A wholesale product niche is the
specific product category that you
are focusing on.
A well thought out niche is even more
For example, a general niche can consist
of the sale of wholesale dresses.
But a clearly defined niche would
be the sale of wholesale American
brand name dresses.
The idea is to be laser focused
on a specific product niche.
The more focused you are,
the better you will be able to
maximize sales of the products
that you are selling.
The reasons are as follows.
When you simply sell a variety of
different wholesale products
you are not becoming an expert
in any specific category.
You are not going to be able to
develop the same knowledge base
about any specific wholesale
product when you are dealing
with many different types of
But on the other hand, when you
are dealing with one specific
product category you will
be able to learn a lot more
And when you focus on one
specific type of product
within the category, you
will be able to develop an
expert level knowledge base
You will want to develop
a high degree of knowledge
about the product that you
are selling since then you
will be able to present your
customers with factually compelling
reasons to buy the product from you.
If you know everything about
wholesale brand name American
dresses you will be able to
articulate all the reasons why
your customers should buy
the dresses from you.
Another advantage of becoming
super informed about a specific wholesale
product is that customers want to
deal with with suppliers that they
perceive as experts.
Customers understand that an
a genuine wholesale expert
can guide them in making the best
decisions regarding the merchandise
which they are considering buying.
While I don't claim to be an
expert, I have developed a
good deal of experience in
supplying wholesale brand name fashion
to retailers throughout Africa and
the Caribbean, as
well as to other regions
around the globe.
This experience, and the information
that I learned in the process,
has helped me guide my
customers in making
their wholesale buying decisions.
Since most of my sales consisted of
brand name dresses and women's suits,
I was able to really understand the
products that I was selling.
That is how I was able to make suggestions to
my customers that they hopefully
Since I have had many repeat
customers I feel confident in the
benefits of specializing in a specific
Although I now specialize in more than
one product niche, I recommend that you
first master one product category before expanding
You might be wondering
how to decide on which product
to focus on.
After all, there are literally millions
of wholesale items being offered
I think the most direct answer
is to focus on the product that your
customers want the most.
Although it is tempting to source
a wholesale product and then try to
sell it, I believe it makes more sense
to first find out what your customers
want and then source that product.
The challenge would be if you don't
have any customers yet.
In the event that you are starting from
scratch I would recommend
that you speak to prospective
People will be happy to tell you what they are
looking for, especially if they
feel that you can realistically help them
obtain what they need.
You can also visit online forums
to see which products people
are searching for.
Another approach is to ask
yourself which products you
personally want the most.
Chances are that there are
many more people who have
the same desires and interests
that you have.
So for instance, if you are
looking for a Tahari office suit,
chances are that many other
people are also looking for
Tahari office suits.
You will definitely
want to confirm this by
speaking to people, since
you will want to make sure
that in fact there are other
people looking for the same
product that you are.
One important point
is that while you do want to
focus on a specific product
niche, you don't want to focus
on a niche that has a very small
Chances are that there is
competition in every product
category, so you don't
want to focus on a segment
where there are not enough
customers for a new wholesaler
For example, you might live in a small town
in the Caribbean.
You speak to people
and discover that everyone loves
to buy American designer shirts.
But if the population consists of
only 200 people, and there are already
5 sellers, it will be hard to
build a substantial business in your town.
On the other hand, if you are the only
seller you might be able to build
a decent business even if you
only have 50 customers.
It is all about researching the level
of demand for a specific product
and the existing competition.
Having said that, if you
can become the top expert
in the product, or products,
that you are selling, you can
easily attract customers
even in the face of intense
Think about it from the perspective
of yourself as a customer.
Who would you rather go to
get fashion advice from,
a retailer that carries a wide range
of assorted clothing, without any sense
of specialization, or a retailer
that focus only on the latest
fashion trends being introduced
in the New York Fashion District?
My point is that if you
are determined to get the possible
advice about your purchase you
will be inclined to shop by
an expert when possible.
I remember when I was younger there
was a clothing chain called Syms Clothing.
Their motto was that an educated
consumer is the best customer.
The implicit message was their
sales staff could educate
consumers so that they would
make expert fashion decisions.
As you can see, everyone,
including myself, wants to
do business with those that
are seen as the experts in their
And this idea is definitely true
in the wholesale and closeout business.