| Description |
1 online resource (xvi, 248 pages) |
| Physical Medium |
polychrome |
| Description |
text file |
| Summary |
"For people with a product to sell, there's only so much growth that can be sustained by selling directly to end users. The ultimate key to really developing a business into a bigger enterprise is to get it sold by retailers. However, retailers are cautious about who they do business with - they don't like to take risks, so it's important to give a great outward impression. Working through this series of 5 logical sections, broken down into 12 steps, How to Sell to Retail will explain how to look big, plan big, pitch big, get big and stay big though successfully selling to retailers"-- Provided by publisher. |
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"Are you ready to take your business to the next level? If you've got a product to sell there's only so much growth you can sustain by selling directly to end users. The ultimate key to really developing your business into a bigger enterprise is to get it sold by retailers. But how do you convince a cautious retailer and give a great outward impression of your business, big or small? Working through a series of 5 logical sections broken down into 12 steps, How to Sell to Retail will teach you how to look big, plan big, pitch big, get big and stay big though successfully selling to retailers"-- Provided by publisher. |
| Contents |
Testimonials and endorsements; Contents; Foreword; Biography; Resources; Introduction; My inspiration; My background; So what is the 12-point plan?; Part one Look Big; 01 Identity; Introduction; What is a mission statement?; Culture, values and ethics; Determining your positioning; Your brand's visual identity; Wrapping up; 02 Presence; Introduction; Moments of truth ... ; Your physical presence; Your online presence; Your social media presence; Wrapping up; 03 People; Introduction; People buy from people ... ; Importance of your profile; Being the go-to expert in your niche; The extended team. |
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Wrapping upPart One: Look Big -- summing up; Part two Plan Big; 04 Customer; Introduction; Defining your ideal customer; Knowing your customer -- case studies; Reaching the end user; Understanding who and what influences your ideal buyer; Pricing -- a key part of your positioning; Wrapping up; 05 Competition; Introduction; Competitor analysis; Why you need to know your competition; Understanding the competition; Wrapping up; 06 Scalability; Introduction; What is scalability all about?; Robust and repeatable processes and systems; Planning the supply chain. |
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Ethical and environmental considerationsManaging cash; Securing funding; Protecting your brand; Wrapping up; Part Two: Plan Big -- summing up; Part three Pitch Big; 07 Preparation; Introduction; Developing a detailed understanding of each retailer uniquely; Why does this client really need your offer?; What is the benefit to the buyer of buying from you?; What you need to include in your proposal or presentation; Getting ready to present; Wrapping up; 08 Selling; Introduction; Planning the outcomes; Making the initial contact; Exploratory meeting; The proposal; The formal presentation. |
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Following upWrapping up; 09 Negotiation; Introduction; What is a negotiation and when should it happen?; Points to negotiate to get your desired outcome; Walking away; Wrapping up; Part Three: Pitch Big -- summing up; Part four Get Big, Stay Big!; 10 Expansion; Introduction; Delivering on your promises to secure customer loyalty; Using case studies to attract more interest from potential customers; Creating an upward spiral of growth; Wrapping up; 11 Replication; Introduction; What is replication and why is it so important?; Developing your robust and repeatable platform. |
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What areas of business do you need to replicate?Your role in the business you've created; Wrapping up; 12 Paranoia!; Introduction; Why a healthy dose of 'paranoia' is important; Being aware of the threat of new entrants; Don't assume you know your customer -- keep checking!; Developing a continuous improvement culture; Wrapping up; Part Four: Get Big, Stay Big! -- summing up; Conclusion; Appendix 1 The Retail Champion; The Retail Champion -- mission; How The Retail Champion can help you!; Appendix 2 Independent Retailer Month UK; Appendix 3 The Retail Conference; The Retail Conference -- mission. |
| Local Note |
eBooks on EBSCOhost EBSCO eBook Subscription Academic Collection - North America |
| Subject |
Retail trade.
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Retail trade. |
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Marketing.
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Marketing. |
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marketing. |
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BUSINESS & ECONOMICS -- Industries -- Retailing. |
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BUSINESS & ECONOMICS -- Marketing -- Industrial. |
| Genre/Form |
Electronic books.
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| Other Form: |
Print version: Rayner, Clare. How to sell to retail. London : Kogan Page, 2013 9780749466800 (DLC) 2012039396 (OCoLC)798058946 |
| ISBN |
9780749466817 (ebook) |
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0749466812 (electronic book) |
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9780749466817 (electronic book) |
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1283950480 (e-book) |
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9781283950480 (e-book) |
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9780749466800 (paperback) |
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0749466804 |
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