Luxury Business Dialogue: Selling Luxury by Arno Böhnert, Robbe & Berking

This year’s Luxury Business Dialogue was held by Arno Böhnert, Sales Director MEA & APAC on »Selling luxury – Dive into the philosophy and world of Robbe & Berking«. Since 1874 Robbe & Berking is one of the world’s leading manufacturers of silver tableware.

Arno Böhnert, who is a MBS graduate, shared his insights on the art of selling high-end tableware to royal houses, luxury hotels, or superyacht owners. Main covered topics were: how to reach, address, and serve these sophisticated customers; why and what business partners are crucial for the German family-run company in its fifth generation; what are different market (entry) strategies.

The Luxury Business Dialogue was followed by a workshop session exclusively for the Luxury Management students, which was dedicated to reaching and selling luxury to HNWIs in the regions of Europe, Asia, MEA, India.

The Luxury Business Dialogue is a speaker series organized by MBS luxury management lecturer Julia Riedmeier. Selected luxury professionals share their knowledge and experience on a specific topic to MBS students as part of the Luxury Management concentration in the Master International Business program.

Thanks to Arno Böhnert for his interesting guest lecture.

Julia Riedmeier
About Julia Riedmeier 4 Articles
Julia Riedmeier is a strategy consultant and lecturer for Luxury Management and Market Research. As managing partner of a strategic consultancy for luxury brands, she closely works with company leaders on digital and neo luxury strategies in the automotive, jewelry & watches, living industry. Prior, she has worked for Hermès in communication and retail. Besides her consulting activities, she holds the lectureship for Market Research at the International University of Monaco and the leadership of the luxury module in the Master program at Munich Business School (MBS). A special format of her module Luxury Management is the initiative Luxury Business Dialogue, where luxury professionals from e.g. Cartier, Robbe & Berking share their insights and connect with future talents. Furthermore, Julia Riedmeier is a jury member of the annual Monaco based luxury business pitching competition “The Mark Challenge” and think tank member of the digital platform on sustainable luxury “Haus von Eden”. The combination of her advisory and industry experience with academic knowledge and practices is a key benefit of her courses. Within her doctoral work she researches on luxury brand management in times of brand meaning co-creation. Before starting her DBA, she studied International Business in Berlin, Munich, Shanghai. She holds a master's degree from MBS.