Karen Waksman Retail MBA Program 2018
The Retail MBA Syllabus:
MODULE 1 – Developing Your Retail Sales/Distribution Strategy
- Developing Your Retail Sales Strategy
- Deciding If You Should Start Small or Go Big
- How Retail Sales Professionals Choose Where to Focus Their Sales Efforts
- Determining the Right Strategy For Your Product Type
- Creating a Sales Distribution Plan That Will Yield Results
- What is Private Labeling and How to Incorporate it into Your Retail Strategy
MODULE 2 – Chain Store Fundamentals
- Chain Store Basics
- What Chain Stores Expect From You
- How the Buying Process Works
- Who’s Involved in their Buying Decision
- Product Categories and What You Need to Know
- Local, Regional and Corporate Buying Offices
- Common Misconceptions and How to Get Started Today
MODULE 3 – Preparing Your Product For Chain Store Success
- Essential Research to Help You Win
- Packaging and Displays
- Infrastructure and Operation Capabilities
- Retail Math: Pricing For Retail
- Logistics, Warehousing, Shipping and FOB
- EDI, UPC, Liability Insurance, SKU’s, Planograms and More
- Funding and Financial Resources
- Marketing and Branding Expectations
- Certifications
MODULE 4 – Preparing Your Pitch
- Developing a Unique Selling Proposition (USP)
- What the Pro’s Do To Prepare Their Pitch
- Analyzing Your Target Audience
- Fundamental Competitive Research
- Sell Sheets and Line Sheets
- Elements of a Perfect Product Website
- Product Videos That Sell For You
MODULE 5 – Finding the Right Buyer For Your Product Type
- Complete Tutorial on How to Find a Buyer’s Name and Contact InformationOnline Resources vs Offline Resources Available Today
- Free Options vs Paid Options
- Pros and Cons of Resources Available
- Strategies That the Pro’s Use to Ensure They are Finding the Right Buyers
- How to Get Access to Buyers Contact Information at Online Retailers, Catalogs and Small Retailers, too!
MODULE 6 – Pitching Your Product to Major Retailers
- What is the Best Way to Approach Major Retailers About Your Product
- How to Cold Call Buyers When You Don’t Know How
- Exact Strategies on How to Get a Meeting With a Buyer
- What to Say to Buyers to Get Them to Buy
- What to Do When a Buyer Says ‘No’ to Your Product
- The Importance of Feedback and How it Can Help You
- Additional Sales Strategies To Help You Win Business
MODULE 7 – The Face to Face Meeting: How to Rock the Buyer Meeting
- What to Expect During a Buyer Meeting
- How to Prepare in Advance For a Great Meeting
- What is the Best Way Present to Buyers
- Top 10 Things to Include In Your Presentation
- What to Bring to the Meeting
- Leveraging Retail Interest For More Business
MODULE 8- What to Expect From a Major Retail Order
- What to Expect From Your First Purchase Order
- How Much Quantity Will a Major Retailer Buy
- How Long Does it Take to Get Paid By a Major Retailer
- Tricks to Get Paid Faster By Major Retailers
- Retail Marketing and Promotion Strategies Once You Get an Order To Ensure Success
- Promotional Calendars For Additional Sales and Marketing Strategies
- Maximizing Assortment Plans and Product Lifecycles For Major Retailers
- Chargeback’s, Returns, Markdowns, Rebates, Fees And Ways to Avoid Them
- Retail Ethics and What You Need to Know
MODULE 9 – Working with Distributors
- What to Expect When Working With Distributors
- How to Know If You Need a Distributor
- How to Prepare to Work With Distributors
- Where to Find Them
- How to Get a Distributor to Represent You
- How Much Do Distributors Charge
- Best Practices For Picking the Right Distributor For Your Product
MODULE 10 – Hiring a Manufacturer’s Rep
- What to Expect When Working With a Manufacturer’s Rep
- How to Find a Great Manufacturer’s Rep to Represent You
- How Much Do Manufacturer’s Rep Typically Charge?
- Best Practices For Picking the Right Manufacturer’s Rep For Your Product
MODULE 11 – Selling at Trade Show
- Selling at Trade Shows vs. Selling Direct
- Should You Spend the Money at Trade Shows?
- When it Makes Sense to Sell at Trade Shows
- Best Practices For Making Big Money at Trade Shows
MODULE 12 – Frequently Asked Question
- How Can I Sell to Major Retailers with Just One Product or SKU?
- Do I Need a Patent to Sell to Major Retailers?
- Can I Sell Handmade Products to Major Retailers?
- Do I Need to Have My Products Packaged Before Approaching Retailers?
- What Should I Do if a Major Retail Buyer Asks for Exclusivity
- Can I Sell My Product on My Own Website as well as at Retailers?
- Licensing vs. Manufacturing
MODULE 13 – Selling Products to Online Retailers
- What to Expect When Selling to Online Retailers
- How the Buying Process Works
- How they Differ From Major Retailers
- Best Way to Pitch Online Retailers
- Preparing Your Product For Online Retail Success
MODULE 14 – Selling Products to Catalogs
- What to Expect When Selling to Catalogs
- How the Buying Process Works
- How they Differ From Major Retailers
- Best Way to Pitch Catalogs
- Preparing Your Product For Catalog Success
MODULE 15 – Selling Products to Small Retailers
- What to Expect When Selling to Small Retailers
- How the Buying Process Works
- How they Differ From Major Retailers
- Best Way to Pitch Small Retailers
- Preparing Your Product For Small Retail Success
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