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The Customer Meeting
Like most industries, the retail community has its own jargon, acronyms, operational quirks and negotiating subtleties. To meet with buyers without benefit of experience is like starting a business in a foreign country without a foreign language translator. Our clients make significant financial and resource commitments to be successful at retail, and they want the benefit of having someone by their side who understands the details involved in an agreement.
Negotiations
Distribution agreements often include several components, such as:
- Slotting allowance
- Advertising, promotional and/or merchandising support
- Exclusivity requests
- Media investment
- Retail execution
- Logistical requirements
- Timing
Our clients choose the level of our involvement. We can offer simple advice, develop a comprehensive strategy, or provide coaching before customer meetings. We can also attend customer meetings, conduct the negotiation or act as a back-up. We help clients avoid common pitfalls and strike a deal that is truly mutually profitable.
After the Sale
After a new product launch, we stay with our clients to manage new accounts until the client is ready with a new account manager or a broker. It is common for a small company to wait 3-5 years before hiring its own sales people. We can also help interview sales people or brokers. We have 25+ years experience in broker management. We often assist clients with the selection process and then design a training and oversight system. We can even manage the broker network for you.
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