By Jane Desotelle, Owner of Underwood Herbs, Chateaugay, NY since 1978, Editing and additions by Nadia Korths, craft programs coordinator/ANCA, Saranac Lake, NY since 1997.
1. Understand the retail markup from the wholesale price.
For example: If you sell an item to a store for $4.00 (wholesale price), then the store will sell it for twice that, $8.00 (retail price), sometimes more.
Therefore: You need to make a profit on your wholesale price.
The store owner will decide if they can make a profit on the item.
Respect that it takes money to run a store and they need to make a living as well as you.
2. If you retail your products near any stores you wholesale to have a mail order catalog, don't sell them at wholesale price.
You are competing with yourself.
The gift shop owner will be insulted and drop your items.
You deserve the retail markup. Craft shows are hard work. Mail order is costly.
3. Best to call ahead and ask for the “buyer” and make an appointment.
Don't drop in on a busy Saturday afternoon.
Don't assume the owner or manager is the buyer.
Bring samples and a wholesale price list.
4. Be honest about your production schedule. Let them know when to expect shipment; a few days, 2 weeks, a month, 3 months. Do not send partial shipments without asking first.
5. Decide if the store is right for your product.
For example, do not bring “Victorian” items to an “Adirondack” store.
