Help any confident people out there,

[zippitippitoes]

I desperately need advice on how to win a contract with a company with multiple outlets.

I've been asked to meet up with the local one and supply products at a discount from retail price as part of a regular contract. As well as supplying this local outlet they would like me to supply to all their units (about 12 currently but will be another 20 in the next twelve months)

The approach to me has been quite informal (telephone) and I don't feel that anyone else has been asked to pitch, but may be wrong.

I've only done B2B on one off orders before and never met the clients directly. This would be my first ongoing contract and I don't want to blow it, what will be expected of me when I turn up and what sort of discount from retail prices would be expected and what information should I bring to the meeting and what should I wear (I normally wear jeans!) And I can't do Powerpoint. And I've got 24 hours.

The product is toys and the company is in child education out of school.

bump for you, sorry, can'y help

Would not worry about powerpoint -- but I would prepare a couple of pages of salient points about your products/service/history etc that you could give to them ... and it will be a use aid for you when in discussion..

Clothes... not jeans but smart - if you don't have a suit, just make sure you are smart, clean presentable and well groomed to quote another thread..

I can not advise you on discount as it varies wildly from business to business and only you can work that out from your costs but make sure you know what your bottom line is and stick to it..

I think you need to plan what you want out of the meeting, what you are prepared to give and a short speech on why they should go with you...

Confidence comes from good preparation and good shoes!! You will be fine!!

Thanks Mancmum, I'm sort of paralysed at the moment (I don't normally see customers face to face)...

I don't suppose birkenstocks are good shoes lol

OMG.
What to wear? - eek. What kind of outlet is it? smart/trendy/informal etc.? Maybe that should guide you a little. I would opt for comfortably smart - not too casual (personally I would leave the jeans at home) but not too 80s power dressing either. Got to feel comfortable and confident in it so better a little casual and feel happy and good about yourself than smart and a bit awkward.. TBH I always think things like how your hair is done, nice happy confident smiley face, clean shoes etc is almost more important than whether you are in skirt/trousers/jeans, but that is just me..
As for the discount - I guess you need to sit down with your figures, work out how much profit you make on each item, work out what would be worth your while and make that your bottom line figure. Work out your absolute limit, what you would realistically like per item/batch and what your aim is - aim high but be prepared to be flexible and watch their faces. My DH has to pitch bids all the time for each project and hates it - his trick is to go in with three figures and never come out with anything less than the lowest. This stops him agreeing to unrealistic limits in heat of the moment or on promises of extra deals in the future etc. Also work out how much and how quickly you can supply your goods. No good overstretching yourself to look goo or make a better deal if it all goes pear shaped in first week.

I would take along product examples (depending on size, maybe A4 colour picture portfolio. Reasons why to use you on a simple list - reliability, experience, quality, first hand knowledge of what children like/need etc etc That way you are ready to tackle the awful "why should we work with you" type question. Also they might well require a catalogue/list of products with possibly a price list. You could always organise this to be with them at a later date once figures are agreed.
The other thing is transportation and delivery to stores all the country - do you know how you will tackle this one? Financial as well as time indications.
What sort of deal do you want? Initial 6 month contract to supply x number of goods, sale or return an option? or more detailed stuff etc etc...
HTH (not confident but used to watching DH plan this type of thing and seen his prep sheets. He takes his laptop and a briefcase. Always likes to leave something with them - brief, usually one sided summary of info and contact details.

Good Luck - you will be fine

I see customers all the time in my job and the thing to remember is that they are just people like us trying to combine work,family,home... they get anxious about meeting suppliers I would just relax about it and look forward to it..

I used to just see people as a job title and think they would be overpowering and scary but almost none of them are ....

But no, Birkenstocks are possibly taking the relaxed approach a bit far...!!

Can you demo your product? Is it something you can get the people playing with?

I don't think you need powerpoint. Don't increase your stress by adding new worries. Be straightforward and honest.

Think about the meeting this way: you're both trying to find out if it will work. You're not selling yourself to them, any more than they're selling themselves to you. You're trying to see what works.

Re: money. Figure out what the minimum you would accept would be (depending on volume). Figure out a reasonable initial offer, start with that, and don't go below the minimum.

Re: clothes. It's very important that you be comfortable. If you look not very fancy, but you're comfortable, that's better than looking great but being unhappy with it.

Personally, I'd go for black slacks, simple black sweater, etc. But that's me.

Thanks i think I've decided on clothes and if i have time I might buy some shoes tonight.

Still dithering over how to prepare my stuff for discussion, I know they like the products as they ordered a few previously (prior to contacting me for this meeting.

I've no real idea what volume of order they have in mind, so i think I have to make say three guesses and work out some figures accordingly.

They haven't done this before and neither have I...panic panic

But you've given me some good advice, I now have to work out how to implement it sensibly.

good for you getting sorted!! and it is good that they have not done it before -- good preparation from you now on your prices means you can get get the upper hand...

Hope it goes well!!

Well, if they've already ordered the product and like it, they know it's good, they know you can deliver, really they're asking you a favour - can they get a bulk discount?

thank you for the tips and guidance,

after some thinking i decided (rightly as it turned out) that they were probably instigating the idea of finding a supplier and a format for supplying all the outlets and putting it to HQ.

Anyway I had a positive meeting with them and we are going to set something up with this poutlet with a view to convincing HQ to use us nationwide.

So the initial contract will be quite small but there may be some potential...

And I will be promoting my retail in each of their welcome packs too.

So thanks for the confidence boost and fingers crossed.

met them again with their lady from HQ today and we are going to start a trial run immediately in the one outlet and review to make any changes, with the prospect of supplying all the outlets..so very pleased