how generation y could tip the invisible hand of the luxury marketplace
TRANSCRIPT
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LUXURY H O W G E N E R A T I O N Y W I L L I M P A C T T H E F U T U R E O F
Caroline E. Miller
March 13, 2014
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Shared Values
Table 2.4.1
Generational shared values & related unavoidable experiences
Birth Dates Defining World Events Key Technologies
Early
Boomers 1946-1954 Nuclear Prolif./Cold War, Korean War, Vietnam War Air travel (jets)
Late Boomers 1955-1965 Space Race, JFK Assassination, Vietnam War (The Draft) Television
Gen X 1965-1979 MLK & RFK Assassination, Civil Rights, Watergate, Oil Embargo CNN, cell phones
Gen Y 1980-2000 Berlin Wall Falls/USSR Ends, AIDS, Globalism, '9-11' Internet, iPhones
Gen Z 2001-2014 War on Terror, Great Recession, China Rise, Cyber-attacks Data mining, iPads
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Trans-generational Belief Matrix
Table 2.4.2
Generational Beliefs: Instrinsically & Extrinsically Based
Societal Characterizations Social Views Psychological Profile
Baby
Boomers "Greatest", "Had it all" Optimism, work ethic Self-obsessed
Late Boomers "I'm OK, I'm OK" Cynical, self help Repressed, stuck
Gen X "Lost", "Why me?", dropouts Skeptical, cautious, unfocused Anxious, withdrawn
Gen Y
"Me", lazy, instant
gratification
Connected, Facebook, debt =
OK
Narcissistic,
addicted
Gen Z Diverse, most tech savvy Sophisticated, shaped by media Still maturing
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“MY SCREWED, CODDLED, SELF-ABSORBED, MOCKED, SURPRISINGLY RESILIENT
GENERATION.”
WHO IS GEN Y?
- Noreen Malone Living off of
parents
$24K in Student Loans
Struggling to find a job
HOW CAN THEY AFFORD LUXURY!?
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Figure 1. Yolo. http://sd.keepcalm-o-matic.co.uk/i/keep-calm-and-yolo-675.png Figure 2. Just Do It. http://madamephoto.com/wp-content/uploads/2011/07/JUST-DO-IT.jpg
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Only 1 of the top 5 spending
categories for gen y is a non-discretionary
expense:
Car insurance
Figure 3. Chanel Purses. http://iwantbigcloset.tumblr.com/post/16583138407
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LUXURY HAS CHANGED
“Luxury has changed significantly in the past
few years, becoming
more personal, more intimate, more value-
focused, and more Tech-savvy. Looking ahead, Gen Y will lead these and other trends in luxury…”
- Dr. stephen kraus
Figure 4. Monopoly Board. http://imghumour.com/assets/Uploads/You-can-tell-tha-Monopoly-is-an-old-game.jpg
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The Making of Hermès Leather Gloves http://www.youtube.com/watch?v=WK0yjgiUyRU
• Accept things as they are
PERCEPTION OF VALUE
• DEMAND PREMIUM PRICE POINTS BE JUSTIFIEd (QUALITY,
CRAFTSMANSHIP) • WANT TO KNOW WHERE PRODUCT
WAS MADE, WHO MADE IT
Luxury = expensive + exclusive
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• Luxury is a Status Symbol
• Trophy
representing the lifestyle they worked so hard to earn.
• “I CAN AND YOU CAN’T”
THE BABY BOOMER
LUXURY CONSUMER
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Democratization of Luxury luxury goods are now increasingly available to
most, if not all, consumers (Okonkwo, U., 2007, p. 69).
Masstige the merger between ‘mass’ and ‘prestige’ markets
(Okonkwo, U., 2007).
Zarafication Global market deterioration characterized by low-end market competitors creating a dominant low price & benefit position that expands low-end market share, thereby eroding the luxury
market domain. (Okonkwo, 2007, p. xv).
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LUXURY: NO LONGER
A STATUS SYMBOL
Accessible Luxury
Post-Materialist Era
Mix & Match (Fast Fashion/
Luxury Collaboration)
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Reprinted from Luxury Online by U. Okonkwo (2010) p. 260
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THE NEW RENTAL
RETAIL MODEL We recognize that in todays
economy shared consumption is the ideal way to address consumer
demands. - Greg Pippo, CEO
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EVEN JUSTIN
BIEBER OPTS FOR
RENTAL LUXURY
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Collaboration between luxury &
mass-fashion brands
Mass-Fashion becomes Mass-
Premium-Fashion
For the first time in the history of luxury, mass-
fashion competes with luxury
LUXURY MEETS
MASS-FASHION
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THE NEW CONSUMER GROUP:
LUXURY MASS CLASS
Xhiliaration dress $24.99
Louis vuitton Purse $3,000.00
Chanel sunglasses $399.00
• The New Wealthy Middle Class
• Trade down in some categories so they can
trade up to acquire luxury goods
• MIX & MATCH CONSUMERS
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HOW DO ‘OLD WORLD’
LUXURY BRANDS STAY
RELEVANT WITH GEN Y?
“Luxury brands that want to
continue to reach the highest
income customers need to
reach out to slightly less
affluent Millennials today.”
- Pam Danziger, Putting the Luxe
Back in Luxury
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SUIT SUPPLY • Sell well-designed men’s
suits beginning under $500
and going up to $2000 for
made-to-measure
• Highly trained associates
and in-store tailors take care
of alterations while customer
waits
• Positioned to serve their
customers needs today and
in the future
Why won’t the newly-promoted HENRY’s shop elsewhere when
his salary increases?
Research shows shoppers are creatures of habit.
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LUXURY VENDING
MACHINES
CHANEL Pop-Up Shop in London’s Convent Garden • Entrance Products for Less
Affluent Consumers
• GEN Y LOVES INSTANT
GRATIFICATION!
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MARY J. BLIGE MY LIFE
FRAGRANCE
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THE NEW MEANING OF
PERSONALIZED CUSTOMER
SERVICE
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THE NEW ERA OF
POST-MATERIALSM
Old Luxury
Consumer Values
• Money & Status
• Running Faster
• Debauchery
New Luxury
Consumer Values
• Culture & Spirituality
• Slowing Down
• Work &
Craftsmanship
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MEANINGFUL CONSUMPTION New Holistic Norm & The 4-P’s
Danziger, P (2012)
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NUDIE JEANS CO. Embraces 3 R’s of Environmentalism
REPAIR IN-STORE GLOBAL REPAIR SHOP
REUSE JEANS THAT DON’T SELL ARE CUT INTO STRIPS AND TURNED INTO DENIM RUGS
RECYCLE GIVES OLD SAMPLES
TO YOUNG DESIGNERS
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“Post-Materialism”:
An Invitation to An Experience
Louis Vuitton City Guides Coco Chanel Portrait
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3 Tectonic Shifts in the Gen Y Marketing World
Mega-trends:
1. Global fast fashion: exclusivity Zarafication
2. Democratization: the lower price “bridge” to “masstige”
3. Social media marketing: “you’re in, or you’re out!”
Dubois (2013)
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Evolving Consumer Constructs: Ego Gratification
Emotional
How the product engages the consumer emotionally
Functional
How the product performs
Technical
Differences in features, design or materials
NEW: Luxury Ladder of Benefits (Silverstein et al, 2013)
OLD: Maslow’s Pyramid of Needs (Maslow, 1943)
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Miller Gen Y Luxury Survey: Design Principles
Layers of a Questionnaire
Objectives
Questions Words Layout/Format
General
Principl
Specific
Principle
Respondent
Orientation
after Gendall (1998)
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Miller Gen Y Luxury Survey: Elements & Question Types
• Basic Demographics – establishing the sample characteristics (i.e., age, gender, income)
• Fixed-alternative – few & clear-cut answers to multiple choice questions (i.e., car ownership, housing, credit-worthiness, etc.)
• Open-ended – respondents can express his/her answer from pre-selected choice (i.e., ranking of personal fears & causes, influences, limitations, etc.)
• Projective – more vague questions or stimuli that attempt to project the respondent’s attitudes (i.e. positivity/negativity, in-securities, feelings, well-being, etc.)
• Behavioral – to assess market size/share; ownership, purchasing patterns & behavioral patterns; future trends
• Attitudinal – to assess opinions, self-image, perceptions (real or not), shared views (with other buyers), needs satisfied by buying, etc.
• Classificatory – for market segmentation across companies/brands; according to size, type of business, and geographic location.
B2B International (2013)
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Miller Gen Y Luxury Survey: Domains & Demographics
• Demographics: 8 Questions (1-8)
• Shared Values/Experiences: 12 Questions (9-11, 14, 21-22, 30, 32-35, 37)
• Psychological Susceptibility: 13 Questions (24-29, 36, 38-43)
• Financial Capacity/Access: 10 Questions (12-13, 15-20, 23, 31)
• Gen Y ‘Older’ (Ages 25-34): born between 1980-1995
• Gen Y ‘Younger’ (Ages 18-24): born between 1990-1996
• Gen X (Ages 35-44): born between 1970-1979
• ‘Late’ Baby Boomers (Ages 45-54); born between 1960-1969
• Baby Boomers (Ages 55-74): born between 1940-1959
• ‘Greatest’ Generation (Ages ≥ 75): born before 1940
https://www.surveymonkey.com/s/Millerthesis
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IN CONCLUSION • Luxury brands needs to look
beyond targeting only the
ultra-affluent demographic, &
reach out to HENRY’s & The
Luxury Mass Class
• By knowing these
consumers luxury brands
can better develop successful
& properly focused marketing
strategies
• Using a well-designed survey
of relevant customer beliefs,
views & values is the most
powerful way for luxury
brands to better “know” their
potential customers.
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IN CONCLUSION • The results of a well-
informed market survey of potential (& past) luxury brand customers can be used to segment the market for subgroup analysis of the key factors contributing to luxury purchasing patterns & preferences.
• The Gen Y data captured in this survey will demonstrate the differential expression of the 3 key premises compared to other cohorts
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IN CONCLUSION • The predictive value
of the “Miller Gen Y
Luxury” survey for
future luxury market
trending among Gen
Y is the subject of
ongoing research.
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Thank You!