Selling my Line to Buyers/Boutique Owners

[FreshlyGiven]

How Handmade/Custom/Limited Accessories Designers Approach Boutiques

What if a buyer views your line sheet, likes what he/she sees, and decides to place an order...

How does this work with accessories that are limited edition? Do you tell the buyer there is a cap?

What if there is only one of each item/style?

It seems to me that marketing oneself globally or with larger stores/boutiques is not the the way to go if you make one-of-a-kind pieces?

Thoughts please.
Thank you kindly

 

[kimberwyn]

I think you would need to be very selective about who you sell to, when generally it's the other way around (the buyers select the lines) and form a one-on-one relationship with a buyer, that way you're bouncing ideas off each other and your work in the future can cater to their clientele. So maybe start by researching some high end boutiques and then contacting them -- just my opinion though, I haven't worked with too many indie designers who do one offs.

 

[criticsdarling]

There is so much helpful advice here! Thank you! I'm planning to sell my small line to buyers in a few months, and this has been a helpful read!

 

[Mariann]

Is there anything unprofessional about emailing retailers and asking them if they would like to buy your line from you? Cause how else would you get your own range noticed and sell it?

 

[BetteT]

You can do that ... if you have a lookbook ready to go in digital form ... with your wholesale pricing and your order minimum/maximum orders ... so they can compare with other wholesalers that they already buy from. And invite them to view your line at your place of business (showroom, factory) or in the next trade show that you might be in.

You should be sure to do your homework first .... and find out how to reach the person who actually does the buying for the retailer. Any email to the company without knowing the name of the person will likely get ignored.


See this thread for related information about getting your name out there ... marketing: http://forums.thefashionspot.com/f90/new-designers-funding-publicity-marketing-your-line-57241.html

 

[steventibaudo]

Have an image or 2 in the email

I have discussed emailing look-books to buyers with many people and we've all agreed that the best is to have a couple images within the body of the email so they will be even more enticed to look at it.

 

[thercbray]

May I recommend a show called "all on the line" with Joe Zee, the premise is that he takes failing fashion companies and helps them get a contract with a retailer. Its a relatively entertaining show with some educational benefit, I think it would give you at least some inkling of an idea about dealing with buyers.

A few recommendations I have is to contact buying offices. To varying extents, they represent you (could assist in helping production, find contracts, show your merchandise for you, etc). Also, I highly recommend having someone with business acumen who can be impartial and level headed in negotiations, and a lawyer to review contracts and terms. Of course you should familiarize yourself with the process beforehand with books as there are many on the market.

Another recommendation that has already been mentioned is to address the email/letter to a specific person that buys for the relavent department (google and LinkedIn are your friends here).

You will have to manufacture the merchandise yourself, which means that may be more money you have to cough up before ever getting paid by the retailer. (I remember this was brought up in "All On the Line" because a designer couldn't afford to manufacture her garments).

Oh, one thing I noticed from watching the show is that a lot of designers were attached it their work and understandably so. However, you have to be remember you are still creating a good and should be flexible enough to work with the stores to edit your garments to suit their customer (raising/lowering a hem, adding a pocket, removing a seam etc).

 

[eastwest]

This is all great info! I'm wondering if anyone's used this process and sold their collections to a buyer? How did it go?

 

[alexnyc]

Showrooms vs Sales Reps/ the buying calendar

Hi Everyone...

I am a new designer getting ready to launch a men's neckwear line for Fall 2015. I am looking to have my line in a showroom or hire an independent sales rep to meet with buyers.
Does anyone recommend a showroom vs road rep or vice versa?
How can I find an independent sales/road rep?
What is best for a new designer?

I would also like to know how the buying calendar works, there is a lot of conflicting information online...
When do I need to secure a showroom by (nov or dec for fall 2015)?
When do I approach buyers, before market?
Are the selling dates the same for accessories as they are apparel?

Selling dates for menswear:
S/S - May-Aug
A/W - Dec-Mar
RESORT - (?)
PRE-FALL - (?)


Any help would be greatly appreciated...thanks

 

[BetteT]

I'd just like to welcome you to the Fashion Spot!

Sorry ... I can't be of any help regarding your questions. Hopefully someone else who knows about these details might see this and shed some light on the subject.


Here is another thread, specifically about Showrooms and Sales reps .... I'm going to copy PART of your question there and maybe someone will notice it there. http://forums.thefashionspot.com/f90/all-about-showrooms-sales-reps-4593-6.html#post11683349

 

[Deleted member 49693]

How do I become a designer supplier for Net-A-Porter?

I've started a fashion brand after working on it for a few years and living abroad in China learning about manufacturing.


I have made sample knitwear (100% high quality cashmere). What are the steps to contacting Net-A-Porter?


How does selling to someone like Net-A-Porter work?


Do I buy the inventory and they get a percentage of the sales or vice versa?


Do I have to supply the studio photography or vice versa?


Do they sell new brands?


Would I have to go to their London office and present to one of their buyers?


Any tips from members who are buyers or former interns would be great!

 

[BetteT]

I did some research, because this interested me. It's hard to find out how to approach them (Net a Porter), but I did find the following related information

Wikipedia: "As of September 2013, Net-a-Porter employed 2,600 people in the UK, US and Hong Kong, with further offices in Shanghai and fulfilment centres on the outskirts of three cities." That tells me that they stock your line in a huge warehouse ... and send it from there. Not sure if they buy the line first, or if the designer must stock their own shelves in that fulfillment center. It also seems to me that you would have to be able to produce a huge inventory for them on an ongoing basis ... or they would probably not be interested. It's clearly a large volume operation ... a mail order house.


Here's their London office, info, where you could inquire:

Net-A-Porter Ltd.
The Dome Whiteleys Centre
151 Queensway,
London, United Kingdom, W2 4YN

Phone: 44 1473 323032

I also found a name, which may or may not be current: Martin Bartle, Head of Buying (He's at their London office .... think there may be one in NY and Shanghai, too)

 

[alexnyc]

Hello,

I am in the process of trying to sell my line to Mr. Porter, the men's branch of Net-A-Porter. I went on LinkedIn and looked for the buyers, which was easy to find, most are based in the UK. They do have offices in NY, so I would imagine there are buyers in that location as well. I would call their corporate office and see who the best person to speak with is. I would assume you'd send your look book to them via email and they would contact you if interested, as they get flooded daily with new brands. It's worth a shot! I am not ready to send mine off yet, but I would imagine this is how it's done. Have you also tried to get into a showroom?

As for the pricing, wholesale usually works like this:
your COG is $20.
you sell wholesale for $40, thus a 50% margin.
Net-A-Porter will then purchase it at $40, with a 2.0-2.3 markup. Usually between 2.2-2.3, but it's negotiable from what I've heard.
Let's say they want to add a 2.2 markup, then they would sell it for $40x2.2=$88—you need to know if your product can sell competitively at $88.
$40x2.3= $92—can you sell at this price point? Figure this out before going to a meeting with buyers.

Good luck and let me know how you make out!