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Pitching Products For Small Business: How to successfully prepare your business, brand and products, and sell to retail buyers by Laura Rigney

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Chapter 3 – Pre-pitch Research

Researching your target retailer

Before you approach any retailer to pitch them your product you should research the retailer and their buying department, if they have one. It would be unprofessional and a waste of your time to complete a full pitch to a retailer only for the buyer to point out that your product does not meet their target demographic and that in fact they don’t even have a department that the product could fit into.

You need to know – and the retailer you are pitching needs to be convinced – that the consumer coming into the store, flicking through their catalogue or browsing their website would associate your product with that retailer. You need to know whether or not your target retailer ...

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