Issue link: https://www.massageandbodyworkdigital.com/i/68012
6. PARTNER WITH YOUR DISTRIBUTOR Make sure you know up front what the distributing company's policies are on returns, product guarantees, and delivery timetables. But beyond that, see if the distributor can offer you any assistance in marketing and selling the product. "We try to make it very easy for massage therapists to retail our product and grow their business," says Bob Poirier, vice president of commercial operations for Performance Health, a Pittsburgh-based distributor of Biofreeze, the popular topical analgesic, and Thera-Bands. "We don't want healthcare professionals to have to be hard sellers. We'll provide them with free samples to give their clients, and we'll provide countertop displays, window displays, posters they can put up in their waiting room or massage room to educate clients. And other companies will probably offer something similar." YOUR PRODUCTS Shoppers love to touch their options. "Look at a grocery store," Solien-Wolfe says. "The No. 1 selling products are all at eye level. Remember that. There's no really wrong way of merchandising products, but if you're hoping to sell a lot, you'll have a much more difficult time if you keep everything behind the counter." Solien-Wolfe suggests stocking products three deep. 7. ATTRACTIVELY DISPLAY 94 massage & bodywork march/april 2009 $10.00 1/2 OFF $29.99