Eye Value
February 28, 2009
Eye value . . . the jewelry looks like it should cost more than the price you arrive at using your normal mark up margin. This can occur due to a fantastic design of a ring, bracelet, necklace, etc. Or it can come from the style of the jewelry design . . . how the design is emphasized. For example, the same ring design offered in different colored stones or metal can look much more valuable and create more appeal with customers. Even well cut stones can offer eye value . . . and that makes them look more expensive than they really are. The key point is customers are willing to pay more money for jewelry with exceptional eye value.
Here’s your chance to let us know what products you think offer great eye value. These products are what merchandisers should be constantly on the lookout to buy and offer to their customers. Jewelry products with great eye value are easier to sell because customers are more attracted to their superior value propositions.
Posted by Tim Malone on February 28, 2009 |
Comments (7)
Industries: Fashion Trends, Jewelry Retail News
March 25, 2009
In response to:
Eye ValueTim Malone commented:
Thanks for your posting Carol. I noticed you used the word nice.
Just for fun let me mention that I watch the TV show called House
Hunters on HGTV. Buyers look at three properties and pick the one
they will buy. What I have noticed is the property that the
shoppers keep saying "nice" to be the one they will choose to buy.
I have counted some buyers that say "oh this nice, and that is
nice, etc. a dozen and one half times. That is a lot of "nices" if
you know what I mean. My point is . . . how often can you hear your
customers say a proposed piece of jewelry is nice? Or is nice the
right word we are looking to hear from shoppers looking to purchase
a luxury jewelry product? Is the right buyer signal stated as the
word fabulous, fantastic, beautiful, or even da bomb? LOL What
language do your customers use to describe jewelry with exceptional
eye value?
March 15, 2009
In response to:
Eye Valuecarol guiu commented:
Eye value is important as a whole. The jewelery piece would appeal
more to the customer if everything is in tune, the design is
extremly important, the color stones been used, the cut
...absolutely but, all has to be just outstanding to allow that
piece to shine for itself and get the customer's att. But I also
think that at the end ... it's nothing like a nice diamond jewelery
piece to make it happen. :)
March 3, 2009
In response to:
Eye ValueSandra Cooke-Locken commented:
I apologize - I forgot that the blog doesn't recognize paragraphs.
The sterling lines should have read as Elle and Zinzi. Crown Rings
is a brand of karat gold wedding bands and engagement rings. Sorry
for any confusion.
March 3, 2009
In response to:
Eye ValueSandra Cooke-Locken commented:
My favorite brands for "Eye Value": Bulova Watches and the
following Sterling Jewellery: Kameleon (especially because of its
versatility) Elle Zinzi Crown Rings (you can google all these
brands!) I sell through a TON of these brands because they look
great, have tons of appeal and fit in a price point that most
people still feel they can afford - especially with the sterling
brands. My women clients love that they can self gift with these
brands and feel like they're getting a deal, which still looking
stylish. My diamonds (Canadian or otherwise), diamond
earrings/necklaces, gold chain, et cetera get their perceived value
not from brand names (as they are not nationally branded products),
but rather from the story I tell about them. For example, my gold
chain is a little more expensive per gram than other gold, but it
comes with a lifetime warranty. If the customer breaks it, they
bring it back, I send it back to the manufacturer and they send me
a brand new chain that I give to my client. I tell my clients up
front that they can find slightly cheaper chain elsewhere, but that
if they pay a little more up front, then they will NEVER have to
pay for a repair again. I tell them that in the long run, the chain
will pay for itself and my clients are loving it. I think the eye
value, really has to be enhanced by the sales pitch we give each
item we sell.
March 2, 2009
In response to:
Eye ValueTim Malone commented:
Excellent suggestions Wade! Yes, cutting or polishing a stone is a
value added activity . . . that certainly should result in improved
eye value.
March 2, 2009
In response to:
Eye ValueWade H. Clar, Jr. commented:
Specifically I would like to mention that with colored stones the
cut could be a value added approach for merchandising the loose
stone or the finished piece. Currently, Portuguese rounds, cushion
cut, and checkerboard cut stones offer exceptional eye value. In
addition, Alexandrite stones with strong color change are an item
that delivers great eye value. If you have the ability on site or
can send some of your inventory to be polished I recommend this as
a way to make a stone, which does not have that flair, really jump
out of the display. While you may lose a few points of the total
carat weight, it will increase the eye value overwhelmingly.
March 2, 2009
In response to:
Eye ValueWade H. Clar, Jr. commented:
Specifically I would like to mention that with colored stones the
cut could be a value added approach for merchandising the loose
stone or the finished piece. Currently, Portuguese rounds, cushion
cut, and checkerboard cut stones offer exceptional eye value. In
addition, Alexandrite stones with strong color change are an item
that delivers great eye value. If you have the ability on site or
can send some of your inventory to be polished I recommend this as
a way to make a stone, which does not have that flair, really jump
out of the display. While you may lose a few points of the total
carat weight, it will increase the eye value overwhelmingly.
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