[mojomediaman]

I have a packaged consumer product. It is a specialty how-to DVD about wine tasting, etc. I am wanting to get this in small and large stores and maybe a big local chain.

What is the best way to go about this. Should I give the store 12 or so on consignment to see if the product sells, how do I target the person in charge of buying when it is a chain or a large store?

I do not want the product in Walmart, I am not equipped for them. But I would like to get the product on store shelves, I just do not know where to start.

Any advice is appreciated.

John

[Eric Locken]

For small stores you can just drop in and give them a set number on consignment, but remember display is everything if you want to get it in a prime location in the store and also the profit margin for them needs to be pretty good.

The same is true for bigger stores (profit margin again being key). The best way to approach them is via their head office, try to speak to their buyer or chief buyer and set up a meeting.

[turrrn2]

That is true,

The first thing, however is to research the company a bit to see if you product will fit into the store's scheme of things. Find out as much as you can before you approach the customer (the store owner or buyer), as this could break the ice durint the sales meeting. Find out also about the person you are dealing with, are they modest, egotistical, or do they have any other charcter traits that may help or hinder you sales opportunity. Once you have done the research, then it is time to put together a sales plan, which should include profit margin, suggested order (if consignment goes well) and how you will handle their objections (anticipated and unanticipated), how you will approach the person with the buying power, and also the benefits of the company carrying your products (be sure to stress these).

Be sure to get to the heart of the real objection too. Most customers will give you simple objections to "get rid" of you. Don't stop at the first "no," Show the customers that you understand ther objections (cost, space, delivery times, etc) and be prepared offer a solution. Also make sure you create a "Win-Win" situation for you and the customer.

One thing to remember, if you are dealing with egotistical persons, using a complement close (complementing the buyer) may work to your benefit and help you close the deal.

[robyang!]

depends,
what's your product exactly?

[mpnetwork]

specialty how-to DVD about wine tasting

[teastman]

I am the owner of a bookstore in Kansas. I am always looking for interesting / nonmainstream products to carry. Send me a pm

[teastman]

Another idea. Maybe contact independent rental companies. People may be more willing to check out your video for a couple of dollars rather than pay more upfront to buy. Include information how to purchase it directly from you (website address on or inside the box). Make it attractive to the rental company by offering a 60/40 split of the rental fees.

[Karen]

Just pick a handful of locations that you would like to see your product. Walk in and have a chat with the owner.

Karen

[robyang!]

If you think your product is really good, you can give your product away for free to the retailers and give them an suggested retail price.
This of course is a loss leader. But if you're really serious about getting your product on store shelves you have to show them your product can sell!
Then they can buy some more later.
Tell them they can have it for free!
Nobody can refuse!