Many high end companies feel uncomfortable with the fact that if their product doesn’t sell in-season it will inevitably end up on a sale rack–looking cheap and tattered.

Afraid that “clearance rack” visual will damage their brand and give the wrong impression to potential buyers; many companies do everything they can to avoid being doomed to a store’s proverbial bargain basement.

So, how to avoid this?

  • In the sales process never push product..ask questions to help buyers identify what would be right for their customers. Ultimately they know best what would sell in their stores. Make recommendations but don’t try to persuade them out of their comfort zone.
  • Stay in touch with your buyers and offer swap outs on merchandise that is not moving.
  • Worst case scenario– If it means that much to you take the product back at the end of the season. This may hurt your sales but if the product is still good enough to offer to a less seasonal store or sell at a sample sale you may be able to avoid a total loss.