by Yohan Jacob

Created on: November 29, 2008

How to sell your product to retailers

Questions to ask yourself before you meet with a retail buyer
Every inventor, entrepreneur, and small manufacturer has different reasons for wanting to get their product(s) placed on a particular retailer's shelf. If you've developed a good product, then accomplishing this might not be as tough as you think.
How can I be so certain? I spent many years as a senior merchandise manager for 2 very large billion dollar retailers. As a retail buyer, I used to receive 30 to 40 unsolicited phone calls or emails from prospective vendors each week. Regrettably, most of these prospective vendors were not prepared to talk to me and wasted both my time and theirs.

Below is an excerpt from my newest book "Retail Bound: Learn How to Sell Your Products to Retailers" which can be found on retail book sites like www.iUniverse.com or www.Amazon.com.
===================================== ==================================================== ===========
Retail buyers will grill you until they get enough answers to make an informed decision whether or not to buy your product because their senior management will ask them all the same questions before approving the purchase. Below is a list of typical questions that a retail buyer may ask you. Knowing the answers to these questions beforehand will help you prepare for your meeting with the retail buyer.
Typical product-related questions:
* How was the product developed/conceived?
* Who is your competition?
* Are you priced competitively?
* Who is the target customer for this product?
* What is my cost of the product?
* What is the target sell price of the product?
* What other retailers are selling your product?
* Can your product be knocked off (do you hold patents?)
* What are your lead times to produce and ship the product?
* Has your product been tested and certified (e.g. all products with a power cord like a TV or a hairdryer must be UL certified)?
* What is the warranty of your product (i.e. if the product has an issue, how will you service the product)?
* What is the average defective rate for your product?
* How is your product packaged to ship to the retailer?
* How is your product packaged to sell (e.g., box,clam-shell, clip strip)?
* Are product samples available for testing?
* What marketing funds are available from you to help sell the product?
* What are the minimum order requirements to purchase your product?
* Will you offer training on your product to the retailer's sales associates?
* Will you ship free freight to the retailer's warehouses?
As a retail coach and consultant, I encourage you to reach for your goals and sell that product of yours to your target retailers.
If you need more help, please visit our website (www.retailbound.com). Retailbound helps potential vendors like you to learn how to sell to and work with retailers of all shapes and sizes. We offer one-on-one coaching as well as online workshops. We look forward to working with you soon!

Learn more about this author, Yohan Jacob.
Click here to send this author comments or questions.