Negotiating as a fashion store buyer

This is an extract from the Let's Go To Market section of the 2007 Edition of How to Open a Boutique. Please see Table of Contents >>> for all chapter details.

HOW TO NEGOTIATE WITH SALES REPS:

When you visit the markets or trade shows most likely you will be dealing with sales reps and not the designers themselves. The Sales Representative "reps" the line, takes it to market, sells it, places the orders and follows through with the manufacturer to make sure the orders get shipped as agreed.

If a manufacturer is running late with their delivery, it will be the sales rep that calls you to ask for an extension. For this work, the sales rep gets paid a commission by the manufacturer.

Handshake between a fashion store buyer & Sales rep

Keep in mind that sales reps do "sales" for a living. They can be pushy at times so you want to be prepared for that and not let them shove you around.

When you enter a showroom the rep will generally ask you the name of your store and where it is located.

They do this because they want to know who you are and also to be sure they are not already selling a store in that territory.

If they are, and they have an exclusive arrangement with the other store, they may not take your order so be prepared for that.

If they are open in your territory, they will ask you what delivery periods you are looking for. If you are opening your boutique the first week of September, you will tell them you are looking for goods from August 15th to August 31st.

If you live near the mart and feel you can get back often (monthly) to place September 30th orders, you don’t have to do them all prior to opening.

If however, you flew in and will only be returning to market once a quarter, you will need to be sure you order for September 30th delivery dates as well, on this first trip. On your next trip in July, you will be placing your October 31st, November 30th and December 15th dates as well.

You can take delivery of goods after December 15th, but I always tried to get merchandise into the store by December 15th in time for holiday shopping. I did not usually take in any more merchandise until January 15th to the 31st.

Jewelry		Lingerie
Apparel		Handbag
Bridal		Wedding
Maternity		Kid’s Wear
Shoe		Sports Wear
Sneakers		Gifts
Children's clothing		Clothing store
or whatever type of retail store you can dream up

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