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Article | Hermès Seduces the Elite by Selling Luxury Slowly | WSJ

Buyers' 'Bag Envy' Builds as Waiting Lists Stretch for Years; Swank Strategy Helps Firm Fare Better in Slump

PARIS -- Kasia Al Thani owns 18 versions of the $7,000 Birkin handbag made by French luxury-goods company Hermès and is on waiting lists for two more bags, including one in white crocodile skin.

"When I see other women carrying a Birkin in a color that I want, I get bag envy," says the 32-year-old chief executive of luxury retail Web site savoir-faire.com. "The more you can't have something, the more you want it."

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