Retail Account Management & Consulting

Getting the “Yes” from a retailer can be category and/or seasonally dependent.  It can also involve market and data insights and knowing who makes the decisions at the retailer.  Advice from experts can make the difference between the “Yes” and hearing nothing at all.

First of all, it’s crucial to verify that you’re dealing with the right merchant; the merchant that indeed oversees your category(s).  Additionally, you’ll need to understand the retailer, their culture and their engagement expectations. Ultimately, the most effective way to get a merchant’s time is to offer the right product, the right service, and most importantly to know the customer.

Selling into Big Box retailers involves a more complex relationship than the traditional vendor rep model and will likely take place on a slower growth curve. For those vendors that know how to work with Big Box retailers, they understand that the additional effort can provide scaled and plannable revenue. They also offer the ability to test and learn and can drive exponential growth in traffic to your business. Essentially, vendors that have the experience and capacity to serve the Bix Box channel know that this channel (despite economic vicissitudes) can keep the doors open and the lights on for vendors of all sizes and types. 

Most retailers do not publish their PLR or BR schedules for flexibility and privacy purposes.  Occasionally they’ll publish the schedule in order to manage the intake; it depends on the goals of the merchant and category. The best way to prepare ahead is to stay in appropriate and consistent touch with the relevant merchants and to work with 3rd party experts who can guide you on how to win a PLR.

Retail Planograms (P.O.G.’s), the Online Channel, the Pro Customer, Promotional Planning, Cross-merchandising Opportunities, and finally Supply Chain and Logistics issues involving Inventory Planning

Naturally, the success of a new vendor depends upon their understanding of their own industry and of the retailer they’re selling into. New vendors need to resource their company to support the volume of orders, customer care issues, inventory fluctuations, and co-marketing.

Growth planning is exactly why it is crucial to leverage a 3rd party expertise.  Not only can the third-party team advise on product opportunities at the retailer, but they can advise on pricing thresholds, margin growth, marketing opportunities and customer insights. 

No, they are not the same.  Different retailers have different strengths and competencies.  Matching your products with the right retailers and channels can mean the difference between success and failure.  What’s more, vendors that know how to help retailer resolve issues are more likely to develop a successful and rewarding long-term relationship with them.