Sunaina has proven expertise in international retail management, brand positioning, and turnaround execution. She has almost 20 years work experience, the majority of which has been leading fashion brands at the Louis Vuitton Moet Hennesey (LVMH) group in Asia Pacific. Sunaina began her career as an entrepreneur in the homeware and lifestyle industry working with retailers in the United States including Barneys New York and Pottery Barn. She pivoted into luxury fashion brand management after completing her MBA and has held strategic positions to expand and reposition brands within LVMH’s Asia Pacific portfolio.
In her most recent role, Sunaina was the country head of Louis Vuitton in India and legal director for all operations in the country. She was responsible for developing and expanding Louis Vuitton’s omni-channel retail operations, people and brand equity in this high growth market. She successfully led her team to achieve the highest sales, client experience and brand growth that had ever been achieved for Louis Vuitton in India.
Excerpts from the interview:
Q. Congratulations on all you have achieved. Could you tell me more about your background and how your Indian roots brought you back to India?
A. From Thailand with Indian roots – family left India 4 generations ago but was delighted to come back…
My first role within the group was as the Regional Head of Asia Pacific for Emilio Pucci. In this role, I managed the entire scope of the brand’s direct retail business in Hong Kong and China as well as franchise, department store and multi-brand distribution in Asia Pacific. My next role within the LVMH group was as the Commercial Director for Givenchy to identify and execute growth strategies to maximise brand development and repositioning. In my tenure, I oversaw 61 locations, opened 24 stores in-line with brand vision and improved productivity across the network.
The organisation then sent me to India to amplify the Louis Vuitton business in India and I am very proud of all we did to build the business and brand in India.
Q. What are the tools that have allowed you to succeed?
A. Growing up my father always said that travel was the best form of education. I had a very international education in Asia, Australia, and Europe and have worked in 5 continents. This allows me to sensitive to people and cultures while executing different strategies to grow businesses. I am a commercially driven leader and am passionate about people and delivering excellence. My general management and end-to-end experience overseeing teams, networks, finance, logistics, merchandising, client development and marketing allow me to be detail oriented yet see and set the big picture.
Q. What have we learned in retail during the pandemic?
A. The biggest learning is that we have to embrace e-commerce and the online experience. The word ‘omni-channel’ was a buzzword a decade ago. I think successful businesses during Covid had to integrate different methods of shopping available to consumers. You have had to expand the supply chain through localites, fulfillment centers or direct consumers. E-commerce has obviously a key to successful businesses in Covid. Businesses had to agile and responsive to different means of reaching the consumers. The lockdown has also led to less physical interaction with consumers. Brands have had to re-think the consumer experience and how they engage with clients. The big thing is how do we engage with clients in a number of different ways.
Q. How do you think technology will impact the fashion industry in the future?
A. Technology will be a key part of the growth of the fashion industry. Coming out of Covid, sustainable materials are important and a key focus for a lot of brands. Materials, that are not only good for the environment, but good for us being non-toxic and more breathable. We know that there are now going to be ways to bridge e-commerce and successful physical presence of stores. We can have VRs, augmented reality to help you try out clothing; jewelry, fashion and many brands have done it successfully. Just the engagement of technology and digitization is key to the success and the supply chain management. This is an exciting time for us and technology will enable future growth in retail.
Q. What advice would you give business owners in India as we come out of our second Covid wave?
A. I am sitting in the US right now and we are starting to see lines in retail stores again. People really want to embrace human connection. I would just like to say that there is hope and light. I hope that businesses now use this time to strategize and further activate their omni-channels, integrate and improve their e-commerce presence, engage with their communities on social media platforms and really use technology to enhance the supply chain and logistics to better prepare themselves for the future.