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Selling to furniture stores, need some guidance

by python01
5 replies
Hello Warriors,
I am planning to import children furniture and sale to retail stores.
I have to pitch my product to the store owners/managers but since I have never done it I am not sure where to start.
I have read the post here: .../offline-marketing-discussions/690922-my-fellow-warriors-what-business-owners-really-think.html
which I think is a great post and many of the points would apply to my situation.
Just wonder if anyone can add anything to it.
I did send few emails already with the furniture catalog attached and the next step I guess would be to visit these stores and speak to the owners/managers directly. Should I have price list ready for the first face to face meeting?
I am also ordering some pens to pass on, hope this is good idea.
Any other feedback will be greatly appreciated.
#furniture #guidance #selling #stores
  • Profile picture of the author vndnbrgj
    Don't present all of your products.
    Have a few of your best.

    Your best bet is to see what the store is currently offering.
    Maybe they are weak in one area. Maybe they could add another part.
    Maybe they aren't selling dressers now, but you know they should so you present your dressers.
    Not your dressers and your end tables, mattresses, coffee tables, entertainment centers, etc.

    But, the big one you have to answer is.....
    Why should I do business with you, over your competitor?
    Signature
    Life Begins At The End Of Your Comfort Zone
    - Neale Donald Wilson -
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    • Profile picture of the author python01
      It is not possible really to show them some stuff only because these sets are to be used together. Then the catalog features all the items. Just to provide some example the catalog can be found at www dot eurodesignboutique dot com / baggi.pdf
      The reason to buy from me is simple, nobody else offer anything similar here.
      What are your thoughts on it?
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    • Profile picture of the author DABK
      Also, figure out if you're a fit in other ways: you'll be too pricey for some of them; some of them couldn't care less about high quality European anything.

      Then you need to answer clearly why they should buy from you. The fact that no body else is providing it is good, assuming you have a good answer to the following question: Why should they buy high quality European furniture?

      Like vndnbrgj already said, have a few of the best available to show. Yes, they come in sets, so have a few sets to show (as opposed to giving them the whole catalog).

      Do you have studies or testimonials? Studies that show how well your furniture sells in other places? Testimonials from buyers of this furniture, from store managers who say it's flying off the shelves? Do you have Google screen shots showing the number of people who ask for it by name? Do you have a cv that shows you've pulled off things like this successfully? That you can deliver? (I don't know if this even applies to furniture but do you have someone official's seal of approval and/or are you bonded? What's your furniture maker's reputation? What proof do they have that, should things go badly, they stand by their product or agreement? If I'm the store manager and order 10 sets of something, how do I know you'll deliver within the time frame agreed upon? The quality will be as promised?)

      If I were a store manager, I'd be concerned about you being able to deliver and about what happens if I spend time, money, and energy on this furniture and nobody buys it?

      Put yourself in the shows of a store manager/owner, think of all the ways things can go wrong, and have an answer... a realistic one.

      Originally Posted by vndnbrgj View Post

      Don't present all of your products.
      Have a few of your best.

      Your best bet is to see what the store is currently offering.
      Maybe they are weak in one area. Maybe they could add another part.
      Maybe they aren't selling dressers now, but you know they should so you present your dressers.
      Not your dressers and your end tables, mattresses, coffee tables, entertainment centers, etc.

      But, the big one you have to answer is.....
      Why should I do business with you, over your competitor?
      {{ DiscussionBoard.errors[7181514].message }}
  • Profile picture of the author vndnbrgj
    It is possible... to say otherwise is a cop-out.
    Are you telling me, out of everything in the catalog, a few things aren't among the top?

    That's not true. You have two products. One kids version and one youth version.
    They all look the same with the exception of the colors and animal.
    So, you only need one set. Your best selling set!
    Then have a digital picture frame that scrolls through the other oprions available.

    "Check out some of our other themes!"
    Signature
    Life Begins At The End Of Your Comfort Zone
    - Neale Donald Wilson -
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  • Profile picture of the author Frank Schwarz
    Check to see where they get their current stock and make sure it's worth even pitching them.
    Signature

    Frank "at" SchwarzMediaGroup.com

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