Building a Retailer-Wholesaler Relationship

Q: What qualities should jewelers seek in a wholesale partner?A: “We look for brands that have a beautiful collection of jewelry and/or watches. The product of one of our watch vendors, A. Lange & Söhne, stands for the pinnacle of watch­making expertise. Their attention to detail and quality is impeccable and critical to the development of a superior product. We also look for ­vendor partners that are not over-distributed within the local and national markets. We want to cultivate our entire collection of fine ­jewelry, watches, and gifts around the mentality that the vendor partners we represent are unique and rare.”—DAVID WALKER, CEO/owner, Shreve, Crump & Low, Boston“It’s critical that our wholesale partners have the desire to learn what our business is about before any orders are written. Reasonable terms, price, quality, design, expedient delivery especially on

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