How luxury retail can be annual income and what you need to know

For florists interested in breaking into the luxury retail market, working with high-end brands like Chanel or Tiffany can bring fantastic opportunities, but it also has unique challenges. One key difference between luxury retail and hotel clients is the structure of payments and contracts. Unlike hotels, where clients often operate on monthly payments or contracts, luxury retailers may not sign annual agreements or pay in predictable monthly installments.

In today’s post, I’ll break down strategies that helped me turn luxury retail into consistent annual income and how to set yourself up for success with these clients.

Understanding Payment and Contract Structures 

Luxury retail typically doesn’t operate with annual or recurring contracts. When I worked with Tiffany, for example, they had a no-contract policy, which is common with large luxury brands. If that’s the case, don’t worry. It’s still possible to secure regular income by proposing an upfront, annual payment. When working with Tiffany, I negotiated a single up-front payment for the entire year rather than managing monthly or weekly installments. This gave me both stability and flexibility.

By securing payment for the full year upfront, I could manage cash flow while keeping my business on track to meet their needs. This can also provide peace of mind and operational efficiency, especially when working with high-end clients who expect flawless service. If you are interested in learning more about High-End Retailers, this podcast episode is a great resource.

Communication and Budgeting are Key 

Luxury retail brands have high expectations and often strict design visions. It’s crucial to maintain open channels with their visual merchandising teams, as they’re the decision-makers for floral arrangements for events and store designs. Proactively communicate what’s in the pipeline and get clear expectations on each project’s timeline, budget, and design requirements. If something is out of stock or there’s a change in the arrangement, let them know immediately. Even if a flower’s color will vary slightly under lighting, alerting them will maintain the trust they have in you.

For example, when working with Chanel, they valued communication on even the smallest details. Sending a quick email update and including a photo of the proposed design or alternative materials can build trust and ensure the client feels informed every step of the way.

Staying Flexible and Focused 

Luxury retail clients’ needs vary and may change rapidly, so staying adaptable is essential. A flexible approach to your offerings and pricing model can help you better meet their fluctuating requirements. Clear communication about what’s realistic within their budget is vital, and it’s helpful to offer solutions when needed.

Working with high-end brands is not always as stable as having a hotel client with a recurring contract, but it is definitely rewarding. These clients offer high visibility for your work and can become loyal partners if you deliver consistent results. If you are focused on stability and want to dive deeper into hotels, check out the Hotel Florist Profit Method. It is a turnkey program that even covers working with luxury retail as well. 

Conclusion: 

If you’re interested in luxury retail, don’t let the lack of a recurring contract deter you. With proactive communication, flexibility, and strong organization, you can still turn these clients into a source of annual income. Setting expectations and creating clarity around timelines, budgets, and product choices will keep you on track and allow your floral business to flourish in this space.

Already a florist and eager to expand into luxury hotels and create consistent income? Come join over 125 florists in the 7 Day Challenge! It's packed with actionable insights to help you succeed.

Keep blooming, Franceska

PS: Did you know I have a bestselling book on working with hotels? It's available on Amazon! If you’re on a budget you can learn more about what flowers to use, design mechanics and more with this!