How to Sell in Retail – What to Do If You Have Zero Sales History When Trying to Sell to Big Box Retail Chains

How to Sell in Retail – What to Do If You Have Zero Sales History

How to Sell in Retail – What to Do If You Have Zero Sales History When Trying to Sell to Big Box Retail Chains?

Do you have a product perfect for chain stores such as Walmart, Home Depot, CVS, Nordstrom, Kroger Grocery Store…? 

If so, you will love our new quick training on “How to Sell in Retail – What to Do If You Have Zero Sales History When Trying to Sell to Big Box Retail Chains!

In this training we give you some quick tips and strategies on what to do if you have a product ideally suited for retail chains but you have zero sales history on your product. 

If you’re interested in learning more, then I suggest  click on the video to watch!

(For those of you who prefer to read this content, transcription is included as well below!)

Wishing you so much happiness and success.

Karen Waksman, Retail MBA

P.S. Want to Get Your Products into Chain Stores in a Fraction of the Time? Check out our Retail MBA System! We walk you through exactly how to approach, pitch and sell to chain stores. No sales experience, patents or buyer relationships required! 

Transcript – How to Sell in Retail – What to Do If You Have Zero Sales History When Trying to Sell to Big Box Retail Chains

Hey everyone, this is Karen Waksman, founder of Retail MBA. And today I want to talk about a question that comes up all the time in my workshops and classes. People always ask me, “Karen, can I sell at chain store if I have zero sales history? I have a brand new product and I haven’t sold it online or I have very minimal sales or it’s brand new to the market. Do I go after the chain stores first? Do I start small? Do I grow? What’s the situation here with chain stores, especially now with just so many products out there, just any advice would be great.” So I just want to walk you through some things to think about, as to what you should consider if you have a brand new product and should you go after chain stores first. A little background about me before we get started.

My name is Karen Waksman. I’m the founder of a company called Retail MBA. Taught tens of thousands of business owners across the globe on how to sell products to chain stores. And this question comes up all the time in my workshops and classes. You can take a look at what we’re up to at retailmba.com. Anyway, let’s talk about this question. So people really are concerned about this brand new product. So here’s the deal. Some people think that they have to sell on Amazon and they have to do certain things before they can go after stores. And I’m here to tell you that we have clients who just want to get into Walmart and they just get into Walmart. They haven’t sold their product anywhere before, and they actually get into major chain stores. And then I have other clients who started slow and built up their business and eventually went after the chain stores.

And honestly, the difference is who are you as a human being? Some people are like, “I am going after Walmart or whatever chain store it is. And I just want that account. And I want to sell it to that particular retailer. And I don’t care about anything else. I don’t need to test the market out and all these things. I just want what I want.” That person needs to go after a chain store like Walmart. Other people are nervous Nellies. they like to go a little bit slower and they’re a little bit more concerned about whether or not it’s going to impact them longterm, whatever it is. If there’s a lot of heaviness for you in regards to going up to the big stores first, start reaching out to the small to midsize stores because you can start building out your business and it doesn’t have to be any one way.

So the short answer is yes, you can go after chain stores on day one, you don’t need sales. People will always tell you, “Oh, that’s impossible. These retailers are looking for sell throughs and all these things and proof,” and stuff like that. Yes, there are some retailers that are more complicated than others to start brand new with. For instance, Costco, right? So they buy by the pallets and they don’t want to take you under. And so they want to make sure that you can handle manufacturing and there’s all sorts of other reasons why they want this. So they might not work with a person who hasn’t sold their products anywhere before. Most likely not. There are other retailers like that. But some retailers have an entire division set up for testing new products out and making sure that whatever it is that they’re putting in stores will be interesting to their clientele and so forth. And so they’re looking for new, interesting innovation and so forth.

So we’ve done live events with big chain stores like Walmart and Whole Foods and all these different retailers, where we match make and help people out, getting in front of retailers and so forth. And one of the things that came up was that these buyers were looking for people with tons of sales and stuff like that. Sure, why not? Why wouldn’t they? However, they didn’t pass up on the products that had not sold anywhere before. And the reason, again, is because they are dealing with a lot of competition, a lot of stuff’s going out in the world, and so sometimes they can’t get what they want. They see a new product, they know it’s going to convert. They’re willing to test the product out and it didn’t have to have sold anywhere else before now.

Now, a lot of Amazon sellers can’t imagine not selling on Amazon first and then transferring over to retailers. But I’ll be honest with you, if I was bringing a new product to market and I knew it was great for chain stores, I’d go after the chain stores because I know that through our methodologies and so forth, that if I really believe in this product or whatever, I would conceivably go straight to the big leagues and try and make as much money as possible. And that’s my personality and that’s why I always went after chain stores. I’m not the type to go opening up accounts, door to door to door, and small retailers locally, and boutiques and stuff like that. I know how to do it and so forth, but it doesn’t mean that that would be my go to move.

So again, it’s a lot about personality, who you are, what inspires you. Again, we have so many clients who get into the big chain stores who have never sold their product anywhere before. The trick is that some may reject you a little bit more often than others. And it might take a little bit longer to get that first, “Yes,” but it happens. And it’s not the only reason that a retailer buys how much units you’ve sold and so forth.

So I hope that gives you an idea of what to think about. If you want to learn exactly how to approach, pitch, and sell to retailers, how to get them to buy, take a look at the link below. We have a webinar coming up that is a 90 minute free training that you can sign up for, and it walks you through how to sell to stores. It’s really powerful and it’s free. And there’s one coming up and there’s also replays and so forth. We do them often. So please join us. If you liked this information, please like, subscribe. If you enjoy this, comment below, we really appreciate your support. And be on the lookout for additional content that we create. Karen Waksman, Retail MBA. I appreciate your time. Thanks so much.

DivaCup Success Story – Retail MBA Brands

DivaCup – Retail MBA Review Success Story – She Got Her Products into Walmart, CVS, Walgreens, Kmart, Albertsons, Sprouts and More!

DivaCup Success Story – Retail MBA Brands

We just want to congratulate and spotlight our DivaCup Client. They got their products into Walmart, CVS, Walgreens, Sprouts, Safeway Stores, Kmart and Albertsons! Yay! 

We met DivaCup through a virtual event we did with one of our partners.  She had been selling online and really wanted to scale into the biggest retail chains in the U.S. as she was living in the UK. 

Her goal was to educate people on a new product that would disrupt the tampon industry. A tough industry to break into. Plus her product cost significantly more than most products on retail shelves in the U.S. But she believed in her cause and went for it.

During our work together we put together a plan of action. We discussed the strategies available, where the money is for her product and how to handle it since she lives overseas. And she went for it!

And what a tremendous success she has had. 

We couldn’t be prouder of you DivaCup!

There is nothing cooler than seeing our clients products on retail shelves. 

And in such a short period of time, too. Congrats! Go, go, go! Who’s next?!

Watch the short video on DivaCup’s success listed above – it’s fun to hear about others successes. 

Wishing you so much happiness and success.

Karen Waksman, Founder of Retail MBA Brands

P.S. Want to get your products on retail shelves? Check out our upcoming free 90 minute webinar on ‘How to Sell Your Products to Big Box Retail Chains’ by clicking here: https://retailmba.com/free.

How to Get Your Product into Stores – 5 Tips for International Companies Trying to Sell to US Retail

New Training on How to Get Your Product into Stores – 5 Tips for International Companies Trying to Sell to US Retail

New Training on How to Get Your Product into Stores – 5 Tips for International Companies Trying to Sell to U.S. Retail

Do you have a product perfect for U.S. Retailers such as Macys, Home Depot, Walmart, CVS, Kroger Stores, etc?

And are you an international company trying to sell to U.S. Retailers? Then you will absolutely love our new training video on the subject! 

We discuss the top 5 things international companies do to harm their chances of selling into retail chains!  

Click on the link to watch!

(For those of you who prefer to read this content, transcription is included as well below!)

Wishing you so much happiness and success.

Karen Waksman, Retail MBA

P.S. Want to Get Your Products into Chain Stores in a Fraction of the Time? Check out our Retail MBA System! We walk you through exactly how to approach, pitch and sell to chain stores. No sales experience, patents or buyer relationships required! 

Transcription for How to Get Your Product into Stores – 5 Tips for International Companies Trying to Sell to U.S. Retail

Hey everyone. This is Karen Waksman, founder of Retail MBA. And today I want to talk about the five tips to success for international companies trying to sell to US retail chains. So if you have a great product but you live overseas like the UK, Canada, India, wherever you are and you want to sell to Walmart or Home Depot, or Macy’s or whatever it is in the United States, and you’re really curious about it, you need some strategies and some thoughts about what to do with that. So I want to give you some support here on the five tips to success as international companies trying to sell to US retail chains.

So let’s talk about the five tips. Tip number one, make sure you understand the target market. So if you’re in another country and your packaging has certain things on the packaging that matters to your country, it might not matter to the US. It sounds so simple, but I’ve seen it happen all the time. It’s not translating well. So you’ve got to hire somebody, find somebody in the US who can review the information, make sure that it’s clean and clear for the US retail market. The buyers don’t play in the US. It’s got to be professional. It’s got to look good. They’re not messing around with anything other than what’s ideal like for their ideal audience.

Also, for the target market in the United States, if you’re selling to women, you want to put women on your packaging, certain types of things. You want to get additional support to make sure that you understand the US target market. It is different. And again, like in Canada, you have French on the box, it’s not going to be the same in the US. You might have to change your packaging out. There are some things you have to do and to hyper focus that intention there.

Another thing is that you need to understand that if you’re going to be interested in selling to US retailers, calling them directly from your home country usually is not an ideal thing for you to do. So let me explain. So say you’re calling from the UK, we’ll use the UK as an example. You want to sell to Home Depot, you’re calling, trying to do a deal with Home Depot, right? What happens is that the buyers typically don’t call you back if you are overseas, except for one particular division that generally works with the international market. Most of the time, the buyers are busy. They have a lot going on.

They’re not going to call you at the different time differences and so forth unless you reach out to a specific location, divisional within their organization that supports the international market. So there’s a couple of ways to sell to US retailers. One way is to be he based in the United States even though you live in the UK, meaning that you set up an LLC or whatever in the United States, and you basically run your business from your home country but somebody in the US is setting up, you have a business there where somebody can interact with the buyer and they think that you also have a division in the US. That’s okay. That’s very easy for the buyer to call back.

However, the other option is to reach out to them from your home country and only be placed in a group where you are combined with all sorts of other international suppliers. So basically the difference between you making millions of dollars or not is, are you willing to place somebody in the United States, one person, somebody who can interact with buyers, set up a little office there, super basic, and then have all the interaction back and forth to get the biggest return on investment, or are you only interested in selling directly from your home country but then all of a sudden you’re piled into the international market, which basically means that they’re looking for commodity-based products, products that are really great priced.

Otherwise, they can get most of the stuff from the US and so forth. Yes, people sell from other countries and so forth all the time, but all I’m saying is the opportunity is for you to possibly open up a tiny little office in the United States, have her interact with you and have a much better experience with that. So hope that makes sense. My suggestion is to consider getting a foot on the street in the United States to help you along. Otherwise, she tends to not call you back. Otherwise, you’re going to be pigeonholed into the international market, which tends to take a lot longer.

You’re kind of clumped in with all the other international companies. And you basically are being pressed for price and these types of things, because otherwise they could buy a lot of those products in the United States. So I hope that makes sense.

Another thing that a lot of international companies struggle with is that they rely on third parties that they don’t know very well. And they’re just agreeing to work with them because they don’t know very many people in the United States. And so that actually can be disastrous. So say you hired a sales rep who says that they can help you and they’re in the US, you don’t know them that well, but you’re rushing because you really want to work in the United States. And they say that they can help you. That actually backfires a lot.

What you want to do is since you’re so reliant on a third party to support you, you definitely want to take your time on picking who your partner is going to be because it could really, really harm your business. I’ve seen so many international clients not get anywhere because frankly, that person promised them the world and is not doing much and so forth. So definitely want to invest in learning about those people. You got to fly in, you got to talk to them, you got to do things. You don’t have to, but the more you take it seriously, the longer term opportunity. I’ve seen for people get to really invest in the time to make sure that third parties are going to do the best for you in your business.

Another thing that causes a lot of international companies pain and suffering in selling to the US is, and some strategies to think about is that you guys don’t always know all the different ways to make money with the US retail market. And that’s not your fault. You don’t live here. You don’t understand the retailers and so forth. Most people who live in the United States don’t know the money strategies. When I say money strategies, I mean, there’s probably 20 different ways that you could sell to Home Depot or whatever. There’s 20 different ways that you can contact them.

You can sell to the online division. You can sell to the store division. There’re so many different buyers within the retailers, a lot of different opportunities that people miss out on. So if you’re going to go out to the US retail market, I highly recommend getting a coach or somebody in the United States who focuses on the US retail market. You can always work with us or somebody else, but just make sure you got enough data to understand all your different options because that could save you so much time, money, headache.

Because a lot of international companies lose a lot of money because of the simple errors of not knowing the market very well and all the money strategies and all the ways to sell to US retailers. There’re so many different revenue opportunities. We’re going to be placing new videos talking about the different money strategies soon enough in our YouTube channel. So be in the lookout for that. But otherwise, just note that you definitely want to make sure that you understand all the different strategies and all the ways to make money before you launch into the US retail market, because it could be the difference between you making millions of dollars or not.

The final thing that people struggle with in the international market is that you don’t know how to communicate with buyers about your product effectively. It sounds pretty common, but the reality is that in the US retail market, they’re very particular about what you say to them about your particular product. I’m not talking about accents, I’m talking about the words you use to get the buyer to believe that your product will convert for instance in stores. They want to make money. They want to make sales. They have their own language. It’s very complicated to just assume that just because you’re a good salesperson, that things will convert really well for you nicely in the United States.

You definitely want to understand their language in the United States, again, through education, coaching and so forth, and some support. Because ultimately what will happen is the buyer will look at your product and say no to you. And we don’t want that. We want a yes. We want someone to make sure that that product succeeds in stores, and we want to make sure that buyer knows that this product is going to do well. And there are ways to express that to the US retail buyer. And they’re very particular about their words, more so than most industries I’ve ever worked in.

Anyways, those are the five tips to success with selling to chain stores if you live overseas. The big thing here is just to make sure that you understand that there’s so much money to be had in the US retail market. Just get a little education. You’ll be fine. If you want to learn more about how to sell to US retailers, we actually have a 90 minute webinar that’s absolutely free that you can sign up to below. The link is listed below. Just click on that link. You can also go to retailmba.com/free to get access to this as well. Basically, we just walk you through selling to US retailers, we take our time. You can ask questions and so forth. We also have a replay option as well.

Or if you like this information, like us, subscribe, comment below. We’re always adding new content. This is Karen Waksman, founder of Retail MBA, and I hope this helped. Thanks so much.

 

Rocco & Roxie Supply Co. Success Story – Retail MBA Brands

Rocco & Roxie Supply Co – Retail MBA Review Success Story – They Got Their Products into 1560 Petsmart Stores, Walmart, Chewy.com and Costco!

Rocco & Roxie Co. Success Story – Retail MBA Brands

We just want to congratulate and spotlight our Rocco & Roxie Co. client. They got their products into 1560 Petsmart Stores in the U.S. and Canada. They also got their products into Walmart, Chewy.com and Costco Stores. Wow! 

We met Rocco & Roxie Co. in the last year or so. They were interested in getting their pet products out in the world. They had been selling products online for a while and knew that chain stores was the next best step.

During our coaching Q&A calls we discussed how to increase their chances with the success of their products and chain stores. We did this by helping them with the verbiage they needed to use to scale as they were in a very competitive market. 

Since then, they have scaled and we are so thrilled for them! 

We couldn’t be prouder of you and your team!

In such a short period of time, you have excelled. Congrats! Go, go, go! Who’s next?! 🙂

Watch the short video on Rocco & Roxie Co.’s success listed above to learn more! We like to spotlight our clients when they scale fast!

Wishing you so much happiness and success.

Karen Waksman, Founder of Retail MBA Brands

P.S. Want to get your products on retail shelves? Check out our upcoming free 90 minute webinar on ‘How to Sell Your Products to Big Box Retail Chains’ by clicking here: https://retailmba.com/free.

Selling on Walmart Marketplace Vs. Selling on Walmart.com

New training on Selling on Walmart Marketplace

New Quick Training on Selling on Walmart Marketplace

Selling on Walmart Marketplace is not exactly the same as selling on Walmart.com. This is a common misconception that comes up all of the time in my workshops and classes.

So, if you think you have a great product for Walmart.com, I suggest watching my latest training video about Selling on Walmart Marketplace Vs. Selling on Walmart.com! I share some quick tips and strategies that may just be helpful to you when selling to this big box retailer. Just click on the video to watch!

(For those of you who prefer to read this content, transcription is included as well below!)

Wishing you so much happiness and success.

Karen Waksman, Retail MBA

P.S. Want to Get Your Products into Chain Stores in a Fraction of the Time? Check out our Retail MBA System! We walk you through exactly how to approach, pitch and sell to chain stores. No sales experience, patents or buyer relationships required!

Transcript for this training on “Selling on Walmart Marketplace vs. Selling on Walmart.com”

Hey, everyone. This is Karen Waksman, founder of Retail MBA. Today, I want to talk about selling on Walmart.com versus selling on Walmart Marketplace. The reason I decided to create this particular training is because for the last decade, I’ve taught tens of thousands of product companies across the globe on how to sell to retail chains like Walmart, and a lot of people really want to sell to Walmart, and Walmart Marketplace comes up all the time, and I really wanted to discuss the differences because it could be the difference between you making millions of dollars or maybe not as much. So just really wanted to share this information with you.

Walmart is an amazing retailer, obviously. There’s a lot of reasons why you’d want to sell to them. They have millions of people who know about them. They’re worldwide. They can buy a lot of product. With that said, Walmart.com, a top destination for people to purchase stuff, and so where it gets confusing is there’s a few ways to sell to Walmart on their website.

One of them is selling directly to Walmart.com, and one is to sell to Walmart Marketplace. So let’s walk through the differences. I did an event with Walmart, and the buyers were there reviewing products to purchase, and that’s what we do. We try and help people get in front of buyers and so forth in various ways. Walmart buyer is teaching, educating the class about what they’re looking for in regards to being a supplier and so forth. We have segments of that video in our YouTube channel if you want to take a look at that. But anyways, one of the things that somebody had asked her was, “Hey, I’m selling on Walmart.com.” And when she looked deeper, she said, “No, you’re not. You are actually not a vendor in our system.” And so he says, “Oh, well, I signed up through Walmart Marketplace.”

Now what happened was the Walmart buyer was liking his product. She went back to take a look to see what was going on because he had mentioned he’d already been selling on Walmart.com, but she didn’t find them in the system, and the reason for that was because he went directly to Walmart through Walnut Marketplace, and for her, that wasn’t something that was interesting to her. So if she wanted to work with him, she would actually have him remove himself from Marketplace and place him as a vendor.

Let’s walk through the distinctions here. Walmart Marketplace means that you can go to Walmart Marketplace, and it’s very similar to Amazon, and you can upload your photos and so forth and submit your products to be placed on Walmart.com, just like Amazon. So that is something that anybody can do. They can sign up for an account, get reviewed, get processed, hopefully, and get submitted. And that’s exciting, right? You can be on Walmart.com. Then you can sell on walmart.com and so forth. However, when you’re looking at the listing on Walmart.com, you’ll notice the distinction of the actual fulfillment house, and that would not be Walmart. It would be the company that is submitting their products there.

So when you want to actually sell to Walmart.com as a vendor, you actually need to interact with a human, with a buyer, and convince them that your product is interesting, and then she would give you a purchase order and she would buy a certain quantity of your product. She would get that product placed on Walmart.com with you, obviously, and your support. And ultimately, you then become a vendor of record. Why that matters is because Walmart.com, the buyer, is different than Walmart Stores buyer, which basically means that Walmart Stores is looking for new products. They always like to check what’s going on with Walmart.com. If you’re a vendor of record, you’re in their system and so forth, it’s very easy for them to transition as a vendor already in the system. You’ve done all the paperwork as an actual vendor to transfer them over to Walmart Stores and so forth. So there’s a lot of room for opportunity with Walmart and being a vendor actually makes a big difference.

So when I was mentioning the story of the guy who was at my event who thought he was on Walmart.com, he was, technically, but for the retailer perspective, he needed to resubmit, get interest from the buyer, get submitted all over again, start over, and then become a vendor, and then ultimately, hopefully get into Walmart Stores and so forth. So you can go the quote-unquote ghetto man’s way and submit your product on Walmart Marketplace. There’s nothing wrong with it. I’m just making jokes. But you could literally get your product on Walmart.com right now.

It really is not the optimal way. A lot of Amazon training programs teach you how to sell on Walmart.com. Seems exciting, but honestly, I would rather spend a few more steps learning exactly how to approach, pitch, and sell to Walmart correctly. Then, ultimately, you have this buyer connection, buyer relationship, vendor number. You can go after the corporate buyers. You can do all sorts of really interesting things. There’s a lot of ways to sell into Walmart. We have so many clients that got in Walmart Stores, and some of these strategies just can change your life, can make you millions and millions of dollars.

Anyways, just wanted to share the distinction. If you want to learn more about how to get your products in a Walmart or other chain store similar to that, take a look at the link below. We actually have a webinar that we have often, and that webinar includes information on how to approach, pitch, and sell to Walmart and other chain store retailers. All you have to do is click on the link below. It’s absolutely free. And we can go into detail about how retailers work, how they operate, and some of the nuances that you might not have known.

I’d love the opportunity to support you with retailers. Otherwise, please like this video. If you like it, place a comment below and/or watch our upcoming videos because we’re constantly creating new content and we’ve been doing this for so many years. There’s so much good stuff out there. So take a look at our YouTube channels, social media, Facebook, and so forth. We’d love the opportunity to work with you. Karen Waksman, Retail MBA. Thank you so much for your time.

Empava Success Story – Retail MBA Brands

Empava Success Story – Retail MBA Review – He Got His Products into Walmart, Home Depot, Lowes, Best Buy and More!

Empava Success Story – Retail MBA Brands

We just want to congratulate and spotlight our Empava Stove Top Client. They got their products into Walmart, Wayfair, Home Depot, Lowes, Sears, Best Buy and More. Wow! The video above shows what their product is and does!

We met Empava at one of our recent events. They had been selling online and really wanted to scale into the biggest retail chains.

We walked them through exactly how to contact buyers correctly and what to say to them to get them to buy and success occurred shortly after. Yippee! 

We couldn’t be prouder of you Ricky! 

When you came to our event with your large stove top product in packaging, we knew you were serious about your product. As it’s a very heavy item. And you were really ready to take your business to the next level.

In such a short period of time, you have excelled. Congrats! Go, go, go! Who’s next?! 🙂

Watch the short video on Empava’s success listed above because it’s fun to watch other people’s product successes!

Wishing you so much happiness and success.

Karen Waksman, Founder of Retail MBA Brands

P.S. Want to get your products on retail shelves? Check out our upcoming free 90 minute webinar on ‘How to Sell Your Products to Big Box Retail Chains’ by clicking here: https://retailmba.com/free



BH Photo Video – How to Sell to B&H Photo Video and Become a B&H Photo Video Vendor

BH Photo Video Vendor – How to Sell to B&H Photo Video and Become a B&H Photo Video Vendor. A Few Quick Tips and Strategies to Support!

BH Photo Video Vendor – How to Sell to B&H Photo Video and Become a B&H Photo Video Vendor!

Do you have a product perfect for B&H Photo Video? 

If your product is ideally suited for this retailer, check out our new training video on some quick tips and strategies on ‘B&H Photo Video – How to Sell to  B&H Photo Video Vendor and Become a B&H Photo Video Vendor.’

This is a massive retail chain that can scale your business exponentially! 

Just click on the video to watch!

(For those of you who prefer to read this content, transcription is included as well below!)

Wishing you so much happiness and success.

Karen Waksman, Retail MBA

P.S. Want to Get Your Products into Chain Stores or Major Online Retail Outlets in a Fraction of the Time? Check out our Retail MBA System! We walk you through exactly how to approach, pitch and sell to chain stores. No sales experience, patents or buyer relationships required! 

 

Transcript for ” B&H Photo Video – How to Sell to  B&H Photo Video and Become a  B&H Photo Video Vendor.” 

 

Karen Waksman, founder of Retail MBA. And today I want to talk about BH Photo and Video. This is a retailer. And the reason I decided to create this training, which sounds strange that I would create a video around a camera store. But there’s some cool things about this retailer that I really want to mention. And it can be a great resource for a lot of you who don’t have camera products, but you might actually want to get your products into that retailer. So let’s talk about BH Photo and Video.

So first of all, they do have retail stores, but they’re mostly online. And the reason why I mention that is because if I’m mentioning this retailer, it means that they probably have a really interesting footprint online because I try to tend to work on the things that will make people the biggest amount of money. And so I focus on retailers that can do that. So BH Photo and Video basically started out as a camera store. But their online site has actually turned into lots of things. I mean, they sell TVs, they sells all sorts of things.

Now, why did I create a video around this? Number one is because they’ve done a really good job online selling products. And now they are like the top 10, at least as of recently, obviously things changed, retailer online. They’re doing phenomenal in terms of, maybe not retailer, but like website based people coming to their site. They are like a top 10 on Alexa, as of now. They did phenomenally well. And so that just means a lot of people are going to their site. So for me, all I care about is sharing information about retailers that make money or could make money. And really that just means that they can get you in front of a lot of people.

So if you have a physical product and you’re trying to create a list of retailers to go after, consider BH Photo and Video, if it makes sense for your products. So go to their website and take a look at the different products that they have, and you’ll see, it’s not cameras and see whether or not your product can fit. So if you have any sort of consumer electronics or any sort of other things, they might actually be selling it. And so then you want to follow protocol and reach out to retailers and the buyers and so forth and go get your product into that retailer. A lot of times, because a lot of your competitors aren’t even thinking about BH Photo and Video. So I always like that, right? If no one else is reaching out to that retailer, that means that there’s more opportunity for me.

So maybe if I have some obscure product that maybe isn’t exactly what they’re selling today, that actually could be okay for me to get into their stores. The other thing is, is that, a lot of people will know about your product because you put it on their website and you’re getting them interested and so forth. Now how you actually get BH Photo and Video to put your product on their site is a whole other conversation. If you want to learn more about how to do that, you can go to my website, retailmba.com. I actually have a free video training that you can just put your email in. And it’s a six part training series on how to go after retailers like BH Photo and Video. Definitely explore that.

If you want to like go after retail stores and get them in the stores in a week, you should definitely go check out my Retail MBA website, because I also have a full training program that in a weekend will walk you through everything you ever want to know about getting your products into stores. And again, that’s my Retail MBA training program. And you can see both of the stuff at retailmba.com.

Either way, I hope this provided value for you. Put them on your list, great opportunity. They’re doing phenomenal online. And anytime a retailer is focused online, it means that they’re speedy. They’re willing to test new products. If you have great pictures of your product and so forth, they’d be more inclined to explore your product and so forth. And so definitely a retailer to put on your list. Who knew a camera store turned powerful? Anyways, this is Karen Waksman, Retail MBA. And please be on the look out for the additional videos that I create. Thanks so much.

 
 

How to Get Your Product into Stores – 5 Things No One Ever Tells You About Selling to Big Box Stores

New Training on How to Get Your Product into Stores – 5 Things No One Ever Tells You About Selling to Big Box Stores

New Training on How to Get Your Product into Stores – 5 Things No One Ever Tells You About Selling to Big Box Stores

Do you have a product perfect for U.S. Retailers such as Macys, Home Depot, Walmart, CVS, Kroger Stores, etc?

And are you nervous about selling to them because you feel like you don’t have enough data? 

Not to worry! Here are 5 tips and suggestions that no one ever discusses to help you get started today with chain stores. Click on the link to watch!

(For those of you who prefer to read this content, transcription is included as well below!)

Wishing you so much happiness and success.

Karen Waksman, Retail MBA

P.S. Want to Get Your Products into Chain Stores in a Fraction of the Time? Check out our Retail MBA System! We walk you through exactly how to approach, pitch and sell to chain stores. No sales experience, patents or buyer relationships required! 

Transcription for How to Get Your Product into Stores – 5 Things No One Ever Tells You About Selling to Big Box Stores

Transcript – How to Sell Your Products to Stores – 5 Things No One Tells You

Hey everyone, this is Karen Waksman, founder of Retail MBA. Today, I want to talk about the five things no one ever tells you about selling into retail chains. So if you have a great physical product that you think should be on the shelves of say, Home Depot, Macy’s, Kroger Grocery Store, Walmart, CVS, whatever it is for you, this little training will walk you through the five things no one ever tells you about when selling to retail chains. So let’s talk about those five things.

First thing is you want to definitely walk the stores before you talk to a buyer. What does that mean? So say you want to sell to CVS. What’s going to happen is, you’re going to reach out to CVS in a very particular way, and hopefully get her interested in your product, but in that conversation, she’s going to ask you some very specific things. Especially if you have a physical buyer meeting, or she’s having some discussions about your particular product, she’s going to ask you which store you went to. This is for all retail chains. The buyers really want to double-check that you went to their stores, took a look around, and really studied what they’re doing, because she’s going to ask you when you went, which store, what you thought, what was missing and so forth.

The reason she’s doing that, is because she’s so tired of people just trying to sell her stuff, and you never even take a look at the stores or paid attention, or spent a lot of time trying to figure out how it could help her, versus only her buying products from you. She is dealing with people all over the globe contacting her all the time, and when you don’t walk her stores, it offends her. So there have been times where I literally couldn’t go to a store, because maybe the store wasn’t anywhere where I was living, and I would do anything to review those stores right before the meeting. I’d fly in early, whatever it took, because I knew she was going to ask that question.

You just want to honor that buyer, and what you’re looking for really is, okay, why would I put my your product into our stores? And you saw what was there, so give her some insights on what you thought, and so forth. It really will make all the difference for you. It sounds so simple, but so many people just say, “Yeah, yeah, I’ve been to a CVS in the past,” but really, it will make the difference between you getting that chain store order, because she’s going to dig a little bit, and you just can’t lie about it. She’s really going to push a little hard, most of the time. I mean, obviously there’s the exception to the rule, but you get my point.

The next thing is that people never tell you about selling to chain stores, is that you want to check out their resource center. So what happens is, when you’re reaching out and interacting with the buyer, she’s going to need you to have very specific things done before she can buy from you. Right? Makes sense. Like if you sell on Amazon, there’s X number of things that you have to do to put into place, before you can sell on Amazon. The same thing with chain stores, they have a whole system of things that they need to get done, before they can even place you in their stores, or online, and so forth. You need packaging, you need pricing, you need certain things set up, you also need liability insurance. There’s very specific things. It makes sense, right?

So one of the things you can do to help yourself, if you ever interact with a buyer, is before that meeting, you want to ensure that you checked out their vendor portal, so their resource center, essentially. What that means is go to Google, type in “Walmart vendor,” or “Macy’s vendor,” whatever it is, and essentially, take a look at the link that it sends you to, because it’s usually list a whole slew of requirements that they’re looking for, and they’re actually telling you some of the stuff that they need help with. They’re not going to give you specifics on a lot of other stuff, but the core basics, certain software you’re going to need, whatever it is they listed on their website.

Now, if you can start working on that list, that will really help you a lot with buyers, because she can’t buy from you until you set that stuff up. A lot of times people are like, “Well, I’ll reach out to the buyer, see if she’s interested, and then I’ll go for it.” Well, that kind of backfires a lot, because you’re wasting her time, and yours. If you’re going to go after stores, you want to do the prep work in advance. There’s obviously more to do with preparing for chain stores, but that’s a really, really solid start, checking out their resource guide.

The next thing is that you definitely want to make sure that you understand that just because you submitted your product and they reject you, it doesn’t mean that they’re always not interested in your product. It might have just been the time of the year, the date, the mood she was in, whatever, she might’ve gotten in trouble with her boss. There’s a million reasons why she would’ve rejected your product. And the reason I say that is, because I’ve seen some of the greatest products not get into chain stores, and most of the time, it’s some simple tweak that could’ve changed that person’s life, but they took it so personally, and they took it so seriously that when the buyer said no, they kind of ran away. They realized that people weren’t interested in their product, and they moved on, and that really isn’t the way to work with retailers.

You really want to honor them by making sure that you are going back and checking in again, because one thing people don’t realize, is that buyers change jobs all the time with chain stores. So what does that mean? Buyers change jobs every six months or a year, or around there. There’s a whole other video training in our YouTube channel that explains that in detail, but just know that a buyer changes jobs consistently, and so if that buyer said no to you, maybe six months down the line, she might not be there anymore. So just don’t give up, and don’t take it so personally, if she’s rejecting you. So this is really common silliness that people are going through, where they’re just kind of running away from retail, because they think that they’re over. It’s seriously, most of the time, a slight tweak to change your life for the better.

Another thing that I’m realizing over the years, is that you need to make sure that you are interacting with buyers correctly, and a lot of people don’t understand that. This kind of feeds into what we just talked about, which is the buyers reject often, and that slight tweak. Well, in the general case of what people don’t tell you, it’s that retailers actually have their own language, and their language means that if you can share with them what is interesting about your product in a very specific way, they will actually hear you, and if you don’t, if you talk about things that don’t matter to them, they literally, their brain will turn off and they’re not going to pay attention. It sounds so silly and stupid, but you’ve got to learn how to pitch to them correctly.

I have seen people spray and pray, where they buy lists of buyers, contacts, reach out just to see what happens, “Oh, I have enough sales experience in this world, but maybe not retail, but I’m good at this,” and then they get slaughtered by retail. It’s not because it’s hard, it’s not because it’s complicated to sell in the stores, it’s just literally a specific language. I learned this the hard way. When I first got started selling to chain stores back in the early 2000s, I thought I was cool. I had years of sales experience. I knew I could sell to anybody, but when I got to retail, man, they just did not hear anything I had to say, until I really understood who they were and what they wanted, and spoke to them deliberately in a specific way about my particular product I was trying to sell to them.

I literally wasn’t getting anywhere, and that’s when I started teaching people how to get products in the stores. Once I realized the verbiage that mattered to a buyer that ultimately got them to buy, that communication was so important to them, it was literally like I was saying the same thing in my mind, but in their mind, it was completely different. So anyways, get some support, get some coaching, get some help, because again, one chain store order can mean millions of dollars to your business and your bottom line. It behooves you to spend a little bit of time understanding their process and what they care about, to ultimately make that kind of money. And again, I’ve seen the worst products get into stores, I’ve seen the best products not get into stores. It’s not always about your product, it’s about how you can convince them that your product should be on store shelves. And I’ve seen a lot of stuff, and trust me, you can, a lot of times, get a buyer to pay attention to your product, if you’re willing to work at it a little bit. So anyway, that’s something to consider.

The final thing is that if you think someone will love your product as much as you do, you are kind of incorrect. What that means is a lot of times, you guys are bum rushing manufacturers reps, and sales reps, and people to go do the work for you. You want them to go sell, you just want someone else to do it. You’re the business owner, you’re whatever, you’re busy. You don’t want to do the work, I totally get you. The problem with that is that in the rep world, in the retail world, what happens is, is that people don’t care about your business as much as you do, and sometimes it takes a little while to open up that first account in chain stores.

Now, once you open up that first account, like say, Home Depot, whatever it is, then all of a sudden, it becomes so much easier, and it’s that first account, because what happens in the retail space, is the buyers are checking each other out and seeing what they’re buying, and so forth. So they might reject you just based on the fact that you’ve never sold to chain stores before, so you’ve got to work at it a little bit, and get them interested in your product line, someone to say yes to you, and then you go back to the other retailers, and it’s the weirdest industry, they would love to know that you sold your product to their competitors. It actually is a weird thing in this space. A lot of times they really, really want to know that you’ve actually had sales in retail.

Now, you have to start somewhere, and the reps will play around with it a little bit, but if it’s not selling right away, they’re not going to do anything for you, which is why people come to me two years later, a lot of times, when reps didn’t get them anywhere, and they had to figure out how to do the work themselves. So my point is, is that again, educate yourself, understand what’s going on in this space. Maybe help yourself out by opening up one account, and then handing the business over to somebody else, or just don’t have the expectation on day one that these reps are going to rock out, and you’re just going to crush it on day one.

They need to open up that first account, and you really need to do your due diligence on the rep that you’re working with, to ensure that they’re going to do good work for you, and so forth. And so, sometimes people just go for it, grab whoever says that they’re a professional, and then bad things happen, because they didn’t understand the space, they didn’t understand who they hired, and they delay their sales and stuff like that.

And there’s so many little things to discuss there, but anyways, I hope that provided value for you. If you want to learn the exact steps on how to approach, pitch, and sell to retailers, take a look at our webinar that’s coming up. It’s on how to sell your products to big box retail chains, the link to that is listed below. You can also take a look at retailmba.com/free to get more information, to get access to that webinar. We have a replay option as well, but basically, it’s 90 minutes, it’s free, and you can learn in detail how to get your products into stores. It’s really, really powerful stuff, so take a look at that. Otherwise, if you liked this information, please comment below and/or like, subscribe. Keep in touch with us. We are constantly adding new information. This is Karen Waksman, Retail MBA. Thanks so much for your time.

Ecommerce Versus Retail and What You Need to Know!

eCommerce vs. Retail – Find out what you need to know in this short video training!

eCommerce vs. Retail – Find out what you need to know in this short video training!

A lot of business people are selling online and on eCommerce platforms. They work hard to sell their products on Amazon.com for instance because they think that it’s the only best way to get their products out there. When in fact close to 90% of all consumer products are still sold just in brick and mortar stores alone (as per the U.S. Census Bureau 2019)! Wow!

So while eCommerce strategies are great, the reality is that eCommerce is not the only way to sell a physical product. Not even close! So it’s not actually true that eCommerce marketing is all that’s left as an option for entrepreneurs like most people think.

Brick and mortar store sales are still very much alive today. In fact, the majority of products are still being sold in physical stores and a lot of business people that have already reached out to retail chain stores have earned a tremendous amount of revenue! So don’t ignore retail!! It’s an incredible opportunity for you.

Several ecommerce marketing companies will tell you to stick to online selling only. But by diversifying your efforts, you can get more sales for your physical product business. To learn more about what I’m talking about, go ahead and check out my new video called eCommerce vs. retail.

(For those of you who prefer to read this content, transcription
is included as well below!)

Wishing you so much happiness and success.

Karen Waksman, Retail MBA

P.S. Want to Get Your Products into Retail chain Stores in a Fraction of the Time? Check out our Retail MBA Training and Coaching System! This program helps people get their products into chain stores by walking them through exactly how to approach, pitch and sell to retail chains – like the chain store experts!! Get started now by clicking here: https://retailmbabrands.com

Transcript For Video Listed Here…

So let’s talk about ecommerce vs retail. I meet a lot of
people in my business who strictly sell on ecommerce channels. They sell on
their websites, they sell on Amazon, and they do social media campaigns and
really work hard online.

And the reason they do that is because sometimes it just
makes more sense for them and they understand ecommerce better. Sometimes it’s
because it’s just quick to throw up a product on Amazon and so forth.

But sometimes it’s because they believe that retail is no
longer going to be in existence in a very short period of time, and they’ve
heard about all the opportunities and all the things that are happening with
retailers and how they’re closing shop and so forth. And they think that Amazon
is taking over while retail is shrinking. So they assume that staying on
ecommerce makes the most amount of sense.

Well, I’m here to tell you that over 90 percent of all
products are still currently being sold in brick and mortar stores. Yes, over
90 percent. Now, this will slowly change. But I’m here to tell you that at the
time when everybody’s thinking that retail is down and under, there’s people
who are making multimillion dollar deals with just one retail chain store.

So, I’m going to share with you that because of the fact
that I’ve been teaching people how to get their products to retail chain for
almost a decade now and I’ve been selling retail myself for almost two decades,
I can wholeheartedly say that retail is not going anywhere and this is the
perfect time for a person with a physical product to get their products in
retail chains.

Retailers are literally just changing how they are doing
things. They are leveraging their ecommerce sites to grow sales, to compete
with the online market and so forth. However, retailers are definitely
utilizing their physical stores in many new ways and you’ll be seeing a lot of
evolution in retail that is definitely not going away. At least anytime soon. And
so please, don’t shrink your revenue opportunity simply because you’re hearing
rumors.

Anyway, if you’d like to learn exactly how to approach,
pitch, and sell to retail chains like Walmart, Macy’s, CBS, Kroger’s Grocery
Store, GNC, or whatever it is, I highly recommend exploring our website
retailmba.com. We have a bunch of free contents on exactly how to reach out to
retailers if you don’t know how. We also teach strategies for those of you who
have already been selling to retailers and want to grow your business.

All you have to do is go to retailmba.com and sign up for some of our free contents. And or take a look at our next upcoming live event to our training systems and our coaching programs. We’d love to help you learn more about how to get your products in stores. One chain store order can make you millions and millions of dollars. I have clients who just sell to one retailer and sell on their websites and through Amazon channels. They are diversifying their efforts and making a ton of money and I wish that for you.  

Target Stores Vendor – How to Sell to Target Stores and Become a Target Stores Vendor

New Training on Becoming a Target Stores Vendor – How to Sell to Target and Become an Target Stores Vendor!

Target Stores Vendor – How to Sell to Target Stores and Become a Target Stores Vendor

Do you have a product that’s perfect for Target Stores? If so, you will absolutely love my new training video on “How to sell a product to Target Stores and Become a Target Stores Vendor!”

In this training, I walk through some of the things to think about when approaching a retailer such as Target Stores. Hope it helps!

(For those of you who prefer to read this content, transcription is included as well below!)

Wishing you so much happiness and success.

Karen Waksman, Retail MBA

P.S. Want to Get Your Products into Target Stores in a Fraction of the Time? Check out our New Automation Tool that Get’s Your Product in Front of Target Store Buyers NOW with a paint-by-numbers approach that converts! No Experience Required! Click HERE to Learn More! https://www.retailmbabrands.com/target-stores. One Target Stores Buyer can purchase Millions of Dollars worth of Merchandise.

Transcript For Video Listed Here…

Target Stores Vendor – Let’s talk about selling your product to Target stores. Target is one of the most massive discount stores on the planet. They have over 1,850 stores they’re responsible for currently. And their stores are huge. They have over 135 square feet per store on average, sometimes larger if they have Super Targets and so forth.

And basically, the reason why people love working with Target is because they buy so many different products, right? And they sell so many different types of products. They sell bedding, they sell toys, they sell food in some of the stores, they sell everything from accessories and jewelry, you name it, they sell that product. So one of the things that I can tell you about Target and working with them is that, because they have a large space and they have a lot of room to put products in, that means they actually have the ability to test a lot more products because of the fact that they have these large spaces.

When you’re dealing with retailers like GNC, they have very, very small stores. So their stores are limited. So they can’t put that many products in there. And so, they’re really, really difficult to get your product in there and so forth, because someone really has to go to bring another product in and so forth. But with Target they have larger stores, they have more opportunities, and they’re varietal in the types of products that they have. So one reason you want to sell to them and one thing to think about is the fact that, even if you’re selling a consumer electronics product, definitely want to consider a retailer like Target because they have room for growth and expansion and so forth.

Another thing I can say about Target is that they are kind of finicky in that they basically just changed their way of working. Before, you actually had a phone number that you could call a buyer and so forth, and it was not that difficult to reach out to them. Most other retailers, if you wanted to reach out to them, one way you can do it is you could send them an email or you can call them and so forth and say very specific things and get them interested in your product. But Target, they actually shut it down so you can’t call them anymore. And so, they literally just send you to some voicemail.

So it’s a little trickier to work with Target. And they probably did that on purpose. They’re probably getting inundated with lots of people reaching out to them and so forth. It doesn’t mean that you can’t get into that stores, it just means it’s very unique to Target in that they’re not actually being easily presentable and so forth to suppliers.

That does not mean that I think you should go and pitch your product to them through their vendor websites. I have other ways of teaching how to get into stores and so forth. But please note, Target’s a little bit trickier to sell to, only because they cut out a lot of the communication that other retailers have available to you.

Now, one good thing about Target, there’s very many things, is that they don’t usually typically just buy one product. They give you a little section of the store. It’s not for all product types and categories, but a lot of times, like say you want to sell jewelry to them, they wouldn’t just buy a few pieces from you. They typically give you a nice little section. And so, they put that product into a store.

So the cool thing about Target is that they ultimately enable you to sell several products to them. And if you can think about the math, if they buy 10, 20, 30 pieces of your product per store, that’s a pretty small amount, but just imagine they just buy that much and they have 1,850 stores currently, that’s tremendous buying power. So that’s really, really exciting for you.

If you do ever get a deal with Target, please note that they’ll probably test your product in their top selling stores. And so, if you do actually work with them, just note that they’ll always test your product out. They’re not going to buy massive, massive products on day one, but they will eventually buy larger quantities from you once they know that product converts and so forth.

So all retailers basically will usually start with a smaller test to make sure the product converts in their smaller stores, and then they ultimately move into getting reorders from you, and that’s where the big monies are at. And that’s when they buy the larger quantity. So they usually don’t typically buy products for all 1,800 stores on day one. But it depends on the product and how much they believe it and so forth. But most of the time, they’ll start a little bit smaller. So you don’t need to panic there.

Anyways, those are some reasons and things to think about selling to Target stores. It’s a tremendous opportunity for you and your business. If you want to learn exactly how to approach, pitch, and sell Target and any other chain store retailer similar to them, take a look at our website, retailmba.com, that’s retailmba.com. We actually have systems and processes in place that we’ve put together in order to help people expedite the process of getting their products into stores. We have free content. We have training systems. We have live events. We have retail matchmaking services. Although, we try and educate you first on the preparation process of selling to retailers like Target, because it could be so invaluable to your success to know what you’re doing before you even start working with reps and distributors and so forth, because you want to set yourself up for success for the long run. So we find that training and educating you first and then teaching you the strategies to get into retailers in the shortest period of time is the way that people have made many, many millions of dollars with our systems and programs.

So if you want to learn more, Click Here to Explore Our Automation Tool to Help You Get into Target Stores in a Fraction of the Time! No Experience Required! Click HERE to Learn More! https://www.retailmbabrands.com/target-stores. One Target Stores Buyer can purchase Millions of Dollars worth of Merchandise! Otherwise we hope you enjoyed this video training series. Sign up to any of our FREE programs and videos listed on RetailMBA.com to learn more!

Target Stores Vendor