Inventory Projections
Three catalogers share their tactics
Cary Tennis, executive vice president, co-founder and co-owner, Crow’s Nest Trading Co., Wilson, NC
Product: home furnishings
Size of warehouse facilities: 6,200 square feet.
SKUs: 478 in current catalog
Catalog Success: What criteria do you use when deciding how much of any one product to stock?
Tennis: We drop-ship 16 percent of our products, but that accounts for 53 percent of our revenue. These are items such as furniture, rugs, lamps, etc. So one of the things we look for when selecting product is, can it be drop-shipped? Other parameters include a supplier’s lead time, our own sales projections for the product, quantity discounts, product cost and seasonality.
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