The Fashion and Luxury Goods Industry: Gaining a Competitive Edge

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The Fashion and Luxury Goods Industry: Gaining a Competitive Edge


BARCELONA, 10-12 May, 2017


The course covers content at different levels:

A General Management Approach to Luxury Goods

In the whole course we will look at the luxury goods industry from a strategic point of view, from the perspective of shareholders, CEOs and general managers – that is NOT from a purely functional point of view (marketing, sales, operations, finance).

Creating and Capturing Value in Fashion and Luxury Goods Firms

How do firms create and capture value in fashion and luxury goods? We will explore different models of value creation in the industry and the trade-offs general managers face when choosing them. We will look at specific problems such as international growth, product development, the expansion of distribution channels, strategies for entering new markets, and how to handle firms at various stages of growth (start-up, growth phase, turnaround).

Key Trends

Finally, we will focus on the specific trends that are heavily affecting competition in the industry. We will talk about opportunities and challenges brought about by globalization, but also how technology is reshaping both communication and distribution in the industry.

Program structure

Day 1

  • Learn how the fashion and luxury goods industry is changing and what this means for the different players.
  • Explore the strategic innovations making an impact in the industry, with case studies including Moncler.
  • Join the guest dinner as part of IESE’s Fashion and Luxury Goods Industry Meeting.

Day 2

Day 3

  • Discuss the drivers (and limits) of growth in the industry, with case studies such as Michael Kors.
  • Explore the opportunities and challenges of digitalization, with case studies including Yoox and Farfetch.


The program is based primarily on the analysis and discussion of case studies. Reading material, including book chapters and popular business articles, will provide additional context to enrich the class discussion.


IESE Business School
Executive Education