How to Sell Products to Stores

How to Sell Products to Stores – Top 10 Tips!

Do you have a product that is perfect for retail stores?

Have you ever wondered what it would take to become one of their suppliers? If so, you will love this short training segment on the Top Ten Tips on How to Sell Products to Stores!

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

In this training, I will discuss the top 10 tips to consider when selling products to retailers.

To Your 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

________________________________________________________________________________

Transcription for this Video

How to Sell Products to Stores – Top 10 Tips! 

This is Karen Waksman, founder of Retail MBA. And in this particular segment, we’re going to be covering the top ten tips on how to get your products in stores.

Now the reason I decided to create this particular segment is because I believe it’s important that you get a little insight into how major retailers operate and what makes them more inclined to buy. And I’m hoping that these tips help you get started. There’s a lot of misconceptions out there and I’m thinking these tips will kind of get you feeling like you can get your products in stores which is ultimately why I do what I do because I do believe that anyone can get their products into major retailers if they have a product they believe in; is a product they think should be in stores: I think that I can help you do that. But with that said, let’s talk about the top ten tips.

  1. Major retail buyers are looking for you

Most people don’t realize how important it is for a major retail buyer to buy new and interesting innovation. It’s a huge part of their purchasing strategy. At the end of the day, major retailers are dealing with a tremendous amount of competition and their customers are finicky and they want the next best, new, cool thing in the store. The retail buyers know this, they are always looking for new products. This is the best time ever to get your products into a chain store. You just need to understand how to prepare your product in order to get the buyer to buy.

  1. You don’t have to be a big company to sell to major retailers

In fact, most of the companies that I have represented over the years have only been small start-ups. It’s really true that the buyers care more about finding the right product than they do about the size of your company. If you have a great product that they believe will generate revenue for their company, trust me,they will care about that more than anything. They don’t care as to whether or not you’re a big company or small, they just want to make sure that you’re set up properly to be able to ship products to them (and I talk about that in my actual program). But just know that you don’t have to be a big company to sell to major retailers. I know this because I have been representing companies who were just starting out and so forth and obviously I teach this to all sorts of students who are small and are just getting started.

  1. Packaging is essential to your success

If I can give you any advice on selling to major retailers, it’s that you should always spend more time, money and effort on packaging. The reason is, is that when you walk into a store you’re not looking at your product, you’re looking at the product in its packaging. People are not going to buy your product just on the product alone; packaging really does matter. So a person needs to make sure that whatever product that they have that their packaging is on point, because ultimately a buyer is going to pay attention to that because they know the packaging drives sales. And that’s what matters to buyers. So packaging is absolutely essential to your success.

  1. You must do the necessary homework and research to help you win

Most people don’t realize how much information is available to them by simply walking into a store and checking out product aisle. The truth is that you can find out exactly about what a buyer wants to purchase, simply by looking at what they put on their store shelves. A store shelf will tell you what the retail price should be, what your packaging should look like and everything. I mean, if you think about it from a buyer’s perspective, they said yes to one of your competitors. Which means that they purchased your competitor’s products which are currently on the store’s shelves which means that the buyer likes that product the way that it is: they like the pricing, they like the packaging, they like the way that it’s set up. And just by simply going into a store and doing the necessary homework and research, you can ultimately learn how to get your products into stores.

  1. Avoid vendor departments

Really what that means is, that you should avoid contacting the front desk of a chain store and asking how you should get your products into their stores. Basically you should avoid doing what everybody else does, which is filling out the forms that they provide you online. So if you call a major retailer and you try to get your products to the stores, most people call the front desk, front desk redirects them to a department, either a place on their website`or an 800 number or something. And they ask you to fill out a bunch of forms and submit your products to them. I think that is the worst way to get your products into stores because you cannot differentiate yourself; you’re doing what everybody else does and you basically leave it up to fate and whoever is processing stuff online, to determine whether or not your products should get into stores. What retailer professionals do, they contact the buyers directly, which is what I teach people. And I teach you what to say to buyers to ultimately get them to buy, but tip number 5 is, avoid vendor departments and go directly to the buyers. Don’t follow protocol, don’t go after chasers? 4:34 by calling the front desk and filling out forms. There are other ways to get your products into stores.

  1. Find the right buyer’s name and contact information

Most people don’t realize that there are places that you can go to, to get a buyer’s contact information and ultimately figure out which buyer is responsible for your product type. So there are companies, to give you an example, there’s a company called RetailBuyerLists.com, and they actually sell lists of buyer’s names. That’s one example. I actually have a full tutorial on this in my program. And when you look at their contact information, you’ll see what the buyer is responsible for buying. So if you have a consumer or store product, you can find the specific buyer that will buy your product and there are companies out there who actually sell that content that you can use and it’s very important that you find the right buyer for your product type. Again I cover of all in detail in my program, but it’s important to note.

  1. Make nice with the assistant buyers

What does this mean? Well most people don’t realize that buyers usually start their career as an assistant buyer. And basically what they means is that assistant buyers become buyers very soon. So all buyers start as assistants and then they eventually become buyers and most people treat assistant buyers as basically secretaries; people who are assistants and so forth. But I think it’s a very, very bad idea because assistant buyers will be buyers soon and ultimately if you’re nice to those assistant buyers, you will ultimately be able to get your products into stores. You have no idea how many times I’ve gotten a product into a store, because I was nice to that assistant buyer. I was different to them than everybody else because I knew how valuable they could be in the long run because I knew that they would ultimately become a buyer for that product type. And so I’m always nice to the assistant buyer and that’s something to consider as well.

  1. Explore vendor day

So what’s vendor day? Vendor day is a day of the week, the month or the year where a buyer enables vendors – potential vendors, people who have products – to come to their corporate office and basically pitch them. It’s one day where the buyer actually goes and enables maybe 10 vendors in one day to go and essentially pitch their wares. You usually have 15-30 minutes with that buyer and it’s your time to shine and ‘wow’ them. And so that is vendor day. Buyers do this all the time because they are constantly looking for new product. So anyways, I think it’s very important that you know that vendor day is one great way of getting in front of chain store buyer. Now personally I have a whole lot of other ways to get products into stores and it’s definitely not related to vendor day because I like to have one on one meetings with buyers; I don’t like my competitors there on the same day as me. So I’m always going to try to get that buyer alone, but if there’s no other way of getting a product into a store, I will ultimately go through vendor day. And to give you a quick tip on how you can do that (how you can get a meeting with that buyer for that vendor day), simply call their assistant and say ‘I would like to be a part of your next vendor day.’ So their assistant buyer can help you get a meeting with that buyer on vendor day. So that’s something to consider, but again, there are so many other ways to get products into stores and I usually use vendor day as my last approach, but it’s definitely a way of getting in front of a meeting with a buyer. And again, it’s like 15 minutes you have and then back to back – zip – and that buyer is meeting with vendors all day and ultimately if they like your product, they will potentially buy your product but that’s what vendor day is and it’s something to know.

  1. It’s a numbers game

I can’t even tell you how many students of mine who have called me after they started going after chain stores and they just don’t realize how many retailers they have to go after in order to get that one hit. And the thing about selling to retailers is that you just need one chain store to say yes to your product; put it into their store, to have the product to sell during a test, to ultimately get your whole business to change. One major retail order – successful retail order – can change your business completely. And so it is a numbers game; you have to contact a lot of these chain store ’cause you’re going to get a lot of no’s; it’s a part of selling to chain stores, but ultimately the good news is, is that you only need some chain store buyer to buy your product and it to be successful in order for you to succeed. So just know that it’s a numbers game and that you should never give up and that you will ultimately, if you believe in your product, can get your product to the stores and I teach you exactly what to do to get products into stores, but just know that it’s absolutely a numbers game – meaning that you have to contact a lot of different chain stores and ultimately all you really need though is that one shot and people get that one shot and that’s where their lives change. And that’s why I think it’s so cool to sell to chain stores.

  1. Just don’t give up

I know that it seems overwhelming, the concept of selling your products to the major retailers, but I’m telling you it’s not that complicated, it just takes time and effort and focus and desire. If you really believe that your product should be in stores, you don’t give up, you continue and you ultimately get your products into stores. I’ve had students who reach out to tonnes of buyers, it’s very discouraging and frustrating and then one day, they get that ‘yes’ and their whole lives are changed and it was so worth the journey. So if I could give you any advice, it’s don’t give up.

This is Karen Waksman, founder of Retail MBA, and I hope these top ten tips for getting your products into chain stores help you get at least a feel for what it’s like to get your products into stores. Obviously I cover the entire run-through of how to get a product into stores, including how to pitch buyers in my Retail MBA program, but I felt like this was a really good start to get you going.

Please leave your comments below!

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

AAFES Vendor – How to Sell Products to the Military!

AAFES Vendor – How to Sell Products to the Military!

If you are looking for new revenue streams for your product, then why not become an AAFES Vendor and Sell Products to the Military! 

AAFES or Army and Airforce Exchange is a retailer that serves solders, airman and their families all around the world. They have over 4,920 locations worldwide! This is a huge opportunity for you and your business!

To learn more, check out this short training video I created on becoming an AAFES Vendor!

Also, if you like this content, you will probably LOVE  our Retail MBA Training Program.

Either way, I would love your comments and/or feedback below if you are interested in becoming an AAFES vendor and selling to the military! 

Transcripts for this video are listed below! 

Hope this helps!

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

 

Transcription for this Video Listed Below

AAFES Vendor – How to Sell Products to the Military! Hey everyone. This is Karen Waksman, founder of Retail MBA. And today I want to talk about selling your products to the military market. Now, the reason I decided to create this particular segment is because I’m always coming up with new ways for my Retail MBA students to figure out how to make money. I mean, that’s essentially what I do, right? I teach people how to get products in the stores. I show them how to generate revenue with their products. And part of that is showing them new niche markets to go after. And so the reason I do that is because if you can find an angle that will help you make lots of money, then you can succeed in your business. And so, I talk about lots of niche retailers as well. And the military has a really interesting niche retail market that you can sell to.

And I’m not talking about selling guns or military apparel. I’m talking about you selling your gift items, your food items, your whatever types of items that you have that you’re trying to sell to these retail outlets in the military. So, let me give you an example of that. So, let’s talk about an organization called AAFES. It’s the Army and Air Force Exchange Service. So, it’s AAFES. And essentially what that is is an organization that’s basically run by the military. And so what happens is is when a military member gets deployed to remote locations, right? So, the troop gets deployed. What they do is they go into various locations, it could be anywhere in the US or across the world, well, what happens is AAFES has set up retail stores, outlets, and so forth in these different locations.

So, not only can the troops buy things that they need, but also the military families and their troops can actually get supported as well. And so, I’m talking bookstores, gas stations, gift stores, department stores. I’m talking about all sorts of different types of retailers in these different locations. And so, there’s lots of money to be made in the military industry because they are constantly buying new products for large volumes of locations. And if you can grab a military market segment, you can actually sell lots of your products to that market. So again, really what it comes down to is that the military has retail locations throughout the country and the world, and they have lots of buying power, and it’s very similar to selling to the retail chains because again, what we’re trying to do is sell large volumes of your product.

And if you can do that through selling to military stores, why not do that? So, that’s just one example. AAFES, there’s also, the Navy has a retail outlet as well, a organization. And so, again, selling to these guys is very similar to the retail is selling to chain stores and so forth. And I teach all about that in my Retail MBA program, how to approach, pitch, and sell to retail buyers, including stuff like the military market and so forth. So, anyways, the good news here is that there’s new ways of generating revenue. And one of these ways is selling to the military market. If you want to learn more about AAFES, you can check out aafes.com and it’s fascinating. I mean, they have so many different stores, so much money. I think they’re the 47th largest retailer in the world or something like that or in the US at least.

And so big money there. And so, anyways, my goal here was just to get you cooking and thinking about how you can differentiate yourself from the competition and how you can also make more money. And I’m sure that a lot of your competition is not thinking about selling to retailers in the military market. So, anyways, food for thought there. Anyways, if you’d like to learn more about Retail MBA, you can check me out at retailmba.com or if you’d like to get access to a free video training series I created on the subject on selling to retailers, you can check it out at https://www.retailmba.com/free! Look forward to chatting with you in further segments. 

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 Tips for Working with the Top Manufacturers Reps in Your Category: https://www.retailmba.com/manufacturers-representatives
  2. #1 Thing Retail Buyers Want You to Know When Working With Them! https://www.retailmba.com/how-to-sell-your-products-to-stores
  3. What NOT to Do When Selling to Retail Chains! https://www.retailmba.com/how-to-sell-retail

AAFES vendor

Wholesale to Retail

Wholesale to Retail – Why Some Wholesale Product Companies Fail When Selling to Retail Chains! 

Why some product companies fail while others succeed when it comes to selling wholesale to retail. 

I speak at trade shows all across the country on the subject of selling to chain stores and this enables me to talk to 1000’s of product companies. And what I’ve come to realize is that there are some clear distinctions between the companies who fail vs. the ones who succeed. And the distinctions are becoming more prevalent the more I teach this stuff. So I thought I’d take a minute to share a few of these distinctions as I’m hoping it will be the ‘tipping point’ for some of you who are having challenges along the way of bringing your products to market.

1) The successful product companies create a strategic plan with their end goal in mind.

In other words, they decide what they want for their business and then write out their plan of attack. They think through, research and strategize and THEN they take action steps. Too many people are all over the place, taking action prior to really sitting down and coming up with a systematic approach to achieving their end goal. The clearer you are about your goals, the better the outcome. The right people show up to give you the support you need when you are clear about what you want. It’s amazing how powerful and simple a clearly written plan can be.

By the way, for those of you who need additional support on creating a written plan, feel free check out a few of my favorite books on the subject: One Page Business Plan by Jim Horan or Goals by Brian Tracy. I’m not affiliated with these authors, I just think they are great!

2) Successful product companies don’t quit when times get tough AND they don’t let money get in the way of their goals.

It always amazes me how many product companies with great product ideas walk away from their dreams because of money. It’s hard to watch because I know so many product companies who are successful and they had financial challenges too! The only difference is the successful companies wouldn’t quit until they found a solution! Some had to start small…selling their products from one small retailer to another until they had enough money to fund their business. While others contacted experts and learned about other financial options available to them in the product industry.

To me the question always is….how bad do you want it? If you want it bad enough you will find a way. It may not be fun, or easy in any way, but anything is possible if you make a commitment to yourself that you will find a way no matter what.

3) Successful product company CEO’s are avid learners.

If I think back to the CEO’s I’ve met who were incredibly successful with their products, I would attribute it to the fact that they ask a lot of questions and are always on the lookout for information that will help them succeed. They dig around online, call experts in their product category and find as much information as they can on how to generate revenue with their products.

In order to set yourself for success, you have to do whatever you can to make intelligent decisions. And the best way to do that is to take ownership of your dream and to learn what it takes to become a success story. You don’t have to know everything, but you have to be at least willing to try!  It’s amazing how many CEO’s I meet who just assume that you can find someone else to do the dirty work for you without trying to understand the process. These are the same companies who wonder later on why their products aren’t generating the real revenue that they were hoping for.

And it’s the same for anything in business! For instance, if I want to create a new website, then yes I would hire a professional to do the work. However, if I want to truly succeed, I would probably research other websites in my industry that are doing well and try and emulate some of their strategies. I would then hand this information to the designer so that they can do what they do best.

Bottom line – you have to be consistently learning and growing in order to truly succeed. And you can’t do that if you are hoping that other people will do all of the work for you. Nobody cares about your business as much as you do. So find the most efficient and effective way to get the information you need in order to succeed and start making things happen!

Anyhow, I hope these insights provide value for you. Obviously there are additional distinctions in the realm of success vs. failure, but I thought these few points would at least get you thinking. So whenever you’re in a jam and you just feel like quitting, just ask yourself ‘how bad do you want it?’ And if the answer is that you want it bad, then never stop until you win!

To Your Success,

Karen Waksman

P.S. 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