We don't need a catalog. True or False?

Updated printed sales sheets and catalogs used to be the norm for highly successful products. With the advent of the internet, some companies now translate what they post to the web as their catalog. They believe that having something in print is an unnecessary expense. Contrary to this, catalogs and sales sheets are a necessary tool you should not skip over.

For business direct to consumer, online catalogs and websites work well but if you are wholesaling your products you may be missing much of your market. Whether your potential retailers visit the Market Showroom you are in, your road reps visit them or you work directly with Sales Reps there always needs to be a current leave behind.

Just having a catalog does not solve all of the issues.  Ideally, sales representatives will receive a new catalog just before market so they can get acquainted with the products/prices. They should be (at worst) in the showroom updated for each market and at each sales representatives door step when they arrive home from market.

Your sales sheets should take advantage of the various selling periods throughout the year. Any promotion you have should be accompanied by a sales sheet to assist your Sales Representatives. Anytime there is a new product display, that should be featured.

So, TRUE, if your company is trying to get shelf space in retail gift stores.


The best catalogs show actual photographs of the products and descriptions of what they are. Separately have a price list that corresponds to your visual catalog that can be updated as needed.

Wholesale Consultantcy Opens

For over thirty years, Mabyn Kean Shingleton has been advising, coordinating, and creating programs which help business owners reach their goals. For the first twenty years she worked with retailers, financial companies and large corporations with all of their advertising and marketing needs.  For over ten years she has worked as a manufacturer's representative, both independently and through a showroom. Her skill sets complement each other.

"One of the most frustrating things I have encountered is manufacturers not giving sales reps what they need, when they need it." Knowing what to arm a sales representative with and how often to communicate is vitally important since it completes the marketing circle. Just having a sales rep or showroom is not enough. Depending on what you are selling, they need specific things. If you feel like you are not getting all you should from your sales team or rep group, call Mabyn at 866-353-4287. You have nothing to lose and everything to gain.