http://MrCheckout.net | The Mr. Checkout group is composed of independent distributors, convenience store distributors, merchandisers, wholesale-to-distributor warehouse companies and wagon jobbers better known as small distributors. Our distributors service approximately 35,000 stores around the country, who turn to Mr. Checkout to find the next hot new product to carry.

1. Independent Distributor
Retail Distribution Strategy

2. Assembled by
Mr. Checkout Distributors
http://MrCheckout.net
1(800)367-0076

3. Path to Market Slide Outline
Marketing Materials
Research & Planning
Introductions
PR & Marketing
Feedback & Delivery

4. – Mr. Checkout
“Placement is key…
If your product can’t be seen, it won’t sell.”

5. Marketing Materials
What You Need to Know

6. Taking a product to distributors is typically a
multi-step process of presentation, Q&A and
financial discussions. Getting started on the
right foot is important and that’s where your
marketing materials comes in handy.

7. Be Prepared to Deliver
Sell Sheet
Margins & Markup
Sell Through Rate - Avg. Units per Day
Examples of Point of Sale Displays

8. Examples of Sell Sheets

9. Examples of Point of Sale Displays

10. Your distributor should offer transparency to where your product is
being sold and offer consistent feedback on any changes the store
or customer expresses. This is the benchmark for a good supplier /
distributor relationship.

11. Research &
Planning
What You Need to Know

12. Just because a distributor can help you doesn’t
mean that they are in a position to take on a
new product or they believe in your product as
much as you do.
Finding the right distributor is more
important than finding a lot of distributors…

13. Things To Know
Which distributors will be the most successful with your product?
Where in the country are they located?
What market do they most often frequent?
What stores do those distributors service?
What can you say to make them interested in picking up your product line?

14. You should have a strong online presence before bringing a new
product to market. Not only will the customer be looking for more
information on your website, so will the store owners, distributors
and potentially big box buyers.

15. Introductions
What You Need to Know

16. When speaking with distributors, it should be
your goal to make them realize that they can
be successful with your products. They often
care more about immediate cash in pocket
over long term success as they have seen so
many products come and go.

17. Date Before You Marry
Speak To Distributors Like A Friend
Do Not Sell, They Need To Be Nurtured
Make Sure It’s A Win / Win Relationship
Do They Believe In Your Product As Much As You?
What Kind Of Incentives Do They Prefer? Cash Or Product?

18. Distributors are inherently very busy people, even the lazy ones. If
they aren’t on the road delivering product and keeping shelves
stocked, they aren’t putting food on the table that night for their
family. Understanding their needs and respecting their busy schedule
is important for any supplier trying to place a new product.

19. PR & Marketing
What You Need to Know

20. Putting a product into a store is step #1,
keeping it there is step #2… Use your efforts to
promote and sell as many products out of those
stores as possible, not only to cement the
relationship with the distributor, but to make
the store position the product in a place where
it can be most successful.

21. Steps To Market New Product
Strong Online Website
In-Store Marketing Collateral
Distributor Promotions and Discounts
Eye Catching Packaging & Display
Local Advertising Strategy to Drive Demand

22. Examples of Strong Website

23. Examples of In-Store Marketing

24. Examples of Excellent Packaging

25. Successfully launching your product into retail will depend on how
well you are able to convey your “reason to buy”. Are you solving a
problem? Are you a healthier option? Are you cheaper? Delivering
that information to the customer in 3 seconds or less is key.

26. Feedback & Delivery
What You Need to Know

27. Step #3 when working with a new distributor
is building on your relationship so that when
you come out with a parallel product line,
you’ll be able to have that distributor place it
easily and not have to start again with step #1.

28. Trench Warfare
Having A Strong Relationship With Your Distributors Is Key
These Are Not Customers, They Are Important Friends & Partners
Treat Your Generals Well and They Will Live In The Trenches For You

29. Knowing that your product is not selling is much more important
than finding out that it is… Your goal for any new product launch
should be to find out the reasons why people aren’t buying your
product by the case and making efforts every day to change that.

30. – Harvey Robbins
“Place a higher priority on discovering what a
win looks like for the other person.”