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In January, the 44th President of the United States will take the oath of office. Both candidates campaigned for change during a turbulent season, which included a major downturn in the economy. We all know that change takes time. The impact of Obama’s presidency will probably not be felt right away.

As business owners, our concern is more for the immediate future. We want to know how our business will be doing in three months or in a year. We need to know what strategies we can put in place now that will give us a competitive edge during tough times.

Helen Brett Enterprises has always strived to work closely with retailers to understand their individual needs. We particularly understand those who retain a small inventory. That’s why we recently conducted an extensive survey in Memphis to ask buyers what is needed in their markets and from the shows.

It probably comes as no surprise that the buyers responded that they want better price points. If they can make more of their purchases at wholesale prices, they can pass their savings on to the consumer and remain competitive. However, the exhibitors tell us it is difficult to service the buyer with wholesale pricing if the order is not truly wholesale.

The buyer asks, “Why don’t they offer me wholesale pricing?” The exhibitor asks, “How do I know she’s a true wholesale buyer?” To borrow a phrase from the political season: someone needs to reach across the aisle and come up with a solution. At Helen Brett Enterprises we are trying to serve both ends of the market – we are here to make sure both sides of the aisle are reaching out to help each other.

One of the strategies a small business owner can adopt during these tough economic times is to remain loyal to the regional market. After all, the regional market is where the best value for small, individual stores is. The fact that banks are cutting back on lending hurts exhibitors and buyers alike. This creates an atmosphere where people will reduce what they spend on travel and hotel stays, which in the long run helps the regional markets.

Now is the time to pull together in the regional markets. This is exactly why we just completed the survey in Memphis and will soon complete a similar survey in New Orleans. Buyers can save money by staying closer to home and bringing their big orders to a regional show. Not only will they save money on travel, they will save money because they’ll be able to place a true wholesale order.

I want to assure our exhibitors that our buyers are qualified. The survey proved that the qualified buyer is not buying in wholesale quantities. I also want to remind the buyer to buy in volume so your neighbor won’t be able to buy at the same price. Buying in quantity gives you the competitive edge you want. Buying in volume sends a message to the exhibitor.

The results of the survey also made it clear that the buyers would like a series of education seminars. We are excited to launch a new seminar series in Memphis. Look for an announcement with the details in the next flyer mailing.

Finally, I would like to say many thanks to all of the buyers for responding to the survey. We take your input very seriously. Helen Brett Enterprises started listening to buyers and exhibitors when Harry Truman was in office. We plan on listening for many years to come.