Category: Selling to Retailers

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…

Creating Effective Line Sheets

As a former road rep, I sold nearly exclusively from sales flyers.  My flyers typically showcased the products, pictures, pricing, and terms.  In most cases, I kept samples in my car, but seldom needed to show them to the buyers.…

Reasons Why Buyers Say No

If you have spent much time selling, you probably already know that a “No” from a buyer may or may not really mean no. During a buyer’s busy work schedule, talking to many sales people, sometimes saying no really means…

Gift Shop Buyers Want Unique Products

Gift and independent retail stores, unlike big box stores (i.e. Wal-Mart, Costco, etc.) or grocery stores, prefer new and unique products.  They are not interested, necessarily, in a “proven product” that has great sales volume, but would rather buy locally-made…