Before submitting your orders to your factory– For every style you have to ask yourself…..Do I have enough orders to justify production?

If only a few customers ordered a few pieces it may not be cost effective to produce a style you initially presented to buyers.  You could have to pay increased production fees or at worst sample prices that could leave you with no margin whatsoever.

Of course you want to do everything you can to make sure you can fulfill the obligation to your customer…but you have to evaluate the expense and not automatically default to producing at any cost.

Its a judgment call.  Boutique owners will typically understand that from time to time styles may be dropped.

Getting a lot of styles with small orders also may be signaling to you that your line is overassorted.  Before presenting your collection keep your eyes open for styles that may canibalize each other.

A factor can loan you money to help with your cash flow.

See, there can be a big gap of time between when you sell product and when you actually get paid. Stores 9 times outta ten are not going to pay you until after they receive the goods…and if they are on terms that could mean a gap of 30 or 60 days.

In the meantime you have to produce their orders. A factor is a financial institution that can issue you a loan based on your invoices.

To find a showroom you may want to start looking at least 3 weeks before market.

Here’s how I would start….

1. Put on your best outfit and gather your line sheets, price lists, photographs and samples from your collection. Although you may have to make an appointment to come back later it’s always best to be prepared in the first place.
2. Literally walk DOOR to DOOR through the marts. Look for places that have lines that would sell to the same stores you’d love to be in. You also want to make sure their current lines are more of a compliment to yours than potential competition. For example– if they have a big contemporary denim line you probably wouldn’t want to have your brand new line in that same space. But if they had a hot contemporary tee shirt line you would probably be a better fit.
3. Once you find a place that works for you just tell them you’re looking for a showroom. If they show some interest breeze some pictures by them. and show off your samples. The good news is that even if you’re not a match for them most reps are really cool and if they can pass on a referral to another showroom that just might be perfect for you.

A great showroom falling in love with your line is only half the battle of getting in. You need to show them that you are a responsible business person and not only that you can deliver on time but that you have the money to back it up.

Be prepared for some questions about your financial situation such as if you have backing, A factor, or a a generous first cousin named Bill Gates

Some people are able to get factored their first season, I did. However, you’ll need some sales first…so just in case you aren’t able to land one, have a cash flow contingency plan (cash, credit cards other loans). Once you get a good number of orders then it would make sense for you to start approaching factors.

Also a factor will definitely inquire about your startup capital and most want to see about 80-100K.

All this is not set in stone….there are factors willing to take on new companies with big potential so do your research and ask around. It’s possible!

Look for a girl or boy Friday.

Someone that will do it all…and with a smile. This person should be able to assist you in every way from helping with production to data entry. Post an ad at the fashion schools and you may be able to find a good and free intern(if you’re on a super tight budget) or even an entry level candidate.

Next stop….if you do your own production you may want to start looking for an in house pattern maker.

At the beginning if you don’t have the budget you may just have to find the publicist within.

Start by popping open to the credits of your favorite magazines to get the name of the editor that would cover your category. Sometimes the address is there on that same page - or just research it on the web. Send them an intro to your line including photos and a written spin on what’s unique about your company.

Also if you’re doing a trade show, don’t forget to reach out to the press the same way you’re reaching out to buyers. They go to trade shows too. And they are looking for hot new lines to feature…so you definitely want to send them a mailing inviting them to your booth.

Word of Mouth! You’ll hear me say that a lot…. but it is truly important to make friends in the industry. Sometimes people are very open, while other times people can be put off thinking you’re going to completely gobble up all their favorite sample makers time so they won’t have time for you anymore. The best way is to just to not be afraid to ask around just don’t be upset if someone says no.

For me nothing beats a good referral but the web is always an easy place to start. You can try garmentcontractors.org for a listing of Los Angeles area production contractors. Call ahead for info on minimums and capabilities…then once you get there make sure to inspect their work and see if they’ll drop any names of companies they’ve worked with.

How many times have you wondered about even the most basic things that affect your emerging fashion business…such as how do you find a factor…a sewing contractor…or survive your first trade show?

At the FBI we get this questions all the time and wanted to create an interactive forum to share the answers with all of you. So….we created this dynamic new online community of fashion business owners, savvy sales reps, designers and seasoned industry consultants.

Our expert panel of advisers are here to answer your most pressing questions giving you the resources and insight to help your fashion business grow. On our side “Pages,” also find informative interviews and business profiles that are designed to give you the inside scoop on how to make it in this competitive industry.

You can email our host Randa Allen (founder of the contemporary line Notice) or our other advisers suggestions for future posts at blog@fashionbizinc.org.

We’re looking forward to an exciting new year blogging with you!