Spanx, 2000
How did Sara Blakely get Spanx into Neiman Marcus?
The short answer
In a meeting with a Neiman Marcus buyer, Sara Blakely took her to the restroom and showed her the difference Spanx made in person. Spanx went into seven stores, and in 2021 the company was valued at $1.2 billion.
The situation
You've got one meeting with a buyer at a major department store for your new shapewear. She's polite, but the samples on the table aren't landing.
The options on the table
- Leave samples and follow up by email
- Offer a big discount on the first order
- Ask for a small trial order instead
- Ask her to come to the restroom so you can show her how it looks onWhat they did
What happened
Sara Blakely took the buyer to the restroom and showed her the difference in person. Spanx went into seven Neiman Marcus stores. In 2021 the company was valued at $1.2 billion.
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