Preparing for Record Sales at AmericasMart Part 1

If you are a supplier or wholesaler of gifts and furnishings trying to reach retailers, then you are probably familiar with AmericasMart Atlanta in Atlanta, Georgia. AmericasMart is the premier market in the United States for connecting wholesalers with the international retail buyers market. Retailers from across the world, descend upon Atlanta to purchase the products that they will ultimately offer to their customers through their retail outlets.

Retail buyers will do the bulk of their Christmas decoration and ornament shopping during the 1st quarter. They will purchase glass ornaments, wreaths, plastic Santas, light strings, glass bulbs, Christmas trees, and every other conceivable seasonal decoration, so that all of their inventory arrives in their warehouses ready for distribution months in advance of Christmas 2018.As a wholesaler in gifts and home furnishings (you know who you are), the January market represents a make it or break it moment in the lives of many small companies. Dont be fooled into thinking that your products are so spectacular that you will show up and the crowd will go wild, leading you to sell out all of your inventory. The crowd is fickle and not to be trifled with. As with most successful businesses, sales success takes the combination of strong products, marketing, and planning.

Elizur International Inc. manufactures seasonal mouth blown glass ornaments and seasonal decorations. We are growing our customer base like many of you and we want to share some of our best practices and insights as part of our on-going contribution to the communities we serve, partner with, and desire to win as clients.Here is our take on preparing for a successful market and making the most of your decision to become an exhibitor.

Start with a Goal and work BackwardsFor thriving small businesses the first step in your plan is establishing a revenue goal for the market. Imposing a revenue goal will guide your decisions about budget and investment of time. A revenue goal will also ultimately determine the profitability of the market for your company. Setting a revenue goal should be a proper mix of growth, ambition, and reality. I usually suggest that you make the goal high enough to require maximum effort, but not so high high that you stroke out before you can get it done.Build AccountabilityWith your goal now in mind, write it down. Make yourself and your staff accountable to the revenue goal by presenting the goal during meetings and asking everyone involved in developing your AmericasMart strategy to consider how their input, decisions, and effort build towards hitting or exceeding the mark. For the duration of the lead up to AmericasMart and for the weeks immediately following, you want to bake revenue goal into your companys frontal lobe.Work Backwards from the GoalNow its time to start committing resources to your AmericasMart campaign. Using your revenue goal, start working backwards to determine what resources need to be committed to hit the goal. For the purpose of providing an easy to follow illustration, lets put some numbers in place.Assumptions:Revenue Goal is $250,000Current Average Sales Order is $9,500Qualified Sales Leads Won as a Sale 20%With assumptions in place, working backwards from our revenue goal can help us arrive at some key metrics. Assumptions or projections are good for this exercise, because they give us an idea of how much activity will be required for a real chance at hitting our revenue goal.Key Sales Metrics for Consideration:Number of Sales Needed to Reach GoalNumber of Sales Leads Needed to Reach GoalNumber of Web Site Visitors Needed to Convert to LeadsNumber of Emails Needed to Convert Prospects Into LeadsSo lets start working backwards to figure out one of the most important activity metrics developing leads.With our revenue goal targeted for $250,000, an identified average order of $9,500 and a close rate of 20%, we can determine how many prospects we will need to engage to meet our goal at this event with some simple math. Ive walked you through the math in the illustration below.First, we establish the number of sales, which is calculated by the average sales order divided by the revenue goalNext, multiply the result by 100 and bada-boom, you have the number of Qualified Sales Leads Needed to reach your goalEstablishing the number of qualified leads needed as a metric for activity is very helpful in determining your overall marketing budget for the market. Of course a single sales order from the right new customer can fill your markets sales goal, but planning for the right number of qualified leads, makes that big sale icing on the cake.

The calculator used in the illustration above is available as a free downloadable resource.Free Downloadable Resource:In Part 2 of Preparing for Record Sales at AmericasMart, Ill walk you through designing a marketing strategy.Additional Resources:Here are some good resources that will help you consider budget details for marketing campaigns of all types.

8 Marketing Budget Templates HubspotHow to Set a Marketing Budget that Fits Small Business AdministrationDirector of Marketing

·RELATED QUESTION

What is the best ladies cloth wholesaler market in New Delhi?

If you are looking to buy quality and Good design clothing for kids in Wholesale, you should really try Swastik Enterprises in Shastri Nagar Delhi. We are one of the leading dealers of medium to high quality Imported kids wear and accessories wholesaler in Delhi.Shop Address: M-29 Shastri Nagar, Near Shiv Mandir, Street No:1, Delhi - 110052Nearest Metro Station: Inderlok Metro StationContact No: 9910754571We have huge variety of Imported kids garments mainly for new born to 7 Years old. We also deal in various other accessories for kids like Caps, hats, socks, sunglasses, belts, suspender, booties and school products like lunch box, water bottles, pencil box, school bags and Many More Kids products in wholesale at reasonable prices.Advantage of Dealing with us are:Less Prices compared to other dealers/Wholesalers in marketAll variety of products for your shop in one place.Faster order processing and reliableLow MOQShipping All Across IndiaOnline Payment AcceptedBelow are some images of Our shop and products:What is the best ladies cloth wholesaler market in New Delhi?.

Preparing for Record Sales at AmericasMart  Part 1 1

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What Does Wholesale Have to Do with the Stock Market?
Wholesale is a market based system. Theres a seller with a product or products and a buyer that wants to purchase those products. Like most market systems there are a litany of rules, customs, and regulations that go along with it. Everything from net terms to minimum sale prices are agreed upon by both parties in advance. These rules whether contractual or otherwise keep everything running smoothly and all stakeholders happy and (mostly) honest.The rules generally dont change but sometimes the way we interpret them, or rather the way we remember them changes. This can lead to fundamental shifts that change the way the game is played.Its been a decade since the global financial crisis that brought the worlds credit markets to their knees and since then something has changed. The stock market has always been a vehicle for mom and pop investors to safely invest in businesses and sectors of the economy. Private companies have generally been off limits to these investors because the risk is too great for non accredited investors. While not much has changed, the role of the stock market has shifted in the eyes of most people from an equalizer to the symbol of inequality.Take a moment to listen to Where did IPOs go? By Axios Pro Rata. This episode goes over the JOBS act, how that corresponded to a reduction in IPOs, and what that does to investment equality.ShopKetti is a wholesale platform connecting independent creators and retailers. Explore the community and join for free at shopketti.com·RELATED QUESTIONWhat is the best ladies cloth wholesaler market in New Delhi?If you are looking to buy quality and Good design clothing for kids in Wholesale, you should really try Swastik Enterprises in Shastri Nagar Delhi. We are one of the leading dealers of medium to high quality Imported kids wear and accessories wholesaler in Delhi.Shop Address: M-29 Shastri Nagar, Near Shiv Mandir, Street No:1, Delhi - 110052Nearest Metro Station: Inderlok Metro StationContact No: 9910754571We have huge variety of Imported kids garments mainly for new born to 7 Years old. We also deal in various other accessories for kids like Caps, hats, socks, sunglasses, belts, suspender, booties and school products like lunch box, water bottles, pencil box, school bags and Many More Kids products in wholesale at reasonable prices.Advantage of Dealing with us are:Less Prices compared to other dealers/Wholesalers in marketAll variety of products for your shop in one place.Faster order processing and reliableLow MOQShipping All Across IndiaOnline Payment AcceptedBelow are some images of Our shop and products:What is the best ladies cloth wholesaler market in New Delhi?.
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