Fashion People Lauren Sanchez's New Bag
Jan 30, 2026
Chantal Fernandez, fashion writer and co-author of Selling Sexy, brings deep knowledge of luxury retail and industry dynamics. She unpacks the rise of Very Important Customers and how brands court them. They discuss couture’s allure, Chanel’s recent looks, regional client strategies, and the tricky ethics of entertaining ultra-wealthy shoppers.
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VICs Drive Luxury Revenue
- Very Important Customers (VICs) now generate a disproportionate share of luxury sales, concentrating power among a small group.
- Brands treat VICs as hospitality clients, offering perks far beyond product to keep them engaged.
Wealth Concentration Enlarges VIC Influence
- Wealth concentration and global inequality have increased the number and influence of VICs.
- That shift forces brands to prioritize high spenders over mass-market growth.
Earn Access By Demonstrating Spend
- Expect brands to tier invitations and perks based on individual spend and regional importance.
- If you want runway access, build a multi-season purchase history before demanding front-row treatment.
