If you’re an artisan or maker, you might dream of hitting a home run with a large retailer or national big box store.
- 10 Easy Tactics To Make People Trust Your Stores
- 10 Easy Tactics To Make People Trust Your Store Bought
- 10 Easy Tactics To Make People Trust Your Store Online
- 10 Easy Tactics To Make People Trust Your Storey
Creating something worth buying is every entrepreneur’s first challenge. After that, most turn to direct-to-consumer channels like e-commerce or a point of sale (POS) system to process orders in person.
However, to sell products to retailers puts your business in front of the vast audience of customers wholesale distributors already have at their disposal. This is where market research, knowledge of wholesale buyers, and the power of persuasion come into play.
With persistence, imagination, and the right strategy, you can make the dream a reality.
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Here are 10 tips from successful small businesses on exactly how to sell wholesale to retailers …
10 Easy Tactics To Make People Trust Your Stores
1. Focus on your story
One of the best ways to get your product noticed is to have a compelling story surrounding it. And telling it often.
“If you can find a way to differentiate yourself from the competition, you have a key reason why someone would choose your product over other brands,” says Kelly Belknap, who with his wife founded Adventurist Backpack Co.
The minimalist backpacks are designed for travel and backed with a social cause. For every backpack purchased, the company provides 25 meals to families in partnership with the national non-profit Feeding America.
“We’ve had numerous retailers confirm that the reason they wanted to order from us is because of our story and mission to help feed American families.”
The same is true for green businesses and small businesses centered on sustainability.
2. Major on the mission
Story is also key to the success of niche women’s outdoor clothing company Kind Apparel. Especially how the brand weaves together its product and mission.
The line started as an Etsy shop and is now carried at specialty outdoor retailers, as well as online at Title Nine, a national retailer of women’s sporting and athletic apparel. Kind Apparel’s founder, Mallory Ottariano, notes that the Title Nine partnership came about primarily because of their shared mission to support women-led companies.
“My retailers sell to customers based on the emotional connection to a brand’s ethics so the way they market my story is important,” she says. “I give the retailers and their employees’ transparent information on how my products are made so employees can use my brand story to differentiate my line when speaking with customers.”
These tactics allow retailers to have a more direct-to-consumer feel to retail story-telling while complementing their own values.
3. Know the retail stores that fit
You stand a better chance of success by approaching a small retailer than going after Target or Walmart.
By striking up a personal relationship with the owner—especially if you happen to be a regular customer—you can learn about the store’s buying cycles, seasonal purchasing patterns, and customer preferences.
Research should also include a review of the store’s floor layout, how products are displayed, and the owner’s specific product categories.
Why? Because every inch of floor space matters in brick-and-mortar.
Showing a business owner what your product’s packaging looks like and demonstrating how conveniently it fits onto the shelves may be just what tilts the odds in your favor.
4. Pitch local …
While getting on the shelves of major retailers can often involve a trek to headquarters to meet with buyers, that’s not necessarily your best avenue.
“Forget corporate ‘process,’” says David Krysak, president of H4Legs pet products. “Most middle and regional managers can do discretionary buying for their local outlet. That allows you to learn their process, get face time, and figure out where others have succeeded and failed in their quest to expand nationally.”
It can also give you proof that your product is appealing when they are making decisions at a national level, as well as provide an internal fan who can help advocate for you.
Building a distribution network should be a long game—unless you have a truly disruptive product that retailers and distributors immediately see a need for within the market place.
“If not, having a low SKU count and limited market penetration typically does not yield the attention necessary to validate the margin requirements that accompany these traditional channels; at least not initially,” Krysak says.
5. Then, move to wider distribution
Starting with local retailers isn’t an end unto itself. Rather, use those direct relationships to find out how the larger processes work.
“Go early in the morning,” explains Krysak, “when they are less busy and ask questions to find out more about the process. For example, if the location is part of a franchise chain, who is responsible for purchasing and do they offer a local manufacturer program? Could you try stocking a few products to allow them to gauge interest from their clientele?”
10 Easy Tactics To Make People Trust Your Store Bought
Small retail footholds offer invaluable feedback when you eventually broaden to major retailers with wholesale distribution networks.
Another option for gaining retail shelf space is to work with a retail broker who can align your product message with the retailer’s operational expectations.
As Robert Cuddihy, CEO of natural beverage company True Citrus, explains: “Expect it to cost you, though. Not only will you pay broker’s commissions but also slotting and promotional costs.”
That’s because margins are tight in the retail category, so stores look at these less-established products as revenue generators for them.
6. Make your mark at trade shows
Trade shows can be your golden ticket. That’s because buyers are out in force at trade shows, always looking for what’s new and next.
However, it’s important to choose your shows carefully since they can be a large investment of both time and money.
You have to be fully invested to reap the benefits, notes Nichole Evans, a retail strategy expert and director of channel management for ChicExecs, a women’s accessory company.
“Your booth doesn’t have to be neon yellow, but you don’t just want to hang a sign or two because people will ignore it and just walk on by,” says Evans. She suggests you consider the same principles that designers use in window displays at department stores that are designed specifically to make people stop and look.
In fact, if you have the budget, hiring a professional booth production company can be a worthy investment.
7. Engage before, during, and after
Next, engage with every person who passes by your booth as a way to create a crowd so more people will stop to see what the buzz is about.
Evans finds it’s effective to give away promotional items—ideally one of your own products if it’s not too costly. Choosing a giveaway that requires a quick explanation will entice people to stop and engage, which again has the effect of making others stop too.
Equally important is looking successful.
“We always carried around a tablet to take an order,” Evans says. “That gives the appearance that we were always writing orders; the instinct of those who were walking by would be to stop and see what people were buying.”
Lastly, follow up on all the conversations you had within five days of returning home.
As you’re having personal conversations at shows, take the time to make notes so you can reference those details later. Touch base with everyone who left a business card or let you scan their badge.
8. Embrace the power of social media
While most people consider social media as a buzz-builder for consumers, Belknap found that it was helpful to catch the eye of wholesale buyers as well.
Adventurist Backpack Co.’s strategy was to build a following of outdoors and travel-related influencers on Instagram. Those influencers shared photos of the backpacks and wrote about the company in exchange for a free pack to take on their adventures.
“Within our first few weeks of posting on Instagram, we had a chain retailer from Montana with six locations reach out to us and place an order for 100 backpacks on the spot. Without ever having actually seen one in person.”
That led to the company to move from exclusively online to contacting smaller chains and individual boutiques across the country to get the products on shelves.
It has since expanded to college bookstores and—as part of their outreach—ended up talking with the accessories buyer for Urban Outfitters where it was fortunate enough to secure an order.
9. Keep it ‘short’ and send samples
As you deepen your relationship with larger retailers, most makers recommend a three-pronged strategy that includes emails, phone calls, and in-person visits.
“Once you’ve sent information to a buyer,” says Evans, “or further connected by sending them a news mention or influencer post, you can then follow up on the email with a phone call. You’ll probably get a lot warmer response than just a cold call.”
Similarly, Belknap also found that email was usually enough to get his foot in the door: “I would introduce myself and the company and our mission and explain why I thought it made sense for us to team up together.”
“Keeping things short and sweet is the best way to get your foot in the door.”
If you’re starting from scratch, check out the store’s website and initiate contact through email rather than dropping by unannounced. Hone your pitch to a few short, punchy sentences, explaining how your product can benefit the retailer’s customers and generate new revenue.
10. Always include a sell sheet
Most retailers will want time to consider your proposal. To help facilitate the process, leave behind a one- or two-page sell sheet: essentially, a brochure containing information related to the value of stocking their shelves with your product.
As a rule of thumb, sell sheets should include:
- Wholesale price and retail price
- Discount tiers: 100 units, 500 units, etc.
- Product benefits and high-quality photographs
- Testimonials from wholesale customers
- Rating and reviews from direct customers
- Patents and any other intellectual property rights
- Ordering, website, and contact details
Take time to customize your sell sheet so it accurately reflects the buying needs of each retail store. Don’t go for a one-size-fits-all marketing approach. Again, sample products can also be hugely beneficial.
Never get discouraged going from wholesale to retailers
Even if you make all the right moves, remember that success is unlikely to happen overnight. “Don’t become discouraged if things don’t blast off from the start; the cliché of salespeople getting turned down by most retailers and buyers is real,” he says.
For every 100 stores you contact, you may get a response from a mere one or two. And that’s on a good day.
“Keep the dialogue open,” notes Belknap, “and try to overcome any objections there might be.”
10 Easy Tactics To Make People Trust Your Store Online
With the law of averages in mind, contact as many different people and stores as possible. Keep following up—judiciously, of course—until they explicitly tell you that they aren’t interested. Slow and steady will win the race.
From purging household items to packing your belongings, moving an entire household isn’t a simple process. Fortunately, with the help of these smart moving tips and tricks, it’s about to get a wee bit easier. Here are 21 oh-so-easy moving tips and tricks that anyone can use when moving to a new home. Best of luck and happy moving!
Find free moving boxes at recycling drop-off points
Don’t fork over your hard-earned money for cardboard boxes. Instead, look for free moving boxes at your local recycling drop-off points. Chances are, you’ll be able to find plenty of cardboard boxes that have been tossed by neighbors. Other places to find free moving boxes include Craigslist, Nextdoor.com, Freecycle, book stores, liquor stores, offices and U-Haul Box Exchange – just to name a few. For more advice on finding free moving boxes, check here.
Reuse original boxes for electronics and appliances
Speaking of moving boxes, don’t forget to reuse your old ones. From the TV to the blender, most electronics and small appliances come delivered in cardboard boxes. If you happen to still have these boxes, we recommend reusing them for the move. Not only does this ensure that your items will fit perfectly in the box, but it also saves you from having to spend money on boxes.
Schedule a donation pick-up for free
Purging heavy furniture, old clothing and other household items? Try scheduling a free donation pick-up with a local charity such as Goodwill, Salvation Army or Habitat for Humanity. Having them pick up your donations will save you from having to haul everything yourself, which means you’ll have more time to focus on the move.
Obtain quotes from at least three different moving companies
Don’t hire the first moving company you interview. Instead, try to obtain quotes from at least three companies to compare prices and services. When interviewing a moving company, make sure they are properly licensed and insured. For more advice on what to ask your movers when interviewing them, check here.
Have lots of water bottles on-hand when moving
Given the sheer number of tasks involved when moving, it’s easy to forget the simple things – like the fact that you and your movers will need a lot of water on moving day (especially during the summer). So come moving day, we recommend bringing a pack of bottled water with you to the new house. Trust us – your movers will thank you.
Take photos of your belongings before packing them
Hiring movers? Prior to packing your belongings, be sure to take “before” photos of all fragile and/or valuable items. If the mover breaks or damages your items while moving, you may need these photos in order to file a claim and receive compensation.
Choose a mid-week, mid-month move date
The easiest way to save money when moving is to opt for a mid-week, mid-month moving date. Moving on the weekends when demand is highest will undoubtedly be pricier. Moving company and truck rental rates tend to be lower Monday to Friday. They also tend to be lower in the middle of the month as opposed to the first and last weekends.
Place a fully-charged iPad or other iOS device in a box to track your move
Hiring a moving company to handle your long distance move? Depending on how far you’re moving, it could be a week or more until your belongings are delivered to the new house. To keep track of where your stuff is at all times, try placing an iPad inside one of the boxes that’s loaded onto the truck. You should be able to use the “Find My iPhone” tool to track where your iOS device is at all times, which will also tell you where your belongings are located.
Color-code your moving boxes and household items with post-it notes
Don’t waste money on fancy moving labels. Use simple colored post-it notes to color-code your boxes when moving. For instance, place a pink post-it note on anything you wish donate and a green post-it note on anything you wish to sell. Place orange post-it notes on boxes containing kitchen items; place blue post-it notes on boxes containing office items, etc.
Use foam pouches for plates, bowls and glassware
Covering items in plastic wrap and cushioning takes time and a lot of packing tape to secure. Instead try using simple foam pouches to hold everything from dinnerware to glassware. All you have to do is slip the item inside the foam pouch and place it inside a box. You can find an example of a foam pouch here.
Bring a door stopper with you
You’ll need to keep the front door open on moving day in order to bring items in and out of the house more easily. You may also need to keep a back door or interior door open throughout the day. To make your life easier, we recommend bringing a door stopper with you to the house on moving day.
Place heavy items in small boxes
While it’s tempting to place heavy items in large boxes, it’s always best to put them inside small boxes instead. Not only will this will make it easier to carry the boxes, but it will also prevent your items from falling out the bottom and breaking the box.
Stuff boxes containing fragile items with pillows and blankets
Kill two birds with one stone by stuffing moving boxes containing fragile items with pillows and blankets. This will provide extra cushioning for items and prevent them from breaking, while also allowing you to pack more of your items inside the boxes.
Flatten boxes after a move and store for later
Planning on moving again in the next few years? Once you’ve finished unpacking, we highly recommend flattening all boxes and saving them for your next move. This will prevent you from having to purchase or find boxes later.
Save donation receipts for tax season
Donating household items to charities such as Goodwill or Habitat for Humanity? Save those donation receipts! Come tax season, you should be able to claim a deduction on your income taxes using these receipts.
Make sure the moving truck has a parking spot
Don’t forget to reserve a parking spot for the movers. Without it, you could end up ticking off your neighbors and getting a parking ticket. Also, don’t forget that time is money. If your movers waste valuable time searching for a spot to park their oversized truck, then your move will ultimately cost more in the end.
Get extra cash to tip movers
Many people choose to tip their movers for a job well-done. If you plan to tip your movers (assuming they do a good job), we recommend heading to the ATM the night before to retrieve cash. For advice on how much to tip movers, check here.
Check cabinets, drawers, appliances and closets before moving out
When moving out, it’s easy to leave things behind. We recommend double checking all kitchen cabinets, bedroom closets, drawers and appliances (think: your fridge) before handing over the keys.
Rekey your new house as soon as possible
From handymen and cleaning services to friends and family, there’s no telling who was given a copy of the keys from the previous owners. For safety purposes, we recommend rekeying your entire house prior to moving in. All you have to do is call a locksmith to come out to the house to change the locks. They should be able to do so in a matter of hours.
Use Moving.com’s Move Planner tool to organize your move
Get organized for a move by using our comprehensive Move Planner. Our tool provides customizable moving checklists, personal tasks list, helpful recommendations, email reminders and plenty of coupons to get you organized.
Pack a moving day essentials box
Don’t move to a new home without a moving day essentials box or bag. This box should contain anything and everything you might need on moving day (and the following few days). Essentials could include toothbrushes, medications, toiletries, clothing, important documents, baby necessities, toilet paper, paper towels, cleaning spray, trash bags, a tool kit, pet food, bottled water, wallets and extras shoes. For a full list of what to pack inside your moving essentials bag, check here.
10 Easy Tactics To Make People Trust Your Storey
Moving soon?
Fortunately, our extensive network of reputable and reliable movers makes it easy to find and book a moving company that fits your budget needs. All relocation companies in our network are licensed and insured, so you can rest assured that your move will be in good hands.
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