How to Handle High-End Watch Discounting

Q: What’s the best way to deal with the high-end watch industry’s growing concern about discounting? —Donnie Thompson, CEO, Windsor Jewelers, Augusta, Ga.A: “Discounting has been a problem over the years, so we’ve done what we can to align ourselves with companies that still allow us to hold margins, like Rolex. Breitling is another watch brand that’s still good on margins. I’ve noticed that the real crazy discounting issues come from the very high-end and esoteric watch brands, and that’s not where we’re at. But we’re not naïve enough to think there isn’t pressure on other sectors of the watch industry. For now, our strategy is working well for us.” —Sean Dunn, vice president, J.R. Dunn Jewelers, Lighthouse Point, Fla.“Discounting has always been a tough area for us, especially when you’re dealing with a certain caliber of customer that has become acc

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