Retailers Forum Magazine October 2024
Monthly magazine for independent retailers, retail store owners and online stores. Every issue features interesting articles on how to start or expand your business along with news of the retail industry. In every issue we have ads from the country's leading wholesale merchandise sources where you can buy from to stock up your store or order goods to sell online. Visit our full site with 1000's of free articles and specials - all free at www.RetailersForum.com
Monthly magazine for independent retailers, retail store owners and online stores. Every issue features interesting articles on how to start or expand your business along with news of the retail industry. In every issue we have ads from the country's leading wholesale merchandise sources where you can buy from to stock up your store or order goods to sell online. Visit our full site with 1000's of free articles and specials - all free at www.RetailersForum.com
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etailers<br />
Get Your<br />
Treats<br />
Wholesale!<br />
VOL. 44 NO. 06<br />
OCTOBER <strong>2024</strong><br />
Connecting Connecting Wholesalers and <strong>Retailers</strong> <strong>Retailers</strong> Since 1981 Since 1981
Want More Info? Circle #11 on page 11 • www.Vendor411.com<br />
Page 2 OCTOBER <strong>2024</strong> | RETAILERS FORUM MAGAZINE
OHIO<br />
KNIFE<br />
wholesale distributor<br />
909 EAST WAYNE STREET, SUITE 119 • CELINA, OH 45822<br />
Visit Our Website:<br />
www.OhioKnifeSales.com<br />
Apply for Dealership Online<br />
PHONE: 419.549.8200<br />
KNIVES • SWORDS • SHARPENERS • ACCESSORIES • HUNTING BLINDS & MORE<br />
NEW PRODUCTS ADDED WEEKLY • LIMITED QUANTITIES ON ALL SALE ITEMS<br />
FREE Shipping on your First Order of $ 100.00 or More When You Mention This AD!<br />
CALL FOR SPECIAL PRICING DEALS!<br />
WE are a full line distributor for all the many brands we carry.<br />
We also have a full complement of Cold Steel Blowguns and Accessories.<br />
OHIO KNIFE-Auto<br />
Button Imitation Bone<br />
SPECIAL<br />
Item#: A238BO<br />
$<br />
6.99<br />
OHIO KNIFE-Italian Style 9”<br />
Stiletto Ivory SPECIAL<br />
Item#: IS10IV<br />
$<br />
9.97<br />
OHIO KNIFE-<br />
Automatic Schrade<br />
Auto Black SPECIAL<br />
Item#: ASC60BT<br />
$<br />
19.99<br />
OHIO KNIFE-Folding<br />
Hunter Auto Black G10<br />
SPECIAL-Item#: BK14BK<br />
$<br />
28.99<br />
OHIO KNIFE-OTF Damascus<br />
Pattern Blue Blade SPECIAL<br />
Item#: MOTF-80BLD<br />
$<br />
24.99<br />
Cold Steel-SRK Compact<br />
SPECIAL-Item#: CS49LCKD<br />
$<br />
26.98<br />
OHIO KNIFE-Teal Mini<br />
OTF Stiletto Blk Bld<br />
Item#: T94-TEAL<br />
$<br />
7.99<br />
Cold Steel-<br />
Big Boar<br />
Item#:<br />
CSB6255TZ<br />
$<br />
35.72<br />
SCHRADE -Imperial IMP16S Stoc<br />
Item #: SCIMP16S<br />
SPECIAL $ 5.50<br />
SCHRADE Old Timer Splinter Car • Item #: SC24OT<br />
$<br />
16.26<br />
Smith & Wesson<br />
S&W M325 Revolver Knife<br />
Item #: SW1168583<br />
$<br />
22.31<br />
SCHRADE<br />
Old Timer 94OT<br />
Item #: SC94OT<br />
SPECIAL $ 11.49<br />
Cold Steel-<br />
Long Range<br />
Bamboo<br />
Item#:<br />
CSB6255BB<br />
$<br />
9.99<br />
STEAMBOW Steambow AR-6<br />
Stinger II Comp. Item #: SB0414<br />
SPECIAL $ 132.50<br />
HOT NEW ITEM!<br />
KABAR Becker<br />
Black Harpoon<br />
Item#:<br />
KB0018BK<br />
$<br />
83.57<br />
Smith & Wesson<br />
S & W SW911B-1st Re<br />
Item #: SW911B<br />
$<br />
41.90<br />
KABAR KA-BAR 1258 Short Black • Item #: KB1258<br />
$<br />
57.51<br />
KABAR TDI Investigator<br />
Item#: KB1493<br />
$<br />
32.75<br />
Rite Edge Money Clip-2.5 in. Black WITH<br />
Item#: SZ210649<br />
SPECIAL $ 2.59<br />
KABAR KA-BAR 1217 Full Size USMC K • Item #: KB1217<br />
$<br />
77.08<br />
STEAMBOW Steambow AR-6 Stinger II Tacti<br />
Item #: SB0376 SPECIAL $ 164.50<br />
SOG SOG SOGFARI-10” Tanto Machet-Item #: MC04-N<br />
SPECIAL $ 17.98<br />
KABAR Field Kit Spork/knife<br />
Item#: KB9909MIL<br />
$<br />
16.15<br />
SOG SOG-Poweraccess-Black<br />
Item#: PA1002-CP<br />
SPECIAL $ 36.98<br />
Warehouse Full • Order by 2:00pm Eastern time • Ships Same Day!<br />
PRICES SUBJECT TO CHANGE WITHOUT NOTICE<br />
Want More Info? Circle #04 RETAILERS on page 11 • www.Vendor411.com<br />
FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 3
Page 4 OCTOBER <strong>2024</strong> | RETAILERS FORUM MAGAZINE<br />
Want More Info? Circle #07 on page 11 • www.Vendor411.com
This is a Buying Guide for<br />
RETAIL STORE OWNERS<br />
Presented within the pages are the latest offerings from the country’s<br />
leading merchandise wholesalers. The advertisers herein sell strictly<br />
wholesale and require that you purchase with the intent of reselling<br />
through retail channels.<br />
HOW TO USE THIS DIRECTORY<br />
☛ Locate the products that interest you.<br />
See our product directory located on<br />
pages 6 & 7.<br />
☛ Make direct contact with advertiser.<br />
Most will have catalogs and price lists<br />
for you.<br />
☛ Order your merchandise, which will be<br />
shipped directly to your store.<br />
CLICK ON BANNERS<br />
IN SELECT ADS<br />
Want More Info? Circle #09 on page 11 • www.Vendor411.com<br />
TO GET FREE CATALOGS/PRICING<br />
FORUM PUBLISHING COMPANY<br />
383 East Main Street, Centerport, NY 11721<br />
www.<strong>Retailers</strong><strong>Forum</strong>.com<br />
CONTACT US:<br />
TEL: 1-800-635-7654<br />
FAX: 631-754-0630<br />
Email: <strong>Forum</strong>Publishing@gmail.com<br />
RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 5
Sell to over 60,000<br />
stores through <strong>Forum</strong><br />
631/754-5000<br />
DRESS UP FOR<br />
PROFITS!<br />
Every Day’s A Treat!<br />
COSTUMES ARE YEAR ‘ROUND MONEY MAKERS!<br />
WHOLESALE<br />
Costume Club<br />
www.USACostumers<br />
See our USACostumers.com<br />
ad on page 24<br />
Light Up Without<br />
Lighting Up!<br />
Full Service Wholesaler • We Ship Worldwide<br />
LOGIC • WHOLESALE<br />
Kits<br />
• E-Liquids<br />
• Disposables<br />
• Atomizers<br />
see our ad on page 59<br />
H2 E-Cig Round<br />
Mouth Atomizer<br />
$1.85<br />
5mL Bottle<br />
E- Liquid E-Juice<br />
for E-Cig $1.30<br />
E-Case w/2<br />
Cigarettes + 1 USB<br />
Charger $10.50<br />
E-Cig kit Includes 1 cig,<br />
10cartridges, Wall, USB,<br />
Car Chargers $6.50<br />
BLING IT ON!<br />
HipWholesale.com<br />
See our ad on Page 65<br />
SMALL<br />
BUSINESS<br />
CONSULTING<br />
<strong>Forum</strong>BA.com<br />
Ad on Page 32<br />
100’S IN STOCK<br />
All Occassions<br />
Fast Same Day Shipping<br />
Flat Rate Delivery<br />
Electronic<br />
Cigarettes<br />
• E-Cig Batteries<br />
Round Mouth E-Cig<br />
3.5ml Atomizer Set<br />
w/Coil Heads $3.83<br />
• E-Cig Accessories<br />
TIME MAKES MONEY<br />
TIME<br />
WHOLESALERS<br />
SHISHA Zero<br />
Nicotine Disposable<br />
E-Cig $3.45<br />
www.Lightecig.com<br />
see our ad on Page 35<br />
We Dropship - Distributors WanteD • Scroll website to bottom - Click on WHoLESALE<br />
SNEAKY SAVINGS ON SNEAKERS<br />
See Our Ad on Pg 57<br />
Does anybody<br />
read these?<br />
CALL 631-754-5000 and<br />
you’ll get a FREE 3-mo.<br />
subscription!<br />
Congratulations to<br />
SLIP FALL FENCE<br />
Center, NY<br />
ADVERTISERS<br />
INDEX<br />
OCTOBER <strong>2024</strong><br />
PLEASE PATRONIZE THE LEADING WHOLESALERS<br />
WHO ADVERTISE IN<br />
RETAILERS FORUM MAGAZINE<br />
THE TRUSTED BUYING SOURCE FOR RETAIL STORES!<br />
ADVERTISING<br />
FORUM AD RATES .......... 09<br />
APPAREL<br />
1 STOP WHOLESALE. ........ 15<br />
BLANK TEES. ............... 66<br />
BOUTIQUE CLOSEOUTS ...... 47<br />
CAPSMITH. ................. 23<br />
CLOTHINGWARE ............ 55<br />
DD BULK ................... 60<br />
FASHIONABLE SALES. ....... 21<br />
FLIRTY WHOLESALE ......... 56<br />
HEAVENLY SUITS ............ 18<br />
SCARF WAREHOUSE. ........ 78<br />
STYLE IN FASHION .......... 18<br />
STYLISH PLUS .............. 53<br />
T SHIRT REP ................ 86<br />
UIN DEALS ................. 75<br />
USACOSTUMERS.COM ....... 24<br />
WESTERN SALES. ........... 18<br />
ASSORTED ITEMS<br />
BEAN WHOLESALERS ....... 62<br />
CLOSEOUTS FOR SALE ...... 45<br />
DINO DROPSHIP. ............ 85<br />
DOBA DROPSHIP ............ 25<br />
EVERYTHING CLOSEOUTS. ... 48<br />
EZ DROPSHIP ............... 68<br />
FIND IT ASIA ................ 81<br />
HARNEL INC. ............... 13<br />
HEAVENLY WHOLESALE. ..... 36<br />
MEGA UBID ................. 44<br />
RAMSONS IMPORTS ......... 04<br />
RUSH SUPPLIERS ........... 22<br />
TOP TEN WHOLESALE ....... 79<br />
BOOKS<br />
AUCTION BOOK ............. 80<br />
BUYERS CONTACTS ......... 87<br />
CLOSEOUT DIRECTORY ...... 84<br />
HIDDEN WEALTH ............ 82<br />
TRADE PUBLICATIONS ..... 88-94<br />
CELLULAR<br />
CELLCITY.BIZ ............... 43<br />
WHOLE-CELL ............... 49<br />
COMPUTERS<br />
REFURB SHOPS. ............ 50<br />
CONSUMER ELECT.<br />
FIND IT CHINA. .............. 33<br />
CREDIT CARD<br />
PROCESSING<br />
EXP MERCHANT. ............... 71
#1<br />
BUYING GUIDE<br />
FOR RETAIL STORES!<br />
DISPLAY/SUPPLIES<br />
& SERVICES<br />
AVVO ADVISORS ............ 26<br />
CC WAREHOUSE ... BACK COVER<br />
E-STORE BUILDERS ......... 30<br />
E STORE SIGNS ............. 29<br />
E-STORE SITES ............. 24<br />
FB CAMPAIGNS ............. 52<br />
FORUM ADVISORS. .......... 32<br />
KWIK INC. .................. 74<br />
PAYROLL HELPER ........... 76<br />
PROTECTION PLANS. ........ 64<br />
SALES GROUP BAGS ........ 72<br />
SETON SIGNAGE ............ 83<br />
WHOLESALESOURCES.COM ....<br />
INSIDE BACK COVER<br />
DROPSHIPPERS<br />
DINO DROPSHIP. ............ 85<br />
DOBA DROPSHIP ............ 25<br />
EZ DROPSHIP ............... 68<br />
E-CIGARETTES &<br />
SMOKE SHOP ITEMS<br />
3’x5’Embroidered Flags $14.00 Each<br />
LIGHT E CIG ................ 77<br />
View our 148 page Catalog online !<br />
www.RIOhio.com<br />
LOGIC WHOLESALE ......... 59<br />
Belt Buckles $18.00 dz<br />
USA VAPE DEALS ........... 27<br />
$36.00 dz<br />
Hat Pins $6.00 dz<br />
Garden Flags<br />
$48.00 dz<br />
Metal Signs<br />
$5.50 Each<br />
$9.00 dz<br />
5” Patches $36.00 dz<br />
FOOTWEAR<br />
3’x5’Embroidered Flags<br />
$14.00 Each<br />
Playing Cards<br />
$18.00 dz<br />
$24.00 dz<br />
$21.00 dz<br />
Garden Flags WindSocks<br />
48.00 dz $48.00 dz<br />
$18.00 dz<br />
12”x18” Metal Signs<br />
$5.50 Each<br />
Min.Order<br />
$150.00<br />
Metal Sign<br />
$4.75 each<br />
$7.00 Each<br />
$4.50 Each<br />
8” x 12” Parking Sign $18.00 dz<br />
$15.00 dz<br />
$42.00 dz<br />
8” x 12” Metal Signs<br />
$39.00 dz<br />
$39.00 dz<br />
SNEAKER CLEARANCE ...... 57<br />
Tri-Fold<br />
PPE SUPPLIES<br />
$36.00 dz<br />
$5.00 Each<br />
Metal Plates<br />
$27.00 dz<br />
Leather Wallets $5.50 each<br />
PPE $48.00 STOCKROOM dz ........... 40<br />
HANDBAGS<br />
$21.00 dz<br />
$36.00 ut 72 pcs<br />
BAG CLOSEOUTS ........... Magnets 3”x8” $18.00 61 dz<br />
BAG VENDORS. ............. 22<br />
HEALTH & BEAUTY<br />
DE SOAP FRAGRANCES ...... 02<br />
Belt Buckles<br />
$42.00 dz<br />
DE SOAP FRAGRANCES ...... 19<br />
HOME & HOUSEWARE<br />
DAKOTA STEEL ART .......16/17<br />
MERCHANDISE REP ......... 58<br />
RUG PROFITS. .............. 69<br />
JEWELRY/ACCESSORIES<br />
BLING WHOLESALER .............73<br />
BODY CANDY HQ .................67<br />
BUND JEWELRY. .................31<br />
HIP WHOLESALE .................65<br />
JEWEL CLEARANCE ..............26<br />
JEWELRY MINERS ................63<br />
SHAKE WHOLESALE. .............34<br />
UNIVERSE WHOLESALE ...........37<br />
$30.00 dz<br />
12” Metal Signs<br />
$5.00 Each<br />
NOVELTIES<br />
3pc Magnet<br />
$5.25 Each<br />
CARTOON CONCEPTS ....... 46<br />
$15.50 Each<br />
COOL GLOWING. ............ 39<br />
NOVELTY SELLER ........... 51<br />
PET PRODUCTS<br />
CLOSEOUT PET ............. 20<br />
R/C & TOYS<br />
$4.00 each<br />
RC VARIETY ................ 41<br />
Leather Bracelet $18.00 dz<br />
SOARING RC. ............... 54<br />
SPECIAL FEATURES<br />
FORUM WORKSHOP ......... 28<br />
READER RESPONSE ......... 11<br />
Patches $18.00 dz<br />
Belt Buckles<br />
$36.00 dz<br />
1ut/5 dz Mood Rings $33.00 unit<br />
RETAILING NEWS. ........... 14<br />
WHAT’S HOT ................ 12<br />
SPORTING GOODS<br />
OHIO KNIFE. .................03<br />
TRADE SHOWS<br />
THE MARKET CENTER ........20<br />
WATCHES & CLOCKS<br />
TIME WHOLESALERS ........ 35<br />
WATCH DEALERS ........... 70<br />
WEDDING ITEMS<br />
SMARTEST BARGAIN ........ 42<br />
WELCOME NEW READERS!<br />
Advertise in<br />
Metal Sign<br />
12”X18” $5.75 Each<br />
See Page 9<br />
12”x18” Metal Sign $5.25 each<br />
BUSINESS BOOKS<br />
www.BizBooks.org<br />
STYLE IN FASHION<br />
$36.00 ut/72pcs<br />
$15.00 dz<br />
Stylish & Fashionable<br />
Fashions<br />
from Around<br />
the World<br />
$6.00 dz Hat Pins Also<br />
See our Ad on Page 18<br />
sold by the<br />
Gigantic dozen! Selection<br />
of Variety Goods<br />
36 pcBiker Ring<br />
$24.00 dz<br />
Best Friend Necklace<br />
RAMSON’S<br />
$39.00 unit<br />
$24.00 dz/sets<br />
See our Ad on Page 04<br />
DROPSHIP TO PROFITS!<br />
Tri- Color Necklace $18.00 dz<br />
1000’s of Items<br />
See our ad on Page 25<br />
WHOLESALERS:<br />
Increase Your Sales<br />
By Advertising Here!<br />
631-754-5000<br />
WIND SPINNERS<br />
Sells Like<br />
A Breeze!<br />
DAKOTA STEEL<br />
See Our Ad on Pgs. 16/17<br />
VISIT FORUM ON<br />
THE INTERNET<br />
View our latest books at<br />
www.bizbooks.org<br />
WE HAVE BUYERS<br />
Databases for ALL Industries<br />
www.BuyersContacts.com
ADVERTISING INFORMATION<br />
www.retailersforum.com<br />
VOL 28 NO. 2<br />
JUNE 2008<br />
MARKETING TIPS!<br />
MERCHANDISE SOURCES<br />
RETAILING TIPS<br />
SELL LIKE AN<br />
EGYPTIAN!<br />
Reach Active Buyers with our Print Readership<br />
Plus over 265,000+ Page Views Monthly Online<br />
✔ Apparel and Accessory Stores<br />
✔ Card and Gift Stores<br />
✔ Discount and Dollar Stores<br />
✔ Distributors and Jobbers<br />
✔ General Merchandise Stores<br />
✔ Internet On Line Stores<br />
✔ Mail Order Catalog Sales<br />
✔ Novelty and Toy Stores<br />
✔ On Line Stores<br />
✔ Resort and Souvenir Stores<br />
✔ Sporting Goods Stores<br />
✔ Variety Merchandise Stores<br />
✔ Wholesalers<br />
ESTABLISHED IN 1981 as a buying source for store<br />
owners and wholesalers, <strong>Retailers</strong> <strong>Forum</strong> offers advertisers<br />
a large national circulation to showcase their products<br />
and services. Many of our readers are located in rural<br />
areas where access to merchandise is difficult, making our<br />
magazine indispensable to their buyers.<br />
Through our unique direct mail and trade show<br />
circulation we constantly rotate our mailing lists, adding<br />
new stores monthly enabling us to deliver new, fresh<br />
buyers each and every month you advertise with us.<br />
In addition to your print ad, your company will be<br />
featured in our digital on line monthly version at<br />
www.RFmagazine.com. Our online magazine produces<br />
over 265,000+ page views monthly for our advertisers,<br />
which is in addition to our print and mail distribution.<br />
Your online ad will link to your website and email<br />
address and we provide unlimited transfers from our<br />
readers into your website 24/7.<br />
FORUM PUBLISHING COMPANY<br />
383 East Main Street, Centerport, NY 11721<br />
www.<strong>Retailers</strong><strong>Forum</strong>.com<br />
CONTACT US:<br />
TEL: 1-800-635-7654<br />
FAX: 631-754-0630<br />
Email: <strong>Forum</strong>Publishing@gmail.com<br />
Page 8 OCTOBER <strong>2024</strong> | RETAILERS FORUM MAGAZINE
etailers<br />
ADVERTISING RATES<br />
AD SIZE 1 ISSUE 3 ISSUES 6 ISSUES 12 ISSUES<br />
1⁄8 Page $400 $300 $275 $250<br />
¼ Page $525 $425 $400 $350<br />
½ Page $625 $525 $500 $450<br />
Full Page $850 $750 $700 $650<br />
2 Pages $1,350 $1,250 $1,150 $1,050<br />
Prices shown per month, above rates include full color printing<br />
ADVERTISING SPECS<br />
1⁄8 Page: 2¼" high x 3¼" wide<br />
¼ Page: 4‚" high x 3¼" wide<br />
½ Page:<br />
Full Page:<br />
Email or provide CD of ad in exact dimensions as JPG, TIF or preferred<br />
PDF format in CMYK color, 300 dpi resolution only<br />
✔ Monthly print and mail magazine<br />
✔ Online magazine and search marketing<br />
✔ Distribution at top trade shows<br />
4‚" high x 7" wide or<br />
9½" high x 3¼" wide<br />
9½" high x 7" wide<br />
FULL MARKETING PROGRAM INCLUDED >><br />
Printed <strong>Magazine</strong><br />
• Your ad is featured in our<br />
printed magazine circulated to<br />
buyers across the USA. Includes<br />
distribution at industry’s top trade<br />
shows.<br />
Complete Digital <strong>Magazine</strong><br />
• Your ad runs on-line at<br />
www.RFmagazine.com<br />
• Over 265,000+ monthly<br />
page views<br />
• Active link to your website<br />
Phone APP<br />
• Your company included in our free<br />
iPhone and Android APP. Imagine<br />
YOUR company right<br />
on the buyers phones!<br />
Reader Response<br />
• Generates leads from buyers interested<br />
in your products through a<br />
code placed in<br />
your ad and on-line at<br />
www.vendor411.com. Free for<br />
all half and full-page ads.<br />
Search Marketing<br />
• Your company included in the<br />
industry’s leading search engine:<br />
www.supplier411.com<br />
• Saturation marketing coverage on<br />
our new wholesale portal: www.<br />
wholesalesources.com<br />
TOP INDUSTRY TRADE SHOWS <strong>2024</strong><br />
JANUARY<br />
Atlanta Gift Fair<br />
Los Angeles Market Week<br />
Philadelphia Gift & Variety Show<br />
Seattle Gift Show<br />
The Merchandise Center, IL<br />
FEBRUARY<br />
ASD Marketplace Las Vegas Show<br />
Louisville Gift Show<br />
Magic Sourcing Show<br />
New York Toy Fair<br />
Off Price Specialist Show<br />
Rocky Mountain Gift Show<br />
MARCH<br />
Atlanta Spring Gift Show<br />
California Marketplace<br />
Dallas Apparel & Accessories Show<br />
Greensboro Gift & Jewelry Show<br />
The Merchandise Center, IL<br />
APRIL<br />
Hawaii Merchandise Expo<br />
The Merchandise Center, IL<br />
MAY<br />
Las Vegas Licensing Show<br />
New Orleans Gift & Jewelry Show<br />
Northern Michigan Gift & Souvenir Show<br />
Off Price Show NY TBD<br />
The Merchandise Center, IL<br />
JUNE<br />
Dallas Gift & Variety Show<br />
Greensboro Gift & Jewelry Show<br />
LA Fashion Market<br />
JULY<br />
Atlanta Gift & Home Furnishings<br />
California Marketplace<br />
Philadelphia Gift & Variety Show<br />
The Merchandise Center, IL<br />
AUGUST<br />
ASD Market Week<br />
Biloxi Wholesale Show<br />
Louisville Gift Show<br />
Off Price Specialist Show<br />
New Orleans Gift & Jewelry Show<br />
Rocky Mountain Gift Show TBD<br />
St. Louis Gift Show<br />
SEPTEMBER<br />
Asia America Wholesale Show<br />
Dallas Home & Gift Show<br />
Greensboro Gfit & Jewelry Show<br />
Hawaii Gift Show<br />
Norton’s Gift & Variety Show<br />
Philadelphia Candy & Gift Show<br />
The Merchandise Center, IL<br />
OCTOBER<br />
Dallas Apparel & Accessories Show<br />
Las Vegas Souvenir & Gift Show<br />
The Merchandise Center, IL<br />
NOVEMBER<br />
Gatlinburg Gift Show<br />
Hawaii Merchandise Expo<br />
New Orleans Gift & Jewelry Show<br />
Smoky Mountain Variety<br />
DECEMBER<br />
Grand Strand Gift & Variety Show<br />
Greensboro Gift & Jewelry Show<br />
The Merchandise Center, IL<br />
Our Large Holiday Issue Hits The Mails Before Thanksgiving to<br />
Maximize Advertisers Results!<br />
We provide physical magazines at shows or email free<br />
digital magazine to attendees using Attendee database lists.<br />
* Show schedules are subject to change without notice.
From the<br />
PUBLISHER<br />
SPOOKTACULAR SALES<br />
NUMBERS FOR HALLOWEEN<br />
AS we enter the home stretch of the<br />
fourth quarter, this is the time that as<br />
retailers we know that anything is possible<br />
from this month through the end of the<br />
year. It is the culmination of all the hard<br />
work and efforts we have made all year to<br />
get to this final season.<br />
BETWEEN the economy finally stabilizing<br />
and leveling off a bit and back-to-school<br />
sales numbers being a bit higher than<br />
expected, there is great promise for all of<br />
our businesses down this final stretch. Next<br />
month’s election will have little effect on<br />
this season, but may have massive impact<br />
on our businesses next year.<br />
OUR moderately priced merchandise<br />
stores are poised for success. Customers<br />
are looking for value and quality and if you<br />
have the right mix at your store, flea market<br />
booth or website this could be an excellent<br />
and profitable quarter for you. The key is to<br />
make sure that you have quality goods at<br />
affordable prices.<br />
FOR many of us Halloween is a major<br />
sales boost that will kick off the season. All<br />
retailers should be taking advantage of the<br />
sales opportunity this holiday affords us by<br />
making sure that they have the right mix of<br />
merchandise for sale. If you’re not already<br />
selling Halloween goods, all that it takes<br />
is a small section in your store or a tab on<br />
your website, to add these goods. Perhaps<br />
an end cap by the register to encourage<br />
>> ON-LINE SOURCING<br />
impulse purchases at checkout. Shoppers<br />
will shop and they spend A LOT of money<br />
on Halloween.<br />
BE creative with your displays this year<br />
and incorporate the holidays into your<br />
space. Thanksgiving as well which is a<br />
big-time holiday for gifting. Make sure that<br />
you are rotating your displays and more<br />
importantly, adding new merchandise<br />
to your mix. Remember our rule here at<br />
<strong>Forum</strong>: If it didn’t sell last year it ain’t going<br />
to sell this year, especially with an inch of<br />
dust on it!<br />
HERE are some obvious things to do this<br />
time of year. Make sure you’re accepting<br />
credit and debit cards as Venmo, Zelle and<br />
other online payments. If you’re already<br />
taking credit cards, have your processor<br />
run a report on your costs and audit if<br />
there is a more cost-effective solution. We<br />
did that here at the office and discovered<br />
PayPal was a better alternative than our<br />
traditional processor because it did not<br />
charge premiums for reward cards, Amex,<br />
etc.<br />
ABOVE all make sure that your selling<br />
spaces are festive and invites shoppers. If<br />
you and your staff get into the spirit your<br />
customers are sure to follow. And happy<br />
shoppers will mean more spending. Go<br />
the extra mile and be creative and enticing<br />
with your window and interior displays.<br />
Our #1 job is to get shoppers shopping!<br />
The entire issue of<br />
<strong>Retailers</strong> <strong>Forum</strong> <strong>Magazine</strong><br />
is posted on-line at<br />
www.<strong>Retailers</strong><strong>Forum</strong>.com<br />
Includes: Website Links *<br />
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APPAREL<br />
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❑ 13. Capsmith<br />
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BUSINESS SERVICES<br />
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COLLECTIBLES<br />
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❑ 68. EXP Merchant<br />
ELECTRONICS<br />
❑ All Advertisers in ELECTRONICS<br />
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❑ All Advertisers in GENERAL & VARIETY<br />
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NOVELTIES/TOYS<br />
❑ All Advertisers in NOVELTIES & TOYS<br />
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❑ All Advertisers in PET PRODUCTS<br />
❑ 15. Closeout Pet<br />
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WHAT’S HOT<br />
For more information, contact:<br />
www.DiGalan.com<br />
Tel: 1-866-318-5880<br />
For more information, contact:<br />
www.RefurbShops.com<br />
For more information, contact:<br />
www.<strong>Forum</strong>123.com<br />
Tel: 1-631-754-5000<br />
Page 12 OCTOBER <strong>2024</strong> | RETAILERS FORUM MAGAZINE<br />
GOLD LAYERED JEWELRY EXPERT<br />
LONG time friend and client of <strong>Forum</strong> is Di Galan Jewelry who has one of the<br />
most prolifi c gold layered jewelry business that we have ever seen. Di<br />
Galan is truly a company that is dedicated to manufacturing the highest<br />
quality gold layered jewelry. They focus on quality and excellence, which<br />
strengthens the trust that both distributors and customers need in<br />
order to build their own business.<br />
THERE are a lot of choices when it comes to this jewelry segment<br />
and Di Galan stands alone as the leader with the highest quality<br />
hyperallengic items using the highest quality base materials and fi nishing.<br />
Unlike inferior competitors when you buy from Di Galan you have<br />
the assurance of decades of their manufacturing experience and your<br />
clients will appreciate the difference. The company is looking for more<br />
distributors and welcomes your call.<br />
ROCKBOTTOM TECH PRICES<br />
THERE is huge money to be made in computers and electronics but the<br />
biggest hurdle is fi nding a reputable dealer who will have the most wanted items<br />
at the best prices to allow you margins. REFURBSHOPS is the ultimate vendor<br />
that will enable you to offer the hottest tech at the best prices anywhere!<br />
TECH for Less has been in operation since 2001 and has serviced over 2<br />
million clients around the world. They maintain their own in-house technicians<br />
and stand behind all of their merchandise they sell. This is THE fi nd of the year<br />
for your business as you can stock up for your store or sell online. There is<br />
also NO minimum order so you can replenish your inventory as required. And<br />
to top it off there is a liberal 30-day return policy so you can sell all of their<br />
merchandise with full confidence.<br />
THIS month’s special offer is a Vizeo 40” smart LED fully loaded fl at screen<br />
television (open box special) that has everything your shoppers want in a TV at<br />
a cost of $135.49! Limited quantity – many others available as well.<br />
BUY BELOW WHOLESALE<br />
NOW more than ever it is important to buy products at the sharpest possible<br />
prices so you can make more margins when you resell at your store or online<br />
site. With the costs of goods increasing so rapidly it is harder than ever to<br />
follow the double mark-up rule that was the gold standard or retailing. We<br />
have had to become much more competitive to make sales and part of that<br />
is not being able to get the mark-ups we need.<br />
THAT was until now! <strong>Forum</strong> Publishing has released the new<br />
CLOSEOUT DIRECTORY and Coursebook that lists (by merchandise<br />
category), companies that specialize in closeout priced goods. These are<br />
products that can be overstock, overruns, discontinued goods, store<br />
returns and product changes.<br />
CLOSEOUT merchandise can be bought 25-75% off regular wholesale<br />
prices and will improve your bottom line by mixing these goods into your<br />
lines. The Closeout Directory is just $29.95 in print or PDF versions.
YOUR WHOLESALE PARTY HEADQUARTERS<br />
Gifts<br />
Toys<br />
PLUSH ANIMALS<br />
BALLOONS<br />
Mylar<br />
Balloons<br />
from<br />
39¢<br />
Also<br />
Jumbo<br />
Number<br />
Mylars<br />
$1.39<br />
GREETING<br />
CARDS<br />
www.Harnelinc.com • 847-325-5231<br />
Want More Info? Circle #02 on page 11 • www.Vendor411.com RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 13
RETAILING NEWS<br />
Holiday Shopping Looks Different This Year<br />
WE can’t say shoppers didn’t warn us. Since the start of the year, they’ve been searching<br />
for savings and waiting to make big purchases. After remaining largely resilient throughout four<br />
years of economic uncertainty, consumers are finally feeling the pinch. From sustained inflation<br />
to supply chain woes, consumers worldwide have been through a lot.<br />
We took a look at current shopping data to see how holiday shopping could shape up this<br />
year as consumers are spending more, buying less, and seeking value.<br />
SHOPPERS are taking on more debt. According to Salesforce research, 37% of global shoppers<br />
say they’re using their credit cards more today than they were a year ago, while 32% report<br />
using alternative credit services like “buy now, pay later” more frequently. What’s more, 43%<br />
of consumers are carrying more debt compared to 2023. And this isn’t unique to one income<br />
bracket — consumers across all levels are tapping into their credit lines more today than they<br />
were last year.<br />
BUT this increased reliance on credit isn’t due to consumers buying more. According to the<br />
Salesforce Shopping Index, online order volumes have been falling since 2022 and decreased by<br />
2% year over year in the first quarter of this year. In fact, 47% of shoppers say they are buying the<br />
same amount, while 40% are buying less compared to last year.<br />
WHEN they do buy, they’re trading down, buying discounted merchandise, and seeking<br />
private labels. Only 15% of consumers reported making no trade-offs based on price. Consumers’<br />
credit balances are increasing because they’re offloading inflation onto high interest credit cards.<br />
Workers Without HS Diplomas Ease Shortage<br />
A surprising number of workers without high school diplomas are keeping the U.S. economy<br />
humming. The share of people without a high school degree who are in the workforce – meaning<br />
they’re working or looking for jobs – hit a record high in July, capping an 18-month surge by that<br />
group into America’s job market, according to the Bureau of Labor Statistics.<br />
THE development is helping alleviate severe shortages of lower-skilled workers in industries<br />
such as restaurants, retail and construction, economists say. Yet it has also made it tougher for<br />
workers with less schooling to find positions as they compete against other comparably skilled<br />
job seekers, pushing up their unemployment rate and the U.S. jobless rate overall.<br />
IN July, 49% of adults who have less than a high school diploma were in the workforce, up from<br />
47% in June and the most on record dating to 1992, according to the Bureau of Labor Statistics.<br />
CELL phones, clothes ... rent? Inflation pushes teens into the workforce. The monthly numbers,<br />
which are adjusted to account for seasonal ups and downs, are volatile and July’s jump<br />
could have been a blip, says Brad Hershbein, senior economist at the W.E. Upjohn Institute for<br />
Employment Research.<br />
BY contrast, every other education group – high school graduates, people with some<br />
college or an associate degree and those with a Bachelor’s or higher – has seen their labor force<br />
participation climb the past few years but remain well below their pre-pandemic mark. The<br />
overall U.S. labor force participation rate was at 62.7% in July, up from the depths of the health<br />
crisis but below the recent peak of 63.3% in early 2020.<br />
MUCH of the rise in participation among less-skilled workers can be traced to a massive<br />
immigration surge, especially from Latin American countries.<br />
For Late-Breaking Industry News Visit: www.<strong>Retailers</strong><strong>Forum</strong>.com<br />
If It Affects Retailing We Report On It!<br />
Page 14 OCTOBER <strong>2024</strong> | RETAILERS FORUM MAGAZINE
HOT DEALS FOR THE SEASON<br />
Men’s • Women’s • Children’s Fashionable Deals<br />
WOMEN’S SPECIALS<br />
T shirt Tee<br />
Women’s Navy<br />
Blue Blue<br />
Beige<br />
Solid/Plain<br />
Color Mesh<br />
Patchwork<br />
Party Daily<br />
Fashion<br />
Round Neck<br />
$<br />
19.99<br />
Women’s Tank<br />
Dress Floral<br />
Print U Neck Mini<br />
Dress Casual<br />
Daily Vacation<br />
Sleeveless<br />
Summer<br />
$<br />
21.99<br />
Women’s Black Dress Tank Dress Cotton Tie Side Ruched<br />
Midi Dress Vacation Streetwear U Neck Sleeveless Summer<br />
$<br />
31.99<br />
Women’s T shirt<br />
Tee Graphic Print<br />
Daily Weekend<br />
Basic Short Sleeve<br />
V Neck Blue<br />
$<br />
16.99<br />
Women’s T shirt<br />
Tee Floral Print<br />
Daily Fashion Short<br />
Sleeve Crew Neck<br />
White Summer<br />
$<br />
15.99<br />
Women’s Shorts Side Pockets Short Black Summer<br />
$<br />
19.99<br />
Over 1000 Items - New Items Weekly - Operating Since 2007 • WE SHIP WORLDWIDE<br />
MEN’S SPECIALS<br />
Men’s T shirt Tee<br />
Moisture Wicking Shirts<br />
Plain Crew Neck Street<br />
Holiday Short Sleeve<br />
$<br />
8.99<br />
Men’s Shirt Linen Shirt<br />
Button Up Shirt Summer<br />
Shirt Beach Shirt White Pink<br />
Blue Long Sleeve Plain Lapel<br />
$<br />
17.99<br />
10% Linen Men’s Linen Pants<br />
Trousers Summer Pants Beach<br />
Pants Drawstring Elastic Waist<br />
$<br />
19.99<br />
Buy Direct From The Manufacturer - NO Middleman<br />
We Accept All Credit Cards<br />
40% Linen Men’s Linen Pants<br />
Trousers Summer Pants Button<br />
Pocket Straight Leg<br />
Plain Breathable<br />
$<br />
29.99<br />
Men’s Shirt Linen Shirt<br />
Cotton Linen Shirt Summer<br />
Shirt Beach Shirt Henley Shirt<br />
Black White Wine Long Sleeve<br />
Plain Henley<br />
$<br />
16.99<br />
Men’s T shirt Tee<br />
Solid/Plain Color V Neck<br />
Casual Daily Short Sleeve<br />
Clothing Apparel Seamless<br />
Basic Casual Soft<br />
$<br />
7.49<br />
www.1StopWholesale.com<br />
Want More Info? Circle #01 on page 11 • www.Vendor411.com RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 15
Page 16 OCTOBER <strong>2024</strong> | RETAILERS FORUM MAGAZINE<br />
Want More Info? Circle #23 on page 11 • www.Vendor411.com
Want More Info? Circle #23 on page 11 • www.Vendor411.com<br />
RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 17
STYLE IN FASHION INC.<br />
WEST-SIDE DESIGNS<br />
We Carry Winter<br />
Sweaters & Jackets<br />
at Moderate<br />
Prices<br />
MANY STYLES AVAILABLE IN<br />
DASHIKI PRINT<br />
for Men & Women<br />
Imported from<br />
Thailand & India<br />
Tie-Dye, Hawaiian Print,<br />
Solid Acid Wash, Printed Dresses,<br />
Baby Doll Dresses, Blouses,<br />
Skirt Sets, Pant Sets, Skirts, Sundresses,<br />
Umbrella Dresses in Rayon & Cotton<br />
Fabric. We also carry Magic Wrap,<br />
Sarongs, Handkerchief Dresses, Pancho<br />
Tops - all in Regular and Plus Size.<br />
We also carry<br />
Belly Dance & Zumba<br />
outfits in lots of different styles.<br />
321 Olympic Blvd. Los Angeles, CA 90015<br />
Tel: (213) 624-9728<br />
Fax: (213) 624-2115<br />
email: Andy@StyleInFashion.com<br />
View Our Catalog Online or Call for Catalog<br />
SAMPLE<br />
PACKAGE<br />
$300<br />
Quantity<br />
Discounts<br />
Available<br />
www.StyleinFashion.com<br />
Want More Info? Circle #14 on page 11 • www.Vendor411.com<br />
www.HeavenlySuits.com<br />
FULL COLLECTION OF DESIGNER TOP QUALITY<br />
CHURCH SUITS FOR WOMEN AND MEN<br />
Donna Vinci 1 Pc. Dress Set<br />
11691 Black/Purple<br />
Regular Price: $249.00<br />
Your Price $99.00<br />
Donna Vinci 2 Pc.<br />
Jacket & Skirt Set<br />
5658-N • Black/Print<br />
Special Price $179.00<br />
Skirt Suits • Dresses • Hats • Jackets • Mens & Boys Suits<br />
All Sizes in Stock - 4 Through 34W<br />
www.HeavenlySuits.com<br />
LIQUIDATION CLEARANCE SALE<br />
YOUTH<br />
PULLOVER<br />
HOODIE<br />
SWEATSHIRTS<br />
$<br />
1.39<br />
196 Pc. Minimum<br />
Slight irregulars,<br />
Assorted colors<br />
& Sizes<br />
LADIES BY THE BOX<br />
$<br />
1.19 ea.<br />
96 Pcs. Per Box<br />
Good size & color assortment of S-L. Our cost was $3-$4<br />
Assorted Ladies T-Shirts<br />
Great items to sell in<br />
your Discount Store<br />
or Flea Market!<br />
Vendors Selling<br />
3 for $10<br />
with Great Profits!<br />
ADULT<br />
SWEATSHIRTS<br />
$<br />
1.79 ea.<br />
BY THE PALLET<br />
600-700 Pcs. per order.<br />
Assorted Sizes & Colors, Sizes: S - XXL<br />
(We can help with shipping arrangements if needed)<br />
The sweats are slight irregulars that includes a slight spot, a stain, a<br />
pinhole, a small run or a slight color shade. They fit & wear as their first<br />
quality counter parts. $6 cost from the mill for first quality.<br />
Retail stores selling items between $20-$30.<br />
END OF SEASON TANK TOPS SALE<br />
89 ¢ ea.<br />
First Quality, Mostly Medium Size, 36 pcs. per case, 4 case min.<br />
YOUTH T-SHIRTS<br />
89 ¢<br />
288 Pieces, Assorted Colors & Sizes<br />
SCOPE LOGISTICS • (702) 755-4560<br />
Goods are based in Southern California • Pickup by appointment • We Ship Nationwide<br />
Page 18<br />
OCTOBER <strong>2024</strong> | RETAILERS FORUM MAGAZINE
Want More Info? Circle #11 on page 11 • www.Vendor411.com RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 19
CHICAGO<br />
<strong>October</strong><br />
MARKET<br />
<strong>October</strong> 28 th<br />
<strong>October</strong> 29 th<br />
Get name brand and extreme value merchandise at far below wholesale prices.<br />
From housewares to hardware and everything in between, stop paying full wholesale.<br />
Register for our <strong>October</strong> Market, <strong>October</strong> 28th -29th<br />
• Name brands & extreme value merchandise<br />
• America’s largest permanent collection of closeout specialists<br />
• Practically the entire closeout industry under one roof<br />
REGISTER AT<br />
www.tmcexpo.com<br />
TMC The Merchandise Center, 9555 Foster Avenue, Suite 600, Schiller Park Illinois 60176 ©Copyright <strong>2024</strong><br />
Want More Info? Circle #15 on page 11 • www.Vendor411.com<br />
Page 20<br />
OCTOBER <strong>2024</strong> | RETAILERS FORUM MAGAZINE
High Quality Affordable Fashions<br />
Stock<br />
Up Your<br />
Store<br />
Today!<br />
Women’s A Line Dress Geometric Split Thigh<br />
V Neck Cold Shoulder Maxi Dress Elegant<br />
Stylish Vacation Sleeveless Summer<br />
$<br />
23.99<br />
Women’s Shift Dress Summer Dress Graphic Geometric<br />
Backless Print Halter Neck Mini Dress Fashion Modern<br />
Daily Holiday Sleeveless Summer Spring<br />
$<br />
26.99<br />
Women’s Casual Dress Floral Button Print<br />
Split Neck Mini Dress Elegant Boho Holiday<br />
Vacation Sleeveless Summe<br />
$<br />
23.99<br />
Women’s Casual Dress Geometric Print<br />
Tiered Crew Neck Midi Dress Boho Holiday<br />
Vacation Sleeveless Summer<br />
$<br />
22.99<br />
Women’s Casual Dress Summer Dress Floral<br />
Print Strap Mini Dress Streetwear Street<br />
Holiday Sleeveless Summer<br />
$<br />
21.99<br />
Women’s Casual Dress Tank Dress Graphic<br />
Pocket Print U Neck Mini Dress Streetwear<br />
Date Vacation Sleeveless Summer<br />
$<br />
28.99<br />
Women’s Casual<br />
Dress Leaf Split<br />
V Neck Long<br />
Dress Maxi Dress<br />
Stylish Boho<br />
Vacation Short<br />
Sleeve Summer<br />
$<br />
26.99<br />
Fashion Leader Since 2007<br />
GREAT NEW DEALS WEEKLY<br />
HOT DEALS<br />
for the New Season<br />
BUY DIRECTLY FROM THE MANUFACTURER • WE SHIP WORLDWIDE<br />
NO MINIMUM ORDER • EASY ONLINE ORDERING • 1000’s OF SKU’S<br />
Women’s Shirt<br />
Blouse Paisley<br />
Vintage Ethnic<br />
Casual Daily<br />
Holiday Button<br />
Print Blue Long<br />
Sleeve Elegant<br />
Vintage Fashion<br />
Shirt Collar<br />
Spring<br />
$<br />
25.99<br />
Women’s Tank Top Camisole Summer<br />
Tops Graphic Casual Print Pink<br />
Sleeveless Basic Round Neck<br />
$<br />
15.99<br />
Women’s T shirt Tee Butterfly<br />
Casual Daily Print Blue Short<br />
Sleeve Fashion V Neck Summer<br />
$<br />
16.99<br />
Women’s Swimwear Bikini<br />
2 Piece Swimsuit Palm Tree<br />
Vacation Sexy Bathing Suits<br />
$<br />
23.99<br />
Women’s Swimwear Bikini 2 Piece<br />
Swimsuit Backless Halter Tie Back Plain<br />
V Neck Beach Wear Holiday Bathing Suits<br />
$<br />
25.99<br />
Women’s Tank Top Vest Floral Casual<br />
Vacation Print Black Sleeveless Vintage<br />
Ethnic V Neck Summer<br />
$<br />
14.99<br />
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RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 21
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Page 22 OCTOBER <strong>2024</strong> | RETAILERS FORUM MAGAZINE<br />
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RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 23<br />
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Page 24 OCTOBER <strong>2024</strong> | RETAILERS FORUM MAGAZINE<br />
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RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 25
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Page 26 OCTOBER <strong>2024</strong> | RETAILERS FORUM MAGAZINE
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RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 27
forumworkshop<br />
Ask More<br />
Questions…<br />
Make More Sales<br />
General and Specific, Open-Ended Questions<br />
An open-ended question permits<br />
prospects to answer in as many<br />
words as they choose. These<br />
questions can be used to provide you with<br />
general information, which will lead you to<br />
an outline of your prospect’s needs.<br />
OPEN-ENDED QUESTIONS<br />
ARE STARTED EASILY WITH<br />
THE WORDS:<br />
• WHAT ?<br />
• WHY ?<br />
• WHEN ?<br />
• WHERE ?<br />
• WHO ?<br />
• HOW ?<br />
For example:<br />
• What is the real problem in office<br />
automation?<br />
• Why is an automated office system<br />
important to you?<br />
• When did you first notice the problem<br />
in your inventory reporting?<br />
• Where did you turn for help?<br />
• Who makes the final decision on budget?<br />
• How is that important to you?<br />
For example, a salesperson could ask for<br />
the prospect’s view on a specific aspect of<br />
company operations:<br />
Salesperson: Tell me about the on-the-job<br />
training programs you supervise.<br />
Prospect: I supervise the quality-control<br />
programs of our computer.<br />
continued...<br />
Page 28 OCTOBER <strong>2024</strong> | RETAILERS FORUM MAGAZINE
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RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 29
Build Your Own<br />
forumworkshop<br />
Open-ended questions<br />
come to your rescue when<br />
you are not acquainted with<br />
a person or you need more<br />
input on what is required.<br />
While there are no standard<br />
questions that will fit all<br />
your Qualification requirements,<br />
there are some general<br />
and specific questions<br />
that you could develop to<br />
uncover what you need to<br />
know in your own selling<br />
situations.<br />
For example, if you were<br />
selling the services of temporary<br />
employees, you<br />
would need to learn when<br />
your prospect normally has<br />
the busiest season, so you<br />
would know when your temporary<br />
help would probably<br />
be requested. So you would<br />
ask: “What is your busiest<br />
season?” You might find<br />
yourself incorporating that<br />
same basic question on almost<br />
every sales call you<br />
make with new prospects.<br />
In the same selling situation,<br />
other important questions<br />
might be:<br />
• What positions would<br />
you be most apt to fill with<br />
temporary employees?<br />
I recommend that you<br />
start your qualification with<br />
a fact finding, open-ended<br />
question. Ask your prospects<br />
about relevant, factual<br />
information and encourage<br />
answers in their own words.<br />
It relaxes them and allows<br />
you to draw information<br />
from the person much more<br />
easily.<br />
ASKING<br />
GENERAL,<br />
OPEN-ENDED<br />
FACT-FINDING<br />
QUESTIONS:<br />
Here is the general approach:<br />
• What kind of product<br />
delivery system do you<br />
have?<br />
• What is the decision-making<br />
process in your company?<br />
continued...<br />
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Page 30 OCTOBER <strong>2024</strong> | RETAILERS FORUM MAGAZINE
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RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 31
forumworkshop<br />
• What are your company’s plans for<br />
integrating a computerized system<br />
to upgrade the accounting and<br />
manufacturing areas?<br />
• In what volume do you ship your<br />
machinery parts?<br />
• How price-sensitive are the digital<br />
measuring instruments?<br />
• Who would be involved in using the<br />
software?<br />
• What do you think about implementing<br />
automated plant maintenance<br />
procedures?<br />
• What are your budget considerations?<br />
ASKING SPECIFIC, OPEN-ENDED,<br />
FACT-FINDING QUESTIONS<br />
The following questions are more detailed<br />
and bring forth more detailed answers.<br />
Here is the specific approach:<br />
• What demographics are you appealing to<br />
with your housing development?<br />
• How large of an office will you require<br />
for your telemarketers?<br />
• What time frame in installing and<br />
operating automated sales reporting<br />
procedures best meets your<br />
requirements?<br />
OPEN-ENDED,<br />
FEELING-FINDING<br />
QUESTIONS<br />
You will also want to discover your prospect’s<br />
attitudes and opinions, what aspects<br />
of your product or service are most important<br />
to this person, and what will motivate<br />
him or her to buy. To find this out, you ask<br />
open-ended, feeling finding questions.<br />
continued...<br />
Want More Info? Circle #24 on page 11 • www.Vendor411.com<br />
Page 32 OCTOBER <strong>2024</strong> | RETAILERS FORUM MAGAZINE
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RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 33
ASKING GENERAL, OPEN-ENDED,<br />
FEELING-FINDING QUESTIONS<br />
To continue with the temporary employee<br />
example, you might ask the following general<br />
questions:<br />
• How is your present system of handling<br />
work overloads working for you?<br />
By this question, you would find out what<br />
problems your prospect is now experiencing.<br />
• How would your employees feel about<br />
you if you could relieve them of their<br />
seasonal work overload?<br />
By this question, you would find out whether<br />
this prospect would enjoy being a hero.<br />
• How would it affect your company’s<br />
bottom line if you could handle peak<br />
demands more effectively?<br />
By this question, you would find out<br />
forumworkshop<br />
Page 34 OCTOBER <strong>2024</strong> | RETAILERS FORUM MAGAZINE<br />
how important Desire for Gain is to this<br />
prospect. Other general, feeling-finding<br />
questions might include:<br />
• How do you feel about the noise factor<br />
in the amplifiers?<br />
• What do you think you need to get the<br />
job done?<br />
ASKING GENERAL, OPEN-ENDED,<br />
FEELING-FINDING QUESTIONS<br />
You can also ask specific, feeling-finding<br />
questions to elicit the details of how your<br />
prospect feels:<br />
• How do you feel about air compressor<br />
oil with thermal stability for your<br />
machinery?<br />
• How does it make you feel not to hear<br />
clearly on a long-distance phone call to<br />
an important client?<br />
continued...<br />
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RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 35
• What do you think about equipment<br />
inventory at distant plants being<br />
automatically filed and maintained<br />
on a central system at your corporate<br />
headquarters?<br />
MOST AND LEAST<br />
THE FOLLOWING TWO QUESTIONS<br />
CAN BE EXTREMELY VALUABLE<br />
They can help you zero in on exactly what<br />
is important to each, individual prospect.<br />
Again, I suggest you memorize<br />
these two questions:<br />
1. “MAY I ASK WHAT<br />
YOU LIKE MOST<br />
ABOUT…”<br />
2. “WOULD IT BE FAIR<br />
TO ASK WHAT YOU<br />
LIKE LEAST ABOUT…”<br />
For example:<br />
* May I ask what you like most about your<br />
present laser-testing equipment?<br />
* Would it be fair to ask what you like least<br />
about your laser-testing equipment?<br />
Or, suppose that your prospect is now using<br />
your competitor’s product or service.<br />
Asking these two questions could reveal<br />
exactly what your prospect liked most and<br />
least about that competitive product or service.<br />
Later in your presentation, you could<br />
use this vital information to<br />
emphasize how your own<br />
product or service provides<br />
exactly what this prospect<br />
likes best, and how it can reduce<br />
or eliminate the exact<br />
things he or she likes least.<br />
Even when a competitive<br />
product or service is not inforumworkshop<br />
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RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 37
volved, your prospect may be currently handling<br />
things in ways that are advantageous<br />
and disadvantageous. Again, later in your<br />
presentation you could show how your own<br />
product or service can improve on the advantages,<br />
and reduce or eliminate the disadvantages.<br />
In short, knowing exactly what your prospect<br />
likes and dislikes can help you focus<br />
your presentation later on the areas of most<br />
importance to each individual prospect.<br />
FINDING THE BENEFITS<br />
Perhaps the product or service you sell offers<br />
unique benefits – benefits not available<br />
in any other product or service of its type or<br />
not easily found in your area. In Step Two:<br />
Qualification, you can ask questions that<br />
will reveal how your prospects feels about<br />
these unique benefits.<br />
forumworkshop<br />
For example, suppose that your product<br />
is machinery used on the production line,<br />
and that its benefit is that it offers safety<br />
devices not available on any other machinery<br />
of its type. Although you will not be<br />
mentioning these safety devices until later<br />
in your presentation, you can find out, now,<br />
how your prospect will feel about these safety<br />
features. You might ask:<br />
• How frequently do your employees<br />
have accidents caused by equipment<br />
malfunction?<br />
• How would it affect your employee<br />
morale, if these accidents could be cut<br />
by 50 percent?<br />
continued...<br />
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OCTOBER <strong>2024</strong> | RETAILERS FORUM MAGAZINE
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RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 39
If you were selling insurance, you may<br />
know that your policy offers coverage not<br />
available any where else. So you might ask:<br />
• What coverage do you have now for<br />
business interruption?<br />
• What would happen to your company if<br />
a loss of this type occurred?<br />
If your bank is the only one in the immediate<br />
vicinity that offers the convenience of<br />
Saturday banking hours, you might ask:<br />
• How important would it be to be able to<br />
go to the bank on Saturdays?<br />
If your company is the only local manufacturer<br />
of a specific product, enabling you to<br />
provide quick delivery on urgent orders, you<br />
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• How might it help your customer relations<br />
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These questions also lay important groundwork.<br />
Your product or service offers unique<br />
benefits, and you are finding out how important<br />
these unique benefits might be to your<br />
prospect. When the prospect shows a high<br />
level of interest, that is your cue to make a<br />
mental note to emphasize these unique benefits<br />
as your presentation unfolds.<br />
DEVELOPING YOUR<br />
OWN QUESTIONS<br />
What you are learning in the Track Selling<br />
continued...<br />
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RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 41
forumworkshop<br />
System is a procedure for your sales presentation<br />
– not a canned speech. Therefore,<br />
the questions you ask in the Qualification<br />
step will be your own, based on whatever<br />
information you need to gather during your<br />
own specific, selling situations. Your goal is<br />
to uncover the problems or needs that exist,<br />
and to find out precise ways in which your<br />
product or service can be valuable to your<br />
prospect.<br />
Here is a “starter list” of the kinds of<br />
questions you might want to ask:<br />
• How do you feel about…?<br />
• What do you think…?<br />
• Do you think it would be better if…?<br />
• What would you suggest…?<br />
• What is your opinion about…?<br />
• What would be your reaction to…?<br />
• What would happen if…?<br />
Y<br />
• What do you think is a better way to<br />
do…?<br />
• Where do we start…?<br />
• What do you think the real problem<br />
is…?<br />
• What do you think is needed to get the<br />
job done…?<br />
• What is your biggest worry about…?<br />
• Could you tell me more about…?<br />
• How important is… to you?<br />
• Could you give me an example of…?<br />
continued...<br />
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RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 43
• What difference would it make if…?<br />
• How has… affected you personally?<br />
And don’t forget these important two<br />
questions:<br />
• May I ask what you like most about…?<br />
• Would it be fair to ask what you like<br />
least about…?<br />
You may develop a standard list of questions<br />
to use over and over again, on sales<br />
call after sales call. Design additional questions,<br />
which you will gear to the situation<br />
you face on each specific sales call. Remember<br />
to have definite qualification questions<br />
in writing before going on your call. Base<br />
additional questions on the facts and feelings<br />
that your prospect expresses as your<br />
presentation unfolds.<br />
As you know, everyone buys for his or her<br />
very own reasons. Your goal in the Qualification<br />
step is to uncover the dominant reasons<br />
each individual prospect has for buying<br />
forumworkshop<br />
the product or service you sell. Remember:<br />
in this step, you will be gathering information<br />
only. You will be offering no solutions<br />
at all.<br />
REFLECTIVE QUESTIONS<br />
Reflective questions are used to encourage<br />
the prospect to talk – to give valuable<br />
information – by reflecting back a key word<br />
the prospect has said.<br />
Suppose your prospect is in the market for<br />
your product or service and expresses a concern.<br />
Prospect: “I’m concerned about your company’s<br />
reliability.”<br />
Salesperson: “Reliability?”<br />
Repeating the word, reliability, informs<br />
the prospect that you are paying attention<br />
to his or her concerns. Therefore, he or she<br />
feels encouraged to continue:<br />
continued...<br />
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RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 45
Prospect: “We were having our products<br />
shipped for many years, Then they started<br />
taking us for granted. They were late in<br />
delivering our goods to our customers, and<br />
that created hard feelings with some of our<br />
better customers.”<br />
When the salesperson repeated<br />
the word, reliability,<br />
that communicated the essence<br />
of the prospect’s concern.<br />
The reflective technique<br />
is important because<br />
it encourages the other person<br />
to talk, and provides<br />
you with input and insight<br />
on what that person needs<br />
or wants. It lets the prospect know you<br />
are listening, indicates that you really care<br />
about the prospect’s needs, and shows that<br />
you are really interested in helping.<br />
forumworkshop<br />
DIRECTIVE QUESTIONS<br />
Directive questions are used to avoid rambling<br />
answers. They are used to guide the<br />
prospect toward the desired, specific piece<br />
of information – usually<br />
a straight “yes” or “no”.<br />
This time-saving technique<br />
moves both parties to an<br />
understanding as quickly as<br />
possible. For example:<br />
• “Is a money-back<br />
guarantee on our product<br />
important to you?”<br />
Unfortunately, some salespeople<br />
use directive questions to manipulate<br />
other people or put words in their<br />
mouths. That is why the directive question<br />
sometimes has a negative connotation. For<br />
continued...<br />
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RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 47
example, the salesperson says: “If I could<br />
show you a way to increase productivity<br />
and at the same time save you money, that<br />
would be something you’d be interested in,<br />
wouldn’t you?” In this case, the salesperson<br />
is manipulating the person to the answer he<br />
or she wants.<br />
So be careful when using the directive<br />
question. Use it to focus the prospect to a<br />
“yes” or “no” answer, but do not try to manipulate<br />
the answer.<br />
USING THE THREE<br />
KINDS OF QUESTIONS<br />
Let’s now observe how a salesperson<br />
applies these three kinds of questions –<br />
open-ended, reflective and directive – to<br />
qualify the prospect.<br />
The salesperson is talking to the president<br />
forumworkshop<br />
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9 45<br />
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Page 48 OCTOBER <strong>2024</strong> | RETAILERS FORUM MAGAZINE<br />
of an electronics manufacturing company.<br />
The president is aggressive and interested<br />
in using communication technology in her<br />
sales efforts.<br />
Prospect: “I’m looking for a communication<br />
system to quickly contact prospects<br />
and customers across the country.”<br />
continued...<br />
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RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 49
The salesperson replies with an open-ended,<br />
fact-finding question:<br />
Salesperson: “What are some things that<br />
are important to you in a communications<br />
system?”<br />
Prospect: “A system that is flexible, allows<br />
for multiple lines, and has a clear, conference-call<br />
sound. A system that is reliable<br />
and holds up under heavy use.”<br />
NOTICE THE USE OF THE<br />
REFLECTIVE QUESTION:<br />
Salesperson: “Heavy use?”<br />
Prospect: “We had some bad experiences<br />
with phone systems. Poor line quality,<br />
breakdowns, important clients who couldn’t<br />
get through to us. We couldn’t afford downtime<br />
for repairs. We get into lots of conference<br />
calls with many customers from across<br />
Salesperson: “Would you like a communication<br />
system that’s fiber-optic, state-of-theart,<br />
has the best sound you can find today,<br />
and has the flexibility and reliability you<br />
need to grow?”<br />
Prospect: “You got it !”<br />
TAKING NOTES<br />
As you ask your open-ended questions,<br />
you will be receiving a great deal of informaforumworkshop<br />
the country and, in some cases, from Europe.<br />
Sometimes lines get disconnected,<br />
customers get disgusted – it’s a bad situation.<br />
A good, reliable communication system<br />
is a must if I’m going to expand my<br />
business.”<br />
NOW THE USE OF THE<br />
DIRECTIVE QUESTION:<br />
continued...<br />
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Page 50 OCTOBER <strong>2024</strong> | RETAILERS FORUM MAGAZINE<br />
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RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 51
tion from your prospect. Some of it might<br />
be quite complex. Take notes, if appropriate,<br />
to help you remember what you have<br />
learned. It would be wise to first ask.<br />
“DO YOU MIND IF I TAKE NOTES?”<br />
In most cases, your prospects will be complimented<br />
by the fact that you are taking<br />
notes. It demonstrates that you feel their<br />
comments are important and adds to your<br />
credibility. Keep your note-taking as brief<br />
and inconspicuous as possible, so it does<br />
not create a distraction.<br />
Also, use discretion when your prospect<br />
tells you confidential material. For highly<br />
sensitive information, you might want to<br />
stop your note-taking momentarily and simply<br />
remember the information until after the<br />
sales call, when you can jot down a few brief<br />
notes. Note-taking is exceptionally important<br />
when your sales involve multiple calls on<br />
forumworkshop<br />
the same prospect.<br />
Before going into your next meeting with<br />
that person, review your notes so you will<br />
remember the information you already received.<br />
Your prospect will appreciate it.<br />
For example, when you jotted down that<br />
she planned to go on a fishing trip and three<br />
months later you ask did she enjoyed her<br />
fishing trip? You can also use these notes<br />
to help devise new questions that will help<br />
gather even more information.<br />
KEEPING CURRENT<br />
At your next meeting, take time to review<br />
with your prospect the ground already covered.<br />
Then ask this all-important question:<br />
• “HAS ANYTHING CHANGED?”<br />
Why is this question so important? Think<br />
continued...<br />
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Page 52 OCTOBER <strong>2024</strong> | RETAILERS FORUM MAGAZINE<br />
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RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 53
how often things do change in the business<br />
world. Monthly? Weekly? In some businesses,<br />
things change daily. You may continue<br />
working under the assumption that<br />
one set of circumstances still exists, when<br />
in reality the whole scene has undergone a<br />
sudden shift. When you offer solutions, how<br />
accurate will they be, based on outdated<br />
conditions? On multiple calls, review with<br />
your customer the information received<br />
up to that point. Then ask: “Has anything<br />
changed?”<br />
DON’T STINT ON QUALIFICATION<br />
How much time should you spend on the<br />
Qualification step? As much time as required<br />
in order to gather the information<br />
you need. If the sales cycle of your product<br />
or service is exceptionally short, it might be<br />
forumworkshop<br />
Page 54 OCTOBER <strong>2024</strong> | RETAILERS FORUM MAGAZINE<br />
possible to discover what you need to know<br />
by asking just a few, well-chosen questions.<br />
If the sales cycle of your product or service<br />
is long, however, you might make many<br />
calls on one prospect without ever moving<br />
beyond -<br />
Step One: Approach and<br />
Step Two: Qualification<br />
- establishing rapport and uncovering<br />
problems or needs.<br />
How important are these first two steps<br />
in the sales procedure? Seventy-five percent<br />
of the success of your sale will depend on<br />
how well you perform in the Approach and<br />
Qualification steps. You are helping your<br />
prospects decide that they like you, that you<br />
have integrity and good judgment and that<br />
you understand the problems and needs<br />
they face.<br />
continued...<br />
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RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 55
forumworkshop<br />
Steps One and Two are unique within the<br />
Track Selling System. Besides the fact that<br />
75% of the success of your sale depends on<br />
these first two steps, they often overlap. You<br />
can ask personal questions in the Approach<br />
step, then business–related questions in the<br />
Qualification step, then shift back to personal<br />
questions again. Your conversation might<br />
go back and forth between personal and<br />
business questions many times during the<br />
first part of your sales call.<br />
These are the only two steps within the<br />
Track Selling System that are inter-changeable.<br />
In both steps you maintain your role as a<br />
friendly, likable person – the kind of person<br />
your prospect would enjoy having as a friend.<br />
In both steps, you let your prospects do the<br />
talking, telling you about their personal lives<br />
and their business problems and needs. In<br />
both steps, the more your prospects talk,<br />
the more they like you. The more they like<br />
you, the more apt they will be to buy whatever<br />
product or service you sell, which is why<br />
these two steps affect 75% of your sales success.<br />
WHEN THERE ARE PROBLEMS<br />
I have promised you that the Track Selling<br />
System can adapt to any situation you<br />
meet on your sales calls. Let me show you<br />
how this works.<br />
When there’s “No Money Now”<br />
Suppose that you walk into a meeting expecting<br />
to make a sale. In the process of<br />
asking your qualifying questions, you discover<br />
the prospect has a genuine need for the<br />
continued...<br />
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Page 56 OCTOBER <strong>2024</strong> | RETAILERS FORUM MAGAZINE
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RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 57
“What’s the Price?”<br />
Suppose that you are qualifying your prospect<br />
– finding out what problems or needs<br />
exist – and suddenly your prospect asks:<br />
“What’s the price? How much is your product<br />
or service going to cost me?”<br />
First of all, you know that your prospect<br />
makes a series of Five Buying Decisions, in<br />
precise, psychological order. Secondly, you<br />
know that the Track Selling System is deforumworkshop<br />
product or service you sell, but no budget<br />
available to buy it for a least six months.<br />
What do you do? You simply change the<br />
goal of the call. You work towards getting<br />
an act of commitment, a “next step” toward<br />
making a successful sale. You will attempt<br />
to set a definite appointment time to come<br />
back and talk with the prospect when the<br />
purchasing budget becomes available. Your<br />
goal, as you recall, is to make a sale now or<br />
get an act of commitment now. In this situation,<br />
you simply shift your goal to getting<br />
the act of commitment, but your basic sales<br />
procedure remains exactly the same.<br />
When you attend that next meeting, you<br />
will review with your prospect the information<br />
you have already learned. Then ask,<br />
“Has anything changed?” Over six months’<br />
time, you can expect that some changes will<br />
have occurred.<br />
continued...<br />
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Page 58 OCTOBER <strong>2024</strong> | RETAILERS FORUM MAGAZINE<br />
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RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 59
signed to carry your prospect through the<br />
Five Buying Decisions, in the same precise<br />
order. This question about the price is definitely<br />
out of order.<br />
What do you do now? Ask your prospect if<br />
he or she would mind delaying that question<br />
just a bit, since there is important information<br />
you will need to know before you can<br />
answer it accurately. Act, don’t react, in this<br />
situation.<br />
Maintain control. Assure your prospect<br />
that you will answer that question.<br />
Before you answer the question about<br />
price, make sure you have first addressed<br />
yourself to the prospect’s buying decisions<br />
that precede the decision on price: the decisions<br />
about you, your company, and the<br />
product or service you sell. Then talk about<br />
price.<br />
Large 5<br />
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forumworkshop<br />
Page 60 OCTOBER <strong>2024</strong> | RETAILERS FORUM MAGAZINE<br />
YOU CAN USE A FORM OF THE TRANSITION STATE-<br />
MENT YOU LEARNED TO MOVE SMOOTHLY FROM<br />
APPROACH TO QUALIFICATION IN THIS DILEMMA.<br />
“(Prospect’s name), I would like to tell you<br />
about our (product or service). However, in<br />
order for me to do the best job I possibly can<br />
for you, I need to ask a couple of questions.<br />
Is that all right?”<br />
You can use a variation of this statement to<br />
delay answering your prospect’s question on<br />
price until it fits into the proper place in your<br />
presentation. You might say:<br />
“Bill, I’m glad you asked me that. Price<br />
is certainly an important consideration, and<br />
I’ll discuss that very thoroughly with you in<br />
just a minute, but in order for me to do the<br />
best job I possibly can for you, I need to ask<br />
a couple more questions. Is that all right?”<br />
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RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 61
And then you would go right back to asking<br />
questions that will keep your prospect’s<br />
attention focused on topics you want to discuss<br />
– questions that keep your presentation<br />
flowing in proper order.<br />
“Frank, I would like to tell you about Max<br />
Sacks International’s sales training program.<br />
However, in order for me to do the best job<br />
I possibly can for you, I need to ask a couple<br />
of questions. Is that all right?”<br />
And if the prospect answers “yes”, then address<br />
the three considerations – Need, Authority<br />
to Buy, and Budget.<br />
• “What are some of your concerns with a sales<br />
training program?”<br />
• “What will be the decision-making process?”<br />
• “What is your budgetary situation?”<br />
“SORRY. LATER…”<br />
Suppose you have scheduled a meeting<br />
with a prospect, but when you walk into the<br />
room the prospect says, “Gosh, I’m sorry but<br />
I’m terribly busy right now. Just drop off one<br />
of your brochures and I’ll get back to you.”<br />
Your response? Use a different variation of<br />
the same sentence:<br />
“Mr. Jones, I can appreciate that. However,<br />
in order for me to do the best job I possibly<br />
can for you, I need to ask a couple of<br />
questions. Is that all right?”<br />
Then you dig right in, asking good,<br />
open-ended questions that encourage this<br />
prospect to talk freely. You might want to<br />
make your first questions business-oriented,<br />
then shift to personal questions as quickly as<br />
you can.<br />
And guess what? You have moved right<br />
into Steps One and Two of your sales proceforumworkshop<br />
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Page 62 OCTOBER <strong>2024</strong> | RETAILERS FORUM MAGAZINE
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forumworkshop<br />
dure: establishing warm rapport, qualifying<br />
the prospect, and finding out what problems<br />
or needs exist.<br />
There might be times when your prospects<br />
really are busy and you are going to have<br />
to respect that. In most cases, however, no<br />
matter how busy your prospects are, they<br />
have plenty of time to talk about, with a person<br />
who sincerely listens.<br />
USE ONLY THE<br />
STEPS YOU NEED<br />
Suppose that your goal on a sales call is<br />
simply to qualify a prospect and uncover the<br />
problems or needs that exist. Your product<br />
or service requires a long sales cycle and you<br />
know it is unreasonable to expect to make a<br />
sale after just one call on that prospect.<br />
What do you do in your first sales call? You<br />
do not try to go through all seven steps of<br />
the Track Selling System, nor do you try<br />
to fit in as many steps as you can in the time<br />
allotted. You only go through the first two<br />
steps: Approach and Qualification. You will<br />
cover the other steps in subsequent calls.<br />
On any given sales call, use only as many<br />
of the steps, in precise order, as are required<br />
to help achieve your objectives for that particular<br />
sales call.<br />
What if, after you proceed through the Approach<br />
and Qualification steps with a prospect,<br />
you schedule another meeting for a later<br />
date? At the next meeting do you begin<br />
your presentation at Step Three: Agreement<br />
continued...<br />
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RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 65
forumworkshop<br />
on Need? Absolutely not. You go right back<br />
to the beginning – Approach and Qualification<br />
– and work forward from there.<br />
Why? Because your prospect makes a series<br />
of Five Buying Decisions, in precise,<br />
psychological order, on every sales call you<br />
make. The Track Selling System is designed<br />
to carry your prospect smoothly<br />
through these decisions, helping the person<br />
make a positive decision on each. Even if<br />
you have called on a prospect many times,<br />
you begin your presentation with Step One:<br />
Approach. You again ask open-ended, personal<br />
questions based on information you<br />
learned from the previous call. Take the time<br />
to establish rapport. You are reminding the<br />
prospect that he or she likes you.<br />
Then you continue with Step Two: Qualification.<br />
You review the information gathered<br />
on the first call, ask if anything has changed,<br />
and ask questions that help uncover more of<br />
the important information needed to know if<br />
you are to serve this person’s needs. You are<br />
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RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 67
forumworkshop<br />
reminding the prospect of your integrity and<br />
good judgment. Remember: 75% of the success<br />
of your sale depends on how well you<br />
perform in these first two steps. This is true<br />
whether you are making your first or twentieth<br />
prospect call.<br />
SKIPPING THE<br />
FIRST STEP<br />
Occasionally it might make sense for you<br />
to skip Step One: Approach and go directly<br />
to Step Two: Qualification. Do not begin<br />
by skipping Step One, of course, but what if<br />
your prospect makes it clear he or she wants<br />
to skip the amenities and get right down to<br />
business?<br />
Page 68 OCTOBER <strong>2024</strong> | RETAILERS FORUM MAGAZINE<br />
Do what the prospect wants. If the prospect<br />
wants to talk business first, do it. Afterwards,<br />
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RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 69
forumworkshop<br />
You can do this because Step One and Step<br />
Two, and only Step One and Step Two, are<br />
interchangeable.<br />
business reason I’m there, and then five or<br />
ten minutes later, build personal rapport. It<br />
helped me to understand that I didn’t have to<br />
WHICHEVER STEP COMES FIRST, BE<br />
SURE TO FULLY COMPLETE BOTH<br />
STEPS ONE AND TWO. YOU MUST FIRST<br />
TAKE CARE OF SELLING YOURSELF AND<br />
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Tony DiMaggio, a sales professional and<br />
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of my call. I could get down to the<br />
continued...<br />
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Page 70<br />
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OCTOBER <strong>2024</strong> | RETAILERS FORUM MAGAZINE<br />
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FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 71
forumworkshop<br />
do Approach and Qualification in any particular<br />
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THE LOGICAL<br />
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About 75% of the sale is determined in the<br />
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RETAILERS FORUM MAGAZINE
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RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 73
forumworkshop<br />
• Your goal in Step Two: Qualification is<br />
to qualify your prospect and discover the<br />
exact problems or needs that exist.<br />
• You will accomplish this goal by asking<br />
open-ended questions that encourage<br />
your prospect to express both facts and<br />
feelings freely.<br />
• Using the Approach/Qualification transition<br />
statement helps you move smoothly<br />
from Step One to Step Two.<br />
• On all subsequent sales calls after reviewing<br />
information previously covered,<br />
remember to ask: “Has anything<br />
changed?”<br />
• If the prospect asks you about the price<br />
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Instead, use the Approach/Qualification<br />
transition statement to delay answering<br />
until the proper point in your sales presentation.<br />
• Start at the beginning with the Approach<br />
and Qualification steps in every sales call<br />
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Page 74 OCTOBER <strong>2024</strong> | RETAILERS FORUM MAGAZINE
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RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 75
forumworkshop<br />
• What is the difference between a general<br />
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• What do general and specific fact-finding<br />
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• What is the difference between a general<br />
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• What do general and specific feeling-finding<br />
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• Think about the specific product or service<br />
you sell. What types of information<br />
do you need to know from a prospect in<br />
order to discover what problems exist<br />
and how well your own product or service<br />
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Page 76 OCTOBER <strong>2024</strong> | RETAILERS FORUM MAGAZINE
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RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 77
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Page 78 OCTOBER <strong>2024</strong> | RETAILERS FORUM MAGAZINE
RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 79
The Complete Guide to Making Money at Auctions!<br />
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RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 85
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Page 86 OCTOBER <strong>2024</strong> | RETAILERS FORUM MAGAZINE
WE HAVE BUYERS!<br />
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RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 87
Trade<br />
MaGaZINeS<br />
Trade <strong>Magazine</strong>s<br />
Swap Meet<br />
This exciting monthly magazine<br />
connects flea market vendors with<br />
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States who specialize in supplying<br />
merchandise and services to<br />
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It provides excellent resources for<br />
merchandise and each issue contains<br />
a bonus Directory of Flea<br />
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Order No. SM-S ...Swap Sample ...$10.00<br />
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ADVERTISING SPACE AVAILABLE<br />
Closeout News/<br />
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Order No. CNS - Closeout News - 2 Years (24 Issues)...$60.00<br />
Page 88 88<br />
Page 88 OCTOBER <strong>2024</strong> | RETAILERS FORUM MAGAZINE<br />
<strong>Retailers</strong> <strong>Forum</strong><br />
SoloMayoreo<br />
“I Can Get<br />
It For You<br />
Wholesale”<br />
Written in Spanish,<br />
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Sources abound for<br />
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No. SOLO-S ...(Sample Copy) ...$7.50<br />
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<strong>Retailers</strong> <strong>Forum</strong> was established<br />
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USA Closeout Directory<br />
Now, more than ever, it is essential for the success of your merchandising business to<br />
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Dollar Store<br />
Merchandise Guide<br />
The most complete directory of<br />
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Order No. DSM • Dollar Store<br />
$29.95<br />
Toy Importers & Wholesalers<br />
a s<br />
This is the definitive guide for<br />
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Directory of Smoke Shops<br />
Our EXCEL Directory contains over 7,000<br />
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DIRECTORY INCLUDES:<br />
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• U.S and Canada<br />
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Order No. SSDB (Excel)<br />
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Independent Sales Rep. Directory<br />
The Independent Apparel Representatives and Multi-line Showrooms directory includes information on over 1,000<br />
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Order No. SGREP-B Printed Book $359.00<br />
Order No. SGREP-E Excel emailed to you $499.00<br />
1-800-635-7654<br />
Business Directories<br />
Page 89<br />
RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 89
Imagine<br />
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No. W1 Wholesale Sources $29.95<br />
Auction Directory<br />
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Jam-packed<br />
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How to Find,<br />
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With this authoritive Directory, you will<br />
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Business Directories<br />
Hobby & Craft<br />
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The crafts industry is one of the hottest-growing<br />
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Order No. AC $29.95<br />
Page 90 OCTOBER <strong>2024</strong> | RETAILERS FORUM MAGAZINE<br />
Page 90<br />
Holiday Merchandise<br />
Wholesalers<br />
& Manufacturers<br />
Introducing our newest directory that puts<br />
the country’s largest suppliers of holiday<br />
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Annual Guide to the<br />
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Here is an incredible Directory that<br />
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Order No. 321 $249.00<br />
USA Mail Order Catalogs<br />
New for this year is a compilation of BOTH<br />
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Order No. 159237-156-6 1,900 pages $450.00<br />
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Accessories<br />
Sourcing Directory<br />
The comprehensive directory provides<br />
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1-800-635-7654 Business Directories<br />
Page 91<br />
RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 91
LEGAL<br />
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How To Save Money on Legal Fees<br />
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1-800-635-7654 Legal Department<br />
Page 92 OCTOBER <strong>2024</strong> | RETAILERS FORUM MAGAZINE Page 92
APPAREL<br />
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Apparel Contractors (USA Edition)<br />
1-800-635-7654 Page 93<br />
Directory of Brand Name Apparel<br />
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Updated and easy-to-use directory<br />
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RN & WPL Encyclopedia<br />
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Upj-to-date guide created specifically for the smaller design houses and home sewing<br />
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Order No. A-106 $65.00<br />
Apparel Business Directories<br />
RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 93
FORUM PUBLISHING CO.<br />
383 E. Main St. Centerport, N.Y. 11721<br />
T: 631-754-5000<br />
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of mail. Speak with our knowledgeable<br />
salespeople who will assist<br />
you in placing your credit card order. If<br />
you have questions about our products,<br />
call Customer Service: (631)754-5000<br />
Mon-Fri 10am-5pm EST.<br />
Your Name and Address<br />
Order by mail<br />
Please complete all information so we<br />
can fill your order promptly. We gladly<br />
accept checks, money orders and<br />
major credit cards. If charging from<br />
your credit card, please SIgn the order<br />
form where indicated and supply<br />
your complete number and expiration<br />
date. Sorry we do not accept C.O.D<br />
or stamps. Checks must clear bank<br />
before orders can be shipped.<br />
Order by Fax<br />
631-754-0630<br />
When charging purchases to your<br />
credit card, it is easy to send us your<br />
completed order form via Fax<br />
Delivery Information<br />
Books and cassette programs will be<br />
shipped within 1-5 working days.<br />
Allow 6-8 weeks for magazine subscriptions<br />
Order Online<br />
www.bizbooks.org<br />
We download orders hourly and<br />
process within 24 hours.<br />
Sales Policy<br />
Books and Cassette programs are<br />
sold as information only and are<br />
guaranteed as represented in this<br />
catalog. All items in this catalog<br />
are sold on a non-refundable basis.<br />
NAME _________________________________________________________________________________________________<br />
ADDRESS_________________________________________________________________________________________________<br />
CITY_______________________________________________________________STATE<br />
ZIP<br />
PHONE NUMBER (_______) ______________________________ EMAIL ___________________________________________<br />
What Books Would You Like?<br />
PG QTY NUMBER TITLE PRICE<br />
SHIPPING<br />
CHARGES<br />
ALL ORDERS ADD $7.00 1st BOOK<br />
$4.00 EA. ADD’L BOOK<br />
CANADIAN $4.00 EA. SHIPMENTS: ADD’L $11.00 BOOK 1st BOOK<br />
$ 8.00 EACH ADDITIONAL<br />
Orders for SAMPLE COPIES of magazines:<br />
OUTSIDE OF USA: ORDERS CAN BE SHIPPED USING YOUR FEDEX<br />
DO NOT OR UPS ACCOUNT add shipping NUMBER ONLY charges<br />
Payment Information Goes Here<br />
CANADIAN SHIPMENTS:<br />
$11.00 1st BOOK • $8.00 EACH ADD’L<br />
OUTSIDE OF USA:<br />
ORDERS CAN BE SHIPPED USING YOUR<br />
FEDEX OR UPS ACCOUNT NUMBER ONLY<br />
SUBTOTAL<br />
NYS SALES TAX<br />
SHIPPING<br />
TOTAL<br />
CHECK MONEY ORDER AMEX MASTERCARD VISA DISCOVER<br />
ACCOUNT NUMBER<br />
SIGNATURE X ________________________________________________________<br />
EXPIRATION DATE<br />
ALL BOOKS ARE SOLD AS INFORMATION<br />
ONLY ON NON-REFUNDABLE BASIS<br />
1-800-635-7654 Page 3994<br />
Order Form
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RETAILERS FORUM MAGAZINE | OCTOBER <strong>2024</strong> Page 95
OCTOBER <strong>2024</strong><br />
FORUM PUBLISHING COMPANY<br />
383 East Main St., Centerport, NY 11721<br />
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