Pitch Card
A TRADE SHOW IN EUROPE
January 2011
Opener
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Do you carry X Designs?
Are you a retailer or sales rep?
What kind of products do you specialize in?
Have you heard of X Designs?
PITCH: TABLEWARE/KITCHEN PRODUCTS STORE
We make beautiful lacquerware that you can eat from. Because it has 1520 coats of lacquer, more than most other lacquer, it is both beautiful
and durable. It looks great for years and won’t fall apart. It feels great in
your hand. It is a very impressive way to serve food in the home. The
pieces are so beautiful that they can also be decorative objects in the
home. Exquisite but practical. We like to call it “functional art.”
The pieces last so long because of how they are made. Each is made by
hand with 15-20 coats of lacquer. Each coat makes the piece both more
beautiful and more durable. The Vietnamese have such a passion for the
beauty and quality of this handicraft that we would not make our
lacquerware anywhere else.
May I ask you a few questions about your store? (go to lead card)
You are located in X? We have been established in the United States for
15 years and are just starting our expansion into X. You could be the
first store to introduce X Designs in X.
Can we help you make a purchase today? Let me introduce you to
Emily, our head of sales.
PITCH: BATH STORE
Bathroom products tend to take a lot of environmental and physical
abuse. Our lacquerware is perfect for the bathroom because it is
beautiful and is very durable so it can withstand humidity and daily use.
It is especially made to handle different kinds of temperature and
moisture. The lacquer doesn’t peel and the inlays never deteriorate. It
will look great for years. It is a very impressive way to decorate your
bathroom. Exquisite but practical. We like to call it “functional art.”
The pieces last so long because of how they are made. Each is made by
hand with 15-20 coats of lacquer more than most other lacquer. Each
coat makes the piece both more beautiful and more durable. The
Vietnamese have such a passion for the beauty and quality of this
handicraft that we would not make our lacquerware anywhere else.
May I ask you a few questions about your store? (go to lead card)
You are located in X? We have been established in the United States for
15 years and are just starting our expansion into X. You could be the
first store to introduce X Designs in X.
Can we help you make a purchase today? Let me introduce you to
Emily, our head of sales.
PITCH: HOME DÉCOR STORE
We make beautiful lacquerware that feels incredibly luxurious. We find
that even decorative pieces are handled quite frequently and the right
weight and texture has a very dramatic impact. Our intent is to make the
pieces as beautiful as they are functional. Our standards of durability are
such that our products can withstand daily use and can be used for food.
We like to call it functional art.
Each is made by hand with 15-20 coats of lacquer, more than most other
lacquer. Each coat makes the piece both more beautiful and more
durable. The Vietnamese have such a passion for the beauty and quality
of this handicraft that we would not make our lacquerware anywhere
else.
May I ask you a few questions about your store? (go to lead card)
You are located in X? We have been established in the United States for
15 years and are just starting our expansion into X. You could be the
first store to introduce X Designs in X.
Can we help you make a purchase today? Let me introduce you to
Emily, our head of sales.
PITCH: SALES REP: DEPENDS ON WHICH KIND OF STORE
THEY ARE PURCHASING
Also add to previous store-specific pitch – Our products have been very
popular in the United States and we’re looking to introduce it into
Europe or X (where sales rep says he/she from).
PITCH: LARGE DEPARTMENT STORE/MUSEUM/HOTEL/
CATALOG – Emphasize ability to do special custom pieces.
We make beautiful lacquerware that is both decorative and practical.
You can eat from it and also display it as art in the home. Exquisite but
practical. It looks great for years and it won’t fall apart. It feels great in
your hand. We like to call it functional art.
The pieces last so long because of how they are made. Each is made by
hand with 15-20 coats of lacquer. Each coat makes the piece both more
beautiful and more durable. The Vietnamese have such a passion for the
beauty and quality of this handicraft that we would not make our
lacquerware anywhere.
We especially like to work with X because of the opportunity to do
creative, special projects. We do a lot of custom projects, such as for the
Metropolitan Museum of Art and Calvin Klein Home. We can create
individual pieces and colors for you and the minimum requirements are
low.
You are located in X? We have been established in the United States for
15 years and are just starting our expansion into X. You could be the
first store to introduce X Designs in X.
Can we help you make a purchase today? Let me introduce you to
Emily, our head of sales.
PITCH: PRESS
We make beautiful lacquerware that you can eat from. Because it has 1520 coats of lacquer, it is both beautiful and durable. It looks great for
years and won’t fall apart. It feels great in your hand. It is a very
impressive way to serve food in the home. The pieces are so beautiful
that they can also be decorative objects in the home. Exquisite but
practical. We like to call it “functional art.”
The pieces last so long because of how they are made. Each is made by
hand with 15-20 coats of lacquer, more than most other lacquer. Each
coat makes the piece both more beautiful and more durable.
Photographers love to shoot our products because they love the shine
and the warmth. Our pieces look great in photos. And, writers love the
story behind our collections. We work only in Vietnam because of the
passion that the Vietnamese have for this ancient handicraft. Each piece
is handmade and a work of art. We would not make our lacquerware
anywhere else.
Q&A
What is lacquerware?
 Lacquer is an ancient technique of applying coats of lacquer over
wood. Our process is all done by hand. Nothing is mass-produced or
machine made. Each of our products has 15-20 coats of lacquer so
they are very durable. They are food safe.
 Our luxurious colors and designs are made by layering foils and handmixed lacquer colors. We also use the traditional arts of mother-ofpearl inlay, burning and inlaying cracked eggshell. The rich variations in
color and texture that occur in creating our lacquerware make each
piece uniquely beautiful.
How to take care of it?
 It’s easy. You use warm, soapy water to wash it off if it has food on it.
Do not put it in the dishwasher or microwave. Use horn or wood
utensils, not metal. You can also use furniture polish or wax to buff out
small scratches from regular use.
Does it last?
 Our products are very durable because they have 15-20 coats of lacquer.
We produce only in Vietnam so we can maintain our high quality
standards. Our studios in Vietnam are led by artists who take incredible
pride in their work. We have been in business for 15 years because the
product quality is so high. Our customers are very upscale – some of
the best home décor boutiques in the United States – and they only
feature the best quality products in their stores. We have had some of
our clients for over 10 years because of our high quality. There are many
different quality standards for lacquer and ours is the highest.
Does it chip? Is it fragile?
 Our products are very durable but anything can chip depending on how
it’s handled. Fine ceramics can chip too. With normal use, our products
don’t chip but it can happen if you are too rough with the product.
What’s your best seller?
 It depends on the store and the theme of the store. Many stores like our
traditional motifs like the gingkos, monkeys and elephants because they
blend in so easily but others like the bold sunflowers.
 All stores are unique and what appeals to you and your customers is
what will sell best. Tell me what you like.
What’s your minimum order?
 Enough to make a proper display and tell a story. We are flexible but we
like to help you create a display so the product will sell well.
How do you handle shipping?
 We use Federal Express. We have a special discount rate with them.
 For large orders, we can ship directly from Vietnam. You will save 40%
off the wholesale price and then you pay the shipping from Vietnam.
How big is your company?
We have been in business for 15 years and have had some of our clients almost
as long as that. We have about 40 people involved in creating this beautiful
lacquerware Emily and I handles sales. (Emily – how many work at the
factory, warehouse, sales reps, showrooms.)
The Art of Disengagement
We will give a postcard to the cold customers. To a warm or hot one, we will
mail a price sheet and catalog. (Don’t give at the show unless trying to get rid
of them. They will go in the garbage.)
“It was a pleasure meeting you. Here is a little something to remember us by,
but we will be sure to follow up with you in the next week or so. If you have
any questions in the meantime our number and email address is on the back of
that card.” Turn body away from prospect towards edge of booth, walk to the edge of the
both. Stop. If they stop take a few more steps into the aisle so they follow. Back up.