Show the role of the product in the category
Prepare a focused assortment and explain the intended consumer, price position and product difference. Use verified claims and clear product information. A short, relevant offer is easier to discuss than an entire catalogue without a recommendation. Samples and packaging should support the same proposition.
Make the economics visible
Prepare an indicative commercial model covering supply price, delivery, taxes and channel costs as applicable. Clarify which assumptions require confirmation. Consider shelf life, pack sizes, returns and replenishment. A product can look attractive at factory price and become difficult to sell once the full route is considered.
Discuss a manageable pilot
Ask about category requirements, decision stages and the information needed to continue. Record the buyer’s response and any operational conditions. Agree the next action, whether that is samples, documentation or a revised offer. A meeting is useful when it helps determine a concrete next step.
Reviewed October 2026 · RusGlobalExport