Archive for the ‘Affluent Prospects’ Category

Today’s Millennials; Tomorrow’s Loyalists

Wednesday, June 21st, 2017

alc_wealth_window_millennials-300x198-1-300x198 copySavvy luxury marketers in search of growth are now targeting millennials – for both short-term gains and long-term relationships. While only a small percentage of millennials can be defined as “affluent,” a larger percentage purchase luxury items and experiences on a selective basis. It’s these consumers that luxury marketers want to attract today…and cultivate for tomorrow.

Beyond their transactional activity, it’s interesting to note that millennials exhibit different behavioral tendencies as well. They tend to be more innovative, entrepreneurial, and opportunistic than prior generations. From an investment perspective, millennials are 2.8X more likely to use or try hedge funds… 3.4X more likely to be serial entrepreneurs… and 5.6X more likely to have achieved significant gains by taking big risks.

Plenty has been written about millennials – and much of it suggests that they are a monolith – but the fact is, these aggregated insights are just that: aggregated insights. Luxury marketers interested in attracting millennials need to be even more precise and exacting to understand which millennials are potential prospects… how much they are likely to be worth today and tomorrow… and which ones are interested in more aggressive investment opportunities. At Wealth Window, we’ve built our audience data to do precisely that. We identify new, emerging wealth that others miss – and the millennials who are gravitating to luxury today.

The right millennial with the right circumstance is available right now. Don’t wait; find them with Wealth Window. Let’s connect.

The Future of Luxury

Thursday, May 25th, 2017

Every day, I talk to luxury marketers. Recently, we’ve been talking about luxury retail. Here’s what I’m hearing…

Retail continues to be transformed. Changing shopping patterns, emerging technologies, and evolving consumer tastes are impacting the way the affluent shop — and what they buy.

New technologies at retail are being tested and refined. Many of these technologies are data driven, including digital identification solutions, innovative mobile apps, and wardrobe assistance driven by machine learning.

Which of these technologies will be broadly adopted? We’ll have to wait and see. But it’s clear that HNW consumers have increased expectations about their interactions with luxury brands – and data is often facilitating these enhanced experiences.

At ALC, our luxury clients are now integrating important insights that go beyond basic demographics and transactional activity, to empower more personalized communications, integrated with new techniques.

In this fast-moving world, we can’t wait for tomorrow’s technology to drive our business today. But, we can leverage a wealth of data that’s available right now to deliver more relevant, personalized communications and experiences.

Finally, if you’re having success with a new technology or an innovative data strategy, please let me know. It would be a luxury to know even more about how to succeed in the future.

Attracting the Affluent Through Smart Offers and Targeting

Wednesday, May 17th, 2017

alc_wealth_window_luxury_credit_card-300x198As we all know, the battle to attract affluent consumers can be intense. Naturally, having great consumer insights is key to winning. Therefore, it’s valuable to understand what strategies credit card companies are using to acquire new customers, since card marketers have a very rich understanding of consumer behavior and spending habits.

So what’s happening these days in the credit card category?

While American Express has long been a dominant player, and continues to innovate, other financial institutions are realizing the value of affluent consumers and have developed prestigious cards with rich rewards to attract them.

In November, Chase made a concerted effort to attract affluent customers using powerful data strategies and highly-lucrative acquisition offers for the launch of their flagship card: The Chase Sapphire Reserve. The card offered an unprecedented 100,000-point sign-up bonus, plus many concierge-level benefits. It worked. Within months, 900,000 people applied for the card, despite an expensive $450 annual fee. (In fact, the acquisition appears to have been too rich: Chase has since reduced the sign-up bonus to 50,000 points.)

Not to be outdone, U.S. Bank recently released their own luxury card. It features a sign-up bonus of 50,000 points as well as many of the same travel-oriented benefits that made the Chase card so successful.

American Express, the longtime luxury leader, also responded to category activity by increasing the benefits of their Platinum Card.

So… what can we learn from credit card marketers?

The bar to attract affluent customers continues to increase. Luxury brands are willing to entice consumers with ever-increasing offers and enhanced services. However, given the increased costs of these services, brands must be really smart about their data targeting and offer strategies.

Hopefully, you are deploying new, smarter data strategies – aligned with consumer wants and expectations – to build your business. As always, we at Wealth Window, are here to help you pinpoint the exact customers, exhibiting the exact behavior you need, to craft messaging that will resonate effectively. My prediction, if you use Wealth Window, success is in the cards for you.

Luxury Brands Must Control Their Destiny

Wednesday, April 5th, 2017

alc_wealth_window_luxury_brands-300x198A few weeks ago, it was announced that Neiman Marcus may be acquired by Hudson’s Bay. As we all know, evolving consumer shopping behavior and other factors continue to drive change in the luxury retail sector.

While retailers remain critical to many luxury brands’ success, we’re finding that more brands are taking control of their destiny…

Naturally, retail is key in luxury. It always has been. It always will be. But in our changing world, the more you know about your customers and prospects, the better off you are! There’s an old saying, “Trust in God, but tie-up your camels.” I say, trust in your retail partners, but own your own data!

Seriously, if you’re interested in understanding the benefits and options in having a custom-built audience or licensing data – and giving yourself an insurance policy – I’m happy to help!

How Luxury Brands Can Win in 2017

Thursday, February 2nd, 2017

alc_wealth_window_luxury_2017Will 2017 be fabulous for luxury? We don’t know yet, but there are definitely some important trends worth considering. Let me explain…

First, on the bright side, the stock market is at record highs… consumer optimism is up… and tax cuts could be on the horizon. However, the political environment is unpredictable… there are newfound concerns about travel to the United States… and a stronger dollar could hurt the luxury category.

In the past few days, a few of our Wealth Window clients have asked me, “How can we factor these trends into our marketing plans?”

While no one can guarantee what’s going to happen to the economy overall, my years working in luxury have taught me one thing for sure: In good times or bad, certain people continue to buy luxury products and services. Granted, the makeup of these luxury consumers changes – based on stage of life, current economic/financial circumstances, and other factors – yet the ability to identify these consumers has never been more precise.

For example, we are seeing a new cohort of millennials purchasing luxury brands. These consumers don’t fall under the classic definition of wealth, yet their behavior suggests they can be the next generation of loyal, upscale customers in certain categories. For example, among these younger buyers, “experiences” – as opposed to merchandise – is doing particularly well.

Obviously, 2017 is still young. It could be a terrific year for luxury across the board, but I say hedge your bets. As we begin 2017, it makes sense to identify new segments and customized audiences most likely to buy your products as soon as possible. We can help you target highly effectively by combining discretionary spending (by amount and type of purchase) along with hobbies, interests, demographics, wealth attributes, and more.

So how can luxury brands win in 2017? To be precise, be precise.

If you’re interested in honing in on those consumers most likely to buy from you regardless of circumstances, we should talk today.

The Magic of Q1

Tuesday, January 10th, 2017

First, I hope you had a Merry BIG Christmas. I am overjoyed that so many of our Wealth Window clients reported a strong season!

As you begin 2017, I suggest you take advantage of what I call, “The Magic of Q1.”

Our experience shows that Q1 is a terrific time to test: a new strategy, a new audience, and a new channel. In fact, January and February are two of the best performing months for marketing. Additionally, if your new strategies prove successful in Q1, you can benefit all year. Conversely, if they underperform, you can cut your losses quickly.

When it comes to testing, we suggest a “Structured Spending” approach for many luxury brands: 70% of your dollars go to what has proven to work; 20% is invested behind strategies that show real promise; and 10% is allocated to dramatically different approaches that have the potential to deliver vast improvements.

Here are a couple of exciting ideas we’ve seen work for our clients:

 

Thankfully, as we enter 2017 things are looking bright. The market remains strong. Consumer optimism is high. And government policy should be advantageous for luxury brands.

Yet since markets and consumers can be fickle, you won’t want to lose any time testing innovative strategies in Q1. I’m happy to help in any way I can to ensure you experience a magical first quarter.

How will Donald and Melania Trump Impact Luxury Brands?

Wednesday, November 16th, 2016

Photo Courtesy of People Magazine

Photo Courtesy of People Magazine

History suggests that America’s first families often have significant influence over the purchasing behavior of Americans and people around the world. This was certainly the case when John and Jackie Kennedy brought their sophisticated and affluent style to the White House, replacing the rather conservative, 50’s era style of the Eisenhower’s. (Tuxedos anyone?) Ronald and Nancy Reagan brought Hollywood glamour to Washington—an obvious departure from the homey style of the Carters. (Oscar de la Renta and Bill Blass certainly benefitted.)

And now, Donald and Melania Trump are bringing their lifestyles of the rich and famous to the White House, and, let’s face it, the Trumps have never been shy about the media. This begs the question: How will their affluent, opulent way of life influence luxury brands and spending on upscale goods and services?

Here are some questions that are on my mind – and probably yours as well:

 

These are just a few of the questions that will be answered over the next few months, and during the Trump presidency. But one thing seems certain, the rich will get richer, and smart marketers should be thinking about how to leverage this unique opportunity.

If you think there’s a trend you can capitalize on, let’s talk. I’d love to hear your thoughts.

Millennials are Changing the Rules of Affluent Marketing

Monday, October 31st, 2016

affluent milliennialsMillennials are a unique generation of consumers and they’re forcing marketers to forget pretty much everything they know when it comes to affluent marketing.

MediaPost’s Engage: Affluent blog recently featured an interesting post that highlighted the difficulties that many marketers are facing, as they scramble to rethink their marketing plans to adapt to the preferences of millennials.

What they’re finding is that the normal marketing strategies that have worked for generations – particularly in steadfast industries like insurance – are just no longer effective when it comes to millennials.

Now, marketers are being forced to develop new plans to reach this notoriously fickle bunch because Millennials are quickly supplanting older generations in the marketplace.

Millennials are more than willing to spend on luxury goods and services – however, what sets them apart from previous generations is that they’re much more selective when it comes to making purchase decisions and aren’t swayed by the reliable marketing tactics of old. Add to that the fact that Millennials themselves are a diverse and widely varied demographic, and you have a recipe for disruption.

The blog post points to a few interesting examples to emphasize this point. For example, affluent Millennials’ propensity towards indulgence rather than saving is causing headaches for the finance industry, while their reluctance to buy gas-powered cars is throwing a wrench (pun definitely intended) into the automotive industry’s marketing plans.

So what’s the best way to plan for those unpredictable Millennials? Well, you can start by forgetting about the one-size-fits-all approach to marketing, and instead implementing segmentation. Audience segmentation will allow you to tailor your message to better appeal to pockets of younger affluent consumers who have different wants and needs.

Since we’re on the topic of how to reach the elusive millennial audience, Wealth Window is an invaluable resource when it comes to targeting young affluent consumers. Wealth Window uses proprietary methodology that goes beyond the traditional census data, geo-targeting and demographics to track and identify affluent Millennials, providing unique access to this increasingly in-demand (and hard-to-target) audience.

The Global Landscape of HNWI is Changing

Friday, July 29th, 2016

Capgemini’s World Wealth Report 2016 was released a few weeks ago, and it contained a wealth of extremely interesting findings that point to a changing global landscape when it comes to high-net-worth individuals.

The report highlights many intriguing figures and observations about global wealth, including the eye-popping projection that high-net-worth individuals’ assets will likely top $100 trillion by 2025 – less than a decade away.

Net Wealth on the Rise in Asia Pacific Region

The report from Capgemini covers 71 countries and features financial data obtained from surveys conducted with over 5,200 high-net-worth individuals from 23 countries, as well as 800 wealth managers across 15 different markets.

Among some of the most surprising findings is the meteoric rise in wealth of the Asia Pacific region, which has the greatest collective wealth of any global region, thanks in particular to China and Japan. While most of the world witnessed a slow-down in the growth of their high-net-worth wealth, the Asia Pacific region saw their net growth top 4 percent in the past year.

This accelerated growth in net wealth is not an aberration – in fact, it’s anything but. Capgemini projects that that by 2025, the Asia Pacific region will total 11.7 million high-net-worth individuals, which will greatly outpace North America’s projected total of 7.6 million.

How HNWI Allocate Their WealthTargeting really rich consumer prospects for luxury brand marketing.

The Capgemini report also details how high-net-worth individuals are allocating their assets globally. According to their findings, HNWI have around a third of their total assets liquid in the form of cash or in bank accounts, while another third is invested with a wealth manager and the remaining third is split between real estate, business ventures, and other liquid assets.

A particularly interesting finding to note is the shifting preferences of younger high-net-worth individuals, in regards to how they handle their assets. Millennials and under-40 investors have tended towards banks and cash for allocating their wealth, opting for more liquidity in their assets and showing an aversion to wealth managers.

This presents an interesting dichotomy in how different generations view asset allocation, and it forces financial institutions to adapt to the needs of tomorrow’s wealthy as the percentage of younger high-net-worth individuals continues to rise across the globe.

In addition, Capgemini found that 31 percent of high-net-worth individuals use their wealth to contribute to social causes, and that half of all the world’s wealthy plan on increasing their contributions to social impact causes over the next few years.

Luxury Buyers are More Discerning than Ever

With a globalizing luxury market and volatile economy becoming more of the norm, high-net-worth individuals are much more careful with their money and how they spend it. The need to make smart investment decisions, coupled with an increasing number of options available for consumers, has led to more discerning and demanding luxury buyers. As digital channels enable consumers to explore more investment options and conduct their own research, luxury brands will have to adapt to a rapidly changing market in order to appeal to the evolving needs of consumers.

Time for the Luxury Market to Capitalize on Evolving Global Wealth

As the global wealth landscape continues to evolve, the luxury market must evolve along with it. From wealth managers to investment firms and luxury brands, the ever-changing needs of the world’s wealthiest are becoming more and more diverse – just as diverse as the demographics that comprise the global population of high-net-worth individuals. Despite such a constantly shifting landscape and an increasing number of digital channels through which to communicate, Wealth Window can help you gain direct access to a powerful audience of high-net-worth individuals and generate sub-segments based on various attributes including net worth, home value, luxury travel, power spending and more.

Are you ready to reach high-net-worth individuals with your strategy and messaging? Contact me to learn how.

Luxury Consumers Are More Plentiful and Powerful Than You Thought

Wednesday, September 9th, 2015

Luxury Consumers

Luxury Consumers Wield Purchasing Power

Luxury brands would be smart to invest heavily in marketing given the U.S. market’s current state and projections.

The luxury goods industry in America is flourishing, growing and evolving all at once. As marketers work to refine and optimize their brands for digital, they’ll find that their audience is actually much wider than historical data suggests. Likewise, the top tier of luxury consumers is continuing to reinforce their financial strength. Here’s what you need to know:

Affluent Consumers Have Company
MediaPost’s Engage:Affluent found that 20 million adults with annual household incomes of less than $75,000 bought one or more luxury goods last year. Add that to the 22 million categorically “affluent” adults with household incomes between $75,000 and $250,000, and it becomes clear that the pool of luxury-inclined consumers is more like an ocean. It’s also safe to assume that many non-affluent luxury purchasers have the potential to become the next power spenders.

Affluent Consumers Have Power
According to Ipsos, affluent shoppers spend 3.2 times more than the average household in many luxury categories.

Furthermore, the Engage:Affluent survey showed that 21 percent of non-affluent luxury purchasers bought only one luxury item in the past 12 months. 30 percent of affluent households with incomes between $75,000 and $250,000 bought six or more luxury items, and more still – 36 percent of households with incomes of $250,000 and higher – also bought six or more items. Meanwhile, only 14 percent of households with incomes under $75,000 reported buying six or more items, and their repeat purchasing peaked at just 3 items (28 percent).

The takeaway here is that while non-affluent consumers add to the market’s depth, the true spending power remains with the affluent. Nearly half of affluent buyers spent $3,000 or more on their most recent purchase, compared to the one in six mass-market purchasers who spent that amount. Overall, affluents represent roughly 50 percent of the nation’s income and 40 percent of all consumer spending, HubSpot notes.

The Consumer Base is Growing
In 2014, Reuters reported that the global number of luxury buyers had reached 330 million and was expected to swell to 500 million by 2020. The numbers came from a Bain & Co report that also confirmed the power of affluents, as the study found that more than half of global luxury spending came from the wealthiest age bracket, those 49 and older. While many of the 10 million new luxury consumers per year over the next four years will be attributed to rising wealth in other parts of the world, the U.S. will certainly carry its weight as those with luxury tastes and emerging wealth begin to realize increased spending power.

Luxury Brand Buyers Are At Your Fingertips
Luxury marketers and agencies can take advantage of these buying trends by directly targeting the ultra-affluent. With Wealth Window’s Power Spenders database, you can reach more than 21 million consumers with high discretionary spending on non-essential items. These individuals define the luxury lifestyle and spend freely on the brands they love. So, are you ready to connect with them? Click here to learn more.

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