Corporate Buyers

Sophisticated corporate managers are experts in their field and expect you to be the expert at gifts. Because these clients are experienced dealmakers, they also can easily get out of a deal. When you’ve secured a large order, provide a photo of the agreed design and obtain a signed contract as well as a deposit. Fifty percent is standard.

Corporate buyers prefer business deals that are ‘succinctly distilled’.

These buyers speed-read and scour thoroughly only what they perceive as relevant. You need to provide concise information and precise policies. They’ll hold you to them.

It’s up to us to educate prospective clients. Make sure you stress the benefits of your service, not just the features. A corporate client probably cares more about short-notice delivery than your monthly marketing e-mails.

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Selling in Uncertain Times

Watching the local news and the national news creates an air of uncertainty to business owners.  Here are some tips to work toward your goals during crisis periods and breeze through periods of doubt with your customers and your employees.

• Don’t let the customer see you sweat! Anxiety is contagious.

• Empathize (vs. sympathize) with your customers. Intellectually understand their problems but beware of over-identifying with their misfortunes.

• Probe deeper for cross-selling opportunities.

• Keep the focus long-term. Tough times don’t last forever. Help customers focus on their long-term objectives and sell to these.

• Be a positive information source. Bring customers good news and success stories.

• Stress quality and durability.

• Add value instead of cutting price. Look for ways to build your offering so price becomes a detail.

• Bone up on your negotiating skills. Be flexible, creative, and persistent. Find ways to offer minor concessions, but prudently drag your feet before giving them.

• Don’t believe everything you hear. Some so-called bad news is pre-negotiation posturing.

• Practice self-motivation.

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Darling Baby

According to the Consumer Expenditure Survey from the Bureau of Labor Statistics, parents in the 25 – 34-year-old age group spent $5.2 billion on infant equipment, furniture and apparel. The 35 – 44 age group spent $3.4 billion. The two groups combined spent 62 percent more than the total spent by all other age groups. Together, these young parents laid out more than $8 billion on goods and gifts for the new baby. And thatʼs only half of the total money generated by the birth of these new infants.

Gift basket packers should be aware of what consumers WANT to buy. According to the American Baby Group Baby Products Tracking Study, the following are the top of the list for purchases for first babies:

Listed in order of volume

1. Baby linens  2. Baby clothes/layette 3. Car Seat  4. Baby bottles/nursers  5. Strollers
6. Nursery monitor
7. Baby toys   8. Baby toiletries
9. Odorless diaper pail  10. Crib/baby furniture

While we may not be able to offer cribs and car seats, there are plenty of items on the most-wanted Mom list that can be packed into baskets. Whatʼs more, offering your packing services to the store where the Mom is registered could mean a boom in new packing revenue (imagine the delight of the Mom receiving a bassinet, put together, packed with all her most-wanted items, and delivered to the door where the shower is being held!).

There are as many opportunities for baby business. Just put on your brainstorming pot of coffee and develop your short and long term list of goals — and your business plan — for getting a crib full of business.

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Glass Baskets

Mugs, jars, boxes, and totes offer flexibility with component choices, labor savings, and good value.  While decorative glass containers are not necessarily inexpensive in the short term, a refillable container for the desk is a good solution for corporations that want to show appreciation on a seasonal schedule. The containers can simply be filled with a new variety of goodies each month!

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Fruit Basket Turnover

By Debra Paulk

         Eating a cookie makes me feel like I’m grinning inside. The glee that bubbles up from the sugar rush cannot be matched by any other food. Good chocolate gives off a rosy warmth; coffee jolts a buzz. Cakes and pies make me feel fat, and donuts leave a guilty aftertaste of regret. But nibbling on a cookie . . . ah! That is just pure joy!

            To me, the word, “cookie” even sounds like joy. The dictionary agrees, defining joy with synonyms like “delight”, “jubilation”, and “happiness”. These are words that also describe the pleasant experience of eating a cookie. Daniel Webster could have easily described the word “joy” by explaining, “It’s the feeling you get when you eat a small round cake-like treat.”

            Realizing how much I love a cookie, you can understand my utter disappointment when, of all things, a fruit basket was delivered on my birthday! For a week I had anticipated the cookie basket that a friend said she had ordered for me. When the box arrived, I ripped greedily through the cardboard and snatched off the cellophane with hungry expectation. But when the box was opened, a lovely basket of pears, oranges, and apples offered a glum greeting. Drats! Where were the cookies?

            It was impossible to imagine my friend playing such a cold-hearted trick on her cookie-loving sister. “There must be a cookie in here somewhere,” I thought, rummaging carefully through the fruit basket to avoid scattering the messy basket grass all over my office. Each piece of fruit was removed, one pear and apple at a time. But, still no cookie was found. Not even one! When every piece of fresh fruit and cellophaned bag of dried plums and apricots had been taken out of the basket, nothing was left but the colored waxed straw.

            Though I tried not to let my joy crumble, the earlier euphoria was beginning to fall apart around the edges. No doubt, my friend was laughing herself silly at the thought of my disappointment in receiving the cookieless gift basket. Resigned to the fate of a fruity snack, I picked up an apple and tried to envision it as a temptation. Oh bother . . . a healthy nibble just wasn’t as much fun when the taste buds were all set for a cookie.

            Lifting the basket to dump the straw in the trash, the weight was surprising. Something else was definitely in the basket. “Cookies!” I shouted with jubilation, now confident that my friend had not forgotten to send my favorite treat. Tossing shred helter-skelter, I excitedly dug through the layers of shred and foam peanuts that had stuffed the huge basket. At last, on the very bottom of the basket, the sugary treasure was discovered! There, filling the entire basket, were two big oval tins of cookies, stacked and tied with a ribbon. Oh happy day! Joy! Joy! JOY!

            The basket proved to be more than a good laughing prank from a friend. To this day, when troubles are piled high like fruit in a basket, I recall the elation of finding those cookies buried underneath the shred. Just like the concealed cookies, joy can be hidden under layers of problems. But when we persevere in digging to the bottom of tribulations, the reward of joy waits as the prize.

            Whenever we feel as if life has delivered us a basket with no sweets, let’s not let our cookies crumble. Keep the faith and believe there is happiness just under the shred. Joy is already packed in your basket . . . just keep digging!

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Big Thanks

Corporations often choose bundled gifts instead of gift baskets for staff appreciation. Omitting the basket reduces costs, both in supplies and labor. Instead of individual gifts, some corporations choose to send one large gift for the entire office that can be shared among employees. Stacks are popular because the corporations can choose an assortment of goodies to be packed int he boxes. Keep corporate gift costs contained by choosing inexpensive bases.

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Halloween Snack Cup

Halloween Snack Attack

Bewitch your customers with this whimsical warm call gift, filled with Halloween goodies. Tag it with “Let us scare up some business for you with spooktacular gift ideas.”

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Gift Basket Mechanics

Gift Basket Mechanics

Two Goals:

1. Elevate the products at rim-height of the container for better presentation and value.

2. Provide support and stability for the merchandise inside the basket.

Some years ago a retailer in a chain gourmet store was heard giving this shocking advice about making a gift basket: “I just throw a little hay in the bottom and put some merchandise on top. There’s nothing else to know about making a gift basket.” Sad to say, this retailer stopped carrying gift baskets because, as she eventually admitted, “They didn’t sell.” And no wonder! The baskets were poorly constructed. Before a customer could get to their destination carrying the gift basket, everything inside was a mess.

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Stack and Pack It!

Give Customers What They Want . . . Just Stack and Pack It!

Chocolate, coffee, bath salts and lotion . . . you’ve got it all wrapped up this spring!

When customers call this season you can be ready for instant deliveries. Everything a customer could want can be pre-packed in pretty gift components. All the customer has to do is tell you what they want and how much they want to spend. You can pull pre- packed containers from your shelves, wrap them, stack them, and ship them out the door.

With the economy  on recovery, no one — especially consumers — knows how much they will be willing to spend in the coming months for a gift. Will they spend $15, $30, $50, or over $100? Planning for gift baskets in a range of sizes can be as simple as choosing an assortment of stackable boxes. With this concept, you can pack spa gifts in one box that might sell for $15. In another, you might pack more expensive lotions for $25. But when the big spender walks in wanting a larger gift, suggest a stack of spa gifts (the $15 AND $25 packed sets) — now you have a $40 gift ready to go. For the customer willing to spend even more, stack larger boxes of higher quality gifts.

Snug the boxes together with Glue Dots. Then wrap the stack tightly in a strip of cellophane on the sides. Pull it all together with ribbon top to bottom.

spring BlogStack and Pack gifts are easy with coordinated nested boxes in a variety of shapes and sizes. As a bonus, because you can plan a line of coordinated color boxes, you might be able to snip your ribbon budget down to size — finally! It is also interesting and fun to mix the shapes in a stack. Instead of stacking all round boxes, for example, experiment with an angled or square box on the bottom, and a smaller, round box on top.

Design Notes:

• The design on the top left is a combination of two pre- packed gift boxes. In the lower photo, the two gifts are shown separately. Either set could be sold individually with balloons or a floral enhancement on top. But when the taller design is packed atop the flat-packed gift set, the combination is visually appealing AND a thrifty, labor-saving approach to gift basket design.

•The stacked set of gifts on the top right is decorated with a frugal but festive bow of layered tissue paper. Tissue paper squares are cut at angles to create the smart and snappy paper bow. In the center, a quick-to-fix ribbon bow.

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Get Smart With Inventory!

Spring Design

When the economy is tight, be kind to yourself and shop for containers and merchandise that can cross over into multiple seasons and occasions. Here, a perky, non-message gift box (Boxco) can be used for Mother’s Day and virtually any occasion straight through spring and summer — and even into fall with a change of enhancement motifs and color. Gardening-theme gift components are good choices for Mother’s Day, especially mixed with spa gifts, lotions, and muscle soaks.

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