Selling Clother Diapers to Today's Consumer
Cloth diapers are an easy sell in today's economic climate. Combine saving money with making ‘green' consumer choices and you have a significant number of parents ready to invest in a reusable diapering system. And not just the type of new parent traditionally associated with cloth diapers (the hardcore environmentalists or ‘granola' types). Cloth diapers are such a practical purchase for new parents that they are appealing to a whole new audience—young and techno savvy people making discerning choices in a new marketplace.
Here are the basic arguments in favour of using cloth diapers:
- You will save money
- You will save a ton of garbage
- Your baby will love it
- It's easy to use and wash them
The order of these will change according to your demographic—but the arguments do not change!
Money
A cloth diapering system will cost between approximately 250 and 850 dollars from beginning to end, as opposed to approximately 2000 dollars for single use diapers for the same time period. A diaper system that is sturdy enough to be used for 2 babies can represent even more of a savings.
Garbage
Each baby in cloth diapers will prevent somewhere over a ton and somewhere under 2 tons of waste from going to a landfill somewhere—where it will, in ideal conditions (lots of light and air) break down in about 500 years.
Comfort
Babies love cloth diapers—they are soft and breathable and incredibly comfortable. And we tend to change babies wearing cloth diapers more often because we know when they are wet. That's good for baby's skin!
Easy
Velcro and snap fasteners, flushable liners—no pins, no rinsing in the toilet, no fuss. A couple extra loads of laundry per week, that's it!
What to Sell
Here is a very quick run-down on the different types of diapers.
Two part systems
Two part systems consist of an absorbent diaper and a waterproof outer cover. There are different types of diapers: flat diapers and fitted (Velcro or snap closing) diapers. Fabrics commonly used are cotton, hemp, and bamboo.
These diapers become a complete diapering system when used with a waterproof diaper cover. This can be a pull-on design with soft bindings around legs and waist (not like those horrid old "rubber" pants!), or a wrap design with Velcro or snap closures. They are usually made from laminated polyester (PUL), coated nylon, or wool.
Advantages of 2 part systems are that they can represent a smaller initial investment, and usually consist of mostly natural fibers, which some parents prefer. They are often very durable systems, and wash and dry easily.
All-in-one diapers
These diapers are as easy to use as single use ‘disposable' diapers. They consist of an absorbent inner diaper integrated with a waterproof outer cover. The inner fabric can be an all-natural fiber like cotton, hemp, or bamboo; or an absorbent and lightweight synthetic fabric with a stay dry lining. These diapers have either Velcro or snap closures.
The advantage of this system is of course, the ease of use. They do represent a larger initial investment, although of course this is still a huge savings over single use diapers.
Pocket Diapers
Pocket diapers have an integrated waterproof exterior cover, and a stay dry interior lining, and Velcro or snap closures. They are very similar to all-in-one diapers, however they are equipped with a pocket, which can be stuffed with absorbent materials—as much or as little as needed. The advantage of these diapers is that the absorbance can be customized—for day or night, heavy wetters or light wetters, and with natural fiber fabrics or synthetic fibers. They also dry more quickly than all-in-one diapers since you will un-stuff the pocket before washing.
Confused as to What to Start Out With?
Although our business is primarily manufacturing reusable diapering products, we also own and operate two stores in the Montreal area—where we sell lots of cloth diapers and accessories! So not only do we work with several hundred independent retailers that carry our products, we also have experience in running our own independent retail stores. This gives us an interesting perspective on selling cloth diapers. Here is my advice to you based on my own experience.
Start out slowly with a modest assortment of the basics in diapers
You will find it easier for you and your clients. Add to the lines you carry as you become more knowledgeable and collect feedback from your customers
Accessorize
If you sell accessories for cloth diapers, then your customers will be visiting your store on a regular basis. Carry flushable liners, diaper friendly washing products and pails or wet bags. When people come in to replenish their detergent and buy another roll of liners, make sure they see what's new in your store!
Quantity
Sell the diapers individually, by the dozen, or bundled together in kits of 24 diapers along with accessories. Not only is it easy and convenient for new parents to buy in this way, but it also allows you to provide a more complete range of products to your clients! Some manufacturers sell pre-assembled kits, which are fabulous options for new parents, shower gifts, or grandmas.
Since you have diapers
Do you have bum creams and bum wipes in the same section? They go together! Be creative with your diaper kits and bundle them together with other related products. Selling organic diapers? Why don't you create a little add-on option with organic essentials: an organic cotton towel, an organic cotton onesie, an organic teething ring… or along with your reusable diaper kit. How about a "reusable baby" option with non-toxic bum cream and reusable wipes?
Tips for Selling Lots of Cloth Diapers in Your Store
Promoting doom and gloom doesn't work!
Don't point out the negative aspects of anything—point out the economy of resources and money in a reusable diapering system over the 2 and ½ years of diapering. Be positive and stress how easy it is to use and wash cloth diapers. Velcro, flushable liners, and washable high tech fabrics have revolutionized cloth diapering! No pins, no rinsing, and everything is machine washable.
Display diapers where they can be seen!
Cloth diapers are REALLY cute these days—they come in fun prints and colors. Leave some samples out where your customers can actually see and touch them. Some people are still thinking pins and rubber pants, so when they see how logical and lovely cloth diapers really are these days, they are amazed!
Proper laundering of cloth diapers is VERY important.
Make sure that each customer buying cloth diapers from you goes home with washing and warranty information from the manufacturer. If they know how to wash and use them properly, they will love their cloth diapers! And it will add to the credibility of you, the retailer.
In conclusion, selling cloth diapers in your store is a very savvy business move these days. Don't hesitate to jump into it! In the process you may create a whole new niche in your store of ‘green' or ‘reusable' products.