Part 2: Sales Channel Strategy: Who, What, When, Where, and How?
This webcast series is a unique opportunity to learn from one of the pet industry's most seasoned and successful sales professionals, and will answer the question burning first and foremost in pet product manufacturers' minds:  "How do I get my product into the hands of the most consumers possible and still make a good profit?"

In this highly entertaining, fast-paced, and information-packed webcast you will learn:

Part 1: (October 4)
  • Manufacturer's reps or an in house sales department?  What is my sales rep strategy?
  • How to structure the ideal compensation package to attract top talent
  • Selling to independents:  direct or through a distributor?  What benefit does a distributor bring?
  • The ins and outs of working with a distributor – how to find them, how to cultivate the relationship, and pricing structure

Part 2: (November 8)
  • Should I pursue selling to Big Box Retailers or the Independent pet stores?
  • What does it take to get a product into the Big Box Retailers?
  • If I put my product in Wal-Mart, how does it affect my ability to sell into the pet trade channel?
  • Should I pursue the Food, Drug, and Mass channel?  Is that a better route than the pet specialty channel?
Webcast Information
Date Presented:
November 08, 2012 2:00 PM Eastern
1 hour
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Sales Channel Strategy: Who, What, When, Where, and How?
Presented By:
Chuck Latham

Founder & CEO, Chuck Latham and Associates

Chuck Latham founded Chuck Latham and Associates in 1984, following a stint at the USDA and four years in veterinary sales.  Seeing a need to help manufacturers bring products to market quickly, and to improve execution at store level, Chuck founded CLA on ethics taught to him by his grandfather.  Today, these values are the backbone of all CLA does.  A graduate of the University of Tennessee - Martin, Chuck is an icon in the pet and animal health industries.

Moderated By:

Carol Frank
Managing Director, SDR Ventures

The founder of three multi-million dollar pet companies, Carol is now a Managing Director at SDR Ventures, a Denver-based Investment Bank where she specializes in helping pet industry entrepreneurs with mergers, acquisitions and capital raises. She is also a principal in BirdsEye Consulting, which helps pet industry entrepreneurs with sales channel strategy, market research, and licensing, as well as recruiting executive talent for pet product companies.

She is the author of the book, Do As I Say, Not As I Did! Gaining Wisdom in Business Through The Mistakes of Highly Successful People. Carol’s credentials include an MBA from Southern Methodist University and a BBA from the University of Texas in Austin. She began her career as a CPA with Ernst & Young and also spent three years as an executive recruiter for Robert Half International. Over the years, Carol has served in leadership roles within the pet industry and on the board of more than a dozen non-profit and business organizations, including The Pet Industry Distributor Association, The Pet Care Trust, and The Pet Industry Joint Advisory Council.
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