Tesco
How to Sell to Retail
Book

How to Sell to Retail

The Secrets of Getting Your Product to Market

Clare Rayner
Kogan Page, 2013

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7

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Recommendation

Retail consultant Clare Rayner hails from an entrepreneurial family with a retail background that stretches back more than 150 years. Rayner grew up working in her parents’ retail business, attended the McDonald’s fast-track management program and worked with several well-known British retailers including “Marks and Spencer, Safeway (now Morrison’s), BHS, Dixons and Argos.” She shares her ideas – from the inside – on how to get retailers to buy from you, structuring her suggestions as a workable 12-point plan. Her knowledgeable book is perfect for suppliers who want to provide products or services to retailers. She’s a font of useful information for supply companies that aim to grow and expand. getAbstract recommends her informed treatise to suppliers setting out to provide products or services to retailers.

Take-Aways

  • Follow this 12-point plan to know, understand and sell to retailers:
  • First, establish your identity as a trustworthy, reliable partner.
  • Second, give retailers confidence in your ability to meet their supply needs. Third, show the caliber of your people. Fourth, demonstrate the quality of your customer service.

About the Author

Retail consultant Clare Rayner, known in the United Kingdom as “The Retail Champion,” worked in many retail companies and served as a senior consultant with SAP and Accenture.

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