corner samples

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Not sure what isn't "win" about your current situation. Your frames are beautiful. Is it just that you'd like to sell more of them?

I have worked in shops that did a strong percentage of their business in finished corners (including yours). Now, in a new market I'm selling fewer of them. The biggest obstacle is and always has been price. No one ever says "Nah, that doesn't look good." It's always "Six hundred dollars?!? I can't spend that for this. Do you have something that looks like it that's cheaper?" The majority of people that I show them to even understand why your frames(or any finished corners) cost what they do. It comes down to what they value. You can find many posts I've made to these boards ranting about a client who declares that $450.00 is too much to spend to frame a diploma while a $350 handbag dangles from her arm.

If you provided a branded display along with your corner samples, and provided a logo that we could add to our advertising the way jewelry stores do with various designers it might help our customers see the frames in a new light - as a must have status sort of thing.
 
Meghan, you are absolutely right. I felt the exact same way very strongly in the '80s when designer stuff really started to take off. People carrying LV or Gucci handbags would freak out about moderate framing prices. It's because the luxury goods companies spend the big bucks on advertising to create a perceived value for their items. Customer reading the ads has a chance to decide that the high price is "worth it" right in the comfort of her home before even entering the store. We have to try to create the perceived value of what we create during the design/sales process, which is quite a challenge. It doesn't have the built-in "status value" of the designer garment, handbag, or <strike>watch</strike/> timepiece. Larson's consumer ad campaign is an attempt to catch up in this area.
Back in the logo-crazy 80's I thought about maybe etching a small, subtle translucent logo into the glass down in the lower corner, like the ones you see while you're watching a show on TV, to get a visible status element into the framing. But then I thought, "Naaaah."
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Rick
 
Originally posted by Meghan MacMillan:
I have worked in shops that did a strong percentage of their business in finished corners (including yours).
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Just to clarify, I meant that shops I've worked in sold Kellar & Klein frames, not that I worked in Kellar & Klein's shop.
 
I appreciate that our frames are expensive; My question is how do we find an equitable way to put our courners in the hands of new clients in a way that is fair to us and to you.
 
Originally posted by Kellar and Klein:
...My question is how do we find an equitable way to put our courners in the hands of new clients in a way that is fair to us and to you.
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Placing them FREE is obviously not an option. If I were in charge of a business similar to yours, I would offer them at some type of reduced cost below it's wholesale price, but each corner would also come with a redeemable certificate worth it's cost on the first order taken with that sample.

I would give a little latitude on the expiration date on each certificate....but I think this might create the "win-win" scenario you're looking for.

Regards,

John

[ 11-19-2005, 07:26 PM: Message edited by: John Ranes II, CPF, GCF ]
 
I hope to be learning a few win-win tricks myself.

The following are safe to say about paid for corner samples:
1. framers pick up only what they like and feel like selling, much less than 1-3,000 different free corner samples currently adorning their walls
2. paid corner samples are always being given a prominent display
3. such corner samples are not easily removed from the wall in case they don't sell as well as expected,
4. framers make a special effort to display and sell those frames in which they believed to the point of paying for their corner samples.
5. though everybody could appreciate an occasional free ride, I haven't ever met a good framer who would question the need to pay for very good quality corner samples and am sure that Harold can second my words.

John,
Better than "discounted and rebated" corner sample suggestion of yours would be my "free and rebated" one (not that I stay by it)


K&K,
My policy is full price, full rebate or 30% off and done with it. I hardly can remember one or maybe two names who wanted the rebate plan when presented wth 30% off variant.
 
Originally posted by Kellar and Klein:
I appreciate that our frames are expensive; My question is how do we find an equitable way to put our courners in the hands of new clients in a way that is fair to us and to you.
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May I suggest that at the same time, you should be asking the question:

"As I look to give a nice win-win deal to new and untried customers; what can I do that is equitable to the customers who had faith in me from the beginning and paid full bore?"

If I am a new customer and get a Platinum Citibank card, they will credit my flight awards 20,000 miles (almost a round trip upgrade). But as an old customer... they don't give a rip.

(well OK, so I did talk to a supervisor... and wrote a letter to the VP of CS and the VP of marketing...... and did point out that I had been with them since they first started affinity....

so I'm wondering just how that MBNA "Open Milage" works.... when the phone rang.... :D )

But my point here is: They were willing to let several "Known" customers walk down the street, in order to attract many new [price shoppers] customers.

I like rewarding my old tried and true faithful customers...

And if the newbie sees value in it for them....the can pay... but I do like that 30% off or rebate as you order...

If they take the "rebate as you order", then you know you have someone fired up and ready to sell.

If they jump on the 30%, don't bet the vacation on hearing from the sample collector. You just dressed up their wall.. so that they look better than they realy sell. [now I have to go think about that...]
 
Originally posted by Baer Charlton:
...but I do like that 30% off or rebate as you order...

If they take the "rebate as you order", then you know you have someone fired up and ready to sell.

If they jump on the 30%, don't bet the vacation on hearing from the sample collector. You just dressed up their wall.. so that they look better than they realy sell. [now I have to go think about that...]
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Baer,
That's a very interesting observation that you just made. Haven't look at it that way before, but I'll ruminate your opinion. I partially confirm your assesment: while most every costumer would prefer 30% off better than rebate as you order, there is a class of customers that are collecting every single sample but their ordering pattern is less than expected.

Anyway, a corner sample collector who pays for their wants is a much better name to have in your agenda than a collector who does not pay for samples.
 
K&K,

My original inquiry about Arts&Crafts/Adirondack frames was customer driven. When my customer comes back with her art, I will certainly contact you for options. Tho I am a small shop, I have never been afraid to buy closed corner samples - I display about 120 at present from various companies - some with rebates, some discounted, and some full price. This has been a good year for them - 30% of my revenue so far this year. From what I've seen on your web site I would probably buy samples from you. The difficulty is that I would really like to "see" what I am buying first. Do you have a rep on the East Coast or do you ever show at East Coast shows, NY for example? Absent that contact or a color catalog, we might be able to do business with larger images (digital photos) via e-mail.

Pat :D
 
I must say K&K quality is fabulous.

Although I don't carry their samples, a friend suggested I order a frame from them for a painting by Fabrice de Villeneuve, for my store display.

That framed painting was the fastest thing we ever sold!!
 
Baer,
I agree with your view. There is no win/win situation when new customers are treated better than the existing clients.

There was a commercial a few years back that showed a grade school teacher giving the NEW student a wonderful art kit as a gift for joining the class. As she looked out at the children, who had been there all year, staring at her with looks of astonished & disbelief, she simply explained, "Well, he's NEW."

I'm not a fan of businesses who play favourites with people they don't know and bypass the ones they do.

I am a fan of my frequent purchase or loyalty card which entitled me to a free cup of coffee this morning (because of the 8 cups I previously purchased). Following this concept, which works for old or new clients, maybe you can give new clients a leap ahead by crediting them with their first "stamp" or two toward their _______ (fill in the blank) discount, free shipping, free stick, whatever.

However, I know that sales for K&K won't appear until the samples are up on the walls. That is the real challenge. Are you looking to tap into new businesses not currently using closed corner frames? Do you have any documentation to heighten the awareness and highlight the benefits of closed corner frames?

With so many companies vying for attention, business owners are likely to ask, "Why should I buy your product?" and the famous WIIFM ("What's in if for me?") It's up to you to provide those answers. (From previous posts, your product appears to be well known for it's quality.) You may also need to create marketing tools to help business owners sell your product.

Sorry, I know these aren't new or revolutionary ideas. It's all I have at this hour.
 
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