by Dave Wendland Countless times I’ve sat across the table from enthusiastic manufacturers eager to jump into the market with their latest whiz-bang product. I’ve listened politely as they described how the product was conceived and the rigors they have endured to find a production partner, design an initial prototype package concept, and plow through … Read More
Tips for buyer meetings
by Steve Choate for the Buyer Presentation blog series Your buyer meetings can be your first impression with a retailer. Make sure you start out strong. Here are some tips on how to get off on the right foot. Meet the buyer at the door to your room. Make strong eye contact. Welcome them to your … Read More
In tune with your audience
by Steve Choate for the Buyer Presentation blog series When you’re meeting with buyers at ECRM events, it’s not only about the content or the product, it’s also about effectively presenting. You have to be able to read the person or persons you are presenting to. You might have the right information in a dynamically-designed PowerPoint®, … Read More
After the event – part three
by Steve Choate for the Buyer Presentation blog series The first two posts in this series spoke to recapping how your pre-show preparations went and how your buyer presentation resonated. This post will cover what to assess about your retailer interactions and guidelines for follow up. First, you want to organize the information you have from … Read More
After the event – part two
by Steve Choate for the Buyer Presentation blog series In my last post I encouraged you to conduct an event recap while it was still fresh in your mind. After you’ve evaluated how the pre-show preparations went, you can turn to reviewing how your buyer presentation was received and what changes are necessary. Did you get … Read More
After the event – part one
by Steve Choate for the Buyer Presentation blog series Wow! You made it through numerous buyer meetings and several evening networking events. So now you can relax and watch the orders come in – right? Wrong! Your work on the road to sales has just begun! Take some time after your last meeting and before you … Read More
Preparing for your buyer event or meeting – part two
by Steve Choate for the Buyer Presentation blog series You’re attending an ECRM event and trying to make sure you are as best prepared as possible. In my first post I touched on logistical arrangements, product samples and display preparation, and what to include in your buyer presentation to make a strong case for your brand … Read More
Preparing for your buyer event or meeting – part one
by Steve Choate for the Buyer Presentation blog series You signed up to attend an upcoming ECRM event – now what do you do? First, take care of making your reservations for travel, hotel, and transportation. Be sure to arrive with enough time to set up your room prior to your first meeting and choose a … Read More
CPG marketing: it’s a new game
by Dave Wendland Traditional marketing once focused largely on building awareness for a brand; today’s mantra is about changing consumer behavior. This is a daunting challenge for virtually every CPG brand because of lack of continuity across marketing channels, intensified confusion among shoppers, and the constantly evolving promotional landscape. According to statistics published by AMG … Read More
B2C marketing — part two
by Steve Choate for the Buyer Presentation blog series In my previous post I pointed out that one important element of your buyer presentation is your business-to-consumer (B2C) marketing plan, and that demonstrating a well-thought-out, strategic plan to build demand and draw in customers will be to your advantage. I went into further detail about understanding … Read More