I found this discussion on my LinkedIn group “footwear professionals network/shoebizness.com” (if you haven’t joined yet, you should…2500 members!) and I thought it would be useful to at least a couple of you. Great advice!!

Question:

Robin Moss-Founder, Chief Creative Officer at FC

I’m new to the shoe business and need tips on how to prepare for a meeting with a client (retail buyer) Thanks!!

Advice:

-Sean Johnson-President at Hotflops, LLC

SHOP THEIR STORE and know it better than they do… buyers are in the stores less than you think… offer compliments and areas where your product fills a void or solves a problem… if you are not solving a problem of theirs, they don’t need you… good luck!

-Alan Miklofsky-Vice Chairman at National Shoe Retailers Association (NSRA)

Network with your other reps and get information so that you can offer success stories. For example, if the store you are visiting is similar in merchandise mix to another store that bought your line, you need to be able to explain why your line will work for that retailer. No one is taking any chances right now.

Your other retail and wholesale friends can help you devise a winning strategy. If they can’t or won’t…make new friends.

Be honest, knowledgeable and gain respect. Listen, but be prepared to meet objections. The best reps who sell to me know their line, know the industry and know what works.

-Gigi Abraham-Merchandising and Brands Director

Please see whether your product line can compliment client’s current line or whether you can add more value and bring more customers to their door. Your product should be complementing and contributing to the client