In a chat with IMPACT, Anuj Sawhney, MD, Swiss Military, shares how a new sub-brand, Alpine Club, will help Swiss Military widen its consumer base, and the growth opportunities it presents
A suitcase used to be something you bought because you needed one. Today, it can say quite a bit about where you are going, and perhaps even who you are. For a generation that plans spontaneous getaways, documents every trip and increasingly sees travel as an extension of lifestyle, travel gear has evolved beyond durability, as design, functionality, convenience and even aspiration are becoming part of the purchase equation.
The Swiss Military sees this shift as a significant opportunity in India. The brand, which has traditionally played in the premium travel gear segment, is now widening its consumer base with Alpine Club—a new sub-brand targeting the mass-premium market in India.
“The estimated branded travel gear market in India is about ₹7,500 crores. Out of that, the premium market is about ₹2,500 crores, and the mass market is about ₹5,000 crores. So, for a global premium brand like Swiss Military, it is imperative that we also enter the mass market through a new sub-brand, which is what gave rise to Alpine Club,” says Anuj Sawhney, Managing Director, Swiss Military.
Watch the full interview here:
For Sawhney, the opportunity for the sub-brand lies in the consumer who is willing to stretch beyond the basic product, but still wants accessibility. “This value-conscious, yet aspirational traveller is the one who is willing to spend a little more on a better product proposition, but looking for a more accessible price point.”
Alpine Club is consequently being built as a distinct proposition within a carefully defined brand architecture. The distinction is particularly important as the company looks beyond metros, with the sub-brand intended to take the business deeper into Tier-II and Tier-III markets, where consumers are increasingly moving from unorganised travel products towards branded offerings.
The younger consumer is another critical piece of the strategy. Alpine Club is designed around changing travel habits and a more fashion-conscious traveller, with trend-led colours and multifunctional features. From dedicated pockets and phone holders to USB connectivity and spaces for coffee mugs and flasks, the emphasis is on solving everyday travel problems.
Interestingly, that product-first philosophy also shapes the brand’s marketing approach. For Swiss Military, the answer is therefore not to choose between digital, retail or advertising, but to create an integrated experience. “We believe that it is important to have an omni-channel experience in addition to good product design, packaging, retail presentation, visual merchandising, digital communication and overall storytelling. And that is exactly what we are doing for both the brands—Swiss Military and Alpine Club,” Sawhney says.
Also read: Swiss Military’s India Ambition: Building A Rs 1,000-Cr Travel Gear Powerhouse
And the ambitions are sizable. Sawhney reveals the company is targeting ₹1,000 crore in turnover over the next three years, with Swiss Military expected to contribute around 75 per cent and Alpine Club bringing in one-fourth of the revenue. The larger play is not simply about selling more luggage. It is about identifying where the Indian traveller is headed, and building a brand architecture that can travel with them.
