Selling To Major Retailers

What Not To Do (And What 95% Of People Tend To Do!)

The biggest mistake I see people make while trying to sell their product into Major Chain Store Retailers is that they start by contacting a retailer’s Vendor Department.

Every Major Retailer has a Vendor Department.  This department is in charge of sifting through all of the new vendor requests.  If the Vendor Department reviews a product and finds a match, they will pass the information on to the appropriate Buyer.  A great example of a Vendor Department is if a retailer redirects you to a page on their website.

If you’ve ever dealt with a Vendor Department, then you know how incredibly depressing and disheartening this can be.  Vendor departments are notorious for asking you extensive financial questions about your business.  I’ve encountered countless product developers/ inventors who’ve given up on selling to Major Retailers simply because they were overwhelmed by this time consuming and frustrating process.

And it’s even more unfortunate that most Inventors assume that going through a Vendor Department is the only way for a retailer to review a new product. The truth is that if I had waited for a retailer’s Vendor Department to get my product into stores, I would have never had the success that I’ve had over the years!

Vendor Departments gets inundated with an endless array of products to review. By the time they review your product, it could take 6 months or a year to get an answer.  What’s the point?  You must go to the Buyers directly to get any traction into the retailer.

I know for a fact that most people start by reaching out to the retailer’s Vendor Department.  This is great for you. You will differentiate yourself from the competition.  By connecting with Buyer’s direct, you will increase your chances of getting your product on the shelves of the World’s Largest Retailers faster than you ever thought possible!

Some of you may be concerned that you might upset the Buyer if you start contacting them directly.  But please know that I have NEVER upset a Buyer by going direct! And I have sold products to Major Retailers for years!

Even if you come across that one random Buyer that gets really angry with you about going direct, know this…the Buyer will forget about you in a matter of days!!!   Buyers are incredibly busy and get inundated with phone calls all day long.  They might get mad for a moment, but I assure you that this will be short lived.

The truth is that Buyers understand how important their job is.  They know that it would be such a huge opportunity for a business owner to get their product into their stores and tend to be sympathetic toward potential vendors who contact them.  So just know that even if the Buyer is in a bad mood, they will get over it!

Ultimately, contacting Buyers directly is the most effective way to get your product sold to Major Retailers.

If you would like to learn more about how to get access to Major Retail Buyers and what to say to them to get them to buy, please join us for a FREE 2 HOUR WEBINAR hosted by Ponoko on Saturday, September 11th, from 1-3pm PST.

Space is limited.
Reserve your Webinar seat now at:
https://www1.gotomeeting.com/register/974838481
 

About the author: Karen Waksman (www.productforprofit.com) is a Successful Manufacturer’s Rep turned Author, Speaker and Consultant. She has written a step-by-step guide called ‘How To Sell Your Product, Invention or Craft to Major Retailers…No Sales Experience or Existing Buyer Relationships Required!’

Related posts:

4 Responses to “Selling To Major Retailers”

  1. Jon Says:

    Alternatively, bypassing retailers completely is another very viable option. I have had to pursuit this route for the time being due to the margins required for laser cut materials to remain competitive, consignment issues (most retailers no longer buy your product outright) as well as the market I’m trying to server.

    You can probably have more success with Amazing/eBay than with Walmart when it comes to high quality laser cut goods in my opinion that aren’t jewelry.

    Jon @ WoodMarvels.com

  2. duann Says:

    Cool,

    where is the Webinar URL ?????

  3. Can I Really Sell My New Products to Major Retailers? « Ponoko – Blog Says:

    [...] I Really Sell My New Products to Major Retailers? August 25 Following on from my previous post on selling to Major Retailers, a common misconception about selling to them is that you have to be a large established company in [...]

  4. steve a Says:

    Did you guys record the webinar and if so will you post or make it available for download. I’m sure many people that couldn’t make the call would be interested to hear what some of the topics were, on the call.
    Thanks
    Steve A