Attending a wholesale market for the first time can feel overwhelming, but it doesn’t have to be. Whether you're a gift or home retailer, Atlanta Market is the most effective way to select new and bestselling merchandise that your customers and your bottom line will love.
We spoke with Tara Riceberg, owner of Tesoro Beverly Hills and a longtime Atlanta Market attendee, who shared her expert strategies for maximizing your visit. From time-saving navigation tips to asking the right questions and understanding product value, these insights will help you shop smarter, connect deeper, and curate a collection that truly enhances your store.
Looking at the tall buildings of the AmericasMart campus may seem intimidating at first, but there are a couple of ways to navigate all three buildings effectively. Tara takes a top-down approach.
“The secret for me is to enter through Building 1, take the elevator up because there are fewer people, cross the bridge into Building 2, and start at the top floor,” Tara recommends. “Then I meander down via the escalators. It’s a huge time saver — you do not want to get in that crush of everybody waiting for the elevator.”
Having a route in mind will make your experience less hectic and give you more mental capacity to take in all the product possibilities.
Day one isn’t for buying, according to Tara. “I don’t commit and write just out of the gate. I try to get a complete picture of what’s available to me, and then I go back and focus on what I really want," she explains.
Instead, she walks around with her phone, taking photos and notes in the ANDMORE Markets App. This allows her to review the things she saw and decide which makes the most sense for her business. "Use the first day of the show to wander and get a broad overview," she advises.
Price is just one part of the equation; value is what truly matters. Tara encourages buyers to dig deeper when evaluating products. Asking reps how, where, and with what a product is made can reveal the story behind the item — something your customers will appreciate. “If I have a handmade mug that’s a little more expensive, I can sell it for more because the value is that an artist sat at her wheel and made that mug,” she illustrates.
Tara also recommends organizing gift ideas by price point (like under $25 or $50) to curate a well-rounded assortment that appeals to a range of budgets. The more you understand a product’s value, the better you can sell it.
One of the biggest advantages of attending a wholesale market in person is the opportunity to ask detailed questions that impact your bottom line. Tara emphasizes the importance of understanding the full cost of the product, not just the price tag.
“Ask reps if the product is warehoused in the U.S. and if they’ll have stock for reorders,” she advises. This can help you identify which brands align with your business values or inform your reorder plan.
While at Market, Tara is already thinking about retail price to account for unexpected costs and ensure profitability. “In my head, I multiply everything by 2.5. Most wholesalers usually add a 2.2 or 2.3 margin," she details. "I start at a minimum of 2.5, and that gives me cushion for the surcharges.”
She also recommends asking how tariffs are handled, whether they’re built into the price or added later. Knowing these details helps you calculate your true cost of goods and maintain healthy margins.
For Tara, building relationships is at the heart of attending Atlanta Market. “You’re not just there to buy—you’re there to connect. Relationships matter more than transactions,” she explains. Building rapport with sales reps helps you get better service, insider tips, and long-term support.
“Retail is about community and connection,” Tara remarks. “These connections create a sense of community and collaboration that benefits everyone. At Market, don’t just shop talk, listen, and build relationships that will support your business long after the show ends.”
You can make connections with other retailers during the slate of events Atlanta Market presents. Plus, many showrooms host happy hours or other gatherings where you can mingle with their team. These don’t just make your trip more fun; they make you a better business owner.
Wholesale sourcing at Atlanta Market for your gift or home business enables you to grow your brand in a smart, efficient and fun way. Take these tips from Tara and use them to enhance your buying strategy at Atlanta Market.
Don’t miss our next dynamic wholesale gift and home show!