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	<title>SELLING WHOLESALE TO GIFT SHOPS &#187; gift buyers</title>
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	<link>http://sellingtogiftshops.com</link>
	<description>Tips on Marketing Your Products from an Independent Gift Sales Representative!</description>
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		<title>Closing the Sale with Gift Buyers</title>
		<link>http://sellingtogiftshops.com/2011/06/10/closing-the-sale-with-gift-buyers/</link>
		<comments>http://sellingtogiftshops.com/2011/06/10/closing-the-sale-with-gift-buyers/#comments</comments>
		<pubDate>Fri, 10 Jun 2011 18:50:30 +0000</pubDate>
		<dc:creator>Gift Rep Sandy</dc:creator>
				<category><![CDATA[Working with Buyers]]></category>
		<category><![CDATA[gift buyers]]></category>
		<category><![CDATA[gift store buyers]]></category>
		<category><![CDATA[sales presentations]]></category>
		<category><![CDATA[sales techniques]]></category>
		<category><![CDATA[working with buyers]]></category>

		<guid isPermaLink="false">http://sellingtogiftshops.com/?p=741</guid>
		<description><![CDATA[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 likely, they will not call you to place it later.  Gift sales are often emotional and impulsive.  Frequently, a response like “I’ll think about it and get back to you” is just a lost sale if you don’t ask the buyer about the issues or questions they have concerning the product. Believe it or not, buyers WANT to be sold.  If you wait to follow up for the order at a later time, the buyer may not remember you or your products. When your buyers are showing interest in a certain product, it is appropriate to ask them if they would like to place an order today.  If they are truly interested in X products, don’t let them put off ordering.  Buyers, sometimes, have trouble making a decision!  Often suggesting a choice is an effective way to make the sale than asking them which one they wish to buy.  For example, the jam they are interested in comes in two [...]]]></description>
		<wfw:commentRss>http://sellingtogiftshops.com/2011/06/10/closing-the-sale-with-gift-buyers/feed/</wfw:commentRss>
		<slash:comments>5</slash:comments>
		</item>
		<item>
		<title>Defining Selling Seasons</title>
		<link>http://sellingtogiftshops.com/2011/03/03/defining-selling-seasons/</link>
		<comments>http://sellingtogiftshops.com/2011/03/03/defining-selling-seasons/#comments</comments>
		<pubDate>Thu, 03 Mar 2011 23:29:39 +0000</pubDate>
		<dc:creator>Gift Rep Sandy</dc:creator>
				<category><![CDATA[Business Planning]]></category>
		<category><![CDATA[Working with Buyers]]></category>
		<category><![CDATA[gift buyers]]></category>
		<category><![CDATA[selling seasons]]></category>
		<category><![CDATA[working with buyers]]></category>

		<guid isPermaLink="false">http://sellingtogiftshops.com/?p=700</guid>
		<description><![CDATA[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 in the industry centered around these two periods. For example, large wholesale gifts tradeshows for the summer retail buying season are mostly in January and February. Shows for the holiday buying season are mostly in August (but as early as June and late as September). I found that large buyers, such as chains or “big box” stores, can bury a manufacturer or importer with one order. Most large producers in the gift industry often require an order date several months out, and make products “to order”.  Companies with multi-million sales levels NEED that lead time to stay competitive and profitable. In my mostly rural territory, I find that April and May are peak buying and ordering months for summer merchandise, and October and November are prime for holiday merchandise. (Don’t get me wrong, sales in March and June, and September and December are still good!) In more urban areas, or if you call on larger accounts, you may find sales [...]]]></description>
		<wfw:commentRss>http://sellingtogiftshops.com/2011/03/03/defining-selling-seasons/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>Make a Professional First Impression</title>
		<link>http://sellingtogiftshops.com/2009/08/06/make-a-professional-first-impression/</link>
		<comments>http://sellingtogiftshops.com/2009/08/06/make-a-professional-first-impression/#comments</comments>
		<pubDate>Thu, 06 Aug 2009 21:17:58 +0000</pubDate>
		<dc:creator>Gift Rep Sandy</dc:creator>
				<category><![CDATA[Making Products Appealing]]></category>
		<category><![CDATA[gift buyers]]></category>
		<category><![CDATA[gift store buyers]]></category>
		<category><![CDATA[gift stores]]></category>
		<category><![CDATA[professional crafter]]></category>
		<category><![CDATA[sales presentations]]></category>

		<guid isPermaLink="false">http://sellingtogiftshops.com/?p=202</guid>
		<description><![CDATA[You can make and sell some of the hottest crafted item on the market, but if you or your presentation does not look professional, you are not likely to sell your products.  Sounds harsh, but true!  Gift buyers are approached my numerous producers and over the course of time, they will eliminate some of those producers by first impressions.  Here are ideas to make sure your first impression is a good one: 1.    Make sure your sales materials look professional.  You don’t need professionally-made brochures that can be very expensive.  Most good sales flyers can be designed right on your computer (I have done this for years!).  Sales materials need to be clean and crisp with pricing, pictures, terms and information pertinent to the buyers. Don’t be too wordy on your flyers; gift store buyers don’t have time to read all about the history of your business or how great your product is.  They want quick and precise information that is clear and easy to understand. 2.    Sales presentation should be professional to make it effective.  Remember that you need to look and act as a professional.  Don’t show up at the store in your working attire with craft materials [...]]]></description>
		<wfw:commentRss>http://sellingtogiftshops.com/2009/08/06/make-a-professional-first-impression/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Gift Shop Buyers Want Unique Products</title>
		<link>http://sellingtogiftshops.com/2009/07/22/gift-shop-buyers-want-unique-products/</link>
		<comments>http://sellingtogiftshops.com/2009/07/22/gift-shop-buyers-want-unique-products/#comments</comments>
		<pubDate>Thu, 23 Jul 2009 03:23:28 +0000</pubDate>
		<dc:creator>Gift Rep Sandy</dc:creator>
				<category><![CDATA[Making Products Appealing]]></category>
		<category><![CDATA[gift buyers]]></category>
		<category><![CDATA[gift store buyers]]></category>
		<category><![CDATA[professional crafter]]></category>
		<category><![CDATA[unique products]]></category>

		<guid isPermaLink="false">http://sellingtogiftshops.com/?p=193</guid>
		<description><![CDATA[Gift stores, unlike big box stores (i.e. Wal-Mart, Costco, etc. or grocery stores, prefer new and unique products.  They are not interested, necessarily, in a “proven product” that has great sales volume, but would rather buy locally-made items, the newest item on the market, or something they will not find in every store in town!  Because of this, gift stores make a great venue for new or smaller gift producers that cannot or do not wish to “mass produce” their products! Unique products, on the other hand, are very different from products sold in consignment or craft booths and stores.  Whereas consignment stores and craft stores are interested mostly in anything handcrafted, gift shops are looking for products that have more professional appeal.  Most crocheted or knitted products, for example, would not be an item gift shops would want to purchase for their shops.  Balance between the mass produced look of big box products and the homemade look of crafted mall items is the type of products gift buyers will be interested in purchasing. Although gift stores are interested in unique products, there is a limited to HOW unique an item is!  As a general rule, buyers will want to [...]]]></description>
		<wfw:commentRss>http://sellingtogiftshops.com/2009/07/22/gift-shop-buyers-want-unique-products/feed/</wfw:commentRss>
		<slash:comments>4</slash:comments>
		</item>
		<item>
		<title>Tips for Making your Products Appealing to Gift Buyers</title>
		<link>http://sellingtogiftshops.com/2009/07/15/tips-to-making-your-products-appealing-to-gift-buyers/</link>
		<comments>http://sellingtogiftshops.com/2009/07/15/tips-to-making-your-products-appealing-to-gift-buyers/#comments</comments>
		<pubDate>Wed, 15 Jul 2009 20:58:33 +0000</pubDate>
		<dc:creator>Gift Rep Sandy</dc:creator>
				<category><![CDATA[Making Products Appealing]]></category>
		<category><![CDATA[gift buyers]]></category>
		<category><![CDATA[gift shops]]></category>
		<category><![CDATA[gift store buyers]]></category>
		<category><![CDATA[gift stores]]></category>
		<category><![CDATA[producers]]></category>

		<guid isPermaLink="false">http://sellingtogiftshops.com/?p=185</guid>
		<description><![CDATA[Having appealing products to present to gift store buyers is, of course, a very important detail to consider when developing or expanding your products.  All the work and effort in the world will gain nothing if your product is not what the buyer wants. Trying to sell your gift item to other venues such as the &#8216;big box&#8217; stores is an option many new producers want to pursue.  &#8216;Big box&#8217; store product packaging restrictions may not be as strict as gift stores and these stores buy in much bigger volume thus making the producer/crafter more money!  Not as easy as it sounds &#8212; I have heard horror stories from crafters and producers about trying this route with their new product(s) (a long story … maybe I&#8217;ll talk about this in another post sometime!). So why sell to gift shops?  What IS the advantage?  Well, quickly, here are a few reasons for placing your products in gift shops first: Gift shops are looking for new or non-commercial products Gift shop buyers, managers or owners are often on-site and can work with you more easily Gift shops, historically, don’t require as much &#8216;red tape&#8217; to bring in a new line Gift shops [...]]]></description>
		<wfw:commentRss>http://sellingtogiftshops.com/2009/07/15/tips-to-making-your-products-appealing-to-gift-buyers/feed/</wfw:commentRss>
		<slash:comments>3</slash:comments>
		</item>
		<item>
		<title>Steps to Making a Store Presentation &#8212; Part 2</title>
		<link>http://sellingtogiftshops.com/2009/07/01/steps-to-making-a-store-presentation-part-2/</link>
		<comments>http://sellingtogiftshops.com/2009/07/01/steps-to-making-a-store-presentation-part-2/#comments</comments>
		<pubDate>Wed, 01 Jul 2009 20:54:10 +0000</pubDate>
		<dc:creator>Gift Rep Sandy</dc:creator>
				<category><![CDATA[Working with Buyers]]></category>
		<category><![CDATA[cold calling]]></category>
		<category><![CDATA[gift buyers]]></category>
		<category><![CDATA[gift store buyers]]></category>
		<category><![CDATA[sales presentations]]></category>

		<guid isPermaLink="false">http://sellingtogiftshops.com/?p=150</guid>
		<description><![CDATA[In Part one we discussed introducing yourself and talking with the buyer.  This week we will cover Part 2 which is the actual sales process. BEGINNING THE SALES PROCESS If you are fortunate enough to interest a buyer on the first visit, you have your foot in the door! But rather than going directly into your sales pitch, spend time working on developing a relationship as listed above. You need to sell YOURSELF first, before you can sell your products. The most important technique during any successful sales call is to LISTEN, LISTEN, LISTEN! By listening effectively, a buyer will tell you what they need to buy for their store even before you show them your products. Once you have starting building your relationship with the buyer, it is time to introduce your product. Hand the buyer your item, gift or gourmet foods. If the buyer holds the product in their hand, they will begin to take ownership of the item. A subtle, but important point! Tell the buyer briefly about your product and then wait for their response. Answer any questions or concerns. If the buyer seems uninterested, ask them what you could do to your product to make [...]]]></description>
		<wfw:commentRss>http://sellingtogiftshops.com/2009/07/01/steps-to-making-a-store-presentation-part-2/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Steps to Making a Sales Presentation &#8212; Part 1</title>
		<link>http://sellingtogiftshops.com/2009/06/24/steps-to-making-a-sales-presentation-part-1/</link>
		<comments>http://sellingtogiftshops.com/2009/06/24/steps-to-making-a-sales-presentation-part-1/#comments</comments>
		<pubDate>Wed, 24 Jun 2009 20:49:36 +0000</pubDate>
		<dc:creator>Gift Rep Sandy</dc:creator>
				<category><![CDATA[Working with Buyers]]></category>
		<category><![CDATA[cold calling]]></category>
		<category><![CDATA[gift buyers]]></category>
		<category><![CDATA[gift store buyers]]></category>
		<category><![CDATA[sales presentations]]></category>

		<guid isPermaLink="false">http://sellingtogiftshops.com/?p=146</guid>
		<description><![CDATA[There are as many different ways to make a sales call as there are sales people in the field. Everyone uses their own system, but after many years as a sales rep, I found the following system to work best to facilitate sales to gift stores. PRELIMINARY STEPS TO AN IN-STORE SALES CALL The first time you enter a potential retail store account spend time studying the store and the products they currently have on their shelves. Do they inventory products that are similar to your products? Look at their various displays of gift products. Will your price point fit into their current merchandising scheme? The information you glean from observing and talking to the employees will give you insight as to which of your products will sell best in the store. But remember to be considerate of the customers visiting the store and do not interrupt a clerk with questions if they are busy assisting customers. Customers come first! TALKING TO THE STORE BUYER(S) Once you think you have familiarized yourself with the products and store image, it is time to talk to the buyer or manager. If you feel nervous, remember that even the best sales people are [...]]]></description>
		<wfw:commentRss>http://sellingtogiftshops.com/2009/06/24/steps-to-making-a-sales-presentation-part-1/feed/</wfw:commentRss>
		<slash:comments>2</slash:comments>
		</item>
		<item>
		<title>How to Find Gift Stores</title>
		<link>http://sellingtogiftshops.com/2009/06/11/how-to-find-gift-stores/</link>
		<comments>http://sellingtogiftshops.com/2009/06/11/how-to-find-gift-stores/#comments</comments>
		<pubDate>Thu, 11 Jun 2009 21:03:45 +0000</pubDate>
		<dc:creator>Gift Rep Sandy</dc:creator>
				<category><![CDATA[Working with Buyers]]></category>
		<category><![CDATA[gift buyers]]></category>
		<category><![CDATA[gift shops]]></category>

		<guid isPermaLink="false">http://sellingtogiftshops.com/?p=141</guid>
		<description><![CDATA[A reader emailed me a few weeks back asking how to find stores to buy their line of greetings cards. After replying to his email, I realized there are probably more producers out there asking the same thing. So, here are some of the tips I emailed my reader. There are a couple different ways to locate possible gift retail outlets that will be interested in your line of products, but they require some &#8216;leg work&#8217;.  When I first started my sales rep business, I found the best way to find gift stores is to actually walk the downtown or the ‘historical’ section of town to see what stores I could find.  Of course this works if you are already in a particular town, but not very effective if you are not on the road. Looking in the yellow pages of the phone book under Gift Stores should give you a good list of shops that would be worth talking with.  Often times, if you talk to one store that is not interested in your products, they will be able to give you the name of a store that is interested. The local Chamber of Commerce office can be a great [...]]]></description>
		<wfw:commentRss>http://sellingtogiftshops.com/2009/06/11/how-to-find-gift-stores/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Types of Gift Stores or Stores that will Buy Gifts!</title>
		<link>http://sellingtogiftshops.com/2009/06/03/types-of-gift-stores-or-stores-that-will-buy-gifts/</link>
		<comments>http://sellingtogiftshops.com/2009/06/03/types-of-gift-stores-or-stores-that-will-buy-gifts/#comments</comments>
		<pubDate>Wed, 03 Jun 2009 22:55:12 +0000</pubDate>
		<dc:creator>Gift Rep Sandy</dc:creator>
				<category><![CDATA[Working with Buyers]]></category>
		<category><![CDATA[gift buyers]]></category>
		<category><![CDATA[gift stores]]></category>
		<category><![CDATA[types of gift shops]]></category>

		<guid isPermaLink="false">http://sellingtogiftshops.com/?p=136</guid>
		<description><![CDATA[As part of working with buyers, we must first learn to recognize the types of stores you can sell your products to and what types of products they may buy. During my years as a sales rep in Idaho and Washington, I have sold various gift items to several of the types of stores.  Below is a large, but not exhaustive, list of stores where I have sold gift lines in my territory over the last years: 1.    Souvenir shops: Stores that sell state or local motif products, such as t-shirts, caps, shot glasses, magnets, spoons, and key chains. Most products will include local attractions, events, or facilities “name-dropped” on their surface. 2.   Independent gift stores: Typical “mom &#38; pop” gift shops, owned and/or operated stores by an individual or family, or sometimes a partnership. Sometimes they operate with a theme, but mostly, they sell what the proprietors enjoy themselves! 3.    Museum gift shops: Many historical societies running a museums, also maintain a small gift shops featuring souvenirs, books, and gifts that relate to their museum’s legacy and/or historically focus. 4.    Convenience stores: Truck stops and convenience stores located along major interstate routes or intersections include a small gift and/or [...]]]></description>
		<wfw:commentRss>http://sellingtogiftshops.com/2009/06/03/types-of-gift-stores-or-stores-that-will-buy-gifts/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Working with Gift Store Buyers</title>
		<link>http://sellingtogiftshops.com/2009/05/27/working-with-gift-store-buyers/</link>
		<comments>http://sellingtogiftshops.com/2009/05/27/working-with-gift-store-buyers/#comments</comments>
		<pubDate>Wed, 27 May 2009 22:50:41 +0000</pubDate>
		<dc:creator>Gift Rep Sandy</dc:creator>
				<category><![CDATA[Working with Buyers]]></category>
		<category><![CDATA[gift buyers]]></category>
		<category><![CDATA[gift stores]]></category>

		<guid isPermaLink="false">http://sellingtogiftshops.com/?p=122</guid>
		<description><![CDATA[Once you have gotten all your tools and information together, it is time to plan your visits to your potential gift store  buyers.  Working with buyers and making your first sale can be very exciting! The information we will addressing during the next several weeks are as follows: 1.    Types of Gift Stores 2.    How to Find Gift Stores 3.    Appointments or Cold Calling 4.    Sales Presentation Part 1 5.    Sales Presentation Part 2 6.    Sales Presentation Follow Up If you enjoy meeting and working with people, this part should be fun for you.  Meeting new buyers can be interesting and rewarding and many will become good friends over time. If you would rather be home working on your products, hopefully, this section will help you put your fears to rest. When I first started my sales rep business, I considered each new store and gift buyer as a potential friend or friends that I had not yet met!  Using this approach, put my apprehension in proper prospective and made it easier to talk with buyers I had never met! Next post, we will talk about the different types of gift stores that might buy your products.  You may be [...]]]></description>
		<wfw:commentRss>http://sellingtogiftshops.com/2009/05/27/working-with-gift-store-buyers/feed/</wfw:commentRss>
		<slash:comments>2</slash:comments>
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