Can Luxury Brands Rebuild Trust With Customers? | The BoF Podcast

BoF founder Imran Amed and Luca Solca, senior analyst of global luxury goods at Bernstein, speak to System Magazine’s Jonathan Wingfield to examine where the luxury sector goes next — from rebuilding pricing architecture to aligning brand DNA with the zeitgeist and restoring clear value for customers.

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Background:

Instead of his usual place in the host’s seat, BoF founder and CEO Imran Amed appears this week as a guest in an interview with Jonathan Wingfield, editor-in-chief of System Magazine, alongside Luca Solca, senior analyst of global luxury goods at Bernstein — as featured in the second issue of System Collections.

Recorded in late October, their discussion maps a luxury market defined by expectation swings, tighter cost control and headline creative resets, with pricing and value now at the centre of the consumer equation. Amed and Solca examine how luxury groups are refocusing, why design-led and more accessibly priced players are gaining ground, and the conditions required for a genuine comeback at the top end.

“Everyone seems to be fascinated with the ultra-wealthy spending, exorbitant amounts of money, but they are not the majority of the market — they are a portion at most,” says Solca.

Amed agrees. “Nobody out there really thinks any of these prices are justified,” he says. “One of the big conundrums facing the industry is, how do they restructure that pricing pyramid? They can’t just reduce prices on the existing products that are in their core collection because that’s almost an admission of having broken that ceiling down.”

The episode unpacks where the sector can go next — from rebuilding pricing architecture to aligning brand DNA with the zeitgeist and restoring clear value for customers.

Key Insights:

After years of price hikes, the industry hasn’t just met its price ceiling — it “broke through that ceiling, smashed it to bits,” argues Amed. The core dilemma now is rebuilding the pricing pyramid without publicly walking back on prices. “I just think some of the executives in the industry are just completely out of touch with how the average customer feels. That’s not just aspirational middle-class customers, that’s also the ultra wealthy customers. Nobody out there really thinks any of these prices are justified,” says Amed.

Solca warns that chasing the top end customer cannot be the only approach for brands. “Everyone seems to be fascinated with the ultra-wealthy spending exorbitant amounts of money, but ... they are not the majority of the market. They are a portion at the most,” says Solca.

However, price inflation at the very top has created space just below what’s considered traditional luxury for design-led brands with sharper value. “It’s opened up a really interesting opportunity for smaller brands that are highly creative,” Amed says, citing Lemaire’s “beautifully designed” yet well-priced offer and noting “a really vibrant and buoyant opportunity in that middle market.” He points to labels “just below luxury and just above US contemporary,” where distinct product and accessible pricing meet demand for uniqueness.

For Amed and Solca, the formula for success is for brands to bridge their DNA with the cultural zeitgeist and deliver real value to customers. Chasing trends that deny what a house stands for won’t work, like “Gucci trying to look quiet is like a zebra camouflaging as a lion,” says Solca. Amed adds the customer value test in “the relationship between what a customer pays and the perceived value of what they get in return.” If brands fail that test, “they’ll be less and less a part of that overall mix of what customers spend their money on.”