Good bye, adios, au revoir

Today is my final day with Robeez. And my final blog post. It’s been very rewarding to hear each of your stories and offer insight where I can. I will leave this blog as an archive for future reference that you can come back to as your businesses grow and change over time.

• Work-life balance
• Sales reps and hiring reps
• Online marketing
• Mompreneurs
• Pricing
• Financing
• Manufacturing vs. outsourcing
• Distributors
• Mompreneur resources
• Partners
• Suppliers
• Mentoring
• Forecasting

Although this is the end of an era for me and I’m feeling sad, I’m looking forward to a nice, quiet time over the holidays with family and friends. But I guess life with a 15-year-old can only be so quiet!

I wish each of you the best with your businesses and hope that you find the experience as rewarding as I have.

Cheers,
Sandra Wilson

Using tradeshows to find a sales rep

April is planning to attend her first tradeshow, Magic, this spring. If the event is a success, she wants to find a sales rep to help build distribution. Her question: Do I scout out the LA Mart and other large cities with this type of exposure or is there another way?

To find a sales rep, I have a single word of advice: network. (Well, actually I’ll say a little more!) I recommend using this tradeshow as an opportunity to speak with buyers, exhibitors, and sales reps to find the right person.

• Store owners – Ask store owners or buyers for the names of sales reps who they have a great relationship with.
• Exhibitors – Speak with other tradeshow exhibitors for recommendations. They may also be able to fill you in on who not to use.
• Sales reps – Sometimes sales reps will walk right into your booth interested in selling your product.
• Trade magazine listings – Many trade magazines have work opportunities posted at the back of the magazine. Look at the publication that is most appropriate for your industry and place an ad.
• Customers – Something we experienced with Robeez: people who love your product can do a great job of selling it. Many of Robeez early reps were moms and grandmas who loved the shoes and wanted to bring them to their home market.

Research and forecasting

Angelique is in the idea stage of her baby business. She has an idea for a stroller accessory and would like to determine the scope of sales potential.

When looking at market research, there is always a wide-range of options; from the Cadillac version all the way to build-it-yourself. When starting your company, the expense of such comprehensive research does not equal the return. I would recommend looking at your home market as a starting point. If you’re marketing a stroller accessory, look at the number of stores carrying strollers. What is their approximate volume? How many of your accessory do you feel could be sold for each stroller?

I also recommend speaking directly to store owners or buyers. Get their feedback. Ask them how many they think they could sell in a month. All this research will give you an approximate idea for forecasting.

Another option is to review industry stats. The Juvenile Product Manufacturers’ Association (JPMA) and various trade publications, such as Kids Today, should provide some insight into sales and distribution in the stroller market.

Testing the waters

Feedback has been a really important part of Robeez from the beginning so I’m really excited about this post. I received this email from a mom in the testing stage:
How did you find the courage to make a "go" of your product? You wrote that for the first five years, you had very little income. I have so many ideas for baby products but am afraid to fail. I've listed some of the items I've handcrafted on EBay but to no avail. When and how do you determine that your product is just not right and that's it's time to quit?

I commend you for starting here. You’ve got the right idea in mind. And with the advent of the internet, it is easier than ever to get immediate feedback on your creations.

Before jumping into my business with Robeez, I took the shoes I’d created to local retail stores and asked the store owner to carry the product on consignment. I would then go back a week later and discuss feedback with the store owner. This was a great way for me to measure interest in Robeez. And what subsequently gave me to confidence to kick start me into action.

You mention that you have a number of ideas. If this one hasn’t received the response you’re looking for, move onto another possibility.

You may also consider feedback through other sales channels, such as local retailers or consumer shows. By exploring all your opportunities, you will be able to make an informed decision about the reception of your product in the marketplace.

Learn by doing

Billie is a new mom who is planning to open a children’s store in her neighborhood. She’s working on her business plan, taking an accounting course, and deciding what products to offer. But, she’s never owned a retail business so she’s nervous about starting the endeavor.

First or all, I want to say “good for you!” It definitely sounds like you’re on the right track. (Two big thumbs up for the accounting course; this is extremely important.)

Starting a new business is risky but even riskier is starting a business without experience. You say you’ve never owned a retail store but have you worked in retail? I would recommend getting some work experience in a children’s store. You can use the opportunity to learn as much as you can about the industry.

Not only can learn the basics of retail management but you get insight into margins, sell through, and vendor relationships that would be applicable to your business.

Another possibility is to pursue a mentor in the retail sector. As you’ll see from my last post, I think mentorship is one of the best ways to learn when you’re new to a business.

Best wishes!

Ready to start selling?

This is a cool idea…folded plastic vases. I received an email from the creator, Jill Stern. She has gotten the vases into a few boutiques but wants to know how to get to mass merchandisers and large floral chains. Supplying the product

First of all, it’s important to figure out if you are able to supply a mass chain. If you get the contract but can’t fulfill the order, you risk losing credibility.

Find a contact

Get on the phone and find out the buyer’s name. Can you make an appointment? Send a sample and information package.

Put on your sales hat

Once you have the contact, sell your product. If you’re not comfortable with sales, finding an independent sales rep can be the best solution. There are many gift and home accessory shows where you can meet buyers face-to-face. (Here’s a great list.)

Launching a new website

This email comes from a mom who wants to start an online store. Here’s her story: “If you Google ‘starting an online boutique’ you can imagine how much stuff comes up. I have no idea which sites are legit and which isn’t. I really just need some information on where to begin.”

Start at the beginning - What do you want to sell?

Online sales are extremely competitive. Price matching is just a few clicks away. You need to consider how your site will differentiated from the rest of the pack. What is your niche? How will your website service the market in a way no other does. Having a clear vision will keep you on track and allow you to put together a complete business plan.

Get educated - Take a course

Once you have determined what your business will be, a course at a local college can be very beneficial. You will learn the basics of web design and ecommerce and the behind-the-scenes activities such as accounting and purchasing that will be needed to make it all run smoothly. One course may not give you all the answers but it’s a great place to start. And a great place to network!

Good luck getting started.

A Robeez case study

Lately, I’ve received a number of emails from moms wanting to know how to get their idea off paper and into production. I can best answer this question by sharing with you what I did.

A couple years ago Industry Canada did a case study on Robeez. This is a very detailed document and contains some valuable information about how I got started. I think it will be useful to many of you that are just getting started. Have a look at the case study.

One of the mom’s emails also asked specifically about patents. She states, “Almost a year ago I had an appointment with a patent lawyer to discuss and idea I had to improve baby bottles. He relayed all the steps I would have to take and the fees I would endure. This of course scared me off. I am thinking of just producing a small lot of bottles and trying to distribute them.”

First of all, this is what patent lawyers do. It may have scared you off but at least now you have a complete understanding of what is involved. Second, manufacturing a prototype or small production run may just be the place to start. This allows you to do some market research. Talk to moms who will give you honest feedback. Talk to store owners who you would like to carry your product and see if they feel it is a viable business idea. Armed with their feedback, you can make an educated decision about whether to take the chance and move forward with your business.

Thanks to Rochelle, Jennifer & Karen for their questions.

The power of mentoring

I love reading emails from moms who have loved Robeez from the start! Thank you to Karen from Toronto for her recent email. Here’s a quick run down on Karen’s business: She has worked out the start of her business plan but needs to find someone with expertise in injection-molded plastics. In short, she’s looking for a mentor.

Benefits of a mentor for me

As a new entrepreneur, having a mentor can be extremely beneficial. I had a mentor from the very early days of Robeez. Now, I spend a few hours each month mentoring new entrepreneurs to pass on what I’ve learned.

• Been there, done that – A mentor can be great to discuss long-term business plans. They have the experience of their successes and challenges and can help guide you in the right direction so that you don’t have to learn everything from scratch.
• “Am I crazy?” – Sometimes you just need some feedback. You have a new opportunity that initially sounds like a winner but you can see potential for disaster. A mentor can be that person that you call just to bounce ideas off of and ask, “Am I crazy?”
• Staying on track – With a new business, it’s easy to get very wrapped up in the day-to-day details. But it’s important to take the time to focus on what’s driving your business’ growth, which in the early days is revenue. A mentor can help keep you accountable.

What to look for in a mentor

• It’s important to find someone that you are comfortable talking with. Your personalities need to click for the relationship to be successful.
• For most mompreneurs, the best mentor will have a broad range of experience in business, entrepreneurship, and success balancing work and life.
• Your mentor doesn’t necessarily need to have a background in your industry. Most business concepts can be carried over from industry to industry. However if you can find a mentor who has grown a business similar to yours, all the better!
• You need someone who won’t let you off easy. If your mentor always thinks everything is “great”, they could be doing you a disservice. By challenging ideas or decisions where appropriate, a good mentor can help you think outside the box.

How to find a mentor

• First and foremost, just ask. You’d be surprised how willing business people are to share their experiences. I don’t believe in sitting at the sidelines. If you really want to work with someone specific, make a phone call and ASK!
• Look into mentorship matching programs. I work with the FWE (Forum for Women Entrepreneurs) where I have been matched with the founders of a children’s apparel company. The FWE works specifically in the Vancouver area but there are local business groups in each region with entrepreneurship programs. Google “mentoring” and you find thousands of results.
• Check with local government agencies. The Government of Canada site has a great network of information, articles, and resources for business. Here’s a specific article on resources for finding a mentor.

This mom is calling it a day (for now)

Many of you who know me, know that this past year since the sale of Robeez has been bittersweet. When Stride Rite purchased Robeez, I agreed to stay on for a year to see everyone through the transition. And now 15 months later, my time with Robeez is coming to a close. I’m looking forward to a break, to spend time with my husband and son and family and friends. But I’m torn because Robeez is what I have known for the past thirteen years and it is very difficult to say goodbye.

As I wind down my time at Robeez, I will also wind down my blog. For those of you who have been waiting to ask questions, now is the time. I will accept questions until Monday, November 19 and then post all remaining answers before the end of the month. Write to mompreneur@robeez.com.

Thank you to everyone who has regularly read my blog. Over the next few months, I will take time to relax and explore new possibilities.

Disclosing your big idea

I received an email from a mom who attended my presentation at the Indigo Entrepreneurship Series. Angelique had the following questions:

1. You talked a lot about getting help from other people (i.e. your pricing strategy). How do you get that help without the fear that someone is going to “steal” your idea?
2. I’ve seen Robeez knockoffs in the marketplace. Did you consider a patent for your product?

I’ve met some entrepreneurs who were really concerned about their idea being stolen and others who want to tell everyone they meet. I have to say that I fell in the latter of these two camps. I’ve always wanted to see the best in people. When it came time to share my business idea with mentors, I gave all the details. However this also reflected the nature of my product. Apparel products are not eligible for patents. If you are very concerned about this, you could have contacts sign a non-disclosure agreement. I have signed a number of NDA’s when mentoring entrepreneurs. A non-disclosure agreement can be drafted by your lawyer.

And to answer your second question: yes, I did consider a patent however apparel products cannot be patented so I was out of luck.

Make the call or do the show?

A received a message from Leah, who attended my presentation at Indigo’s Entrepreneur Series. (She even made a sudden detour on the subway to attend at the last minute! Thank you, Leah!) With a mompreneur friend, Leah has started a line of infant and toddler clothing named Belly Babies. She says, “Happily, the response so far has been great and we are interested at this point in trying out a tradeshow. Can you recommend a good trade show, particularly in Toronto or Ontario? Would you say that this route is the best way to get into retailer stores, or would you advise cold calling?"

There are a few considerations on both sides to weigh before making this decision.

1. Tradeshows will expose you to dozens, if not hundreds, of potential buyers. A great opportunity to make a number of sales in a short period of time.
2. Tradeshows will put you right next door to dozens of potential competitors. Buyers are often busy and rushed and it can be difficult to keep their attention.
3. Tradeshows can have a high price tag with money going to booth space, displays and furniture, electrical, printed materials, and more, not to mention the time and effort involved in preparing for a tradeshow.
4. Calling on accounts gives you a quiet opportunity to discuss your product one-on-one. This can be a time-consuming process. I recommend that you start with the retailers in your local area. Speaking one-on-one with retail buyers can be a great learning experience and something you may want to do before jumping into an expensive tradeshow.

Whichever you choose, and your answer may be both, be prepared. Have your pitch, product samples, price list, and order form ready to make the sale.

The tradeshows that I have had the best experiences with in Ontario are the CGTA and the Toronto International Gift Fair.

Happy selling!

When to use a distributor

In May, Diane Sam launched a new product MoBoleez, a breastfeeding hat. The hats are selling really well and have taken off much faster than she anticipated. But she is now getting inquiries from Japan, Singapore, Kuwait, and New Zealand from distributors wanting to represent her product line. Her question: What do I need to look for in a distributor? Am I better off just selling them through “head office,” or should I try and get distributors? If I do, how do I protect my brand, and make sure they are representing our company well? A couple of them seem like good opportunities, but what do I need to know about them before proceeding?

I also had a number of distributors contact me in the early years of Robeez. And often they seemed like a really good opportunity until we got into all the details. Overseas opportunities can be logistical nightmares. From quotas to customs to local legislation, working with an overseas distributor has the potential to suck up a lot of your time.

My advice: focus your energies on North America. If sales are picking up in Western Canada then look at distributing in the east. If sales in Canada are humming, take a look at the US market. There are loads of opportunities for distribution in both countries. And by focusing your energies on markets close-to-home, you avoid diluting your efforts worldwide.

When you do have extra capacity, you can spend time carefully researching the correct distributor for your product. You want to know how they will represent your brand, where it will be distributed, how it will be priced, and the level of service they will provide. All these elements must be in line with what MoBoleez is all about. If you do decide to work with a distributor, I recommend having a candid conversation with other brands they represent.

Congratulations on your new business!

Hiring your first reps

You have developed a great product. Now how do you get it into the hands of consumers? I believe your distribution strategy can make or break a company’s success. Familiar with Robeez early sales model, Sharon sent me this email:

I am really intrigued by the model of your early sales force – that is moms and grandmas who were enthusiastic to introduce Robeez to their local markets. I am finding myself now in the position to look for a sales rep for our products. I have talked to sales reps that represent many lines, and I'm also talking to a mom who is very enthusiastic, and in a good position to introduce our products to Alberta, Saskatchewan, and Manitoba.

When you hired your "mom sales reps", did you pay them the same commission as multi-line sales reps (I think it's 10-15%)? Since they represent only your line, are they considered your employee or self-employed? Did you cover any expenses, such as travel, business cards, samples, etc? Were they allowed exclusivity in their areas, and if so, what conditions did they have to meet, such as sales volumes, or number of stores? And at what point do you terminate a sales rep - aside from obvious reasons such as non-performance, what happens if their market becomes saturated and they can no longer achieve their sales goals? If I had someone work hard for me for, say 5 years and helped me get to where I wanted, but now there's no new stores I wish to be in and sales volumes are at a plateau, and they don't want to leave, I don't know if I could have the heart to let someone go! Did you restructure their position within the company?

It looks like this model of sales reps worked for you when you were getting established. What were the drawbacks of this model, and what would your advice be for anyone wishing to follow?

The benefits of hiring moms to represent your baby products are obvious. They can speak genuinely about the benefits of your product from first-hand experience. The benefits of hiring established sales reps are their experience and existing contacts with retailers. Finding someone with both can be difficult. From my experience, I found moms to be the better route. Although they may not have sales experience, they make up for a lot just with enthusiasm. Multi-line reps often have a large number of products and are not able to focus a great deal of their energies on developing distribution. Here’s how we built our sales team at Robeez:

• Commission – At Robeez, all reps earned the same commission, whether mom or multi-line.
• Employment – Reps were self-employed, rather than hired employees.
  Expenses – Reps covered their own expenses associated with selling Robeez, however samples, print materials, and business cards were provided.
• Exclusivity – When my first rep started with Robeez, her territory was “unofficially” North America. As time went on, we needed more reps to service the number of accounts and territories were broken down. The territory size then needed to be manageable and financially viable for the rep.
• Termination – Along the way, I did have to let reps go who were not performing. One misconception I want to clarify: just because a territory is saturated with retail accounts, does not mean that the rep is no longer useful. Good reps call on accounts regularly to present new collections, merchandise displays, and suggest tips or tools for increasing sales in-store. They have a relationship with the store that goes well beyond getting the first order.

My advice for you as you hire your first sales rep: don’t rush. Take your time to find the right person for your line. I believe that when you meet the right person, everything will just click. Happy hiring!

Manufacturing: Do-it-yourself vs. outsourcing

Tracey sent this question recently:

Why did you decide to hire seamstresses and manufacture Robeez yourself rather than look for a shoe/leather apparel manufacturer and have them made?

Good question! When I first started Robeez, the reason I decided to coordinate manufacturing myself was to save money. There were initial start-up costs and higher price per item associated with manufacturing companies. I knew that in order to make my home business profitable, I needed to operate on a lean budget. So I purchased a leather cutting machine and cut the leather pieces in my garage. I then compiled all the notions needed to make a pair of Robeez and sent the items to home-based seamstresses. I received the sewn shoes and I would then flip the shoes, clip the threads, and package them in bags. This process was certainly labour intensive but it was far more cost-effective.

As time went on, we chose to keep the Robeez manufacturing operation in Vancouver. There were a number of reasons that guided this decision: 1) Quality. In-house production means we can keep tabs on the quality of the product distributed. 2) Turnaround time. Shoes can quickly be produced as needs, within a matter of days if necessary. 3) Lead time. When production is outsourced there are often long leads times between order and delivery.4) New designs can be introduced to the market with very short lead times.

Tracey also had a few more questions: Also, did you have to patent the design? I am being told that patenting a design in the fashion business is not possible. Nor will a NDA hold water when looking for a manufacturer and presenting them with samples. Was this your experience? I received the same advice when I explored the subject with a patent lawyer.

Thanks for coming!

Thank you to everyone who attended the Indigo Entrepreneur Series. I had a chance to chat with a number of different women and hear their stories too. Since the event, I have received some great feedback and a number of questions. I will get to these questions posted as soon as possible.

In addition to the speaker series, Indigo asked me to share my favorite books on entrepreneurship. These are “Sandra’s Picks”:

• Good to Great, Jim Collins
• Pour Your Heart Into It, Howard Schultz
• Let My People Go Surfing, Yvon Chouinard

There are still a few more speakers in the series. All interviews take place at Indigo Manulife Center at 7:30 pm. There are more details available on Indigo’s website.

• September 26 – Jim Pattison
• September 27 – Gerry Schwartz
• October 9 – Peter Munk

Indigo's Entrepreneur Series

I know it’s short notice but this may be of interest to anyone living in Toronto. On Thursday, I will be speaking at Indigo’s Entrepreneur Series. The series is hosted by Indigo founder, Heather Reisman. Heather will discuss entrepreneurship with me and a series of Canadian entrepreneurs including Ted Rogers, Robert Lantos, Seymour Schulich, Jim Pattison, Gerry Schwartz, and Peter Munk. Here are the details for my date:

Date & Time: September 20th, 7:30pm

Location: Indigo Manulife Centre, 55 Bloor Street West, Toronto, ON

Event format: Q&A with Heather followed by a short Q&A with the audience

The event is open to the public. If you’re able to come, please stop by and introduce yourself.

Characteristics of a mompreneur

I recently received an email from Rebecca, a new mom and aspiring entrepreneur. She has been interested in starting her own business for sometime now. Becoming a mom made everything click. She has a great business idea but is feeling afraid and insecure about taking the first step.

Here’s an excerpt from her email:
It is all so confusing. Apart from the initial fear and insecurities that scare you, it is the bigger picture, like this, that puts a damper on your ideas. "No materials; can't sew. Can't start a business then." The idea is then swept under the rug, and off I go making dinner. Until I get that feeling again, not to drop it.

I believe deep down, that I have a winner here. Something big and I have no idea where to begin or who to trust to share some of this information with to help me get in the right direction.

I think this a good time to reflect on what I think it takes to be a successful entrepreneur. I know there are loads of moms who have a great idea but don’t know where to start. And I also know that it’s not just the practical “how-to’s” but the larger issues like confidence and fear of failure. Here are the traits that I believe can make a difference.

• Optimistic – If you’re going to be successful, you need to believe you will be successful. An optimistic outlook will carry you through the ups – and downs – of life as an entrepreneur.
• Charismatic – You don’t have to be the most outgoing person in the world to be an entrepreneur. But when I meet someone who lights up when they speak about their company, I know they have what it takes to sell the idea.
• Resourceful – I believe learning is an ongoing process whether you are just starting your business or have been established for a decade. Market conditions will change, industry best practices will change. To keep up you need to find people in the know and ask questions.
• Thick-skinned – You have to prepare yourself for the fact that not everyone will love your idea. More often than not, Robeez have been well-received but I also got a lot of “no’s” along the way.
• Self-motivated – There will always be some tasks in your business which you prefer to do and others that you would rather pass on. There’s a lot of discipline involved in running your business.

Rebecca also had questions about manufacturing so I will cover these specifics here.

I also do not sew (never have). The idea I have in mind is not something I would necessarily be working with in my home. I would need someone else to be creating my vision. Who are these people and do they supply the materials? How does one find fabrics made of Lycra and cotton?

I can suggest a few potential solutions. The first would be to hand your idea to a product design and development company. They specialize in taking your idea and developing it for the marketplace. This is probably the best option if you are not necessarily interested in running a company. A Google or yellow pages search would be a good place to start.

If you want to be a little more hands-on, another approach is to hire a designer. A designer can take your idea and create a pattern. Using the pattern, they will develop a prototype and make adjustments from there. To find some with these skills, you could look for a local seamstress in the yellow pages.

For fabric suppliers, you’ll need to find a fabric wholesaler. They will be able to offer you a better price than local retail shops but you will likely need to purchase a certain volume to qualify. You could search online to find the best option or seek out a company using a fabric you like and find out who supplies their materials.

Hire staff or add a partner

This post is for all the mompreneurs who are expanding faster than they know what do! Nicole of Westcoast Baby writes: As our business has been rapidly expanding, we need to hire staff to help out. I was wondering if you brought on family or friends as employees and how you feel about this.

Hiring family or friends can be a double-edged sword. On the plus side, you know them. You know their strengths, have a clear understanding of their skill set, and enter with a level of trust established. But on the flip side, what if they perform poorly on the job? It can be more difficult to approach your sister or best friend than it is someone you don’t have a lengthy history with. And if things don’t go well this could damage your relationship long-term.

I can tell you that I have had a positive experience regarding the involvement of family at Robeez. In 1999, my brother joined the company as one of my business partners. Later, my husband joined Robeez as a sales rep.

When hiring your first employee(s), you need to consider the skill set you require. Right now, you are probably doing a little bit of everything from developing your website to packaging boxes. Do need to hire someone that packs and ships orders so you can focus on business planning? Or do you need some help with marketing? Perhaps a freelancer would be more appropriate than an employee. Take a look at your budget and your own strengths to determine what will work best.

Beyond the skills your new employee brings to the table, their personality will also have a impact on your company. The most important thing I can say about hiring employees: take the time to find the best fit. In a fast, growing entrepreneurial company, everyone needs to be a team player. Look for someone who isn’t afraid to jump into a wide variety of projects. Early on, I had an employee who was hired for marketing and customer service but if it was a busy day in packaging and we needed to get orders out, she was back there stuffing shoes and taping boxes.

From my experience, these are the key areas to focus on when hiring your first employees are communication and values. What values are important to them? They should be similar to your own. How do they treat coworkers? How do you expect them to treat customers? It’s important that whoever you hire, they need to complement you and your partner’s personalities.

And the second half of Nicole’s comment: You had mentioned that you brought on your brother and a third party to help with Robeez growth, was this complicated? We are currently a partnership but are interested in taking on a silent third party? Any advice?

I believe you need to equate adding a partner to your business to getting married. It is essential that you have the same vision for the future. Don’t enter into an agreement lightly. Be sure to involve legal counsel and draft a shareholders agreement to ensure everyone’s interests are protected.

Crafty advice

The following question comes from Joanne, co-founder of Krafty Kidz Creations, a collection of handmade children’s craft kits. Here’s her situation:

We just started in April this year, testing the waters to see what response we would get. The response has been huge and now I'm very intimidated. We too, don't have a lot of money and resources to get our business running at a higher capacity.

I have heard there are grants for women entrepreneurs but I can't find any information on them, except from sites that want a $400 registration fee to provide the information. Do you know what grants there are or where I can find the information without paying a fee?

I’m sorry to say I haven’t heard of any grant programs. I came across this thread on the subject.

I think you are going to need to look for other avenues of financing. I know this can be intimidating at first, so I encourage you to carefully consider where you want your business to go. I’ve mentioned them before: Women’s Enterprise Centre has a fantastic set of resources for women entrepreneurs.

And her question continues below:
Also, to date we haven't been purchasing our supplies from a wholesaler but from local discount stores instead. We don't have the volume to purchase from wholesalers. We have been told there is a minimum purchase of $500-$1500 depending on the wholesaler. Do you know of a way around this minimum volume?

There are few options I can recommend here:

• Shop around – There are likely a number of wholesalers providing craft materials in your region. I recommend contacting a number of different providers to find the products, prices, and financing that will work best for your business.
• Appeal to their softer side – Sometimes it just takes a little more background for the wholesaler to know you are committed. Talk to them, show your product, and explain your future plans. If they’re smart about customer service and you’re close to the minimum, they’ll get you now as customers before you grow.
• Find a partner – Network with other small businesses that need similar materials; perhaps a scrap booking company or a preschool. Partnering with another company allows you both to meet the minimums.