Trade shows are exciting, and that is exactly why buyers need to be careful. A lot of money gets committed in a couple of days on the floor, so ahead of the Gift Fair, here is some calm advice.
Be careful what you buy. Some wholesalers use trade shows to shift last year’s stock, or the year before’s, because it has been slow to sell and the show is a chance to move it. So when a rep tells you a product is a runaway success, ask them to back the claim. What evidence is there? Can they show you? Better still, can you speak with retailers who are actually selling it well? Some salespeople are brilliant at helping you believe and much weaker at proving. It is your money. The question is fair.
Pin down delivery before you sign anything. Some suppliers will happily take an order without a firm date, then dribble the stock out over months, which suits nobody. Confirm when the stock will arrive and when payment falls due.
If you are unsure about a line, buy a small quantity and test it rather than speculating with money you cannot afford to tie up. And while you are talking numbers, check the price against what other retailers are paying.
One more thing we are seeing: some wholesalers have become less discerning about where they place product. In one town, several shops within a short walk of each other now carry the same lines from the same wholesaler. When that happens, nobody has a point of difference left, and everyone sells less.
Ask for proof before you order. It is your margin and your uniqueness on the line.