From the course: Selling into Industries: Retail and Consumer Products
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Direct, distributors, or wholesalers
From the course: Selling into Industries: Retail and Consumer Products
Direct, distributors, or wholesalers
- There's a big hurdle to your sales plan that you have to be prepared for. What I'm referring to are the methods you're considering to use to deliver your product to the retailer. This is a key aspect of supply chain management. They are the steps you need to take to get from the manufacturing stage of your product to the warehousing, and then to your customer. The pick, the pack, and shipping directly to the stores, or their distribution center, is a lot more complicated than what a salesperson's knowledge is, or a responsibility. You or your company needs to have someone with operational and supply chain management expertise. Our job is to convey what the customers require and then work with our operations teams to ensure that it happens. Here's what you'll need to understand and review. Freight costs. Retailers use a term called FOB destination, or FOB shipping point. That stands for freight on board, or, more clearly, who pays for the shipping costs? More often than not…
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