The Jack & Jill Market. Where Smart Mums Sell & Save

Transcription

1 The Jack & Jill Market Where Smart Mums Sell & Save Stallholder Guide 2014

2 Page 2 of 19 Contents 1. PRE-MARKET - SPREAD THE WORD... 3 Facebook... 3 Poster GETTING READY FOR MARKET DAY... 4 Large Item Labels... 4 Pricing... 7 Older Kids' Items... 8 Bring The Swimming Pool!... 8 Batteries... 9 We Cannot Sell These Items... 9 Checklist ON THE DAY: SET-UP Our Number One Tip Laying Out Your Stall To Appear Spacious & Clean ON THE DAY: SELLING Negotiation Don t Hold Items The X Factor Trading Until Closing Time... 18

3 Page 3 of Pre-Market - Spread The Word You know the date and so do we. We're working hard to spread the word but if you can do a little too it will boost the turnout on the day. The more people who turn up, the more money you make! Facebook Facebook is a great way to easily spread the word to hundreds of mums wanting to come to The Jack & Jill market to buy your items - if you tell your friends, they will tell their friends, and so on and so on. 1. Click Here to go to The Jack & Jill Market events page on Facebook 2. Click on the event name 3. Click "Join" 4. Click "Invite Friends" and choose friends to invite who would be interested in coming. 5. Share the event on your wall by clinging the drop down that looks like a cog and choosing "Share Event" Poster Each event has its own A4 poster. You can find your posters here: Our local Market Manager will put them up in your neighbourhood but every poster counts, so you can boost your sales by putting one up. Some places posters are welcome: your toddler group, work, gym, library, local shop, café, We want you so busy selling you won't even have time for a cup of tea! We do want to you to have a fun and profitable day selling at The Jack & Jill Market. To help you achieve this, we distribute thousands of posters and flyers through nurseries, schools, do online

4 Page 4 of Getting Ready For Market Day Large Item Labels The next page contains a copy of the Large Item Label. Use these to put a price on your large items such as cots and buggies. We strongly recommend you print out labels for each large items and complete them at home to save time on market day. If you can't print the page separate from the rest of from this pdf, you can also find the label as a single file by clicking this link. How does the large item gallery work? You have 4 x spaces in the Large Items Gallery for 4 x large items at one time. You can replenish these spaces when your items sell. NOTE: the following items are equivalent to 2 x spaces: A full travel system A fully erected medium/large cot A fully erected large play pen/play house/birthing pool You cannot add items to the Large Items Gallery between 10.15am 10.45am. This ensures that all Large Items are ready and displayed for optimum sales in time for the opening of the market at 10.30am. How do I fill in my labels? We use a double-label system which enables customers to pay you at your stall and for you to stay in control of your own sales and money. BOTH parts need to be completed for each item displayed in the Large Items Gallery: Part 1 (the label) is filled in and displayed on the item Part 2 (the receipt) is filled in and kept by you at your stall. When a buyer pays for your item, you hand them the receipt as proof-of-payment. The buyer can then use this receipt to remove the item from the gallery. Details box is for further information: current retail price, extras sold with the item, etc helping the buyer helps you to speed up your sale! Stall number - you won t know this until market day.

5 Page 5 of 19 Our team are NOT able to do this for you and any item without labels completed in full and already taped to the item cannot be accepted into the gallery. Due to the necessary requirement to manage time in order to process over 150 large items and have them appropriately displayed by opening time so as to help you make sales, our team do not have the time to complete, cut, or tape your labels for you.

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7 Page 7 of 19 Pricing The Jack & Jill Market is for second-hand goods and shoppers will expect a discount from the high-street price. Price reasonably and you will sell lots, and you won t have to take much (if anything) home. AND buyers are more likely to buy a second item from you after they buy the first. This doesn t mean you have to give your items away for nothing. Popular items in very good condition will attract a good price. When pricing, take into account the current demand, the current retail value, and the current condition of your product. What items typically sell for: Large Items % of the retail price. These include buggies, prams, travel systems, high chairs, cots, car seats, back-packs. Take into account the condition - very good or excellent, the current demand for the item, as well as what you would personally be happy to sell it for. Medium Items & Toys % of the retail price. Bouncers, bikes, swings, walkers, ride-ons, maternity equipment, etc. Clothes % of the retail price. Clothes command less than other items and the focus is on shifting large volumes of clothing rather than trying to obtain high prices on individual pieces. General-standard clothing pieces will sell 1-5 a piece, with supermarket brands and everyday items at the lower end e.g. t-shirts, shorts, trousers, and high street brands and special outfits/pieces towards the top e.g. jackets, party dresses, suits. Designer pieces - especially dress outfits and jackets, may sell for more. If selling designer brands, emphasise the brand name on your price tags. Display The Retail Price If you know the original RRP of an item, display it on your price tickets. This helps your buyer see the savings they are making - and will speed up your sales! 1 or More We do not recommend selling any item at your stall for less than 1. If you don t think an item is worth 1, bundle it with other items to make the package up to 1.

8 Page 8 of 19 Special Deals 3 for the price of 2! Buy 1 get 1 at half price! You ve seen this so many times before at Tesco, Sainsbury, Virgin, etc... because they know it works. These deals work particularly well when selling clothing at the markets. Make a nice big sign so that your customers can see. Bundle up small items, e.g. 5 pairs of socks in a plastic bag with a price tag: 5 for 2. Place all similar items in a bucket or box with a clea r price tag on the box, e.g. Hats 2 each or 2 for 3 Price Tags Price tags make life easy for your customers because reading a sticker is easier than having to find you to ask the price. You don t want buyers moving onto the next stall because they re tired of waiting in a queue to find out the price. You could make things even simpler by grouping items by price and using one large sign. E.g. All clothes 2. Use a big marker pen for maximum visibility. Older Kids' Items Remember, The Jack & Jill Market is for 0-9 years it's not just for babies! A lot of shoppers come to The Jack & Jill Market looking for older children s clothes and toys and sometimes leave disappointed when they can t find clothes and toys for ages above 2 years. So, if you have them, and they are in very good/excellent condition, please do also bring items for older children to the market. And, place a sign at your stall highlighting the older ages that you have it will definitely help you to do well if customers can easily see where the older children s items are. Bring The Swimming Pool! Size is no object. Bring your paddling pool, the trampoline, and the tree house to the market... in photo form!

9 Page 9 of 19 Print a photo of any large baby & children s item that won t fit into your car and display the snap at your stall with a price and a short description. When you find a buyer, agree payment and delivery/collection methods and get your buyer s phone number so you can contact them if need be. REMEMBER: your item is not sold until you ve been paid, so keep the photo on display and take contact details of any other interested customers. This way you ll have a list of back-up buyers if your original buyer falls-through. Batteries All items that require batteries can only be displayed if you either have batteries in the item or test batteries available so that your customers can test that the item they are purchasing is in full working order. We are not able to accept any item into the Large Items Gallery or at your stall if we can cannot test that it is working. New items that have obviously not been opened or taken out of their original packaging do not require this. We Cannot Sell These Items... The Jack & Jill Market is for gently-used items. In order to maintain quality control to ensure that our shoppers keep coming back to buy your items, we are unable to display the following: Buggies with... significantly worn handles and wheels rust in the frame any tears or stains in the fabrics mud or dirt on the item brakes not fully functional straps not fully functional Cots/Cribs with... dirty or stained mattresses or excessively chipped paintwork Shoes that are: dirty or scuffed Clothes that are... dirty, torn, frayed, stretched around the necklines,

10 Page 10 of 19 colours that have run, whites that have grayed Underwear... Used baby vests and stretch-n-grows are difficult to sell second hand due to the wear and tear they generally receive, the lower demand from shoppers, and the relatively cost to purchase these items new. Unless these items are new or only used very few times, you may find them difficult to sell at the market. In General... Any item that is dirty, not-fully-functional, and in poor condition is unable to be displayed at the market. Our aim and focus is to always try and increase your sales. By staying shopper focused and offering our plenty of stalls with quality items in excellent condition, they will continue to return to The Jack & Jill Market and purchase your items. Also, items sell faster when they are clean. Wipe dirt off shoes; give the highchair a good wipe; wash clothes if necessary, maybe even press them. Checklist It s also a good idea to run through a final check-list before market day to ensure the day runs smoothly for you. Check you have the following:

11 Page 11 of 19 Checklist Large Item Labels. Printed out, filled in, and taped to your item ready for submission to the Large Items Gallery before 10.15am Outsize Item Photos Photos & details of any large children s garden or house item for sale by pick-up or delivery. Carrier Bags Make it easy for your customers. Price stickers and pens. You may want to change your prices during the market. Baskets/Boxes/Tablecloths To help create a pleasing display Clothes rail To showcase the best of your clothing items Batteries to demonstrate your item Scissors & Sellotape To cut your labels and sellotape them to your item Float: Change & Moneybags/belt/box Plenty of 1 coins (approx 4 x x x 0.50p) Set Your Alarm! The doors will be open from 9.00am onwards. We will be onsite to greet you as you arrive and show you to your pre-allocated stall. Our friendly team will be available throughout the market to help and support you with anything you may need, and we re sure you will have a fun and profitable day. A money-belt or box with separate compartments for different coins and notes means you know exactly where your money is.

12 Page 12 of On The Day: Set-Up Our Number One Tip Here it is, our absolute, top-of-the-charts mega tip for selling more on market day. This is EXTREMELY important so we have put it in a big red box: DO NOT OVER-CLUTTER YOUR STALL! FACT: Cluttered stalls sell less! Would you spend time and effort shopping at a cluttered stall when the stalls next to it are well-laid out and you can quickly and easily see what individual items are up for sale? Research shows that when faced with an over cluttered stall, shoppers will: Think the items are of lower quality. Decide the stall is too much hard work to browse. Move on to the next stall. This following image shows how you make NO money. This stallholder only made 25. Trust us we want you to make lots of money but this is NOT how you do it!

13 Page 13 of 19 Some Photos From People Doing It Right This stall at Dunfermline works because you can pick up every item without having to rummage or move something else: This stall at Dundee achieves the same thing: This seller has used a clothes-rail in her end-space to create a nice display of clothes:

14 Page 14 of 19 Some stalls at some venues give you the chance to hang things up behind your stall. Make sure you have spare hangers to take advantage of the opportunity if it arises:

15 Page 15 of 19 You can see lots of photos of stalls and stallholders at Be Good To Yourself 1. Take the time to set-up and display your items

16 Page 16 of 19 Do this and you will make money our top selling mum to date has made more than 800! It is a joint effort. We work hard to bring you customers; you supply them with well displayed, quality items to buy. Sometimes it can be a bit tricky trying to work out what to price your items at. While it is completely up to you what to sell your items for, as a general guide, we find items sell well at the following prices: Laying Out Your Stall To Appear Spacious & Clean Studies show the average shopper will give your stall just 7 seconds while they decide whether to browse or walk on. Stop them moving on by having a clean, tidy stall where it s easy to see the items on E.g. all the books in one place, all the T-shirts in another, all the pinks together, etc. Tests show that shoppers believe products for sale on a tidy, well-presented market stall are of higher quality than those on a messy table. Bundles, Buckets & Boxes Using bundles, buckets and boxes is a great way to maximise your stall space because a large number of items can go into them, and they can be placed on the floor in front of your table. Avoid confusing your customers by placing only grouped items in one bucket, e.g. only socks, only T-shirts, etc, and sell them all at the same price. Use a Clothes Rail If you can get one, a clothes rail is a great way to display clothes and clear space on your table for other items. Racks make it easy for buyers to see what they re getting. Use labels to split the rack into sections: 0-3 months, 3-6 months, 1-2 years etc. Do this easily by taping a card sign to the neck of a clothes-hanger.

17 Page 17 of On The Day: Selling Negotiation For every item you have for sale, you will have a top price that you ideally want, and a bottom price which you would still be happy to sell the item for, rather than take the item home again. It can help if you are aware of your top and bottom price. Never sell an item for a price you wouldn't be happy with. The Jack & Jill Market aims to do everything we can to help you make money, and that is why we advise shoppers to negotiate if they feel an item is out of their budget. If you have an item priced at 70 as your top price, but you would be happy to sell it for 60 and not take the item home again, then if a shopper whose budget only goes to 60 makes you an offer, you have an opportunity to make money. If he/she didn t know they could offer you 60 - you would miss out on that opportunity. However, just because an offer has been made, you do not have to accept it if it s not right for you. Haggling is NOT a confrontation, it is a friendly chat. If you don t want to accept the offer, or change your price at all, just smile and politely say: Thank you for your offer; however, I am going to keep it at the current price as I feel the item is worth it. Don t Hold Items We recommend you do not agree to any buyer s request to put unpaid goods on hold. Holding items in this way removes the buyer s sense of urgency and we have seen scenarios where buyers 'promise to return but fail to do so, and the item remains unsold, despite interest from other potential buyers in the meantime. So holding items is unfair to you and it's unfair to other buyers.

18 Page 18 of 19 Customers buy more quickly when they believe there is a chance that someone else might get their item first. The X Factor So, you re selling quality items in very good or excellent condition; you ve set up your stall so all your items can be seen; and your stall looks organised, tidy, and has the WOW factor. The third part to the equation for making great sales on market day is the X factor and that s you! FACT: People buy more from people they like. Stallholders Who Talk More Sell More Chat with your customers and ask them if they are looking for anything in particular, or any particular size. Let them know you have more colours, sizes, etc packed away that you can pull out. You know exactly what's on your stall, but shoppers can easily miss items for sale and walk away thinking you didn t have something that you actually did. So help them out and ask them what they're looking for. Smile! Research shows that buyers are willing to pay twice as much for items if the person offering the product smiles. You don't have to stand there with a fixed grin, it works even if you only smile for a fraction of a second. Greet the shoppers. Say hello and offer to help. We guarantee you will sell more. Avoid Folding Your Arms Folded arms can be perceived as defensive or aggressive body language. Maintaining an open stance can really help you engage with your customers and potentially increase your sales. Trading Until Closing Time PLEASE NOTE that per the Terms and Conditions agreed to at the time of your booking, you are required to trade until the close of the market at 1.00pm. Is important that shoppers know it is

19 Page 19 of 19 worthwhile arriving to shop at The Jack & Jill Market even if it is 12.30pm or even 12.45pm, this is the message we send out to shoppers and it is important that we honour what we promise a full market that runs from 10.30am 1.00pm. Thank you for your understanding.