show time! MAGIC, ASAP, ASR and the many local regional shows are here
that most of you have done your pre-selling prior to these shows and
now you can finalize orders with the big boys, see
customers that you have not been able to see, or because you are so HOT,
you can launch your new fashion lines and make a statement.
categories of apparel, accessories, textiles, and performance gear will be
shown in mass for the retailers
selection. The Sales, Marketing,
Merchandising, and Design Departments have been working hard to reach their
goals and objectives. I wish you all good selling and successful bookings!
are all aware in this fast paced industry, the keys to your success will be
in making all of the required changes (no matter how small), getting your
product made to your quality specifications, obtaining the necessary
financing, and finally, providing ON-TIME DELIVERY.
not have to go through all the issues of quota and the sourcing changes that
must made in this ever- changing market of regulations. I am telling you
that your current costs may have to be revised (always upward) due to the
many variables in our global economy -- surcharges for oil costs in your
logistical supply lines, lack of energy to produce your goods as scheduled,
or someone else being willing to pay more for your production space!
cannot leave all of your decisions to the infrastructure you have built over
the years. Attitudes are changing within the foreign cultures (i.e., making
money); the factories must make profits and they are all looking to secure
the production from you, the owners or manufacturing management that will
make the final decision in both confirmations and payment of goods produced.
sorry to say that you will be traveling more, and that you will need all of
the facts at your finger tips in order to make good decisions at their
facilities and not use second hand, filtered information.
of you will find new resources, and you will have to set up training and
teach them everything from A to Z.
the retailers are going to be very selective as to where your production is,
and what infrastructure you have in place to assure On-Time Delivery.
have heard all of this before; you must have balanced production
capabilities. Please do not put
all of your eggs in one basket.
will say, I am small and I am not one of the BIG BOYS. I will then say
that you will have to spend MORE time at your source of production, to make
sure with your own eyes that you are on schedule.
Another problem might arise when your production has been sent to a
subcontractor to make sure your manufacturer delivers on time. This happens
more than you think, without your knowledge. You had better make sure the
subcontractor can do the work, and do not rely on your manufacturer saying
that he has worked with the contractor for years.
like the fly on the wall that has listened to all the production problems
discussed in your weekly meetings (if you have them)! Placing blame or
stating, If I had only known about the problem sooner, will not help when
you lose the confidence of your customer or possibly lose your customer
want to be the KING or QUEEN of your business, not the KING or QUEEN of
CHARGEBACKS! Need I say more?
the show sales expenses, all of the merchandising/design expenses, and all
of your expected gross margins will be lost because of late delivery.
professionals at Stonefield Josephson have over 100 years of experience,
with solutions for lowering risk factors and enabling ON-TIME DELIVERY.
Bruce S. Berton is a business and management consultant with Stonefield
Josephson, Inc., a leading regional consulting and accounting firm with
offices in Santa Monica, San Francisco, Walnut Creek and Mexico City.
The information in this column is of a general nature. Readers
inquiries are welcome; and may be sent to Bruce Berton, at Stonefield
Josephson, Inc., 2049 Century Park East Suite 400 Los Angeles,
California 90067 310-432-7437 Direct
866-225-4511 Toll Free
310-432-7519 Fax Los Angeles
Hong Kong, or send an e-mail to: