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www.IndependentRetailer.com KIOSK KORNER Made In The Shades
Of Pacifi c Link continued from page 62
on top of the current trends, which are important to buyers in mall locations.” Sales at mall carts and
kiosks make an important contribution to the company’s bottom line. “We do have many kiosk customers. And we sell a lot to wholesalers,” he adds, who in turn distribute to kiosks. “There might be a wholesaler who owns and operates 25 or 50 carts and kiosks, and we’ll sell to that wholesaler, and he’ll turn around and redistribute that product to the individual store locations.”
That longstanding experi-
ence with cart based retailing in malls gives Pacifi c Link the ability to offer advice, which is part of the service that sets the company apart. “Typically, when kiosk owners are new, they tend to buy what they like, not necessarily what sells. We don’t claim to be experts on everything, but we do claim to be experts on sunglasses. So we prefer that customers allow
us to do some of the picking for them, or at least let us help with their selection.” That’s a service that makes use of Bryan’s deep product knowledge. “We just provide what we feel will be the proper styles for that par- ticular market. I typically pick 80 to 90 percent of the styles for them.” The company offers starter
kits, but the small quantities involved make them a better fi t for a general store, not a spe- cialized kiosk. “We do have starter packages, but not nec- essarily for carts and kiosks,” says Bryan. “If a kiosk is set up strictly for sunglasses, it can typically carry anywhere
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