ECRM: Your Complete Guide to Efficient Retail Partnerships and Business Growth

ECRM is a trade support institution with over 24 years of experience connecting suppliers with US + International Retail Buyers. Unlike traditional trade shows where you hope the right buyers will find you, ECRM puts the right brands with the right buyers at the right time for seamless product discovery, cultivating powerful retail and foodservice relationships.

The ECRM Mission: It is our mission to help TPOs and their manufacturing partners develop relevant connections with exporters, distributors, service companies and buyers to promote and facilitate foreign trade.

How ECRM Works: The Process Breakdown

The Core Concept

We curate face-to-face meetings that connect brands with relevant buyers who are looking for their products. This isn't about hoping to meet the right people—it's about guaranteed, strategic connections.

The ECRM Process: Before, During, and After

Before Your Session: Before, during and after an EPPS, you will: Learn about US retail best practices, buyer goals and required deliverables.

During Your Session: Attend an EPPS and within 2-3 days meet with several relevant category buyers.

After Your Session: Follow up with ECRM's patented software helps simplify and accelerate the follow-up process.

Dedicated Support System

When you register for an ECRM Session, you are assigned a dedicated Client Success Manager (CSM) to help with meeting preparation, execution and follow up. Supplier-buyer connections are carefully curated—suppliers are informed of the buyers needs and objectives while buyers learn about suppliers' products and capabilities.

Types of ECRM Sessions and Buyers

Efficient Program Planning Sessions (EPPS)

The in-person meetings take place during category specific Efficient Program Planning Sessions (EPPS). These are organized by specific product categories to ensure maximum relevance.

Enhanced Efficient Supplier Review (EESR) Programs

ECRM's enhanced efficient supplier review (EESR) programs it offers as part of its retailer solutions. These are customized programs held at major retailer headquarters.

Category-Specific Sessions Available:

Based on the research, ECRM offers sessions across multiple categories including:

• Beauty and Personal Care
• Grocery/Food & Beverage
• General Merchandise
• Pharmacy/Health & Wellness
• Home Health Care
• Baby & Infant
• Skin Care, Bath, Cosmetics
• Convenience Store
• Adult Beverage (On & Off Premise)

Virtual and In-Person Options

The impact of COVID-19 has switched all ECRM into virtual sessions by using the latest communications technologies to facilitate the meetings between collaborators like buyers and suppliers.

Types of Buyers You'll Meet

Major Retail Chains

Walmart Buyers: "ECRM continues to be one of the greatest resources that link the Walgreens buying team to a diverse number of suppliers available worldwide. As a team we find the ECRM process highly productive; its a very effective use of our time to meet with all the participating vendors of all sizes".

Target Buyers: John Burton was first noticed by a major retailer after uploading his product and company information onto RangeMe. That buyer ultimately invited Burton to participate in a category line review in February 2016 that was being hosted at Target headquarters by ECRM.

Foodservice Operators

ECRM puts the right brands with the right buyers at the right time for seamless product discovery, cultivating powerful retail and foodservice relationships.

Regional and Independent Retailers

"Attending an ECRM session saves me an immeasurable amount of time. I can meet with a huge variety of industry players - from smaller vendors to some of the senior management for bigger companies, all in less than a week".

Distributors and Importers

ECRM sales experts can help you understand how to best utilize distributors and make the most of your EPPS meetings.

ECRM Costs and Investment Structure

What's Included in Your Investment

ECRM Sessions are a turnkey solution in which registration covers everything – the supplier's meeting space, sleeping rooms, meals and freight, and a dedicated client success representative to guide them through the format and process.

Comprehensive Package Includes:

• Meeting space and private meeting rooms
• Hotel accommodations
• All meals during the session
• Freight shipping for product samples
• Dedicated Client Success Manager
• Pre-session preparation and training
• Post-session follow-up support
• Access to ECRM's patented follow-up software

Cost Comparison Reality Check

From time to time, we'll hear from a supplier that ECRM Sessions are too expensive when compared to traditional trade shows. Of course, when you do a simple comparison of the price of a Session vs. the price of a trade show booth registration, ECRM's listed price versus theirs, the price tag on our Session page is higher.

However, consider the value difference:

• Traditional Trade Shows: Pay for booth space, hope buyers visit, no guaranteed meetings
• ECRM Sessions: Guaranteed pre-scheduled meetings with qualified, interested buyers

ROI Considerations

Time Efficiency: "ECRM is a valuable asset to the new suppliers and new item process for my business. One of the advantages to this format is time savings. The format allows me to thoroughly review potential suppliers and potential new items in a fast, efficient manner. Distractions are kept to a minimum, and I can walk away from the program with all the information needed to make sound decisions on new items or new suppliers".

Meeting Quality: "ECRM's sessions are turnkey solutions with an incredible format. The meetings are pre-scheduled, and the buyers are committed to show up. The quality of the meetings with the buyers, importers and distributors is the main reason for our participation" - Fernando Spohr, Operations Manager for Apex-Brasil North America.

How ECRM Can Grow Your Business

1. Strategic Timing Advantage

Imagine meeting with buyers just as they are preparing to make decisions for their category. Timing is everything and ECRM introduces buyers to suppliers right when decisions are being made.

2. Direct Access to Decision Makers

Unlike cold calling or hoping for email responses, ECRM provides:

• Pre-scheduled meetings with committed buyers
• Face-to-face relationship building opportunities
• Direct access to category managers and purchasing directors

3. International Market Expansion

International suppliers effectively connect with buying decision makers through our preparation services, in person meetings and follow up support.

4. Comprehensive Business Development

Beyond Just Meetings: Each Session provides opportunities for networking and relationship-building, including on-site meals, cocktail receptions, or grabbing coffee in the hospitality lounge.

Success Stories: Real Business Growth

Session Savers Sunscreen: From Discovery to Major Retail

John Burton, President of the San Diego-based manufacturer of on-the-go sunscreen, was first noticed by a major retailer after uploading his product and company information onto RangeMe. That buyer ultimately invited Burton to participate in a category line review in February 2016 that was being hosted at Target headquarters by ECRM.

Results:

• Target headquarters invitation
• Following his experience at Target, Burton decided to take the next step and participated as a new vendor in ECRM's Sun Care EPPS in the summer of 2016, where, in addition to having dozens of meetings with retail buyers, his Session Savers Sunscreen won the ECRM/Drug Store News Buyers Choice Award

Additional Success Highlights

8 Track Foods landed several major retail deals via the exposure and access provided by RangeMe & ECRM. CEO Sapan Nainani says consistency and building strong relationships are key to long term success.

Mary Mack's landed a large purchase order from ECRM's recent Winter Beverage Session.

Launched in 2021, the food brand has already landed deals with Walmart, Sam's Club, QVC and Sysco.

Best Practices for ECRM Success

1. Preparation is Everything

Preparation level for any buyer meeting, phone call or webinar will provide the buyer an indication of how you do business and what it will be like to work with you in the future.

2. Know Your Category Inside and Out

At times buyers wear many hats, however you are the expert of your product and your category. Know both inside and out.

3. Understand Buyer Objectives

We often spend time selling our products to buyers by listing off features and describing how unique the product is without first understanding the retailer and what specifically the buyer is trying to accomplish. It is only when we align product information with buyer goals that we can gain interest.

4. Practice Honest Communication

Honesty is the best policy. Buyers do not have time for guessing or incorrect information. If they ask something you do not know the answer to, let them know you will get back to them with the answer in 24 hours. If they ask you to do something you simply can't do, be honest about your capabilities.

5. Build Trust-Based Relationships

Being upfront with a buyer will help you build a relationship built on trust. Trust relationships stand the test of time and will help you go far.

ECRM vs. Traditional Trade Shows: The Comparison

Traditional Trade Shows:

• Hope buyers visit your booth
• Compete for attention in crowded halls
• No guaranteed buyer meetings
• Limited time for meaningful conversations
• Additional costs for booth design, travel, setup

ECRM Sessions:

• Guaranteed Meetings: Pre-scheduled appointments with committed buyers
• Quality over Quantity: Fewer, but more meaningful interactions
• Turnkey Solution: Everything included in one package
• Expert Support: Dedicated Client Success Manager guidance
• Follow-up Systems: Patented software to maintain momentum

Who Should Consider ECRM?

Ideal ECRM Candidates:

1. Established Suppliers with retail-ready products
2. International Companies seeking US market entry
3. Growing Brands ready for major retail partnerships
4. Companies with specific category focus
5. Businesses seeking distributor relationships

When You're Ready for ECRM:

• Product is retail-ready with proper packaging, barcodes, and compliance
• You have production capacity to fulfill large orders
• You're prepared to invest in long-term buyer relationships
• You understand your category and competitive landscape
• You have the resources to follow through on commitments

The ECRM Application Process

Getting Started:

1. Category Selection: Choose the most relevant EPPS for your products
2. Application Submission: Complete detailed supplier application
3. Approval Process: ECRM reviews and approves qualified suppliers
4. Pre-Session Preparation: Work with your Client Success Manager
5. Session Attendance: Participate in 2-3 day intensive meeting program

Pre-Session Support:

Learn about US retail best practices, buyer goals and required deliverables through comprehensive preparation materials and guidance.

Maximizing Your ECRM Investment

Before Your Session:

• Research attending buyers and their current category needs
• Prepare compelling product presentations aligned with buyer objectives
• Bring appropriate samples and supporting materials
• Set clear goals and success metrics

During Your Session:

• Arrive prepared for every scheduled meeting
• Listen actively to buyer needs and challenges
• Ask thoughtful questions about their business
• Take detailed notes for follow-up

After Your Session:

• Follow up with ECRM's patented software helps simplify and accelerate the follow-up process
• Maintain momentum with prompt responses
• Deliver on all commitments made during meetings
• Build long-term relationships, not just transactional connections

ECRM represents a paradigm shift from hoping to connect with the right buyers to having guaranteed access to decision-makers who are actively seeking new products. We are your go-to partner for world-class technology and service that deliver unprecedented exposure and access opportunities for brands and buyers.

The ECRM advantage lies in:

• Guaranteed buyer meetings vs. hoping for trade show traffic
• Strategic timing that aligns with buyer decision-making cycles
• Comprehensive support from dedicated professionals
• Proven track record of 24+ years in the industry
• Turnkey solution that eliminates traditional trade show hassles

Investment Perspective: While ECRM sessions require a higher upfront investment than traditional trade shows, the guaranteed access to qualified, interested buyers and comprehensive support system often delivers superior ROI for companies ready to scale their retail presence.

Next Steps: If you're ready to move beyond hoping the right buyers will find you and want guaranteed access to retail decision-makers, ECRM provides the strategic pathway to accelerate your business growth through meaningful, lasting retail partnerships.

The question isn't whether ECRM costs more than a trade show booth, it's whether you're ready to invest in a proven system that connects you directly with the buyers who can transform your business.