CHAPTER
6
BROKERS
What You Need to Know
Let’s say you’re doing well six months after your brand has launched. You have at least 500 accounts, and sales are not stagnant. You own your space in stores; that is, you aren’t in immediate danger of being sent to the bargain bin. You are in a continual dialogue with all your industry partners. Going forward, you will be emphasizing ongoing sales and brand awareness, and you see 2,000 accounts in the next half year as an achievable goal. Independents such as you create grassroots success all the time. One major chain authorization will trigger additional authorizations. It is at this point that you should ...
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