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Better With Age

There's nothing new under the sun that doesn't scare retailers.

By Don Debelak

Opinions expressed by Entrepreneur contributors are their own.

Who wants to be the first retailer to buy a new product from aninventor--the first to have the next Pokémon or Beanie Baby onhis or her shelves? Most inventors will tell you the answer:nobody.

Not surprisingly, retailers are reluctant to buy from newcompanies. For starters, they don't like to take on small,one-product businesses because of the work involved in setting upand maintaining new vendors. But the main reason is that retailersdon't want to get stuck with left-over inventory. Thoughretailers typically send products back to their suppliers when theydon't sell them, they worry about not receiving rebates fromsmaller inventors.

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