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I interupt the regularly scheduled program to bring to you that I knew I spoke too soon, I thought I had it all figured out about events. Which ones to do, how to do them, what to take... and I was so excited to be able to share all of the information that I've learned throughout my years. But now someone slipped the rug out from under my feet & threw me to the wolves (OK, so it was me) of Wholesale Gift Shows.
Rinse Bath & Body is going to participate in The Atlanta International Gift & Home Furnishings Market held in January, 2009. For anyone who may not know, that is where most of the stores in the South East (and even further) go to purchase most, if not all, of their inventory for a good share of 2009. No pressure...
I've toyed with the idea of Mart for many years. I've walked them & even shopped them as a buyer for a boutique. I took notes, gathered info & every time I thought I was ready, I backed away. This showed me that I really wasn't ready any of those previous times. This time around was different. Just a couple of weeks ago, I said to myself "I want to do Mart this year" and rather than backing away an excitement fueled inside of me & I said "Yea, I'm GOING to do Mart this year." So off went my $950 deposit check (Yikes!)
What has changed for me you may ask?
- I have streamlined production, including figuring out how to make bigger batches of products; getting help from stay at home moms & roping my husband further into the business.
- I've done enough events to feel comfortable with them & to feel comfortable changing things up a bit.
- I have crunched the numbers. I used to never be into the numbers - I guess I followed the ostrich phenomenon for a while - if I didn't look at them they couldn't hurt me. But I've got to tell you, looking at them is pretty cool & made me comfortable with my decision. I now know: what my goal is for wholesale sales in 2009; I know how many average accounts I need to get in order to reach that goal & how many average opening orders I have to get to pay for what I'm spending to be at Mart.
- I'm ready for a shift in my business. I LOVE retail shows/markets/festivals but I would like to do fewer in 2009 (yes, I still have 14+ left for this year)
Now this is what I need to figure out (which is totally freaking me out):
- Booth. It needs to be more like a shop rather than craft show'ish. I need a seating area to be able to write orders. Flooring & walls. New signage. And lord only knows what else.
- Pricing. I've been consistent, but is it where it needs to be. If not, it needs to change NOW.
- Sales materials. A brochure/postcard/pricelist. Take aways. Tri-fold, Bi-fold or Flat.
- Marketing plans/materials. Postcards sent preshow - to whom. Materials to hand out at the show.
- Samples. How many. To whom.
- PR. Press kits Press releases. Company info. Press opportunities.
I'm doing a ton of research which includes meeting with other small business owners with similar price points and/or products who have done the Marts to pick their brains. Googling everything from booth displays to floors. Meeting with the folks at America's Mart.
I will detail the chronicles of my journey here and please feel free to share your thoughts & advice too.
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