Consumer- China
Japanese Luxury Consumers
Less attractive
Logo fatigue
Younger Generation Consumers
▪ distinct characteristics and needs
▪pursue uniqueness fashion style and
personalized luxury goods
▪ Middle class, white collar and Second Rich Generation
Japanese ConsumersWhere do they Shop?
Tokyo Shopping Districts: Shinjuku, Ginza
Boutique storesHigh-end department storesCompany-Owned storesOutlets
Online
Japanese E-Commerce
Japanese Shopping Trend
Online revenue alone is over $1 billion in 20142 X higher than the Japanese industry average e-commerceUpdate e-commerce offers every 1.5 hours
http://blog.btrax.com/en/2014/06/30/japanese-fashion-retail-brands-getting-e-commercialized/
Recommendation : Define the Target Customer
WHO IS HE / SHE / THEY ???
Loyalty Awareness Perceived Quality Associations Proprietary
Brand Assets
FOCUS ON SEGMENTADDED BRAND EQUITY
BUILDING AWARENESSVIA DIGITAL STRATEGY FOCUS
Digital Media and Luxury
Source: Digital Competitive Map (July 2014) | Source: Exane BNP Paribas
Localize
Content
SEO
SEM
Recommendation: Digital Overhaul ???
Localization
Content Management: Video
Content Management: Shopping Environment
Current Digital Landscape
Website Digital Marketing Mobile Social Media
☑ Technology☑ Navigation☑ Product Pages☑ Custom Tailoring☑ Localize
☑ Search / SEO☑ SEM☑ Blog / Content☑ Other Ads☑ Engage
☑ Compatible☑ Apps☑ LocationAds☑ Catalogues☑ Sizzle
☑ Facebook ☑Twitter☑Instagram☑ Google +☑ YouTube☑ Pinterest
Social Media: RecommendationDomestic strategy
Content Management & SEO: Social Media
Source: - Prphet affluent male
Online Sources To Research Luxury Goods in Japan - 2013
Japan: Pre-Purchase By Device
Apparels & Accessories (%)
Internet 52 %
TV Shows 28 %
Locomi (Local Online Search Service)
14 %
Ads 20 %
Brochures / Flyers / Direct Mail 16 %
In - Store 48 %
Japan: Pre-Purchase Channel
SEM: Current Market Share in Japan
Social Branding Targets: where will you spend???Network Current By Jan 20XX Paid
Source – eMarketer.com : Performance Metrics for Facebook Ads
SEM: Japan Recommendations for Start Up
SEM Budget RecommendedDaily Budget ($)Daily ClicksImpressionsAnnual Max Cost ($)Annual Max ClicksConversion (0.20 %)Conversion RevenueTotal Spend ($)Total ClicksTotal ConversionsRevenue per conversionTotal Revenue
Loyalty Awareness Perceived Quality Associations Proprietary
Brand Assets
FOCUS ON AWARENESSADDED BRAND EQUITY
Survey Q? : Where would you expect to buy these clothes?
Where does the LOYALTY lie?
Loyalty Awareness Perceived Quality Associations Proprietary
Brand Assets
FOCUS ON LOYALTYADDED BRAND EQUITY
● Brand Audit● Establishing Brand Equity: Associations● Establishing Brand Equity: Awareness● Establishing Brand Equity: Loyalty
Conclusion
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