By Vanessa Ting Once you’ve landed on the shelf of a retailer, you should be actively managing your sales based on either a sell-through goal or sales expectations communicated to you by the buyer. And when things are looking good, you let them know and praise them (and consequently, yourself). When things are looking slow,… Continue reading FROM THE BUYER’S PERSPECTIVE: I’VE LANDED ON A RETAILER’S SHELF, HOW OFTEN SHOULD I CHECK IN WITH THEM?
By Vanessa Ting Don’t wait until your product is finished before telling your buyer you have new products in the pipeline. Take your buyer along as a partner during the development cycle. Get his/her feedback on the product positioning, packaging, pricing and styles before you place the first production order. Show your buyer a prototype… Continue reading From the Buyer’s Perspective: If I have new products coming out, when should I tell my buyer?
By Vanessa Ting For a buyer, the ideal situation is one in which a manufacturer has one hero SKU with a strong sales history. But in addition, that manufacturer would ideally have a line of other products in the pipeline ready to ship once a buyer agrees to add new SKUs of your brand. One… Continue reading FROM THE BUYER’S PERSPECTIVE: DO I NEED A PRODUCT LINE OR IS ONE PRODUCT ENOUGH?
By Vanessa Ting I covered this in an earlier post so I won’t belabor the point much more except to say this: It’s important to only ship as many units as the retailer can sell. Always aim for a 95% sell-through. Retailers, both small and large, expect you to help them manage their inventory levels. … Continue reading From the Buyer’s Perspective: What are the Inventory Control expectations retailers have of vendors?