Fractional CFO for luxury goods companies
Luxury sits on a different gross margin profile than the rest of consumer products, but the cost structure is loaded with retail occupancy, atelier overhead and brand marketing that does not flex with revenue. Distribution control - own boutique, concession, wholesale, e-concession, travel retail - is the central strategic question and shapes pricing, allocation and grey-market exposure.
Retail door productivity is the metric LVMH, Kering and Richemont actually look at, and the model has to be built around it. Concession versus wholesale economics, inventory and allocation across channels, working capital tied up in slow-moving high-AOV stock, regional pricing architecture and the FX overlay on a euro-denominated cost base are the recurring items.
Flow provides financial modelling, FP&A and fractional CFO advisory to luxury goods companies across leather goods and accessories, ready-to-wear, jewellery and watches, fragrance and cosmetics, and emerging luxury. Our startup CFO work frames door productivity, allocation discipline and brand heritage for diligence by LVMH, Kering or Richemont.
KPIs to track for "luxury goods" startups
We're very 'KPI-driven' fractional CFOs, and we make sure to monitor the right metrics for your startup.
Revenue
Gross margin
Sales per square foot
Full-price sell-through
Repeat client share
AOV
Direct retail share of revenue
Days inventory outstanding
Region mix
Wholesale share
Financial modelling for "luxury goods" startups
As fractional CFOs, we build KPI-driven financial models that are insightful and easy to maintain.
Financial modelling is both art and science - models must be robust, but also understandable, and useful for both internal planning and VC fundraising purposes. Hire a fractional CFO who knows how to handle both sides of the equation.
Door productivity and sales per square foot
Revenue, AUR and contribution per boutique and concession against occupancy, atelier overhead and beauty-advisor cost. The metric LVMH, Kering and Richemont actually weight in valuation.
AUR, allocation and markdown discipline
Average unit retail, full-price sell-through and allocation across own boutique, concession, wholesale and e-concession with markdown reserves on aged stock. Separates brands that hold price from those quietly funding growth with discounts.
Concession vs wholesale economics
Concession economics with retailer commission and shared inventory risk modelled against wholesale margin including chargebacks and RTV. Tells you which distribution model is actually more profitable per door.
Regional pricing and FX architecture
Regional retail pricing across Europe, US, Greater China, Japan and travel retail with an FX overlay on a euro-denominated cost base. Surfaces grey-market arbitrage and the FX hit that compresses reported margin.
Working capital on slow-moving high-AOV stock
Inventory days on leather goods, jewellery and watches with allocation reserves and capitalised carrying cost. High-AOV slow-moving stock ties up more capital than the founder's last cash forecast assumed.
Repeat client and clienteling cohort
Top-client revenue concentration, repeat client share and clienteling productivity by store and advisor. Frames brand equity the way Richemont and LVMH read the book during diligence.
Founders and investors we've worked with
We've supported winning builders across luxury goods and beyond.
TBô
We acted as fractional CFO to TBô, a Zurich-based tech-enabled DTC male underwear brand, building a bottom-up financial / operating model with cohort-level KPIs and positioning the company for its next venture round.
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Onlogist
We acted as fractional CFO to Onlogist, a Hamburg-based online marketplace for last-mile vehicle transfer, providing confidential valuation guidance and operating model support.
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Marcura
We acted as fractional CFO to Dubai-based Marcura, owner of maritime payroll and B2B payments platform MarTrust, advising on the strategic e-Wallet vendor selection and supporting product/finance integration.
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Hector
We acted as fractional CFO to Hector Aurumi, a Dubai-based specialist software house with AI/ML, IoT and data science expertise, providing confidential valuation guidance to the management team.
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Bonart
We've worked as fractional CFO with Bonart, a Zurich-based independent Swiss strategic advisory and execution platform for PE and investor fundraising, providing long-term confidential valuation guidance.
See moreRecent fractional CFO track record
See our fractional CFO and financial modelling experience across luxury goods and beyond.
Simple pricing
No hidden costs, no complicated long-term contracts. We understand how important flexibility is for luxury goods startups.
Per month
- Accounting / FP&A tech stack implementation
- Monthly financial statements and reporting pack
- Quarterly board pack with detailed financial analysis (with variance analysis vs. budget, relevant KPI observations etc.)
- Investor-friendly output
Per month
- Everything in Core, plus
- Operating model (via an online platform like Runway or Excel-based)
- Ongoing model maintenance, refining projections, burn/runway management
- Customer cohorts modelling, churn and retention analysis
- LTV / CAC, unit economics analysis
- Cap table management
Per month
- Everything in Grow, plus
- M&A / fundraising support; review of business plan
- Pitch deck preparation
- Investor approach strategy / list building
- Due diligence support and deal negotiation
- Valuation as required and free access to Multiples Pro
Packages shown are illustrative, final pricing is tailored to client requirements.
Explore our fractional CFO offering for similar verticals
We're a specialized fractional CFO to consumer products companies.
Our fractional CFO experience spans across all consumer products verticals.
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We know tech inside & out.
We provide fractional CFO services to companies operating across the entire tech.
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We help you scale by providing fractional CFO advice, through fundraising and a successful M&A exit.
VC fundraising for luxury goods companies
We help you prepare materials, reach out to investors in our extensive network, negotiate fair term sheets and structure the VC round.
Learn moreM&A for luxury goods companies
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