Starting a Baby Boutique & Clothing Line

Ready to sell to your first boutique?

November 7th, 2008

I’m actually going to attempt to answer some questions that I get over and over from people who are ready to sell to their first boutique, but are just a little unsure about what to expect. I had these same questions too, because it’s such an unknown - getting that first order.

How many items will a boutique want to order?

It depends. You set your own minimums. I know companies with a $100 minimum for the first order and I know companies with a $750 minimum for the first order. We have minimums but I’m not completely strict about them. To me, the long term relationship is more important. I want to get in the door and get shelf space. If being a little lenient with our terms is the way to convince a popular boutique to take on a new brand, then I’m ok with it.

I’m also ok with it because I know our stuff sells really really well once it’s on the shelves. This means re-orders and on-going shelf space.  A long term relationship is what you want, so make sure you deliver on what you say you will and do what you can to get in the door!

What do I need to have with me when I go to the appointment?

Samples, samples, samples! You also need line sheets, price lists, and order forms. If you have marketing materials to show, that’s a bonus and can only help. Be prepared to talk about what boutiques carry your line - and yes, I mean be prepared to talk about this at your first appointment because it is true you will get asked. If you’re trying to get your first sale, don’t shy away from this question - swing it towards what marketing you are doing and consider how you’re going to get a piece of that shelf space.

Would it make sense to offer consignment to the first boutique? Of course - shows confidence and gives you a better answer to the “who carries your line” question when you’re at your second boutique appointment. Generally, buyers are looking for commitment to your product and a commitment to marketing your product. They like to hear other stores are carrying your line, but also like to hear that those stores aren’t in too close of proximity to their store.

What are line sheets?

Line sheets give the buyers a visual of your line. They include a technical sketch of your garments and the garment specifications - sizes, styles, and colors (prints) available. I’ve seen a lot of different variations of line sheets, but you’ll be fine if you think of setting it up in a table format. Make sure you have style numbers.

A price list is a list of prices by style numbers. We keep our prices separate from our line sheets - and it has helped. Our prices have changed, and when they did we didn’t have to re-print all of our full-color line sheets, just the mostly black-n-white price list. I have seen companies put their prices on their line sheets, so, again, it’s your call.

How will a boutique appointment go?

I think I might have mentioned this before, but I finally started prepping a presentation for appointments. I do pretty much get right into showing the samples, but I have a specific order that I show the samples in and more of an introduction to the company and why they just have to have us. I’ve had buyers who want me to set up in a specific area, I’ve had buyers who want to meet at a coffee shop or somewhere offsite, and I’ve had buyers who want me to show them right there at the register so they can work the store. Most importantly, make sure you ask for the order!!

I’m sure there’s more, but I’m tired after a very busy week. Crazy week is probably a better way to put it. Business is actually doing great, our line is still selling for our retailers and is also selling well online. I hope it stays that way! I have watched a few of our retailers go out of business this year, so I’m not trying to pretend by any stretch of the imagination that everything is rosy. But I am trying to focus on the positive things because it does no good to focus on the negative ones. I also hope you all know that just because I share the way I do things in this blog doesn’t mean it’s the only way, or even the right way. It’s just me wading through the madness of keeping our business alive and growing. I didn’t go to business school and I didn’t go to fashion school, real world experience is how I’m learning. But I am learning..oh boy, am I ever learning! Two years in business and still going…

Entry Filed under: Sales & Marketing, Uncategorized