Show it, sell it

By Kristen Hampshire

Retailers know the right product matters. Vendors say presentation can be just as important. Two suppliers — Mowbi’s Bill Broadbent and Traci Rabbit of Rabbit Studios — offer practical advice on what is moving and how to merchandise it.



  1. Lead with emotion. Broadbent says prints succeed because they spark an instant reaction. “People may not be thinking they’re going to get an art print, but they walk in and see something different,” he says. “They won’t see it anywhere else.” >>Tip: Put art where customers can discover it and respond quickly.


  2. Lean into name drops. Broadbent says customized name-drop prints continue opening doors with retailers. “Our No. 1 name-drop print is Bigfoot holding a sign,” he says. >>Tip: Keep destination names visible and fun. Humor helps.


  3. Sell in sets. Broadbent says coordinated groupings can lift multiple-unit sales. One retailer told him that roughly half of customers buy two or three prints at a time. >>Tip: Show shoppers the collection, not just the item.


  4. Offer a ladder of price points. Rabbit says collectors often begin with smaller pieces before moving into premium art. “It usually starts with a small reproduction,” she says. “Then they contact me for original work or larger reproductions on canvas.” >>Tip: Entry-level home goods can become gateway purchases to bigger-ticket items.


  5. Showcase statement pieces. Rabbit advises retailers to use standout pieces to grab attention, then support them with smaller items nearby. >>Tip: Use one item to stop traffic, then surround it with easier buys.


  6. Tell the story. For Rabbit, product knowledge is essential, especially with authentic Native American artwork. She provides signage about who she is, where she is from and the story behind the work. “It’s important to know the backstory so they know how to sell it in their store,” she says. >>Tip: A strong story can close the sale faster than a price tag.


  7. Watch what’s trending. Broadbent says unexpected themes are resonating right now, including mythical and whimsical imagery. “We were surprised how much we do with mystical or mythical — Bigfoot, fairies, aliens,” he says. He also cites wildlife, Southwestern looks, vintage/retro and maximalist styles as strong categories. >>Tip: Why not test a wildcard category?