[Jewelry making - Article 00076] - Re: [Orchid] Hagglers at your jewelry booth

[Richard Hart]

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Dear Daniel, 

    You must be tired from your trip. You included someone elses comments
    in your reply to me. Two times. I believe I was very clear about how
    and why I chose to discount, how it works for me, and 16 years of
    experence in the same location might mean I have learned something
    about how to survive economic turmoil. 

    Perhaps you missed: "I am not saying saying giving a discount is the
    only answer for all economic problems. But knowing when to do that
    where it will not hurt you and it will help you succeed is a skill to
    me. Sometimes I need the dollars, not the inventory." 

    You said : 

>     I may be perceived as being expensive, but the customer knows the
>     quality she'll get, she knows I stand behind everything I make
>     permanently, and she sees the inherent "value" in her purchase.
>     The value isn't the price she pays. It's the entire experience she
>     gets.

    I believe on repair and custom I am in the same ballpark as you are
    price wise, and my customers feel the same about the custom work I
    do, but I would not be perceived as the most expensive in town, as I
    do not cultivate the image you do. My business is different than
    yours. My wife is my partner and she manages merchandising the
    front, buys $10's of thousands of dollars of sterling merchandise,
    most of it is the same type of designer sterling at Nordstrom's and
    Neiman Marcus. Because of the diversity, we have incredible word of
    mouth. We have become an iconic mom and pop family jewelry store. We
    cannot go anywhere in this city and not bump into a customer. (Happy
    customer). 

    I am not known for discounting. I am known for honesty and integrity.
    People trust me for my knowledge and skill. Discounting on small
    stuff makes people loyal. Loyalty pays off asyou well know. I
    understand how you feel about it. You disagree and have your opinion.
    You are not right and I am not wrong. I go to a restaurant that has a
    coupon on line for 20% off, so it really is not a $13 dollar meal, it
    is a $11.40, but to those who do not know about the discount, it is
    $13 dollar meal but it never was because...(I would go there if they
    did not have a coupon, they have the best lamb kabob's!!!). Over the
    years we have had a similar perspective on many issues. On this
    subject you are the expert on how to succeed without giving
    discounts, I am the expert on how to succeed using discounts as a
    tool to build relationships with customers. Some other people have
    posted that it is a cultural behavior in different parts of the
    world. Not good,not bad, just different values of how humans relate,
    and to me it is about relating. That is one of the benefits of
    negotiating, it is relational. Bargaining can put you on the same
    page as another person. A person that tries to bargain is being
    vulnerable and how we respond can show empathy and understanding to
    their situation. It is not always about money and paying less. My
    opinion is that your view of discounting is a bit cynical. You mix
    things together and it sounds so logical. But it is just an opinion,
    it serves you well for who you are. 

    My way serves me well. I am quite clear on what my customers think
    (feel) about me and how I do business, and my employees see business
    done in a way that in spite of what you believe about how wrong it
    is to discount, I might be considered a mench. I sell jewelry from $5
    to custom for 5 fiqures, I dressin Docker's and bright colored tee
    shirts or flannel long sleeve in winter, I have music from Tom Petty,
    Dylan, Aimee Man,Lucinda Williams, Grateful Dead, Robert Plant-Alison
    Krause's Rising Sand, Emmylou Harris, vintage Bonnie Raitt (from when
    we both were young) music on all the time. Make jewelry, good food,
    rock and roll...could not get better for me. I am having a great
    time. 

Richard Hart
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