Featured Online Sellers
Customer engagement is key to product sales, and there is no better place than flea markets to connect with consumers and sell novelty items. Vendors who capture consumers’ attention with an innovative product showcased through interactive demonstration will find a fun way to convert curiosity to cash.
Hang It Perfect™, a tool that perfectly aligns, levels and hangs pictures, racks, shelves and mirrors in less than two minutes, is a product that must be demonstrated to be sold, according to inventor Mike Marks, president and CEO of Innovative Tools, Inc. “Hang It Perfect is a great seller at flea markets because once people see it work, they are sold. We have a great demo to sales ratio of 63 percent,” Marks adds. “The number one crowd reaction is ‘Wow!'” Adding to the excitement, Marks may be capping off the first six months selling his invention with a gig on QVC. Hang It Perfect was chosen in a recent QVC Sprouts competition, the precursor to selling a product on the show.
It all began when Marks’ wife Sue asked him to hang a picture late one night. In a rush, Marks hung the picture cockeyed. “About two in the morning, I woke up with an idea,” Marks recalls, “and in the morning I went out to the garage and within a couple of hours I had created the first Hang It Perfect.” Ironically, Sue Marks is now possibly the world’s most famous picture hanger as the face of Hang It Perfect in the company’s demonstration video. “The video is getting thousands of hits from people all over the world,” Marks points out, “and not only are people watching the video, they are buying the product. Online and in person, the demo is extremely important to our sales.” Wholesale price for the product is around $16.99, depending on the store and quantity ordered, and it retails for $29.99. Innovative Tools will be expanding the Hang It Perfect line with a snap-on accessory for hanging pictures on staircase walls.
Another unique product, Smitty’s Glass Wax, was created as a means to clean eyeglasses, according to Kim Smith, owner and inventor of the wax. “Because people have never seen a wax that cleans glasses, we demonstrate the product. Once people try our product, they see how amazing it is and it is very easy to sell,” Smith emphasizes. “It’s an easy three-minute demo and when we clean somebody’s glasses at a show, we sell almost 90 percent of the time.” Another eye-catching demonstration is to soil a mirror with things like hairspray, dirt, grease and lipstick and clean it all away with Smitty’s Glass Wax. The product is also marketed at retail outlets with, “Try It Free Cleaning Stations,” display boxes supplied with cloths and product samples. Smitty’s Glass Wax also cleans smartphones, computer screens and tablets; marine products such as boats; kitchen and bath countertops; and windows and mirrors, says Smith. “It’s a great add-on product if you’re selling things like cell phones or sunglasses,” he notes. Suggested retail is $9.83 and wholesale prices range from $2.50 to $3. “We’ve sold 200,000 plus bottles. People that try it absolutely love it.”
Another surefire way for vendors to seize consumers’ attention is with 120 screaming decibels, like those produced by Alarm It, a unique cable lock alarm system that goes off when the cable is cut. The system comprises a main unit, which is about the size of a cigarette pack, and various attachments including a padlock, window arm and personal pin for joggers. To sound the alarm, vendors can put one end of the cable into the Alarm It with the nine-volt battery, says Bob McMahon, president, who bought the company along with Tom Missimer, VP, in 2007. “It attracts people like crazy.” Alarm It locks are showstoppers at flea markets not only when sounding off but also because people notice the unit’s red, pulsating light and ask what it is, McMahon adds. When people discover all the things they can protect with Alarm It, they buy it. The number one selling Alarm It is the sports model, a heavy eight-foot cable and lock system for motorcycles, ATVs, jet skis, snowmobiles and all types of marine uses. The bicycle lock with a four-foot cable is another popular seller. “It’s a great bicycle lock,” McMahon states, “and it has a high intensity flasher, so when you hang it behind your bike saddle, people can see you up to two miles away at night.” The alarm is useful for flea market vendors themselves, McMahon points out. “These are great for locking up items when merchandisers have to walk away from their booths for a few minutes.” Retail prices range from $32 to $54 and the basic unit costs about $35.
Alarm It recently rolled out a micro-distributor program whereby distributors purchase products at half retail price. The company provides micro-distributor websites and lists micro-distributors on its main website. “A lot of people visit our site who want protection right away because of recent loss, and they want someone in their area,” McMahon stresses, “so we actually send our distributors business.”
Much like Alarm It capitalizes on auditory attraction, AquaGems of Idaho, LLC relies on both a tactile and visual experience when introducing AquaGems Liquid Marbles® at events. Martie deVisser, who launched the company along with Matt Furniss in 2008, says AquaGems are a decorative medium for floral and other craft arrangements. Non-toxic, biodegradable and available in 16 colors, AquaGems are made of a polymer that absorbs, stores and releases water.
Because they start out as tiny beads and grow when hydrated, consumers often are puzzled at first glance and ask vendors, “What are they and what are they used for?” deVisser states. Vendors have to display a bowl of AquaGems as the base of a floral or craft arrangement to show they can be used as an attractive soil substitute, as well as a water source for plants and fresh-cut flowers. In addition, sellers should exhibit a large bowl of AquaGems so people can feel them. “They love to touch them to see what they are,” deVisser stresses. “People can’t keep their hands off them and once they feel them, people buy them.” Firm yet squishy, they feel cool to the touch and can serve as a stress releaser. Some people even like to smell them, which prompted the company to launch its new Aroma Beads. Another great sales tool is a bowl of AquaGems surrounding a candle or BrightSpots accent light. “Light illuminates every marble and people love it,” deVisser says. The company’s video, a slideshow of arrangements and projects set to music, also garners a lot of attention.
AquaGems make a big statement and are great for brides on a budget. deVisser adds, “We sell one and two pound event bags to wedding and event planners and florists across the country.” Wholesale price of the 10-gram AquaGem packages is $1.25 and suggested retail is $2.49. Customers who buy in case quantities of 48 receive a 20 percent discount. Wholesale price of the two-pound event bag, which comprises 90 ten-gram packages, is $47.95. “Over the last four years, I’ve set up a lot of distributors who do flea markets and craft shows,” deVisser shares. “The economy has been so terrible and a lot of people can’t find jobs so they buy the products in bulk, package them, put out their business cards and they’re in business.”
Another item well suited for flea market sales is Krave®, a disposable electronic cigarette from Vapor Corp. Because electronic cigarettes have no flame, tar, ash, odor or second-hand smoke, consumers can use them in locations where traditional smoking is commonly prohibited such as offices, restaurants and bars. “The flea market is often about finding and presenting novelty items and the electronic cigarette is exactly that,” states Adam Frija, director of Business Development at Vapor Corp. “Live demonstration is one of the most effective sales strategies we use to promote Krave. There is no substitute for showing the product and allowing people to try it.” Vapor Corp.’s tester caps allow people to safely try Krave by holding the “cigarette” to their lips and inhaling the vapor. “Typically when people try the product, their reaction is, ‘Wow, this is so unique,'” Frija stresses. “People usually say they enjoy the flavor and the amount of vapor that is emitted.” Live demonstrations can be supported by Vapor Corp.’s visual display, which includes a video, signs and window clings, product display units and striking designs. Pamphlets, instructions and user manuals also help consumers understand the product.
Wholesale pricing varies and is based on both volume and retail channel. For the flea market industry, Frija suggests vendors try selling the Krave model with a lower number of maximum puffing units before disposal. “We offer very competitive pricing and can offer more price sensitivity with that Krave model,” Frija points out. Retail price ranges from $7.99 to $9.99 and profit margins are in excess of 60 to 80 percent. Other electronic cigarettes available from Vapor Corp. (VPCO), a publicly traded company, include Smoke Fifty-One®, Green Puffer®, Americig®, VaporX® and EZ Smoker®.
Ecotek America, LLC, which distributes thousands of products, introduced its own cool novelty item in 2009. The Original Kool Towel® provides immediate relief from the discomfort of heat, strenuous activity, exhaustion, multiple sclerosis, chemotherapy, menopause and headaches, explains Abraham Lockhart, owner. The Kool Towel keeps users up to 20 degrees cooler than the ambient temperature and provides cooling relief for up to four hours. Available in lime green, hot pink and blue, the product is made of a material that is antiseptic, antimicrobial and hypoallergenic, as such, the color might fade naturally when exposed to ultraviolet light.
The best selling Kool Towel, developed through proprietary technology, is a great product for flea market vendors in any climate because of its myriad uses. In a hot climate, sellers simply drape the towel over a consumer’s arm. “Once you put it on someone’s arm, it’s a done deal,” Lockhart states. To activate, users simply wet the towel in warm or cold water, wring out excess water and give the towel a few shakes. The material is hyper-evaporative so it will not make clothing wet. “Florida tends to be hot and sticky and once consumers feel the Kool Towel, you don’t need to explain to them what it is, they understand.” One seller in Florida averages sales of 200 to 400 pieces over a three-day weekend, Lockhart points out. When cold and snow were the backdrop for a show in Canada, on the other hand, one vendor hung a banner in his booth touting the Kool Towel as a means to relief from menopausal hot flashes and he sold 400 pieces in 14 hours, Lockhart says. “Women who were at the show were phoning friends to tell them about the Kool Towel.” In addition to demonstrating the product, vendors can display Ecotek’s product video. The product wholesales for around $7.50 and retails for $19.99, with some vendors offering a special of two towels for $35. The minimum order is $135.
The secret to sales is often letting consumers touch, manipulate, hear and interact with products. Showing people how they can hang a picture perfectly, keep their glasses clean, protect personal property, make a decorative statement or stay cool gets people’s attention and, moreover, it sells.
For more information:
Innovative Tools Inc.
714 West 5th Avenue
Naperville, IL 60563
Tel.: 630-364-2945
Email: mike@innovativetoolsinc.com
Website: www.innovativetoolsinc.com
Smitty’s Glass Wax
Tel.: 800-588-4799
Email: Smitty@smittysglasswax.com
Website: www.smittysglasswax.com
Alarm It
11000 Metro Parkway Ste 22
Fort Myers, FL 33966
Tel.: 239-274-7990
Fax: 239-274-7994
Email: alarmitlocks@aol.com
Website: www.alarmlocks.com
Aqua Gems of Idaho, LLC
2420 S. Yellowstone Hwy.
Idaho Falls, ID 83402
Tel.: 208-542-1121
Fax: 208-542-1131
Email: amy@aqua-gems.com
Website: www.aqua-gems.com
Vapor Corp.
3001 Griffin Rd.
Fort Lauderdale, FL 33312
Tel.: 888-482-7671
Fax: 888-882-7095
Email: Online Submission Form
Website: www.vapor-corp.com
Ecotek America LLC
4630 S. Kirkman Road, # 279
Orlando, FL 32811
Tel.: 407-968-7359
Fax: 407-777-9347
Email: Online Submission Form
Website: www.ecotekamerica.com