Category: Selling to Retailers

Getting More Orders

Getting buyers to place that first order is just the beginning of selling to retailers.  What can we do to get more orders? First, we have talked about some of the necessary steps when presenting to buyers to place the first…

All About Line Sheets

Every product based business needs a Line Sheets, Catalogs and/or Sales Flyers for their business. So, first,  what is the difference between them? Catalogs are usually color brochures in a catalog format of all your products and options.  Catalogs are…

Finding Wholesale Buyers

Personally, when I was a traveling road rep, I found most of my perspective wholesale  buyers by one of two methods: Cold calling stores while traveling through towns Receiving referrals from my vendors Finding wholesale buyers was not difficult when I…

Follow Up to Complete the Sale

Over the years, I have written several articles suggesting follow up systems to use with buyers after a presentation.  Follow up is probably the most important step is when selling to retailers. Here are the best tips from my article: Follow…

Dealing with Exclusivity

Dealing with Exclusivity with Retail Stores is an interesting problem that needs to be addressed BEFORE you get asked about it. In the early years of my sales rep business, I offered exclusive sales agreements to most of the buyers…

What is Selling?

Nearly everything we do in life involved some level of selling.  We “sell” ourselves to a potential employee when we go to an interview; we sell ourselves to the member of the opposite sex when we start a relationship; and…