| So you are looking to jump into the wholesale arena | | | | be yourself, and be considerate of the needs of the |
| with your hand made products! Congratulations on | | | | gift buyer and the store they are representing. |
| your move into a new sales arena with your business! | | | | 7. Unable to deliver products in a timely basis. Most gift |
| But before you rush into to the first gift shop clutching | | | | store buyers expect products to arrive in around two |
| your beautiful handcrafted creation, there are several | | | | weeks or less. If your beautiful crafted item takes two |
| points you need to consider before presenting your | | | | weeks to make and the buyer orders six of each, |
| products to gift store buyers. Selling gift products to | | | | they will not be willing to wait three month to receive |
| gift stores is not as difficult as it seems, but you need | | | | your products! |
| to measure your products with the following reasons | | | | 8. Product doesn't fit stores motif. Most gift shops |
| why handcrafted items may be rejected by gift store | | | | have a theme of niche line of products. Make sure |
| buyers. | | | | your product will compliment products already of the |
| 1. Product(s) are not unique enough. Gift stores are | | | | shelves. For example, intricately made jewelry would |
| always looking for new and unique products. If they | | | | probably not sell well in a candle gift shop. |
| can find other crafters who make the same or similar | | | | 9. Store is not Open-to-Buy. Many stores have a |
| products selling at consignment or craft fairs, they are | | | | budget and/or a particular time that they buy for their |
| not likely to sell well in their stores. | | | | stores. Should you arrive during a time where they are |
| 2. Not a good product for wholesaling. Although gift | | | | not buying or are not "Open-to-Buy", it may be difficult |
| stores are interested in unique products, they want to | | | | to sell your products. In this case, it is best to ask when |
| be able to buy 6 or 12 of an item and have the look | | | | they plan to be Open-to-Buy and ask to return at that |
| reasonably similar. If your craft is so unique that you | | | | time. |
| cannot make several of the same item, it probably is | | | | 10. Store buyer personality may not mesh with your |
| not a good product for wholesaling. | | | | own. No mater how wonderful your product may be |
| 3. Pricing is not appropriate for gift shops. Most gift | | | | or how hard to try to sell it, some buyers may just not |
| store buyers 'keystone' or double the wholesale price | | | | want to deal with you. Personalities can conflict in any |
| of a product they retail in their stores. If you are selling | | | | form of business - unfair as it is - but you are best off |
| your items on your website to the public for $10, don't | | | | just to walk away and spend your energies with a |
| expect the gift stores to buy them for any more than | | | | store buyer that is interested in you and your products. |
| $5 to $6. Retail shops need to make money too! | | | | If, after reading through these points, you find your |
| 4. Product(s) look too homemade. If you are making a | | | | handcrafted item does not seem to measure up, don't |
| simple sewn type craft item, for example, that is a | | | | give up. You have several options: |
| copy of a gift your grandma made for you, it is not | | | | • Ask for feedback from the gift store buyers as |
| likely to be a good bet for a gift shop. It may be cute, | | | | to what would make your product work in their store. |
| but if it looks like your grandma made it, a store is not | | | | You might be surprised at the advice you may |
| likely to buy it. Same principles apply to packaging: if it | | | | receive. |
| is too 'homespun', it probably will not interest a gift | | | | • Ask the gift store buyer if there is another shop |
| store buyer. | | | | in the area that she could recommend for placing your |
| 5. Sales material lacks professionalism. Sales materials | | | | product. Just because it did not work for one shop |
| need to be clean and crisp with pricing, pictures, terms | | | | does not mean it would not work in another shop. |
| and information pertinent to the buyers. Unfortunately, | | | | • And last, by not least, there are several types of |
| gift store buyers don't have time to read all about the | | | | craft shops, craft co-ops, or craft markets on the |
| history of your business or how great your product is. | | | | internet that would LOVE to feature your products! |
| They want quick and precise information that is clear | | | | I just want to encourage you to NOT GIVE UP after a |
| and easy to understand. | | | | rejection! Personally, I would hate to tell you how many |
| 6. Sales presentation is ineffective. Remember that | | | | "NOs" I received before selling my first product! Each |
| you need to look and act as a professional. Wear a | | | | time I was rejected, I was able to find out a bit more |
| nice pair of dress slacks or work-style dress and | | | | on how to improve my line, my presentation or my |
| make sure to arrive on time and prepared to sell your | | | | approach to the different gift shops. |
| product. No need to give a convincing sales pitch! Just | | | | |