Originally Posted by
drcollie
The H&M price restrictions came about because potential customers were walking quotes into their local dealers asking them to price match them, and it made the local dealers crazy and they called H&M to complain. Though it might seem like a clever thing to do for a consumer (see that convenience factor you are addressing caesar), they kinda shot themselves in the foot so to speak and now we have pricing restrictions because of it.
Most stores - by far - are terrified of alienating their customers so they carry what the customer asks for which is typically 'Something that looks nice and is not too expensive". They don't think they can sell a $ 4,000 sofa, so they carry the $ 999 one, which by necessity of hitting that price point is going to be Chinese junk. They under-estimate their sales skills for one thing, and secondly don't really care about their customer long term. I have always taken a different tack with my store by demanding quality first - price is second. That extends to everything in my store from candles (Root Candle Company) to lamps (Wildwood & Fredrick Cooper) to furniture. I can't be enthusiastic selling junk, and I don't ever lie...ever. If someone asks me how its made they get a straight answer. How am I going to sell something that I know is going to the landfill in 4 years time? I can't......other stores have no conscience and will sell you ANYTHING to get your money and simply hang up on you 4 years later when you call them to complain their $ 999 sofa has sagged out. So my position has always been to carry quality product, take the time to explain WHY it costs more, and then let the customer decide for themselves. It's all about information and giving the customer that knowledge so they can make an informed decision. If it's not in their budget at the end of the day, so be it - I get that. They will have to go down the road to the next store because I won't bring in a line to meet a market price point.
The whole H&M pricing policy frustrates me hugely. They DO build the best in class and I know there are a few dealers out there not abiding by that new price policy and taking the sales I have to turn away. Its nutty.
As to getting pieces to fit into homes, that can be hugely challenging trying to figure it out ahead of time. In a year's time we probably have a dozen orders that won't fit in the home and aren't going to fit. It's costly and frustrating for everyone involved when that happens. Unfortunately there is no hard and fast formula to measure sofa "A" and guarantee it will fit through doorway "B". A lot of times its just experience and a really good delivery crew that get something in the door that another team can't do. Other times we are just flat upon against the physics and they won't go. Pieces always look smaller in the showroom and see to get larger when they come to your home.