Permanent Wholesale Marts a Boon to Retailers

If you've been in the retail business for any length of time, you know that the temporary trade shows held across the country each year are a great way to meet wholesale suppliers and find new products to sell. But you may not be aware that most major cities in the U.S. also have permanent trade marts, open year-round.

Permanent marts are ongoing trade shows. They house hundreds or even thousands of supplier showrooms--the basic equivalent of a wholesale mall. As Jeff Walton, general manager of the Minneapolis Mart, explains, "Trade marts are a retailer's one-stop shopping solution--thousands of different lines and products all represented in one place."

Mart Benefits and Tools
There are numerous benefits to incorporating merchandise marts into your product sourcing. Their permanence gives you a great deal of flexibility in scheduling your sourcing trips. And many marts don't duplicate merchandise from one showroom to the next, ensuring you have the widest selection possible. Additionally, permanent marts offer many tools to help you get the most out of your visits:

• You have the option of working with a sales rep during your visit. Your rep is a knowledgeable advisor who will take the time to understand your goals and help you find the products and information you need to achieve them.
  
• Mart websites provide information on their product offerings. They're not meant to replace the hands-on knowledge and face-to-face supplier connections you'll gain by visiting the marts in person. But they act as very valuable supplements for referencing information and placing orders after your visit.
  
• Most marts publish a buyer's directory that highlights their suppliers and product lines and provides supplier contact information, so you can easily follow up. Your directory is also a useful tool for targeting the types of products and suppliers you want to visit, particularly when you're limited by time.
  
• Several times throughout the year, marts will hold temporary tradeshows in addition to their permanent exhibits. During this time, they attract hundreds of additional exhibitors and offer seminars to educate retailers on how to market their products effectively, etc.

Most permanent marts fall into one of two categories: national or regional. Each offers distinct advantages. National marts tend to carry a much deeper selection within each product line, and buyers can often source directly from the manufacturer. Regional marts, on the other hand, usually cater to smaller sellers; their exhibitors may be more willing to work with independent retailers who buy in smaller volumes. Another advantage of sourcing from a smaller venue is the high-quality customer service and follow-up you'll typically experience.

Maximizing Your Sourcing Experience
Regardless of the size of the mart you choose, there are certain things to keep in mind to maximize your sourcing efforts:

• Realize that, although permanent marts are open all year, not every exhibitor in the mart is open every day. Availability differs from showroom to showroom--some are open daily; most are available by appointment, even on days they're not open. So if you want to talk to specific suppliers, find out when they're open or schedule an appointment before you go. Setting an appointment is also a good way to guarantee some face time with a supplier and find out how they can work with you.
  
• Understand that most permanent marts are selling wholesale goods at wholesale prices, which means they're not open to the general public. To qualify as a buyer, you must provide proof that you're a legitimate retail business, which means a tax ID number and credit information. Some marts may also require other forms of business ID, such as imprinted business cards or business checks. You can usually pre-register online; some marts even allow you to obtain permanent credentials to make regular attendance easier.
  
• Be aware that some marts specialize in certain types of products. Regional marts, for example, often carry products that reflect the region they're in. The Dallas Mart emphasizes Southwestern goods, while the Minneapolis Mart specializes in Scandinavian products. This doesn't mean that those goods are the only type these marts offer, just that they have a strong presence of them there, in addition to the other products they carry. Before you travel cross-country, it's worth doing a little bit of research to find out if there's a particular mart that's uniquely suited to your product market.

Keep Coming Back
Permanent marts represent a very valuable resource for resellers. But even if you find many products that work well for your business, your product sourcing isn't done. Re-ordering popular products indefinitely isn't a good sourcing strategy because the market is always changing. To understand the direction it's headed, regularly expose yourself to new products, trends and suppliers.

Says Walton, "I highly recommend visiting a mart at least twice a year--that's how you find out what's going on in your market and continue sourcing the right products for your business."

Chris Malta is the founder and CEO of Worlwide Brands, the internet's leading authority on product sourcing for e-businesses. Chris was hand-picked by eBay Radio as their exclusive product sourcing editor, and has authored numerous books on e-businesses and product sourcing, including What to Sell on eBay and Where to Get It and How to Find Real Products You Can Sell Online.

Robin Cowie is the president of Worldwide Brands, as well as a business development and marketing specialist, and TV and film producer. Robin is a regular featured speaker at eBay's live national convention each year, and is the co-author of eBay Performance! Selling Success with Market Research & Product Sourcing.

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