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WATCHING AND LEARNING
The Lees, and now their staff of buyers, have been regular visitors to AmericasMart markets for more than 15 years. “At first, we’d go to Market, wander the halls, and get totally overwhelmed,” recalls Tina. “We were new to this type of retail, and the Market has taught us a lot.”
It still does: DeWayne isn’t much of a talker, but despite his quiet demeanor, he’s as observant as a hawk. It was he who saw all the customers with Vera Bradley bags slung over their shoulders and insisted that the store add the line. And at Market, he’s likely examining what the other attendees are wearing as much as he is the showroom displays.
But in showrooms and booths they’re savvy about choosing
what to stock. Tina says one of their biggest considerations is price and perceived value: “If it doesn’t give you the margin you need, then it’s a no go,” she says. They also consider freight and minimums, how returns and damages are handled, and protection from competition.
Their buyers attend gift and home Markets in January, March and July, and the apparel Markets in April and August. “It’s so consolidated, everything is right there: Christmas, gifts, clothing and jewelry,” says Tina about AmericasMart. “And there are lots of opportunities to go to different markets, it seems like there’s one about every month.”
AmericasMart.com
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