Kathy Mccormick on sat 18 may 96
Dear Clayarters:
Am in my first year of business, and am curious about the wholesale market.
I'd appreciate some info on a few basic questions to spur my thinking:
1) Wholesale Shows
How do they work? Do you sell individual pieces so you need to bring
lots of inventory or is it strictly an order-taking affair? How do they
differ from the
permanent gift markets such as those in Chicago and Detroit (and
elsewhere I'm sure)?
2) Distributors, agents
Do those of you who do a significant amount of wholesaleing also use
distributors or
agents?
Obviously I'm not too familiar with this area. I've just recently joined
Clayart so please excuse if this is an overworked topic. Any suggestions for
books, etc would also be appreciated.
Thanks again for your help,
Kathy
Dan Taylor on sun 19 may 96
Kathy,
Most of my work is sold wholesale and I sell directly to the retail outlets.
If you can accomplish this and sell all you can produce, you avoid the cost
of an agent or atending a trade/gift show. So, my suggestion would be to
exhaust all possible retail outlets in your market area personally before
resorting to either shows or agents. Having a personal connection with those
selling your work, and seeing the stores where it will be sold from, are
both, in my mind, very important considerations. Dealing with an agent and
removing yourself from the immediate market, can be detrimental in keeping
in touch with why people buy your product. Wholesale shows are usually for
making contact with prospective wholesale clients (retail stores) who place
orders from the samples you have in your booth, so you need a good
representation of the items you sell. The danger is in over-selling and not
being able to deliver...a common complaint from retailers attending these
shows. I have to date, fortunately, not found it necessary to use either an
agent or attend a wholesale show and I hope it stays that way. Start
simple. Life can get too complicated on it's own without our help. ;-) Good
luck!
----------------------------------------------------------------------------
-----
Dan Taylor dataylor@mlc.awinc.com
Taylor Clayworks Ph: (403)527-1002
1340 - 10th Ave. NE Fax: (403)527-1032
Medicine Hat, AB T1A 6G3 "Live your dreams"
----------------------------------------------------------------------------
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Vikki Dow on thu 26 feb 98
All the discussion about ACC and Buyers Market have intrigued me. Our
pottery biz is in its toddler stage - we just started selling Libby's work
last year, although she's been potting for years. We've learned a lot in
the past year and we're very optimistic about growth possibilities. We've
only done wholesale to a few local stores, which has been good, to get our
toes wet. We're not quite ready for full-scale wholesaling, but we're also
not quite sure what it would take to be ready. I guess my question is...
what do you need to be ready? When you talk about being booked up with
wholesale orders - "full schedules", etc. - how do you plan your schedules?
For example, do you have a calendar mapped out, and fill in slots as you
get orders? Does that mean that, say a gallery owner wants to place an
order and you're booked for three months, that you have to write them in
for four months later? Are they willing to wait that long? ?
Thanks for any responses.
Vikki
Stilltree Pottery
Oakland, CA
vdow@muse.sfusd.k12.ca.us
Candone Wharton on fri 27 feb 98
I have booked the entire year just from the Baltimore show. What I do is keep
a
calendar with me at the show and fill it as orders come in, when I have taken
what
I think I can handle, I offer a waiting list. Also if I am booked for a
certain month,
I take a different date but put the buyer on a waiting list for their desired
month. One
thing I did this year was send out a letter and return address postcard (with
a space
reservation sticker ) to each of my current clients. This helped set up the
calendar
and guarantee the buyer the dates they wanted.
The difficult thing about taking orders is overbooking yourself and not being
able
to finish. Experience is the only answer to that one, as I learned last year
not
to overbook myself this year.
I hope I have helped answer your question...Good Luck..
Candone
Tim Stowell on fri 27 feb 98
Vikki
A good book to read is Wendy Rosen's "Crafting As a Business." It answers
many questions about doing wholesale. The other advice is to find someone
locally who is more experienced than you and forge a friendship and
mentoring relationship with them. We have built a network of friends
(some more experienced than us, some less) who share all kinds of info:
business, professional and personal. The key is SHARING.
The week prior to Philly a friend who was doing the show for the first
time was in a panic. She was worried about her catalog, her display,
everything. She called me and offered to bring me lunch if I would just
sit with her and look at everything she had prepared. I told her last
year was my first time and I still had a lot to learn myself. She said
that didn't matter. She brought lunch, I looked at everything her
materials. Over lunch we discussed everything each of us knew about doing
wholesale and that particular show. As a result both of us were better
prepared for the show, we both did great, and I got a free lunch....what
a world?!?!
There are as many ways to make your living with mud as there are people
crazy enough to try...There are no right or wrong ways of doing it...
Some are just messier than others...As long as your face is out of the
clay long enough to breathe your doing fine...And there is usually
someone standing next to you waiting to pick you up so you don't
suffocate
By the way the answers to all your questions was YES
Tim
Tim Stowell Gerard Stowell Pottery
Stacey Gerard 290 River Street
tstwll@juno.com Troy, NY 12180
(518)272-0983
_____________________________________________________________________
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KLeSueur on fri 27 feb 98
In a message dated 2/26/98 8:23:11 AM, you wrote:
<what do you need to be ready? When you talk about being booked up with
wholesale orders - "full schedules", etc. - how do you plan your schedules?
For example, do you have a calendar mapped out, and fill in slots as you
get orders? Does that mean that, say a gallery owner wants to place an
order and you're booked for three months, that you have to write them in
for four months later? Are they willing to wait that long? ?
>>
if you plan as your goal to be producing mainly for the wholesale market I
think there are a number of things to get organized before you go "big time".
First, packing and shipping. You need to figure out where you will bet
supplies from, how you will pack, and will your work arrive without breaking.
Every potter I know hates packing so getting this one down in the beginning is
a must.
Second, what to wholesale. You need to take a realistic look at your product
line and decide what you can and cannot produce efficiently at a wholesale
price. I've seen lots of people who say, "Well, I want more money than 50% of
my retail so I'm going to raise all of my prices." They've never gone out and
test marketed their work at the higher price but expect that the shop will be
able to sell it. If you can't make it efficiently don't wholesale it--no
matter how much the buyer begs you.
Third, scheduling. If you have a product the buyer wants, they will wait. In
fact, it is to your advantage to have them wait. If they know that they have
to book early to get your work, they will. You will know far in advance what
you need to make and if you need to fill in with retail shows. This doesn't
mean that you should ignore your customer's needs. But don't kill yourself
trying to get out orders because someone insists they need it TOMORROW.
Fourth, billing and record keeping. Get these in order before you go "big
time" or you will be shipping things and never getting paid.
Work through all of these while you are servicing the local people or others
who approach you to buy your work. Expand gradually.
Good luck,
Kathi LeSueur
KLeSueur on sun 1 mar 98
In a message dated 2/28/98 12:20:35 PM, you wrote:
<work, but who pays for shipping? Do you ship pieces individually or
several in one package?>>
It is standard in the industry for the buyer to pay the shipping charges. Some
people also charge a packing fee as high as 8%. I've never charged it and
believe it is detrimental to sales. I ship as many items as I can reasonably
put in a box with adequate packing materials.
<tureen takes longer to make than 50% of retail would pay then it's not
eligible for the wholesale deal?>>
For me such an item MAY not be available for wholesale. I may limit
availability of the item (one per order, etc). Or I may charge 60% of retail
for that one item. It's important to keep in mind the balance of items that a
store would buy. Usually they want a range of price points. They may only buy
one soup tureen as a way to draw attention to the rest of your line. In that
case they may be willing to pay a premium price for it. But generally, if you
cannot make money wholesaling an item at 50% of retail I would seriously
consider not including it.
<>
There is no set rule for how people pay. I never make people pay before I
ship. I never extend terms without a credit application filled out. I always
call references. I also call people who I know do a lot of wholesaling to see
if they have experience with the buyer. If a buyer does not pay on time (with
a short grace period of 10 days), they go on COD , if they bounce a check
COD/cash. I never let anyone owe me for more than one invoice. Keep in mind
that some retailers are not set up for COD. Shipping goes to one place,
billing another. I always send invoices separately unless requested otherwise
by the buyer.
Good luck.
Kathi LeSueur
Craig Martell on mon 2 mar 98
At 11:21 AM 2/28/98 EST, Lisa Skeen wrote:
>----------------------------Original message----------------------------
>I know the price of the packing materials is built into the price of the
>work, but who pays for shipping? Do you ship pieces individually or
>several in one package?
Hi Lisa:
If you do strictly wholesale, I would think that is's fine to adjust the
price of your work to cover packing costs. I do wholesale and retail so I
don't include packing costs in the retail price of my stuff. I would be
charging retail customers for a service they aren't receiving. I add 6% to
every order for packing and materials to do the job. I have a chart of UPS
zones and prices by weight for shipping and I figure what the order will
cost to ship and charge the gallery for that too.
>Could you elaborate on this one? Are you saying that if (example) a soup
>tureen takes longer to make than 50% of retail would pay then it's not
>eligible for the wholesale deal?
Labor intensive work and stuff that's real hard to ship successfully are
things that I won't wholesale. I make handthrown, slip decorated dinnerware
that would be astronomically expensive if I sold it wholesale, and got the
price I needed to do the work, so that is only sold retail. A friend makes
platters that are so big that there's no way to ship them, so he sells them
locally at retail price and actually won't wholesale them locally either.
There is also some work that you just can't do in large enough amounts to be
a viable wholesale item, without getting emotionally drained and burned out.
I guess that you figure some of this out as you progress.
>Do wholesale orderers (?) pay up front, or 50% down, or COD or what?
Most of the time, the first order is COD. After that you deal on a net 30
basis, which puts the dough in your hands 30 days after the gallery gets it.
It's good to get references before you start shipping too. When I have a
gallery or shop that is constantly late with payments and negotiation can't
resolve the problem, I don't deal with them any longer. Sometimes when a
place is "sluggish" with payment I go back to COD for a few orders and they
become more prompt. But sometimes when you tell them that it's back to COD,
they stop ordering, which is usually fine with me.
just my view of the scene, Craig Martell-Oregon
Wendy Rosen on mon 2 mar 98
Vikki,
Most of the galleries and shops you deal with will have a real
understanding of the obstacles in your way. Just be upfront and tell them
what your delivery date openings are... use a calendar and make sure that
you have included everything from your vacation days to a week for the flu
in February! Don't try to fill up seven day or six day weeks... start
with 4 or 5 day production weeks and you'll have time to deal with the
OTHER aspects of running a business. You have already taken your first
steps with local accounts. If you need another $5,000 in orders... try a
small ad in NICHE magazine... If you need $15,000 or more then it's time
for a trade show. But- only after you have figured out how to plan and
execute the production! Some retailers will write an order that they know
they won't see for a whole year!
Just remember... most of them were once an artist too! Are you a
subscriber to our Market Insider Newsletter? Email us a request if you'd
like to start receiving it (just about one page every two weeks)... Good
Luck and keep in touch!
Best Wishes,
Wendy
>----------------------------Original message----------------------------
>All the discussion about ACC and Buyers Market have intrigued me. Our
>pottery biz is in its toddler stage - we just started selling Libby's work
>last year, although she's been potting for years. We've learned a lot in
>the past year and we're very optimistic about growth possibilities. We've
>only done wholesale to a few local stores, which has been good, to get our
>toes wet. We're not quite ready for full-scale wholesaling, but we're also
>not quite sure what it would take to be ready. I guess my question is...
>what do you need to be ready? When you talk about being booked up with
>wholesale orders - "full schedules", etc. - how do you plan your schedules?
>For example, do you have a calendar mapped out, and fill in slots as you
>get orders? Does that mean that, say a gallery owner wants to place an
>order and you're booked for three months, that you have to write them in
>for four months later? Are they willing to wait that long? ?
>
>Thanks for any responses.
>
>Vikki
>Stilltree Pottery
>Oakland, CA
>
>vdow@muse.sfusd.k12.ca.us
*******************************************
Wendy Rosen
The Rosen Group
Niche & AmericanStyle Magazines
http://americanstyle.com
The Buyers Markets of American Craft
http://www.rosengrp.com
http://www.americancraft.com
3000 Chestnut Ave #304 Baltimore, MD 21211
Voice: 410/889-3093 Fax: 410/243-7089
*******************************************
Kim Marie on thu 26 apr 01
I had fairly a fairly successful wholesale show in feb. and have some =3D
questions
Background...I'm a one person show with 1 medium size electric kiln and =3D
1 small kiln. The kilns have been running full time throughout =3D20
I received one very large order with a request for 2 delivery dates the =3D
last being May 15 which was arbitrarily set by them
Making the work hasn't been a problem. However with only approx. 2 =3D
weeks to go, it doesn't look as if all the finish firing will be =3D
complete.
I'm wondering how best to handle this dilemna. Do I call and explain or =
=3D
does that look like just a bunch of excuses? I sure don't want to ruin =3D
my reputation but I also know they need to plan for shipments to stores =3D
on their end so it's helpful to have the info ASAP. Do I ask for =3D
suggestions from them or does that make me look like a rotten business =3D
person?
Thanks for any suggestions in advance.
Kim
In Spafford NY where Spring is trying hard to break through
Chris Campbell on thu 26 apr 01
Kim :
Call them now and tell them you will be late.
Tell them you are new to this aspect of the business. Make sure t=
hat
the new date you give them is correct and if possible send it early. I w=
ould
also include an "extra" item, or ship free of charge with a note that poi=
nts
out the freebee and thanks them for understanding.
You are not the first artist to deliver late so it will not be a
landmark event for them. The galleries do not like being kept in the dar=
k
and you will make a worse impression by blindly keeping them waiting than=
you
will be calling and fixing the issue.
Chris Campbell - in North Carolina - the hummingbirds are back so can the=
hot
weather be far behind??
Kim Marie on fri 11 may 01
Hi Chris,
I contacted them very early May and made them aware of my dilemna. They
were very gracious and pleased with the amount I'll be shipping. Thanks for
your suggestions.
kim
----- Original Message -----
From: Chris Campbell
To:
Sent: Thursday, April 26, 2001 10:53 AM
Subject: Re: Wholesale questions
> Kim :
>
> Call them now and tell them you will be late.
>
> Tell them you are new to this aspect of the business. Make sure
that
> the new date you give them is correct and if possible send it early. I
would
> also include an "extra" item, or ship free of charge with a note that
points
> out the freebee and thanks them for understanding.
>
> You are not the first artist to deliver late so it will not be a
> landmark event for them. The galleries do not like being kept in the dark
> and you will make a worse impression by blindly keeping them waiting than
you
> will be calling and fixing the issue.
>
> Chris Campbell - in North Carolina - the hummingbirds are back so can the
hot
> weather be far behind??
>
>
____________________________________________________________________________
__
> Send postings to clayart@lsv.ceramics.org
>
> You may look at the archives for the list or change your subscription
> settings from http://www.ceramics.org/clayart/
>
> Moderator of the list is Mel Jacobson who may be reached at
melpots@pclink.com.
>
Chris and Nissa on tue 19 mar 02
Date
Order Number
Ship Via
Ship Date
Cancel Date
Sales Rep
Terms
Pre-Paid ie Visa/Cash
COD
Net 30 (or other)
BackOrder yes/no
New acct
Old Acct
Bill to
Ship To
Phone#
Buyer Name
Sales Tax Number
Purchase Order #
Qty Item Number Description Price Amount
2 BJ4 Teacup 125 250
Add your NameAddress Logo Etc. To the top
Visa have been discussed in the archives..many options.I set up my own with
a bank..shop for rates.
Make them all provide credit sheets..it should be familiar to them. Most
carry them some fax or send one to you after they order..but before you
ship. Obviously they won't put bad info on the sheet but establishes a
history of paying or at least seriosness on their part about your
transaction. Shows that you are serious too..you want to get paid. Good
business is smart business.
Chris Koivisto
Duluth
-----Original Message-----
From: Ceramic Arts Discussion List [mailto:CLAYART@LSV.CERAMICS.ORG]On
Behalf Of Fraley
Sent: Tuesday, March 19, 2002 10:15 PM
To: CLAYART@LSV.CERAMICS.ORG
Subject: wholesale questions
I have a question for those of you who go the wholesale route, what
all do you put on your order forms? I am putting together a layout for
the printer for next week but I don't want to forget anything. I know
the obvious stuff ( their name, number, etc) but should I also put their
resale number on there? What about terms, any suggestions? Also how many
of you have wholesale accounts that prefer to pay by credit card? I
don't want to get involved in a card system right now unless it's really
going to hurt any accounts I might get.
I'd also appreciate any additional wholesale info anyone may have
for a newbie (I'm doing the BMAC show in Philly this July).
Thanks
Toby Atticus Fraley
____________________________________________________________________________
__
Send postings to clayart@lsv.ceramics.org
You may look at the archives for the list or change your subscription
settings from http://www.ceramics.org/clayart/
Moderator of the list is Mel Jacobson who may be reached at
melpots@pclink.com.
Fraley on tue 19 mar 02
I have a question for those of you who go the wholesale route, what
all do you put on your order forms? I am putting together a layout for
the printer for next week but I don't want to forget anything. I know
the obvious stuff ( their name, number, etc) but should I also put their
resale number on there? What about terms, any suggestions? Also how many
of you have wholesale accounts that prefer to pay by credit card? I
don't want to get involved in a card system right now unless it's really
going to hurt any accounts I might get.
I'd also appreciate any additional wholesale info anyone may have
for a newbie (I'm doing the BMAC show in Philly this July).
Thanks
Toby Atticus Fraley
KLeSueur@AOL.COM on wed 20 mar 02
In a message dated Tue, 19 Mar 2002 9:30:11 PM Eastern Standard Time, Fraley writes:
> I have a question for those of you who go the wholesale route, what all do you put on your order forms?>>
1. Name of your studio
2. business name of account ordering, address, and who ordered by (very important).
3. Shipping address (it may be different than billing address)
4. Date ordered.
5. P.O. if applicable.
6. "Substitutions allowed"? Yes, No. Item only. Glaze only.
7. requested ship date
8. cancellation date
9. Terms: Minimum, $250. COD, or net 30 with credit approval. (no one gets terms who hasn't filled out a credit app no matter how long we've sold to them. It's possible the only reason they pay so well is that they have to)
10. Prices F.O.B. Ann Arbor
11. Packing charge (if there is one. We DO NOT charge for packing, it's a cost of doing business)
12. date form was made. Disclaimer that prices are subject to change without notice.
Kathi LeSueur
Kim Marie on thu 21 mar 02
I see you have gotten lots of responses to your questions. One thing I have
to say here and take it as you will. I was one of the people who got hit
hard by P******* P******* and it was my own fault in many ways.
Think carefully about your terms. Store X had a credit sheet. I still got
burned. If you can't afford net 30 don't do it. All your expenses have
been incurred as soon as the box leaves your studio. This year at the Philly
show I would not take net 30. If the customer wants 30 days, I take credit
cards so they can get it that way. I did NOT lose one sale with these
terms. As far as minimum orders, I generally say that there is no minimum
BUT if the order is under $200 then I add a 10% handling fee. Most people
found a way to reach $200.
Kim Marie
In snow covered Spafford, NY
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