Part 1
My
instinct for self preservation must be in full gear as I keep hearing the word “the
bearer of bad news gets shot first” buzzing in my head repeatedly as I am
putting my thoughts and feelings in my writing today.
Yesterday,
I finally received the email coming from one of the buyers, our design team had
spent months doing product development and tweaking the designs to come up with
new collections specific to this buyer’s description and profile. This was the
same buyer, who had asked us if our company can guarantee that we only supply
nickel-free, lead-free and cadmium-free metal components and that all our
resins are phthalate-free. The very same buyer who has asked us if our company
practices fair trade and that if they can send an agent to inspect our factory,
all of which we replied with a YES.
Portion
of the email read like this…
”Thank you for your
follow up and pictures; I really appreciate your help and responsiveness.
Actually, we have been rethinking our costs and this is the reason too why
I needed more time to reply back. And unfortunately, we come to realize
that we can not make the items at the costs you have be feasible for us. I know
that you have really tried hard to address the cost issue many times. But some
of our vendors have responded to us with almost a third of your costs and so
maybe your company is just too expensive for us, and maybe rightfully so as you
have nice items but we just can not make it work for us.”
There
is nothing wrong with this email, and being in the fashion jewelry
manufacturing business for 13 years now, this is also not my first time to encounter
such type of client.
What
irked me though is that, right at the onset of this engagement, I have asked
this client the following standard questions which would guide us as designer
and manufacturer to come up with specific items to fit their requirements:
1.) What sort of items are you looking
for in terms of design, materials and colors?
2.)
Which season will you be launching the collections? Spring, Summer, Autumn,
Winter? Are the items for day or evening wear?
3.) Who is your target market for these
designs? Are you positioning the items for low end, mid end or high end market?
And last but not least,
4.) What is your maximum target price
point for the items (necklace, bracelet, earring etc) you are inquiring from
us?
We
were told that they wanted to launch items made of fresh water pearls which can
be mixed with any other materials. Target price for a necklace should not be
more than USD 10 and the bracelets and earrings are expected to be much less.
Likewise, we were also told that we can offer any designs whether it is for evening
or day wear, as long as it is based around these parameters. The client also
showed us some photos to give us an idea on what sort of designs they are
looking for.
The
next weeks were followed with several emails to the client containing images of
our designs carefully selected based on their guidelines. The client promptly replied positively and
has in fact picked a few pieces from the images sent, then came the silence for
the next 2 weeks. The silence was then followed by the bomb… the most recent
email, excerpts of which I have posted earlier.
Now,
injustice assumes so many faces and forms. I think this is one of it.
One
of the biggest fears of designers is to have their designs copied and
manufactured elsewhere without any hint of recognition from the consumer who
the real owner of the creative work. The fashion industry is incestuous this
way and surprise, surprise, it’s not just the small players who does this. Big
players and big brands do this too… why else do you think lawsuits concerning
infringement of designs are always in season?
Now,
back to this client, I have yet to reply to the email and I have a few thoughts
of what and how to reply to her.
Option 1: I can reply negatively and
tell her exactly how unfair she is. After all, we have laboriously complied
with all that was required from us.
Option 2: I could politely reply and
say, “thank you we understand” and move on.
Option 3: I could explain to her
what makes our items priced the way it is and why it is not “a third” of the
price we quoted.
Option 4: I could ignore and pretend
I did not receive her email.
Believe
me; I am tempted to go for option 1. I think that even if I lash out, it would
still be a justified anger.
But,
that’s not who I am as a person and it serves me no other purpose than venting
out negative thoughts and feelings. I think I deserve better than filling my
day with negativity. Besides, the optimist inside me cannot help but look
forward to the brighter side of things.
For
instance, there is a big difference in price with seemingly similar looking
components. A brass-based metal chain versus an iron-based metal chain of the
same design would look exactly the same when both are electroplated with the
same plating color. However, brass-based chains are priced five times more than
iron-based chains. Why? Well, brass does not corrode and rust while iron does. Most
iron based components contain nickel too. Fashion jewelry made of copper or
brass based chains or other metal components last longer, safer and do not
smell. They stay longer on the shelves and definitely consumers would be able
to repeatedly wear and enjoy the fashion piece.
Now
don’t get me wrong, there is a market for iron-based components---stylish,
cheap and disposable fashion jewelry will never ran out of avid fans. However,
as a designer and manufacturer, we also have the option to choose what sort of
product comes out from our factory and which market will these products be
intended for. Options, it simply is one of my favorite words.
So,
my final reply to this client? Oh I don’t know, I’m still weighing my options
actually.
Despite
the injustice in this world, the universe has its way of balancing out. I still
believe in reaping what you sow and I simply trust that this client will know
soon enough how wrong it was that she let us slip off her grasp.
That’s
me talking, venting out in my writing, dusting off with my head held high, back
standing straight and feet planted firmly on the ground…. peace!
How
about you? Have you encountered similar incidents with your clients?
On
my next article, I’d like to share how and when I think it’s okay for a buyer
to say NO because of price issue. Talk to you soon…
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