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Getting the attention of retail buyers
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Getting the attention of retail buyers

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This slideshare will answer the questions: …

This slideshare will answer the questions:
How to get the attention of retail buyers?
What are common mistakes to avoid?
How do I turn a “No” into a “Yes”?
Am I retail-ready?

Published in: Business, Technology
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Transcript

  • 1. Are you a products business? Hear tips from a former retail buyer and become an expert in… Attracting The Retail Buyer Presented by: Vanessa Ting Retail Growth Expert | Target Buyer Alum www.retail-path.com | www.buyerly.com
  • 2. 1. How to get the attention of retail buyers 2. Common mistakes to avoid 3. Turning a “No” into a “Yes” 4. Am I retail-ready? www.retail-path.com | www.buyerly.com
  • 3. 3 Brand Management MBA, Georgetown New Product Development Consumer Marketer Retail Buyer www.retail-path.com | www.buyerly.com
  • 4. 4 1. Know where buyers shop + be in those stores A. Build a business case B. Scale up slowly 2. Know what papers, magazines, and trade journals they read. Get PR mentions or place ads there. 3. Learn their strategic priorities + build it into their pitch 4. Shop their stores and learn their business. 5. Show buyers your product has selling power, AKA sales history. 6. Instill a sense of urgency. Every buyer’s fear is they miss a trend. 7. Have a tight product pitch. 8. Address the question – “What is in it for the retailer?” 4 www.retail-path.com | www.buyerly.com
  • 5. 5 1. Not laying a foundation for trust and building credibility 2. Trying to sell as many units as possible versus selling enough to meet demand 3. Not having incorporated the retailers’ perspective earlier in the game in packaging, pricing, markup, etc. “run from these mistakes!” www.retail-path.com | www.buyerly.com
  • 6. 6 1. Sometimes it’s timing, so be pleasantly persistent 2. LISTEN to reasons why 3. Keep smiling! www.retail-path.com | www.buyerly.com
  • 7. 7 Beyond the obvious, ask yourselves… 1. Have you road-tested your product, packaging and pricing/mark up? 2. Have you identified your promotions strategy to drive foot traffic to stores? 3. Do you know what to say to show you meet the needs of retailers? 4. Do you have a retailer strategy roadmap? 5. Do you have a proven and effective sales tool? www.retail-path.com | www.buyerly.com
  • 8. 8 • Tells a concise and compelling story for how your product line will meet retailer’s needs • Demonstrates your credibility and appeal as a business partner Retail Path is the only company to offer this proven pitch deck www.retail-path.com | www.buyerly.com
  • 9. 9 • Round the clock support Attract retail buyers with your very own sales tool, called a retailer pitch deck. Learn the “how” so you can update it as your business grows. Hiring Vanessa was one of the best things I have done to move my company forward. Her knowledge and experience is helping to propel me into my target markets faster and easier than if I was doing it alone. She has structured the process into steps that keep me focused and excited!” -Private Coaching Client & now Target vendor “ www.retail-path.com | www.buyerly.com
  • 10. 1. effective ways of getting the buyers attention and what buyers look for 2. how to avoid common mistakes others have made 3. what to do if you ever get “No” from a buyer 4. your next steps in getting retail-ready www.retail-path.com | www.buyerly.com
  • 11. www.retail-path.com www.buyerly.com www.RetailTable.com Blog with tips for Retail Success www.SalesReppy.com Connecting Brands and Retail BuyersInsights That Land More Stores The Yelp of Sales Reps Contact: hello@retail-path.comwww.retail-path.com | www.buyerly.com

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