Wie bauen Sie eine Beziehung und Vertrauen zu Einzelhandelskäufern auf?

You forgot the most important research point: visit their store, shop their department. Find out what they carry and, more importantly, what they don't have that you can provide, where you can fit in and fill a void.

As we all know, Goodwill is the biggest asset and it is important to have words complemented by actions within agreed timelines. Whats important is to understand the Gap thy have in their current portfolio and build a story as how the one you are offering with complete the gap. Do not empathize on selling products , rather focus on selling stories and solutions.

Understand the math. You need to be knowledgeable to what their floor/area looks like and how you stand out, be it new product or margin builder. Understand that if they add you, someone may need to be cut and the buyer may need help to make that happen.

In the business world, your word is your most valuable asset, and it's what separates the exceptional from the average. Maintaining strong relationships with buyers is essential, especially when they operate on tight deadlines and rely on your supplies to keep their profits up. As a supplier, effective communication is key. It involves not only delivering quality products but also keeping your promises in terms of pricing and realistic shipment dates. Consistency and reliability are the foundation of trust, and trust is what keeps the business wheels turning smoothly. Each buyer is different, so ask them how to best communicate!! #BusinessIntegrity #EffectiveCommunication #tradeshows #SupplierBuyerRelationships 🤝💼📦

Communicate with numbers. Telling a story with product is not enough. Remember that buyers need to make MARGIN and SALES Plan so you need to communicate how you will help them achieve that. Also, what other support you offer (store visits, markdown allowance, selling support, training, etc.)

i agree but nothing will happen unless you build a relationship with the client...that can be done by talking about anything other than your product. Talk about the weather, where there from or anything else. Don't come across as a 'SALESPERSON'

Showing credibility is very important. However, a buyer will take a chance on new product if they believe they are the first to have it (first move advantage) and you are able to execute with support to make it a success. Small startups are hot right now so a buyer may accept a small pop up shop to test out the market. Be willing to accept out of the box thinking and come with ideas of your own. With pop-ups, breakdown is essential; will you take your product back if it doesn't sell? these are things that help show your credibility if you have no reputation/other clients built. Knowing the answer to these questions helps the buyer understand you have value.

Faça aquilo que diz que vai fazer. Cumpra prazos, cumpra com compromissos estabelecidos, seja razoável quando for necessário, ajude seu fornecedor quando ele estiver numa situação difícil. E se, por algum motivo não puder cumprir com os compromissos estabelecidos, seja honesto e transparente. Se você soube cuidar do seu fornecedor quando ele precisou de ajuda, tenha certeza que um bom fornecedor saberá retribuir quando você tiver a mesma necessidade.

Be completely flexible if you are a brand new vendor. Like I said before, this involves outside the box thinking. The buyer doesn't want markdown-help them out, explain that you'll take back product or offer support in selling. Maybe you wanted to be front and center and are all the way in the back; ask if you can bring in sales support. Help the buyer by doing the heavy lifting.

Most larger companies prohibit excepting gifts of any kind from vendors. Offer business / market intelligence would be a good service you could do for your buyer.

While gifts may be restraint, you can definitely send your analytics for them to review. Also, inviting the entire team to lunch or dinner or sending them lunch to the office is seen as a nice welcome gesture and allowed. I've seen buyers refuse dinners but will accept lunches for their team. Be sure to look at the guidelines involved. Reward could also be a markdown allowance or marketing support.