Eckert Sales & Marketing is pleased to have this opportunity to present the role of consumer products brokers in the North American market and how we efficiently and effectively fulfill that role.

    What is the role of a broker in the U.S. sales environment?

      1. Determine optimal retail market or markets for a particular product

      • Food
      • Drug
      • Mass
      • Convenience
      • Discount
      • Department Stores
      • Specialty
      • Beauty supply

      2. Gather key account information in the selected market

      • Number of stores
      • Gross sales volume
      • Territories covered
      • Required terms and discount structure

      3. Determine the best fit product category

      • Men's Grooming
      • Cosmetics
      • Skin care
      • Anti-aging
      • Nail care
      • Foot care
      • Diabetic care
      • Pharmacy counter
      • Register kiosk
      • Promotional table

      4. Procure buyer information within categories to be presented

      5. Obtain timing information for category reviews

      • Annual reset submittal dates
      • Mid-year update opportunities (cut-ins)
      • Promotional opportunities (seasonal)
      • Special event opportunities (in-store themes)

      6. Make presentations to buyers

      7. Submit required paperwork

      8. Close the deal

      9. Insure that shipments are made as committed

      10. Monitor promotional events to keep the buyers engaged in the product

      11. General collection assistance

      12. Repeat above steps as frequently as possible!

    National Broker Management and Maximization of the Representative Function

      1. Engage key accounts within the targeted market

      • Broker direct
      • Representative assignment

      2. Coordinate major account launches with media support

      3. Insure continental coverage for all demographic market areas

      4. Maintain logical discount structure between retail and wholesale distribution

      5. Accountability of representatives presentations and follow-up (the push)

      6. Macro level feedback to manufacture

      7. Micro level feedback to representative for strategy improvement