Small Business School
The transcript for this episode
Small Business School Nicole Miller on Small Business Schoollast update: September 2006 Nicole Miller on Small Business School|Nicole Miller on Small Business School Nicole Miller on Small Business Schoolgo to the homepageSmall Business School
Small Business School
Small Business School
Small Business School
Small Business School Small Business School
"That dress should be $275..."
Small Business School
Overview Transcript Case Study Video
You have to have an intuition and a deep knowledge of your costs, competition, and the direction of the market.
A never-ending discussion about price points...
Small Business School
Small Business School
Small Business School
Sell Happiness
Small Business School

HATTIE (In the studio): Hi, I'm Hattie Bryant. We're spreading the news, “Made in New York City,” with hang-tags like these, the Nicole Miller fashion house, on Seventh Avenue, is declaring to the world, “We've made it here.”

Small Business School SMALL BUSINESS SCHOOL Nicole Miller on Small Business School airing on PBS-member stations Nicole Miller on Small Business School
WATCH TELEVISION THAT TEACHES
SMALL BUSINESS SCHOOL
Small Business School Small Business School Small Business School
Small Business School Small Business School Small Business School Small Business School
Transcript Segments
Nicole Miller on Small Business School airing on PBS-member stations
Small Business School
Nicole Miller on Small Business School airing on PBS-member stations
1. Sell Happiness
2. Pricing is Art
3. Feed and Trust Your Instincts
4. There is No Place Like Home
5. Create a Win-Win
6. You Can Stumble into Millions
7. Staying Small is a Strong Position
8. There's Power in Partnerships
9. Multiple Sales Channels Work
10. Internship Programs Work
11. Make Organization Charts circular
12. It Never Gets Easy
Nicole Miller on Small Business School airing on PBS-member stations
Nicole Miller on Small Business School airing on PBS-member stations
Nicole Miller on Small Business School

We all know about life's basics – food, shelter, clothing – all can be purchased in the US at many different places and at many different price points. Big retailers with big brands – Wal-Mart, Neiman Marcus, Macy's and Nordstrom dominate – but they do not create and deliver as many products and services as do small firms. And, where much of what we purchase from big retailers is manufactured offshore, their high-end lines are often made by small companies right here in the USA.

The fact is, “There are over 24 million small and privately-held companies and only about 7,000 publicly traded companies.” Surprise. The big guys are really the little guys.

Now look at yourself. What are you wearing? Why? Clothes help to define us; they are an extension of our personality. This jacket was designed and made by one of the world's most well-known fashion designers, Nicole Miller. With her partner, Bud Konheim, the two have been building a growing business since the early eighties.

We'll take you now to Manhattan and you'll learn how they move ideas from mind to market.

NICOLE MILLER: That dress should be $275 and that one should be the same.

BUD KONHEIM: $275 – I would sell it for $275 and it will be a hot dress.

HATTIE: Bud Konheim and Nicole Miller started the Nicole Miller Company in 1982.

Today they have 165 employees working either at headquarters in New York City on 7th Avenue, in the warehouse or in the retail stores. There are 30 Nicole Miller Boutiques around the country – 15 owned by Nicole Miller and 15 owned by licensees.

Neiman Marcus, Saks Fifth Avenue, Nordstrom and other large retail operations also carry the line.

NICOLE: My clothes look ageless. I've always been against clothes that make you look old. And I think a lot of times expensive clothes tend to make women look older and more mature. And I've always been against looking older than you are. And I don't think you should be dressing like a teeny-bopper either because I think women shouldn't dress so that they look foolish. But I think they should always dress so they look youthful.

BUD: That is the business we are in. We're trying to make a product that makes somebody happy. If it doesn't make them happy, they are not buying it and your out of business. So the whole thing is about delivering a “feel good.” This is what it is all about. Now you get that feeling when you are dealing with a customer one on one and she is dealing with her customer who is in the store at the same time you are.

Review the study guide

Small Business School Nicole Miller on Small Business School
Small Business School
Small Business School

The Small Business Index of Learning Companies
Click here to be listed and linked from within this site
.