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Keeping Up With Coach
While the overall luxury apparel market has seen its traffic slow in recent months, Coach is seeing visit growth. The company posted an impressive 15% increase in revenue year-over-year (YoY) in Q1 2025 – and YoY visits were also elevated.
Overall foot traffic grew in all but one analyzed month of 2025, culminating in May 2025 with 7.5% YoY visit growth.
Coach Captures Cost-Conscious Customers
Some of Coach’s success may be tied to its positioning as an affordable luxury brand. The company has also made attracting younger, Gen Z consumers, a priority. And this focus appears to be paying off, as evidenced by its demographic and psychographic data.
Nationwide, visitors to Coach stores typically come from trade areas with a median household income (HHI) of $82.5K. While higher than the nationwide median of $79.6K, this figure remains significantly lower than the $109.3K median HHI of traditional luxury shoppers. And this disparity in income suggests that the “affordable” part of the affordable luxury retail experience is resonating.
And diving into the psychographic data for Coach’s captured market further supports this idea: visitors to Coach came from trade areas with much lower shares of “Power Elite” shoppers, defined by the Experian: Mosaic as the wealthiest households in the country. And the share of “Singles and Starters” – city-based Gen Z professionals – was higher than that of luxury shoppers.
Taken together, these data points suggest that Coach is driving success by reaching a consumer segment not typically targeted by other major luxury brands. Coach's strong performance in a challenging retail environment suggests that luxury's appeal is broader than often assumed and highlights the opportunities created by tailoring products to a wider range of consumers.
Coachtopia Captures California
Aside from offering affordable luxuries to a wide range of shoppers, Coach also places a strong emphasis on creating compelling retail experiences. In 2023, the company introduced its interactive Coach Play stores – designed for experiential shopping – as well as Coachtopia, a new product line focused on sustainability that currently has twelve dedicated stores across the country.
And diving into the visit data for one of these Coachtopia locations suggests that, much like Coach Play stores, this retail concept encourages visitors to linger. Visitors to a Coachtopia store in The Grove, Los Angeles, stayed, on average, 30% longer than visitors to other Coach stores in California.
Visitors to the store also tended to come from trade areas where the median household income, while exceeding the nationwide median ($88.1K compared to $79.6K), was lower than that of the average Coach shopper and the average California resident. This suggests that concepts like Coachtopia are not only attracting their target audience – middle-income shoppers who value affordable luxuries – this demographic is also happy to spend more time in-store.
Luxury For Everyone
Coach’s success, especially in a period marked by significant challenges for the apparel and luxury markets, serves as a reminder that perceived worth can make even a luxury purchase compelling for a wide audience.
Will Coach continue to see foot traffic and visit success in the second half of the year? Visit Placer.ai/anchor for the latest data-driven retail insights.
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