I did wholesale shows for 6 years in SF, Baltimore, NY and Philly.
Here are some things I learned.
-I think minimums are important. If people are getting your work at
1/2 price than you need to figure out how many pieces you need to
sell at that level to make it worth your while. At the moment I have
a 10 piece or $500 minimum for most wholesale orders.
-I recommend for first orders that you either take a credit card
number or get a check in advance of shipping. You can extend a 30 day
pay schedule after you have developed a relationship with them and
have checked credit.
-Less is more. Keep your line concise, don’t overwhelm with too many
choices. Be sure you can really afford to sell the pieces you are
offering at half price, and that you can fill them easily-- i.e.: the
stones aren’t going to go out of stock.
-Display style number and most prices clearly.
-Be ready to “write” clip board and pen in hand.
-Keep talking to people when they come into your booth-- good topics
are the “features and benefits” of your product, why it is unique,
and if you happen to particularly like something the buyer is
wearing, it is nice to inquire about it…
-Don’t sit or read at a show–stamp invoices, straighten jewelry,
look busy, not board.
Be ready to answer questions such as:
1.) What is your best seller(s)?
2.) How long is your turn around for first time and re-orders?
3.) In what zip codes are you currently selling?
4.) What do you have that is new?
5.) If I get an order online, do you “drop ship” or ship directly to
the customer and bill separately?
6.) Is there a minimum on re-orders?
7.) What is your return policy? (I only accept returns for defects.
If it is within 7 days I take it back or exchange it for free,
otherwise there is a 20% re-stocking fee.)
I hope this helps-- good luck!