Your products do not fit the buying group.
Trying to sell engine cleaner, fur coats, or microprocessors? This is not the show for you. Lawn and Garden hard goods is broad and includes a lot (see a category list here), but you need to at least be in the ball park in order to not waste your time.
You only want to be in Home Depot and Wal-Mart.
There are ways to target guys like Wal-Mart, Home Depot, K-Mart, Lowes. It’s not NLGS. For a myriad of reasons (not the least of these being we want you to be sustainably successful), we do not have buyers like this at NLGS – you know how to go after them
You aren’t good at face to face presentations.
Some people have it, others don’t. There is no space to hide behind a flashy booth or a TV screen at NLGS. If your product does not sell well face to face with big buyers, or you are still working on the poise to deliver a face to face pitch, steer clear. (Or participate in our Mentor Program and develop the skills and understanding to participate in NLGS effectively.)
You would rather fly to buyers in their office.
If you have the in, the time, the money, and can guarantee face time with 20-30 decision makers this year, more power to you.
You do not want to sell to anyone new.
Some people simply want to do the same thing with the same folks year after year. Not a problem, but at NLGS there will always be new names you don’t recognize or aren’t in with, and they will be doing business looking for new products. It takes energy to learn how to make a new business relationship prosper. If you aren’t willing to figure it out with new companies, NLGS may not be a good idea.
You aren’t ready.
If all you have is a prototype and your systems aren’t in place to be ready to work with multi-unit Independent Garden Centers and other buying groups operating on 10-100 millions a year sales volume, not gonna happen.
You do not want to work hard.
Quick and easy money isn’t our style. NLGS is hard work that pays off. If you aren’t committed to focused discussions over 2 days of back to back appointments with some serious follow up, this is not your gig.
You do not have a vision to produce product in volume.
Buyers are looking for unique niche items, so single SKU’s can work well with some buyers, and the vendor can pick and choose the buyers they want to sell to if production volume is an issue. Nothing is better than having low supply and high demand. Still if you are only working with single SKU’s, are unable to palletize or deliver container loads, or are only interested in getting your product in single unit mom and pop shops, the bigger buyers may not be interested
You aren’t interested in touching base with existing partners.
Relationships are built on trust. Checking in with current customers face to face goes a long way for long term relationships. If you’ve got resources and time to touch base with existing customers in person by flying to visit each individually, save your time and stay away. (PS-one of the best ways to increase sales is to increase product offerings with current customers).
The NLGS Model
At NLGS, we try to maintain a standard of excellence that will foster good business. If someone shows up to the event unprepared or with a substandard model, it’s not a win for anyone. That’s why we qualify every buyer and do our best to be sure every vendor is prepared. It’s not uncommon for us to prevent companies from attending if they aren’t ready in order to keep the quality high at the event.
For these who do fit the bill and attend NLGS, they typically say the same thing as those who attended NLGS June 2015.
- “I was skeptical at first, but the format is brilliant. Everyone is 100% focused”.
- “NLGS is the most effective format I know of for both buyers and Vendors”
- “No question about this being an event that has a quick ROI.”
- “Easy contacts, great, qualified buyer potential!”
- “Found some extremely qualified vendors.”
Are you looking to source new and quality products?
Do you have a product or line you want to get in front of decision making buyers?
Give a call to see if NLGS is a fit for you. If not, we will try to point you in a direction that will better your business.