Learning how to approach retail stores to sell your product is a great skill for wholesale distributors to have in their toolbelt. https://wholesalesuiteplugin.com/how-to-approach-retail-stores-to-sell-your-product/

1. How To
Approach Retail
Stores To Sell
Your Product

2. Whether you sell your products
primarily online or if you just want to
expand your reach, selling to retailers is
a fantastic way to boost revenue, create
brand awareness and build the kind of
network connections that you need to be
successful growing a wholesale
distribution business
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3. BENEFITS OF SELLING TO RETAIL
▰ Selling to retail stores forces you to get more
serious about packaging
▰ It highlights how important it is to have proper
profit margins on your products
▰ It means your shipping and logistics processes
needs to be rock solid
▰ And you must have a plan to handle extremely
large volumes if required
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4. What You
Need To
Know
4
Selling To
Retailers

5. WHAT YOU NEED TO KNOW
▰ Retails stores have bigger overheads due to
costs like rent, sales staff, fixtures, signage,
furnishings, and more
▰ The cost to start a retail store is at least 5-10x
higher than online-only retailers
▰ The larger the retail chain the more organised
their procurement will be
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6. WHAT YOU NEED TO KNOW
▰ Product appearance is very important
▰ The margins are thinner
▰ Retail stores generally hold more stock on
hand
▰ Foot traffic and profit per square meter are
important figures to monitor in retail stores
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7. What Do Retail
Stores Focus
On?

8. THE MAIN FOCUS FOR
RETAIL STORES IS
MAXIMISING THEIR FOOT
TRAFFIC, AKA BRINGING
CUSTOMERS IN THE DOOR.
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9. WHAT DO RETAIL STORES FOCUS ON
▰ Store positioning (which is why choosing a
good location is so important)
▰ Running sales
▰ Stocking desirable product lines
▰ Reward programs
9

10. THERE ARE 3 PRIMARY
WAYS TO APPROACH A
RETAIL STORE
1. In-Person
2. Head Office Meetings
3. Direct Mail
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11. IN PERSON: Demonstrate and
Sell
▰ You can demonstrate the product
▰ They can feel the product and use it
▰ People find it harder to say no when
you’re standing right there
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12. HEAD OFFICE: The Top-Down Approach
▰ Plan to approach the head office
directly
▰ Get in touch with the right people
▰ Schedule appointments ahead of time
▰ Try the puppy-dog close and let them
try out the product
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13. DIRECT MAIL: Introduction Letter
▰ Research and personalise
▰ Include a sample of your product
▰ Send daily to leads
▰ Follow-up
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14. Knowing the right way to
pitch your product to a
store will give you a leg
up
14
How to Pitch
Your Product To
A Store

15. 1. GET IN THE DOOR
▰ Be proactive and suggest 2-3 potential
dates and times to eliminate needless back
and forth
▰ Use a calendar scheduling app such as
Calendly or Doodle
▰ Tell them you’re in the area (even if you’re
not)
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16. 2. CONDUCT A GREAT PRODUCT
DEMONSTRATION
▰ Customise your demonstration to them
▰ Tell a story
▰ Rehearse
▰ Test everything beforehand
▰ Close the deal
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17. 3. USE A PRODUCT SELL SHEET
▰Keep it benefits focused
▰Break up the text
▰Call to Action
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18. 4. IN-PERSON OR NOT
▰ If your product is physical then
demonstrating is a very wise move.
▰ Products such as software,
however, lend themselves to
remote demonstration quite easily
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19. Selling wholesale to retail
customers can be very rewarding
because you can see your
product in real stores and real
customers can come and try it
and interact with it.
Check out the whole blog post here:
https://wholesalesuiteplugin.com/how-to-approach-retail-stores-to-sell-your-product/
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