At Spikes Asia in September 2013, Dan Carter, Senior Creative Director in Jack Morton's Shanghai office, talked about the opportunities to build luxury brands in China by taking a brand experience approach. He talked about brands including Johnny Walker, Porsche, Tmall and others.

1. FROM
RICH TO
NOBLE.How luxury is evolving in the Middle Kingdom.

2. WAS BASED HERE…

3. NOW HERE.

4. NO TWO CITIES ARE ALIKE.

5. SOME
FAST
FACTS.

6. 2012 –
12%
2015 –
29%
By 2015, China will be the world’s
largest luxury consumer market.

7. Online Shopping Market by 2015 – 18 Trillion Yuan
($2.86 trillion USD)
(US forecast for the same period: $84 billion USD)

8. China's consumer class currently represents
only about 19 percent of the
national population.

9. Urban household income is expected to
double between 2010 and 2020.

10. 122 US Dollar Billionaires.
1,280,000 US Dollar Millionaires.

11. SOME
TRENDS.

12. Brand loyalty is
skyrocketing (or at least
beginning to).

13. The emergence of
a ‘buy now’
mentality.

14. A dip in
ostentatious
wealth.

15. WHERE
WE
THINK
IT’S
GOING.

17. Chinese consumers are increasingly travelling
overseas to purchase luxury goods.

18. Dollars saved and spent are no longer the sole
mark of luxury.

26. Johnnie Walker House, Beijing.

27. It’s not just about showing, but
knowing.
Lawrence Law, General Manager, Johnnie Walker House

28. BY TIERING THE EXPERIENCES.

29. High energy brand experiences
targeted at young consumers.

30. Personal, one-to-one (or one-to-few)
experiences are reserved for the
ultra-premium market.

31. Since the houses first appeared in 2011,
sales of ultra-premium Johnnie Walker
whiskey in China is
up 64% year on year.

33. High brand awareness.
Low brand understanding.

34. From casual motoring fan to
Hardcore Porsche enthusiast,
without diluting the brand.

35. Make it focused.

36. Make it focused.
Make it social.

37. Make it focused.
Make it social.
Make it tiered.

38. Focused in
Tone.

39. But also focused on
the right audiences.

40. Make social
effortless.

41. Keep your
audience
engaged.

42. Porsche DNA

43. Porsche Motorsport

44. Porsche Lifestyle

45. Porsche
Performance

46. Different audiences can have different experiences.
But everyone should be treated in a
way that lives up to the brand.

47. Different audiences can have different experiences.
But everyone should be treated in a
way that lives up to the brand.

48. 7000+ attendees (1500 in 2013)
100000+ unique posts
Largest event undertaken by Porsche in Asia

50. In Tier One cities,
40% of internet users shop online.

51. Traditionally C2C.
Increasingly B2C.
And the B’s are premium.

52. TWO:
Luxury sites often take four times as long to
load in China.

53. Over 2000 sites offer premium B2C.
Tmall.com has 50% of the market.
And half a billion members.

54. Quality is still an issue.
Especially on Taobao (which we needed
to distance ourselves from)

55. Showcase the real world quality.
Bring to life the convenience of online
shopping.

56. TWO:
From online, to real world and back again.
All anchored in quality.

57. ONE FINAL THOUGHT
DO IT RIGHT,
OR DON’T
DO IT AT ALL.

58. THANK YOU.
experience@jackmorton.com