How to Pitch a Retail Buyer As a buyer for Target Corporation, I heard hundreds of pitches from potential vendors and spent over $500m of Target’s inventory budget on products. Ensure you have a marketing plan in place and be prepared to present this to a supermarket or retailer. It is what the retail buyer buys that the retail outlet would stock. It’s because you’re not saying the words or things that matter to them correctly, and so they just kind of ignore you. Enjoy the videos and music you love, upload original content, and share it all with friends, family, and the world on YouTube. By this, the retailer can make profit and still sell the product at customer friendly price. Your aim is to persuade the buyer to see you for a face-to-face pitch. Since 1989, we have been placing both innovative and everyday products on the shelves of both independent and big box retailers nationwide. Karen Waksman has taught over 10,000+ product entrepreneurs and companies across the globe on the subject of selling to retailers. In that time we have had the privilege of working with many major channel retail partners. Don’t forget to include an order form, as well, or at least directions as to how to order. The truth is, it’s not enough to have an amazing product. Today, small companies have the opportunity to get in retail stores fairly easily, and that’s because these customers want that next new product. I spent 10 years working as a buyer for Tesco and Sainsbury’s before I moved on to specialise in insight and commercial strategy, then latterly leading the sales pitch team at Philips. The producer can give promotions and attractive discounts to retailers. It’s not true. 1440 W. Taylor Street Chicago, IL 60607 Office: 1-800-367-0076, 700 N Valley St. Suite B PMB 23878 Anaheim, CA 92801 Office: 1-800-367-0076. INTRODUCE YOURSELF BRIEFLY AND INCLUDE A PHOTO OF YOUR PRODUCT. Once you’ve moved away from the idea of a “pitch”, you can start to form a conversation based around your buyer’s needs. 100% free hosting and one-click distribution so you can focus on creating your podcast. … See MoreSee Less. Retail is competitive, ... Make buyers want to read your email by starting with good research and personalization. The buyer has to be so interested that they want to tell other buyers about your product. Search for: Search "How to Sell Your Products to Big Box Retail Chains" No Sales Experience, Buyer Relationships or Patents Required! You should plan on spending a maximum of 15 minutes presenting the pitch, with room for a product demo near the beginning of your presentation. Buyer #3: Online shop selling contemporary name brands and a few smaller designers; Here are 3 Ways to Reach Retail Buyers for Your Fashion Collection Pitching Retail Buyers. Pitching Products For Small Business: How to successfully prepare your business, brand and products, and sell to retail buyers (Business Bitesize) eBook: Laura Rigney: Kindle Store Lengthy pitches = tl:dr for weary shopkeepers. Our Mind of a Retail Buyer series continues with Clementine owner Emily Blistein, who offers her tips for crafting the perfect pitch. The other thing to note is that they don’t mind if you’re a small company, if you’re startup or whatever. Today more than ever, these chain stores are hungry for the next new product. 1. Retail buyers are looking to work with qualified vendors. All the buyer needs to know right now is your name and from where you are writing. Do you have questions you would like to ask a former retail buyer? Maybe they got a buyer’s list, and they paid for it, or maybe they submitted their product online to retailers. This is Karen Waksman, founder of Retail MBA. Today, we’re covering the five things to consider when pitching retail chain stores. 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. 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. What does that mean? Once you have their buy-in, you start with your sales pitch. Karen Waksman, Founder of Retail MBA, is a Manufacturer’s Rep turned Author, Speaker and Consultant. I’m now the founder of Optima Retail, and over the past three years, I’ve secured over 100 listings in supermarkets and other national leading retailers. Ace Hardware Vendor – How to Sell to Ace Hardware and Become an Ace Hardware Vendor! And Sold Their Business for Multiple 7 Figures – Twice Due to Chain Store Strategies! The retail buyer is practically a product procurement officer. You can take a look at the link below. If you have a gift item, this would be the perfect book for you. You also need to have a solid business plan to present to retail buyers. People get very creative when they’re very excited about their products. A product may be good and very effective but with substandard packaging, a less effective product which is more expensive can sell faster than it. Everyone is different in B2B sales, and when you pitch your product, you need to communicate clearly how it can benefit each individual buyer. Here, we share our proven 7 step formula to writing a winning sales pitch (it takes less than 10 minutes!). Quickfire Tips To Rapidly Improve Your Pitch Emails. The first thing I want you to consider is that most of the time, they can’t hear you. September 29, 2009. 3. The problem is a lot of people are sending out information to the retailers, long-winded information, lots of detail, lots of words. This might take some time, but it’s worth the work. Please email hello@retailrecipes.comto schedule your free website critique with me! You should have a buyer’s packet prepared for the retailers that will outline your company information, product information, wholesale and retail price points, case packs if necessary, opening order details and contact information. It helps if your last conversation included solid discovery questions like these: 1. All the buyer needs to know right … 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. WHAT TO SAY TO A BUYER WHEN SELLING TO RETAIL STORES (and what exact words to use) There’s a science to putting together a pitch that is both enticing and confident. Transcript for this Video on Pitching Retail Buyers. The retail buyer pitch is an expected component of the food entrepreneur's new product launch plan. 2 sales mistakes: pitching wholesale buyers by email 18. Pitching your business. 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. Check out our interview on How She Sold Her Companies! Vanessa Ting, Former Target Buyer and Founder of Retail Path, is a 12-year veteran of the consumer goods and retail industry. These promotions and discount would attract the retailer into stocking the product. Make a list of 100 retailers you want to partner with. 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. The second is unique to email itself. For example, a scrapbooking product can be pitched to scrapbook shops, art stores and national chains with a scrapbook section. Or maybe your brand is successful in regional retailers but you can’t seem to get your foot into big box retailers. … See MoreSee Less, Ace Hardware Vendor – How to Become an Ace Hardware Vendor – Retail MBA | Karen Waksman, Pitching Retail Buyers – 5 Things to Think About When You’re Pitching a Retail Chain Store Your Product! Wow, first of all Klara, thank you (!) Pitching retail buyers. The basics: this pitch is a slide presentation, ideally printed and bound for when you present it to the buyer. This is Karen Waksman, founder of Retail MBA. pitching-to-retail-buyers. Enlist Vanessa's help and hear how brands successfully sell to stores like Target, Walmart and more. Pitching to a retail buyer is like pitching to a retail outlet. There’s two central mistakes in how designers sell to wholesale retail buyers. The producer or distributor can network in this event to meet retail buyers and pitch his products. They haven’t gotten their products into stores anywhere. Because they love to hear that your product is not too risky. Based on our experience from both the buying and selling sides of the retail table, and now sharing advice to help entrepreneurs get into national retail locations, here are four pitch strategies we’ve found hit the sweet spot of retail buyers across America. The retail buyer pitch is more than a standard sales pitch, and it is different from an investor elevator pitch. They’re just following their own strategies, but also trying to cut corners and save on cost by going after retailers themselves. 1. Buyer #1: Boutique with high end designer clothes and accessories; Buyer #2: Two boutiques with clothing, accessorie,s and shoes in the contemporary market with an indie feel. Prayer seems to keep your attitudes in improving your velocity possible a pitcher’s hand and keep your wrists. Published in Pitching Retail Buyers – How to Get Your Product in Stores. 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. The designs given to packaging are essential. 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. Check out our interview on How She Sold Her Companies! Hey, everyone. 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. 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. A retail buyer has to be on the track for new product to ensure that new goods are on stock and existing goods are reviewed. Persistence and sales skills are necessary to get your product into a retail store. Posted on May 23, 2018 May 23, 2018 Full size 300 × 169 Post navigation. Instead of thinking about how to sell a solution, think about how your product can solve a problem. If I had a penny for every pitch email that begins To The Manager or Dear Sirs, I’d have a yacht by now. 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