3. What’s your elevator pitch? Retail buyers are busy people who face constant decisions about which products to carry. Try to boil down the promise of your product into a concise, attention-grabbing few sentences. You may not even need to use it but an elevator pitch will help you focus your thinking. Imagine your product like a movie idea, and you’re trying to convince a studio head why it’s going to be the next blockbuster.
4. Can you handle a YES? Sure, every entrepreneur has a streak of selling first and figuring things out later. But don’t let that cloud your thinking. When you get the go-ahead, you’re going to need to be able to deliver. Make sure your production is in place, and your EDI process is first-rate.
5. Can you make a buck? Or better yet, millions of bucks? Sometimes the excitement of a new retail location causes suppliers to forget about the bottom line. Sure, it can make sense to take a hit on your margins sometimes, especially if it means you’ll be featured in a store that can generate buzz for your brand. But do that too often and you’ll find yourself working for pennies. Remember that a good relationship is give-and-take — make sure there is a real upside for you.