Consider using free-lance reps, wholesalers and distributors to sell products for you. Go direct to local shops.
Produce cash flow forecasts.
The smaller you are the more important it is to look professional.
Discounts. Sliding scales are a bad idea as distributors sit on the sales until they hit the next level of discount. Look at a flat discount.
Response rate changes with approach. Just mail may get 2%, Phone only 2-10%, Mail then phone 2 – 15%, Phone then mail 5-15%, Phone then mail then phone 10 -20%. (according to Calcom Group) P108.
Combining different advertising methods towards the same customer increases response.
Fulfilment centres can be paid to distribute flyers with products they send out.