How to Sell in Retail

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

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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

Founder and CEO, Retail MBA Brands

Website: www.RetailMBA.com

Phone: 1-855-Retail-2

Email: info (at) RetailMBA.com

 

P.S. Retail MBA provides a step-by-step formula on How to Sell to Major Retailers, Online Retailers, Smaller Retailers, Catalogs and More. No Experience Required! These solutions continue to convert for clients year-over-year! These are Time-Tested and Proven Strategies that we utilize ourselves when going after stores! Everything we teach, we test. Want access to these formulas? ANY one of our programs and coaching systems gives you access to them now. With that said… 

Here are 4 Easy Ways to Work with Us:

 1) Free Training – If You Would Like to Join Our Next FREE Webinar Training Called “Retail Chain Store Secrets – How to Sell to Major Retail Chains. No Experience Required” Then Sign Up NOW To Learn All About Selling into Retail Chains By Clicking Here! https://www.retailmba.com

2) Masterclass Intensives Want to Join our Next 4 Week Elite Retail MBA Masterclass Intensive? These Intensives Are EPIC for people who Love Fast Paced Learning – Homework, Retail Coaching, Developing Your Strategy, Buyers Contacts and More! These Events Are Held Every Quarter. Join us by Clicking Here: https://www.retailmbabrands.com/masterclass

3) Done-for-You Program – If You Want Karen Waksman and Her Team to Reach Out to Your Top Dream Retail Chains On Your Behalf – And You Have a Retail-Ready Product, Check Out our Epic Done-For-You Service by Clicking Here: https://www.retailmbabrands.com/done

4) In Person Events If You Want to Learn LIVE and Meet Karen Waksman in Person at Our Next Retail Sellers LIVE Event with Other Like-Minded Individuals in Beautiful San Diego, CA! 

We Would LOVE to Have You Join Us by Clicking Here:

https://www.americasnextretailproduct.com

Transcript – 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 – 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.

Thanks so much.

And…if you like this training, you will love these new short training sessions as well! Click on the links provided to watch and grow your consumer product business TODAY!

 

  1. 5 Things No One Ever Tells You About Selling to Retail: https://www.retailmba.com/how-to-get-your-product-in-stores-5-things

  2. How to Know If I’m on Track with Retail Packaging: https://www.retailmba.com/retail-packaging

  3. Selling on Walmart Vs. Walmart Marketplace: https://www.retailmba.com/selling-on-walmart-marketplace-vs-walmart-com

How to Get Your Product in Stores

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

Play Video

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

Founder and CEO, Retail MBA Brands

Website: www.RetailMBA.com

Phone: 1-855-Retail-2

Email: info (at) RetailMBA.com

 

P.S. Retail MBA provides a step-by-step formula on How to Sell to Major Retailers, Online Retailers, Smaller Retailers, Catalogs and More. No Experience Required! These solutions continue to convert for clients year-over-year! These are Time-Tested and Proven Strategies that we utilize ourselves when going after stores! Everything we teach, we test. Want access to these formulas? ANY one of our programs and coaching systems gives you access to them now. With that said…

 

Here are 4 Easy Ways to Work with Us:

 1) Free Training – If You Would Like to Join Our Next FREE Webinar Training Called “Retail Chain Store Secrets – How to Sell to Major Retail Chains. No Experience Required” Then Sign Up NOW To Learn All About Selling into Retail Chains By Clicking Here! https://www.retailmba.com

2) Masterclass Intensives Want to Join our Next 4 Week Elite Retail MBA Masterclass Intensive? These Intensives Are EPIC for people who Love Fast Paced Learning – Homework, Retail Coaching, Developing Your Strategy, Buyers Contacts and More! These Events Are Held Every Quarter. Join us by Clicking Here: https://www.retailmbabrands.com/masterclass

 

3) Done-for-You Program – If You Want Karen Waksman and Her Team to Reach Out to Your Top Dream Retail Chains On Your Behalf – And You Have a Retail-Ready Product, Check Out our Epic Done-For-You Service by Clicking Here: https://www.retailmbabrands.com/done

4) In Person Events If You Want to Learn LIVE and Meet Karen Waksman in Person at Our Next Retail Sellers LIVE Event with Other Like-Minded Individuals in Beautiful San Diego, CA! 

We Would LOVE to Have You Join Us by Clicking Here: https://www.americasnextretailproduct.com

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 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.

Thanks so much!

And…if you like this training, you will love these new short training sessions as well! Click on the links provided to watch and grow your consumer product business TODAY!

  1. 5 Reasons to Sell to Retail Chains! https://www.retailmba.com/how-to-get-your-product-into-stores

  2. Top 10 Tips for Selling into Retail Chains: https://www.retailmba.com/how-to-sell-products-to-stores

  3. Pitching Retail Buyers- What You Need to Know! https://www.retailmba.com/pitching-retail-buyers

Pitching Retail Buyers – How to Get Your Product in Stores

Hey, everyone. This is Karen Waksman, founder of Retail MBA. Today, we’re covering the five things to consider when pitching retail chain stores. If you have a great product

Pitching Retail Buyers  – 5 Things to Think About Before Pitching Retail Buyers

Pitching Retail Buyers – Hey, everyone. This is Karen Waksman, founder of Retail MBA. Today, we’re covering the five things to consider when pitching retail chain stores. If you have a great product that you think would be perfect for Walmart or Macy’s, Home Depot, Kroger grocery store, or whatever it is for you, we’re covering the five things to think about when you’re pitching them and when you’re reaching out to them with your physical product. Let’s talk about those five things.

5 Things to Consider When Pitching Retail Buyer

They Can’t Hear you

The first thing I want you to consider is that most of the time, they can’t hear you. So what does that mean? Often, people are reaching out to retail chains themselves without guidance. Maybe they got a buyer’s list, and they paid for it, or maybe they submitted their product online to retailers. They’re just following their own strategies, but also trying to cut corners and save on cost by going after retailers themselves. The issue is that if you don’t know how to pitch the buyer correctly, the retail buyer is going to look at your information, kind of skim it and either not reply, or you’re just not going to get your products in the stores. Why? It’s because you’re not saying the words or things that matter to them correctly, and so they just kind of ignore you.

I’ve seen some of the most amazing products not get into retail chains simply because they are not being heard by the retailer because they just didn’t take the time to really consider finessing the verbiage, setting it up correctly, learning about how to do that and so forth before they pitch retailers. Hence, they just can’t hear you. That’s too bad because you deserve to get your products in the retail chain. Bottom line, focus on creating the best possible pitch for your retail product. It will make a huge difference for your business.

Talk About Your Success

The next thing to consider is they want more info about what you’ve done in the past, and so what does that mean? Pretty much every retailer would love to hear about your retail successes. If you’ve sold anywhere before, let’s say you’re trying to sell to Walmart, they’d love to hear about any other retail chains that you’ve sold into. Why? Because they love to hear that your product is not too risky. You see, if you’ve never sold your product anywhere before, they may get concerned if your product works for their store and would sell.

What do you do if you haven’t sold your product anywhere before? Well, there are ways to express that in such a way to get the buyer to believe that your product will sell, that your product will make them money even if you’ve never sold anywhere before. You might be thinking “How can I say that?” I’ve taught tens of thousands of people across the globe on how to get products in the retail chains. I have so many clients who got in the world’s largest retail chains without any sales. They haven’t gotten their products into stores anywhere. They went from selling nothing to getting into the majors, and so forth, so I know it’s possible. Pitching your product without ever having sold to a retail store takes some extra work, but generally speaking, they want to hear what’s been done with your product because they want to make sure the product’s going to sell once they put it in stores. Again, all this is learnable, but you just have to consider that.

Buyers Care About You

The next thing that most people don’t realize when they are thinking about things to consider before or when pitching retail chains is that these buyers can’t ignore you. What does that mean? Well, most people have the common misconception that the retail chains don’t care about you, and have so many products in stores that they’re not really going to pay attention to you. This is absolutely ridiculous to think such a thing. Today more than ever, these chain stores are hungry for the next new product. I have friends who are Walmart buyers. Trust me, I talk to all sorts of retailers all the time. I do large events and so forth, and we partner with buyers and everything, so I know that these buyers are scouring the web, going to trade shows, excited about when people approach them in very specific ways. Trust me, they are looking for that next new product.

The reason that’s important for you to know is because you should not pass up the opportunity to sell in retail because you believe retailers are not interested in looking for new products. It’s not true. The other thing to note is that they don’t mind if you’re a small company, if you’re startup or whatever. As long as you present your product appropriately, they would be very interested in the product. The reason for that is because their customers are looking for that next new product, and these retailers know that they will lose clients if they do not get new products in those stores. It’s a very different game today than when I first got started. Back in the day, it was not a big deal if the big manufacturers ran everything. Today, small companies have the opportunity to get in retail stores fairly easily, and that’s because these customers want that next new product. The retailers know that the small guys have that product, so definitely are hungry for new product.

Know Your Product Inside and Out

Next thing to consider is they want more insights today than ever about your systems and your processes. What does that mean? These retail chains are really curious about who you are as a business because they are really afraid that if they do business with you, that you might not deliver right. If you don’t deliver, they lose …. They have nothing on the shelves. Every square footage is accounted for, so what that means is that they’re going to look into what you’re up to, make sure that you’re going to deliver on time, they’re going to look at your shipping, your deliverability. Sometimes, they’ll explore your manufacturing and make sure that you got everything figured out. They’re going to explore you and your funding, and whether or not you’ll be able to pay for these orders because they just cannot afford for people to mess up when they’re working with them.

The good news is all the stuff is learnable. All this stuff can be cost-effective. It doesn’t have to cost a lot and so forth, but it is something that you have to think through before you reach out to these guys or when you’re pitching out to them because they actually are going to care about your systems and processes because they want to make sure again that they have a great partner, and it’s worth their effort to work with you.

Don’t Annoy Retail Buyers

The next thing is, and the last thing is that they wish you wouldn’t annoy them. That’s pretty funny to say but many people reach out to retail chains, and they reach out directly to the buyers and so forth, but they do it in a way that’s really infuriating to a buyer, and so the buyer is not interested in their product. Now, that doesn’t mean that the buyer doesn’t want to hear from you. If you approach them in a way that’s effective, that’s interesting to them, you’re saying the right words, trust me, they would be happy to know about your product and happy to know about you.

The problem is a lot of people are sending out information to the retailers, long-winded information, lots of detail, lots of words. These buyers don’t have the time to kind of decipher code because you may think that you have explained your product perfectly but for a retailer, they don’t have time to read through everything to figure stuff out or they don’t have time to open 3D graphics or whatever.

People get very creative when they’re very excited about their products. My point in sharing that with you is that they would love to know about you but a lot of times, you annoy them, so you definitely want to learn how to actually approach them correctly because one chain store order could be 10x or 100x tons your business. I mean, it can grow your business exponentially.

Final Thoughts

I hope that these five things to consider when pitching retail chains helps you when considering selling your products to retail. Again, this is Karen Waksman, Retail MBA. If you are interested in learning exactly how to approach, pitch, and sell to retailers, we actually do a live event almost quarterly. Our events are called Retail MBA live. You can take a look at the link below. The website for that event is retailmbalive.com, and basically, not only do we spend a full day with you walking you through exactly how to make money with your physical product, we help you create a pitch, your strategy, everything. We also help you partner and get your products reviewed by retailers and so forth.

You’ll definitely want to come to one of our events because they’re amazing and magical, and people love them. Anyways, I hope this helped. By the way, please be on the lookout for more trainings that I create because I’m here to support you in actualizing your dream of getting into retail chains. 

Thanks so much.

And…if you like this training, you will love these new short training sessions as well! Click on the links provided to watch and grow your consumer product business TODAY!

  1. 5 Reasons to Sell to Retail Chains! https://www.retailmba.com/how-to-get-your-product-into-stores
  2. Top 10 Tips for Selling into Retail Chains: https://www.retailmba.com/how-to-sell-products-to-stores
  3. Pitching Retail Buyers- What You Need to Know! https://www.retailmba.com/pitching-retail-buyers

Pitching Retail BuyersAbout the Author: Karen Waksman, Founder and CEO of Retail MBA, is an Entrepreneur Magazine, MSNBC and New York Times Company go to retail expert on the subject of selling to retailers! Karen has sold millions of units of products to the world’s largest retailers and has taught 1000’s of product companies across the country on the subject of selling to retailers at places such as CES (Consumer Electronics Show), US Patent Office, Stanford University, International Home and Housewares Show and so many other places. Her goal is to empower and inspire companies to transform their businesses by providing them all of the necessary information they need in order to become chain store vendors.

Bi-Lo Supplier – How to Sell to BI-LO Stores and Become a BI-LO Supplier

Do you have a product that you think would make you a perfect Bi-Lo vendor? Are you wondering how you can become a Bi-Lo supplier? The reason I decided to…

Bi-Lo Supplier – How to Sell to Bi-Lo Stores and Become a Bi-Lo Supplier!

Do you have a product that is perfect for Bi-Lo Stores?

Have you ever wondered what it would take to get a product into their stores? If so, you will love this short training segment on Bi-Lo Supplier – how to sell your product to Bi-Lo!

(For those of you who prefer to read this content, transcripts are included below!)

In this training, I will discuss some of the things to think about when approaching a retailer such as Bi-Lo Stores. Hope it helps! 

To Your Success,

Karen Waksman
Retail MBA

Karen Waksman

Founder and CEO, Retail MBA Brands

Website: www.RetailMBA.com

Phone: 1-855-Retail-2

Email: info (at) RetailMBA.com

P.S. Retail MBA provides a step-by-step formula on How to Sell to Major Retailers, Online Retailers, Smaller Retailers, Catalogs and More. No Experience Required! These solutions continue to convert for clients year-over-year! These are Time-Tested and Proven Strategies that we utilize ourselves when going after stores! Everything we teach, we test. Want access to these formulas? ANY one of our programs and coaching systems gives you access to them now. With that said… 

Here are 4 Easy Ways to Work with Us:

 1) Free Training – If You Would Like to Join Our Next FREE Webinar Training Called “Retail Chain Store Secrets – How to Sell to Major Retail Chains. No Experience Required” Then Sign Up NOW To Learn All About Selling into Retail Chains By Clicking Here! https://www.retailmba.com

2) Masterclass Intensives Want to Join our Next 4 Week Elite Retail MBA Masterclass Intensive? These Intensives Are EPIC for people who Love Fast Paced Learning – Homework, Retail Coaching, Developing Your Strategy, Buyers Contacts and More! These Events Are Held Every Quarter. Join us by Clicking Here: https://www.retailmbabrands.com/masterclass

3) Done-for-You Program – If You Want Karen Waksman and Her Team to Reach Out to Your Top Dream Retail Chains On Your Behalf – And You Have a Retail-Ready Product, Check Out our Epic Done-For-You Service by Clicking Here: https://www.retailmbabrands.com/done

4) In Person Events If You Want to Learn LIVE and Meet Karen Waksman in Person at Our Next Retail Sellers LIVE Event with Other Like-Minded Individuals in Beautiful San Diego, CA! 

We Would LOVE to Have You Join Us by Clicking Here: https://www.americasnextretailproduct.com

Transcript For This Video on How to Sell to BI-LO Stores

Do you have a product that you think would make you a perfect Bi-Lo vendor? Are you wondering how you can become a Bi-Lo supplier?

The reason I decided to create this particular training is because I create a lot of trainings related to selling to retail. I like to talk about different retailers that are maybe more obscure, maybe most people don’t know about them, and so forth. My goal here is just to help you make money and tell you about opportunities with retailers.

Some of you may have a great food product, you want to get into retail chains, you want to go after groceries, but you’re only thinking about maybe the retailer in your local area. If you know about more retailers that are looking for new products, then you can expand your bottom line and start going after bigger stores, and more opportunities, and so forth. If you knew how many opportunities there were in the world to sell your product, you would never think twice, or worry about it at all.

Bi-Lo Supplier

Why Sell to Bi-Lo Stores

Let’s talk about Bi-Lo. Bi-Lo is a retail chain, grocery chain, and is responsible for 180 stores. They’re in the southeast region, so it’s a grocery chain in one region. Again, it’s likely some of you might not have heard of them. If you have a food product, one thing that I could tell you about Bi-Lo grocery stores is that generally they are always looking for new and interesting products.

For example, if you are going to go after grocery stores and you created, say, some barbecue sauce, or whatever it is that you’ve created, make sure that your product would pop off the shelves. This means your packaging is good and stands out. Packaging is really important for these grocery chains, because you’re dealing with so many similar products. You really want to make sure that your product stands out in stores, and that’s really, really important to think about.

The common way to sell your product in Bi-Lo Stores

With grocery chains they tend to buy on a national level, sometimes regional, and always local, because they’re dealing with perishable goods. If you have a food product, sometimes you could literally go and sell to the local store manager, and get your product into the stores verses other retailers where you only can go to the corporate buyer who buys for all of their stores. For example, the national buyer usually buys for all their stores. Regional or local buyers usually buy on a regional or local level.

With grocery, because they deal with a lot of perishable foods, they tend to have local buyers as well. That’s great for you because you could, again, you could conceivably get in your car, go to the store, and let the store manager know that you have this new product that you’d like to sell. That could be a possible way to get your product into one or more of their stores. Then you can grow store by store and so forth.

Want more ways to sell to Bi-Lo stores?

Now, there are very specific ways on how to approach retail stores like Bi-Lo and what to say to retailers to get them to buy, so this video is just a short video giving you some ideas about the fact that they do buy locally, and so forth. My recommendation is if you do want to learn more about how to get products into stores, please learn more.

My website, RetailMBA.com has a free video training series. It’s a six part training series, over an hour long, powerful content. It will explain to you about retail chains and how you can get your products into stores. Please enroll in the series to learn more before you go after Bi-Lo.

There is some finessing that you have to do when you go after these stores. My full Retail MBA Training Program teaches you exactly how to pitch buyers, and how to get them to buy, even if you have zero sales experience, or buyer relationships. You can learn all of this in a weekend. All of this is on my Retail MBA website.

Otherwise, please be on the lookout for the additional videos that I create! I love teaching on this topic of how to get products into retail chains. I truly wish you the best. Karen Waksman, Retail MBA, thanks so much.

How to become a Bi-Lo supplier and vendor

About the Author: Karen Waksman, Founder and CEO of Retail MBA, is an Entrepreneur Magazine, MSNBC and New York Times Company go to retail expert on the subject of selling to retailers! Karen has sold millions of units of products to the world’s largest retailers and has taught 1000’s of product companies across the country on the subject of selling to retailers. She’s spoken at places such as CES (Consumer Electronics Show), US Patent Office, Stanford University, International Home and Housewares Show and so many other places. Her goal is to empower and inspire companies to transform their businesses by providing them all of the necessary information they need in order to become chain store vendors.

Thanks so much.

And…if you like this training, you will love these new short training sessions as well! Click on the links provided to watch and grow your consumer product business TODAY!

  1. 5 Reasons to Sell to Retail Chains! https://www.retailmba.com/how-to-get-your-product-into-stores
  2. Top 10 Tips for Selling into Retail Chains: https://www.retailmba.com/how-to-sell-products-to-stores
  3. Pitching Retail Buyers- What You Need to Know! https://www.retailmba.com/pitching-retail-buyers

5 Reasons to Sell to Chain Stores – How to Get Your Product in Stores

Hey everyone. This is Karen Waksman, Founder of Retail MBA, and today I want to talk about the five reasons…

 

How to Get Your Product in Stores – 5 Reasons to Sell To Retail Chain Stores!

Do you have a product perfect for retail chain stores such as Walmart, Home Depot, Macys, Kroger Grocery Store, CVS, etc? If so, watch this short training video on the subject of why you should sell to retail chain stores. 

Karen Waksman, Founder of Retail MBA, explains the 5 Reasons to Sell to Chain Stores if you have a great consumer product and want to know how to get your product in stores today. No Experience Required!

Wishing you the best day ever.

Karen Waksman, RetailMBA.com

P.S. Want to learn more? Sign up for a free webinar here: https://www.retailmba.com/free! 

(Transcripts for this Video Listed Below!)

Hey everyone. This is Karen Waksman, Founder of Retail MBA, and today I want to talk about the five reasons you want to sell your product into a retail chains. How to Get Your Product into Stores. The reason I decided to create this particular training segment is because I’ve taught tens of thousands of product companies across the globe over the last yet eight years on how to get products in the stores, and sometimes people are kind of stuck in deciding whether or not they want to sell to retail chains and so forth. So I want to give you five reasons to consider going after them. I obviously have a bias because I do this as a business, helping people get into stores, but I want to explain it to you so you can see why I believe and I do this for a living. Let’s talk about the five reasons you want to sell your products to big box retail chains.

Reason number one, they are hungry, hungry for new products at chain stores. One of the main reasons people don’t even consider going after chain stores is because they believe that these buyers, these chain stores are not looking for new products, that it’s super-complicated and it’s difficult, and they’re not even going to pay attention to my product. I’m here to tell you it’s absolutely ridiculous. It’s not true. They want to know about you. They really, really want to know about you. Let me explain that.

I do live events. I partner up with the world’s largest retailers like Walmart, CVS, and so forth. I know buyers really, really well. My dearest friends are buyers. For years all they ever say to me is, “Karen, we have a hunger, an insatiable need for new products. We’re always looking for that next new product because our customers have changed.” Today more than ever they want that next new and interesting product, that next product they can put in stores, so they’re constantly have to kind of changing up products in stores and so forth, just to make sure that that product converts, the product sells. Yes, they have a lot of established brands, but they’re always looking for new stuff. So please don’t not go after chain stores because you believe they’re not looking for you. I know for a fact that they’re scouring the web, they’re looking everywhere. Go after chain stores. That’s something to consider.

Now the next reason why you want to sell to chain stores is because one order can 10x or even 100x your business. Basically what that means is you can make millions of dollars just from one retail chain. I have clients who get weekly chain store orders from majors. I mean it’s like once they set up the account and the product’s selling, they just get reorders constantly all the time. Now it doesn’t always happen, but a lot of times it can be tremendous. I know people who sell to two different retail chains, and they are blowing up their business and they make millions of dollars just on that one strategy. [inaudible 00:02:28] a couple of counts. I mean it can be huge for your business. So please don’t ignore chain stores because they can explode your business exponentially and help you in any way that you’re working with your business. I mean if you have distribution strategies selling on Amazon and all sorts of things, this is just another great way to generate revenue.

All right, another reason you want to sell to chain stores is because it can explode your valuation for your company. What does that mean? If you ever want to sell your company one day you really got to think about this now, you understand? Basically I talked to one of my dear friends who is a merger and acquisition expert. He sells companies for a living. He was talking to me about the fact that an Amazon business, someone who sells a physical product and is already doing well, if they wanted to go out and sell their company today, obviously this varies and don’t quote me on this, but this is what I’ve been consistently hearing, is that you probably would make two to three times, whatever it is that your revenue is. So whatever it is that you are currently generating a revenue, when you sell the company you’ll sell it for two to three times that, if that makes sense. Essentially the valuation of your company is based on revenue and so forth and other things, and so typically it’s two to three points basically on average when you sell your company.

Now I was told that if you add on a few major retail accounts, you typically can increase that more like four to six points. I’ve heard even seven points. Basically your valuation of your company can increase tremendously. You can sell your company for way more money. I mean bottom line that’s what it really means, that a few chain store accounts will be huge for your business in the long run in terms of selling your company.

It makes sense. At the end of the day let’s think logically. You have all of your products being sold in one way on Amazon or something like that. That’s okay and that’s great, but what if Amazon changes their model? What if something happens and your business goes away? An investor is looking at that. If you put your business and add distribution strategies in other categories like retail and so forth, you now look like more established brand, more established business. They’re much more comfortable with buying your company because they know that you’re definitely more established and so forth. If you ever want to sell your company and also just to increase the value of your company, retail accounts can really help you. That alone should be the reason why you should build out your business.

Another reason you should sell to chain stores is because when you open up a retail account it can explode in terms of other opportunities. So many awesomely strange things have happened to my customers once they opened up that initial retail account. First of all, chain store buyers shop at each other stores because they’re looking at their competition, they’re looking at what’s going on and what they’re buying and so forth. They don’t want to miss out in that next new product, so they’re always looking at their different stores. The target buyer is always looking at Walmart. The Walmart buyer’s looking at this. The Macy’s buyer is looking there. They’re always looking to see what’s going on, which products they’re putting in the stores. They’re competitors.

It has happened many times for my clients where you’ll actually get a phone call from a buyer at another chain store because they saw your product in the store. Now it doesn’t always happen, but it has happened and it’s possible because once a buyer sees that the product’s in another store, you seem much more intriguing to them, it’s less of a risk, they believe that your product’s making money and so forth. Now if your product’s doing great, you’ll get even more calls. Now it’s also great because when you’re reaching out to retail chains about your product, you definitely want to let them know about the products that you’re currently selling at retailers and so forth. It really does help you grow your business.

Another thing that’s happened to my clients, they’ve gotten on Shark Tank, which is a TV show, because of the fact that they’ve had some successes. I’ve had clients who got on the TV show The Profit, all sorts of different things, The Today Show, all these reasons because they showed some success with their product, and also all the top reps and all the top distributors suddenly call you. Like if you have a product and you try to reach out to a distributor, they don’t always answer the phone. A lot of you guys have experienced that. I mean they’re kind of ignoring you until you start succeeding, which is very annoying.

The reason I teach this step is to help you guys move things along, help you open up a few accounts, and the top reps, the top distributors work for you and so forth, like the best ones, the ones that’ll make you tons of money, those are the ones what we like. Anyway, so that’s another reason why you want to sell to chain stores, is because these opportunities explode. Trust me. A distributor sees your product in the chain stores, all of a sudden you’re interesting for them because they don’t have to do as much work. You did all the heavy lifting. You got the product in the stores, started moving and so forth. So it’s very interesting to these top reps and distributors.

The final reason why you want to sell to chain stores is because you can sell more and new products. What does that mean? Well, let’s just say you got into a chain store and your product was selling. The buyer’s going to love you. Why? Because you’re making them money. Because their job is to buy. They’re purchasing agents. They’re looking for things that sell. Their job is to find things that convert for their retailer. They have a day job. That’s very important to them. You bring them a product that converts, which doesn’t always happen, they love you, they’re still paying attention to you. All of a sudden they’re like, “What else can I buy from you?”

It happens a lot. I’ve seen clients who got one product into that retailer and then all of a sudden the buyer’s like, “What else do you have for me,” and then they just keep funneling products through and stuff because they have that relationship, they have that trust, they believe that you’re going to bring them products that sell and all the sudden you start making way more money with different products. I have customers who got one product at a chain store and then they got another one and another one, and it grows that way.

Here’s the coolest part. Say you don’t have another product to sell. What you can do is think about future product options and eventually create those because you’ll be making money, or you can maybe bring in other people’s products and start selling those products because you have these relationships. There’s so many opportunities here with retail chains. Don’t be afraid of retailers at major retailers, please, because there’s so much opportunity here. I’ve seen people with zero sales experience, zero buyer relationships, zero patents get their product to the world’s largest retailers. I’ve done this long enough to see that it really doesn’t have to do anything with that. It has to do with some skill sets, some knowledge, some data, and then some execution. If you’re willing to do that stuff, you definitely need to go after chain stores because it could be a magical opportunity for you in your business.

Anyways, I hope that provided value for you, and I hope you got excited about the possibility of selling in chain stores. I am here to inspire millions of people to improve their lives through my content, through my education, through any means necessary in my lifetime. So by you hearing this and you be excited about this, you’re allowing me to experience my purpose. I appreciate you for that. Thank you so much, Karen Waksman, Retail MBA, and I hope to support you with my programs and services and my live events. Thanks so much.

If you like this training, you will love these! 

  1. How to Get Your Product into Stores: https://www.retailmba.com/how-to-get-your-product-into-stores
  2. Macy’s Vendor – https://www.retailmba.com/macys-vendor-how-to-sell-to-macys-and-become-a-macys-vendor
  3. Why More Amazon Sellers Are Turning to Retail Chains: https://www.retailmba.com/why-more-amazon-sellers-are-turning-to-retail

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