Spotify
Apple PodcastsReviewing expectations and data
Comparing performance with what the buyer said success would look like.
Road2Retail podcast
When you get the call
The Road2Retail team discusses what to do when a buyer says your brand is missing expectations. The episode covers reviewing the data, preparing for the conversation, asking useful questions and following through on a plan of action without taking the message personally.
Road2Retail podcastEpisode 14
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Watch on YouTubeAbout this episode
A call or email from a buyer about disappointing performance requires a considered response. The team discusses staying calm, reviewing the expectations agreed when the retailer accepted the brand and using performance data to understand the situation before speaking with the buyer.
The episode covers a checklist for that conversation, including questions to ask and what to put in a plan of action. It also considers proactive communication, the importance of follow-up and why a difficult message from a buyer should not be taken personally.
Topics covered
Preparing the response
Thinking through the call or email and the questions to ask before engaging with the buyer.
Action and follow-up
Building a plan, communicating proactively and following through after the conversation.
Presentation Review
Sharpen retailer sell-in presentations and annual line-review decks.