Category: Selling to Retailers

Are Your Prices Unrealistic?

Carolyn Edlund, the Artsy Shark, writes for the artisan community on pricing products realistically.  She shows the downfall of both pricing extremes:  pricing too high and pricing too low.  In her post, she sites additional articles that share wonderful information…

How Do I Sell a Product

Before setting out to sell your newest creation, it is important to take time to thinking about your ‘sales plan’… or developing your Unique Selling Proposition (USP). Karen Waksman, About.com – Wholesale Guide has written an excellent article on the…

SHOWTIME! Guide to Gift Show Success

Meryl Hooker and Rob Fortier (“Pushing the Envelope”) have done it again with their newest book:  Showtime! The Greeting Card and Gift Company’s Guide to Trade Show Success. As a follow up to their first book, “Pushing the Envelope” which…

Selling through Regional Trade Shows

Original Article Written by Don Debelak Inventors often start sales at small shows, or exhibitions, often directly to consumers to both test market their product or to generate some income. Small consumer shows have their advantages, but inventors are often…

Why You Should Hire Sales Reps?

Original Article Written By Carolyn Edlund Many creative entrepreneurs would jump at the chance for a sales representative to take their product line on the road and sell wholesale into retail stores. What an opportunity! Or is it? Having a…

Closing the Sale with Gift Buyers

Talking about products and taking an order are two distinct different functions.  Most sales people give professional presentations, but forget ask for the order!  If you don’t ask the buyer if they would like to order product X today, most…

Margins Vs. Mark Up

When working with new producers, I notice there are many questions around margins and mark-up. Many people are confused, and use the terms interchangeably, but there is a difference. Mark-up is how much a retailer “marks up” a product from…

Defining Selling Seasons

The gift industry is segmented into two primary buying seasons: The winter/spring buying season (for purchase of summertime and travel industry inventory) The summer/fall buying season (for purchase of holiday inventory) As a result, you will see lots of activity…