LVMH speaks to MIP Design + Luxury Club

October 30, 2009
VENUE : MIP-Politecnico di Milano
GUEST SPEAKER : Oscar Mariani

Oscar Mariani started his career as a researcher in physics after having graduated with an MSc in Photonics. One would not normally imagine going from physics to luxury management but that is exactly what he did!

After a few years as a physicist, he decided to explore other industries. But before he did so, he did the MIP MBA (year 28). He then worked as a consultant for BAIN & Co. for a year and switched gears again. He is currently a sales manager at the LVMH store on the famous Via Montanapoleone (street) in Milan, Italy. He let us in on some of the key aspects and features of the industry in which LVMH calls home, what it is to be a sales manager for LVMH and tips on how to be an attractive candidate for the luxury industry.

LVMH was founded in 1854 by Louis Vuitton. They launched the famous and iconic monogrammed canvas (see picture - above) in 1896. Their main product categories are leather goods, accessories, ready-to-wear, shoes, watches and jewellery. They strongly differentiate among their competitors often collaborating with contemporary artists such as Murakami and Sprouse (see picture -left).

"Boutique time is over" says Mr. Mariani with companies increasingly developing their competencies through acquisitions. LVMH has a number of prestigious brands under their umbrella, the likes of which include Dior and Givenchy.

As one of the sales managers at the global LVMH store on Via Montenapoleone, his responsibilities include people management, in-store product management, training and day-to-day store financial management.

He assured the MIP MBA students about the ability to switch industries not only by relating his own experience as a physist turned consultant (at Bain) turned luxury goods sales manager but also by giving us an overview of the backgrounds of his colleagues. They ranged from experiences in Heineken, L'Oreal, Decathalon and Nastro Azzuro.

But he encourages those seeking to work in the luxury goods industry to keep broadening their horizons. He left us with three key tips:

1. Learn to be a good manager: Being obsessed with fashion doesn't just qualify


2. Learn to be international: Improve your language skills and understanding of other cultures


3. Get experience: Don't be afraid to start from the bottom, you can also acquire experiences elsewhere ( in other retail sectors)