Question: How can I be a supplier to stores if I can offer merchandise, mainly garments from overseas, at a cheap price? I have contacts with many garments factory owners who are ready to supply big orders at very competetive prices. Can someone tell me how I go about on this to find a buyer in the USA? i live in minneapolis. I will be the middle man in all these and for that do I need to register a business name or what do I have to do? Thanks for the help.

Answer: You're going to want to handle a few things here.  You've got to establish yourself legally as a distributor, which probably involves incorporating or at least setting up an LLC.  (You don't want the personal risk of a shipment going south, do you?)  \n\nSecond, you're going to want to establish distribution fulfillment (how long does it take to get things here, what choices do clients have, what terms are you willing to provide, what kind of shipping insurance, etc. are you putting together to make this a predictable process?)\n\nNext, you're going to want to establish a business presence.  The large retail organization will have buyers: professionals that choose what's going to be in a certain season or promotion's lineup.  You've got to get them the goods, interface with them, and meet their expectations.\n\nI'd recommend one general book for your process: The New Conceptual Selling.  You're going to want to manage client expectations and go through a fact-finding process with them that's going to match their win with your ability to fulfill it.  \n\nI'd also recommend that you meet one or two buyers before investing too much into the business.  You can explain your position and get an actual buyer to teach you at least a few pointers.  Once you get those pointers down, you will be well-enough grounded to actually start the conceptual sales cycle with potential clients.\n\nWhen you're finally to this point, you're going to buy a list of buyers (infousa.com is a reputable source) and prospect them in a regular, cyclical way.  Prospecting Your Way to Sales Success by Bill Good is a great approach to this.  (Kind of a cheesy book, but still the best one I've found out there.)  \n\nThis is probably a very good business for you to get into if you have reliable sources and know what they can safely deliver for you.  Be sure you are delivering what you're selling, and you'll build a business for yourself.\n\nOne alternative approach you can take is to do the same thing with designers (usually out of New York).  These guys are going to drive the biggest retail companies' buy decisions.  For these, you'd position yourself as a direct-factory resource for whatever they're designing.  They'll have exacting standards of quality, materials, textile treatments, delivery times, sizes, etc.  They'd probably be a much more steady source of revenue for you, once you establish yourself with them.\n\nGood luck!
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