This slideshare will answer the questions: How to get the attention of retail buyers? What are common mistakes to avoid? How do I turn a “No” into a “Yes”? Am I retail-ready?

1. Are you a products business? Hear tips from a former retail buyer and become an expert in…
Attracting The
Retail Buyer
Presented by:
Vanessa Ting
Retail Growth Expert | Target Buyer Alum
www.retail-path.com | www.buyerly.com

2. 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?
www.retail-path.com | www.buyerly.com

3. 3
Brand Management MBA, Georgetown
New Product
Development
Consumer Marketer
Retail Buyer
www.retail-path.com | www.buyerly.com

4. 4
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
www.retail-path.com | www.buyerly.com

5. 5
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!”
www.retail-path.com | www.buyerly.com

6. 6
1. Sometimes it’s timing, so be pleasantly
persistent
2. LISTEN to reasons why
3. Keep smiling!
www.retail-path.com | www.buyerly.com

7. 7
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?
www.retail-path.com | www.buyerly.com

8. 8
• 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
www.retail-path.com | www.buyerly.com

9. 9
• 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

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

11. www.retail-path.com www.buyerly.com www.RetailTable.com
Blog with tips for Retail Success
www.SalesReppy.com
Connecting Brands and Retail BuyersInsights That Land More Stores
The Yelp of Sales Reps
Contact: hello@retail-path.comwww.retail-path.com | www.buyerly.com