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What a Retailer Looks For In Their Perfect Wine Importer or Distributor

Retail buyers are good at what they do because they train and work hard to get the most and the best out of any sales negotiation. To do that they need to know how distributors and importers think and what skills they can bring to the table.


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There are two sides to every story and just as importers and distributors need to learn a retailer’s motives in a sales negotiation, then it stands to reason that a retailer needs to get into the minds of their suppliers and distributors too. But what is it that they are really looking for in an importer? What makes a distributor stand out from the competition. Try these for size...

1 Strong from the weak
Just as it is imperative for an importer or distributor to know all there is to know about the retailers they are hoping to work with, then conversely retailers are also sizing up the suppliers that work through their doors. Do they have the right skills, the experience, the people, the resources to help them get where they need to go? To hit the sales targets they have to reach? The world over, only the best, strongest suppliers are now working with retailers. Watch out. You are being judged in everything you do. 

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