Category: Analysis

Sex, Love & Marriage: Chinese Millennials Do It Their Own Way

Chinese Valentine’s Day, AKA Qixi, is this week, leading to a near infinite spread of ‘love-based’ brand campaigns. But just what does love – and marriage – mean for the affluent, urban Chinese consumer?

Once we start talking about ‘marriage in China’, we might end up with a chin-strokingly meaningful book on the issue. Trying to define any issue in China needs a targeted segment to discuss. While across regions and demographics the issue of marriage is certainly very complex, if we look at the affluent sector which pertains to luxury brands, marriage is still very much a core of both society and individual life.

What must brands know about the journey of the luxury Chinese consumer through marriage? Continue reading “Sex, Love & Marriage: Chinese Millennials Do It Their Own Way”

How Luxury Car Brands in China Show That Bigger is Better

China specialises in big numbers and the car market is no different, from 6.7 million passenger vehicle sales in 2008 to 24.7 million in 2017. While many articles about business in China tend to wring their hands over the ‘whys’, this topic doesn’t need much social pondering of why Chinese people like cars – people in all countries opt for car ownership when financially able, and you just may have read that the Chinese economy has grown somewhat in the last decade.

The more intriguing poser is how do car brands ignite passion for their marque in China’s competitive environment? Continue reading “How Luxury Car Brands in China Show That Bigger is Better”

Luring Luxury to China’s E-commerce World; Who Comes Out On Top?

By Tamsin Smith

It seems not a day goes by without another of China’s e-commerce platforms announcing a luxury initiative, attempting to lure the top brands to their sites with exclusivity, the fight against fakes and seamless logistics services. Many foreign luxury brands, however, are still unclear over the reality of the various apps and platforms in regards to luxury retail; and it’s easy to see why.

Continue reading “Luring Luxury to China’s E-commerce World; Who Comes Out On Top?”

5 Ways U.S. Luxury Brands Have Won in China

By Lauren Hallanan

While there is no one-size-fits-all China market strategy, there appear to be five common approaches for U.S. brands to reach Chinese consumers. Several U.S. brands including Tiffany & Co, Estée Lauder and Michael Kors, have made a name for themselves in China’s growing luxury market. The Luxury Conversation Survey on U.S. brands revealed clear adoration for various brands and travel destinations. How have they each achieved this? Continue reading “5 Ways U.S. Luxury Brands Have Won in China”

How (Not) to Be Culturally Appropriate to Chinese Luxury Consumers

“Why do luxury brands misunderstand us?”

“How come luxury brands interpret the Chinese aesthetic this way?”

“Let’s see which brand has the ugliest Year of the Dog edition product!”

These comments are just some examples of recent titles from popular WeChat/Weibo posts. They are from Chinese Millennials mocking some luxury brands’ Year of the Dog collections. Chinese consumers were not only shocked, but disappointed by the poor Chinese aesthetics produced by big-name fashion houses. Continue reading “How (Not) to Be Culturally Appropriate to Chinese Luxury Consumers”

5 of the Smartest WeChat Luxury Travel Campaigns We’ve Seen

If your travel brand is not offering impressive and integrated WeChat solutions – why not?! Payment gateways, location-based features, ‘internet of things’ interactivity, marketing campaigns … WeChat does it all. Here are some notable WeChat campaigns and features, cleverly used by luxury travel brands.

Continue reading “5 of the Smartest WeChat Luxury Travel Campaigns We’ve Seen”

We Dared to Ask: Is Fashion Week Still Relevant?

Last week saw Shanghai thrill to its own Fashion Week. The rapid growth and increasing interest from local and global fashion industries are proof of the Chinese fashion community’s potential.

While SHFW may still be far-off the original Western events, the atmosphere is one of pure optimism and fascination of the new.

As Fashion Week season relentlessly rolled through Europe and New York, different discussions were being had. Alongside the still-present clamouring and gushing adoration, you might also have picked up the questioning of its status – and even the evaluation of its relevance.

Continue reading “We Dared to Ask: Is Fashion Week Still Relevant?”

KOLs in China: How to Craft Relationships for Returns

Is the selling power of China’s KOLs (Key Opinion Leaders) changing the nature of Chinese e-commerce marketing?

This past year has seen an explosion in KOLs moving from merely posting branded content, to now helping brands to directly sell product. Last week we saw a prime example of this shift in KOL power when Mini Cooper teamed up with Chinese fashion blogger Becky Li to sell 100 Mini Cooper cars. She leveraged her vast social media following to help the brand sell 100 cars in 4 minutes.

In this issue of The Luxury Conversation, we look at four recent examples of this influence-to-sales shift, and provide tips on how to get the best results from similar partnerships.

Continue reading “KOLs in China: How to Craft Relationships for Returns”

Korea: Politics vs. Luxury Business – Who’ll Win?

Over the last couple of weeks a lot has been said about the deterioration of China Korea relations. China is concerned by the South Korean government’s decision to host American THAAD anti-aircraft missile technology and have made their displeasure known by banning popular Korean cultural exports – including pop stars and soap operas – from appearing in China. So what exactly does that mean for those prized Korean brands, which have been enjoying rapturous success with Chinese consumers, both in China and with travelers to Korea?

Korean brands have enjoyed a major popularity surge among Chinese consumers in recent years, particularly among Chinese women who have embraced Korean skincare as being a suitable and affordable mid-range alternative to expensive foreign brands and lower-priced domestic brands.

According to the Korean International Trade Association, exports of skincare and makeup rose 45 percent last year to $3.97 billion; of that, China accounted for 37 percent, or about $1.45 billion.

Experts are split on whether the broader political schism between the two countries will impact on the desire Chinese consumers have cultivated for Korean beauty products.

Sunny Um, a research analyst with Euromonitor, said the implications for the Korean beauty industry could be significant and Korean companies could lose market share to their Chinese competitors.

“Global luxury giants’ investments in Korean beauty [companies] will also be discouraged, as their objective to capture the China market through the Korean companies won’t be fulfilled,” she said. “China has already started a stricter inspection process for South Korean beauty products, causing delays in product launches and supplies.”

Benjamin Cavender, a senior analyst at China Market Research Group, said he sees limited impact on Chinese consumers.

Korean Model – TLC.png

“Probably this will have the biggest effect on talent that previously had endorsement deals in China, but I’m not sure that it’s going to stop anyone from finding ways to watch Korean dramas online or from buying cosmetics products or electronics that they like,” Cavender said.

The tension is definitely having repercussions on tourism, and therefore shopping in Korea.

“Some of our clients have seen a significant drop in Chinese customers in the last couple of weeks, this has really affected their business,” said Chloé Reuter, Founder and CEO of Reuter Communications, an agency that helps luxury brands connect with Asia’s luxury consumer.

Last year, almost six million Chinese visited South Korea, a number that’s grown an average of 40.6 percent since 2012, according to Seoul-based think tank, LG Economic Research Institute. The estimated spend of these travellers was 12.58 trillion won ($10.6 billion), accounting for 0.8 percent of South Korea’s GDP.

Many experts are already predicting a significant fall in tourism from China to Korea in 2017, with Nomura forecasting five percent growth in Chinese tourist numbers to Korea this year, down from 12 percent year-on-year growth last year.

Much of this fall, however, can be attributed to the ban in low-cost (under RMB 2,000) tour packages implemented by China’s government last October. These tour packages were responsible for bringing in 20 percent of China’s group tourists to Korea and are generally focused on duty free shopping.

Korean cosmetics brands with high exposure to duty free shopping channels such as Amorepacific would be the most negatively impacted, Nomura said.

South Korea’s duty-free shops including Lotte Duty Free and Shilla Duty Free, which saw sales of 12.27 trillion won, or $10.6 billion, last year, will also experience a sharp drop in revenues if Chinese tourism declines as predicted.


“The 2017 market expectation for duty-free revenue growth was somewhere around 15 percent, some who were bullish in their forecasts even anticipated 17 to 18 percent growth, and now it’s looking like single-digit growth. Some might even predict it to be minus growth,” said Kang Soo-min, a retail analyst at LIG Investment and Securities.

“This issue is not going to be resolved in a short period of time. This has been going on for more than six months now…[Companies should try to] find some other markets other than China, try to lessen the dependency on one single market.”

Among those firms dependent on Chinese consumers is Lotte Group, which has total sales of 30 billion won, or $2.6 billion, in China. The group confirmed in January that it will hand over a golf course in Seongju County to be used by the Korean government for THAAD deployment, in exchange for other land.

Since the announcement, Lotte’s products and Lotte Mart sections have disappeared from prominent Chinese e-commerce sites, including, Baidu Waimai and Meituan.


So what should Korean brands do in the meantime in order to minimize the damage? The best course of action is probably to keep their heads down and ride out the storm. Whilst the immediate impact may seem dramatic, we don’t believe that consumers will be permanently turned off from buying their favourite Korean brands any time soon. People will still need their K-Beauty and snail masks so we predict that we’ll see a pick up as soon as politicians have moved onto the next item.