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Apple PodcastsPreparing the meeting
The hosts discuss clear objectives, advance communication and the role of each attendee.
Road2Retail podcast
How to be a high value supplier to your retail account.
The hosts discuss how sales professionals can become more useful partners to their retail accounts. They cover meeting preparation, knowing the wider retail team and taking responsibility for problems, alongside listening carefully and dealing directly with products that are not meeting expectations.
Road2Retail podcastEpisode 101
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Watch on YouTubeAbout this episode
A retail account relationship extends beyond the buyer alone. Drawing on their CPG experience, the hosts discuss knowing the people responsible for merchandising, inventory, promotions and logistics. They also cover preparing for meetings, explaining their purpose in advance and ensuring everyone attending from the supplier has a role.
Accountability is another focus. The episode considers owning problems, beginning work on a solution and keeping the retailer informed. The hosts recommend noting what was learned after a meeting, including possible changes to plans or personnel. They also discuss acknowledging weak item performance so the limited time with a retailer can be spent on the strongest opportunities.
Topics covered
Knowing the account
The discussion covers contacts beyond the buyer, including inventory and logistics teams.
Owning problems
The episode considers taking responsibility and keeping the retailer informed.
Using time well
Listening for changes and addressing underperforming items are part of the account discussion.
Presentation Review
Sharpen retailer sell-in presentations and annual line-review decks.