If you’ve ever wondered what separates the top liquidators from the rest, our latest State of the Industry survey offers some clear insight. Participants consistently pointed to three qualities that define success in this business:

1. Quick turnover and moving merchandise fast

2. Consistent profitability and customer growth

3. Building repeat customer relationships

Here’s how to put each into action.

1. Move Merchandise Fast

Speed is everything in liquidation. Slow-moving inventory ties up cash, takes up space, and increases risk if products become outdated.

Tips to sell faster:

• Know your market: Track which products sell quickly and which sit. Tools like sales reports, marketplace analytics, and local trends can help.

• Bundle smartly: Group slower items with high-demand products to move more units at once.

• Use multiple channels: Don’t rely on one platform. Online auctions, marketplaces, and local wholesale buyers can all help clear stock.

The faster you turn inventory, the more cash you free up to reinvest in new opportunities.

2. Keep Profitability Consistent

Profit isn’t just about buying low and selling high. It’s about smart pricing, understanding costs, and creating sustainable growth.

Tips for steady profits:

• Track your margins: Know your landed cost for each product, including shipping and handling, and price accordingly.

• Avoid overstocking: It’s tempting to scoop up every deal, but slow-moving inventory can kill your margins.

• Focus on high-value relationships: Repeat buyers often provide steadier sales than chasing one-off customers.

Consistency builds trust, reduces stress, and gives you a clearer picture of your growth potential.

3. Build Repeat Customers

One-time buyers are fine, but repeat customers are the backbone of a thriving liquidation business.

Tips for strong relationships:

• Communicate clearly: Make sure buyers know shipping timelines, product conditions, and any special terms.

• Reward loyalty: Offer early access to new loads, bulk discounts, or other perks to encourage repeat purchases.

• Deliver value consistently: Quality, reliability, and honesty go a long way. A customer who knows they can depend on you will come back again and again.

Relationships like these turn your business from transactional to trusted and help you weather market ups and downs.

Ready to Take Your Business to the Next Level?

These three qualities of speed, profitability, and repeat customers are practical skills you can develop and refine. Start small, track results, and adjust as you go.

Want a deeper look at what the industry’s top performers are doing right now? Download our full State of the Industry Report for more insights, benchmarks, and actionable strategies to help your business grow.