What's the best way to get a product into AAFES and NEX?

SGT Tyler H. — Mon, 27 Jul 2015 23:30:29 -0400

I am doing research for this being a viable market for startups. Please be as detailed as possible. If you do not wish to comment, please message me directly.

Response by TSgt David L. made Jul 28 at 2015 12:18 AM

TSgt David L. — Tue, 28 Jul 2015 00:18:38 -0400

Put it in the original bag with the receipt. Oh, I didn't read the whole question. :D

Response by Sgt Aaron Kennedy, MS made Jul 28 at 2015 6:55 AM

Sgt Aaron Kennedy, MS — Tue, 28 Jul 2015 06:55:03 -0400

Start at your local Exchange, find out who the "Buyer" is, and make an approach. Basically you do a sales presentation (like 10 mins) of "here's my product catalog, these are the top 3-10 items I think would work well for you, however you can order anything from it."

If the local is able to sell your product successfully, on a continued basis, hence justifying the sales space, they can look at getting it added to the "district/regional/national" footprint (ordered by the warehouse, distribution center, as opposed to internally).

The big thing to keep in mind is that they have limited floorspace, limited storage space, limited administration time (ordering time), and just limited time in general, so anything you can do to alleviate those issues help. Basically, what you see on the shelf is what they got (generally), so it's often a "just in time" delivery method, combined with a "shelf stocker" (think Lays Potato Chips) restocking method (who is often paid by YOU).

Response by LTC Jason Strickland made Jul 28 at 2015 7:14 AM

LTC Jason Strickland — Tue, 28 Jul 2015 07:14:59 -0400

SGT Tyler H., I recommend you contact LTC Kevin Sullivan. He has been very successful in working with businesses and getting them into the exchange, via his Leading Points business.
http://leadingpoints.com

Leading Points

Response by CAPT Kevin B. made Jul 28 at 2015 10:08 AM

CAPT Kevin B. — Tue, 28 Jul 2015 10:08:54 -0400

Consider short run kiosk arrangements to test market. They are much easier to lock down than shelf space. That way you can do market research with the customers.

Response by LTC Chris Norton made Sep 23 at 2015 12:55 PM

LTC Chris Norton — Wed, 23 Sep 2015 12:55:47 -0400

Plan on a long lead time if you're looking to get national coverage. Cannot comment on local buyers, though.

In our case, there is a third party involved, which also complicates the process.

Useful info and points of contact here, however: http://www.militaryretailer.com/Editor_Pics/MR_JunJul14_CoverStory.pdf (not sure why the preview is crazy-it's a .pdf)