◆ Pick up some trade magazines.
Copies of various trade magazines are handed out free at the shows and this is an opportunity to read a different publication, to see if it is worth taking out a subscription.
The Trader, a monthly magazine full of advertisements for stock for small shops and market traders is definitely worth picking up. This is a useful magazine to use throughout the year when you are looking to source new suppliers or new product lines.
◆ Make a holiday of it.
In retail you get little enough time off so make an event of your business trips and enjoy them. Accommodation guides can be obtained from the local tourist information offices.
NEC: when visiting Birmingham, I sometimes stay in Leamington Spa or Warwick, but generally opt for Stratford-upon-Avon. This is a very picturesque town with a wide choice of accommodation and restaurants and easy access to the exhibition centre.
There is a park by the river and in September, after a long day at the Autumn Fair, it is lovely to wander through whilst deciding where to eat that night. Stratford-upon-Avon has so many B&Bs that I never book ahead; just turn up in Evesham Place to see where the vacancies are. This is a short walk from the town centre where there are many wine bars and restaurants, particularly in Sheep Street. All can be recommended and a couple of favourites are Sorrento, an Italian restaurant in Ely Street and the Indian restaurant in Chapel Street.
Harrogate: when visiting the Harrogate Gift Fair it is vital to book accommodation in advance if you want to stay in the town itself. Again there is an excellent choice of accommodation and places to eat.
London trade shows: I have found good value accommodation at the hotels in Sussex Gardens, just off Bayswater.The rooms are very small but perfectly functional and close to the underground station.
петък, 29 януари 2010 г.
сряда, 27 януари 2010 г.
Spotting a trend
Before attending a show it is useful to check out your competition to see what they have in stock and what their customers are buying. Is something on the wane or on the up? Speak to your own customers and find out if there are things they want to buy that you do not have in stock. These are things that should be done on a regular basis throughout the year.
Once you arrive at a show, look out for stands that are busy, with plenty of people milling around, lots of staff writing out orders and other people clearly waiting to place orders.
Once you arrive at a show, look out for stands that are busy, with plenty of people milling around, lots of staff writing out orders and other people clearly waiting to place orders.
понеделник, 25 януари 2010 г.
In fashion, but should I buy it?
Just because there is a demand for it, is it something that will fit into your shop? Petrol sells in large quantities but would anyone think to go to a gift shop to buy a litre of petrol?
Ty’s Beanie Babies – small soft toys (‘plush’ to the trade) in the shape of various animals – were in huge demand around the time of the millennium. The trade stands were the size of a tennis court and you could not see the stock for the crowds of people, but there was nothing New Age about them and they would not have fitted into my shops, so I did not buy them.
Beware of getting onto the tail end of a craze or fad. At one time trade stands selling New Age music were really buzzing – the following year they were quiet. A few years later it was balls of bath salts which fizzed up when dropped in the bath, but sales are now very flat.
If a product is on the trade stands of various wholesalers, but is something you sold several years ago and now no longer do, consider re-stocking it. Everything comes around again eventually and now may be the time.
Equally, if you have been selling something for several years, do not keep stocking it out of habit. If figures are down:
◆ relocate it;
◆ ‘freshen’ the display stand, perhaps with new designs of the same line;
◆ or get rid of it.
Ty’s Beanie Babies – small soft toys (‘plush’ to the trade) in the shape of various animals – were in huge demand around the time of the millennium. The trade stands were the size of a tennis court and you could not see the stock for the crowds of people, but there was nothing New Age about them and they would not have fitted into my shops, so I did not buy them.
Beware of getting onto the tail end of a craze or fad. At one time trade stands selling New Age music were really buzzing – the following year they were quiet. A few years later it was balls of bath salts which fizzed up when dropped in the bath, but sales are now very flat.
If a product is on the trade stands of various wholesalers, but is something you sold several years ago and now no longer do, consider re-stocking it. Everything comes around again eventually and now may be the time.
Equally, if you have been selling something for several years, do not keep stocking it out of habit. If figures are down:
◆ relocate it;
◆ ‘freshen’ the display stand, perhaps with new designs of the same line;
◆ or get rid of it.
събота, 23 януари 2010 г.
Finding a range
Look for a supplier that can supply you with a range of items. If you see one figurine that you like, you will need to like at least another two or three in the range to make an eye-catching display. One will look lost.
четвъртък, 21 януари 2010 г.
Payment and delivery times
A few companies selling small items such as jewellery will allow you to choose ‘one-off ’ pieces, pay for them and take them away with you, but generally all orders are for delivery. You will not be required to pay a deposit at the time of ordering but as a new customer you will generally receive a pro forma invoice (Latin for ‘as a matter of form’), which in business means an invoice provided in advance of the actual transaction. Once this has been paid, the company will dispatch the goods to you.
Check at the time of ordering if the goods are in stock and available for instant delivery or if there will be a long lead time which may not suit you. Some wholesalers bring samples to the trade show, decide which lines have been popular, then fly out to the Far East to place orders with the manufacturers of those items. With a lead-time for the manufacture, six weeks’ shipping from the Far East, an allowance for the clearing of customs, and finally unpacking the container at the wholesaler’s warehouse, it will be at least three months before you receive your order.
Beware of companies operating from a non-UK address. Sometimes this is a speculative foray into the UK market. If sufficient orders are not taken, they may decide not to deliver. They do not tell you this and the money you have allocated for the order could have been spent on something else. This is why you should never pay at the time of ordering. Always wait for the pro forma invoice and details of delivery dates.
I have often found such companies incredibly slow to deliver. Either way, I could have spent the money on something else and made a profit before I hear from the non-UK supplier.
Check at the time of ordering if the goods are in stock and available for instant delivery or if there will be a long lead time which may not suit you. Some wholesalers bring samples to the trade show, decide which lines have been popular, then fly out to the Far East to place orders with the manufacturers of those items. With a lead-time for the manufacture, six weeks’ shipping from the Far East, an allowance for the clearing of customs, and finally unpacking the container at the wholesaler’s warehouse, it will be at least three months before you receive your order.
Beware of companies operating from a non-UK address. Sometimes this is a speculative foray into the UK market. If sufficient orders are not taken, they may decide not to deliver. They do not tell you this and the money you have allocated for the order could have been spent on something else. This is why you should never pay at the time of ordering. Always wait for the pro forma invoice and details of delivery dates.
I have often found such companies incredibly slow to deliver. Either way, I could have spent the money on something else and made a profit before I hear from the non-UK supplier.
вторник, 19 януари 2010 г.
How much to order
Look for companies where you can do small minimum orders, ideally no more than £200 carriage paid. The lower the price of the goods and the smaller the range of products, the lower this figure should be. Beware of companies where everything has to be bought by the dozen or more.
If you struggle to do an initial order, you will definitely struggle to re-order. Never buy anything because you are desperate to make up the numbers. If the item does not jump out and say, ‘buy me’, it will not speak to your customers reither and you will end up selling it at a loss to get rid of it.
If you struggle to do an initial order, you will definitely struggle to re-order. Never buy anything because you are desperate to make up the numbers. If the item does not jump out and say, ‘buy me’, it will not speak to your customers reither and you will end up selling it at a loss to get rid of it.
неделя, 17 януари 2010 г.
The best sellers
There is no point being told that everything sells well because there are always some items that sell faster than others. 80% of your sales will come from 20% of your stock so do not believe anyone who will only say, ‘They all sell well’.
When buying a new range, ask the sales rep about any offers that are available. Often if you buy the full range of a specific product, you will be entitled to a free display stand, spinner or even a glass cabinet at a reduced cost.
When buying a new range, ask the sales rep about any offers that are available. Often if you buy the full range of a specific product, you will be entitled to a free display stand, spinner or even a glass cabinet at a reduced cost.
петък, 15 януари 2010 г.
Finding out information from those on the stand
Try to speak to someone who has retail experience. Suppliers sometimes have their own customers working on the stand just for the show; some reps have run their own shops before ‘going over to the other side’.
Whoever you speak to must be able to tell you:
◆ the prices;
◆ order quantities required;
◆ availability;
◆ the best sellers.
Whoever you speak to must be able to tell you:
◆ the prices;
◆ order quantities required;
◆ availability;
◆ the best sellers.
сряда, 13 януари 2010 г.
PLACING THE ORDERS
If it is a difficult order – something new, or that you are unsure about – make sure it is the first thing you do in the day whilst your mind is fresh and clear, so you can concentrate properly.
If you are only there for a day, sit down, have a coffee and go through everything carefully before placing the orders. A’s candles may be cheaper than B’s but you can buy more efficiently from C, who will supply both candles and wind chimes.
As you walk round, make notes of suppliers you have missed, those you need to go back to and those you have actually placed orders with. Over the following weeks and months check off what you receive against the orders you placed and chase those that are slow in arriving. It is amazing how many suppliers spend thousands of pounds on an exhibition stand but fail to send out the orders they take.
If you are only there for a day, sit down, have a coffee and go through everything carefully before placing the orders. A’s candles may be cheaper than B’s but you can buy more efficiently from C, who will supply both candles and wind chimes.
As you walk round, make notes of suppliers you have missed, those you need to go back to and those you have actually placed orders with. Over the following weeks and months check off what you receive against the orders you placed and chase those that are slow in arriving. It is amazing how many suppliers spend thousands of pounds on an exhibition stand but fail to send out the orders they take.
понеделник, 11 януари 2010 г.
How to spend your time at the show
Start by walking around the halls, collecting catalogues and gaining information from suppliers. Unless you are very experienced, do not buy anything when you first see it. Buy the show catalogue at the end of the day so you are not carrying around a heavy weight.
If you are going to be there for at least two days (and I do recommend this), in the evening go through your notes and the catalogues you have collected to see whether your initial reaction was right.You will find yourself asking what you saw in some products. Discard these and make a list of all the people to go back to, the questions to ask and approximately how much you want to spend with each. After that, finish looking round and start to place your orders.
If you are going to be there for at least two days (and I do recommend this), in the evening go through your notes and the catalogues you have collected to see whether your initial reaction was right.You will find yourself asking what you saw in some products. Discard these and make a list of all the people to go back to, the questions to ask and approximately how much you want to spend with each. After that, finish looking round and start to place your orders.
събота, 9 януари 2010 г.
Allow plenty of time
Do not rush your visit. My buying needs cover giftware, jewellery, furniture, home furnishings, cosmetics, clothes and music. Ideally I spend a minimum of three days at the Spring Fair, visiting almost all of the exhibition halls.
Being comfortable
Many visitors get themselves all dolled up in their Sunday best, but what
you look like will make little difference to the success of your business, except for your shoes. If your feet are tired and sore you will flag early. So whatever else you do, wear flat, comfortable shoes. To walk every aisle of every hall of the NEC is approximately 20 miles.
Being comfortable
Many visitors get themselves all dolled up in their Sunday best, but what
you look like will make little difference to the success of your business, except for your shoes. If your feet are tired and sore you will flag early. So whatever else you do, wear flat, comfortable shoes. To walk every aisle of every hall of the NEC is approximately 20 miles.
четвъртък, 7 януари 2010 г.
Deciding how much to spend
Set a buying budget before going to the show. Allocate this roughly between each area of the shop, or the different categories of stock that you sell, depending on how you organise your business. List the types of stock you are in need of, such as:
◆ things to hang on the wall;
◆ items in the £2.99 or less selling bracket;
◆ a new cash and carry cosmetics supplier;
◆ ‘stage setting’ products which will give the shop that ‘Wow’ factor.
◆ things to hang on the wall;
◆ items in the £2.99 or less selling bracket;
◆ a new cash and carry cosmetics supplier;
◆ ‘stage setting’ products which will give the shop that ‘Wow’ factor.
вторник, 5 януари 2010 г.
Finding your suppliers
A week or two prior to an event the organisers will send your tickets and usually a booklet listing all the exhibitors together with their stand numbers. Highlight suppliers you want to see, those you currently deal with and those you have dealt with in the past. Even if you do not intend to do an order it is worth looking at what they are selling, to get a feel for how trends have changed, what is new, and what has had its day. Note details of suppliers you want to see but cannot find in the booklet – you may find them at the show listed under another name.
Take a Dictaphone with you to make notes. Quicker and easier than writing, you can record reminders of the many diverse things you see – prices, quantities, location of suppliers, and so on.
Take a Dictaphone with you to make notes. Quicker and easier than writing, you can record reminders of the many diverse things you see – prices, quantities, location of suppliers, and so on.
събота, 2 януари 2010 г.
BUYING AT A TRADE SHOW
The first time I went ‘buying’ at a trade show, I walked round, collected every brochure in sight, bought nothing and never looked at most of the brochures again – they sat in their carrier bags behind the sofa for years! I was too overawed by the amount of choice and had not prepared properly for what I really wanted to buy.
Take the following advice to avoid wasting your time and your household space.
There are trade shows for all sectors of the retail industry held throughout the year, across the world. Use an internet site such as www.exhibitions.co.uk to search for those that are relevant to your business. Or check with the major exhibition centres themselves.
These include:
◆ the National Exhibition Centre (NEC), Birmingham
◆ Harrogate International Centre,Yorkshire
◆ Earls Court, London
◆ Olympia, London
◆ Excel, London.
The biggest trade show in the world is The Spring Fair. It begins on the first Sunday of February each year and runs for five days at the NEC, Birmingham. It is termed as a gift fair but covers a vast array of goods including:
◆ general and design-led gifts
◆ greetings cards
◆ cosmetics
◆ jewellery from plastic beads to platinum and diamonds
◆ luxury leather goods
◆ art and framing equipment
◆ household goods from bread boards to furniture, plastic bowls to china and crystal
◆ Christmas decorations
◆ soft toys, games and fancy dress.
There are halls for wholesale buyers who are buying in very large volumes, including those who are prepared to deal directly with suppliers from the Far East, not all of whom speak English.
Take the following advice to avoid wasting your time and your household space.
There are trade shows for all sectors of the retail industry held throughout the year, across the world. Use an internet site such as www.exhibitions.co.uk to search for those that are relevant to your business. Or check with the major exhibition centres themselves.
These include:
◆ the National Exhibition Centre (NEC), Birmingham
◆ Harrogate International Centre,Yorkshire
◆ Earls Court, London
◆ Olympia, London
◆ Excel, London.
The biggest trade show in the world is The Spring Fair. It begins on the first Sunday of February each year and runs for five days at the NEC, Birmingham. It is termed as a gift fair but covers a vast array of goods including:
◆ general and design-led gifts
◆ greetings cards
◆ cosmetics
◆ jewellery from plastic beads to platinum and diamonds
◆ luxury leather goods
◆ art and framing equipment
◆ household goods from bread boards to furniture, plastic bowls to china and crystal
◆ Christmas decorations
◆ soft toys, games and fancy dress.
There are halls for wholesale buyers who are buying in very large volumes, including those who are prepared to deal directly with suppliers from the Far East, not all of whom speak English.