There are a few members here that sell their wares and some that have managed to get an "in" to selling it via another merchant.
I thought to offer a few suggestions you may consider when you engage in this kind of sales process.
These may sound like little things but retailers are pretty accustomed to having the tradditional suppliers supply these things and the more you fit the mold in this sense the easier your ability to get a deal will be.
- Always try to put yourself in the shoes of the person on the other side of the deal. We tend to get caught up in what we want out of the deal but forget that we need to satisfy what the buyer wants to be able to have a deal. Thinking about the buyers needs and concerns will allow you to consider how well you have done in making your offer (in total) meet the prospects needs.
- Pricing- Take a look around a store if you prospecting to sell to a store. Usually a retailer targets a particular section of the population with his product range. He understands this group and has a fair idea of what the top end of the price scale needs to be for them to buy. He also knows the sweet spot and so will look to stock a range of product that averages out in price to meet the sweet spot. Its not just a matter of psychology here its fundamental affordability of the group he is targeting. Before you offer goods engage in a conversation with the retailer and ask what average they target. If they unwilling to give you average ticket price then take a common sense look around the store and you will quickly get an idea of where it lies. Now factor in that the retailer needs to make a healthy margin and that will give you a price point for your wares to him. Now you can decide whether what you have in mind is a starter in the deal or not before you actually approach him. Doing this and weaving it the fact that you have done your homework into the conversation of the deal will demonstrate to him that you thinking in his terms.
- Merchandising- Along with price will come stock density. Retail space costs and is measured in terms of $/sqft. So consider how much space your goods will take up should he bite and consider how you might present your goods to do several things.
- Take up the least space
- Show them in a positive light
- Make it easy to pick them up and put them back without damage in the handling process
- Get them to eye level if possible.
- Add signage that positively supports the sale process.
- Allows for monitoring of stock and easy observation of a unit sold or removed.
- Consider trying to weave into the deal the need for the retailer to carry additional stock over and above what the display will hold so as to replenish stock when an empty space occurs.
Dont discriminate on the type of store. Do the same for anyone you approach they all have the same issue even a home industries store or baked goods store.
Best of luck selling your wares this year. BTW do the same if you exhibiting at a flea market. Check out what Vaughn does on his fleamarket stand to display his fine turned bowls.