The little company had attracted a big distributor but was not available to meet for two months. Jim asked Adam to contact a few of the retailers they had met at the show. Interest from retailers could help validate their price demands.
Adam called the top ten retailers. He reached only five. The people who had seen the product at the show were enthusiastic about it, but to a person, they got quiet when Adam asked how many of the product, they would consider ordering. Even the buyer from the large retailer who had seemed so excited at the trade show was reluctant to commit to a small sample order.
Adam called smaller retailers. They were even less interested in ordering more than one or two products to try for their stores.
Adam discussed his findings with Jim. “It’s clear that we’re not going to do this by ourselves. Distribution is the way to go because getting to all the retailers is too hard.” Choosing distribution over retail would have different challenges.
Read the next installment tomorrow on LinkedIn or at our blog page - www.ekalore.com/blog-1
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