The holiday season is the busiest and most exciting time for many small businesses, especially those in the garment and personalized products industries. But with the influx of orders comes the challenge of balancing inventory, shipping, customer policies, and marketing. If you’re not prepared, what could be your best quarter can quickly become a nightmare of missed deadlines, stressed-out customers, staff, and owners, and lost opportunities.
The good news is that with careful planning and strategy, you can avoid holiday chaos and turn the fourth quarter of the year into your most profitable and successful time with a little looking ahead. I’ve developed this holiday success blueprint through years of experience and working with others who deal with a huge demand increase in the last three months of the year.
Inventory planning: Stay ahead of demand
The first key to a successful holiday season is having the right products available when your customers want them. Too often, businesses either run out of popular items or overstock products that end up sitting in inventory until next year. The sweet spot lies in accurate forecasting based on historical data and current market trends.
And that is just a fancy way of saying to stop and review what sold last holiday season. What were your bestsellers? Were there any trends in customer preferences? And are you hearing or seeing new trends for this year? Use this information to anticipate what will be in demand this year.
I believe consumers will make different purchasing decisions this year due to inflation, the economy, and the political climate. According to recent data, middle-priced items like jackets and practical gifts will account for a significant portion of holiday sales, while high-end items may not be as popular. Pay attention to these trends and adjust your inventory accordingly.
Foster strong vendor relationships
Vendors aren’t just people who sell you products; they’re partners in your success. Building strong relationships with your vendors means you’ll have an easier time when you need a favor or a rush order. Treating them with respect and open communication is critical.
Check in with your vendors now about their stock availability and any potential supply chain issues. Ask them what challenges they’re seeing for the upcoming holiday season and be upfront about your needs. If your vendor feels like a true partner, they’re much more likely to go the extra mile when things get busy.
Adapt to supply chain challenges:
Supply chain issues are real, and they’re not going away anytime soon. That’s why you need a backup plan. For your core products, consider ordering a little extra now, especially if those items will be in demand throughout the year. This way, you’ll have a buffer in case of shortages.
Additionally, don’t be afraid to find alternative suppliers. Sure, your primary vendor might be your go-to, but what happens if they run out of stock? Having a plan B, C, and even D can save you during peak times. And if you do find yourself in a bind, it’s okay to source items from retail stores if necessary and price accordingly.
Shipping strategies: Ensuring timely deliveries
Key dates & deadlines: Shipping can make or break your holiday season, especially when you’re trying to meet Christmas delivery expectations. Here in the U.S., the shipping challenges can be real with three major carriers all with their own challenges when the fourth quarter comes around. The key here is to be proactive. Know your shipping carriers’ deadlines well in advance and plan your production accordingly. Then communicating very clearly, early, and often. Good customer service doesn’t mean bending over backwards all the time; it means setting clear expectations and then delivering (or overdelivering) on those expectations.
For example, if you’re shipping by ground, consider making your internal shipping deadline around Dec. 16 or 17 to give packages the best chance of arriving on time. Also, even if you typically rely on one carrier, offering multiple shipping options can benefit both you and your customers. USPS, UPS, and FedEx all have their strengths. Some might be better for smaller packages, while others are ideal for expedited shipping.
Also, consider offering in-store or curbside pickup as an option for your local customers. Not only does this provide flexibility for your customers, but it also saves you time and money on shipping costs.
Free shipping considerations: Customers love free shipping. Nearly half of all holiday shoppers say free shipping will influence where they choose to buy gifts. While “free” shipping isn’t truly free for your business, there are ways to make it work. You can build the average shipping cost into your product pricing, or you can offer free shipping on orders over a certain amount to encourage higher-value purchases. Free shipping also allows you to control the shipping method, so you can choose slower, more cost-effective options while still keeping customers happy. Just remember to set cutoff dates well in advance of even your ground date so you have time to ensure holiday delivery for the free shipping option.
Crafting detailed customer policies: Transparency is key during the holidays. Customers need to know exactly what to expect when it comes to your stock availability, shipping times, and returns. Having clear and detailed customer policies in place can protect your business and set expectations from the start. So use this calm before the storm to think through as many possible scenarios. What happens if an item is out of stock? How will you handle late shipments? What’s your policy on rush orders?
Go to the extreme with your policies so you can protect your business, but at the same time, explain the policies in a way that they understand what the benefit to them is for that policy. For example, having a holiday order deadline in mid-December will protect you to ensure you deliver, but it is also a benefit for them as they get rest easy knowing their special gift will arrive on time.
Marketing preparation: Set yourself apart
Understand your customers’ needs: This time right before the holiday season is the perfect time to reconnect with your customers. Find out what they’re looking for this year, whether that’s through social media, direct conversations, or customer feedback. Don’t hesitate to ask your best customers what they’re hoping to see during Q4.
For example, the middle price point is expected to dominate holiday sales this year. Consumers are looking for practical gifts that are useful but not extravagant. By understanding these shifts in consumer behavior, you can tailor your marketing to meet those needs. Being clear as to what the middle price point is and what they expect to get for their money will help you reach more like-minded customer.
Engage customers with a solid plan: Your marketing efforts during the holiday season need to be on point. This isn’t the time to wing it. Start early by creating a calendar of promotions, social media posts, and email campaigns. Build anticipation with sneak peeks of your holiday products, offer early-bird discounts, and make sure your messaging resonates with your ideal customer. Cyber Monday has the highest conversion rate of the holiday shopping season, so plan for a big push leading up to that day.
Here are two of the most important marketing activities I have seen be effective tools to increase fourth quarter sales:
1. Set holiday deadlines early: Be clear with your customers about your holiday deadlines. We talked about this from a shipping perspective, but just letting people know when you will stop accepting regular orders, and another date for rush orders will remind them they need to place their orders and tell their friends. Communicate these deadlines well in advance.
2. Execute a marketing calendar: A successful holiday season doesn’t happen by accident and it takes careful planning. Create a comprehensive marketing calendar to keep track of all your promotions, sales, and key dates. I personally like to get a large wall calendar and fill it out, and if you’re organized, color code it!
A stress-free & profitable holiday season
The holiday season doesn’t have to be a time of stress and exhaustion. I have been on both sides of the situation. I have slept at a production facility as well as had times where we had a huge celebration together on the last day before we shut down for three weeks because of all the success. By planning early, staying organized, and communicating clearly, you can turn your Q4 into a period of increased sales, happy customers, and business growth. And the best part: these strategies don’t just apply to the holidays. When we looked at each quarter like this, it improved
everything.
