Recently, a producer, planning their winter wholesale trade shows, asked the following question about wholesale trade show sales materials: 3,000 buyers are listed as attendees to the Trade Show this winter. Based on the number of buyers attending, how many…
I recently read a passage from a book that talked about knowing and avoiding your ‘sinkholes’. Sinkholes are areas in our business where we are missing the mark — especially concerning dealing with customers. I found this nugget in a…
The best marketing tools you can use in your wholesale business are your sales materials such as line sheets, catalogs, and order forms. I frequently used Line Sheet Order Forms which are a hybrid of all three marketing pieces. What…
One of the best ways to increase your sales and wholesale accounts is to find and hire a sales representative — commonly referred to as sales reps. Sales reps, unlike wholesalers or distributors, who take actual possession and ownership of…
I’ve addressed why buyers don’t buy many times in my articles over the last 10 years. (Note: You can view some of those articles here: Buyers Don’t Buy) But recently, I ran across an emailed newsletter on the subject that…
With the holiday selling season upon us, getting buyers to open your emails becomes critical to successful 4th quarter sales. Make that first impression as attention-grabbing as possible. One of the ways to do this is to create a subject…
You’ve got all your sales materials together and sent out to your respective buyers. Congratulations! But maybe you are hearing no response from the buyers. Why are buyers not responding to your beautiful flyers or your fast-selling product? There are…
If you are brand new to wholesaling, I suggest you sign up for my newsletter and get your free copy of my report: Wholesaling Quick Start Guide. In this guide, I outline the basic systems to start your business that…
One of the best ways to develop credibility for your company and your products is to share testimonials from satisfied customers on your website. According to Carolyn Edlund, Artsy Shark website: Testimonials are positive, unbiased statements made by real people…
If you plan to change your product line, this is the time to do it. With the holiday buying season just starting, you don’t want to clutter up your line sheet with a listing of stuff that is obsolete or…
Correct pricing seems to be a challenge to many producers. When asked how to price products, I typically tell artisans and professional crafters to start with the following simple formula to develop your wholesale/retail pricing: Cost of Goods (as listed…
When I first started selling to retailers, I visited each and every store on a regular basis. Of course, since I represented several different lines, this was a cost-effective method for me. But this may not be the best option…