Latin America Luxury Retail Management Program

1 | EPE and Altagama

Latin america Luxury retaiL management Program

Summer 2014 | miami, FLorida

Altagama and FIU | 2

Welcome from the FIU College of BusinessDear Altagama Executives,

It is with great pride that we present this customized program developed especially to meet the needs of luxury retail executives and for the executive team at Altagama.

Our faculty and executive education team have my full support in this endeavor. Florida International University’s College of Business prides itself as the leading educational resource for Miami’s global business community. Our cutting edge management development leverages the assets of our esteemed international faculty and the many successful alumni entrepreneurs in the Latin American region, who stand ready to share their expertise and support you.

We welcome your partnership, and look forward to working with you to provide your organization with next steps toward global business excellence.

David Klock, PhD.

Dean, FIU College of Business

and Ryder Eminent Scholar in Business


About Florida International University College of BusinessFlorida International University is a vibrant, student-centered public research university, ideally located in Miami, that is worlds ahead in its commitment to learning, research, entrepreneurship, innovation and creativity so that our graduates are prepared to succeed in a global market. One of Florida’s 11 state universities, FIU is Miami’s largest university with 50,000 students, 1,100 full-time faculty and nearly 200,000 alumni.

FIU’s College of Business, South Florida’s leading business school with unique expertise in international business, entrepreneurship and healthcare, is the largest of the university’s professional schools. Among the college’s more than 43,000 alumni are some of South Florida’s most successful business leaders and entrepreneurs. Approximately 6,000 students are enrolled in undergraduate business courses in its R. Kirk Landon Undergraduate School of Business. Each year more than 900 graduate students study in its Alvah H. Chapman Jr. Graduate School of Business. Another 1,000 participate annually in one or more of its executive education programs.

AccreditationsAACSB International ( Association to Advance Collegiate Schools

of Business): College of Business + School of Accounting

CAHME (Commission on Accreditation of Healthcare Management

Education): Healthcare MBA Program

SACS (Southern Association of College and Schools Commission

on Colleges): College of Business


Welcome from AltagammaAfter more than 15 years at the helm of Salvatore Ferragamo’s expansion in Latin America it is clear to me that the region has a tremendous growth potential although the lack of local qualified management represents a serious barrier to that growth. The necessity for an executive program focused on luxury retail has been a topic of discussion amongst the representatives of Altagama since the very beginning. Therefore, together with Manel Echevarria, head of Swarovski, we decided to team up with FIU, one of the most prestigious universities in Florida, to launch this unique initiative.

I would like to thank our special project task group: Anya De Lima-Louis Vuitton, Federico Demarin-Swarovski, Karen Saravia –Tiffany and Beatrice Roy who has been coordinating the team and made this project possible. I also want to express my gratitude to the FIU team and in particular to Amelia Rea Maguire and Rosangel Quintero, who have been the project’s initial supporters and have helped us carry it all the way through its launch.

COnnECTInG LUxURy AnD LIFESTyLE BRAnDS Diego Stecchi

Managing Partner


About AltagamaWe are the creators of a think tank in the industry, allowing our members to exchange ideas, seize business opportunities, avoid major obstacles and develop retail and educational initiatives throughout the region that will benefit the entire industry.

We are a group of leading Luxury and Lifestyle brands and major retailers (members) as well as shopping mall owner and operators (associates) throughout Latin America and the Caribbean. Altagama is powered by Luxury Retail Partners LLC<http://luxuryretailpartners.com>, a Miami based consulting company that offers a series of services within the Retail and the Luxury & Lifestyle industries throughout the Americas.

We connect Luxury and Lifestyle brands with retailers and shopping mall owners throughout the American continent.

Actium

ASVAT Group

Bally

Brooks Brothers

Burberry

Cartier

Dolce e Gabbana

Ebilatam

Estee Lauder

Falabella

Grupo Axo

Hermes

Hugo Boss

Louis Vuitton

Marchon Eyewear

Montblanc

Motta International

Palacio de Hierro

Prada

Salvatore Ferragamo

Swarovski

Tiffany & Co.

Tory Burch

Ermenegildo Zegna

Members of Altagama

Graduates of this program may qualify for internship opportunities with an Altagama member at any of their locations in Latin America.


Program General Objective• To enable key people through increased knowledge in retail

fundamentals

• Develop a 360 approach and professionalize retail luxury goods managers through focused and practical learning modules where best practices of retail management are established

• Provide global overview of key competencies for the organization’s leadership performing functions as retail managers or country managers with diverse career backgrounds

Who Should Attend?Professionals with experience within the luxury retail industry who are:

• High caliber store manager with at least 2 to 5 years of management experience

• Executives and Managers working in the Luxury industry

• District Managers

• Brand Managers

• Merchandising Directors

• Marketing Directors

• Marketing Managers

• Retail Managers

• Sales Directors

• High Potentials with possibility to grow into a leadership role

• Business owners, Managing Directors of Premium and local brands, who are keen to elevate their brand level

• Middle to Senior Level Managers in private and public corporations who have an interest in the luxury industry


Program Requirements• Hold a Bachelor’s Degree

• Have a minimum of 5 years of relevant work experience, with at least 2 to 5 years of experience in a management position, including, but not limited to the following industries: fashion, retail, cosmetics, travel, hospitality, etc.

• Preferably bilingual, with English fluency (Program is taught in English)

• Current Curriculum Vitae

• Professional Letter of Recommendation (Past or Present Employer)

• International Exposure (Through work and/or personal travel, etc.)

GROUnDBREAKInGIDEAS

Key Benefits• Through lectures and training, the program will provide insights to

manage distribution, international expansion of luxury brands and offer a premium service to their customers

• Through a special focus on Latin America, participants will get unique insights on the fast-evolving latin american luxury market, as it is becoming an emerging market for luxury goods

• Through case studies and numerous examples, attendees will learn different distribution and retailing strategies, with a strong focus on Latin America, and will acquire insights on how to define an efficient digital and e-business strategy for a luxury brand

• Through attendance in this program, participants will have a unique opportunity to explore internships opportunities in the luxury retail industry in Latin America


Industry Experts

Ivan Coste-Manière, a specialist in luxury brand management, design innovation, entrepreneurship, international business management. He has created several luxury goods, cosmetics, advertising and event management companies, including in Belgium, Tanzania, Ivory Coast, Switzerland and Japan. He worked for over ten years for large pharmaceutical groups before becoming a consultant for Kato International and ADT Communications. As well as these professional activities, Dr. Coste-Manière has served in local and national government bodies, is the organizer of international art and music festivals, sporting events, and also holds several records in athletism, as well as a Doctorate in Chemical Engineering.

Presently, Dr. Coste-Manière is the Faculty Council Member of Marketing at SKEMA Business School and the Director of the Master of Science in Luxury and Fashion Management. He has extensive experience in the luxury industry having created 8 successful companies in the fragrance, watches, and marketing sector.

Dr. Coste-Manière also serves as a consultant for several top ranked luxury brands, building on his 20 years in entrepreneurship and innovation. He is a frequent speaker at international conferences, and has co-authored/co-edited (with Jonas Hoffman) leading luxury books.

His areas of expertise include entrepreneurship, chemistry, aviation, luxury, innovation and entrepreneurship, international brand management.

DEVELOP RETAIL AnD EDUCATIOnAL InITIATIVES THROUGHOUT THE REGIOn THAT WILL BEnEFIT THE EnTIRE InDUSTRy

Ivan Coste-Maniere


Barbara KahnBarbara E. Kahn returned to The Wharton School in January 2011 to serve

as the Patty and Jay H. Baker Professor of Marketing and the Director of the

Jay H. Baker Retailing Center. Prior to rejoining Wharton, Barbara served

for three and a half years as the Dean and Schein Family Chair Professor

of Marketing at the School of Business Administration, University of Miami,

Coral Gables, Florida. While Dean at the University of Miami, she launched

new global initiatives and academic programs, attracted top faculty from

some of the world’s leading business schools to enhance the caliber of

the school’s research and teaching, and established new partnerships

with the business community. All of these initiatives helped the School

rise significantly in the ratings. She also established the Global Business

Forum at the University of Miami which brought over 1000 leading business

executives and professionals to the campus.

Before becoming Dean at University of Miami, Barbara spent 17 years at

The Wharton School as the Dorothy Silberberg Professor of Marketing.

She was also Vice Dean and Director of the Wharton Undergraduate

program. She was a Senior Fellow of the Leonard Davis Institute and a

faculty member of the Graduate Group in the Psychology Department.

Before joining the Wharton faculty in 1990, Barbara served on the faculty

at the Anderson School of Management at UCLA. She was the Hakuhodo

Advertising Agency Visiting Scholar at University of Tokyo in 1993 and a

Visiting Academic at the University of Sydney, Australia, in 1996.

Barbara is an internationally recognized scholar on variety seeking, brand

loyalty, retail assortment issues and patient decision-making whose research

provides marketing managers with a better understanding of the consumer

choice process. She has published more than 60 articles in leading

academic journals. Between 1982 and 2006, she was the world’s seventh

most published author of articles in the most prestigious marketing journals.

She co-authored Grocery Revolution: The new Focus on the Consumer, a

book that chronicled the dramatically changing supermarket industry and

outlined how consumers make choices within the supermarket. In 2013, she

published Global Brand Power: Leveraging Branding for Long-Term Growth.

Barbara has been elected president of the Association of Consumer

Research, elected president of the Journal of Consumer Research Policy

Board and selected as a Marketing Science Institute Trustee. She has been

or is area editor at Marketing Science, and associate editor both at the

Journal of Consumer Research and Journal of Marketing. She is or has been

on the editorial boards of the Journal of Marketing Research, Marketing

Science, the Journal of Marketing, the Journal of Consumer Research, the

Journal of Behavioral Decision Making and Marketing Letters.

She received her PhD, MBA and MPhil degrees from Columbia University,

and a BA in English Literature from the University of Rochester.


Dr. Jonas Hoffmann is currently Associate Professor of Marketing at SKEMA – Sophia Antipolis campus, France. His research is mainly focused in innovation, sustainability and entrepreneurship. He is an expert in the luxury market in emerging countries, giving executive training and consulting in Europe and Asia. He is a frequent panellist at professional conferences and has co-authored/ co-edited the following books: Luxury Strategy in Action, Global Luxury Trends and “Les Business Models du Futur”.

Jonas Hoffmann

A Strategic Business Advisor, with expertise in business planning, sales and marketing strategies; Sudeep has over 14 years of experience across hospitality, retail and luxury. He loves the challenge of ‘customer and brand engagement’ and in bringing ‘ideas to life’.

In his current role, he is involved in setting up the business for Armani Junior in India. He also handles business development and strategic marketing as a consultant and advisor to Suneet Varma Design Pvt Ltd, the namesake company of Suneet Varma, India’s finest Couture designer.

As part of the corporate team at DLF Retail, he was actively involved in the launch and running of DLF Emporio, India’s finest luxury mall, as Head of Marketing till 2010. Prior to this, Sudeep dabbled in mall, cinema and entertainment marketing with a focus on revenue upside with the DLF Group. As an

Associate Director of Sales at InterContinental Parkroyal hotel, he was responsible for business and sales topline growth.

Sudeep Chhabra



Luis F. Casas is Director, Executive Education, at IESE Business School (University of navarra) in new york City, responsible for promoting, developing and delivering executive education programs in the U.S.

Previously, Casas was Director of Marketing, Communications & Recruiting of the College of Business Administration at Florida International University (FIU) in Miami, Florida. Under his leadership, FIU tripled its enrollment in the Chapman Graduate School of Business and won national awards for marketing and branding campaigns, and for the use of social media in higher education marketing.

Prior to joining FIU, he was Vice President of Marketing for The History Channel and A&E Latin America, where he provided consumer, advertising sales and affiliate marketing strategies and plans for both channels including advertising, public relations, market research, websites and creative services.

Before that, Luis worked for The Walt Disney Company, where he was Managing Director for Venezuela, Colombia and Ecuador, responsible for all of the company’s lines of business for those territories: film distribution, home entertainment, consumer products, television and parks & resorts. He began his career at Disney as General Manager of the consumer products licensing business for north Latin America.

Earlier, Luis spent 11 years in the pulp & paper industry: with Mead School & Office Products in Dayton, Ohio, as Vice President & General Manager - International, and with Venepal (Venezuela’s industry leader) in various administrative, finance and marketing positions before heading its School & Office Products business.

He started his professional career as a Management Consultant with Arthur D. Little in Cambridge, Massachusetts.

Luis Casas is currently a doctoral candidate (specialization in Marketing) at nova Southeastern University’s Huizenga School of Business and Entrepreneurship. He holds a Master of Science in Management from M.I.T.’s Sloan School of Management, an AMP diploma from IESE Business School, and is a Systems (Industrial) Engineer, cum laude, from the Universidad Metropolitana in Caracas, Venezuela.

Luis F. Casas


Suzanne Hollander is a Real Estate Attorney and Broker and teaches real estate law, ownership, leasing and development at Florida International University (FIU) Hollo School of Real Estate in Miami and she taught at new york University (nyU) Schack Institute of Real Estate in new york.

In September 2013 and September 2012, Suzanne led the national real estate panel, “Developing Retail Today” at the Crittenden national Real Estate Finance Conference at the Ritz Carlton Miami Beach. Her panelists included regional shopping center developers and owners, major tenants and lenders.

Suzanne is published on the subject of real estate in The Scotsman Guide, A national Publication for Mortgage Lenders. Her recent articles include: “Exploring Opportunities in new Urban Cores: The Rise of Cities Brings new Development & Funding Possibilities”, “Is a Steal For Real – Look at the Pros and Con of Distressed Property Purchases”; “Between the Lease Lines Know How Lenders Review a Property’s Lease Agreement” and “Secrets to Keeping the Lender Borrower Relationship Strong.”

In May 2013, Mercado De Dinero USA quoted Suzanne about the real estate investment market in “Comprar o no Comprar, He ahí La Decision.” Suzanne has published real estate articles in Miami’s Community newspapers and been quoted about the real estate market in The Miami Herald.

Also in May 2013, Suzanne was selected as the only real estate participant to the MERCOSUR Business Trip to Argentina, Brazil and Chile. Suzanne’s experiences during this trip, strongly influenced her to examine how the strength of United States of America’s Property Rights and Monetary System attract foreign investment. Suzanne now includes this topic in her speaking engagements.

Suzanne’s excellence in real estate education has received many recognitions and honors. In March 2014, Suzanne was honored as a Finalist for the AxA Business Woman of the year Award. In January 2014, Suzanne won the Thelma Gibson Award of Excellence from the Miami Dade Womens’ Chamber of Commerce at the Biltmore Hotel. In December 2013, Commercial Real Estate Women (CREW) honored Suzanne with its Mentor of the year Award and in December 2012 CREW honored her with its new Member of the year.

Suzanne was General Counsel and Project Developer for a European family building skyscrapers in Miami and provided advisory services to them for over 7 years. She also provided advisory services to the Miami Beach Office of Real Estate, Housing and Development. She began her career as an attorney in large law firms. Suzanne is also a licensed real estate broker and owns the brokerage, Hollander Realty, LLC.

Suzanne graduated cum laude from Dartmouth College and earned a Juris Doctorate degree magna cum laude from the University of Miami School of Law where she was awarded the Soia Mentschikoff Scholarship, a full tuition academic scholarship. Suzanne spent a semester at the London School of Economics.Suzanne loves living in Miami and teaching people from around the world how to buy, sell, rent, own and manage and develop property.

Suzanne Hollander

unique insights on the latin american luxury market


Latin America Luxury Retail Management Program

Week 1 Schedule: July 28 - August 1, 2014

Monday

8:30am – 9:00am | Arrival to FIU9:00am – 9:15am | Welcome9:15am – 10:30am | Understanding the Fundamentals of the Luxury Goods Industry10:30am – 10:45am | Break10:45am – 12:15pm | Understanding the Fundamentals of the Luxury Goods Industry12:15pm – 2:00pm | Lunch2:00pm – 3:30pm | The State of the Luxury Market and Economy in LATAM3:30pm – 3:45pm | Break3:45pm – 5:00pm | The State of the Luxury Market and Economy in LATAM5:30pm – 6:30pm | Altagama Opening Welcome Reception

Tuesday

8:30am – 9:00am | Arrival to FIU9:00am – 10:30am | Global Brand Power: Leveraging Branding for Long-Term Growth10:30am – 10:45am | Break10:45am – 12:15pm | Global Brand Power: Leveraging Branding for Long-Term Growth12:15pm – 2:00pm | Lunch2:00pm – 3:30pm | Managing Brands, Identity & Experience in the Luxury Retail Market3:30pm – 3:45pm | Break3:45pm – 5:00pm | Managing Brands, Identity & Experience in the Luxury Retail Market5:00pm - 7:30pm | Action Learning Project: Team Work/Case Study

Wednesday

8:30am – 9:00am | Arrival to FIU9:00am – 10:30am | Financial Analysis & Business Modeling for the Luxury Retail Market (P&L Analysis)10:30am – 10:45am | Break10:45am – 12:15pm | Financial Analysis & Business Modeling for the Luxury Retail Market (P&L Analysis)12:15pm – 2:00pm | Lunch2:00pm – 3:30pm | Pricing Strategies for Luxury Retailing3:30pm – 3:45pm | Break3:45pm – 5:00pm | Pricing Strategies for Luxury Retailing 5:00pm - 7:30pm | Action Learning Project: Team Work/Case Study


Thursday

8:30am – 9:00am | Arrival to FIU9:00am – 10:30am | Business Metrics & Strategic Decisions in Luxury Retailing10:30am – 10:45am | Break10:45am – 12:15pm | Business Metrics & Strategic Decisions in Luxury Retailing12:15pm – 2:00pm | Lunch2:00pm – 3:30pm | Luxury Retail Real Estate3:30pm – 3:45pm | Break3:45pm – 5:00pm | Luxury Real Estate5:30pm – 7:00pm | Action Learning Project: Team Work/Case Study

Friday

8:30am – 9:00am | Arrival to FIU9:00am – 10:30am | The Design & Marketing of Luxury Products10:30am – 10:45am | Break10:45am – 12:15pm | The Design & Marketing of Luxury Products12:15pm – 2:00pm | Lunch2:00pm – 3:30pm | In-Store Customer Experience 3:30pm – 3:45pm | Break3:45pm – 5:00pm | In-Store Customer Experience

LEARn HOW

TO MAKE

BETTER,

MORE

InFORMED

FInAnCIAL

DECISIOnS

Week 2 Schedule: August 25 - August 29, 2014Latin America Luxury Retail Management Program

Monday

8:30am – 9:00am | Arrival to FIU9:00am – 9:15am | Welcome9:15am – 10:30am | Strategic Consumer Insights in the LATAM Luxury Retail Market10:30am – 10:45am | Break10:45am – 12:15pm | Strategic Consumer Insights in the LATAM Luxury Retail Market12:15pm – 2:00pm | Lunch2:00pm – 3:30pm | Effective Communication Strategies for Luxury Retailing 3:30pm – 3:45pm | Break3:45pm – 5:00pm | Effective Communication Strategies for Luxury Retailing 5:30pm – 7:00pm | Reception/Guest Keynote Speaker

Tuesday

8:30am – 9:00am | Arrival to FIU9:00am – 10:30am | Trends in e-commerce and Social Media in the Luxury Retail Market10:30am – 10:45am | Break10:45am – 12:15pm | Trends in e-commerce and Social Media in the Luxury Retail Market12:15pm – 2:00pm | Lunch2:00pm – 3:30pm | Fundamentals of Supply Chain Management for Luxury Goods3:30pm – 3:45pm | Break3:45pm – 5:00pm | Fundamentals of Supply Chain Management for Luxury Goods 5:00pm - 7:30pm | Action Learning Project:Team Work/Case Study


Wednesday

8:30am – 9:00am | Arrival to FIU9:00am – 10:30am | Import and Export in the Luxury Retail Market10:30am – 10:45am | Break10:45am – 12:15pm | Import and Export in the Luxury Retail Market 12:15pm – 2:00pm | Lunch2:00pm – 3:30pm | Strategic Distribution for the Luxury Retail Market3:30pm – 3:45pm | Break3:45pm – 5:00pm | Strategic Distribution for the Luxury Retail Market 5:00pm - 7:30pm | Action Learning Project:Team Work/Case Study

Thursday

8:30am – 9:00am | Arrival to FIU9:00am – 10:30am | Leadership10:30am – 10:45am | Break10:45am – 12:15pm | Leadership 12:15pm – 2:00pm | Lunch2:00pm – 3:30pm | Talent Management in the Retail Luxury Industry3:30pm – 3:45pm | Break3:45pm – 5:00pm | Cross Functional Management5:00pm - 7:30pm | Action Learning Project:Team Work/Case Study

Friday

8:30am – 9:00am | Arrival to FIU9:00am – 10:30am | Action Learning Project: Team Presentations10:30am – 10:45am | Break10:45am – 12:15pm | Action Learning Project: Team Presentations12:15pm – 2:00pm | Lunch2:00pm – 3:30pm | Action Learning Project: Team Presentations3:30pm – 3:45pm | Break3:45pm – 5:00pm | Action Learning Project: Team Presentations5:00pm - 5:30pm | Certificate Ceremony6:30pm – 8:00pm | Closing Reception


General Information

Program Costs$7,000 USD. This program includes academic materials, morning and afternoon breaks, lunches, graduation ceremony, and select evening social activities.

Airfare, airport, transfers, and accommodations are not included in the costs of the program.

Location & Program DatesFIU Downtown on Brickell1101 Brickell AveMiami, FL, 33131, USAWeek 1: July 28 - August 1, 2014Week 2: August 25 - August 29, 2014

Number of Participants

50 participants

Forms of Payment

Check, credit card, or wire transfer.

Cancellation Policy

Because this program requires significant advance preparation, it is important that you contact us in a timely manner if you must cancel attendance.

Refund requests must be sent in writing at least 30 days prior to the event. Refunds will be charged a processing fee of US $200. If you are unable to attend this program, we will accept an appropriate substitute participant up until 30 business days before the start of the program.

Notification of all cancellations or substitutions should be made in writing.


LodgingRooms have been reserved at a discounted price near our FIU Downtown on Brickell Facility:

July 28 - August 1 - US$149.00/per night

Hotel options:

Conrad Miami Hilton | 1395 Brickell Avenue, Miami, FL 33131

JW Marriott Miami Hotel | 1109 Brickell Avenue, Miami, FL 33131

August 25 - August 29 - US$139.00/per night

Hotel options:

Conrad Miami Hilton | 1395 Brickell Avenue, Miami, FL 33131

JW Marriott Miami Hotel | 1109 Brickell Avenue, Miami, FL 33131

Please visit the program website for up to date reservation information.

*This discounted price is guaranteed 30 days before the program and is subject to availability. It is recommended that participants make hotel reservations upon being accepted into the program.

VisaA student visa is not required for this program. However, if you require a tourist visa to enter the United States, we recommend that you begin the process well in advance.

Academic MaterialTwo weeks before the start of the program the participants will receive the pre-class study materials which include readings, case studies and general information about the program.

On the first day of class, participants will receive the professors’ presentations. All material and sessions will be in English.

Online Application & EnrollmentPlease click here to apply online (Intelliworks - https://crm.orionondemand.com/crm/forms/C8lk22G07020x6700tG6)

A program coordinator will contact you upon receiving your application and ask you for your curriculum vitae (maximum two pages). Candidates whose applications are accepted will receive a letter of acceptance by email.

Accepted applicants must formalize their enrollment by paying the tuition when receiving the letter of acceptance. Once payment is received, you will receive a confirmation of registration.


Contact Information

Altagama

Beatrice Roy

[email protected]

Florida International University

Office of Executive & Professional Education

Rosangel Quintero

[email protected] WE ARE THE CREATORS OF A THInK

TAnK In THE InDUSTRy



For more information and the

latest program offerings, visit:

Executive & Professional Education

305-348-4217

[email protected]

epe.fiu.edu

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Latin America Luxury Retail Management Program