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COVER STORY
Fashion Accessories
Forecast
continued from page 83
tions; but it does not sell to the fi nal customer. The minimum order is $200, but the company accepts $100 orders from estab- lished customers. How does a retailer get started in western wear if they do not know any- thing about the business? Says Palacios, “When someone wants to get started, we mail them a 40 page catalog. We also encourage new customers to visit our web- site and then speak with us. To get them going in western wear, we can suggest the best selling belts and buckles. We also have leather wallets that are good
sellers, as well as cell phone pouches. We recommend a va- riety of merchandise that can combine and create a western wear look for the retailer.” The company does not offer
suggested retail prices, because it feels that its customers know what they need to charge and what
they can charge in the
marketplace. What can be charged for a good selection of western wear really depends on the market and the competi- tion. “Retailers are in different markets and they will set their own retail prices,” says Palacios. “They may be located in an area of Mississippi where they are the only people selling western wear. Or they may be in a fl ea market
in Chicago where there are 30 other vendors selling belts. So it all depends.” Joseph Montenegro, owner,
iMEX Specialties Inc., Oakland Park, FL, says, “We are kind of the bottom dwellers of fashion. We basically sell inexpensive fashion accessories. We are sometimes a couple months be- hind the trends. Although we do not set the tone in terms of fash- ion, our merchandise is good, but inexpensive; something that ev- eryone can afford.” The fi rm sells a great variety of belts, includ- ing dress, casual, metal, ladies’, and king size. It also sells men’s and ladies’ wallets, accessories, handbags, briefcases, closeouts,
continued on page 85
84 April 2010
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