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  • #989291
    Michael013
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    I am starting a business targeted souvenir stores with own brand product.

    Products are already massively produced.
    I am struggling to approach the stores.

    The sales materials I prepared are listed as follow, is it other’s are necessary?
    – Product Samples
    – Catalog of the product (Cover, products list & price, order method)
    – Order form (But I am considering only accept email order)

    The approach process I can think of is like this, I really need some advice on this part.

    Greeting
    Ask for the purchase manager
    Explain the purpose
    Explain the product
    Explain and discuss the payment term
    Give the materials to the manager

    Thank you very much
    Michael

    #1171386
    bb1
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    Michael013, post: 198972 wrote:
    – Order form (But I am considering only accept email order)

    l

    My big question is why, why limit people to email only, whats wrong with the old snail mail, or even me handing you a form or faxing you a form.

    #1171387
    Tony Manto
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    Hi Michael, getting store owners to stock your product is tricky as they have limited room and get asked all the time to stock a new product. Store owners don’t need products they need sales. So my advice is try and create a demand for your products first. You might set up a stall at your local market, hire some space in a shopping mall, offer to set up a free samples table and generate sales for the shop owner. Once you have the demand, they would be silly not to stock your products.

    #1171388
    Michael013
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    bb1:
    Thank you for your reply.
    You are right, I will accept fax when necessary.

    Tony Manto:
    Thank you for your reply.
    Once you have the demand, they would be silly not to stock your products.

    Your last sentence made me have more confidence to promote to the store.

    #1171389
    Jenny Spring
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    • Total posts: 597
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    Michael013, post: 198972 wrote:
    I am starting a business targeted souvenir stores with own brand product.

    Products are already massively produced.
    I am struggling to approach the stores.

    The sales materials I prepared are listed as follow, is it other’s are necessary?
    – Product Samples
    – Catalog of the product (Cover, products list & price, order method)
    – Order form (But I am considering only accept email order)

    The approach process I can think of is like this, I really need some advice on this part.

    Greeting
    Ask for the purchase manager
    Explain the purpose
    Explain the product
    Explain and discuss the payment term
    Give the materials to the manager

    Thank you very much
    Michael

    Hi Michael

    Retailers are exhausted with poor approaches and unfortunately you often get one chance to make that approach.

    Your approach, in my opinion, isn’t going to be as effective as it could be.

    Firstly: explain the purpose.

    This should be – in one sentence – explain why the retailer is going to want to listen to the rest of this conversation.

    Understanding ‘what is in it for the retailer’ is absolutely critical to your success.

    Knowing your unique value, and then why the retailer would be interested, what they stock that would be competitive to your product, what your product would sit alongside, why they would want to give valuable shelf space to your product and so on is what a retailer wants to know that you’ve pre-considered before you’ve made your approach.

    I’ve got quite a few free articles on my blog about wholesaling, how to make an approach, crafting emails and so forth.

    Good luck.
    Jenny

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