Ris Wallace says:

These ae great ideas Sarah. I wonder however if you used a consignment agreement to cover you in the event of theft or loss? If not, how was this handled?

Anne says:

Sara, this is the first time that I DON’T agree with you. I always enjoy reading your advice, but I’ve never had to “con” my way into any retailer, nor do I think that is always the best or cost effective way to build your brand or business. I think selling your product to retailers starts with knowing your own product line and being realistic about your competition, where you product stands in relation to others who are out there peddling the same. You need to know the retailer, their reputation, history and market niche, and you need to be aware of your own as well.

Analyzing both sides is the key to realizing your potential for growth in working with retailers. There are stores that I would like to see my product in, but realistically, with the level I am at, I know that shooting for the stars too soon, can hurt more than climbing the ladder one rung at a time.

Instead of pushing, I step back and look at maybe what I need to do first to attract such a market or retailer. In the last year, I was stressing over the fact that I hadn’t pursued many retailers and saw other artisans who had their product in local retailers, but then I studied the other artisans and seen that my mix of business priorities was not the same as theirs. I was doing 18 shows a years and averaging $4000 a show, where they were building consignment deals in local retailers and “hoping” for sales and then only getting maybe 60% of those sales over who knows what time period. I was building a reputation on the street in major show venues, and they were just trying to build a list of stores of where their product was at. I realized fast that what I was doing was not necessarily the wrong approach and quickly my stress subsided and I again focused on my own plans.

Well, fast forward through that year and now my line is building even more, my repeat business from customers is about 30-40% and I have retailers from the west and east coast CALLING ME saying “we want to carry your product”. I’m starting to see that like growing as a woman, I’m “coming into my own” so to speak in my business and I can feel that now is my time.

In a nut shell, I’m trying to say that everyone’s idea of building a business is different and every artisan is not in the same place as far as their own personal mix of growing their business, and sometimes, instead of “conning” your way in, perhaps an introspective approach and good market study is the key to launching your line into your dream retailers at the right time. Does that make sense?

I think an artisan finds that if they have a good line and continue to improve and develop and study their competition, their market, then opportunities will come their way without having to consign at all out of a maybe misguided or misinterpreted need to be in a “dream store” because sometimes those stores end up not being where yan artisan’s product sells the best.

I don’t know, that’s my take today. I enjoy reading your blog and your advice! Thanks for listening back!

Oh, and in regard to consigning, if you are going to consign, definitely have a consignment agreement, preferably your own. It’s not a rule that the shop’s agreement is used (if they supply one at all). As with any contract, they can be written in favor of the retailer or the artisan, so find one that is favorable to both sides or if the retailer doesn’t have one, then make sure you provide them with your consignment agreement. If they say they don’t want/need one or don’t have them, again, provide one and require it for them to carry your line. Explain it is for their protection as much as yours and they will respect you more for it.

A

olivia says:

Wonderful advice! I just recently placed my earrings on consignment in a retail store on a trial basis, and they sold out. I just shipped off an additional 6 pair on a trial basis, and if all goes well, my earrings will be sold in all 7 of their locations.

The one thing that helped me was actually going to the store to get an idea of which designs I thought would sale the quickest.

Thank you Sarah

Kimberly Jessy says:

sarah is the best thing for your product based business I adore her style and I cant wait to go further, I breathe this site..I come to it everyday!