LUXURY GOODS WORLDWIDE MARKET

STUDY, FALL–WINTER 2016

As Luxury Resets to a New Normal,
Strategy Becomes Paramount

By Claudia D’Arpizio, Federica Levato, Daniele Zito,

Marc-André Kamel and Joëlle de Montgolfier
Claudia D’Arpizio and Federica Levato are Bain & Company partners, and
Daniele Zito is a manager—all three are in the firm’s Milan office. Marc-An-
dré Kamel is a Bain & Company partner in Paris, and he leads Bain’s Retail
and Luxury practices in Europe, Middle East and Africa. Joëlle de Montgolfier
is the practice area senior director for Retail, Luxury and Consumer Products
in EMEA, and she is also in the Paris office. All five are members of Bain’s
Global Retail and Luxury practices.

Copyright © 2016 Bain & Company, Inc. All rights reserved.

 Luxury Goods Worldwide Market Study, Fall–Winter 2016 | Bain & Company, Inc.

Contents

Executive summary. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . pg. 1

1. Luxury spending trends in 2016 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . pg. 5

2. Regional highlights . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . pg. 11

3. Distribution trends. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . pg. 17

4. Individual category performance. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . pg. 23

5. Outlook for the future . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . pg. 27

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 Luxury Goods Worldwide Market Study, Fall–Winter 2016 | Bain & Company, Inc.

Executive summary

Slower growth worldwide, and strategy becomes paramount

The 15th edition of the Bain Luxury Study, published by Bain & Company for Fondazione Altagamma, the trade
association of Italian luxury goods manufacturers, analyzed recent developments in the global luxury goods industry.

The overall luxury industry tracked by Bain & Company comprises 10 segments, led by luxury cars, luxury
hospitality and personal luxury goods, which together account for approximately 80% of the total market. The
overall industry has posted steady growth of 4%, to an estimated €1.08 trillion in retail sales value in 2016. Yet
among specific categories, there was a clear spread in this past year’s performance.

• Luxury cars remained the top-performing segment (growing 8%), particularly in the very high end of the
market, within which sales were strong in China.

• Luxury hospitality (up 4%), luxury cruises (up 5%) and fine restaurants all benefited from growth in luxury travel.

• The beauty, fine wines and spirits, and fine food segments all grew, reflecting a redirection of luxury spending
away from goods and toward personal pampering and experiences.

• The private jet market contracted, and yacht sales stagnated; unlike luxury cars, neither segment has been
able to benefit from growing demand in China.

The market for personal luxury goods—the “core of the core” and the focus of this analysis—was essentially flat,
at €249 billion. That represents a 1% contraction at current exchange rates and no change in market size from
€251 billion in 2015 (at constant exchange rates). This is the third consecutive year of modest growth at constant
exchange rates, and it represents a new normal in which luxury companies no longer benefit from a favorable
market and free-spending consumers. Brexit, the US presidential election and terrorism have all led to signifi-
cant uncertainty and lower consumer confidence, hindering sales of personal luxury goods. In this environment,
companies no longer grow and generate profits merely by riding favorable economic tailwinds. Instead, we will
see clear winners and losers. Management teams will need to implement a clear strategy to win and manage costs
more closely.

Slower growth of personal luxury goods sales worldwide

The Americas and Asia (excluding Japan)—two major luxury markets—both contracted by 3% in 2016. Europe
declined 1%, primarily due to a decline in tourism, and potentially would have performed worse were it not for
strong sales in the UK (driven by a depreciated British pound). In China, consumers started buying again in their
home market, but that was not enough to offset a dip in purchases by Chinese travelers abroad. A key factor in
this shift is tighter customs controls to limit foreign shopping in an effort to fight the “grey market” of unauthorized
sales and stimulate domestic consumption. As a result, China’s overall share of global luxury goods purchases
declined slightly from 31% to 30%. Longer term, China remains an engine of growth for luxury goods as the

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 Luxury Goods Worldwide Market Study, Fall–Winter 2016 | Bain & Company, Inc.

country’s middle class continues to grow in size and purchasing power. The behavior of Chinese consumers
epitomizes a larger global trend: the re-localization of luxury. In 2016, the growth of local luxury purchases
exceeded that of tourist purchases by 5 percentage points, the first time that has happened since 2001.

Wholesale channels dominate, but retail continues to rise

Wholesale remains the largest channel for personal luxury goods, accounting for roughly two-thirds of all sales.
Yet the retail channel is growing steadily as department stores face structural challenges and companies increas-
ingly seek to control the experience they deliver to customers. Sales in the off-price channel continued growing
by double digits in 2016 (albeit at a slower rate than the 23% per annum that the category has experienced since
2013), to now reach 11% of the personal luxury goods market. Overall, across all channels, discounted sales
comprise 37% of the personal luxury goods market, but luxury brands are becoming more disciplined and strategic
in how they handle off-price sales. Online sales also continued to grow rapidly, reaching an 8% share of the
global industry. That makes digital sales the third-largest global market in the world for personal luxury goods,
after the US and Japan. Over the next several years, digital will continue to take market share from physical stores.

Casual goods in demand

Another pronounced trend is the shift in preference among consumers for casual products, especially in catego-
ries such as apparel. Luxury denim and sneakers are each now €3 billion markets, while down jackets and back-
packs are €2 billion each. Conversely, sales in the hard luxury category, which includes jewelry and watches,
declined 5%, primarily driven by the continued difficulties of the watch category (down 8% vs. 2015 at current
exchange rates).

Strategy becomes paramount

In the new normal, we expect a compound annual growth rate (CAGR) of 3% to 4% for the luxury goods market
through 2020, to approximately €280 billion. That is significantly slower than the rapid expansion from the mid-1990s
to the late 2000s, when the majority of companies were able to post double-digit growth because of favorable
market conditions and few organizations worried about operating costs. Even after the financial crisis, extremely
strong growth in sales to Chinese consumers allowed many companies to post rapid growth and attractive
profit margins.

By contrast, the current luxury goods market—and that of the foreseeable future—will feature clear winners and
losers, and strategy will become paramount. Rather than simply riding favorable tailwinds, management teams
will need an explicit strategy for how they can outperform the competition. They will need to allocate resources
accordingly, and they will need to watch operating costs and overall productivity much more closely. Those
measures may be a departure for how many luxury goods companies have been run in the past. Yet there is no
realistic alternative. Over the next several years, the difference between strong executive teams and laggards will
become apparent.

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Luxury Goods Worldwide Market Study, Fall–Winter 2016 | Bain & Company, Inc.

Page 3
1.
• The global luxury market tracked by Bain &
Company comprises 10 segments, including personal
luxury goods, luxury cars, luxury hospitality, luxury
cruises, designer furniture, fine food, fine wines
and spirits, yachts, private jets and fine art. The
overall market grew at 4% in 2016, to an estimated
€1.08 trillion in retail sales value. Luxury
Luxury spending
consumption shifted away from goods and toward
trends in 2016 experiences such as travel and gastronomy, which
grew faster than luxury goods by at least 5 percentage
points. The best-performing categories were luxury
cars, luxury hospitality, fine wines and spirits, and
fine food.

• The personal luxury goods category—the “core of

the core” of luxury and the focus of the Bain Luxury
Study—was essentially flat (in constant exchange
rates), with total sales of €249 billion.

• After relatively strong growth over the past two

decades—excluding the financial crisis—the
current period of flat growth represents a new
normal for the luxury goods industry. Growth for
the past three years has gradually decelerated
below 3% at best, in constant exchange rates.

• Much of the nominal growth last year came from

currency effects alone rather than true organic sales
growth. In 2015, most major currencies appreciated
in value against the euro. In 2016, by contrast, the
currencies of several major countries depreciated
significantly against the euro, including the British
pound (down 10%, in large part due to Brexit); the
Russian ruble (down 11%); the Brazilian real (down
7%); and the Chinese yuan (down 6%).

• In addition to the shift toward purchasing luxury

experiences, a few other luxury trends were particularly
noticeable this year: increased casualization, the
rise of discount and online, and a revitalization of
local consumption.
 Luxury Goods Worldwide Market Study, Fall–Winter 2016 | Bain & Company, Inc.

Figure 1: The global luxury market exceeded €1 trillion in 2016, with overall growth of 4% coming
largely from cars, hospitality and gastronomy

Worldwide luxury market, 2016E (€billion)

18 7 2 1,081
33
39
46
66
183

438

249

Personal Luxury Luxury Fine wines Fine Fine Designer Private Yachts Luxury Total
luxury cars hospitality & spirits food art furniture jets cruises 2016E
goods

Growth, –1%
- 8% 4% 4% 4% 0% 3% –5% 0% 5% 4%
2015–16E

Source: Bain & Company

Figure 2: Experiences gained traction over products in global luxury

Growth of global luxury goods segments, 2008−2016E (€billion)

22%
Absolute
luxury
12 cars

Out-of-home Accessible and

10
luxury aspirational
experiences luxury cars
Growth,
2012–16E 8 In-home luxury
CAGR experiences
Luxury
6 consumable
experiences

Personal
4 Luxury luxury
“toys” goods

2
0 2 4 6 8%
2008–12 CAGR
Notes: Out-of-home luxury experiences includes luxury hospitality, cruises and restaurants; in-home luxury experiences includes designer furniture and fine art; luxury consumable
experiences includes beauty, fine wines & spirits and fine food; luxury “toys” includes private jets & yachts
Source: Bain & Company

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 Luxury Goods Worldwide Market Study, Fall–Winter 2016 | Bain & Company, Inc.

Figure 3: Personal luxury goods stabilized in 2016

Global personal luxury goods market, 1994−2016E (€billion)

“Sortie du temple” Democratization Crisis Chinese shopping frenzy New normal

251 249

224
212 218 –1%
192
+12% ±0%
170 167 173
159 +1%
153 +3%
147
133 133 128 136
128
+3% +3%
108
92 96 +7%
85
73 77

94 95 96 97 98 99 00 01 02 03 04 05 06 07 08 09 10 11 12 13 14 15 16E

Year-over-year growth at current exchange rates Year-over-year growth at constant exchange rates

Source: Bain & Company

Figure 4: Currency effects resulted in a slight market decline in 2016

Global personal luxury goods market at current and constant exchange rates, 2014−2016E (€billion)

251 0
24
249
–2

+12% –1%
At current exchange rates

At constant exchange rates

+1% ±0%

2
224

2014 Constant Currency 2015 Constant Currency 2016E

growth effect growth effect

Source: Bain & Company

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 Luxury Goods Worldwide Market Study, Fall–Winter 2016 | Bain & Company, Inc.

Figure 5: The depreciation of the British pound and other currencies, with the appreciation of the yen, all
affected the market

Evolution of key currencies against the euro

2015 vs. 2014 2016 vs. 2015

US 20% –1%

UK –10%
11%

Switzerland 14% –2%

Russia –24% –11%

Brazil –14% –7%

Japan 5% 11%

Mainland China 18% –6%

Hong Kong 20% –1%

South Korea 12% –3%

Singapore 10%

UAE 20% –1%

Saudi Arabia 20% –1%

Source: Bain & Company

Figure 6: Notable market trends in 2016

Experiential Value-oriented

• Growth of luxury experiences outpaced luxury goods • Off-price channel grew to 11% market share
by 5 percentage points in 2016
• Overall discounted sales reached 37% of total market
• Chinese consumers diversified their luxury baskets to
include experiences

Casual Digital

• Casual style gaining traction across categories • E-commerce reached an 8% market share
- ~3B€ luxury sneakers - Today, the third-largest “luxury market”
globally after the US and Japan
- ~3B€ luxury denim

- ~2B€ luxury down jackets

- ~2B€ luxury backpacks

Demanding Local

• Consumers continued to seek truly innovative brands. • For the first time since 2001, local consumption
Those lagging behind lost further ground; about 50:50 growth has outpaced tourist consumption by
ratio between growth winners and losers 5 percentage points

Source: Bain & Company

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Luxury Goods Worldwide Market Study, Fall–Winter 2016 | Bain & Company, Inc.

Page 9
2.
• Among regional markets, only Japan grew in 2016,
up 10% at current exchange rates. The Americas,
which remains the largest global market for
personal luxury goods, contracted by 3%, as did
Asia (excluding Japan). Europe shrank by only 1%.

• In Europe, we analyzed data from Global Blue, a

Regional company that tracks tax-free shopping in Europe.
highlights Major markets of Germany, France and Italy saw
declines in tax-free spending. The UK was a bright
spot, with 8% growth in 2016 following the post-
Brexit depreciation of the British pound, which
attracted shoppers to the UK.

• At current exchange rates, China contracted to €17

billion in 2016, representing a 2% decline. Growth
rates had historically been strong in China—19%
from 2007 through 2014. But since 2014, China
has seen a more modest performance. However, in
2016, at constant exchange rates, the market grew
4%, the first sign of a revitalization in three years.

• Globally, were it not for purchases from Chinese

consumers, the overall global market for personal
luxury goods from 2012 through 2015 would have
contracted by an average annual rate of 2%.
However, for the first time in the past decade,
Chinese consumers have slightly decreased their
contribution to the total luxury market—from 31% in
2015 to 30% in 2016.

• The long-term outlook remains positive, thanks to a

large and growing middle class in China with more
disposable income for luxury purchases.

• Beyond personal luxury goods, Chinese consumers

increased their spending in categories such as
luxury cars, fine food, luxury hospitality and
designer furniture, while holding steady in fine art,
private jets, yachts and luxury cruises, and declining
in fine wines and spirits.
 Luxury Goods Worldwide Market Study, Fall–Winter 2016 | Bain & Company, Inc.

Figure 7: The Americas struggled while Europe showed some resilience

Personal luxury goods market by region, 2008−2016E (€billion)

Rest of the world CAGR CAGR CAGR

(08−10) (10−16E) (15−16E)
251 249
4% 7% –1%
224
218 Japan –6% 4% 10%
212

192
Asia 18% 9% –3%
167 173
153

Europe 0% 4% –1%

Americas 0% 7% –3%

2008 2009 2010 2011 2012 2013 2014 2015 2016E

Note: Growth rates in current exchange rates
Source: Bain & Company

Figure 8: Germany and France strongly impacted by declining tourism flows; UK flourishing on the back
of post-Brexit currency devaluation

Trend in luxury taxes: free transactions

Germany France Italy UK (Growth in GBP)

48%

34%

26%
2014–15

2014–15
2014–15
9% 8%
5% 5%
2013–14 2013–14 2013–14 0% 2014–15 2015–16

–1% 2013–14
2015–16
2015–16
2015–16 –11%

–21%
–25%

2016 vs. +10% +7% +11% +14%

2014
Note: Figures refer to the period of January to September
Sources: Global Blue; Bain & Company analysis

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 Luxury Goods Worldwide Market Study, Fall–Winter 2016 | Bain & Company, Inc.

Figure 9: Europe remained dependent on tourism; consumers from mature markets continued to buy
primarily domestically, and Chinese shoppers continued to spend everywhere in the world

Personal luxury goods spending by local consumers vs. tourists, Where consumers shop for personal luxury goods,
by region (%), 2016E (€billion) by their geographical origin, 2016E (%)
Regional Rest of world
Rest of world
tourists
82 82 22 17 ~47 ~57 ~28 ~74
100 100 Europe Europe
Americas Japan
Americas

80 80 Americas
Extra-regional
Rest of
tourists
Asia
Rest of
60 60 Asia
Americas
Europe

40 40 China

Local Japan
consumers
20 20
Europe

0 0
Europe Americas Japan Mainland European American Japanese Chinese
China consumers consumers consumers consumers
Source: Bain & Company

Figure 10: Mainland China recovered after a couple of years of stagnation

Personal luxury goods market in mainland China, 2007–16E (€billion)

18
17

15 15 15 –2%
+16%
13 +4%
–2%

10

7 CAGR
2007–14:
6
+19%
5

2007 2008 2009 2010 2011 2012 2013 2014 2015 2016E

Year-on-year growth at current exchange rates Year-on-year growth at constant exchange rates

Source: Bain & Company

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 Luxury Goods Worldwide Market Study, Fall–Winter 2016 | Bain & Company, Inc.

Figure 11: Chinese consumers represented 30% of global purchases, down slightly from last year

Global personal luxury goods market, by consumer nationality, 2000–16E (€billion)

RoW

Other Asian

Chinese

Japanese

American

European

2000 2010 2013 2014 2015 2016E

Note: RoW is rest of the world
Source: Bain & Company

Figure 12: Chinese consumers have been a significant source of the global personal luxury goods growth,
but their spending contracted slightly in 2016

Contribution of Chinese consumers to growth of global personal luxury goods market, 2012–16E (€billion)
2%

2%

Total market

>0%

Total market excluding

Chinese spending

–2%

Compound annual growth rate 2012–15 Annual growth rate 2015–16

Note: At constant exchange rates; percentages are estimated

Source: Bain & Company

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 Luxury Goods Worldwide Market Study, Fall–Winter 2016 | Bain & Company, Inc.

Figure 13: Chinese consumers broadened their luxury consumption across all categories

Share of spending in global luxury goods, 2016E (€billion)

249 39 438 46 66 183 33 18 7 2 1,081

Personal Fine art Luxury cars Fine food Fine wines Luxury Designer Private jets Yachts Luxury Total 2016E
luxury & spirits hospitality furniture cruises
goods

2015–16E growth trend in real terms Chinese consumers All other consumers

Source: Bain & Company

Page 15
3.
• The wholesale channel still dominates, with roughly
two-thirds of total global sales in 2016. Retail
continues to grow steadily, however, to its current
high of 35% of the total market. Since 2008, the
retail channel has expanded at a CAGR of 11% vs.
3% for the wholesale channel.
Distribution trends • Monobrand stores, department stores and specialty
stores still represent the highest-volume formats,
with approximately 74% of the market. All three
showed negative growth from 2015 to 2016,
however, and department stores in particular
appear to be in a structural decline. By contrast,
channels such as off-price stores, e-commerce and
airport stores all showed strong growth in 2016,
albeit from a smaller base.

• Online sales have shown especially strong growth

in the personal luxury goods market, increasing
nearly 20-fold from 2003 through 2016, to the
current level of €19 billion (or 8% of the total). In
2016 alone, the market for online luxury goods
grew 13%, significantly outperforming the rest of
the personal luxury goods market.

• Off-price stores now represent 11% of the market

for personal luxury goods, up from just 7% in 2013.
That growth is especially strong in Asia and (to a
lesser extent) North America—both of which saw a
strong expansion in the discount channel footprint.
Yet brands were able to exert more control over
markdowns. Rather than end-of-season sales and
other ad hoc approaches, retailers are adopting a
more strategic approach to managing outlets and
actively seeking to reduce discounts in stores (in
part by educating wholesale partners).

• Airport stores make up 6% of the market, with

growth in the high single digits in 2016. Slowing
tourism has impacted growth, but that effect has
been less severe in some markets. Asia is still
leading the growth trend for airport stores.
 Luxury Goods Worldwide Market Study, Fall–Winter 2016 | Bain & Company, Inc.

Figure 14: Wholesale still dominated among distribution channels, but owned retail continued growing

Personal luxury goods market, by channel, 2008–16E (€billion)

251 249 CAGR
(08−16E)
224
218
212

192

173
167
66 65 3%
153
68
69
71
72
73
78
75

11%
34 35
31 32
28 29
25 27
23

2008 2009 2010 2011 2012 2013 2014 2015 2016E

Retail (%) Wholesale (%)

Source: Bain & Company

Figure 15: “Value-oriented” channels still outperformed, while department stores are in structural decline

Global personal luxury goods market, by channel and format, 2016E (€billion)

6% 249 249
8%
11%

22% Multibrand
45%
Wholesale
65%
23%

29%
Monobrand
55%
Retail
35%

Monobrand stores Department stores Specialty stores Off-price stores Online Airport Global luxury Global luxury

2015–16E growth trend in real terms Market share

Source: Bain & Company

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 Luxury Goods Worldwide Market Study, Fall–Winter 2016 | Bain & Company, Inc.

Figure 16: The online luxury market has grown nearly 20- fold since 2003, rising to 8% market share

Online personal luxury goods market, 2003–16E (€B)

8%

7% 19.0

16.8

5%

4% 12.0

9.8
3% 7.7

2% 5.8
4.5
1% 3.5
2.6 2.9
2.2
1.3 1.7
1.0

2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016E
Year-on-year
37% 31% 29% 18% 12% 21% 29% 29% 33% 27% 22% 40% 13%
growth
Online market share

Source: Bain & Company

Figure 17: The off-price and airport channels have experienced strong growth since 2013

Off-price channel for personal luxury goods, 2013–16E (€B) Airport channel for personal luxury goods, 2013–16E (€B)

29

+23%

16
14
11%
10 +13%
7% 6%
4%

2013 2016E 2013 2016E

2013–16E CAGR Market share

• Solid performance of the off-price market in 2016; still growing • High single-digit market growth in 2016E, though negatively
in double digits, though slower than previous years impacted by tourist flow shifts
• Asia grew the most due to perimeter expansion • Asia leads growth despite the tough situation in Hong Kong
• Europe affected by the contraction of tourist flows • Booming UK trend is offset by the rest of Europe
• Continuing footprint expansion in North America – Potential expansion of downtown duty-free in Europe could result
in a remodeled airport channel footprint
• Duty-paid and arrival duty-free are expected to support future growth
Source: Bain & Company

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 Luxury Goods Worldwide Market Study, Fall–Winter 2016 | Bain & Company, Inc.

Figure 18: Brands are getting tighter control over markdowns

Share of personal luxury goods market, discounted vs. full price, Discounted personal luxury goods market by channel,
2014–16E (€B) 2014–16E (€B)

32% 36% 37% ~32%

~27% 29%

2014 2015 2016E 2014 2015 2016E

Discounted Full price Off-price stores End-of-season sales and promotions

Luxury goods increasingly sold at a discount… …yet more channeled through controlled outlet channel

• Discounted market gained share: • Shift from tactical to strategic management of outlet channel for most
– Increasing “value for money” orientation of consumers brands, combined with reduced discounts in stores
– Growing promotional activities of struggling wholesale formats • Attempts to better control and educate wholesale partners
(US department stores, Asian watch retailers)

Note: Share percentages are estimated

Source: Bain & Company

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Luxury Goods Worldwide Market Study, Fall–Winter 2016 | Bain & Company, Inc.

Page 21
4.
• Over the long term, accessories have dominated in
terms of both market share and growth rate (up
10% p.a. from 2010 to 2015). However, the
category’s performance decelerated from 2015 to
2016, to 1% growth. Within accessories, the two
largest segments—handbags (€44 billion in retail
sales value in 2016) and shoes (€16 billion in
Individual category
2016)—grew moderately at 2%.
performance
• From 2015 to 2016, the beauty category showed
brisker growth at 4%, led by makeup and
fragrances. The strongest markets were Asia and
the Americas.

• In the accessories category, leather goods and

shoes showed a clear shift in favor of entry-priced
goods such as backpacks and sneakers. In apparel,
there is a growing dichotomy between large
specialists and smaller, more dynamic lifestyle
brands. Casual apparel is gaining traction, leading
to growth in areas such as luxury denim, down
jackets and activewear.

• The watch market continued to struggle (down 8%

from 2015 to 2016), especially for higher-end
products in Asia.
 Luxury Goods Worldwide Market Study, Fall–Winter 2016 | Bain & Company, Inc.

Figure 19: Accessories remained the biggest personal luxury goods category and the fastest growing
since 2010

Personal luxury goods market by category, 2008–16E (€B)

251 249

224
218
212

192

173
167
153 CAGR CAGR CAGR
(08−10) (10−15) (15−16E)

Other −3% 4% −2%

Beauty 0% 5% 4%

Hard luxury 2% 10% −5%

Apparel −1% 6% −4%

Accessories 9% 10% 1%

2008 2009 2010 2011 2012 2013 2014 2015 2016E

Source: Bain & Company

Figure 20: In 2016, the beauty category accelerated and accessories continued to grow while
watches struggled

Growth by category at current exchange rates, 2015–16E

5%
Beauty posted a solid performance, fostered by
Fragrances Cosmetics Jewels
the continuing strong momentum of makeup,
coupled with growth in fragrances
2 Shoes
Leather
Watches category dragged down by Asian
underperformance, especially on
high-ticket items
Womenswear
Menswear
–2
Apparel dichotomy between struggling large
specialists and more dynamic, smaller
lifestyle brands

–6 Leather goods outperformed on entry prices,

men's travel and “rediscovered” usage occasions
such as backpacks
Market Shoes are still dynamic, with the sneaker
Watches value phenomenon feeding the market
(€30B) Jewelry trajectory is decelerating in 2016
–10
2 Growth by category at current exchange rates, 2012–15 10%

Source: Bain & Company

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Luxury Goods Worldwide Market Study, Fall–Winter 2016 | Bain & Company, Inc.

Page 25
5.
• The luxury goods market shows a marked shift
in 2016 and has settled into a new normal
characterized by slower growth.

• In this environment, companies no longer ride

favorable market conditions to profitable growth.
Increasingly, this market will be characterized by
Outlook for the future winners and losers. From 1994 to 2007, 87% of
personal luxury goods companies were able to
grow, and half posted growth rates in excess of
10%. From 2015 to 2016, by contrast, we forecast
that fewer than half of all companies will grow, and
just 14% will show double-digit growth.

• We expect the market to grow at 1% to 2% in 2017

and a 3% to 4% CAGR through 2017 to 2020, to
approximately €280 billion (at constant exchange
rates). The rising Chinese middle class should
continue to spur growth in luxury goods purchases,
along with a recovery of consumer confidence in
mature markets (including larger contributions from
Generations X and Y). Markdowns will remain a
sizable component of the market, but companies
will handle them in a healthier and more strategic
manner, reducing sales cannibalization. No category
or segment champion will dominate, but digital will
remain the clear leader among distribution formats.

• As the environment becomes more demanding,

companies will need to rethink their strategies to win.
Management agendas should include themes such
as revitalizing domestic demand, adapting to volatile
tourism flows, engaging customers more effectively,
tailoring assortments to local preferences, determining
the right role for stores in an increasingly omnichannel
environment and increasing productivity.
 Luxury Goods Worldwide Market Study, Fall–Winter 2016 | Bain & Company, Inc.

Figure 21: Ten key takeaways from the 2016 global personal luxury goods market

A mature market in structural transition toward a new era

Markets and consumers Route to market Value proposition

Retail and monobrand remained

investors’ favorite formats
The market rebalanced toward
…but retail expansion drastically slowed
a less-volatile local consumption Consumer base expansion at the
at the first signals of rationalization
The repatriation of Chinese consumption bottom of the pyramid supported
Off-price and airport retail outperformed, entry items and brands
did not offset the impact of lower
but strongly affected by tourist flow shifts
purchases abroad Consumers rewarded true
…leaving e-commerce as innovation across
European consumption rebounded,
the only real “star” channel categories and segments
American remained depressed and
Japanese uneven US department stores‘ crisis
remained a point of attention
for the region’s performance

Source: Bain & Company

Figure 22: The new normal: shifting from “industry index” to “winners and losers”

Revenue CAGR of selected luxury brands by phase

Sortie du temple and democratization Crisis Chinese shopping frenzy New normal
(1994–07) (2007–09) (2009–15) (2015–16E)
– + – + – + – +

+7% −5% +9% −1%

Percentage of
brands with…
CAGR>0% 87% 37% 93% 49%
CAGR>10% 50% 12% 56% 14%

Global personal luxury goods market CAGR

Note: Based on a sample of luxury brands; growth rate calculated on revenues in €
Source: Bain & Company

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Figure 23: The luxury market is expected to reach a CAGR of 3% to 4% from 2017 to 2020

Personal luxury goods market projections, 2015–20F (€B)

~€280–285

€251 €249 ~€251–254 2017 trends 2020 trends

Recovery of US Rising Chinese middle class and
consumption recovery of mature markets’ consumers

−1% Rebound of Chinese Generations X & Y

spending globally increasingly contribute
0% Consistent positive A healthier markdown
trajectory in Europe market reduces sales cannibalization

Challenging situation Online still

in Japan the champion format

Still challenging No clear champion

Hong Kong and Macau category or segment

2015 2016E 2017F 2020F

At constant exchange rates At constant exchange rates

CAGR CAGR
2016−17: 2017−20:
1−2% 3−4%

Year-over-year growth at current exchange rates Year-over-year growth at constant exchange rates

Source: Bain & Company

Figure 24: What will the global personal luxury goods market look like in 2020?

Projected share of global personal luxury goods market, 2020E

Silent Other
Rest of world Rest of world

Rest of Asia Other Asian Beauty

Baby boomers

China Nonlocal

Japan
Chinese Hard luxury

X
Americas
Japanese Apparel

American Local

Europe Y
Accessories
European
Z

Region Consumer nationality Consumer generation Type of shopper Category

Where? Who? What?

Source: Bain & Company

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 Luxury Goods Worldwide Market Study, Fall–Winter 2016 | Bain & Company, Inc.

Figure 25: By 2020, “retailization” will maintain its momentum while off-price, airport and online channels
continue to outpace

Projected share of global personal luxury goods market, 2020E

Airport 6%
Online 8%

Off-price Markdown
Multibrand 37%
stores 11%
45%
Wholesale Specialty
65% stores
22%

Dept. stores
23%
Full-price
Monobrand 63%
55%
Retail Monobrand
35% stores
29%

2016 2020 2016 2020 2016 2020 2016 2020

By channel By assortment model By format By pricing model
Source: Bain & Company

Figure 26: Key strategic themes luxury CEOs will need to follow to shape the industry in the medium term

Markets and consumers Route to market Value proposition

Design a “locally global” pricing strategy and execution

New role Productivity

of store management
1:1 customer experience
Storytelling 2.0

Perfect a value-driven Cross-channel

“fast luxury“ model omni-channel

Stretched offer and

locally global assortment
Scientific consumer corridor management: from salience to advocacy

Customer-winning organization

Source: Bain & Company

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 Luxury Goods Worldwide Market Study, Fall–Winter 2016 | Bain & Company, Inc.

Appendix

Bain’s global luxury goods market study: methodology

Revenues tracked at retail sales value

• Revenues at retail sales value represent total sales valued at retail price (final price paid by consumers at point of purchase)
• Each player’s consolidated sales are brought back to retail sales value through the following methodology

Application of estimated markups

Retail Retail by geography and category

Wholesale Wholesale at retail value

Licenses Licenses at retail value

Application of estimated royalty
rates and markups by geography
Player consolidated sales Player sales at retail value and product category

Bottom-up and top-down estimates

Bottom-up Top-down cross-check

• Category-specific data in the main geographic markets

• Comparison between market breakdown and turnover
breakdown of key players
• Expert interviews (top management of brands, distributors,
department stores)
Player 1 Player 2 Player 3 Player ... Player 305 Total • Consistency check and fine-tuning

Source: Bain & Company

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Page 34
 Key contacts in Bain’s Luxury Goods practice:

Europe, Claudia D’Arpizio in Milan (claudia.darpizio@bain.com)

Middle East Federica Levato in Milan (federica.levato@bain.com)
and Africa: Daniele Zito in Milan (daniele.zito@bain.com)
Marc-André Kamel in Paris (marc-andre.kamel@bain.com)
Joëlle de Montgolfier in Paris (joelle.demontgolfier@bain.com)

Americas: Aaron Cheris in San Francisco (aaron.cheris@bain.com)
Vandana Radhakrishnan in New York (vandana.radhakrishnan@bain.com)
Suzanne Tager in New York (suzanne.tager@bain.com)

Asia-Pacific: Bruno Lannes in Shanghai (bruno.lannes@bain.com)

About the Bain Luxury Goods Worldwide Market Study

Bain & Company analyzes for Fondazione Altagamma the market and financial performance of more than 300
leading luxury goods companies and brands. This database, known as the Luxury Goods Worldwide Market
Observatory, has become a leading and much-studied source in the international luxury goods industry. Bain has
published its annual findings in the Luxury Goods Worldwide Market Study since 2000. The study’s lead author
is Claudia D’Arpizio, a Bain partner in Milan. Fondazione Altagamma is led by Andrea Illy, who was named
chairman in 2013.
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