This case illustrates the key role played by a local distributor in the luxury goods industry in the Middle East. By partnering with the Chalhoub Group, western firms have built a competitive advantage across the six countries of the Gulf Cooperation Council (GCC). While not typical of western luxury brands selling to global markets other than the Middle East, their alliances with the Chalhoub Group offer access to a vast network of 650 stores in prime locations in the GCC, many in new shopping malls. Chalhoub has retail outlets in 14 countries in the MENA region. Since its establishment in 1955, the Dubai-based Chalhoub has developed partnerships with Christian Dior, Sephora, Louis Vuitton, Fendi and many others. In so doing it has laid the foundations for the creation of own-concept stores, where it sells its own branded products.

This case shows 1) the strategic importance of talent management 2) the best practice of LVMH in this regard. It illustrates how LVMH extracts synergies across maisons ("houses").

This case explores the career development of professionals with strong leadership potential within an international business group - LVMH. It follows the career progression of an MBA graduate, her exposure to networks and mentors, and her international mobility.