CraftMarketingTutor.com

One of the questions I often get asked in my craft, creative product consulting business is how to sell wholesale to stores & boutiques. Once you get the appointment, what comes next? This is a wonderful opportunity. Getting into the wholesale market is the way to greatly expand your business. Although you want th recognition and the sale, there are several things you need to pull together before you go to the meeting and before you decide to sell to this store. You need to be prepared and professional before you walk in the door, so here are my suggestions:

1.Make sure your samples are perfect and representative of what you will deliver after you receive the order. Samples must be representative of the final items to be delivered.

2.Carry your samples into the meeting location in a nice bag or traveling case.

3.Be on time. I know is a basic one but, nothing will hurt your chances more of losing a sale then being late. Most buyers and owners are busy and want to get down to business. They may have scheduled back to back appointments so be respectful of their time. If you’re not early, you’re late!

4.Mark each item with a style number even if you have not devised a system for doing this. It will make it easier to refer to different items that you are showing if they have a style number.

5.Create a “line sheet” – this is a pre-printed sheet showing the item, color and design along with the style number. Do not put prices on the line sheet.

6.Take a price sheet – with prices for all items by style number. This is a separate sheet – and could include an order form. Some stores have their own order form, if they do make sure you read the fine print.

7.Have a business card with all your information on it – including your name, company name, phone contact, email address & website.

8.Be sure to leave copies of the line sheet, price sheet and business card.

9.Explain the benefits and features of your product – what sets it apart from other similar products? See my previous article about watching QVC or HSN to get pointers.

10.Set a delivery date, allowing yourself enough of a lead time for ordering materials and manufacturing the bags.

11.Perform due diligence on the store before you sell or ship. Don’t get caught up in the excitement and then never get paid. I can tell you horror stories about this.

12.Decide on the payment terms you can offer. Can you do a credit check of the store? You may be able to be pre-paid before you ship. Do not offer COD.

13.Your buyer may ask for consignment. With very few exceptions, this is NOT a good idea.

14.What will you say if the buyer wants you to customize your product? It happens often and you need to be prepared with an answer.

15.Learn to close the sale and walk away with an order. An “I’ll think about it and call you” or “I don’t like the color” is often a polite way of saying no.

The most important thing at the meeting is to enjoy yourself and let your passion about your product come forward. It’s good to “practice” with stores that you don’t care about as much before you it the BIG one you really want. So be passionate about the product and keep your head about you when it comes to the business part.

Jane Button has a passion for helping creative entrepreneurs turn their creative hobby or craft into the business of their dreams. Jane’s first company started in her basement as a cottage industry and went to a National Brand name as a multi-million dollar corporation. Jane loves the freedom and opportunity that comes with being an entrepreneur and is a champion for creative entrepreneurs in the apparel, sewn product, knitting, jewelry and craft industry. Over the years, she has worked with The Pleasant Company (now known as AMERICAN GIRL®) Disney ®, Brass Key, Nordstrom, various catalogs, specialty boutiques and department stores, and numerous creative entrepreneurs who have a burning desire to create their own business. Jane freely shares her information in her seminars, workshops and books to help other entrepreneurs learn to be successful. For more inforamtion from and about Jane please visit her at, http://craftabusiness.com/