Guidance & Tips

AVOIDING 7 COMMON “MISSTEPS!”

1.MIS-MANAGEMENT OF BROKERS by failing to keep a highly experienced razor sharp eye on everything brokers do from the minute they receive samples. Also it is often “fatal” to send a broker alone to show your product to a buyer without adequate preparation, detail, and without a skilled master broker or highly seasoned sales executive to represent the brand in a comprehensive way.

2.INCOMPLETE RETAIL PRESENTATION without the essential elements of a comprehensive proposal.

3.BAD PACKAGE DESIGN for retail store shelf environment, consumer comprehension, target audience, etc.

4.WASTING YOUR FIRST MEETING with a retail buyer at a trade show or in his or her office.

5.NOT UNDERSTANDING THE TRUE COST and commitment to do business with retail.

6.BEING PRESSED INTO AN UNFAVORABLE DEAL by a retailer or broker that you will never overcome.

7.YOUR PRODUCT HITS THE SHELVES WITHOUT AN ACTION PLAN to drive sufficient velocity, and therefore the product is delisted after just a few months.

Free Tips

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  • Prescription for Success in the CPG Retail Business

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  • Best Practices for Broker Management

    True or false? The best way to identify the right broker is to ask the buyer for a recommendation. Hire the “hungriest” broker you can find that is in need of more lines to carry. Show your presentation to several brokers in the market before hiring one.  Only hire a…

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