Negotiating with Retailers - Justifying retail price

One word of advice I was given, is that if the Artist Craftsperson
is having trouble keeping up with production to meet the demand; then
it is time to raise their prices. I agree that quality and knowledge
are the keys to adding value and competing with the cheap overseas
labor. Also it is important to establish credibility that you will be
there for future service; resizing, matching pieces, repairs etc.
When I was actively doing craft shows our higher priced pieces would
sell to someone who had saved money up to come back for that special
piece next year. Without that credibility people are wary of buying
and paying retail. That is really what the retailer is selling and
what justifies the price to the buyer.

Dan Wellman