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CONTACT: Pam Danziger, 717-336-1600

Third Quarter Luxury Market Update
Luxury consumer confidence declines as consumers turn attention homeward, spending more time redecorating and improving their home environment

Stevens, PA November 30, 2004—Luxury consumers' confidence in the economy took a hit in the third quarter with the Luxury Consumption Index dropping to 96.0, down 6.7 points from the second quarter, according to Unity Marketing's latest tracking study of the luxury market (www.unitymarketingonline.com).

Their feelings of uncertainty played out in the stores, in the travel sector and at service businesses that cater to the affluent. The average amount luxury consumers spent on luxuries in the third quarter (July-September) dropped 35 percent, from an average of $4,275 in the second quarter to $2,779 in the third.
"There is a myth in luxury marketing circles that the affluent are immune to economic ups and downs. That isn't true any longer. In fact, luxury consumers (average income $136.5k) with their surfeit of material wealth have no pressing need to go shopping, dine out or travel when they don't feel confident," explains Pam Danziger, president of Unity Marketing and author of the new book on luxury, Let Them Eat Cake: Marketing Luxury to the Masses—as well as the Classes.

"Luxury consumers are in a unique position to wait it out when times are tough and that is just what they did in the third quarter. In the third quarter only 19 percent of luxury consumers said they spent more on luxuries, as compared to 35 percent who spent more freely in the second quarter," Danziger continues.

Luxury consumers turned attention homeward; Foreign travel and fine dining took hit
During the third quarter, luxury consumers bought more home luxuries with the greatest increase tracked in home electronics and photography; linens and bedding; kitchenware, cookware and housewares; and furniture, lamps and floor coverings.

By contrast, personal luxury spending was off, down 35 percent to $750 in the third quarter, with the purchase of jewelry and watches dropping steeply. Personal luxuries include clothing and apparel, fashion accessories, beauty products and luxury automobiles.

Also negatively impacted in the third quarter was spending and participation in experiential luxuries. Particularly hard hit was foreign travel, which dropped from 79 percent purchase incidence in second quarter to 50 percent in the third. Fine dining also experienced a decline, with the average amount spent dropping 50 percent to $375.

"Luxury consumers' feelings of finanicial stress kept them homebound in the third quarter. In the months when we would expect travel to rise, it actually declined, with foreign travel really taking a hit. Because they spent more time at home, luxury consumers devoted attention to home improvements, adding new entertainment systems, redecorating the bedroom, remodeling the kitchen and bringing in new furniture and rugs. In the third quarter luxury home marketers will have seen a boost, while those selling personal and experiential luxuries would have felt the pinch," Danziger says.

Consumer confidence predicted to rise in fourth quarter with renewed spending
The luxury consumer is expected to return to the stores and service providers in full force during the fourth quarter. The negative feelings from the third quarter will subside as the stock market rebounds and the political uncertainties from the election campaign are resolved. A Unity Marketing survey on holiday spending conducted right after the election predicted a spending increase of 6.3 percent among the more affluent gift shoppers, significantly higher than the 4.5 percent expected among the less affluent. Unity expects the luxury market to make up any shortfall experienced in the third quarter with strong spending in all luxury categories through the rest of the year.

About the Luxury Tracking Study
Unity Marketing's Luxury Tracking Study is fielded quarterly among a sample of affluent consumers. This report summarizes the third wave Luxury Tracking Survey, field during October 2004, recording luxury purchases from July-September 2004. The next luxury tracking survey will be fielded right after New Year's in January 2005 and covering luxury purchases from October, November and December. The overall objective of the survey is to help luxury brand marketers and retailers better understand the shopping and buying habits of their customers and anticipate how they will be spending their luxury budgets in the coming months.

A total of 717 affluent consumers with household incomes of $75,000 or more and who purchased at least one luxury in the third quarter of 2004 (July-September) were included in the survey. To enable luxury marketers to understand variations within the affluent market, perspectives of three different segments of the luxury market are gathered, based on household income: $75,000-$99,999 (near-affluents or 27 percent of 3Q sample); $100,000-$150,000 (affluents or 45 percent of 3Q sample); $150,000+ (super-affluents or 27 percent of 3Q sample).

This tracking study gives luxury marketers early warning of changes and shifts in their marketplace. It will help them monitor brand awareness and purchase so that they can measure the success of new marketing communications programs. It provides a view 'over the horizon'of what trends are coming and how they will affect the luxury consumer. Through this service, luxury marketers keep their finger on the pulse of their affluent customers.

Luxury product categories included in the quarterly survey:

• Home Luxuries: Art & Antiques; Electronics & Photography; Fabrics, Wall & Window Coverings; Furniture, Lamps & Floor Coverings; Garden & Garden Products; Kitchenware, Cookware & Housewares; Kitchen Appliances, Bath & Building Products; Linens & Bedding; Tabletop.
  
• Personal Luxuries: Automobiles; Clothing & Apparel; Cosmetics, Beauty & Fragrance Products; Fashion Accessories; Jewelry; Watches.
  
• Experiential Luxuries: Luxury Dining; Entertainment; Travel; Spa, Massage & Beauty Services.

Discount Purchases Researched in More Depth
As each wave of tracking studies are fielded, it is planned that special topics of interest to luxury marketers will be researched in more depth. During the third wave luxury tracking study, the role of price and value, bargain shopping and price discounting were explored more fully. Detail questions about purchases on sale or at a discount within each luxury category was included, as was a battery of attitude questions seeking to find out more about the bargain-shopping, value-motivated luxury shopper. The topic for special study in the fourth wave luxury tracking will be the selection of luxury as gifts.

About Pam Danziger and Unity Marketing
Pamela N. Danziger is a nationally recognized expert specializing in consumer insights with special emphasis on the luxury market. She is president of Unity Marketing, a marketing consulting firm she founded in 1992. Advising such clients as Lenox, Cartier, Herend, Crystal Cruises, Spring Air, Sears, The World Gold Council, The Conference Board and American Express, Danziger taps consumer psychology to help clients navigate and master the changing luxury marketplace. She is the author of the recent book, Why People Buy Things They Don't Need: Understanding and Predicting Consumer Behavior (Chicago: Dearborn Trade Publishing, 2004). Her new book, Let Them Eat Cake: Marketing Luxury to the Masses - as well as the Classes, (Dearborn Trade Publishing, $27, hardcover) will be in book stores January 2005.

She has appeared on CNN's In the Money, NBC's Today Show, CNBC, CNNfn, CBS News Sunday Morning, Fox News, NPR's Marketplace and is frequently called upon by the Wall Street Journal, New York Times, American Demographics, Women's Wear Daily, Forbes, USA Today, Associated Press, Los Angeles Times, Chicago Tribune for commentary and insight. Unity Marketing publishes market research and consumer insight studies on the luxury market, jewelry, garden, pet accessories, home furnishings, gifts and collectibles, greeting card and stationery, tabletop, art and wall décor markets, as well as the Luxury Business newsletter.

For media, Unity Marketing can make tables, charts and graphs available about luxury consumer confidence upon request.

Contact: Pam Danziger, 717-336-1600