Category: Selling to Retailers

Am I Contacting Buyers Often Enough?

Short answer to the question “Am I contacting buyers often enough” is probably no. I, like most new producers and sales people, thought that contacting buyers frequently was equal to the unwanted door-to-door visits from religious organizations!  Not true, in…

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…