Many of my clients are in fact suppliers to retail, they come to me so that together we can develop a go-to-market strategy and action plan that will enable them to successfully sell to retailers. Products or services / solutions suppliers alike need to be aware of the way in which big companies buy, and, if you’ve never worked in one you’ll not have the expertise or skill to be able to make an effective approach. James Dyson and the guys behind Innocent all started somewhere… What I wanted to introduce were the secrets of successfully selling to retailers to help more creative startups, designers, producers, inventors and innovators get their products to market.
How to make it BIG – The secrets of successfully selling to retailers!
Recently my focus / attention has been on my core retail clients – this is in part to do with the fact that my book, “The Retail Champion: 10-steps to retail success“, came out on 3rd July and in part to do with the focus I’ve had on Independent Retailer Month 2012 and Celebrate an Independent Christmas. The fact is at least 50% of my clients aren’t retailers – they may have some ecommerce presence, but their heart and soul and core business mission is grounded in selling to retailers.
As my own mission is all about robust and repeatable processes, and I teach businesses to achieve a consistent standard of service delivery, it would be impossible for me to NOT have a standard approach for my supplier to retail clients! Of course, I do. It’s based on a methodology I’ve developed that I’ve called “Secrets to successfully selling to retailers” and that breaks down into a 12-point plan!
What are the secrets to successfully selling to retailers?
The secrets break down into the 12 point plan and this includes:
- Look BIG: Identity, presence, people
- Plan BIG: Customer, competition, scalability
- Pitch BIG: Preparation, selling, negotiation
- Get BIG, Stay BIG: Expansion, replication, paranoia!
I will introduce a but more about each of those topics over the coming weeks… the approach is applicable to all garage inventors and bedroom entrepreneurs who dream of one day being the next James Dyson! It will be relevant business owners, start-ups, pre-start-up and ANYONE with a BIG idea who wants to develop and sell products or services to BIG retailers.
What I’ve learned through working with clients on this approach is that each element is as important as the others, together making a list of “Ingredients” for success – miss one out and rather like forgetting the baking power in a cake, you’re business will not rise as well as it might have done!
Do you have a BIG idea that you want to sell to retailers?
If you can’t wait for me to share each of the parts of the process over the coming weeks and months but would rather work on in it, 1-2-1, then feel free to contact me – you can find all my details via www.retailchampion.co.uk/selling-to-retailers I have a FREE 52 weekly tips offering as well, see http://www.retailchampion.co.uk/selling-tips/
PS: In case you wondered HOW I know this stuff… Well I’ve been on both sides of the fence! Buying side for retailers like M&S, Safeway (well, Morrisons now!), BHS, Dixons, Argos, Habitat and of both product and services AND on the selling side for organisations with both products and services offered to retailers – Novar (MK electric), SAP, Accenture… feel free to drop me a line to find out more!