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When approaching
the retailer keep several things in mind:
Prepare for
the meeting
- Make an appointment, as the retailers’ focus is on selling. Buying is done in down time from the sales.
- Explain how you came to select the shop – this can include recommendations from people already represented by the store.
- Provide a brief description of the kind of work you do. If you sell at other locations – craft shows, online, etc. – include that and be prepared to say how well they sell.
- Be prepared to talk about the inspirations behind your work.
- Prepare yourself with the points you want to make about your work and its relation to the shop’s offerings.
- Remember that you are providing retailers with unique items that fit with their customers interests and needs.
- Be prepared with suggested retail price ranges for each line, remembering the commission the shop takes.
- During the meeting, the retailer will be assessing both your work and the potential working relationship.
- Be prepared for the retailer to ask for time to consider whether to stock your work.
Bring a range
of materials to support your presentation.
- Take a small but representative sample set of your work in its packaging.
- Back up the samples with good photographs, which are essential, especially if the pieces are too large for practical transport.
- Bring business cards, a resume relevant to the shop, marketing materials, photographs, and samples you are prepared to leave with the shop if asked.
Presentation
- Dress to make a good impression. You are presenting yourself as well as your work. You don’t need to be super smart. Dress neatly in a way that suits your personality.
- Present your work at its best along with its packaging.
Follow up
Follow up is
essential. A week or so after the meeting contact the premises with further
information or even questions. If the response
is to decline to carry your work, ask for feedback about your work and its
relation to the shop’s offerings. This will assist your future presentations.
Selection of a gallery or shop in which
to place your work is a complex interaction of commission levels; the value you
place on your time in preparing for and attending craft fairs or putting your
work online; the perceived prestige of the shop/gallery; the potential
relationship between you and the outlet; and the relationship of the
consignment, wholesale and retail prices.
Other posts on consignment:
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