Inventors product, marketing, development, manufacturing
Or do they?
We hear all the time from inventors about how their product failed because
the rep couldn’t sell it to retailers. The blame quickly falls on the
rep’s shoulders when, although some times that may be true, more often
than not it’s a much deeper problem.
Early on I had a rep tell me “Give me something I don’t have to defend
and I can sell it” I came to depend on these words as a guiding principal
in the invention, and later development phase of every product I’ve ever
worked on. Many inventors simply fail to understand that way back in the
invention stage is where you need to start thinking about the sale of your
product to retailers. The materials, the size, the manufacturing are all
relevant factors to price, display, shipping, and 100 other issues that
sales rep will face later. You simply have to take them into account and
remove as many of those objections as you can very early on. To do that you
have to know what the reps face when they meet a buyer – and to know that
you will need to do your homework. Ask a rep what it’s like to meet with
a buyer, what kind of questions they ask, the things they like and don’t
like. Ask them a million questions so you understand how to best invent
your products in a way the sales rep won’t have to defend them later.
After all, you don’t want some sales rep looking at your product and
saying “my inventor sucks” Mark Reyland
posted on 11-02-2014