Page 55 - AVN August 2016

“We see our pleasure products companies offering more unique products,
which is what is needed in this industry. We also see some new companies coming
to the market with innovative products, like the Womanizer—targeted at high-end,
luxury consumers,” Dantis says. “In regard to basics categories, we see companies
like Pipedream launch a very successful category of dildos and re-energizing
it with King Cock. They have sold over one million units, and this line—from
packaging, product features and realism—brings the category to another level. It’s
moves like this that help a consumer come back to the adult store and trade up for
the next best toy.”
Morgan Panzino, wholesale supervisor for SexToyDistributing.com, says one
great thing they are noticing is that some manufacturers are carving out niches to
differentiate themselves in the crowded market, which can help their long-term
success. Other manufacturers, meanwhile, have lost their creative edge, which can
dramatically affect their standing among buyers.
“We have not seen a major shift in how distributors run their business, which
leaves opportunities for innovation, especially when addressing customers’ current
needs. We hear that customers want better shipping prices, lower product prices,
order processing automation and marketing materials to help improve their sales.
We are happy to change as the industry changes, of course, and lead the way when
we can,” Panzino says.
“Distributors are looking to separate themselves in a crowded market. Some
are tired of being pushed around by manufacturers who are no longer the
partners they used be—or had hoped they would be. In today’s market, this is an
opportunity for new manufacturers to provide distributors with what they need. It
opens the door to private-label opportunities or exclusives.”
Panzino says excitement for new products is crucial for distributors, regardless
of the amount they have to choose from. “We try our best to focus on providing
This page, top, one of the BDSM products carried by SexToyDistributing.com. Bottom, the shipping warehouse at
Eldorado Trading Company.
a premium customer service experience to every one of our clients. We focus on
each customer interaction and provide them with the best possible solutions and
answers to their inquiries.”
Panzino adds there are a few contributing factors that come into play when they
decide to carry a new brand. They look at what is trending in the market, where
the industry is moving and changes in consumer desires. They also ensure that
they are providing customers with well-built items and quality materials that come
from companies that are reliable and easy to work with.
“Distributors can help their mainstream clients by providing top-notch items
that serve every avenue of the adult toy environment. Whether that means
something vanilla, like massagers or mini vibes, to kinkier items like deprivation
hoods or sounding devices. We are making it all acceptable, ensuring we are
providing the best inventory at the lowest prices. We are most excited to introduce
the Shegasm, a new innovative pleasure device designed for unique clitoral
stimulation that is great for beginners as well as sex toy connoisseurs.”
And despite a greater penetration of niche products into mainstream stores,
Garland notes that they will never carry the vast selection that can be found in
adult shops. “By introducing the public to adult toys, they are making pleasure
products and talking about sex more socially acceptable. This makes it more likely
that people will seek out other toys and sexual information that mainstream
companies can’t provide.”
In today’s world, a distributor cannot
just stock products; we work closely
with our vendors to offer value-
added services for our partners.
—Scott H. Dantis, director of sales and marketing,
“
Williams Trading Co.
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