Do you have a new product that you think would be perfect for big box retailers, but aren’t sure how to get your products on their stores shelves?
If so, the following quick tips and strategies will show you how to sell to retailers the right way!
Tip #1 – Sell to Retailers Directly:
Any time you reach out to a big box retailer about a new product, they always ask you to fill out forms and submit your new product on their vendor website. And most product companies follow this protocol.
The truth is that retail sales professionals (manufacturer’s reps) do the exact opposite. They find the contact information of the retail buyer, reach out to them and avoid vendor websites until absolutely necessary.
Retail sales professionals want answers quickly which is why they contact the buyer FIRST to get feedback about their product. If there is interest, the retail sales professional will happily follow protocol and fill out any forms when necessary.
Therefore, if you want to get your products on retail shelves more quickly – contact the buyers direct. It will save you a tremendous amount of time and headache. The trick is to know how to talk to buyers and what to say to them to make them buy–it’s actually easier than you think!
Tip #2 – Spend More Time on Packaging:
When you come across a product, on a store shelf your focus is usually on the packaging than the actual product itself. This is why packaging plays a role, in determining whether customers will make a purchase.
That’s why it’s important to invest time, money and effort into creating packaging. Customers rarely make buying decisions without seeing the packaging.
So how can you ensure that your products packaging meets the standards of chain store retailers? One effective approach is to examine their store shelves! This will give you an idea of what kind of packaging buyersre looking for.
Since buyers have already chosen your competitors products it means they have agreed with the size, shape and type of packaging used by your competitors. That’s why a good starting point would be to visit their stores and observe how your competitors package their products.
Tip #3 – Sell to Retailers on Vendor Day:
Some chain store retailers have something called ‘vendor day.’ What they call it varies, but vendor day is essentially a day of the month or quarter (depending on the retailer) where the buyer spends time reviewing new products. During vendor day, buyers typically review several new vendors in 15-30 minute increments.
If you’re having trouble getting a chain store to notice your product, then consider finding out if they have a vendor day.
The only issue I have with ‘vendor day’ is that I am competing with several other competitors on a given day. That is why I prefer utilizing other methods to get a meeting with a chain store buyer. But if you are stuck and you just want to get a meeting with a retailer, this can be a great first step!
How do you get a ‘vendor day’ meeting?’ The next tip on how to sell to retailers will show you how!
Tip #4 – Make Friends with Assistant Buyers:
Assistant buyers are AWESOME resources for helping you get your products on the shelves of chain store retailers. Always treat assistant buyers with respect.
Most people think ‘assistant’ and assume that they are just ‘paper pushers.’ This is absolutely NOT the case with chain store retailers. Not only do most assistant buyers become buyers within a year, but assistant buyers can also set up appointments for vendor day! You have no idea how many times assistant buyers haven’t helped me get products into stores. They can only help you in your quest of selling to chain store retailers.
Tip #5 – You Don’t Have To Be a Big Company to Sell to Retailers:
The truth is that buyers care more about finding the ‘right’ product for their stores then they care about the size of your company. So please don’t assume that you cannot get your products into chain store retailers if you are a small company.
Times have changed – buyers can no longer ignore the small product company because they are the ones that are coming out with all of the cool new products!
Plus, retailers are dealing with a tremendous amount of competition these days, so they are always on the lookout for that next new product.
So if you have product that you think would be perfect to sell to retailers …take a chance and make it happen!
To Your Success,
Karen Waksman
About the Author: Karen Waksman (www.retailmba.com) is a Manufacturer’s Rep turned Author, Speaker and Consultant. She has sold millions of units to the world’s largest retailers and now teaches her proven strategies on how to approach, pitch and sell to major retail buyers to the ‘underdog’ supplier – the small to mid-size product company that just want to get their products into stores!
Step-by-step training on how to sell to retail chains!
We explain exactly how to do that and how to get started today. I’ve taught over 100,000 of companies over the years across the globe on how to get your products to the stores. And so we’re here to support you. Or please subscribe to our Youtube channel and or be on the lookout for additional training that we create.
We are here to expedite the process of generating revenue with your physical products and that’s what we’re all about. Take a look at our advanced training, live events, certification programs and so much more.
In this training, I will discuss some of the things to think about when approaching a retailer to sell your products and become a vendor. Hope it helps! 🙂
Karen Waksman,
Retail MBA
Questions? Contact Us!
1-855-Retail-2 (Call or Text)
Email: info@retailmba.com
Retail MBA provides a step-by-step formula on How to Sell to Major Retailers, Online Retailers, Smaller Retailers, Catalogs and More. No Experience Required! These solutions continue to convert for clients year-over-year! These are Time-Tested and Proven Strategies that we utilize ourselves when going after stores! Everything we teach, we test. Want access to these formulas? ANY one of our programs and coaching systems gives you access to them now. With that said…
Here are 5 Easy Ways to Work with Us:
1) Free Training – If You Would Like to Join Our Next FREE Webinar Training Called “Retail Chain Store Secrets – How to Sell to Major Retail Chains. No Experience Required” Then Sign Up NOW To Learn All About Selling into Retail Chains By Clicking Here!
2) Retail MBA Year Long Coaching and Training System – Our Year Long Coaching and Training System with Karen Waksman is POWERFUL! This is our most popular training and coaching system! We walk you through how to approach, pitch and sell to retail chains and we coach you along the way! Join us by Clicking Here!
3) Masterclass Intensives – Want to Join our Next 4 Week Elite Retail MBA Masterclass Intensive? These Intensives Are EPIC for people who Love Fast Paced Learning – Homework, Retail Coaching, Developing Your Strategy, Buyers Contacts and More! These Events Are Held Every Quarter. Join us by Clicking Here!
4) Done-for-You Program – If You Want Karen Waksman and Her Team to Reach Out to Your Top Dream Retail Chains On Your Behalf – And You Have a Retail-Ready Product, Check Out our Epic Done-For-You Service by Clicking Here!
5) In Person Events – If You Want to Learn LIVE and Meet Karen Waksman in Person at Our Next “America’s Next Retail Product: LIVE Event with Other Like-Minded Individuals in Beautiful San Diego, CA! We Would LOVE to Have You Join Us by Clicking Here!
Check Out Our Additional Blog Posts Here:
Retail Terms
Retail Terms – What are the payment terms typically offered by retail chains? Click Here to Learn More!
Retail Vendor
Retail Vendor – What are the common mistakes to avoid when selling to retail chains? Click Here to Learn More!
How to Sell Your Holiday Products to Retail Chains
New Training on How to Sell Your Holiday Products to Retail Chains
Ulta Beauty Vendor
Ulta Beauty Vendor – How to Sell to Ulta Beauty Stores. Click Here to Learn More!
Retail Strategy
Retail Strategy – How do I handle negotiations with retail chains? Click Here to Learn More!
