Summary of How to Sell to Retail

The Secrets of Getting Your Product to Market

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How to Sell to Retail book summary
Retailers are sales experts. Prepare carefully to make and follow up on your sales to them.


7 Overall

8 Applicability

6 Innovation

6 Style


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.

In this summary, you will learn

  • How to use a 12-point plan to sell your products and services to retailers, and
  • How to assess your competitive environment.


Your Program for Selling to Retailers
Follow a 12-point plan to persuade retailers to carry your product or sell your service. This plan teaches you how to “look big” by learning to “punch above your weight”; how to “plan big” by making only promises you can fulfill; how to “pitch big...
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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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