For those of us just starting out, is it best generate some sales momentum with small, indy retailers before contacting a rep?

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While it’s not necessary, have some sales momentum will make your brand more attractive to Indy retailers.

If you have success with any retailers before contacting reps you are more likely to have them pick up your line. However, many good reps will know the buyers who are wanting to try brand new items. I have some accounts that love getting in on the ground floor of a new product. They like being the first one in the area.

Sorry to say we cannot afford to try and sell products without established business. We have a large established book of business and it is not financial prudent to try and sell something with out any business

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