Whyte & Mackay’s strategy to elevate luxury retail

Whyte & Mackay unveiled a focused ‘3D’ strategy—Desirable, Distinctive, and Differentiated—at the APTRA India Conference held in Mumbai from April 7-9. The strategy aims to boost travel retail sales and elevate shopper experience.

Speaking on the panel 'Expanding the Revenue Opportunity: Pathways to Unlocking Retail Performance', Regional Director-Travel Retail (EMEIA & Americas), Clarisse Daniels, emphasised adapting to attract and convert high-value travellers. She outlined Whyte & Mackay’s goal of contributing an additional USD 2 billion to global travel retail over the next five years.

Highlighting the importance of time and space in defining true luxury, Clarisse stressed that the modern affluent consumer should feel privileged, not overwhelmed. With India set to add 21 million affluent shoppers by 2035, she noted the role of brand ambassadors and human emotional intelligence in driving meaningful connections.

Additionally, she spotlighted the booming potential of prestige spirits, with duty-free spirits projected to grow 50 percent by 2028 and the scotch whisky category expected to surge 70 percent from the 2019 levels. Her closing message was to 'adapt, attract, and convert' to unlock the next wave of luxury growth.