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Pearls and retail stores – how does it work?

Italo Grignani has been working with Robert Wan for the past eight years. He knows from the back of his hands what clients want to know, what are interrested in, how much do they spend and from where they come from and is willing to tell us all about it!

Italo Grignani became the sales manager of the Tahitian boutique in Papeete two years ago, located where the pearl museum was built. if most clients buying diamond first inquire about pricing, pearl buyers get more interrested in the how rather than the how much.

– What is the role of the Sales Manager ?
Organizing logistically all of the museum visits between historical part and the technique part in the workshops. In addition, we get touristic groups who want a guided visit of the museum. We have the store of the museum with exceptional pieces. we want to inform tourist in the first place and then obviously we retail our collections (casual, classical, Robert Wan designs)

– Who is your clientele?
Our first clients are Americans who come to French Polynesia for years because the U.S. is the closest country from us. Then comes the South American clientèle followed by Europeans. And now Chinese are coming more and more which is great for us because they have the most spending power.

– What is the average amount spent at Robert Wan?
The average sale is between 1200 and 1500 Euros for Chinese spenders. For Americans spend around 800 Euros and the rest of the clients usually spends between 400 and 500 euros.

– What are the three typical questions asked to a sales manager at Robert Wan?
First, they want to know about this special oyster that produces pearls: the Pinctada Margaritifera. Secondly they want to know where are located the pearl farms. And eventually, how are pearls made? From the nucleus insertion to the formation of the pearl, its color, size etc.

-On the verge of buying a pearl, what is a client mostly looking after?
They are immediately attracted by our colors- one of the reasons why our pearls are famous. In one pearl we can find 2 or 3 different colors… it is absolutely astonnishing.