Question · Q3 2026
Jonathan Matzuzki from Jefferies asked about the consumer's better response to full-price selling and minimal elasticity, and how this informs future customer targeting efforts, specifically regarding a higher-end consumer.
Answer
Laura Alber, CEO, explained that the company serves a wide range of customers and sees opportunity at the super high-end with brands like Rejuvenation and Green Row, which offer expensive, high-quality, and original products. She also emphasized appealing to the upper-middle customer with Pottery Barn and West Elm by offering beautiful, affordable design services.
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