Clienteling In Luxury Retail: What We Learn From Brunello Cucinelli & Mytheresa ConnectPOS Content Creator April 17, 2024

Clienteling In Luxury Retail: What We Learn From Brunello Cucinelli & Mytheresa

clienteling in luxury retail

Clienteling reigns supreme in any market, but even more so for luxury retail. It’s the art of crafting bespoke experiences and nurturing personal connections that sets brands apart. Brunello Cucinelli and Mytheresa exemplify this practice, showcasing how tailored service transforms mere transactions into unforgettable moments. Delving into their strategies, we uncover the essence of clienteling in luxury retail and its pivotal role in shaping the future of the industry.

What is Clienteling in Luxury Retail?

Clienteling is an essential strategy in luxury retail that emphasizes personalized and attentive customer engagement to provide a unique and exceptional shopping experience. At its core, clienteling aims to build long-term relationships with customers by utilizing data and insights to anticipate their unique needs and preferences.

Sales associates leverage a wealth of information, including past purchases, preferred brands, sizing specifics, and distinct preferences or requests. With this information, they can offer personalized product recommendations, styling tips, and exclusive access to new releases or limited-edition products.

For luxury retail, where the customer experience is paramount, clienteling is crucial in fostering loyalty and encouraging repeat business. It’s about creating genuine connections with customers and turning exceptional service into memorable experiences that resonate with clients. The ultimate goal is to transform satisfied customers into passionate brand advocates who not only remain loyal but also share their positive experiences with others.

The Shift Towards Experiential Luxury Post-pandemic

Luxury retail has experienced a shift post-pandemic. It is no longer solely defined by high-end products and brand prestige but now focuses on experiential luxury. This means offering customers quality goods and memorable experiences. The trend is driven by a desire for real and authentic connections in a digital age. 

Modern luxury shoppers, especially millennials and Gen Z, value personal, meaningful, and shareable experiences. They are attracted to brands that provide interactive and engaging experiences, rather than just products.

To meet these expectations, luxury retailers are turning to clienteling strategies. These strategies focus on building relationships, providing personalized service, and creating tailored experiences that reflect the customer’s preferences and lifestyle.

After the pandemic, luxury brands have expanded their experiential offerings to include both in-store and online events. These experiences range from private viewings and VIP collection previews to early access to limited items. Such experiences build exclusivity and a strong bond between the brand and the customer.

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Personalized Experiences: The Heart of Clienteling in Luxury Retail

Revenue contribution of top customers 

Luxury retail has long been defined by its offer of premium products and exceptional service. However, the landscape is shifting as affluent customers now seek immersive experiences that align with their personal values and aspirations. In response, luxury brands and marketplaces are intensifying their focus on clienteling strategies to provide these customers with bespoke experiences tailored to their individual tastes and interests.

The fiscal impact of these premium customers is significant. They may represent a small fraction of the client base, but their spending power is immense. 

For instance, Farfetch’s top 1% of customers contributed to more than 27% of its gross merchandise value in 2022. Similarly, at Mytheresa, around 3% of patrons were responsible for 36% of the company’s turnover. 

The high revenue from these customers highlights their critical role in driving profitability and expansion within luxury brands and marketplaces. Their investment in high-end products and experiences not only bolsters the business but also potentially shapes market trends, as their endorsements can influence the buying decisions of others.

Building relationships through Personalized experiences

The essence of luxury retail lies not just in the transaction, but in the emotional and aspirational connection it cultivates with its customers. 

Creating personalized experiences is paramount for establishing meaningful relationships that extend beyond the point of sale. These relationships are built on a foundation of trust and appreciation, aiming to foster a loyal customer base that feels understood and valued.

Diversifying experiences for customer preferences

A successful luxury retail strategy acknowledges the diversity of customer preferences and responds with a range of tailored experiences. Offering everything from exclusive private events to specialized VIP treatments allows luxury brands to cater to the unique desires of their clientele.

The diversification of experiences not only appeals to a wider audience but also ensures that each customer’s experience feels personalized and exclusive. Luxury brands strive to create moments that align with individual aspirations, whether it’s through hosting custom fashion shows, offering curated travel experiences, or delivering bespoke styling sessions. The goal is to provide an experience that speaks directly to the customer’s personal tastes and lifestyle, reinforcing the brand’s commitment to exclusivity and individual attention.

4 Brands Invested in Experiential Luxury

Brunello Cucinelli’s Casa Cucinelli concept

Brunello Cucinelli, a name synonymous with understated luxury, has ventured into the realm of experiential luxury through the Casa Cucinelli concept. 

This concept is an exclusive, invitation-only experience that welcomes a select group of clients into intimate settings, providing a backdrop of warmth and exclusivity. Scattered across the globe, these private shopping havens are more than just retail spaces—they are venues where the brand cultivates personal relationships with its patrons. \

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Casa Cucinelli sets the stage for curated events such as private dinners and cultural gatherings, deepening the bond between the brand and its discerning customers.

Mytheresa’s private client events

Mytheresa stands out in the digital luxury retail space with its dedicated efforts to create personalized experiences for its top-tier clients. 

The company is known for hosting exclusive private events that cater to the unique tastes and interests of its most valued patrons. These events span a range of exclusive opportunities, from private previews of fashion shows to intimate gatherings with fashion influencers. 

Through these tailored experiences, Mytheresa not only enhances its reputation as a premier destination for luxury shopping but also fortifies the loyalty of its high-spending customer base.

Gucci’s appointment-only salon

Gucci continues to lead in the luxury fashion landscape, now introducing an appointment-only salon concept that takes personalization to new heights. 

Located in select metropolises, including Los Angeles, these salons are reserved havens for Gucci’s most esteemed clients. By invitation, these customers enjoy a bespoke shopping experience featuring a handpicked selection of Gucci’s most sought-after items, accompanied by the dedicated attention of expert stylists. 

This exclusive approach underlines Gucci’s dedication to transcending traditional retail experiences and catering to the sophisticated tastes of its elite clientele.

Chanel’s plans for private boutiques

Chanel, an emblem of classic allure and refinement, is poised to expand its luxury domain with the introduction of private boutiques. 

Targeting major Asian urban centers, these boutiques are conceptualized as sanctuaries for Chanel’s top-spending clients, offering an unparalleled level of service and customization. Clients will be treated to tailored fittings and private showcases of rare collections, among other privileges. 

This initiative is set to enhance Chanel’s image as a beacon of luxury and personalized elegance, further entrenching its status among the most affluent shoppers.

Accessing Clietenling in Luxury Retail with ConnectPOS

ConnectPOS presents an advanced POS system designed to enable luxury brands to navigate the complexity of delivering consistent, personalized experiences across various customer touchpoints.

ConnectPOS leverages powerful data analytics and customer insights to help retailers build meaningful connections with their clientele. This approach is critical in driving customer loyalty, retention, and, ultimately, revenue growth. The sophisticated POS system offered by ConnectPOS facilitates a range of functions that are integral to luxury retail clienteling:

  • Centralized customer data: ConnectPOS enables retailers to create and maintain rich customer profiles that track preferences, purchase history, and other valuable data, ensuring personalized service in every interaction.
  • Omnichannel experience: With ConnectPOS, luxury brands can ensure their clientele enjoys a seamless shopping experience whether online, in a mobile app, or in physical stores.
  • Tailored marketing and promotions: The system’s analytics tools allow for targeted marketing campaigns and promotions, ensuring that customers receive offers and recommendations that align with their unique tastes and preferences.
  • Enhanced in-store engagement: Sales associates equipped with ConnectPOS can provide on-the-spot, personalized service using tablets or other mobile devices to access customer information, make recommendations, and complete transactions anywhere in the store.
  • Real-time inventory management: ConnectPOS offers real-time visibility into inventory levels, enabling sales associates to provide accurate product information and availability, which is essential for maintaining the high standards expected in luxury retail.
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FAQs about Clienteling in Luxury Retail

Why is clienteling an important factor in the luxury retail industry?

Clienteling is crucial in the luxury retail industry because it allows brands to create personalized experiences tailored to individual customers. In luxury retail, customer relationships are paramount, and clienteling enables brands to cultivate deep connections with their clientele, fostering loyalty and driving repeat business.

What clienteling strategies are Brunello Cucinelli and Mytheresa employing to create unique experiences for their customers?

Both Brunello Cucinelli and Mytheresa employ various clienteling strategies to create unique experiences for their customers. Brunello Cucinelli focuses on intimate, invite-only events at their Casa Cucinelli locations, offering personalized shopping experiences and exclusive access to brand events. Mytheresa organizes private client events, such as dinners and fashion shows, where top customers can interact with brand representatives and enjoy curated experiences.

How do luxury brands like Brunello Cucinelli and Mytheresa utilize data and expertise to customize experiences for their high-end customers?

Luxury brands leverage data and expertise to tailor experiences for high-end customers by analyzing customer preferences, purchase history, and lifestyle factors. Brunello Cucinelli and Mytheresa utilize customer data to curate personalized offerings, anticipate client needs, and provide bespoke services, ensuring that each interaction is meaningful and memorable.

What are the emerging trends in clienteling within the luxury retail industry that we can expect in the future?

Emerging trends in clienteling within the luxury retail industry include the integration of technology to enhance personalized experiences, the use of predictive analytics to anticipate customer needs, and the expansion of omnichannel clienteling strategies. Additionally, brands may focus on sustainability, wellness, and community-building initiatives to resonate with discerning luxury consumers.

How can clienteling enhance customer relationships and boost sales in the luxury retail sector?

Clienteling enhances customer relationships by fostering personalized interactions, building trust, and demonstrating a commitment to meeting individual needs. By providing tailored experiences and attentive service, luxury retailers can strengthen customer loyalty, increase customer lifetime value, and drive incremental sales. Additionally, clienteling enables brands to differentiate themselves in a competitive market and create a memorable, luxury shopping experience that resonates with affluent consumers.


The exploration of clienteling in luxury retail, exemplified by the practices of Brunello Cucinelli and Mytheresa, underscores the paramount importance of personalized experiences and relationship-building in the industry. As luxury brands continue to refine their clienteling strategies, the focus remains on catering to the discerning tastes and preferences of high-end clientele. 

To embark on your journey of exceptional clienteling experiences with ConnectPOS, don’t hesitate to reach out to us.

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