When you get a retailer to sell your product, convince them that you are a reliable supplier and that you offer something that your customers want to buy. Your sales strategy must demonstrate that you are professional and respectful, and that you highlight the merits of your product and its selling points. Logs may be different for addressing large retail chains compared to owner-managed independent stores, but regardless of the size of the product or the retailer, you can improve your chances of success if you are looking for the target market and avoiding time.
Whether you’re primarily selling your products online or just looking to expand your reach, selling to retailers is a fantastic way to increase sales, create brand awareness, and build the network connections you need to succeed. Wholesale distribution
Selling to retailers: What you need to know
- There are a number of important differences between retailers and other wholesale non-retailers:
- Retail stores have higher overheads due to costs such as rent, sales personnel, furnishings, signage, furnishings and more
- The start-up costs of a retail store are at least five to ten times higher than for online retailers
- Retail stores typically hold more inventory
- The bigger the retail chain, the more its offerings are organized
- The appearance of the product is very important
- Foot traffic and profit per square meter are important figures observed in retail stores
Steps to approach a retailer to carry your product
- Prepare promotional material that you can bring to a dealer with your product. This written material should contain written information about how your company sells and distributes your product; include prices, volume discounts, schedules, requested payment terms and return policies. In addition, your promotional material must provide sales points to the seller. You can use the same documentation that you want to provide to customers, such as: Product information. Designing, printing, and finishing these written documents when you contact a merchant to carry your product shows you that you understand the marketing process and are prepared to invest the resources to attract customers.
- Contact the retailer and ask questions about the company’s guidelines for reviewing and accepting a new product. If you are approaching a chain of stores with many locations, you may need to bring your products to a corporate office for review by a buyer who makes multi-store purchase decisions. If you bring your product to a small, independent dealer, the process can be as easy as going with samples in the door. Preliminary questions can save you embarrassment and frustration if you arrive at a time that is not practical for the dealer and may make the product unfavorable.
- Prepare a concise and informative sales pitch. Use enough information to show that you are passionate about your product and understand its value and niche, but avoid doing so much detail that it bothers the merchant or takes too much time. Bring samples and promotional materials and leave the product for review and try after departure. When establishing a relationship with the retailer, ask them if they are interested in making an initial order, but avoid being aggressive if they do not signal a willingness to act quickly. Ask when you can call to hear his decision.