Manufacturer Tips For Manufacturers, Here Are 6 Tips For Transforming Your Retail Relationships From Accounts Into Partnerships Be a partner and consultant, not a salesperson. Published 4 months ago on July 7, 2020 By Megan Crabtree Share Tweet THE OLD DAYS of shaking hands, sending a parcel of merchandise to a retailer and hoping for the best are over. To be successful in today’s retail environment, your retail partners need a lot more support from you as their supplier. In fact, they need you to think of you not as a salesperson, but as a partner and consultant in their business. When you make this shift, you will find that you’ll both be more successful, as sell-through improves in the retail location and the partnership blooms. Here are some tips to start making that happen. 1. Follow your retail clients on social media to get to know them personally. This way next time you speak it doesn’t have to be all about business and you’re building a friendship. 2. Take advantage of upcoming holidays to show your genuine self. Every holiday or occasion, be sure to text your clients happy birthday or merry Christmas whatever the occasion maybe be. Every holiday, I take an hour to text all prior bosses, clients, past clients and other contacts to keep in touch. 3. Know your data so your next appointment with the retailer is at a whole new level of sophistication. Provide them this data so they can make better buying decisions. Examples of data could be what are their top sellers, what are your company’s top sellers nationwide, and what pieces have they sold and not replenished. 4. Look to see what styles your retailer partners are special ordering and, aside from a finger size, change what else are they changing? Maybe you see a trend such as a ring they stock with an emerald cut center but have consistently ordered to be made with a round center stone. Recommend they stock this now with a round due to the sell through. 5. For bridal manufacturers, look into the engagement ring styles the retailers have sold to know what opportunities your retail partner has in wedding band sales. Memo in the matching wedding band styles and have the retailer contact clients to setup a personal appointment for them to view the wedding band in person. Advertisement 6. For fashion jewelry manufacturers, see what opportunity your retailers have to make an add-on sale. Run a report of all fashion jewelry sold and see which items have matching pieces. Coach the retailers to reach out to the clients with an image or live video of the matching piece. It’s possible they never knew there was a matching piece! Related Topics: retail click to Comment(Comment) Don't Miss Welcome to the New Age of the Jewelry Sales Rep Megan Crabtree Megan Crabtree is the founder and CEO of Crabtree Consulting. Before founding Crabtree Consulting, Megan had a successful professional career in the jewelry industry, which culminated with high-level positions at several of the top leading firms in the retail and manufacturing sectors. Reach her at [email protected] Continue Reading Advertisement SPONSORED VIDEO Wilkerson Testimonials A Liquidation Sale during a Pandemic? Wilkerson Showed Them the Way For 25 years, Stafford Jewelers of Cincinnati, Ohio, was THE place to go for special gifts, engagement diamonds, high-end Swiss watch brands — in other words, the crème de la crème of fine jewelry. But this summer, the Stafford family was ready to retire. So, they chose Wilkerson to help them close up shop. “One of the biggest concerns was having the sale in the middle of COVID,” says Director of Stores Michelle Randle. Wilkerson gave the Stafford team plenty of ideas as well as safety guidelines, which they closely followed. “All of the employees felt safe, the customers coming in the door felt safe and we did a lot of business,” says Randle. How much business? “The inventory flew,” she says. Translation: They sold millions and millions of dollars-worth of merchandise. Randle calls it, “an incredible experience.” Would she recommend Wilkerson to other retailers who are thinking of thinning their inventories or retiring? “Everyone got more than what they expected out of the sale. You have to hire Wilkerson. 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