Decades ago, the companies that today comprise VMH were family-run enterprises focused more on prestige than on profit. Fendi, Pucci, and others sold mainly to a niche market comprised of very rich clientele. However, as markets began to globalize, the small luxury players struggled to compete. When Arnault set about acquiring smaller luxury brands, he had three goals in mind. First, he hoped that the portfolio approach would reduce the risk exposure in fash- ion cycles. According to this logic, if demand for watches or jewelry declined, clothing or accessory sales would offset any losses. Second, he intended to cut costs by eliminating redundancies in sourcing and manufacturing. Third, he hoped that LVMH's stable of brands would translate into a stronger bargaining position when managers negoti- ated leases for retail space or bought advertising
Sales of luggage and leather fashion goods, including the 162-year-old Louis Vuitton brand, account for 34 percent of revenues (see Figure 11-2). The company's Selective Retailing group includes