QUESTION
- Whatever happened to the 3rd NA you were in discussion with? Haven’t heard anything about that, has there been any progress or did they tell you they weren’t ready yet either?
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ANSWER
The 3rd account you are referring to has invited the buyer who deals with cleaning products to become involved in the discussion. On the one hand that’s good, but on the other hand, it involves coordinating new discussions, which is more complicated.
Every banner that we are in discussion with likes the product on its technical merits, and quite frankly, seem to like us too. That’s why they are willing to stay engaged. It’s a challenge for them to know what to do with a product that is new to them, with no track record with them, and very little industry footprint yet. In plain language, this can be described as fence sitting. There seems to be a collective desire to proceed when it will feel like a sure thing to them. In the meantime, they are watching with interest how the grass roots product acceptance is emerging.
The irony is that the stores that have been most bold in the risks taken with us, have benefited the most. The higher-up the “food chain” you go, the less willingness there is for risk. This means that the passage of time does not diminish our odds with the biggest accounts, it increases them. They do not get tired of the product, they get more interested. If this were not the case, they would not waste their time in these various “interim” stages of a listing relationship.
It’s all a matter of there being the necessary tipping points. So in the mean time, we just keep pushing forward, advancing through openings amidst the obstacles until we reach our goal. The right combination of determination and common sense can accomplish huge things. We have that combination.
