2 days ago

Zot organic's Todd Kite landed two retail deals from his six meetings at ECRM's recent Global Market: Fall Experience, and is close to closing another. In this interview with Joseph Tarnowski, he discusses his approach to buyer relationships and how it has driven retail success for this organic licorice supplier.

Kite is all about servicing the buyer. He takes a consultative approach to sales, presents with the buyer's needs in mind, and is fully transparent about the company's capabilities. “I would rather walk away from the table than get a black mark on our reputation by not being able to supply somebody,” he says.

Indeed, his focus on slow and sustainable growth, along with incredible service, has led to the company continually exceeding the targets it sets every year..

In this post you'll learn about Kite's philosophy when it comes to retail sales, how he presents during meetings, and how he develops long-term mutually-beneficial relationships with retail buyers.

#retail #sales #business

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