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How to Sell to a Retailer

Selling to a customer is not the same as selling to a retailer or store owner. If you want your products sold in other stores, you need to remember that buyers/retailers/store owners are not primarily interested in your product; rather, they want the profit that your product can bring.

Here are some things to consider when dealing with retailers:

• Know your demographics: who will your products appeal to and who would buy your products. If there is a match between your market and retailer, or if your product has a wide appeal, then you stand a greater chance of making the sale.
• What are the key features of your product: how does your product work; what makes it stand out from the competitors; what need or want does your product address. Help the retailer understand how to sell your product.
• Check your price points: what are the prices of comparable products; if your price is higher than competitors, why and what additional value does your product offer
• Show the retailer how to sell your product: how do you plan to merchandise your product; how will its packaging stand out from the other products on the shelves; how much space does your product require on the shelf