| empting to discount during the economic | | | | Interlude (hourglass shaped jars) or Libby Status |
| downturn. With customers constantly pressing | | | | (a roman column) to create a modern, |
| you for lower prices, buy-one-get-one-free deals | | | | sophisticated look. Both the Interlude and Status |
| or discounted shipping, do you find yourself | | | | are classified as “round” jars, so if your |
| becoming more flexible? Although you’ve | | | | customers do not like geometric shapes they can |
| lost very few clients to competitors, attrition is a | | | | purchase smooth or straight-sided contemporary |
| real problem. Your sales reps are not sure how to | | | | jars. Libby Vibe jars are fantastic storage pieces |
| address buyer apprehension in a slow retail | | | | and work well with candy, chocolate, wax, salts, |
| environment where every sale counts. Customers | | | | spices and other nonperishable gourmet foods. |
| expect lower pricing for smaller orders. As such, | | | | Combining Libby Glass’ unique designs with |
| the market seems to be spiraling downward; | | | | a full range of products is important; to stop |
| sales are much lower and at the same time price | | | | downward pressures you need to have an entire |
| pressures are cutting into profit margin. | | | | collection of glass jars in small to large sizes. This |
| When we come up against price, I’ve | | | | convenience factor is very attractive to shoppers, |
| always focused on differentiation and selection. | | | | giving them both entry level prices and large size |
| When times are tough, being different is very | | | | values in one location. Combining convenience with |
| helpful. If you are the cheapest game in town, | | | | personal preference will help you avoid serious |
| some one will eventually beat your price. The | | | | discounting and continue to stabilize your pricing |
| lower you go, the lower they go. What you want | | | | and profit margins through the slower sales |
| to do is get your customers focused on | | | | periods. |
| something besides cost. Do you have something | | | | This is why we always offer as many sizes |
| unique or special to offer that commands a higher | | | | possible for each style we carry; unique, signature |
| price? | | | | glassware collections create a category-killing |
| Switching to Libby Glass will give you an | | | | affect in most retail settings. Although customers |
| immediate buttress. In addition to limited | | | | may switch on price now and again to |
| availability, Libby Glass has unprecedented quality | | | | competitors, eventually they will return for the |
| and consistency. Libby Glass’ design team | | | | quality, service and access to a better range of |
| is top notch and produces the finest, collections of | | | | products. When they feel bogged down by |
| unique candle containers, storage jars, spice jars, | | | | specific stylizing or limited selection, they will come |
| gourmet food jars and other industrial use glass | | | | back. And when they do, they become your |
| containers on the market today. With this in mind, | | | | most loyal customers. |
| if you find your prices are being pushed down, | | | | We recently had a large customer who has been |
| simply change to a signature style like the Libby | | | | buying from us for years finally cave in to our |
| Square Jars. Geometric shapes are both rare and | | | | new Libby Glassware. They had been buying from |
| visually striking, not subject to downward | | | | a competitor who was underbidding us on |
| pressure from competitors. | | | | standard commodity products. |
| Another potent combination is to use Libby | | | | |