Designed for students interested in working in the fashion wholesale industry, Fashion Wholesaling provides an overview of the business. Learn about sales cycles, pricing and sales strategies, how to develop a sales program, agency costs and commissions, and how to attract brands and develop retailer relationships. The course will explore the opportunities and challenges that are part of the selling process at the wholesale level.
Prerequisites
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What you will learn
- What is a Wholesales Business?
- What is the difference between wholesale and retail
- Different types of wholesale
- Distributor vs. manufacturer/vendor
- At once business vs. pre-book
Wholesale & Retail Pricing Strategy
- General overview on how wholesale pricing is developed, Including distributor model vs manufacturer/vendor model
- Wholesale Pricing (WSP) and Suggested Retail Pricing (SRP)
- UMAP/MAP – why they are in place
Sales Programs
- At once vs. pre-book
- Developing sales programs
- Booking terms
- Order minimums/levels
In-house Sale Rep VS Independent Sales Agent
- Outline differences
- Payment structure difference
- Commission structures/negotiating
- Agency costs
- The realities of selling
Selling Strategies
- Understand sales cycles
- Sell-in and sell-through
- Selling to national accounts and to independent accounts
- Manage KPI’s – turns, margins, profitability to dealer
- Sales/marketing mix/relationship
- Hunting vs farming in the sales cycle
- Relationship building, managing B2B and B2C
- Understanding the 80/20 rule
- Managing the 51/49 paradigm
- Attracting brands - develop a 30/60/90 day plan for attracting new brands
- Understanding the realities of pioneering new brands
How to register
This course is offered as part of a VCC program only.
Course schedules
Select your program to see the available course schedules.
Contact us
If you have any question, please email at advising@vcc.ca.
† This information is intended as a guideline only. Program and course details are subject to change with the approval of VCC's Board of Governors.