Buyer�s Forum

by Amy Spiezio

Taking A  Chance

At press time, there were more than 400 frame lines, sunwear collections, and accessories setups ready to tempt potential buyers at International Vision Expo East.

Maybe this year it�s time to give a few of the new guys you see out there a spot on your frameboards.

When deciding, evaluate your inventory turns. Maybe the company you�ve been working with because you are friends with the rep or it�s part of your buying group isn�t quite the best partner for you. It doesn�t matter what kind of �deal� the frames are if they stay in your inventory week after week. Frames that remain unsold on the frameboard hurt dispensaries in several ways:

Income: Frames cost money. Frames that don�t sell are an expense that detracts from the bottom line of the dispensary. Sure there are returns to some frame companies, but you�ll never get those money-making hours back.

Space: There�s limited space on the boards and slow-turning items are

taking spots that could be allotted to hot sellers.

Selection: Why would a patient look forward to frame selection when they see the same styles during every visit? There�s no incentive to buy something new if it looks just like the old stuff.

As you head down the aisles this month, think about getting rid of some dust-gatherers and taking a chance with a fresh new line or two.

Photography: Bill Diodato

Styling: Emma Pritchard with Art Wing

Makeup: Viktorija Bowers with City Artists

Hair: Deirdre Novella with City Artists

Model: Annalyce with New York Models

Eyewear: Alain Mikli style A0799

Q: How do you pick new frame companies?

A. I allow sales reps to make cold calls periodically and take that time to check out new lines.

B. I reexamine the list of frame manufacturers who have agreements with my buying group to see if there are any new options.

C. I keep a certain amount of my inventory open for trade show �finds.�