Cultural Enterprise Office

Top tips

•  To be taken seriously, you must show you are able to manufacture. You want it to be a repeat buy, not just a one-off, so demonstrate your ability to supply more.

•  Whatever promotional material you send a buyer has to look amazing. Catch the buyer’s eye – clean pack brave model shots, followed up by nice chatty email.

•  Have strong images that reflect your brand and cut out flat shots needed for publications and websites.

•  Include a line sheet with wholesale prices, recommended retail price (RRP), cut out flats, and contact details.

•  Email or post is best – never call up a buyer as time is precious and time with customers takes priority.

•  Do your research, approach the right people and know their name. Find a similar product and look at their stockist list.

•  If you are struggling to persuade stockists and sell wholesale, "Get one Sale or Return deal with a big store, then go to others and tell them you have this stockist. They don't need to know that it is Sale or Return."

•  Get in early on the buying calendar – the sooner you have the collection on the shop floor, the longer your season will be.

•  Being punctual with delivery of collection builds good relationships.

Pricing

•  Work backwards – what is the product worth and what would you pay for it? Look at comparative brand retail pricing.

•  Retailers want the highest mark-up possible, often three times your wholesale price.

•  Design with factories to minimise manufacturing costs and achieve a better wholesale price. Source new manufacturers and suppliers to make savings.

•  If designers are selling online at a low price, it's a massive turn off for retailers.

•  "Prices need to be on an even level between all buyers."

Disclaimer: We want to keep you in the know, so we offer a wide selection of useful resources. But Cultural Enterprise Office isn’t responsible for the advice and information of external organisations in this document. So if you have any questions, please contact the specific organisation directly.