Any wholesaler’s first challenge is to develop a remarkable product that embodies the idea of taking the best shelf in a certain retail store. The businessperson is then faced with the dilemma, “How can I get my goods into retail stores?”
Retailers are skeptical of new changes. New entrepreneurs bring with them new responsibilities as well as a high level of risk. As a result, selling things through retail stores becomes incredibly challenging for any entrepreneur.
The reason for this is that shops have a limited budget and equally limited space for new products. As a result, realizing the goal of having their items in stores is extremely challenging for entrepreneurs.
Here are some suggestions for getting your product in a retail store.
7 Steps to Introduce Your Product To Retailers
Start from the small
Try cooperating with small local shops first. Large retailers prefer to buy from distributors since it is more convenient for them. Retailers are always on the lookout for dependable products to sell in their stores. As a result, when adding a new product, retailers want to see a list of benefits.
Start small, but think big. So start with local small retailers, such as stores where you often buy your groceries. A positive track record will help you build relationships with large chain retailers in the future.
Study your target market
Deep study on a variety of topics would be quite beneficial!
First, familiarize yourself with the small or local businesses you intend to target. It would be ideal if you went to the store where you frequently buy food. In order to have a better understanding of purchasing cycles, regional and national consumer information, customer preferences, and so on, ask the owner a series of questions.
Next, pay attention to the design of the store. Find out the store layout, what product categories exist, and how the products are grouped together.
Look for items that will give yours a run for its money. Compare your product against similar products in terms of utility, packaging, quality, and so on. Then consider the answers to persuade the salesperson that your product would fit in there, that it is as excellent as or better than the other products.
Select the appropriate store. When you’ve completed the above research, you’ll have a decent notion of which stores to start with. The layout of the store, its location, the types of consumers it attracts, and their demands will all help in the sale of your product.
Listen to the demands of the customers: once you’ve identified your target store, return to it to perform a complete survey.
Spend more time there to gain a deeper understanding. Pay attention to what customers want from similar products to yours. Take into account the buyer’s feedback. And, as a result, keep your product updated and changing. This will not only assist you in developing an excellent product, but it will also get you good points for persuading the business owner to allow you to take place in his store.
Make a presentation personally
Owners of the retail stores always receive emails and brochures that they pay very little attention to. So take a different approach: appoint a meeting with the store owner and talk to him in some relaxing place. Persuasion works well when you interact with someone in person, making a lasting impression. You can also give a thorough overview of your product, highlighting the most crucial characteristics.
Give the impression of being needed. Consider salespeople to be your customers, and show how your interests are similar, how your product influences their sales, and why your product is a suitable fit for their store when you meet with them.
Instead of making the meeting about selling your product, consider it as a platform where you can efficiently advertise your product, gather useful feedback, and build market recognition.
The retailer’s primary goal is to make a profit. As a result, you must also consider the retailer’s perspective on the usefulness of the item. When it comes to common interests, as previously stated, if you’ve done your study, there shouldn’t be much of a problem.
When promoting your product, the focus should be on how much money it will make. Your pricing procedures should account for their profit margin. You must be aware of the numerous situations they will encounter when cooperating with you, especially if your product has a great popularity
You must, for example, provide a sufficient margin to cover shipping, storage, and other costs.
Provide a sale list
Most retailers will take some time to consider whether or not to stock your products in their stores. Important information regarding your product is contained in sales lists. They supply just enough information to get their interest and capture their attention. Make a sales list based on the research you’ve done on your customer’s demands. Attempt to make it both appealing and profitable.
A standard leaflet is a full-color brochure that contains the following information:
- Your product’s advantages over competitors;
- A thorough pricing strategy that is suited to their requirements;
- Your product’s sample;
- Patent documents that protect your idea;
- Your contact;
- Some photos of your products.
If you can give the sense that buyers are already excited about your goods, the thought of “convincing your salesman” may not be that exhausting.
Surveys, customer feedback, information about the competitors, and demonstrating your competitive edge are all part of this process. To do so, you’ll need to put in a lot of marketing effort ahead of time, such as distributing free product samples and gathering feedback from your target clients.
Before you even introduce your product, reach out to your customers via social media networks, write articles and blogs about it, market them, and grow your customer base. Customers will contact you as a result of this since they have requested it. To maximize your chances of success, retailers should assume that your product will sell itself.
Make the good packaging
When it comes to the average retail store, one very significant factor is considered: Is your product appropriate for their business?
As a result, you should concentrate on the packaging in order to establish a good first impression and make the salesman feel at ease with your goods.
The trick is to figure out what will cause customers to stop and look at your product for a while. You’ll need a good design to make your product worth the space it takes up. Bring in a few product samples so customers can get a feel for the concept before it hits the market.
Getting Your Product Into Stores
This means you need to walk or drive within a short radius of your warehouse or office. Start by focusing on local retail stores within a 5-kilometer radius. This should provide you with a reasonable retailer reach with which to work.
Following that, you’ll need to do a lot of selling. It’s better to arrive unannounced during the least busy times of the day at these local stores. In addition, you should have the following items in your car’s trunk:
- Samples of your products in your stock, including all options;
- Terms of Sale -The quantity of minimum order, methods of shipping, insurance, lead time, payment terms, and exchange and return terms;
- A simple price list with the name of your company, conditions, ordering instructions, and product catalog. In addition, the wholesale price, manufacturer’s suggested retail price, SKU, and product name, as well as sizes and alternatives, should all be included in your catalog.
Getting Your Product Into Supermarkets
The same approach is used for supermarkets. With the exception of dealing with a regional or federal network. It is preferable to make a list of potential supermarkets now. Once you’ve compiled a target list, contact to get the buyer’s name and schedule an appointment.
Visiting specific supermarkets should be a part of your study. Do they complement your offerings? What are their methods for displaying foods? What is the condition of their warehouse?
Before the first meeting, you’ll need to compile a product list, containing all the product information.
Retailers of consumer goods rely on large sales volumes. You may have to agree to their agreements in order to sell your products in their stores.
So, everything goes to making an excellent product, after which all of the other processes will be successful. Studying your target customers and, as a result, the appropriate stores is the bedrock of a strong customer base. Keep your expectations in check!
An optimistic attitude will lead to positive results. If you want to be successful, this is the most important piece of advice you should follow. Accept “no” as a response in the early stages of a business. It’s not the end of the world if one retailer refuses to cooperate with you.
Make it a habit to look for the bright side in every situation. If you fail, start over and figure out what went wrong with your strategy. Repeat your steps, make any necessary adjustments, and clarify the facts!
To summarize, if you believe in your product and think it has potential, look for all possible ways to place it on the shelves of top stores.