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	<title>SELLING WHOLESALE TO GIFT SHOPS &#187; gift store 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>Funny Experiences Working with Store Buyers</title>
		<link>http://sellingtogiftshops.com/2010/12/02/funny-experiences-working-with-store-buyers/</link>
		<comments>http://sellingtogiftshops.com/2010/12/02/funny-experiences-working-with-store-buyers/#comments</comments>
		<pubDate>Thu, 02 Dec 2010 23:40:53 +0000</pubDate>
		<dc:creator>Gift Rep Sandy</dc:creator>
				<category><![CDATA[Working with Buyers]]></category>
		<category><![CDATA[Funny stories]]></category>
		<category><![CDATA[gift store buyers]]></category>

		<guid isPermaLink="false">http://sellingtogiftshops.com/?p=648</guid>
		<description><![CDATA[As a sales rep to the gift industry, I have experienced several interesting and crazy moments working with store buyers.  For example, I found that it is not unusual to visit a store several times before a buyer would talk with me &#8230; and sometimes the reasons why would be very interesting!. One store in particular, the sales clerks told me several different stories as to why their buyer, Dee, would not meet with me, none of which were really the true reason.  Some of the responses I received are follows: “You need an appointment”.  Actually, I tried calling ahead but they would not make an appointment.  When I arrived in town and visited the store, I was told the same reason.  I went outside to call on the pay phone and again, they would not let me talk to the buyer to make an appointment. “The buyer is not in the store.” This was really interesting since I heard the sales girls talking  with the buyer only seconds before! “We have bought everything for this season already, etc. etc.” Also an interesting comment to hear very early in the season! After stopping by three or four times, I was [...]]]></description>
		<wfw:commentRss>http://sellingtogiftshops.com/2010/12/02/funny-experiences-working-with-store-buyers/feed/</wfw:commentRss>
		<slash:comments>4</slash:comments>
		</item>
		<item>
		<title>Suggestions for when Buyer don’t Buy</title>
		<link>http://sellingtogiftshops.com/2009/08/27/suggestions-for-when-buyer-don%e2%80%99t-buy/</link>
		<comments>http://sellingtogiftshops.com/2009/08/27/suggestions-for-when-buyer-don%e2%80%99t-buy/#comments</comments>
		<pubDate>Thu, 27 Aug 2009 20:15:02 +0000</pubDate>
		<dc:creator>Gift Rep Sandy</dc:creator>
				<category><![CDATA[Making Products Appealing]]></category>
		<category><![CDATA[dealing with rejections]]></category>
		<category><![CDATA[gift store buyers]]></category>
		<category><![CDATA[professional crafter]]></category>

		<guid isPermaLink="false">http://sellingtogiftshops.com/?p=218</guid>
		<description><![CDATA[If, after reading through these points, you find your handcrafted item does not seem to measure up, don’t give up.  You have several options: •    Ask for feedback from the gift store buyers as to what would make your product work in their store.  You might be surprised at the advice you may receive that can help improve the salability of your product! •    Ask the gift store buyer if there is another shop in the area that she could recommend for placing your product.  Just because it did not work for one shop does not mean it would not work in another shop in the same town or area. •    And last, by not least, there are several types of craft shops, craft co-ops, or craft markets on the internet that would LOVE to feature your products (but that is a whole different topic that we can address at another time!) I just want to encourage you to NOT GIVE UP after a rejection!  Personally, I would be embrassed to tell you how many “NOs” I received before selling my first product!  Each time I was rejected, I was able to find out a bit more on how to [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>When Gift Buyers Don&#8217;t Buy</title>
		<link>http://sellingtogiftshops.com/2009/08/20/when-gift-buyers-dont-buy/</link>
		<comments>http://sellingtogiftshops.com/2009/08/20/when-gift-buyers-dont-buy/#comments</comments>
		<pubDate>Thu, 20 Aug 2009 20:53:54 +0000</pubDate>
		<dc:creator>Gift Rep Sandy</dc:creator>
				<category><![CDATA[Making Products Appealing]]></category>
		<category><![CDATA[gift store buyers]]></category>
		<category><![CDATA[Open-to-Buy]]></category>
		<category><![CDATA[professional crafter]]></category>

		<guid isPermaLink="false">http://sellingtogiftshops.com/?p=212</guid>
		<description><![CDATA[Sometimes gift shop buyers don’t buy products!  No matter how great and unique your product is or no matter how professional your packaging and presentation is, there will be times when you won’t even be able to interest a buyer in talking to you. Besides the tremendous competition with other professional crafters to get products on the shelves, there are a few different reasons why a buyer will not buy. 1.    Store is not &#8216;Open-to-Buy&#8217;.  Many stores have a budget and/or a particular time that they buy for their stores.  Should you arrive during a time where they are not buying or are not “Open-to-Buy”, it may be difficult to sell your products. In this case, it is best to ask when they plan to be Open-to-Buy.  If you are friendly and considerate of the buyer’s situation, they will be happy to let you know when they will be interested in looking at your products.  You can return at that time. 2.    Store buyer personality may not mesh with your own.  No mater how wonderful your product may be or how hard to try to sell it, some buyers may just not want to deal with you.  Maybe they have [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<item>
		<title>Matching Your Product to the Gift Shops Motif</title>
		<link>http://sellingtogiftshops.com/2009/08/15/matching-your-product-to-the-gift-shops-motif/</link>
		<comments>http://sellingtogiftshops.com/2009/08/15/matching-your-product-to-the-gift-shops-motif/#comments</comments>
		<pubDate>Sun, 16 Aug 2009 00:50:19 +0000</pubDate>
		<dc:creator>Gift Rep Sandy</dc:creator>
				<category><![CDATA[Making Products Appealing]]></category>
		<category><![CDATA[gift store buyers]]></category>
		<category><![CDATA[professional crafter]]></category>
		<category><![CDATA[unique products]]></category>

		<guid isPermaLink="false">http://sellingtogiftshops.com/?p=208</guid>
		<description><![CDATA[Another way to make your products more appealing to gift shop buyers is to make sure that your items fit the particular store’s motif. Like I have said before, gift shops are all different.  Some specialize in a particular type of item or theme, such as western products, local items etc.  Most gift shops have a theme of niche line of products.  Make a thorough checking of each store you visit to make sure your item compliments products already of the shelves.  For example, intricately made jewelry would probably not sell well in a candle gift shop, whereas, candle holders would be an excellent fit. Another ‘kiss of death’ when selling to gift stores is product(s) that look too homemade.  When I worked for the Woodcraft Co-op gift shop, I sold some beautiful handcrafted wooden pieces.  Some were so unique they were priceless.  I was very surprised at customers visiting the store who told me that their son, husband, uncle etc. could make them the item I was selling for less money!! If your item is too ‘homespun’ looking, guess how it will be perceived!  For example, if you are making a simple sewn craft item that is a copy [...]]]></description>
		<wfw:commentRss>http://sellingtogiftshops.com/2009/08/15/matching-your-product-to-the-gift-shops-motif/feed/</wfw:commentRss>
		<slash:comments>0</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>Appropriate Pricing for the Gift Industry</title>
		<link>http://sellingtogiftshops.com/2009/07/30/appropriate-pricing-for-the-gift-industry/</link>
		<comments>http://sellingtogiftshops.com/2009/07/30/appropriate-pricing-for-the-gift-industry/#comments</comments>
		<pubDate>Thu, 30 Jul 2009 23:47:10 +0000</pubDate>
		<dc:creator>Gift Rep Sandy</dc:creator>
				<category><![CDATA[Making Products Appealing]]></category>
		<category><![CDATA[Pricing]]></category>
		<category><![CDATA[gift store buyers]]></category>
		<category><![CDATA[professional crafter]]></category>
		<category><![CDATA[unique products]]></category>
		<category><![CDATA[wholesale price]]></category>

		<guid isPermaLink="false">http://sellingtogiftshops.com/?p=195</guid>
		<description><![CDATA[Over the years of selling gift products I have noticed on particular area that is critical to selling to gift shops:  Appropriate pricing!  Each gift shop can be different, but shops often follow certain criteria when purchasing and pricing gift items. First and most important, most gift store buyers ‘keystone’ or double the wholesale price of products retailed in their stores.  This is standard practice in the Gift Industry.  If you are selling your items on your website or at shows to the general public for $10, gift stores will expect to buy them for no more than $5 to $6.  Retail shops need to make money too, so don’t expect any less from them! If you are unable to wholesale your products for less than half of retail price, you have a few options: 1.    Raise your retail price.  You may be selling your items too cheap! 2.    Take a look at your costs figures per item and see where you may be able to cut.  Often, if you are making an item in larger quantities, for instance, your per unit cost will be cheaper. 3.    Re-work your product in a manner where you can reduce costs Appropriate pricing [...]]]></description>
		<wfw:commentRss>http://sellingtogiftshops.com/2009/07/30/appropriate-pricing-for-the-gift-industry/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>Sales Presentation Follow Up</title>
		<link>http://sellingtogiftshops.com/2009/07/08/sales-presentation-follow-up/</link>
		<comments>http://sellingtogiftshops.com/2009/07/08/sales-presentation-follow-up/#comments</comments>
		<pubDate>Wed, 08 Jul 2009 19:22:12 +0000</pubDate>
		<dc:creator>Gift Rep Sandy</dc:creator>
				<category><![CDATA[Working with Buyers]]></category>
		<category><![CDATA[gift store buyers]]></category>
		<category><![CDATA[sales presentations]]></category>

		<guid isPermaLink="false">http://sellingtogiftshops.com/?p=179</guid>
		<description><![CDATA[Following a sales presentation and/or order, make sure to always thank the buyer for their time.  Even if they did not purchase your product, a gracious gesture will leave the buyer with good feelings about you!  Next time you visit with them, they will remember you and may be more willing to buy from you. For those who do purchase your product, check in with them after a few weeks time to see if your order was received, if they are happy with the shipment and if the item is selling.  Often, the buyer will be unaware of an empty shelf or need to re-order if you do not check in with them.  I would suggest calling once a month or so (depending on the season) to check in and see if a re-order is necessary. Prompt and effective follow through with orders, requests and problems is a crucial issue which every business deals with on a daily basis.  Problems, especially, need to be dealt with as soon as possible in order to preserve good business relationships.  The faster you response to a specific issue reflects sub-conscientiously how important the customer is to your business. Listed are some of the [...]]]></description>
		<wfw:commentRss>http://sellingtogiftshops.com/2009/07/08/sales-presentation-follow-up/feed/</wfw:commentRss>
		<slash:comments>2</slash:comments>
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