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less merchandise.” Like Peterson, Weissman has
a solution that depends heavily on relationships. “Overseas Trad- ing has been doing this for the last 15 years, and we’ve devel- oped good relationships, so these goods continue to come to us,” says Weissman. “We get called on a daily basis by manufactur- ers who want to clear their fl oors; factories overseas that want to sell manufacturer overruns. We source goods from all over the world.” And like Kole, Weissman has changed his company’s busi- ness in response to the economy.
“Although the bulk of the com- pany is wholesale closeouts,” he says, “we’ve also added a new branded apparel division, and now we specialize in branded apparel. The denim market is very strong, and we continue to source denim on a daily basis. As the market changes, so does the company,” Weissman ex- plains. He has found a growth niche in overseas trading, as his company name implies. “We ship containers of clothing all over the world,” he says, men- tioning Russia, Trinidad, and the Middle East. “We get contain- ers in on a regular basis from all over the world.” Overseas Trading has been fl exible on its sourcing, willing
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to alter its product mix and re- sponsive to customers’ needs. “We will sell anything from one pallet to multiple truckloads,” Weissman says. “We sell a lot to resellers, and for that we blind
ship for them.” This fl exibility has paid off for the company. “We have a sales staff that keeps growing,” says Weissman, and, “We’re up every month. Nothing
continued on page 96
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