Interview With J. Michael Prince, President & CEO of USPA Global
Michael Prince, President & CEO of USPA Global, is the driving force behind the global expansion of U.S. Polo Assn., a brand with a staggering $2.5 billion footprint across 190 countries.
J. Michael Prince, President & CEO of USPA Global, is the driving force behind the global expansion of U.S. Polo Assn., a brand with a staggering $2.5 billion footprint across 190 countries. Under his leadership, the company has grown its retail and digital presence, forged global partnerships, and revolutionised polo’s sport and lifestyle branding. He also spearheads Global Polo Entertainment (GPE), ensuring top-tier polo matches are broadcast worldwide, including a historic partnership with ESPN. With an impressive career spanning leadership roles at Nike, Converse, Guess, and Cole Haan, Prince’s expertise in sport, fashion, and brand-building makes him a key figure in redefining polo for the modern era. Excerpts from an exclusive interview with La Polo:
Polo is seen as an aristocratic sport. How does it evolve to be more inclusive and engage a wider global audience, particularly younger sporting enthusiasts?
We have a strong social media presence in India, with the brand boasting 11 million followers worldwide. That’s one way we engage with audiences. Another major development is polo’s increasing visibility on television—for 2,000 years, it was never broadcast, but last year, 20 million people watched it on ESPN.
Now, with Star Sports airing polo in India, fans there will also get to experience the game. We’re working hard to ensure that polo is accessible through broadcast television and social media, reaching new audiences for the first time. A great example is the National Football League (NFL), which is massive. Just like NFL games are showcased on hundreds of screens, we’re seeing polo displayed in gyms, bars, and restaurants across the U.S., a trend we expect to grow in India as well. Collective efforts are needed to keep pushing and winning.
2. With the rise of sustainability in global sports, what initiatives can be introduced to align polo with modern values while preserving its tradition and heritage?
On the brand side, we have USP Life, our global sustainability ecosystem. Our new tagline, ‘Born to Play’, reflects our heritage—polo is our birthright, and we are the official brand of the sport. It’s about playing on the field, but also enjoying life off the field—spending time with friends at the beach, shopping with family, or simply cherishing moments with loved ones.
‘Play your part’ is a key part of this philosophy. Everyone can contribute, whether it’s reducing waste, conserving water, or making sustainable choices. Our sustainability efforts focus on people, product, and planet—from impacting our employees and consumers to partnering with organizations like 4ocean and Canopy to protect forests and remove plastics from the ocean. On the product side, we are committed to making our apparel more sustainable, whether through a single eco-friendly button or an entirely sustainable garment.
On the sports side, we are exploring sustainable practices for our events. For example, large quantities of plastic bottles are used, so we have a dedicated team that collects and recycles plastic after every Sunday event.
We have also introduced water stations where attendees can refill their thermoses, reducing the need for single-use plastic bottles. While we’re just at the beginning of this journey, now that we own our facility, our priority is to make it more sustainable. From there, we aim to set a standard for other polo facilities worldwide.
3. What was the vision behind partnering with or endorsing the Jaipur Polo team and having HH Sawai Padmanabh Singh (Pacho) as the global ambassador of USPA?
This partnership holds immense long-term potential for us. Collaborating with HH Sawai Padmanabh Singh of Jaipur (Pacho) on the sports side, along with Arvind and our team, we aim to enhance polo’s visibility in this dynamic market. By working closely with Pacho, we are gradually building awareness and exposure, introducing both consumers and sports fans to the beauty and heritage of polo.
4. USPA aims to open 2,000 stores by 2030, expanding its global footprint. What role will India and Asia play in this vision?
Post-pandemic, our business in India reached Rs 1,000 crore, with 431 stores spanning over three and a half lakh square feet of retail space. We are committed to 15% CAGR growth annually, reinforcing offline retail as a key driver of our expansion strategy.
In addition to physical stores, our website plays a crucial role in digitally reaching consumers, including those in pin codes not serviced by offline retail. With new omni retail technology, we can connect with even more customers, ensuring that U.S. Polo Assn. is accessible anytime, anywhere—whether offline, online, or through an Omni-channel experience.
India remains one of our top three global markets, and we see tremendous growth potential here. Our goal is simple: to serve our consumers wherever they are and however they choose to shop. We are excited about the journey ahead and look forward to achieving great milestones in India.
We currently have 1,200 stores, opening about 100 new stores each year. While we could open 120, we also close around 20 less productive stores, maintaining a net growth of 100 annually. We’ve already planned our 2025 expansion, and India is leading the way—last year, we opened 60 stores, and we aim to repeat that, with a slight variation of plus or minus 5 to 10 stores. Our store pipeline is strong, but we are very selective about where we expand.
We focus on specific demographics familiar with the brand, conducting extensive research on online and multi-brand store consumers, their shopping patterns, and market demand before entering a new location. Once we identify a potential market, we carefully evaluate store fit, considering factors like facade, elevation, and overall market stature. We don’t just open stores anywhere; we ensure prime locations in key cities like Jalandhar, Ludhiana, and Chandigarh.
Out of our 1,200 global stores, 400 are in India, contributing one-third to our total presence. However, India still has room to grow, and we see significant opportunities ahead.
6. Is the lineup you display in India the same globally, or is there a different kind of collection?
U.S. Polo Assn. is a unique democratic brand that licenses to various partners while maintaining a unified global vision. Our role is to ensure that, no matter where we operate—China, India, the Middle East, Europe, or America—the brand’s core identity remains intact.
As the global team, we drive the brand’s vision, ensuring alignment across all markets. Our partners work closely with us to synchronise design philosophies, running their ideas past us while handling their own manufacturing. This approach ensures consistency worldwide, while allowing for localised execution. Rather than a single entity controlling everything, it’s a collaborative effort that keeps the brand cohesive yet adaptable across regions.
So it’s a fantastic mix of a global visionary working with partners. They’ve been handpicked over the years to understand the brand’s ethos. And then we deliver together. That’s the key to having a great partner, too.
7. Arena polo is growing in India while it already has a footprint in the USA. How will the USPA integrate this new format of the sport into its brand?
I mentioned College Polo, where 57 teams compete in arena polo. We also sponsored the U.S. Open Arena World Championship, featuring 20 teams, and we’re set to sponsor the FIIP International Arena Championships in 2025, which will be held in the United States.
We are deeply invested in Arena Polo, as it is the fastest-growing segment of the sport. It provides easier and more affordable access compared to traditional polo, which is often played on large fields in more exclusive settings. I personally love the arena game—it has tremendous potential, allowing players to compete indoors or outdoors, in both warm and cold climates, making the sport more accessible and adaptable worldwide.
8. On behalf of Indian polo players, is there a possibility for them to play in the US under US-based patronage?
The key question is whether they are competitive enough to play with the teams that can support them. Pacho’s vision is to develop Indian players so they can compete at higher levels and gain international exposure. The goal is to provide them with opportunities to play abroad, whether in England during summer, the US in early spring and winter, or Argentina in December. With the right training and experience, we could certainly see Indian players making their mark on the global stage in the future
Michael Prince, President & CEO of USPA Global, is the driving force behind the global expansion of U.S. Polo Assn., a brand with a staggering $2.5 billion footprint across 190 countries.
J. Michael Prince, President & CEO of USPA Global, is the driving force behind the global expansion of U.S. Polo Assn., a brand with a staggering $2.5 billion footprint across 190 countries. Under his leadership, the company has grown its retail and digital presence, forged global partnerships, and revolutionised polo’s sport and lifestyle branding. He also spearheads Global Polo Entertainment (GPE), ensuring top-tier polo matches are broadcast worldwide, including a historic partnership with ESPN. With an impressive career spanning leadership roles at Nike, Converse, Guess, and Cole Haan, Prince’s expertise in sport, fashion, and brand-building makes him a key figure in redefining polo for the modern era. Excerpts from an exclusive interview with La Polo:
Polo is seen as an aristocratic sport. How does it evolve to be more inclusive and engage a wider global audience, particularly younger sporting enthusiasts?
We have a strong social media presence in India, with the brand boasting 11 million followers worldwide. That’s one way we engage with audiences. Another major development is polo’s increasing visibility on television—for 2,000 years, it was never broadcast, but last year, 20 million people watched it on ESPN.
Now, with Star Sports airing polo in India, fans there will also get to experience the game. We’re working hard to ensure that polo is accessible through broadcast television and social media, reaching new audiences for the first time. A great example is the National Football League (NFL), which is massive. Just like NFL games are showcased on hundreds of screens, we’re seeing polo displayed in gyms, bars, and restaurants across the U.S., a trend we expect to grow in India as well. Collective efforts are needed to keep pushing and winning.
2. With the rise of sustainability in global sports, what initiatives can be introduced to align polo with modern values while preserving its tradition and heritage?
On the brand side, we have USP Life, our global sustainability ecosystem. Our new tagline, ‘Born to Play’, reflects our heritage—polo is our birthright, and we are the official brand of the sport. It’s about playing on the field, but also enjoying life off the field—spending time with friends at the beach, shopping with family, or simply cherishing moments with loved ones.
‘Play your part’ is a key part of this philosophy. Everyone can contribute, whether it’s reducing waste, conserving water, or making sustainable choices. Our sustainability efforts focus on people, product, and planet—from impacting our employees and consumers to partnering with organizations like 4ocean and Canopy to protect forests and remove plastics from the ocean. On the product side, we are committed to making our apparel more sustainable, whether through a single eco-friendly button or an entirely sustainable garment.
On the sports side, we are exploring sustainable practices for our events. For example, large quantities of plastic bottles are used, so we have a dedicated team that collects and recycles plastic after every Sunday event.
We have also introduced water stations where attendees can refill their thermoses, reducing the need for single-use plastic bottles. While we’re just at the beginning of this journey, now that we own our facility, our priority is to make it more sustainable. From there, we aim to set a standard for other polo facilities worldwide.
3. What was the vision behind partnering with or endorsing the Jaipur Polo team and having HH Sawai Padmanabh Singh (Pacho) as the global ambassador of USPA?
This partnership holds immense long-term potential for us. Collaborating with HH Sawai Padmanabh Singh of Jaipur (Pacho) on the sports side, along with Arvind and our team, we aim to enhance polo’s visibility in this dynamic market. By working closely with Pacho, we are gradually building awareness and exposure, introducing both consumers and sports fans to the beauty and heritage of polo.
4. USPA aims to open 2,000 stores by 2030, expanding its global footprint. What role will India and Asia play in this vision?
Post-pandemic, our business in India reached Rs 1,000 crore, with 431 stores spanning over three and a half lakh square feet of retail space. We are committed to 15% CAGR growth annually, reinforcing offline retail as a key driver of our expansion strategy.
In addition to physical stores, our website plays a crucial role in digitally reaching consumers, including those in pin codes not serviced by offline retail. With new omni retail technology, we can connect with even more customers, ensuring that U.S. Polo Assn. is accessible anytime, anywhere—whether offline, online, or through an Omni-channel experience.
India remains one of our top three global markets, and we see tremendous growth potential here. Our goal is simple: to serve our consumers wherever they are and however they choose to shop. We are excited about the journey ahead and look forward to achieving great milestones in India.
We currently have 1,200 stores, opening about 100 new stores each year. While we could open 120, we also close around 20 less productive stores, maintaining a net growth of 100 annually. We’ve already planned our 2025 expansion, and India is leading the way—last year, we opened 60 stores, and we aim to repeat that, with a slight variation of plus or minus 5 to 10 stores. Our store pipeline is strong, but we are very selective about where we expand.
We focus on specific demographics familiar with the brand, conducting extensive research on online and multi-brand store consumers, their shopping patterns, and market demand before entering a new location. Once we identify a potential market, we carefully evaluate store fit, considering factors like facade, elevation, and overall market stature. We don’t just open stores anywhere; we ensure prime locations in key cities like Jalandhar, Ludhiana, and Chandigarh.
Out of our 1,200 global stores, 400 are in India, contributing one-third to our total presence. However, India still has room to grow, and we see significant opportunities ahead.
6. Is the lineup you display in India the same globally, or is there a different kind of collection?
U.S. Polo Assn. is a unique democratic brand that licenses to various partners while maintaining a unified global vision. Our role is to ensure that, no matter where we operate—China, India, the Middle East, Europe, or America—the brand’s core identity remains intact.
As the global team, we drive the brand’s vision, ensuring alignment across all markets. Our partners work closely with us to synchronise design philosophies, running their ideas past us while handling their own manufacturing. This approach ensures consistency worldwide, while allowing for localised execution. Rather than a single entity controlling everything, it’s a collaborative effort that keeps the brand cohesive yet adaptable across regions.
So it’s a fantastic mix of a global visionary working with partners. They’ve been handpicked over the years to understand the brand’s ethos. And then we deliver together. That’s the key to having a great partner, too.
7. Arena polo is growing in India while it already has a footprint in the USA. How will the USPA integrate this new format of the sport into its brand?
I mentioned College Polo, where 57 teams compete in arena polo. We also sponsored the U.S. Open Arena World Championship, featuring 20 teams, and we’re set to sponsor the FIIP International Arena Championships in 2025, which will be held in the United States.
We are deeply invested in Arena Polo, as it is the fastest-growing segment of the sport. It provides easier and more affordable access compared to traditional polo, which is often played on large fields in more exclusive settings. I personally love the arena game—it has tremendous potential, allowing players to compete indoors or outdoors, in both warm and cold climates, making the sport more accessible and adaptable worldwide.
8. On behalf of Indian polo players, is there a possibility for them to play in the US under US-based patronage?
The key question is whether they are competitive enough to play with the teams that can support them. Pacho’s vision is to develop Indian players so they can compete at higher levels and gain international exposure. The goal is to provide them with opportunities to play abroad, whether in England during summer, the US in early spring and winter, or Argentina in December. With the right training and experience, we could certainly see Indian players making their mark on the global stage in the future
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