So how do you move huge volumes of your products through leading retail shops? Dont you think this question should have been part of your high school topics? Getting an assignment to approach local shops and engaging them in pushing your products?
Worry not if you missed this at high school and college. Our forum recently tackled this important area and we had brilliant responses which we feature below;
Frank
Mzondiwa What I know is you need to
have
A registered company with tax clearance
Barcode your products
Quality packaging
And also your products should have a huge probability of being
bought.
So it’s best to start with small supermarkets until you have a
huge clientele so as to convince the buyer that your products will move than
just to waste space on the shelves
Harry
Nyakatonje Good rapport with the buyers,
products should be of good quality,if u need licensing or registration do so,be
tax compliant,have capacity to replicate the orders they want in as many branches….be
able to be consistent….don’t push for cash,hear out their terms….some
prefer that u leave a product then they pay u later to reduce risk on their
side….to reduce risk on your side employ merchandisers and brand
ambassadors,run promos so that the shop sells more and u have good turnover
…. repeat until u no longer have to introduce yourself……don’t be greedy
if let’s say u supply oranges ,u run out of stock,take your friend’s orange if
they make the cut for consistency
Above all be good with people,it doesn’t matter u own a farm,a
company ,the latest SUV ,neat suits…… Be humble ,wear the perfume of the
buyer to fall in their favor….you don’t have to bribe but be accommodating ,
professional and friendly
On large chain store remember they are big ,head office
centralises buying power so be ready for beaurcracy and redtape, patience is
needed .You may be lucky to be given cash,they may ask for your last price
,don’t lower your price at once,flinch a little ,hold your ground,tell them to
make an offer and top something on that offer knowing it’s in your comfort
zone, effective negotiation skill.I know most things are going paperless but at
least have a name ,a receipt book, invoice book etc
Know your numbers and product.. .do not be like a fly by
night… people will undervalue you….know in figures how much u can produce
and supply….if there is a possibility of venture capital or franchise….we
all have seen OK Pot “o”gold products…. sometimes they want it to
carry their name coming from your factory….if u sell strawberries know what
strawberries do,how to best preserve etc…..carry samples …hapana anoda
kunzi mastrawberry ekwa OK haana taste.
Mohamed Adam You need to be prepared to give credit unless its a product that they see does well for them, they then pay you on delivery. In today’s economic system, i would not advise one to start with trying to get their products in these shops, buy the time they pay you, your money would have halved in real money.
