Getting the attention of retail buyers

Are you a products business? Hear tips from a former retail buyer and become an expert in…

Attracting The Retail Buyer

Presented by:

Vanessa TingRetail Growth Expert | Target Buyer Alum

www.retail-path.com | www.buyerly.com

Today…1. How to get the attention of retail buyers

2. Common mistakes to avoid

3. Turning a “No” into a “Yes”

4. Am I retail-ready?


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Who is Vanessa Ting?

Brand Management MBA, Georgetown

New Product Development

Consumer Marketer

Retail Buyer


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How to Grab A Buyer’s Attention 1. Know where buyers shop + be in those stores

A. Build a business case

B. Scale up slowly

2. Know what papers, magazines, and trade journals they read. Get PR mentions or place ads there.

3. Learn their strategic priorities + build it into their pitch

4. Shop their stores and learn their business.

5. Show buyers your product has selling power, AKA sales history.

6. Instill a sense of urgency. Every buyer’s fear is they miss a trend.

7. Have a tight product pitch.

8. Address the question – “What is in it for the retailer?”4


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Common Mistakes To Avoid

1. Not laying a foundation for trust and building credibility

2. Trying to sell as many units as possible versus selling enough to meet demand

3. Not having incorporated the retailers’ perspective earlier in the game in packaging, pricing, markup, etc.

“run from these mistakes!”


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What if I get a “No”?

1. Sometimes it’s timing, so be pleasantly persistent

2. LISTEN to reasons why

3. Keep smiling!


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Am I ready for retail?

Beyond the obvious, ask yourselves…

1. Have you road-tested your product, packaging and pricing/mark up?

2. Have you identified your promotions strategy to drive foot traffic to stores?

3. Do you know what to say to show you meet the needs of retailers?

4. Do you have a retailer strategy roadmap?

5. Do you have a proven and effective sales tool?


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Pitch with a Retailer Pitch Deck

Retailer Pitch Deck’s

• Tells a concise and compelling story for how your product line will meet retailer’s needs• Demonstrates your credibility and appeal as a business partner

Retail Path is the only company to offer this proven pitch deck


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8 private sessions

$5500

Regular price $6000

Special Offer – PRIVATE COACHINGCoaching: Getting to Yes

• Private Coaching

• Customized program

• Round the clock support

Attract retail buyers with your very own sales tool, called a retailer pitch deck. Learn the “how” so you can update it as your business grows.

Hiring Vanessa was one of the best things I have done to move my company forward. Her knowledge and experience is helping to propel me into my target markets faster and easier than if I was doing it alone. She has structured the process into steps that keep me focused and excited!” -Private Coaching Client & now Target vendor

“www.retail-path.com | www.buyerly.com

So now you know…1. effective ways of getting the buyers attention and

what buyers look for

2. how to avoid common mistakes others have made

3. what to do if you ever get “No” from a buyer

4. your next steps in getting retail-readywww.retail-path.com | www.buyerly.com

Additional Resources

www.retail-path.com www.buyerly.com www.RetailTable.comBlog with tips for Retail Success

www.SalesReppy.com

Connecting Brands and Retail BuyersInsights That Land More Stores

The Yelp of Sales Reps

Contact: [email protected] | www.buyerly.com

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Getting the attention of retail buyers