Sports Apparel Merchandising

[Moe_]

Hey all,

I'm working on getting an athletic apparel design company off the ground. I was wondering if anyone had any information on how merchandising works for large companies such as REI, Dick's or Sports Authority. These organizations, at the retail level, wouldn't have any input on the products that they carry, would they? Specializing in cycling apparel, my partner and I are going to be selling some items that we have created through Amazon and Ebay, though those are expensive channels. We do not have our website developed as of yet, though it is a priority due to the cost of selling through Ebay and Amazon. In addition, we would like to get our products into stores. We believe that if we can come up with a great product, we will be able to get small stores to buy in, however, I don't believe it will be as easy to sell in a sporting goods store due to their corporate oversight. Does anyone have any advice on how to crack the wall that these giants will most likely put up?

-Moe

[Sportsfan12]

Hello there,

I would recommend you first try to sell your merchandise online in order to establish credibility and prove that there is demand for your stuff. I have a sports website that caters to 11 different sports categories. I will soon be offering merchandise, so maybe we can work something out where my members get a discount for your products.

PM me if you are interested.

[peteVA]

Moe, you meet the big guys at the major trade shows. You should have a booth and some glossy literature to give the impression you are a player, not a wannabee.

You should also contact some manufacturer's representative organizations specializing in selling to sports oriented retailers. Here are some links -

Manufacturers Representatives - Independent Manufacturer Sales Reps Wanted

MANAonline.org - Manufacturers' Agents National Association

Manufacturers' representative - Wikipedia, the free encyclopedia Follow the links here, as well.

Google "manufacturers rep" for more

[Flux_nutrition]

Like what Sportsfan12 said. You really need to create and sell from your website. Establish your brand so the bigger companies know people want your products. Start out with the small retail stores or possibly bigger franchise stores that are individually owned. Try to get in touch with the owner in person. Tell him everything about your company and why it will sell over other brands.

[rogerkirkness]

Speaking from my experiance in retail, especially working with corporate buyers, you need to be able to convince them that:
1. Your back end could handle much larger orders than your accostomed to.
2. Your marketing plan is established enough to ensure that your product will sell through at store level.

There are some instances of geographically local offerings at a retail level (your product only selling in sporting chains that are within your state) but generally their intention would be for you to be ready to go nation-wide sooner rather than later.

Starting online, establishing your brand, and possibly working with an established distributor might benefit you as well. The bottom line is there needs to be an accesible need for your product on whatever level you want to sell at (national interest for corporate chains).