How to Sell in Retail – What to Do If You Have Zero Sales History When Trying to Sell to Big Box Retail Chains?

Are you, in search of a product that’s ideal for chain stores like Walmart, Home Depot, CVS, Nordstrom or Kroger Grocery Store?

If thats the case then you’ll definitely be interested in our new training on “Selling in Retail. What to Do When Approaching Big Box Retail Chains with Zero Sales History!”

You can watch the training by clicking on the video above!

Karen Waksman, the founder of Retail MBA recently addressed a question regarding selling products to chain stores without any sales history. Karen has been assisting business owners worldwide in getting their products into chain stores and this particular question often arises during her workshops and classes.

During this training session, we will discuss the factors that need to be considered when introducing a brand product to chain stores. Additionally we will explore Karens advice on the effective approach for selling to these retail giants.

Is it Possible to Sell to Chain Stores Without Any Sales?

According to Karen’s perspective it is indeed possible to sell products to chain stores even if you have no sales history. She shares examples of clients who have directly entered chain stores without having sold their products as well, as others who initially started small and gradually grew their businesses before targeting chain stores.According to Karen the key factor lies in the mindset of the business owner. Some individuals are determined to secure a spot, in a chain store disregarding aspects. On the hand, there are cautious individuals who prefer starting small and gradually growing their business before targeting larger retailers.

Karen suggests that if you feel anxious about approaching stores it’s advisable to start by reaching out to smaller or mid sized stores. This approach allows you to establish and expand your business without committing to retailers.

Moreover Karen mentions that certain stores pose challenges when it comes to getting your products on their shelves. For instance Costco primarily purchases items by the pallet. Might be hesitant towards businesses lacking a sales history. However there are retailers who have dedicated divisions specifically meant for testing products actively seeking fresh and innovative offerings.

Karen has experience organizing events with major chain stores like Walmart and Whole Foods where she has assisted entrepreneurs in gaining exposure with retailers. During these events buyers tend to prefer businesses with sales records. Have also shown interest, in unique products that haven’t been sold elsewhere.
This is because they face competition and sometimes they struggle to achieve their desired outcomes.

Karen also mentions that certain Amazon sellers may find it difficult to envision selling to chain stores without establishing a presence on Amazon. However she believes that if she were introducing a product to the market she would directly approach the stores and aim for maximum profitability.

Tips for Selling in Retail

In summary. it is possible to sell to chain stores without any existing sales history. The approach you choose will depend on your mindset and preferences. Karen suggests that if you feel apprehensive about approaching the stores away it might be beneficial to start by reaching out to smaller or mid sized retailers.

Karen has participated in events with chain stores like Walmart and Whole Foods. Buyers have expressed a preference for businesses with sales records. They have also shown interest in products that haven’t been sold elsewhere.

If you’re interested, in learning more about how to approach, pitch and successfully sell your products to retailers Karen offers a 90 minute training webinar that you can sign up for