Why do things cost what they do? This is a question few ask when items are cheap, but, move up the pricing scale, and we feel like we need some explanation. Many brands cite the ‘luxurious’ materials and use the ‘made in…’ tags, and, think that is sufficient to justify higher and higher prices. But, some brands are going a lot further and not just explaining, but dissecting their costs and offering ‘Pricing Transparency’.
Left - Private White V.C. - Ventile Raincoat - £495
One of the pioneers is Manchester’s Private White V.C., known for its selection of premium outerwear. Made in ‘Cottonopolis’, Private White V.C.’s product isn’t cheap and they feel the need to tell you why. Calling it their ‘Pricing Manifesto’, it sets out how many minutes each garment takes to make and even down to how much thread is used.
Co-Founder and CEO, James Eden, says, “With the advent of the internet there is so much access to information now. It’s at the tips of people’s fingers and customers are more inquisitive and curious about how and where things are made. Country of origin has become county of origin and, now, factory of origin. People are interested in who makes their Private White V.C. coat, and for many years we have celebrated our workforce and their craft. The next step is to show people, our customer exactly how much that craftmanship is worth in pounds and pence.”
Certain brands are expensive because they can’t make their products any cheaper. They want to prove they’re not being greedy by taking huge mark-ups and margins, and that their goods are worth paying the price for.
Right - Explaining what goes into your Private White raincoat
“As a brand the most important thing is retaining, fostering and maximising the trust and confidence of our customers. This is done by offering great products, tremendous customer service and being honest and transparent in our approach – there is no room for smoke and mirrors!
“Our customers know they are not being misled or charged what we would consider to be an unfair price for a product. The economics of a direct to consumer business means it is far more contemporary and a much leaner model; and we think those benefits should be passed onto the customer.” says Eden.
This is a reaction against wholesaling and discounting too, which has become tougher and tougher for smaller manufacturers and brands. Private White V.C. is at that point where the brand is recognised and can, therefore, pull back on wholesale and take it direct to consumers. Smaller brands, like pilot fish with a whale, need a vehicle to be presented to people, particularly online.
“So far I am happy to say the response has been extremely positive. We all acknowledge it is a bold move, but we think it is essential for businesses, like ours, in such a crowded market place, to differentiate ourselves first and foremost by quality, but also in our philosophy which champions: transparency of sourcing and price transparency.
“We are striving for a full price policy, so there are no inflated prices prior to an ad-hoc sale for example; I just don’t think this is sustainable. It is very much educating the customer to never to pay full price. There is so much investment in the quality of our people, the materials and the process, we want our prices to properly reflect that - we want our customers to know that we have made this fair and correct. No discounts or promotions also gives people confidence that the product that they buy today will be sold for the same price in 6 months’ time.” he says.
This is fashion’s reaction to field to fork labelling. Many supermarkets, now, tell you the name of the farmer or even the number of the animal. It’s about traceability and re-educating the consumer into buying better and feeling good about paying more.
Private White V.C. has the luxury of owning its factory and not making anything anywhere else and you're not paying for a 'name'. It’s a simple formula.
Alessandro Agazzi, fashion business expert and blogger at www.thestyleism.com says, “I think it's a smart move. People/consumers want to know more about what they are buying. And with that, many people are like ‘look how good they are, they show want to show us that they are very fair’”.
“They are not the first ones to do it. Again, I think their move is to create a stronger engagement with existing and new clients. You can't compare the costs of a luxury/designer brand to the ones of a manufacturer. But, yes, people are more and more price-conscious and this is a fact.” says Agazzi.
“I think this is mainly a marketing thing from them; and their consumers seem to like it - from the comments on their IG feed. I’m not sure others will follow. It is a delicate move to do it. I asked Private White a couple of questions, the answers were very polite, but, again I am not too convinced how they calculate the costs of the garment. They have not considered costs that they're bearing - retail, logisitcs, PR, photography. And their 2x is even lower when you deduct the VAT from the SRP.” he says.
It’s important to be fair, but it’s also important to make a healthy profit. If you’re working on very small margins it doesn’t take much to tip the whole thing over. I think the majority of people outside of the fashion business don’t know the typical mark-ups on luxury goods and it's often a closely guarded secret.
Will other British brands following suit? I asked, Alice Made This, a British jewellery company specialising in artisan techniques and precious metals, their thoughts.
“Private White V.C. are fortunate, in this instance, that they are a factory and a retailer in terms of transparency. This allows them to disclose costs and stick to prices to allow these stats to remain true for a long period of time. We use a variety of British factories and, for us, to disclose our factories prices in such a granular way may be a breach of their confidential information. Our pricing varies per batch as metal prices fluctuate daily and our factories have to pass these onto us as their customer.” says Alice Walsh, Co-Founder, Alice Made This.
“I think it is interesting, but difficult for us to be accurate, therefore I feel it becomes not as transparent as it may appear! I believe customers expect honesty, integrity and transparency. This can be offered to them in a number of ways.” she says.
There is an element of marketing here and you don't get exact figures, but I also think the attitude is, why not try it? In this fast changing retail landscape you want to shout about your product and this is a way of standing behind it. It builds trust and creates an honest halo over the brand. ‘Pricing Transparency’ only works if you have nothing to hide. Very few brands can do this, but, the ones that can, should.
Below - Private White V.C. comparing its model and 'Traditional Luxury'
In a post-Brexit world we’re going to have to make more than leather shoes and Scottish cashmere sweaters. UK Plc needs to turn our world class creativity into a German style industry: manufacturing in volume and of the highest quality.
From small acorns mighty English oaks grow, so, when I heard The Shackleton Company was manufacturing their parkas in the UK, I wanted to find out more and see what we are paying for. The majority of the world's down parkas are made in Italy, France, Canada or China, so a UK-made is rather special. I’ve dissected their new “Discovery Jacket” to show you all the different components and design details, so when the temperature drops we can keep the Union Flag flying high!
Entirely handmade in Cheshire. The majority of the materials are made in Britain with the odd exception, i.e. zips and zip pullers. The outer shell is Ventile, designed in the UK. The densely woven, 100% cotton uses the world's finest, long staple fibre. Ventile is not coated or laminated and the combination of the dense weave and swelling properties of the fibres, when wet, provides excellent weatherproofing. It's an entirely natural product - windproof, breathable, durable and quiet.
Filled with 100% of the finest, pure European goose down, it provides an unsurpassed warmth to weight ratio. It is a by-product of the food industry, in fact, a waste product, if not used for insulation. The highest quality of down, which The Shackleton Company uses, comes from the oldest, free-range birds. Each individual pocket of down is hand filled & stitched. No machinery is used.
The adjustable hood design enables the wearer to create a wrap-around tunnel to protect against extreme cold. The coyote fur hood trim is removable. Tested in Antarctica to minus 20 Degrees centigrade, the coyote is shot as part of a cull program to control popuations in Alaska. The Shackleton Company do not use any farmed or trapped coyote.
Large rubber zip pullers are designed with pimples on the reverse for ease of use with cold hands or whilst wearing gloves.
Four outer pockets - two chest (zipped) and two fleece-lined, hand-warmer pockets have press stud fastenings for quick access. Four large internal, zipped pockets - two close to body core for extra warmth for storing phone & batteries in extreme cold environments. Internal waist draw cord for a tighter fit - minimising cold air flow, providing extra insulation. Lower draw cord for a tighter fit and extra protection in stormy conditions.
Extendable storm wrist cuffs.
Internal patch - “I hold that a man should strive to the uttermost for his life’s set prize”. Poet, Robert Browning, quote, engraved on Shackleton’s gravestone in South Georgia.
Left & Above - The Shackleton Company - Discovery Jacket - £1575