If wholesaling is one of the goals for your business, Portobello West is a great place to meet buyers. At the spring market PUKAlily was scouted by Two of Hearts boutique. To make this happen to you, you have to be ready. Here are few keys things you’ll need to make it in the world of wholesaling.
Lookbooks- These catalogues are created to capture the retailers’ attention. They should showcase all items in your collection against a simple white background along with a few editorial images to develop the lifestyle the brand is selling. They
shouldn’t include pricing information.
Linesheets- These are the working documents for buyers. This is where they find out wholesale and suggested retail prices, sizing, materials, and colours. The pieces in the line sheet should be presented with a picture and should be listed in the same order as the lookbook. At the top, place your contact information and space for the retailer’s name, address, phone number, email and preferred delivery date.
Samples-These should be as close as possible to the product that will be shipped to retailers. They do appreciate that small changes maybe made but the sample is what they are buying. It is recommended to have more than one sample set. This allows you to submit for media requests as well as ship to stores not able to make it to your showroom/studio.
Terms and conditions- This is your contract with the retailer. In here you will state ways to pay, return exceptions, and deadlines, and more. It is highly recommended that you bill cash on delivery (C.O.D.). This ensures you are paid when dealing with a new customer. Some designers choose to operate in this manner always, others start to offer terms to retailers they have dealt with in the past and have a good relationship with. Terms means that the retailer can pay 15 days after receiving the stock. It is not typical to request a payment in advance of delivery unless it is part of a marketing incentive program (see below).
Marketing- To further sweeten the deal for retailers think about incentives to purchase. Things like free shipping with purchases over a certain amount and small discounts when ordering or paying in advance could help convince them to sign the contract.