Make sure your paperwork ducks are all in a row



before you meet with the

buyer. Familiarize yourself with the industry standard for the terms that

will be bandied about, such as conditions of sale, discounts, credit,

shipping and allowances. Sales trainer and author Alan Zelloffers sample

outlines of terms and conditions of sale on his website to help you bone up.

In addition to mentally preparing for the meeting, here's a list of some of

the things a retail buyer may expect to see at your presentation:

· A sample of both your product and its packaging, including a barcode and

pricing. Packaging is of huge importance to buyers--your product's packaging

should take its cue from things already on the store's shelves and racks.

· A product brochure that provides thorough information on the product

· A price list or catalog that includes wholesale and retail prices,

discounts, credit, shipping, allowances and conditions of sale

· A list of retailers currently selling your product

· Your marketing and promotion plans, including such things as in-store demos,

point-of-sale displays, advertising and publicity

· Proof of the potential for a large sales volume

· Manufacturing information that includes proof of your capability for

handling large production runs

· Your business history

· Your business card

One important point you need to get across at the sales presentation is your

commitment to product marketing. Retailers really want support from the

vendor, they want in-store demos, they want point-of-sale displays, they want

advertising and promotion--they want any type of support you can give.