Checker Newsletter

I have wanted to do this for a long time – take the same product and write two totally different articles around it.  The 4 1/2″ On-Point ruler is the perfect opportunity to show how you can look at the same pattern in a totally different way.  In Part One, I shared why this pattern can be made by anyone with excellent results.  This time, we will show you how to turn it into the perfect demo.

Kylee’s Kite quilt is created with the On-Point ruler:

Item #2024QD  Retail $7.45

Choosing the demo:

Order ONE of the item you are considering demonstrating!  In this case, I know it is a proven winner – but unless you know the designer by reputation, order the pattern or notion so you can read it or play with it first.  If you don’t like it, your customers won’t either!

Read the pattern – sounds so simple, but many people don’t -and miss sales!  In this case, Eleanor recommends invisiGRIP (Item #OG2101), her 2 1/2″ Fussy Cut Square (included in a set of miniature rulers – Item #2020CC) as well as 5 inch or 10 inch fabric squares.

Testing the Product:

Choose fabrics that work well for the quilt – but may be in a different colorway than the photograph in the pattern.  Cut enough fabric to test the block – but not make the whole quilt! Test the pattern and ruler by making the story board. In this case, a 10″ square of three coordinating fabrics and two – 3 inch strips of a background fabric are enough to make four blocks.  From a minimal amount of fabric, you can make a storyboard showing each step:  how to cut the fabric;  sew a triangle to each side of the kite; show a pressed square before trimming; a trimmed square and a completed block.

You don’t have to actually make a story board, but having an example of the block – showing each step when demonstrating – is absolutely necessary!  If you take the time to make a story board, however, you have a visual demonstration that sells product ALL of the time – not just during the demonstration!  It is worth the effort!  You will have these story boards and be ready to demonstrate at shop hops, speaking engagements, etc.   I made my step by step samples in less than an hour.

And follow the instructions!!!  Many of you are so experienced that you just start sewing because you think you know how the designer would have done it.  Your customers will read the instructions – so you have to too – and you might even learn something!!!

Make notes so you don’t forget to share tips and techniques when demonstrating – and these notes can provide a cheat sheet for your employees so they can demonstrate it as well.  And, for those of you who are close to my age, it doesn’t hurt to have notes to read before you demonstrate this product again – my memory wasn’t what it used to be!  I just glue them right to the back of the story board.  Include a list of the products you need to order for the demo.

You don’t have to make the whole quilt – a sample is great, but in this case the ruler and kits are so reasonable, that it may not be necessary.

Ordering the Products:

Now that you know that this is a great demo, order accordingly and at least three weeks before the event.  At this point, you believe in the product so you can sell it!  This particular ruler is selling like hot cakes – which means someone across the country could be ordering 100 for their demo as we speak!  Our buyers can not predict that, so consider calling your sales rep and placing a consignment order.  Or, call in your order.  Our customer service reps can tell you how many are in stock and work with you to see if we can have them available when you need them!

Don’t forget to order the companion products that are mentioned in the pattern – and you will be using in the demo.  You can’t sell what you don’t have in stock!

Practice the Demo:

A demo does not have to be a big deal!  Yes, you can plan an entire demo day, invite all of your customers, and make it an event.  BUT, you can also demonstrate something else at every class.  Start (or end) a class by sharing your “new favorite” notion.  This particular ruler can be demonstrated in less than five minutes if you have made a story board.  They love seeing something new before everyone else does – and it will give you an idea of how well it will sell.  Then you can order accordingly!  I have often sold more at these “impromptu” demos than I did at the official class!

You can also practice the demo in front of your staff.  This means they will know how to demonstrate it as well – and be aware of the new products in the store.  If your employees are excited about a product, your customers will be too!

Why not give a kit and ruler to a staff member or qualified customer at cost if they will make the sample and let you display it for a period of time?  It doesn’t cost you time or money – and you have your sample.  Be sure to give the quilter a deadline however – and know that she does quality work for everything – piecing, quilting, and binding!

Prepare the Kits:

This is the perfect kit!  It only take 10 – 10″ squares; 4 – 3″ strips for the binding; and 1 1/2 yards of background fabric.  Cut 5 – 10″ strips of ten coordinating fabrics.  While you are at it, cut two 13 1/2″ strips of each fabric to kit the bindings.  Open up the 10″ strips and stack one of each fabric so you are cutting 10″ squares of ten different fabrics at one time.  (If you can’t cut 10 layers with your rotary cutter, you need a new blade!)  You can cut four kits out of each set of strips.

In less than an hour, you can cut 20 kits from 25 yards of fabric!  Make a note of how you cut these kits and attach it to the back of the story board.  Then, you can choose fabrics and hand them to any employee to kit.  Who can resist a kit that can retail for less than $20.00???  Since the kits only include 1 1/4 yards of fabric, you may include the ruler.  They only need to pick out and add the background fabric!

Set Up a Display:

Prominently display the ruler, the story board, the invisi-GRIP, and the miniature ruler set – along with pre-cut fabrics or your kits.  Don’t forget to display appropriate background fabrics and the fabrics used in the kits.  They may want to pick up a yard of backing fabric while it is still in stock!

Piggy Back a Class:

This is really one of those quilts that can be made up in an afternoon so why not offer a free class if they buy the kit, ruler, and background fabric?  But be prepared – it really is so much fun that they may buy more than one kit!  Thirty-six blocks – or four kits – will make a great throw.  How great would this look in patriotic fabrics for a great table topper or fireworks quilt?  Now THAT would be a great wedding gift.  Throw in a picnic basket, and you’ve added that awe factor!

Get Organized:

Don’t wait until you are having a demo day to prepare for it!!!  When you hear about a good demo, order the product and test it!  It is always good to have several of these in your arsenal – especially at shop hop time.  If you run out of one product, you can start demonstrating another one!  Sales don’t have to diminish each day because you are running out of inventory – unless you let it.  And, don’t forget to talk to your sales rep about consignment orders!  You will be glad you did!