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How to Sell to Retail
The Secrets of Getting Your Product to Market
The only practical guide to successfully selling your product to any retailer, no matter how big they are.
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EAN: 9780749466800
Edition: 1
Published:
Format: 235 x 156
264 pages
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About the book
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.
About the authors
Clare Rayner is one of the most well-known and well respected retail consultants in the UK. Known as The Retail Champion, Clare is engaged by clients as a consultant, professional speaker and business mentor, and is regularly called upon by BBC News (TV and Radio) and trade press to comment as a retail expert. She is the author of The Retail Champion, also published by Kogan Page.
Table of contents
- Chapter - 00: Introduction;
- Section - ONE: Look Big;
- Chapter - 01: Identity;
- Chapter - 02: Presence;
- Chapter - 03: People;
- Section - TWO: Plan Big;
- Chapter - 04: Customer;
- Chapter - 05: Competition;
- Chapter - 06: Scalability;
- Section - THREE: Pitch Big;
- Chapter - 07: Preparation;
- Chapter - 08: Selling;
- Chapter - 09: Negotiation;
- Section - FOUR: Get Big, Stay Big!;
- Chapter - 10: Expansion;
- Chapter - 11: Replication;
- Chapter - 12: Paranoia!
Reviews
Patrick Ballin, Founder of Mile One, Former Head of Global Supply Chain and Logistics Development at The Body Shop
This much-anticipated book fills a gap that will give real, practical knowledge to help anyone trying to make their mark as supplier to retail.
Bill Morrow, Founder of Angel’s Den, a Global Network of Business Investment Angels
Clare is the real deal. With The Retail Champion on your side you get straight talking, no-nonsense advice. If you want to grow your business by selling to retailers then you will ignore this book at your peril!
Kerry Bannigan, CEO & Co-Founder of Nolcha Fashion Week: New York.
Clare's enthusiastic approach and practical expertise will offer brands who want to sell to retailers invaluable insight to getting their product to market. It can be daunting approaching retailers to pitch your product (or service); this book is the perfect cheat sheet to get you started!
Scott Storey, Managing Director of CTS Retail (Cervello POS & EPOS Partners)
Think BIG - Clare's wealth of experience both as a Retailer and as a Service Provider to retailers provides fantastic insight into the art of relationship selling to the Retail Sector. In this book Clare delivers incredible insights into the world of modern retail, what a retail buyer looks for in their suppliers, and navigates the pitfalls and opportunities when negotiating with a retailer. A fantastic read from cover to cover.
Helen Goworek, Senior Lecturer in Marketing, Nottingham Trent University, author of 'Fashion Buying'
Clare's personal experience of the retail industry and wealth of expertise in dealing with companies of all sizes give her a unique insight into how retailer-supplier relationships work.Anyone wanting to sell their products or services to a retailer would be mad not to read this first...
Penny Haslam, TV Business Presenter (as seen on BBC Breakfast, BBC News)
'Clare Rayner is like a stick of rock, cut her in half and you would find the word 'retail' running right through her. It's in her blood. Not only has she spent all her life at the coal face of retail, she has the technical knowledge to back it up. Forget broad brush approaches, Clare gets down to detail and answers all the questions, stupid and otherwise, that you've ever wanted to ask about growing your business. Her punchy no-nonsense style is for everyone involved in the business of supplying customers with what they want. You can't get a better, more supportive handbook for success'
Susanne Newman, Founder of Garmentology (Service provider to retailers)
Why wasn't this book available when we needed it three years ago!? Insider knowledge of how retailers operate is crucial. Retailers are very different to the corporate IT world we came from; Clare's guidance in our 1-2-1 mentoring sessions was invaluable to Garmentology. On behalf of everyone who is going to read your book, and benefit from you sharing your knowledge, Thank you Clare!
Sadia Sisay, Founder of Being U (Product supplier to retailers)
The team at Being U had no retail experience when we went to Clare. We had grand ideas, we knew a lot about our market, we thought we had all the focus we needed. All that changed after my first meeting with Clare. It became apparent that without Clare's input we might have failed. Over the period we worked together we discovered that Clare is actually ALWAYS right! So if you want to sell to retailers you must do one thing - get her book. If you follow Clare's advice your chances of success will dramatically increase!
Andy Lopata, author of '...and Death Came Third!' and 'Recommended: How to Sell Through Networking and Referrals'
An excellent guide for any small business who wants to compete in a competitive market place. It's easy to assume that you are 'too small' to fight for business with major retailers, but, in this comprehensive guide, Clare Rayner offers common sense and easy to implement advice that will enable businesses of any size to build the client list they dream of. I'm delighted to see that networking, social networking sites such as LinkedIn, and asking for referrals are covered. Many business development books overlook these vital areas of marketing or take them for granted.
- This much-anticipated book fills a gap that will give real, practical knowledge to help anyone trying to make their mark as supplier to retail.
- Patrick Ballin, Founder of Mile One, Former Head of Global Supply Chain and Logistics Development at The Body Shop
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