The number-one challenge facing start-up consignment shops is
finding enough good-quality merchandise. "You've got to
learn how to say `No, thank you' to consignors," Nesbitt
advises. "There's an enormous temptation to take things
that aren't quite what you want just so you can fill the shop.
That's the worst thing you can do."
Nesbitt found potential consignors were hesitant to give
her their clothing before the store had opened. "But once the
store was open, clothing came in droves," she says. Until the
shop was adequately stocked, Nesbitt used Styrofoam boards covered
with sheets to block off the back and make the shop appear fuller.
As her inventory grew, the false wall was gradually moved back and
eventually eliminated.
Only a tiny portion of Nesbitt's inventory comes from
sources other than the general public. A few garments are samples
consigned by clothing sales representatives. Other items come from
a local men's store.
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Jones and her partners take a different approach. Bon Ton sold
items from individuals at first but now buys about half its
inventory from manufacturers' close-outs.
Ingenuity and caution are essential in finding the right
merchandise. "Be creative," says Jobes at the National
Retail Federation. "Look to your friends. Look to garage
sales. Look for natural fibers, wools, cottons, linens and silks.
Those seem to sell better. Don't buy styles that are outdated;
those aren't going to sell."
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