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Published: Jan 09 , 2020
Author: Stephen White

It is a new year and a new decade. How does that make you feel – optimistic or apprehensive? Knowing this is important, because your answer may be a guide to your negotiating style. I have an old friend who is in retail. For many years...

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Published: Nov 21 , 2019
Author: Stephen White

There was a time not so long ago when getting a significant discount on a new Mercedes car was well-nigh impossible. Car buyers knew that motor dealers generally were prepared to offer discounts, often around 10% of the list price, but that these norms did not apply to marques like Aston Martin, Ferrari, Lamborghini, Porsche and Mercedes, especially at the top end of the range. Asking the salesman usually produced a look of amused incredulity (‘You want what…?’) followed by an explanation that Mercedes just didn’t do that, because they didn’t need to...

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Published: Oct 24 , 2019
Author: Stephen White

Probably the most common reason for the slow uptake of all-electric cars is the fear that they might run low on power with no way of recharging before the battery is completely drained. To an extent the fear is irrational. Most drivers use their cars for...

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Bad Behaviour (From The Good Guys)

I’m fascinated by how brands can make us feel. The intensity of that feeling, what drives it and how long it can last. The infamous ones in my experience include IKEA. Nothing makes my blood curdle more than the indignity of being herded around the labyrinth of their Wembley store, before you land in the cattle market of the queuing system. Great for your...

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