What Wholesalers Should Know About the Museum Store Buyer

First, the products you are selling must relate to the museum’s collection. Second, buying patterns of museum stores will differ from their for-profit counterparts. Third, be respectful of the museum store buyer’s time. And fourth, be flexible with the ordering and payment process.

The IRS requires that merchandise in museum stores be related to the museum’s collections. Hence, a product suitable for a natural history museum might not be suitable for an art museum.

Museum store buyers seek unique merchandise that will teach and stimulate interest in their collections. Literature accompanying products that describes origin, production process and the artist helps to advance the museum’s mission.

The buying patterns of museum stores differ from for-profit retail entities due to their institutions’ seasonal schedules and changing exhibits.

Peak seasons vary across museums. Some stores do their best business during summer tourist months, while others are busiest during the school season. Some rely on the winter holiday season for more revenue; others are not even open in the winter.

For a temporary or traveling exhibit, a buyer may order huge quantities of a particular item only once or for one season.

If your product ties-in well with a traveling exhibit, get the itinerary and follow up with future stores hosting the exhibit.

Time is precious to museum store buyers. They typically perform multiple jobs. In addition to buying merchandise, they often manage the store, design displays, coordinate the volunteer program and are involved with on-site food operations.

To make a good impression, schedule sales appointments or provide catalogs that they can read when they have a spare moment.

Buyers tend to value long-term relationships with trusted vendors who consistently fulfill orders promptly and have a proven track record for quality service and products.

Keep in mind that museum stores must abide by the purchasing and payment procedures of their institutions.

Some buyers must submit purchasing plans for approval by various members of the museum hierarchy. They place orders only after their product selections have been approved.

For this reason, gift shows are often used for research rather than buying opportunities. This is particularly true of first-time attendees to MSA's Museum Retail Conference & Expo.

An estimated 80 percent of all attendees place orders at the Expo, but they also collect data, meet new vendors and return home to contemplate what they've learned before ordering.

Many museum store managers must go through a central accounting office when placing orders and paying bills. Few museums pay cash for shipments on delivery (C.O.D.).

Although museum stores generally are reliable business partners, payment might be slower than is customary due to these procedural steps.

To increase your exposure to museum store buyers, maintain current and accurate information on Product Search, MSA's searchable online vendor directory.