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The second, less obvious, problem with not planning for seasonal sales is that you may have too little inventory on hand. You cannot sell twelve Santa figurines if you have only four in stock, unless you are lucky enough to find a supplier who can ship a reorder at the last minute. You cant sell from an empty cart, the saying goes. Customers want what appears to be a full selection to choose from right up to the holiday itself. They usually will not buy the very last item on hand, even at closing time on Christmas Eve. Creating a Seasonal Planning System A seasonal planning program can make life easier for anyone who buys holiday merchandise and should lead to better inventory turns and a more profitable operation. Creating a Seasonal Planning System A seasonal planning program can make life easier for anyone who buys holiday merchandise and should lead to better inventory turns and a more profitable operation. ing more accounts. In this situation, the buyer is in the awkward position of not knowing to whom to give the order, and this can be especially difficult if by unhappy coincidence the two reps are in the store at the same time. When this happened to us, I called the company for clarification, and was told that the real rep for my area was someone elsefour states away! Most sales reps are not paid their commission until the vendors invoice is paid, and they may not receive any commission at all if your payment is very delinquentanother reason that it is important to stay current with your bills. Keep in mind also that sales reps time is valuable. Keep in mind also that sales reps time is valuable. Tips for Trade Show Attendance Perhaps the most valuable hint anyone can give a new trade show attendee is to wear comfortable shoes. If you are not used to standing on your feet all day, you will find that your buying decisions are being impaired by foot fatigue before the day ends. Business casual is now acceptable attire for most trade shows, but keep in mind that you need to look like a professional in order to be treated as one. Come to a show well prepared to place orders, with a sheet of credit references (described later in this chapter) and a credit card or business checks if you plan to make any purchases that are cash and carry or need to be prepaid. In addition, you will need the proper business identification for getting into the show, or your show badge and identification if you have preregistered. Preregistering saves time when you arrive, and it will usually save you money on registration fees, if there are any. Preregistering saves time when you arrive, and it will usually save you money on registration fees, if there are any. Games.