Finding and Working with Wholesale Accounts

I have written an Squidoo lens on the topic of How to Find Retailers.  With all the traveling I have done as a sales rep, I got pretty good at finding stores once I visited the area.

Then, of course, what do you do once you find a potential wholesale account?

The Mogul Mom recently published a guest blog on the subject and the tips were great.  Let me share the highlights here:

5 To Do’s for Scouting and Securing Wholesale Accounts

To Do #1: Scout Locations. For your first to do, you’ll be scouting locations. This can be a bit of fun. Think of it as a scavenger hunt meets window shopping.

To Do #2: Do Your Homework.  After identifying potential locations, run each through the classic 5Ws and H. These are who, what, when, where, why, and how.

  • Who is the store’s buyer?
  • What does the buyer want?
  • When does the buyer want your type of product?
  • Where will the buyer carry your product?
  • Why would this buyer want your product?
  • How much will the buyer want?

To Do #3: Make ContactAfter you’ve identified the buyer, make contact and schedule an appointment.

To Do #4: Prepare Like a Pro.  Professionalism will quickly separate you as an appealing wholesaler.

  • Be on time
  • Bring prepared line sheets
  • Provide payment options

To Do #5: Celebrate the Wins.  Rejection is inevitable, but repeated effort pays off. Not every meeting with a buyer will result in a new account. However, each win makes any “no” worth it.

The list covers the key points — but if you are interested in more detail, I suggest you check out my eguide:  The Complete eGuide for Selling to Gift Shops.

In this value-packed resource, you will find HUNDREDS of practical tips, techniques, stories, and how-to tactics that REMOVE the fear and anxiety from walking into (or contacting) a gift shop and asking a buyer or manager to carry your line.The Complete Guide to Selling to Gift Shops 150 x 240pg

For example, you will discover all you need to know about:

  • WHOLESALE PRICING
  • FINDING GIFT RETAILERS
  • THE SALES PRESENTATION
  • TAKING WHOLESALE ORDERS
  • WHOLESALE DELIVERY SYSTEMS
  • OFFICE OPERATIONS
  • COLLECTIONS
  • WHOLESALE MARKETING SPECIAL TOPICS
  • AND MUCH, MUCH MORE!

But wait, you also receive the following Bonuses:

  • Websites for Wholesaling mini eGuide
  • Sample Invoice (matched to packing slip)
  • Sample Packing Slip (matched to invoice)
  • Sample Trade Credit Application
  • 2 Sample Sales Flyers
  • Sample Consignment Agreement

Click here for more information on how to own this eguide for yourself!

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