We had a great conversation with Tim Martin, president of Jaat Consulting in Indianapolis, about ways to sell retain products to the “Big Box” stores. Tim places a lot of emphasis on Scouting — shopping the stores to see what they sell, who’s their target customer, where’s a niche for your product, how are things priced. He explains the “two gates” — the buyer who represents the store and the consumer who is the store’s customer.
If you missed it, you can listen here. And please post a comment once you’ve listened!
Check out the other Whale Hunters Expert Series audio archive.