Is Inventory Important?


One of the hot questions when it comes to direct sales and offline
shows is this:

"Do I need a large inventory, or can I just take orders?"

Honestly, this is no easy answer and it's going to mostly depend on
what products you are selling. Some items (such as custom products)
are near impossible to have on stock and must be ordered. Other
items (such as candles), the shopper wants to have in hand before
they leave. Candles are one of those items which are NOT unique (no
matter if you have a great product), and a shopper knows they can
easily pick it up at just about any store.

For the most part, you are going to want a large display of products
to sell right off the table. When shoppers are roaming around craft
shows, they are looking to shop. If they wanted to have items
shipped to them, they would probably be shopping online. I'm sure
they do, but only because they have no other option when shopping
online or at a home party. People LOVE to walk out with something in
hand.

I know one of the benefits of a direct sales company is not to have
large amounts of stock on hand. However, if you plan to have tables
at offline events, stock is a must. Even when taking orders, you
must have some type of display. This way the customer can see and
touch, knowing exactly what they will be getting should they order.

Be warned though, even with large amount of stock on the table, it's
like pulling teeth to get orders. For example, occasionally we'll
have a 12oz Jelly Jar in a scent they really like but no 8oz Jelly
Jar. We'll suggest they put in an order and have it delivered (no
shipping for local orders since we deliver). Almost always they'll
go with a different candle or none at all.

In over a year, we've taken in a total of 3 orders. The reason for
each order was as follows:

Order #1: Previous customer who had purchased a candle at another
show. She smelled a candle she liked and bought it, but wanted 2
more in a larger size. So she not only already knew the candles, but
wanted more than what we had on the table.

Order #2: A customer wanted 4 of the same candle while we only had 2
in stock. Because it was a gift for a special occasion, she decided
to order.

Order #3: Another previous customer. This one had smelled each scent
on the table and wanted different colored votives all in the same
scent. Again, she knew what the product was like and wanted more
than what was on the table.

In conclusion, while you can get away with taking orders only, it's
better to sell outright. Shoppers are ready to impulse buy, and you
don't want to miss out on it!
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Anita DeFrank & Kara Kelso, authors of Direct Sales Success,
specialize in coaching direct sales representatives to reach their
goal of becoming successful in their field. Visit
http://www.directsaleshelpers.com for free weekly tips.