Getting to Know You

Do you know the management of your top selling gift lines? Do they know you? How about the owners/rep principals of your top rep agencies? If not, 2013 is a great year to grow your relationships.

Major retailers make it a point to know the suppliers who provide them with their top sellers, and so can you. Here's how:

1. Begin with data. Create a sales ranking report of your suppliers, from top seller to bottom for 2013. While you are at it, identify the top rep groups where you do most of your business and rank those by the sales of their lines.


2. Understand where your business is coming from. Identify your top sales producing suppliers and rep groups and determine their percent to your total sales. People want to be important to the people who are important to them. If you haven't met some of these folks, it's time to reach out.


3. Introduce yourself. Shows are great for this, management will likely be happy to meet you, a retailer where their lines are top sellers. When booking your appointment, let the sales person know their line is a top seller and find out if you can meet the owner/ president/ national sales manager. Don't be surprised if they have questions for you about how you have been successful with their line. This is also a great opportunity to mention directly the great service you have been getting from your sales person.
   
   
4. Taking your relationship to the next level. Building a relationship begins with the meeting but can grow from there. Over time you may be the first to learn of new company initiatives that may impact your business. Or, at some point you may be asked to join a focus group or retailer roundtable to give feedback on new products or test a promotion.

Getting to know your top suppliers is a win-win for everyone. It's a relationship business and learning and sharing information contributes to everyone's success.

Gail Markert is the President of Markert Group Consulting. A former key account buyer, Gail is a gift industry advisor specializing in merchandising, marketing, branding and product development. You can view her website at MarkertGroupConsulting.com or reach her at Gail@MarkertGroupConsulting.com.

© Gail Markert, Markert Group Consulting, 2013

Featured Vendors

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Acacia Creations Since our products debuted in the U.S. in 2007, we've been working overtime to meet demand and we couldn't be happier. That's because at Acacia Creations we operate according to fair trade principles and return a percentage of each sale to our employees in Kenya. That means the more we sell, the more our workers and their families benefit! Also, because our items are made from recycled and reclaimed materials, the more we sell, the more we keep from being thrown away.

Badash Crystal: Our broad selection of mouth blown tabletop and decorative accessories from around the world will surely meet your needs. Every piece is individually and safely boxed. We offer superb quality and value for all your gift giving, bridal and/or personal pleasure.

Band Angels is a line of adhesive bandages in boys' and girls' colors (blue and pink) decorated with Scripture verses printed on them.

Best Blue Mountain Coffee the wholesale ordering web site for City of Refuge 100% Jamaica Blue Mountain^® Coffee. 100% of the proceeds from your purchase of City of Refuge coffee go to help the City of Refuge Children's Home, enabling a Jamaican child to live and learn the ways of a loving and nurturing family environment.

Calypso Studios is a Fashion Accessory & Gift Company that creates products that encompass a relaxed and vibrant lifestyle. We are constantly moving forward and challenging ourselves with new designs and accessories, creating beautiful pieces that everyone can enjoy. We are excited to bring more color and sparkle to any wardrobe in an array of new designs for the gift industry, including our new and extremely popular Comfort Crosses and Wrap Bracelets. Visit us online today at www.calypsostudiosinc.com to explore all of our new 2011 product!

CAMEOEZMarketplace.com: CAMEO EZ^© member stores can now log into a site one time and place orders from several manufacturers. Check back often to see more lines. One Login - Multiple Shopping Carts - Easy Checkout.

Camille Beckman is known worldwide for the quality of their fine creams and lotions. For the past 18 years, this 'Made in America' product has been rated #1 in the personal care industry and continues to offer formulas based on rich and wholesome ingredients, blending small batches and using hand-crafted, old-fashioned methods that create a difference you can feel! Being that personal care products are an indispensable item for many gift shops, Camille Beckman is a natural choice because of their 27 years of service to the locally owned gift industry.

Divinity Boutique is a gift company that is focused on trendy and fun gifts that feature inspirational verse and themes.

Europa Home decorincluding glass, candleholders and candles for garden, lodge, awards, gourmet food, sale items and more.

Gina B. Designs is an award-winning greeting card, gift and stationery products company featuring exceptional art and design. With an array of styles, variety of products and outstanding customer service, Gina B. Designs has "something for everyone."  All products are proudly made in the U.S.A.

Halle Joy is a different type of company, committed not only to designing beautiful products, but to bringing joy to people throughout the world. A portion of the proceeds from every piece we sell goes to support worthy causes around the world.

Hook Line Greetings offers the world's first patent-pending "Gift-in-Greet" Fishing Lure Cards. The company's unique and clever greeting cards contain an authentic hand-tied fishing lure as the "gift" that can be taken out for immediate fun and enjoyment. Just "release" the fishing lure from the card, tie on a line and go fish!

Highland Graphics: a leader in functional gift with decorative items for gift giving and kitchen. From our topselling Absorbastone coasters, to our decorative bamboo cutting boards, everything we manufacture is made in the USA. Our high quality plus competitive pricing lets our customers make higher margins. We feature licensed art, official collegiate products and have a full range of custom capabilities with low minimums.

InDesign, Home of The Sophie Collection, one of America's leading fashion accessory wholesalers! All products designed by Anna Larsson Daley using only the finest textiles and materials available. We provide retailers with unique, high quality fashion accessories including the # 1 selling jewel embellished scarf at retail.

JTP Wholesale: Monogrammed toilet paper and coasters - The perfect gift for the person who has everything.

Leslie Handpainted Glass: Leslie Hand Painted Glass is Proudly Painting in Portland Oregon USA Specializing in Custom & Regionally Specific Designs - Personalized Wedding & Bridal Parties - Corporate Gifts & Events.

Nicole Brayden Gifts: a bright and trendy collection of stationary and home decorproducts. Lots of fun colors and designs offered. Introducing new and exciting "Purse Pad" stationary assortments as well as the trendy Cheeky Chic collection.

O3 USA: Founded on principles of creativity, functionality and a funky spirit, O3 USA strives strive to offer products that are unique, stylish, and, most importantly, cool. From kids' backpacks and luggage with integrated coolers, to fun accessories for the family, we hope you find what you are looking for with us here at O3!

snoozies!^® are not socks and they're not slippers - sort of a crossover between the two and that's why we call them "foot coverings"! snoozies!^® are made with a brushed fleece exterior in colorful & fun printed patterns and then lined with a soft Sherpa fleece inside.

Shade Tree Greetings' "Actual Pictures" are recognized as one of the best-selling greeting card lines in the industry. Nostalgic photographs and clever, funny verses make these cards a success. Go to our website to browse over 300 styles. GREAT introductory programs and free fixtures.

Spring Street is proud to offer the finest assortment of personal, home, and office accessories. Our extensive product lines are all theme oriented, from baby to bride and beyond. All of our gift items are hand epoxy enameled and adorned with faux jewel encrusted motifs. Many of our designs are inspired from the famed Soho district of New York City where the very real Spring Street is located.

Stupell Industries: one of America's premier suppliers of handcrafted decorative accessories for upscale homes and offices. In business for over 30 years, our line includes a wide variety of baby products, kitchen and bathroom plaques, wall hangings, faux windows, picture frames, and other unique decorative objects. We are constantly enlarging and updating our product offering to keep abreast of the latest trends and styles in the fast-paced home decorative market.

Sunbelt Marketing Group, Inc. Licensed functional and decorative giftware for the home and tailored for the men's market, i.e. (clocks, signs, coat/key racks, salt and pepper shakers, bottle openers, shelves, picture frames, games key chains and more). Licenses include Coca-Cola, General Motors, Pepsi-Cola, Farmall Tractors, Shelby and the Shelby Ford Mustang and Dodge. Product mediums include wood, polyresin, and glass and mixed mediums.

A Thread of Blue is your source for greeting cards picturing scenes from the Holy Land.

Tripar International Inc.: Tripar International is your source for both displays and decorative accessories. Our extensive product line includes a wide assortment of easels, risers, ornament stands, plate racks, mirrors, jewelry displays, and unique display pieces. We are also an excellent source for wine accessories, wall decor, inspirational signs, and cookbook stands. We offer quality with style, low minimums and fast shipping.

Wellspring makes functional products with fresh designs for companies that sell gifts. Great fun and cute personal accessories designed for the purse, stationery designed for organization and Flip Notes- the best-selling slim notepad consistently ranked by retailers as a top 10 in sell through. Perfect 4th quarter pick up gifts at under $10 retail- a sweet spot with today's consumer. Now with collegiate logos! www.WellspringGift.com.