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By TWRoveto, February 23, 2012 5:21 pm

So you started an eCommerce website, filled it with products and started promoting your site.  To your delight you are being found and you start getting a few orders a day.  If you are like many of the start-up companies out there you have your products in the garage, basement or spare bedroom.  You pick and pack your daily orders and either process the shipping labels at home too or drive to an UPS/FedEx store or go the post office.  This system, though time consuming works out for the first two months.  Then your daily order average goes up to between 10 to 20 order and you find yourself spending a couple hours a day doing orders.  Time not spent on growing your business and you ask yourself… is it time to find a fulfillment partner?

Here are some questions to ask yourself prior to reaching out to a fulfillment company.  Knowing some or all the answers to these will not only help you understand your needs but will also save time.

The Big One: is it time to move to a fulfillment company?

• Is it time to move to a fulfillment partner?  Does it make sense?  Probably the most important question you need to ask yourself.  Only you will know where that line is and if you have crossed it.  Having your orders fulfilled will cost something, more or less depending on your packing needs.  Most companies though have proficient systems in place and can turn your orders around in quick order.  Your time is valuable and could be better spent growing your business, bringing more customers to your site and ultimately making more sales.  Only you will know when it is time to make that switch.

What are Your Fulfillment Needs…

• What is your present and anticipated order volume?
• What is your average number of items per order?
• How many SKUs will you carry with your fulfillment partner?
• How are your items to be packed and are there any special packaging requirements?
• How much space does your inventory take up?
• Will there be returns?  If so how should returns be dealt with?

What Will Be Your Shipping Needs…

• Which carriers and services with those carriers will you offer?
• Do you want to offer same day shipping?
• Do you or will you want to ship internationally?  Doing so could increase your client base but there are extra steps involved.
• Will your orders ever ship via a trucking service on a skid?

What are Your Technology Needs…

• How will orders be sent to your fulfillment partner? Email, import file or by logging into your system and printing or downloading?  This maybe dictated by your current systems but your partner should be to work with you in finding a cost effective solution.
• Will you need inventory / order management or do you have a system in place that your fulfillment partner will work in?  If you have a system that tracks inventory, order details and tracking, can your partner work within your system?

Other Things to Consider…

• Will your products need special handling prior to shipping?  Clothing should be sealed in clear plastic bags prior to shipping.  Maybe it would need to be folded ahead of time?  Maybe your product will need special labels applied before it is packed.  Taking into consideration these types of items will save you from unexpected costs later on.
• Will you need your fulfillment partner to perform any type of customer service functions?  Maybe you want to have them do your phone and email support?  Your partner should be able to assist you on many levels – including customer service issues.

I know when a prospective clients reaches out to us we would ask many of the above to get a good understanding of your needs.  Hopefully this article will help you down the path of finding that perfect fulfillment partner and ultimately to your success.

Tucker Roveto, president
The Fulfillment Company

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By TWRoveto, February 20, 2012 6:35 pm

For the Exhibitor:

Ever wonder why people truly attend trade shows? For some, it may be a requirement of their job. For others it might be to make solid industry connections. For most, however, it’s to see what’s new. Whether it’s the latest innovative idea or product, attendees want to go back to their office and to their clients with the truly “unique”. As an exhibitor at a show, how do you then decide what to showcase?

Here are a few tips: Bring merchandise or materials that will allow the attendee to get a good indication of what your business is about in a short amount of time (i.e., as they are walking by on the show floor). You have a very limited interval to grab your audience’s attention (about 30 seconds). In addition, think about your most popular and/or best product or offering. The old “stand-bys” should definitely be featured. Lastly, think about the audience you are exhibiting to. What are their greatest challenges or goals? Products or services that can help your prospects reach their goals or address their challenges should be well presented.

What’s the Biggest Mistake an Exhibitor can make?

Not having a follow up system in place BEFORE you exhibit. Follow-up can occur in many ways and can fit within any budget. Have you attended a tradeshow where a potential vendor or industry partner promised to get back to you with information and never followed through? Do you think you’d be inclined to do business with that company if they finally decided to call several months later? Have a lead “collection” process established and set realistic and measurable goals for after the show. The follow up process can start simply by sending a thank you card to everyone that stopped by your booth.

To Give Away or Not to Give Away……

After realizing the overall expense of exhibiting at a show (travel costs, booth space, your time away from the office, etc.) is there anything left in the budget for you to be remembered? This question comes up a lot. The best approach for this is to have an overall trade show plan for the year. Determine what you can afford, in terms of total expenditure, and then break that number down into smaller increments such as:

1. What you need to order in terms of supplies (business cards, a booth, signage, etc.).

2. Total travel expense (hotels, airfare, meals).

3. Salaries (will someone from your company need to come with you to do the show or can you manage it by yourself?).

4. Giveaway items (handing out items to further enhance your brand/identity).

Giveaways are often the most forgotten item when preparing for a show. With good planning however, promotional products not only help generate booth traffic but also enhance relationships and reinforce your message or brand. When contemplating what to give, be thoughtful about your target audience. If you are going for long term visibility and increased awareness in the marketplace, choose a more economical item such as a pen that can be distributed to everyone that stops by the booth. If you want to be more selective and only give to those that you have engaged in conversation, provide an item that they will use frequently and sincerely appreciate.

For the Attendee:

If you are planning on attending a large show, make sure to create a schedule ahead of time. Print a list of exhibitors, note their booth numbers and visit those booths that you will benefit the most from. Come with a list of prepared questions or specific projects that you would like to review and discuss. If you really want to maximize your experience at a show, here’s an idea on how to stand out from the crowd and engage the exhibitors. If your budget allows, print an “informational postcard” about your company – what your needs are, your contact information and the best time and way to reach you. Your information won’t be lost among the other 2” x 3” business cards collected and  when you are very specific you will surely yield results.

_________

For more information and marketing ideas, contact:

Stay Visible, LLC
http://www.stayvisible.com/
888-746-2111

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By TWRoveto, February 20, 2012 5:58 pm

When you go to Google and search say “Fulfillment Services” you will find there are a large number of fulfillment companies out there.  Look long enough and many start looking and sounding similar.  Here are some things to think about and consider on your path to finding the perfect fulfillment partner.

Fulfillment Focus – There are many many fulfillment companies out there and their fulfillment focus can vary greatly.  Look for a fulfillment partner whose focus is what your needs will be.  There are fulfillment companies whose focus is in printed materials, very large marketing mailings, B2B or B2C.  Retaining the services of a company whose focus is related to your needs will help in your success.

Technology – We live in a new technology age for sure.  Information and technology drives everything to be more efficient, convenient, faster and streamlined.  Looking for a company that is not only up to date but more importantly willing to work with you to come up with solutions to keep your orders moving is important.   Finding a partner that has the resources and ability to be flexible within their technology maybe something you will want to put high on your consideration list.

Location, Location, Location – The location of your fulfillment house may or may not matter, though you may want to think about it if your products are sold only regionally or if your products are very heavy. Another consideration may be that you would have need to view or periodically you or your sales force may need to pick inventory up.  Other factors may include a state’s tax law on fulfillment services or the locations relationship to incoming ports if your products are imported.

Size Matters – The size of your fulfillment company could matter.  Your daily volume may require a company with a large staff or possibly your inventory is very large and lots of warehouse space is required.  Maybe you are just starting out and need a company that can help you through the process, give you the attention you need to succeed and then grow with you.  A smaller company may be better suited to working within your present systems.  Either way there is probably a properly sized fulfillment company to fit your needs.

Cost – seems obvious enough and is ultimately a major consideration.  Look fro quotes that are transparent and straight forward as possible – watch out for buried extra costs.  Make sure given quotes let you calculate your per order costs easily.

Personality – yes it is business and bottle line we are in business to make money but having partners that you feel comfortable with is an advantage.  Choose a company you feel you can develop a good working relationship with, one you will be comfortable with approaching should an issue arise and one that is receptive as well.  We all work hard to make our businesses successful – might as well enjoy the ride as best you can.

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Tucker Roveto, president
The Fulfillment Company