Question

Topic: Branding

How To Identify Buyers At Large Retail Chains

Posted by Anonymous on 9/1/2009 at 3:06 AM ET 25 Points
We are a start up company selling lifestyle bags. www.coolthree.com just wondering if anyone could share the 'art' in how we could get the names or email addresses of appropriate buyers from large retail chains like Target, Sears, Macys, office depot or Best Buy?

Getting the right name is just the beginning but i am afraid we are not even getting our foot in any door at the moment

Most of the sales reps would tell us they have a "list" of clients which include these national retail chains. However, there is no gurantee whether their words are real until several months later. Some of the sales reps were looking for a "draw" with commission say 5 - 7%. Like many other start up companies, we have very limited resources. Betting on the "wrong" horse could also lead to an end of our career if not careful.

We were told that most of the sales rep has their own 'turfs" in different region. Given our limited knowledge and exposure in the market, we could really use some good advice from experienced professionals on how to market our products while keeping our costs under control.

On a seperatre issue, what would be a 'fair" sales structure to hire sales rep? Basic plus commission? or just commission?

Thanks
To continue reading this question and the solution, sign up ... it's free!
SUBSCRIBE
Or, SIGN IN

RESPONSES

  • Posted by cookmarketing@gmail. on 9/1/2009 at 10:15 AM Member
    Not knowing the retail category, which effects the channel; we begin.

    a) As a start up, don't worry about the big boxes. They stock established vendors for market share. If you get an order for 600 locations x 12 items can you even ship 8000?

    b) The "rep" situation is problematic without knowing your item/line. There are a gazillion reps, offering a gazillion lines to a narrowing field of retailers, who may or may not keep their accounts payable fluid. You are not hiring reps to sell, you hire because they have access to appropriate buyers.

    c) Again, not knowing your line; in some rep channels, the rep will not pick up a line unless it is already producing $500,000 wholesale...exampled TOLA _ TX/OK/LA/AR...or Southeast...FL/GA/AL/NC/SC/TN etc.

    d) I do this this for a living, and could ramble on and on, but need more info for more accurate thought pattern
  • Posted by sl/fc on 9/1/2009 at 11:34 AM Accepted
    first, you need to establish the brand in the specialty market place. without doing that (established brand) most chains will not take chances on you. Most big doors will watch the market and see which are up and coming. Even the reps with God-like status will not be able to get in or worse, will not risk his reputation on a new line; that is he/she will take it on.

    set a long term goal, own a region or market, by displacing the other stale brands in the market place. you will be competing with likes of Jansport, on the basic level, and other teen fashion brands.

    first and best thing is to call small boutique shops and ask which reps they deal with and who they think are the best reps as far as being able to place new products. then call those reps and learn from them what are usual scenarios for independent sales reps, 10% commission to start, more they are established after a few years, you drop it to 7-8% according to the wholesale volume. I would stay away from the draw.

    Also, you can hire a sales manager and have that person hire the reps. if you are at that stage. No matter what you have to be intimately involved in each account at the beginning.
  • Posted by telemoxie on 9/1/2009 at 1:50 PM Member
    for contact names, check out www.jigsaw.com
  • Posted by cookmarketing@gmail. on 9/2/2009 at 8:53 AM Member
    被有查看你的網站的一個機會。

    已經你被立足於美國嗎？

    我協助公司消費者產品貨物，如果你需要忠告聯繫我。
  • Posted on 9/5/2009 at 9:23 PM Author
    Thanks for helping out. Most of your comment were insightful and resourceful though I still do not have any lead to get in touch with someone with relevant experience.

    Good luck to your all

    Cheers
    S
  • Posted by sl/fc on 9/8/2009 at 10:06 AM Member
    each industry has its own nuances. if you want to hear more, then call me.
BACK TO TOP

Post a Comment

Related Discussions

Community Info

Top 25 Experts
(Branding)