HI David,
1. How many custom knife makers are there actively making today, how Does this compare w/ 10 yrs, 20 yrs ago?
My best guess is 4,000 makers world wide. It seems to be growing fairly rapidly. New machines that can have a major reduction of the learning curve. As well the ABS claims 1600 members (most being makers of different skill levels.
20 years ago best guess, 1,000 makers.
2. What is the biggest indicator of success in a new knife maker?
That has to be determined by the maker. Obviously selling out is an indicator most makers use. However, if you only bring 2-3 knives to a show that is not difficult. As a matter of fact usually that "selling out" doesn't even allow the maker to recoup the costs of the show from the "PROFIT" made. Not the total sale of the knife!
3. How many people in the world have ever spent $100,000 on a knife?
I have no idea. At this point antique knives would probably have a better chance to sell for $100,000 than a custom knife. Blade listed a Loveless that sold for $250,000. I believe that is the most any one has ever paid for a custom knife.
Although I have heard stories of "royal family" members ordering knives in excess of $100,000. Of course this had as much to do with the jewels on the knife as with the knife itself.
4. How many Collectors in the world routinely buy knives for $5000, $10,000+?
Very few compared to the totality of the market. Lots of Loveless knives in that price range being offered.
5. What is the ratio of growth, comparing the production knife industry to custom knives? .. which is growing faster, what are your predictions for how it will change in say, 10 yrs.?
With so much complete stupidity of knives in school, etc. I think kids are staying away from knives much more so than the did 10 years ago. I don't see this trend changing in the future.
The factory sector will always grow quicker. Primarily because you have businessmen running that market. They let the makers do the R&D, pay them for the design, set up the computer program, attend a show like the SHOT show, pass out some samples get orders, determine how many knives they can produce with the profit they will make from the orders. Have that many knives made in Taiwan with most of their expenses covered. If the knife takes off, they have already recouped their start up expenses and the profit ratio gets higher. They have the accountant that tells them when the knife is no longer viable...the knife is dropped from the line up and the process starts over again.
To a large extent custom knife makers feel that merely making the knife is enough. They start out hearing their friends tell them (who usually get the first knives for free) how great the knives are. Then they start showing them to other makers who offer encouragement and eventually offer the "KISS OF DEATH"..."You should raise your prices". Never ask a competitor about pricing. Coke does not ask Pepsi for pricing help...Nor does Burger King ask McDonalds for pricing help. What these business's do is conduct a SWOT Analysis, define a market segment(s) they want to compete in. Then do a feasibility study on whether they can produce a comparable product at a competitive price point. If they can't they look at other strategies.
Eventually makers hit the wall. Whether it is the first show they attend and sell nothing...not even an order. Or no orders are forthcoming when they put up their web site...etc.
It is then they realize that they are on a plateau and only some sort of marketing will help. This means spending money to promote your knives. This is a difficult wall for many makers to go through.
The custom knife market is global and getting more competitive every day. The factories figured that out 10 years ago when they started working with the custom knife makers.
Factories focus on what the customers want. Too many custom knife makers focus on what "they" want.
6. What is the most impressive knife collection you have ever seen?
There are 5 or 6 collectors who have the most impressive collection of knives you will never see. Collectors are impressed by different things. Some are impressed by sheer amount...others prefer quality over quantity.
7. Is a Purveyor and a Dealer the same thing?
To most people yes. I think some dealers feel using the word Purveyor adds a little class to what they do. Whether they are a dealer or Purveyor they provide the service of instant gratification.
What I think is a bigger differentiation is whether they are a custom knife dealer (selling only custom knives) or a knife dealer selling factory and some custom knives. Obviously one is a specialist and the other a generalist.
When it comes to knowing custom knives and the market the specialist is the way to go.
I coined the term Custom Knife Entrepreneur because I do much more than either a custom knife dealer or purveyor. Not a knock on them...In marketing terms it is called "Branding".
8. What are the "Seven Questions" you ask makers?
The Book is called "The Custom Knife Buying Guide". It is for sale for $10.00
The questions, what they help you look for and how you interpret the answers are all in there.
9. How has your own taste been influenced or un-influenced by popularity of certain styles?.. do you follow the trends, or try to predict them? buying knives.
At this point, the markets that I am really interested in I am usually a market maker. Others like slip joint folders, I will be following the trend with my own twist...looking for makers doing quality work at a value price. This strategy has paid big dividends.
Have you ever asked yourself why most dealers/purveyors do not have a trade in policy?
10. What should i have asked that i didn't think of? (.. and give us the answer. )
Question, "What do you think is the finest book ever written on collecting custom knives? David, I would have to say "Custom Knife Buying Guide" by Les Robertson!
Thank you,
David
Les Robertson
Custom Knife Entrepreneur
www.robertsoncustomcutlery.com
