Dressing the Part
Xiao noted his company's most popular product. "The V-N16020 (Traditional Surveyor Safety Vest) is one of the most popular items in this line," he said. "It is functional and practical, with good pricing. Its solid fabric allows easy decoration on this vest, even with a logo with many details."
Grethe Castberg Adams, president of Southern Plus, Hartwell, Ga., noted her company's most popular apron style. "Our most popular style is the 7603CQ Butcher Apron," she said. "It's a full-length apron with a great price point, available in eight colors. It's a clean design with no pockets."
Lloyd described some of Edwards' best-sellers as well.
"Edwards' Easy Care Oxfords, styles 1077 and 5077, and the Rugged Comfort Casual Pant styles 2551 and 8551 continue to be best sellers," she said. "The shirt has been a mainstay for many years, and end-users like its classic style and easy care," she said. "Dress it up with neckwear or wear it casually-this shirt is easy to embroider to build a company's brand. The Rugged Comfort Casual Pant is popular because it offers new styling to a blended chino and provides soil-release and moisture-wicking fabric that doesn't fade."
What You Can Do to Increase Sales
Adams, Lloyd and Xiao all offered some advice on selling uniform and apron pieces. Adams mentioned the importance of planning for reorders. "Ask if the item will be available by the supplier beyond the current year," she said. "Reorders will be needed as the aprons wear out and new employees are added.
"Lloyd also gave advice on planning, recommending distributors pay attention to the logistics of fitting programs. "Distributors who move from selling a shirt for a special event to selling a uniform program should think beyond the sale," she said. "What I mean by that is they need to know how many employees there are, how they take measurements, and if all employees are in one or multiple locations," she explained. "Selling the garments is really just the first step."