How to sell a product to a large retailer

If you’re looking for a course that will share with you the process to follow to productively and successfully sell products into retail, to know exactly who you need to target in a retail business, how to approach them, to build a rapport to gain an opportunity to pitch, and how to make sure that you are in the best position to successfully have you products stocked in a store, then this is the right course for you. How to sell into a retailer teaches you everything you need to know about the person to approach, their role in the business, why you want to get stocked in a retailer, and why they want you, plus all the considerations you need to review to make sure that your product is pitch ready for a retailer. This course covers everything from researching the retailer, to the meet & greet and finally the pitch and all the details for the deck. All of this will be covered in just 2 and a half hours. Easy to digest and simple to understand. We have also included a short quiz at the end of each section to complete in your own time. Please pause the slide to complete and we’ll provide answers on the next slide.

After completing this course you will be able to:

• Understand who the key contact in a company is, the Buying Cycle and the Critical Path

• Perform market analysis to ensure that you are targeting the right retailers

• Understand retail terminology and acronyms

• Be clear on all of the considerations that a retailer will require, such as MOQs, MOVs, VBAs, and many more…

• Approach a retailer with the key information to boost your brand and successfully showcase your product

• Possess the skills of influence and persuasion - a key to success in businesses

• Professionally introduce yourself, make a great first impression and build rapport

How will this course help you?

If you are a small to medium size business with the scalability to sell into a large retailer or multiple stores, or an entrepreneur already selling D to C and/or into small independent stores, or you are confident that you have a supply chain set up with the logistics that can fulfill large orders, this course will give you a solid base to take the next step to getting stocked in a retailer by teaching you the basics of retail buying, market analytics and planning a product pitch. Confidence comes with knowledge, education and understanding, and this course aims to increase and enhance your knowledge so you have confidence to contact companies that will supercharge your business.

Why should you chose this course?

In this course we will set out the logical steps necessary to take to maximise the potential of product pitch, and a certificate of completion is presented to all those who undertake this course. We believe in teaching in short sections using visual aides with easy to understand examples. Each section will have a short quiz at the end to summarise the key points and support your understanding of the sessions..

What makes us qualified to teach you?

This course is taught by Katy Norton. As co-founder of a multi faceted retail business, Buying and Beyond, Katy is sharing all of the education and expertise gained working in the retail industry for large UK retailers for over 20 years. Following a first class honours degree in Retail Buying, Katy has worked in retail her entire career to date, predominantly in Buying, starting from a Buyers Admin Assistant to her most recent position of Head of Buying.

Over the years Katy has had multiple businesses approach and pitch, and knows first hand what it takes to get a product stocked in a store. During the course Katy will give you an insight into the life of a Buyer so you can understand who is behind the product in the shops and therefore the best ways to find, approach and pitch to a retailer in order to have your products stocked in a large retail store.

What is covered in this course?

In this course we will review the steps that it takes to successfully sell products into a retailer. It will outline the logical steps you need to take in order to target the right retailer, advise the best approach to influence a retailer to stock your product, and ensure you are quipt with how to build a relationship with a Buyer. We aim to provide you with a clear structure and the tools you will need to ensure your are retail ready. The aim of the course is to empower you to know exactly who you need to target in a retail business, understand how to approach them, to build a rapport to gain an opportunity to pitch, and how to make sure that you are in the best position to successfully have you products stocked in a store.

Here is a brief overview of the course -

Section 1 - Introduction

We welcome you to the course and explain the structure and the learning outcomes

Section 2 - Retail structures

In this section we will discuss the set up of a retailer, who are the people that you need to approach to, what are their roles and responsibilities. Understanding this will help you to know exactly who and how to approach within a retailer.

Section 3 - The Basics of a Buying Cycle

In this section we will take you through the key stages of a product life cycle, the step by step process and the importance of understanding a retailers Buying cycle.

Section 4 - A Critical Path

In this section we will explain what a Critical Path is and why it is a requirement for retailers.

Section 5 - Understanding the importance of product placement

In this section we will cover the reasons why it is a huge milestone to be stocked in a retailer and the opportunities that it opens up for both businesses.

Section 6 - Identifying the right retailers

In this section we will review the tools to use to identify the ideal retailer by understanding the USP of your products and the key considerations and requirements for retailers.

Section 7 - Pricing Considerations

In this section we will learn how to balance the retailer requirements as a business, we will cover costs, RRP/SRPs, VBAs, terms and negotiations

Section 8 - Stock Considerations

In this section we discuss MOQs, MOVs, supply chain, freight and fulfillment to sense check that as a supplier you have everything set up to sell to a store.

Section 9 - Targeted proposals

By the end of this session we will understand how to approach and befriend buyers, how to make sure that you are targeting the right people in the right way and making sure that you do not mess up your crucial first impression by teaching you what to say in order to come across interesting and lead to the next step.

Section 10 - The perfect pitch

Our final session will outline the details that you need to include in your pitch, meaning your sales presentation. It is the most important part of the sale, and we will focus on how you plan your presentation and how to clearly communicate your product. We will cover how to structure your pitch and deliver your pitch i.e what to say and how to say it, questions to expect and how to answer. Once you have perfected and presented your pitch, we will share our top tips for follow ups to make sure you stay front of mind and become successfully stocked with the right retailer.

Our Promise

We are committed to creating courses that will educate and empower. If you have any questions about the course content, please feel free to send us a direct message.

We hope that has helped you to understand how we can support you on your quest to be stocked in a store.

Join us and become retail ready using our simple step by step sessions!