Your sales job is not finished once you sell to a retailer. In order to increase the sale of your products, you need to focus on increasing your retail stores’ sales.
Last week we talked about How to Help a Buyer Re-order Your Products. Now let’s talk about increasing their sales of YOUR items! The Arts Business Institute published a post that perfectly describes all the ways you can help your stores increase their sales of your products:
How can you help your retailers sell your handmade work more effectively, and increase the odds of gaining reorders? Try these strategies:
- Include a list of “selling points” with your order. Give the store’s staff the information they need to share the benefits of your work with their customers.
- Suggest merchandising ideas that will enhance your display and make your work more appealing.
- Follow up with the retailer a few weeks after your order has arrived at their store….This reminder may spur them to open your shipment if it’s still in the stockroom. During the conversation, ask if there is anything else you can do to help them sell.
- Further follow up calls should be made after a few months to check in for a progress report. A full display sells best; as merchandise sells down, sales will slow. … Reorders are not always automatically placed. Your call could be the wake-up call they need to place that reorder.
- Each year, you should offer about 30% new designs in your line. Retailers need to offer fresh and exciting merchandise that their regular customers have not seen before. …
- Consider offering a display fixture or rack if it is appropriate for your line. Use signage and branding that grabs attention, and shows your handmade collection to its best advantage.
- If your merchandise has been in the store for quite a while, and sales are not up to par, you may be able to change this trend by suggesting a “swap” of new merchandise for old. …
A couple suggestions I would add to the list is to provide extra signage for your products (even beyond the suggestion above). Whether it be shelf talkers, display signs, window signs … anything that draws attention to your products.
And, if you sell consumable products, make sure to provide your retail buyer with samples to share with their customers.
All the points above are excellent. If you even just check in regularly with your buyers, you will go a long way in achieving wholesale sales success.
The more you can assist your store buyers, the more they will sell your products. And of course, the more of your line they sell, the more they will reorder.