Why Would a Luxury Brand Want to Sell Less?
Imagine you own a business. Customers love your product. So what should you do? The obvious answer is: Make more. Open more stores. Sell to more people. Make more money. That is how most businesses grow. But luxury has a strange problem. If too many people can buy your product, part of the reason people wanted it may disappear. So one of the hardest questions in luxury is surprisingly simple: How do you grow by selling more without making your product feel common? Sometimes the answer may even be: Sell less. Most Companies Want More Customers Imagine a company selling bottled water. If it can sell: 1 million bottles instead of 500,000, that is usually good. More factories. More stores. More customers. More revenue. Scale is powerful. Amazon wants more orders. McDonald's wants more customers. Toyota wants to sell more cars. But luxury works differently. A luxury company is not selling only: a bag, a watch, or: a car. It is also selling a feeling. The feeling that: not everyone can h...