Patrick Keiser has an interview with Amy Dawes of Grace Brands, who discusses the strategic importance of opening new accounts for building a healthy sales territory. She emphasizes "matchmaking" brands to retailers by understanding each brand's unique persona, such as Green Leaf's "girly" aesthetic for boutique placement or Bridgewater's signature "Sweet Grace" fragrance with a philanthropic giveback. Daw offers practical advice for territory managers on prospecting—including utilizing competitor dealer locators, preparing suggested opening orders, and having a well-stocked car with samples—to streamline the sales process. She also highlights the power of fragrance as a consumable product that encourages frequent reorders and explains the necessary new account paperwork, including dealer applications and resale certificates, which are crucial for a smooth onboarding experience.

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