How do you sell £650 handbags in a recession?

That was the question put to the CEO of Mulberry on Radio 4’s “Today” programme yesterday morning, after the company reported a 47% increase in pre-tax profits.

The answer?

  1. Quality
  2. Craftsmanship
  3. A great product line
  4. Customer Service

It really is that simple.

Question – in your practice:

  1. do you offer the highest quality?
  2. do you execute the work with the highest craftsmanship?
  3. do you have a great product line (that the customers can understand?)
  4. do you deliver great customer service?

I would argue that the same people who pay £650 for a handbag (or a man-bag for that matter) will pay top prices for a signature smile.

I bought my Mulberry man-bag over 6 years ago – and it still serves me well and attracts favourable comments.


Published by

Chris Barrow

Chris Barrow has been active as a consultant, trainer and coach to the UK dental profession for over 20 years. As a writer, his blog enjoys a strong following and he is a regular contributor to the dental press. Naturally direct, assertive and determined, he has the ability to reach conclusions quickly, as well as the sharp reflexes and lightness of touch to innovate, change tack and push boundaries. In 2014 he appeared as a “castaway” in the first season of the popular reality TV show “The Island with Bear Grylls”. His main professional focus is as Coach Barrow, providing coaching and mentorship to independent dentistry.