If you startup or D2c looking to take your product to the retail channels like stores, catalog companies, and maybe even TV shopping networks, it is important to know what strategies will be most successful. Selling to retailers can often seem daunting, but if done correctly and with a sound strategy, it can bring great success. Here are 10 tips that can help make the process smoother:
1. Know your target market: It is essential to understand the retailers you are targeting, what kind of products they carry and who their customer base is. Do some research on their store policies, pricing structure and any other factors that could influence a successful sale.
2. Develop relationships: When selling to retailers it is important to build relationships. Building trust and understanding will pave the way for a successful sale. It is important to demonstrate that you are reliable and can offer exceptional customer service.
3. Understand the buyer: Get to know who your buyers are and understand their needs and preferences. Knowing what type of products or services they are looking for will help you make a successful sale.
4. Provide samples: Giving retailers physical samples can be an effective way of showing them the quality of your product or service before they commit to buying it. Make sure that these samples follow the same standards as what you would provide in bulk orders, so that they know exactly what they are getting upon delivery.
5. Offer incentives: Offering discounts and other incentives to retailers can be an effective way of boosting your sales. This could include free samples, discounts on bulk orders or even giveaways.
6. Know the competition: It is important to know who you are up against when selling to retailers. Researching what similar products they may be selling can help you come up with the right tactics and strategies to differentiate yourself.
7. Have a presence online: Having an online presence is essential when selling to retailers. Make sure your website and social media channels are professional, informative, and reflective of your product or service. This will also open up more communication channels for potential buyers.
8. Utilize trade shows: Networking and attending trade shows can be an effective way of getting your product in front of potential buyers. It is important to make sure you prepare a professional booth that promotes your product or service, and make sure that you are friendly and knowledgeable when talking with buyers.
9. Follow up: Once you have reached out to retailers it is important to stay in touch. Follow up emails or calls can help keep your product on the buyers’ radar and remind them that you are available for their needs.
10. Get help: Getting into retail can be complex and time consuming. Leverage your network to find reputable 3PLs, Distributors and reps you can trust. Also, like a lawyer or doctor, whenever possible hire expert help to reduce costly mistakes and increase the time it takes to break into retailers and the likelihood of being successful.
Hopefully these 10 tips can help make selling to retailers a much smoother process. With research, communication, and perseverance, you can be well on your way to making successful sales. Good luck!
If you have interest in getting your products launched in retail but don’t have the time or experience, contact Robert Bruza, our Director of Business Development via email at [email protected].
