Distributor Business

distributor business

The Distributor Business – How to Get Your Product in Stores

Product distribution can be an efficient and lucrative means for companies to get their goods into stores. Distributors make money when they can quickly process retailer orders and replenish warehouses – this ensures that costly inventory doesn’t lose its worth over time.

For optimal success with wholesale distributors, learn what drives their interests so that you can prepare to impress them with your offering.

Identify Your Target Market

Wholesale distributors should know who their target market is – this group of people that will put money in your bank account, purchase your product and refer it to others. Once identified, use demographic or psychographic criteria to pinpoint them so you can develop an effective marketing plan to reach them with it.

To win over buyers, your products must stand out from the competition. Keep abreast of current industry trends and devise ways of providing value-added services that set you apart from other wholesale distributors; for example subscription billing, kitting services or automated ordering systems which make buying simpler will do it. Doing this will give your company a competitive edge and increase chances of getting into stores.

Successful wholesale distributors cultivate strong relationships with retailers. Establish connections with buyers at local, regional, and national chains so you can place your product in their stores quickly – it may involve traveling but will pay dividends if your product starts selling quickly!

As part of your efforts to convince retailers to stock your product, show that it would sell well in their store by showing that it will. Doing this will demonstrate that you’re professional and can be trusted to sell their product while building relationships within retail chains.

Attending trade shows or online marketplaces is another effective way of connecting with buyers, but this can be both expensive and time-consuming. If you decide to attend one, make sure your booth is well staffed with salespeople able to answer questions quickly and close deals swiftly. Buyers tend to dislike lack of communication; so be sure to follow up with all leads after the show has concluded by email or social media direct messages that allow them to connect directly with you.

Develop a Marketing Strategy

Distributors are essential to getting your product into retail stores. Make sure that your marketing strategy attracts them and drives sales with distributor marketing – similar to B2C but tailored towards retailers or institutional buyers instead of consumers.

As you prepare your distributor marketing plan, begin by analyzing data. Take note of sales figures, market coverage and any other indicators of distributor success before setting objectives and prioritizing areas of improvement. If some distributors are underperforming, consider providing additional training or creating incentive programs.

One key factor in any distribution marketing strategy is developing a compelling value proposition. A clear value proposition explains what sets your product apart from competitors and gives distributors something compelling to tell their customers. Furthermore, consistency with quality and service builds trust with distributors.

Staying in contact with distributors is essential in maintaining relationships and engaging them as customers. Regular newsletters or individual interactions will keep them up-to-date and engaged with your products/services.

Your options for distributors depend on your product and target market. Some specialize in specific areas like food or beauty retail; other distributors may have regional or national coverage and reach.

Regional wholesalers generally don’t enjoy as high a brand recognition or pull as national distributors, yet may still know their local markets well enough to invest in marketing and promotion activities that increase market share.

Finally, specialty or niche wholesalers that focus on specific retail categories or account groups may be ideal for products that are unique or difficult to source. Working with such distributors has the added advantage of understanding their customer’s buying habits and needs well enough that your product can effectively position itself to meet them.

Reach Out to Retailers

After successfully developing and perfecting your product, the next step should be getting it into stores. Wholesale distribution is the key to doing this and should be chosen wisely so as to bring about maximum retail distribution of your product. When selecting your distributor make sure they understand both retail market dynamics as well as having established relationships within large retail outlets – these will all help your product become available more easily in stores.

Start by developing relationships with local or regional distributors to pitch your product locally and build demand before approaching larger retailers with it. It is crucial that when selecting distributors, it is clear as to their criteria and product expectations; some distributors only accept those products which are ready for market and not still in beta testing as this gives them time to pitch other products without waiting months while yours is perfected.

Mike Harrington, a sales trainer, suggests taking time to understand what your prospective wholesale distributors need before approaching them. You should understand what makes your product stand out against competitors and clearly communicate its unique selling points. Mike further advises conducting research prior to attending trade shows so retailers can provide recommendations of which distributors have worked successfully together before that could make good matches for your product.

Sending free samples can be an excellent way to approach potential retailers and introduce your product in an inviting and personal manner. Be sure to include information about yourself and why this particular buyer would make an excellent partner for carrying it.

Your distributor should receive any additional marketing resources you plan to utilize to promote your product. Keep in mind that your supplier is ultimately accountable for driving demand and using every means available to generate interest in it.

Make a Sale

If you produce an outstanding product in quantity, selling to distributors can be an ideal way to bring it into retail stores. In order to convince distributors of your product’s worthiness for carrying, prepare a report that shows them how it will sell to retailers and consumers; this should include pricing information, production costs, profit potential calculations in your market as well as potential marketing research services providers for this part of the process.

Once your report is ready, the next step should be negotiating with distributors. Your goal should be to convince them that sales of your product can generate enough profit to cover manufacturing and distribution expenses while providing for future growth; also ensure a price that remains competitive among similar products in your market.

Distributors carry thousands of different products, so your product needs to stand out. One effective strategy is establishing your product as the superior option in its category; another way is demonstrating how your product can enhance their business; for instance if easy stocking saves them time and money by decreasing returns.

To increase your odds of sales success, make sure to find a distributor who shares your company’s values and goals. Do this by seeking referrals from other small business owners in your industry, attending trade shows and speaking to retail buyers about preferred distributors in specific markets. Also keep in mind that your distributor is an essential business partner; regular communication between the two of you is necessary in order to identify issues before they escalate; you could even use this time for new opportunities to be discussed as potential sales.


distributor business

Step-by-step training on how to sell to retail chains!

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We are here to expedite the process of generating revenue with your physical products and that’s what we’re all about.  Take a look at our advanced training, live events, certification programs and so much more.

In this training, I will discuss some of the things to think about when approaching a retailer to sell your products and become a vendor. Hope it helps! 🙂

Karen Waksman,
Retail MBA

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