Roundtable: Heavyweight industry about the future of the luxury watch business | Instant News


The Patrimony moon phase retrograde model, presented in 2017 in white and pink gold versions, is a typical Vacheron Constantin watch. Three years after launch, the watch will perfect the Collection Excellence Platine concept with a limited edition of 50 pieces of boutique. Image credit: Vacheron Constantin

Daily Luxury bring together three prominent representatives of the luxury watch business to comment on the state of the industry when COVID-19 reverses trade shows, retail, product launches and press outreach in Switzerland and outside markets.

Fabienne Lupo, president and director general of the Fondation de la Haute Horlogerie in Geneva; Ruediger Albers, US president of German watch retailer Wempe; and Brian Duffy, CEO of Swiss Watches, each offering their views on the future of the watch industry and its evolution when COVID-19 was locked.

The three discussed the new digital Watches & Wonders portal from the Fondation de la Haute Horlogerie, industry trends, bricks and mortars when digital marketing and sales increased, the role of China and the interest of collectors when a new generation entered the Swiss watch market. Please read on:


Fabienne Lupo is president and general director of the Fondation de la Haute Horlogerie. Image courtesy of FHH © Fred Merz | Lundi13 Fabienne Lupo is president and general director of the Fondation de la Haute Horlogerie. Image courtesy of FHH © Fred Merz | Lundi13

Fabienne Lupo, president and director general, Foundation de la Haute Horlogerie, Geneva

What does the Watches & Wonders online portal offer that retail sites or direct brand sites do not have?

Fabienne Lupo from FHH: Today, the new Watches & Wonders online platform provides the opportunity to see the introduction of new 2020 watches from 19 leading prisons, and more will be exhibited in the coming months, as the site continues to grow.

Because watchesandwonders.com produced by FHH and education is part of our mission, this site also offers a unique opportunity for watch lovers to enhance their knowledge through specially developed modules and dynamic discussions.

Which brands have exhibited their products and content on the portal?

Fabienne Lupo from FHH: When Watches & Wonders debuted on April 25, we had all 30 brands participating, but 17 maison debuted new products, including Cartier, Hermès, IWC, Vacheron Constantin, Panerai and A. Lange & Sohne, among others.

Just this past month, we have exhibited new products from two additional brands: Parmigiani and Arnold & Son. You can see the full list at watchesandwonders.com.

Do consumers buy online through portals, either through online or telephone requests or e-commerce directly on the retailer’s site?

Fabienne Lupo from FHH: Watches & Wonders are not intended for online sales. However, consumers can link directly to the brand sites on display and some of them later offer e-commerce opportunities.

In addition, we created a partnership with Tmall, which offers consumers in Asia the ability to buy new products from selected detention centers. We plan to further develop more types of partnerships.

What about retailers placing orders – do you see the activity through the portal?

Fabienne Lupo from FHH: The Watches & Wonders platform is not regulated to accommodate retailers’ orders. That is done directly with the brand.

Why do you need this digital portal?

Fabienne Lupo from FHH: At FHH, we always believe in the importance of digital communication and interaction.

When the COVID-19 pandemic occurred and we were forced to cancel the Geneva Watch & Wonders, we accelerated the digitization of the Watch & Miracle concept to offer our brand partners, retailers, journalists and witness consumers the opportunity to come together and experience the latest products for 2020, together with opportunities for education and involvement.

The response was phenomenal and has fully validated our strategy.

Digital manufacturing such as video, images and high-cost content. Lots of content prepared beforehand, right? So what happens if there is a recurrence of the virus and another lockout is imposed – how can digital get in again?

Fabienne Lupo from FHH: Because FHH is not a trade show company, but a foundation created by the brands themselves to promote watchmaking and good education, we are constantly creating new content as part of our mission.

And we intend that the Digital Watches & Wonders platform will function as a permanent and ever-growing central hub in a good watchmaker ecosystem. This will be complemented by physical shows like Watches & Wonders Geneva, but will always be present and serve as a resource for watching fans globally.

Turning to products, what trends do you see in the world of watches in terms of style, price, and technology?

Fabienne Lupo from FHH: When we see new products on display as part of Watches & Wonders, it’s clear that our brand partners see a strong interest in mechanical watches – and not just for men.

How key is China for the future of the luxury watch business?

Fabienne Lupo from FHH: China has been and will continue to be important for the luxury watch business.

In a period like we are facing China is the first market to show signs of recovery, which is encouraging given the overall situation.

Watches & Wonders is a global ecosystem, where our brand is permanently seen on the W&W digital platform and will also have the opportunity to be involved in future physical events throughout the world.

We also believe that temporary digital touch points such as Tmall activation are also important for the development of the W&W ecosystem, as well as serving key markets and consumers.

Why do you have to contact Tmall? How does it work? Are there any results so far?

Fabienne Lupo from FHH: The Digital Watches & Wonders platform is a content and communication platform only.

The partnership with Tmall is an initiative with certain brands participating in Jam & Miracle that already exists on Alibaba, and then developing an e-commerce program that coincides with the original time from the date of the physical performance of Jam & Miracle.

The last number about Tmall isn’t available yet. So far, above 160,000 views on Tao Live streaming, there are another 600,000 in TikTok, and overall this special activation has generated more than 110 million views on social media, so I think we can say it was a huge success.

What about Watches & Wonders – what steps will be taken fairly when the next event is hosted? By the way, when was that?

Fabienne Lupo from FHH: Before the COVID-19 pandemic, we had developed what is known as SIHH and what will now be Geneva Watches & Wonders.

The idea is to move beyond traditional “trade shows” and create more dynamic and inclusive events that connect our brand partners who exhibit with retailers, journalists and end consumers, and truly engage the entire city of Geneva.

This is the scope of the In the City Program, which showcases the excellence of watchmaking through exhibitions, live demonstrations, watchmaking classes, boutique events, and many other activities throughout Geneva.

Our hope is to realize this vision in April.

What will change permanently with the outbreak and locking of COVID-19? And what not?

Fabienne Lupo from FHH: The crisis has highlighted the need for all of us to develop and utilize digital tactics to convey our message and engage with our audience.

It is important for us to adapt and provide opportunities for fans, retailers and the press to engage with us and our brand partners.

However, we believe it is also important for the industry to come together and interact directly, to experience new products, share ideas and be inspired.

Both must go hand in hand, especially in our hard luxury products industry. You need to touch them, you need to feel them to understand them.


Ruediger Albers is US president Wempe. Image courtesy of Wempe Ruediger Albers is US president Wempe. Image courtesy of Wempe

Ruediger Albers, U.S. President, Wow, New York

Watches & Wonders have filled the physical gap with its online portal that unites content with commerce. What it was like from the retailer’s perspective at the time watchesandwonders.com airing?

Ruedigar Albers from Wempe: As a retailer, I am very impressed with the digitality that Fair Watches & Wonders execute.

Every year this is the main show for Wempe because some of the major brands that we carry participate and reveal their latest novelty.

Even though nothing can be compared to physically holding and touching the watch directly, this platform still provides the opportunity to easily see all new releases, on one site that is easy to use.

How do watch collectors develop?

Ruedigar Albers from Wempe: Over the years, I have seen increasing interest in watches that may not have caliber of brand recognition like Rolex or Patek, but are equally comparable in craftsmanship, heritage and design aesthetics.

Girard-Perregaux is a fantastic example. This company has been around for almost 130 years and is one of the oldest watch manufactures that still operates in Switzerland today.

We have had great success with Maison among our clients. Their Laureato model has done very well. This is a beautiful watch for women and men.

What is the future of retail watches?

Ruedigar Albers from Wempe: I believe the future of retail watches is very strong and I hope to open the door to our iconic Fifth Avenue location [in New York] immediately.

Although our New York boutique has been physically closed in the midst of a pandemic, we still receive regular sales inquiries with a desire to make a purchase.

I believe that most of our clients buy watches with the aim of storing them for life and even passing on to future generations. This is a purchase that evokes emotion and has meaning, and now more than ever I think that’s what people want.

And the future of large trade shows?
Ruedigar Albers from Wempe: As a retailer, I still strongly believe in the strength and needs of trade shows. It functions as a platform that allows me to meet and see new watches from the majority of our brands in one setting.

It will be very challenging for my colleague and me to take time off from the boutique all year round to see each of the brands that we carry individually.

I look forward to Watch & Miracle next year, because it will definitely be productive, especially considering that Rolex, Patek, and Chopard have now collaborated with FHH to show simultaneously with the exhibition.

What about generational differences – how did that happen? Do millennial collect watches like the boomers and Gen X do? What are the main differences?

Ruedigar Albers from Wempe: Yes, at Wempe, we see the same level of interest in watches among our millennial customers as we do with other generations.

Millennial customers are very well informed, take advantage of what is currently available, and often come to know exactly what they are looking for.

The majority of Millennials have smart watches that they use for fitness and functionality. However, they still want and want a good watch, both for use in a business environment, formal or casual, showing appreciation for the expertise that goes into it.

Turning to products, what trends do you see in the world of watches in terms of style, price, and technology?
Ruedigar Albers from Wempe: This year’s new things are very interesting and. Interestingly, the size of the watch looks up and down.

IWC launched a smaller line (42mm) from their Portugieser line, while Cartier enlarged their Santos Dumont icon.

Call blue, my personal favorite, seems to be a trend and can be found at the amazingly beautiful Goldtech from Panerai, a special gold alloy that contains platinum which prevents oxidation.

The Zeitwerk Minute Repeater A. Lange & Soehne also features a striking blue button.

If you like ultra-thin, Vacheron Constantin’s Eternal Calendar with a gold bracelet should be on your list.

The Jaeger Le-Coultre Master Control Chronograph Calendar impressed me with clarity in the design and redesign of the master line attached to what was tried and tested. Simple, sophisticated look.

And from a technology standpoint, Roger Dubuis pushed the envelope with the Minute-Repeater Tourbillon, Excalibur Diabolus in Machina.

For women, Cartier Maillon looks very charming and we can’t wait to touch and feel the real product.

Vacheron Constantin Egerie has arrived at our store and offers women’s casual elegance for everyday wear.

What steps do you take as a retailer to ensure the safety of employees and customers in stores and warehouses?

Ruedigar Albers from Wempe: The health of our beloved employees and clients remains our top priority.

We plan to apply shift shifts to our sales partners and will limit the number of clients allowed in the store at one time.

Wempe will further enhance our sanitation measures, with improved cleaning, hand sanitizing stations when you enter the boutique, and requiring all employees to wear gloves when handling merchandise, which will then be disinfected with UV rays and wipes.

Each employee will be checked for temperature before entering the store and everyone has been educated about their responsibilities to follow best practices.


Brian Duffy is the CEO of Swiss Watches. Image of a Swiss watch. Photo: Beth Walsh Brian Duffy is the CEO of Swiss Watches. Image of a Swiss watch. Photo: Beth Walsh

Brian Duffy, CEO, Swiss watch, Leicester, United Kingdom

Jam & Miracle has put forward a physical gap with its online portal that unites content with commerce. What it was like from the retailer’s perspective at the time watchesandwonders.com airing?

Brian Duffy Watches from Switzerland: That is good. The combination of introductory videos plus press info and digital images plus presentations from local brand teams all work well.

We got everything we needed to make choices, buy and plan for the season.

Tactile touch is the key, so how does digital offer an approaching approach? Watch dealers and end customers like to touch their watches and ask questions to brands at their booth. Is there an online experience that is equivalent to that experience?

Brian Duffy Watches from Switzerland: Not fair, in fairness, the best way to judge a watch is to try it.

In addition, having a watch there so that it can be displayed and shown every little detail is very helpful.

What does the Watches & Wonders online portal offer that retail sites or direct brand sites do not have?

Brian Duffy Watches from Switzerland: Uniting all brands is clearly a difference.

Turning to products, what trends do you see in the world of watches in terms of style, price, and technology?

Brian Duffy Watches from Switzerland: Perhaps the most consistent focus is bracelets, whether steel, rubber, integrated, interchangeable, or vintage (Breitling). Move smart, because consumers really have a preference for missing bracelets and brands.

We see some cool uses for new materials, Panerai as an example.

Brands have edited their new product ranges and have special value.

Innovation is also a trend of independent people like you see with Moser

Where is the strongest demand bag, and also where does it appear?

Brian Duffy Watches from Switzerland: We hope to see strong demand for male sports, divers and flight models.

For women, it’s all about the bigger calls, sports and calls in color – blue and green, specifically

How key is China for the future of the luxury watch business?

Brian Duffy Watches from Switzerland: Chinese tourists have become the largest consumer group.

Domestic customers in the U.S., E.U. and the UK will be the most important in the next 12 months.

What about collectors in other parts of Asia Pacific, Europe, the Middle East, Africa, Latin America and North America – how do they develop in terms of buying behavior and choice of retail and online products?

Brian Duffy Watches from Switzerland: We see an ongoing focus on Patek, AP [Audemars Piguet] and Rolex. They have a strong retail relationship.

How do watch collectors develop?

Brian Duffy Watches from Switzerland: There is a growing investment class.

What about generational differences – how did that happen? Do millennial collect watches like the boomers and Gen X do? What are the main differences?

Brian Duffy Watches from Switzerland: There is a slight difference from what is expected.

In the U.S., for example, younger fans have a strong interest in new brands like Grand Seiko.

Will brick and mortar stores play as much role as they did after the pandemic?

Brian Duffy Watches from Switzerland: Online will accelerate the positive trend, but consumers still prefer brick and mortar stores and will continue to do the same in the future.

What steps do you take as a retailer to ensure the safety of employees and customers in stores and warehouses?

Brian Duffy Watches from Switzerland: We implement a series of protocols, including limited access, sales through appointments, full PPE for staff, installing sneeze guards and extensive cleaning steps throughout.

What will change permanently with the outbreak and locking of COVID-19? And what not?

Brian Duffy Watches from Switzerland: Digital and long distance sales will become more important.

What is the future of retail watches?

Brian Duffy Watches from Switzerland: That is positive. We will continue to see more demand than supply and consumers have a preference for retail stores.

That said, it will be more important for retailers to connect digitally, transact online, be active on social media, have strong CRM, etc.

And the future of large trade shows?

Brian Duffy Watches from Switzerland: Geneva will be extraordinary and will survive in the future.

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