If you’re a startup or D2C brand looking to get your product into retail stores, catalogs, or even TV shopping networks, you already know the opportunity is huge—but the process can feel overwhelming. Selling to retailers requires strategy, preparation, and the right partnerships.
To help you succeed, here are 10 proven tips for selling your product to retailers and making your brand stand out.
1. Know Your Target Retailers
Before reaching out, research the retailers you want to work with. Understand their product assortment, customer demographics, pricing strategy, and store policies. The more you know about what they carry and how they operate, the better you can tailor your pitch.
2. Build Strong Relationships
Retail success depends heavily on relationships. Buyers want to work with brands that are reliable, professional, and easy to communicate with. Building trust early on can make the difference between a “maybe later” and a long-term partnership.
3. Understand the Buyer’s Needs
Each retail buyer has specific goals and category requirements. Learn what problems they’re trying to solve and what types of products they value. The better you align your pitch with their priorities, the stronger your chances of getting a “yes.”
4. Provide High-Quality Samples
Samples are one of the most powerful tools in the retail sales process. Make sure the samples you send reflect the exact quality a retailer can expect from bulk production. High-quality, well-packaged samples help buyers evaluate your product with confidence.
5. Offer Incentives
Retailers appreciate added value. Consider offering incentives such as:
- Discounts on opening orders
- Free samples
- Bundled pricing
- Promotional giveaways
These incentives help reduce the retailer’s risk and can speed up their decision-making process.
6. Know Your Competition
Research similar products already on the shelves.
Ask yourself:
- What makes your product different?
- Why should a retailer make room for yours?
Understanding competitors helps you refine your positioning and highlight your unique advantages.
7. Strengthen Your Online Presence
Retail buyers often research brands online before responding to a pitch. Make sure your website, social channels, and brand messaging are professional and up-to-date. A strong digital presence reassures buyers that you are established and ready for retail.
8. Leverage Trade Shows
Trade shows remain one of the best ways to meet retail buyers in person. A well-designed booth and professional presentation can help your product stand out. Be prepared to answer questions, share samples, and build meaningful connections.
9. Follow Up Consistently
Once you’ve connected with buyers, don’t let the conversation go cold. Consistent follow-up by email or phone keeps your product top-of-mind and shows that you’re serious about earning their business.
10. Work With Retail Experts
Breaking into retail can be complex and time-consuming. Lean on experienced partners such as:
- 3PL providers
- Retail distributors
- Manufacturer reps
- Retail channel consultants
Just like you’d hire a lawyer or doctor, hiring retail experts can reduce costly mistakes and accelerate your success.
Final Thoughts
With the right research, preparation, and persistence, selling your product to retailers is absolutely achievable. Use these 10 tips to navigate the retail landscape more confidently and increase your chances of landing major retail accounts.
If you’re thinking about bringing your product to retail, our team at Retailbound can help. Since 2008, we’ve helped countless brands launch, scale, and thrive in more than 150+ retailers across the U.S. and Canada. Contact us today to learn how we can support your retail journey.
About the Author
Yohan Jacob is the President and Founder of Retailbound, a full-service retail channel management consultancy. Retailbound helps product brands build and scale their retail presence through expert retail strategy, buyer engagement, channel marketing, and sales management. Whether you’re a startup or an established brand, Retailbound provides the guidance needed to grow your retail footprint and drive consistent sales both online and in-store.
