Category: Selling to Retailers

Dealing with Difficult Customers

Dealing with difficult customers is part of having and doing business with the public.  There is no way around it  — we all have horror stories concerning difficult customers.  I have a few concerning difficult vendors as well!! Sometimes, for…

Wholesale Prospecting Tips 101

Prospecting for wholesale accounts is a methodological process that can be learned.  As a semi-retired sales rep, I can share some of the wholesale prospecting tips I have learned over the years. First, the best way to prospect accounts is…

Am I Being too Pushy?

We all ask this question, one time or another, when working with stores buyers:  Am I being too pushy? I’ve worked in sales, on and off, since I was 10 or 12 years old.  In order to succeed in sales,…

Exhibit in Trade Shows?

Deciding to exhibit in Wholesale Trade Shows may be one of the biggest decisions you make with in your product based business.  Doing a trade show involves serious commitment of time and resources, and is not to be considered lightly.…

Effective Pricing Techniques

After the holidays is the time that many businesses re-evaluate their goals and plans for the next year. Pricing techniques are at the top of the list for 2017 planning.   I am already getting questions from readers about appropriately pricing …

Why Should I Wholesale?

If you have never wholesaled your products, maybe 2017 is the year for you to start. With wholesale, you produce one large order (vs. onesies or twosies), ship and collect your money from one customer rather than several. But, I…