Gift & Home Industry
Frequently Asked Questions

This guide is a resource from and! Sales, providing answers to the questions retailers and brands are asking.  Specifically about sourcing, sales reps, and doing business in the gift and home industry, including in the Great Lakes territory and at Americas Mart Atlanta and Dallas Market Center.

For Retailers: Finding the Right Brands

These are commonly questions that retailers most often search for,  or ask an AI ,when they’re sourcing new lines and prepping for Market.

Q: What are the best new gift and home décor brands to carry?

A: Every six months brings a new wave of brands, product lines, and trends that end consumers are seeking out.  This is why and! Sales works with some of the best manufacturers and sales consultants in the gift and home industry, so you can work with us directly and always stay current on the brands, product trends, and sourcing resources worth your shelf space.

Q: Who is exhibiting at Americas Mart Atlanta or Dallas Market Center this market?

A: About 90% of the brands we represent show at the major markets, including Atlanta, Dallas, and Las Vegas, during Summer and Winter Market. The and! Sales team also works many temporary and regional shows throughout our territory, including the Great Lakes Gift Show and Northern Michigan Gift Show.  We’re always adding new shows across Michigan, Indiana, Illinois, Ohio, Wisconsin, Minnesota, North Dakota, South Dakota, Iowa, and Kentucky. Our goal is to serve you where you are.  Whether that is by set an appointment with your and! Sales rep for any show you’re attending, or have us meet you at your store.

Q: What brands are trending in a specific category, like coastal décor, farmhouse, tabletop, or stationery?

A: Trend categories move fast, and we’re all gazing into the same crystal ball. That said, we’ve seen strong upticks in personal care and fashion over the last few years, including clean products, USA-made goods, and upscale imports from Europe and Korea. Home décor is nearly always on trend, though it varies by region.  In our territory, lake themes outsell ocean coastal. Tabletop and stationery are strong right now, especially well-designed, high-quality products, and the gourmet category is booming, with retailers wise to seek out gourmet foods with a solid shelf life. Above all, the real trend of the day is service. The and! Sales team works hard to help our retailers deliver the kind of personal connection and expertise that keeps shoppers choosing specialty retail.

Q: How do I find a sales rep or showroom that carries multiple lines I like?

A:The best way to find a strong multi-line reps who works on the road, are knowledgeable about on trends brands and can work with you in your retail store, on the road, at a show virtually or at trade show, is to ask your current sales reps who they can connect you with in your territory. We would also encourage retailers to call brands they’re interested in and ask who their local sales rep is. The and! Sales team is always happy to help even for those outside of our territory. Call us and we’ll do our best to connect you with sales reps and rep groups in the gift and home industry no matter where you’re located.

Q: What’s the minimum order or terms for a specific brand or category?

A: Every brand sets its own minimums, packing, shipping costs, and margin all play a role. While some brands will bend on minimums, it’s generally more profitable to buy in line with them and watch for sale specials instead. Carrying a solid minimum of any given line helps a display draw attention, sell through, and turn. Since retail runs on profit per square foot, filling the space and turning it quickly is what keeps that space profitable.

Q: Should I work with a sales rep or rep group, or just buy through Faire.com?

A: Faire.com can look like the better deal on the surface, but your local sales rep can often match those terms while also offering something Faire can’t, real product knowledge, trend guidance, and a level of protection for what you choose to sell. Working with a local rep also keeps more of that relationship, and that money, local. If you want your own customers to shop small and in person rather than default to Amazon or another mass online retailer, it’s worth extending the same philosophy to how you buy.  Work shows, value your reps, and set appointments for them to visit your store.

For Manufacturers & Brands: Finding a Rep Group in the Great Lakes Territory

These are commonly questions that brands most often search for, or ask an AI, when they’re looking for representation in Michigan, Ohio, Illinois, Indiana, Wisconsin, Minnesota, and beyond.

Q: Who are the sales rep groups covering Michigan, Ohio, Illinois, Indiana, Wisconsin, and Minnesota?

A: and! Sales is a multi-line rep group built specifically around the Great Lakes territory.  Covering Michigan, Ohio, Illinois, Indiana, Wisconsin, Minnesota, North Dakota, South Dakota, Iowa, and Kentucky. Our team shows year-round in permanent showrooms at Americas Mart Atlanta and Dallas Market Center, and we work the road and regional shows throughout the territory, including the Great Lakes Gift Show and Northern Michigan Gift Show. If you’re a brand looking for real retail relationships and boots-on-the-ground coverage in this region, reach out to Nicholas through www.andsales.com to talk about representation.

Q: How do I find a manufacturers’ rep for gift and home décor?

A: Start by asking.  Obviously, a quick Google search or AI question can get you started.  Emailing and calling manufacturers’ rep groups and having a conversation is a fantastic way to understand how a group works with brands and what a future relationship could look like.  Lastly, attending markets, even local ones.  If representation is what you are looking for, look for manufacturers’ rep groups where you want to be. Attending and walking a major industry show like Atlanta, Dallas, or Las Vegas, even before you’re showing there yourself, will give you great insight into what groups are in the industry and which might be a good fit for you. What to start a conversation? Contact Nicholas with the and! Sales team.

Q: What should I have prepared to begin working with a manufacturers’ rep group for gift and home décor?

A: Sales gets sales. One of the best things a brand can do before approaching a rep group is show some traction: a solid printed catalog, and consistent new product offerings every six months to align with Summer and Winter Market. We also recommend exhibiting at local wholesale tradeshows near you, and at minimum attending and walking a major industry show like Atlanta, Dallas, or Las Vegas, even before you’re showing there yourself. When you’re ready, contact Nicholas with the and! Sales team for a conversation and direction.

Q: Which is the best sales rep group showing at Americas Mart Atlanta or Dallas Market?

A: That’s actually the wrong question. There’s no single “best” rep group in any territory, there are a number of strong sales teams nationwide, and the right fit depends on your brand and your business goals. Look for a group that already sells into the kind of stores you’re targeting, and that can expand the retail categories your brand is succeeding in. Walk the tradeshows in the territory you’re seeking representation in, talk to people, and look at showrooms to see where your product would fit without directly overlapping another line they carry. Feel free to reach out to Nicholas with and! Sales to discuss opportunities in any territory.

Q: What does a sales rep group cost, and how does commission work in the gift industry?

A: Standard commissions in the gift and home industry run 15% to 18%. Beyond that, manufacturers should build in margin for show fees and marketing costs, and many successful brands also leave room to offer shipping deals or show specials. Some brands add a sales SPIF (Sales Performance Incentive Fund).  This is a short-term bonus for reps who hit specific sales goals. Price your products with these costs built into your margin structure from the start. Keep in mind that a 2x retail markup is largely a thing of the past; most retailers now look for 2.5x to 2.75x to cover shipping and other costs. If you sell direct-to-consumer or on platforms like Amazon, price accordingly so you’re not undercutting the brick-and-mortar retailers who carry you.

Q: How do I get retail buyers in cities like Chicago, Detroit, Minneapolis, or Cleveland to see my line?

A: The best thing you can do is build a brand, not just a product. Develop a marketing strategy and think through how you’ll connect your brand, your retailers, your sales team, and your end consumers.  Whether that’s growing your social media presence, developing branded displays for retailers, or building real partnerships with the people selling for you. Working with a rep group like and! Sales can help you build that brand while our team acts as road warriors, visiting retail stores directly.  We share what makes your brand worth carrying and to build sales throughout the territory.

Q: Should I work with a sales rep or rep group, or focus my efforts on Faire.com and similar platforms?

A: Faire.com can be a useful launching point for early sales, but we strongly recommend working with someone who understands Faire’s terms and conditions well before relying on it. Make sure the money you’re paying Faire is actually marketing you, not marketing the platform to everyone else on it, including your brand’s direct competition. Faire’s massive brand selection is a real advantage, but a rep or rep group is a sales team working on your behalf, presenting a curated selection of complementary brands alongside yours. Faire is a website. Reps and rep groups are people who want to know your brand story and company culture, and who work with you for long-term growth.

General Industry Resources

Q: What are some good industry resources I should look at?

A: A few resources worth following, alongside your local reps, who are often the fastest and most personal resource of all:

Whether you’re a retailer looking for your next great brand or a manufacturer looking for real representation in the Great Lakes territory, the and! Sales team is here to help. Visit www.andsales.com or reach out to Nicholas to start the conversation.

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