I'm nervous and excited all at the same time -- I've decided to participate in a wholesale trade show next weekend -- inats (International New Age Trade Show).
I am still doing original work - but have been developing a way to also mass market my art, with nice packaging for retail. I've been approaching stores on my own and have 3 places selling my work - I thought I may as well try for a big expansion.
The inats is expensive - just as you would expect all wholesale trade shows -- 10 X 10 booths start at $1500 -- and as with most trade shows, you can't have high walls on the sides of your space due to line-of-sight restrictions. I'm hopeful that the buyers from retail stores and catalogs will be what I expect - having never done a wholesale show before, I'm trying to stay realistic.
After struggling with travel expenses, booth fees, weather (etc) for outdoor and indoor art and art/craft shows -- I'm looking forward to trying something new. My target audience really is the new age crowd - so I'm hopeful I will do well.
It's nice though - they do allow for original work to be sold on the spot at the show -- and that satisfies my need for pure creativity. Otherwise, the protocol is to have buyers place orders that will be shipped after the show. This means that I only need one example of each of my product.
I will give a review once I get back in town - just in case there are others who are thinking about going into the wholesale/retail world.
You need to be a member of Art Fair Insiders to add comments!
Just got back late last night from the wholesale show (inats) in Denver.
First -- the good news.... I won Best of Show!!! This was for my brand new product -- a series of zodiac mandalas on 4 X 4 ceramic tiles. I didn't even know they did awards - so it was a happy surprise.
The owners of the show were wonderful to work with - in every way possible they went out of their way to be responsive and efficient. I'll be going back again next year!
I had shipped my product and display out via Pilot Freight -- and it was delivered directly to the show location (Merchandise Mart) - and I found it on a pallet at my booth. How wonderful was that? Very nice not to have to haul everything in. All I needed to do is to box it up afterward and leave it there for pick up the day after the show. Pilot Freight has been wonderful!
I requested that all orders be paid before shipping - and everyone was happy to comply. By far, the majority paid when they placed their order.
The only issue with this show, is that they have a policy (in writing) that says it is not a cash/carry show. We were all informed to bring one example of our product - and that all orders needed to be shipped after. There was a section that said that buyers could purchase the sample product, but they would need to be shipped at the end of the show.
As with most shows - there are the written rules - and then there are the floor rules. I was one of the few that followed the written rule! If I had brought more product, and did the under the table cash/carry -- I would have made a lot more money. Unfortunately it encourages the buyers to bring a helper who then walks around the show buying gifts for a wholesale price. This is why they have the rule to begin with!!
I had many friends of buyers (or assistants) who had this motivation. As I looked around, I saw that most all vendors were selling their products right off the table - even though this was not allowed. It's a "winky-winky" sort of thing.
I was allowed to sell my originals - and I was thrilled with the fact that I sold all by one on the first day!!!
In the end, I did well - with enough orders from stores all over the US to satisfy me. I might explore other wholesale shows - that aren't specifically New Age in orientation. It all depends on cost. I talked to many vendors and found out that compared to many other wholesale shows - inats is actually not that pricey.
I wholesale occasionally, I have people approach me sometimes at shows. Right now I work with two places, one in Balt. and one in Syracuse NY.
Both pay me net 30, and the others have also wanted that. So far, no problems.
I have never had any problems with my items being different, not mass produced, the owners know that when they order from me it will be similar, but different colors, patterns, etc. Even varying prices, but within a range.
I have been wholesaling some of my things for a couple of years now. First of all, most of my orders are to small boutiques who are buying only a couple of same piece so you are not making 50 of anything unless those are the accounts you are going for. You make up your own terms - which I do have in writing including minimum order and turn around time for the order. If you can't do high volume you don't accept those orders. The store that I sell to - located in a number of states - are looking for handcrafted pieces so they all don't have to look exactly alike. Some are stores that exclusively sell American made handcrafted items. Some buy only OOAK pieces. Second, most wholesale customers will want net 30 - they pay 30 days after they receive the order - on all reorders. Generally they pay with a credit card for the first order and you can ask for credit info and do a credit check on them before giving them net 30 if you like. The larger the store the more time they will take to pay. The Mom and Pops pay very well and for the most part on time. Most stores want to raise the price 2.2 from the wholesale price ( when I price I start with a wholesale price that includes all my costs including labor and profit and then mark up for a retail price) and do not want you selling the same piece for the wholesale price at shows in their area or on the web. I mark up 2.3 on those items in the areas where I have stores and on my website. I wholesale through two means - Buyers Market and a rep I have in the Baltimore/ Washington area. Both have been very good for me and has made my business more profitable and I am looking into adding a second wholesale show next year or a second rep in another area. It makes the bad show not sting so much.
Thanks Chris. All these things are already front and center on my mind. I've got the mass producing part already handled. I'm already working with 4 stores, and have learned the importance of getting payment up front. :)
Leaving today for the show - and looking forward to a new experience.
One question to consider when going wholesale is, can you mass produce your work? Can you be happy making 50 of one thing exactly like the other 49? Fast?
A tip is to never do terms. Always put the sale on either cash, check or credit card. Never ship without full payment, or you could be waiting months for your money.
You should check out Buyers Market of American Craft aka The Rosen Show if you are interested in wholesaling your work or at least look into their American Business Institute. Very reputable
Replies
Just got back late last night from the wholesale show (inats) in Denver.
First -- the good news.... I won Best of Show!!! This was for my brand new product -- a series of zodiac mandalas on 4 X 4 ceramic tiles. I didn't even know they did awards - so it was a happy surprise.
The owners of the show were wonderful to work with - in every way possible they went out of their way to be responsive and efficient. I'll be going back again next year!
I had shipped my product and display out via Pilot Freight -- and it was delivered directly to the show location (Merchandise Mart) - and I found it on a pallet at my booth. How wonderful was that? Very nice not to have to haul everything in. All I needed to do is to box it up afterward and leave it there for pick up the day after the show. Pilot Freight has been wonderful!
I requested that all orders be paid before shipping - and everyone was happy to comply. By far, the majority paid when they placed their order.
The only issue with this show, is that they have a policy (in writing) that says it is not a cash/carry show. We were all informed to bring one example of our product - and that all orders needed to be shipped after. There was a section that said that buyers could purchase the sample product, but they would need to be shipped at the end of the show.
As with most shows - there are the written rules - and then there are the floor rules. I was one of the few that followed the written rule! If I had brought more product, and did the under the table cash/carry -- I would have made a lot more money. Unfortunately it encourages the buyers to bring a helper who then walks around the show buying gifts for a wholesale price. This is why they have the rule to begin with!!
I had many friends of buyers (or assistants) who had this motivation. As I looked around, I saw that most all vendors were selling their products right off the table - even though this was not allowed. It's a "winky-winky" sort of thing.
I was allowed to sell my originals - and I was thrilled with the fact that I sold all by one on the first day!!!
In the end, I did well - with enough orders from stores all over the US to satisfy me. I might explore other wholesale shows - that aren't specifically New Age in orientation. It all depends on cost. I talked to many vendors and found out that compared to many other wholesale shows - inats is actually not that pricey.
Now I'm busy getting ready to ship! Happily.
Kathy
Congratulations!!
Great info Diane! Thanks for much for sharing. I know I have a lot to learn.
yes, I would like to hear how you did, too.
I wholesale occasionally, I have people approach me sometimes at shows. Right now I work with two places, one in Balt. and one in Syracuse NY.
Both pay me net 30, and the others have also wanted that. So far, no problems.
I have never had any problems with my items being different, not mass produced, the owners know that when they order from me it will be similar, but different colors, patterns, etc. Even varying prices, but within a range.
Kathy,
I have been wholesaling some of my things for a couple of years now. First of all, most of my orders are to small boutiques who are buying only a couple of same piece so you are not making 50 of anything unless those are the accounts you are going for. You make up your own terms - which I do have in writing including minimum order and turn around time for the order. If you can't do high volume you don't accept those orders. The store that I sell to - located in a number of states - are looking for handcrafted pieces so they all don't have to look exactly alike. Some are stores that exclusively sell American made handcrafted items. Some buy only OOAK pieces. Second, most wholesale customers will want net 30 - they pay 30 days after they receive the order - on all reorders. Generally they pay with a credit card for the first order and you can ask for credit info and do a credit check on them before giving them net 30 if you like. The larger the store the more time they will take to pay. The Mom and Pops pay very well and for the most part on time. Most stores want to raise the price 2.2 from the wholesale price ( when I price I start with a wholesale price that includes all my costs including labor and profit and then mark up for a retail price) and do not want you selling the same piece for the wholesale price at shows in their area or on the web. I mark up 2.3 on those items in the areas where I have stores and on my website. I wholesale through two means - Buyers Market and a rep I have in the Baltimore/ Washington area. Both have been very good for me and has made my business more profitable and I am looking into adding a second wholesale show next year or a second rep in another area. It makes the bad show not sting so much.
Thanks Chris. All these things are already front and center on my mind. I've got the mass producing part already handled. I'm already working with 4 stores, and have learned the importance of getting payment up front. :)
Leaving today for the show - and looking forward to a new experience.
One question to consider when going wholesale is, can you mass produce your work? Can you be happy making 50 of one thing exactly like the other 49? Fast?
A tip is to never do terms. Always put the sale on either cash, check or credit card. Never ship without full payment, or you could be waiting months for your money.
Thanks Diane -- I will check it out.
-
1
-
2
of 2 Next