第59章(第2页)
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陆沉侃侃而谈道:“品质,是保证,继而才能赢得口碑,这是最基本的。但是,若想让香水能够在市场上占据一席之地,乃至成为当之无愧的霸主,就要凸显出它独一无二的特性。”
“如何才能凸显出它独一无二的特性?很简单,就是要贵!”
“容易得到的,便宜的,往往不会被人所珍惜,甚至弃如敝履;反之,不容易得到的,贵的,也未必不会受人推崇青睐。”
“针对它独一无二的特性,我们要将它定义为奢侈品,绝不能走薄利多销的路线,理由先前我已经说过了,市面上很快就会出现跟风的香水,和那些百年老字号打擂台,千香阁恐怕走不过几个回合,就会以败北收场。”
“所以咱们一开始便得将它定义为高端商品,令那些跟风的望尘莫及,跟风的品质不如咱们,所以必定不敢将价格定的过高,就让他们在低端市场争食吃吧,咱们在高端市场唯我独尊,岂不美哉?”
他唾沫横飞,长篇大论,苏晴终于是有些听明白了,但皱紧的眉头还是没有舒展半分,担忧道:“陆大哥您说的很有道理,可千香阁现在名声太弱,香水又从未出现在世人的视野当中过,冒然将香水定价过高,恐怕抬高不成,反而摔的更惨。”
“犯傻了吧?”陆沉笑道:“咱们参加商家聚会是为了什么?就是为了打响香水的知名度,只要那些京都城的有钱人们认可,香水就不愁卖不出去。”
“既然要做高端市场,你的目光就要自然而然的去往高处看,低端压根就不该出现在你的视线之内,要迎合那些有钱人的口味,琢磨他们的想法。”
苏晴一楞道:“有钱人的想法是什么?”
千香阁最鼎盛的时候,苏晴家里也就是相对殷实一些而已,她还真不知有钱人的内心世界是什么样的。
“不求最好,但求最贵。”陆沉说出八字真言。
苏晴一怔,随即纳闷道:“为何?”
“要面子呗。”陆沉嗤笑一声,说道:“事实上不止有钱人要面子,这世间上的大部分人,都要面子,他们热衷于用昂贵的物品来彰显自己的身份,来粉饰自己内心中的虚荣,至于物品本身的品质怎样,反倒显的不重要了。”
“天底下的人都有虚荣心,奈何这个世界,人还是分三六九等的,想要粉饰自己的虚荣心,普通百姓根本心有余而力不足,因为他们多半都在为生计而发愁,但饶是如此,依然有虚荣的一面,只不过攀比的层面相对较低而已,譬如谁家房子修葺的怎样怎样气派了,譬如谁家的孩子如何如何出息,往后定能科举中榜了……”
“而有钱人,粉饰内心的虚荣心,则更为直接一些,就是我说的那个八个字:不求最好,但求最贵!”
“有钱人之所以被称为有钱人,就是因为他们不差钱,你担心咱们将香水定价过高,会令人望而却步,殊不知对于那些有钱人来说,你以为的高价,也就是他们一顿饭的银子罢了。”
听陆沉娓娓道来,不知怎的,苏晴只觉有些背脊发凉。
陆沉将人性看的太透彻了,苏晴自问亦经历过人情冷暖,却也自愧不如。
可说到现在,陆沉分析的头头是道,却始终没有给出一个具体的价格,苏晴不禁好奇不已,问道:“那依陆大哥您的想法,到底该定什么样的高价合适?”
陆沉伸出五个手指头。
“五两?”苏晴轻点螓首,这个价格还算是比较能够令人接受,和顶端的一些胭脂水粉价格相差无几,甚至还略有不如。
岂料陆沉嗤了一声,道:“什么五两,是五十两!”
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