Retail buyers are drowning. They are bombarded with thousands of product pitches yearly, each claiming to be the next big thing. The problem is that most of those pitches look the same: another supplier with a "unique" product begging for shelf space.
So, how do you break through? How do you make sure your pitch doesn’t get lost in the shuffle?
1. Lead with Data, Not Just Passion
Show them the numbers, not just your enthusiasm. Retail buyers are more likely to be swayed by data that proves your product's potential. Market trends, competitor weaknesses, and real sales numbers are your best allies in this pitch.
Buyers don’t make decisions based on how much you love your product. They make decisions based on sales potential. If you have them, show them data proving demand—market trends, competitor weaknesses, and real sales numbers.
2. Speak Their Language
Retailers care about turns, margins, and shopper loyalty. Your pitch should explain how your product fits their strategy. Do your homework, learn their category objectives, and align your product with their goals.
3. Be Retail-Ready
Retail buyers don’t want a science experiment. They want a product packaged correctly, priced competitively, and with a reliable supply chain. If you can’t deliver, they’ll move on.
4. Create a Killer Story
Facts are important, but emotion drives sales. A captivating narrative makes your product unforgettable. What issue does it address? Why should a consumer select it over alternatives? If your story resonates well enough, it will stick in their minds.
5. Follow Up Without Being Annoying
A single pitch meeting won’t get you on the shelf. Buyers need to see consistency and commitment. Follow up with new insights, updated sales data, and strategic check-ins that add value—rather than just asking, “Did you make a decision yet?”
Final Thought:
Retail is brutally competitive, and buyers are stretched thin. Make their job easier by proving you understand what they need. That’s how you get on the shelf—and stay there.