A retail buyer is responsible for the performance of every item on the shelf. When a new brand walks in, they are not only judging the product. They are judging whether it will sell, whether it will be supplied reliably, and whether the brand will be easy to work with.
Will it sell?
Buyers want evidence of consumer demand. Sales history from your website, marketplaces or existing stores, plus reviews and repeat purchases, help show that people already choose your product.
Does it fit our shelf?
Every retailer has an assortment strategy. Be specific about the gap your product fills and the shopper it serves, and show why your price point suits that store.
Can you deliver?
- Production capacity for a larger order than you ship today
- Dependable sourcing for ingredients and packaging
- Shipping that protects the product and meets the retailer requirements
- Case packs and labeling that match how stores receive goods
Will you support it?
A launch plan matters. Buyers like to see how you will drive shoppers to the product, including marketing, promotions and in-store support, and who will manage the account after the first order.
The brands that earn a yes are usually the ones that have thought about these questions in advance and can answer them clearly.