The Evolution of Distribution in the Luxury Sector

Abstract

In today's competitive environment, it is highlighted how the digital channel has over the years become an important distribution channel for goods with a high symbolic value. During its development, it has taken on characteristics very similar to the physical channel with direct distribution models, created through active management of e-commerce sites by luxury brands, and indirectly with the presence of specialized intermediaries by product or multi-brand, often very innovative. Goods that belong to a segment of the luxury market defined as “not affordable” tend to make use of the digital channel more aimed at strengthening the heritage and elite characteristics of the brand. On the other hand, the brands of the “affordable” luxury goods approach the digital channel with a more economically return-oriented perspective, also using intermediaries that allow a higher percentage of market coverage.