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To: Bill Harmond who wrote (134910)	11/18/2001 5:55:02 PM
From: Glenn D. Rudolph	Read Replies (1) \| Respond to of 164684

I don't know what you mean by bread and butter. It seems to me that the largest jeweley purchase most couples will ever make is their wedding set. I was clear here at all. I am sorry. Actually, the largest purchase is not typically the wedding set since people have a tendency to gain wealth as they get older. Many people buy another set in later years when their career is more established. However the larger purchases are really necklaces, bracelets, anniversary rings and other "ad ons." I was not referring to the wedding set as a category. I was really referring to the fact Robbins Brothers caters to higher end clientele. You live in an area where there is a large number of people with very high incomes. That is not true for the majority of the US. The "tricky part" is a sigle type store cannot cater to both. Zales learned this a while ago which is why they have their "bread and butter" Zales Store in many shopping malls. They also have their higher end store called Bailey, Banks and Bittle in many of the same malls. There will be no reference to Zales in their Bailey stores and vice versa. The typical consumer will feel a certain store is too pricy for their income and that the values are not good enough if that outlet is marketing to the high end. The high end will perceive a store does not have the unique and rare product or designs they are looking for if that same store has $500 engagement rings. All I meant was Robbins Brothers has limited themselves to the "guild" type store. That in no way makes them not successful but it limits growth potential without marketing under another name.