Lowes Credit Card Sign - How to Sell to Retailers - Target
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It's not all that hard to get Target interested in selling your products.
Why would you want to sell to Target? Well, each of the 1,500 Target stores usually orders at least a half dozen products from each vendor -- that's at least 9,000 sales right out of the gate!
Sounds like a pretty good reason, right? Plus, Target is the place to sell any high design products - Tarzhay (Tar-zhay), as it is sometimes called, has a certain cache.
So how can you get a Target buyer interested in your product? Here are some ways that a Target buyer I spoke with finds new products:
1. Attend industry trade shows. Part of a buyer's job is to attend these trade shows. So they are likely to be there, at least at the biggest ones.
2. Attend specialized trade shows that link buyers with manufacturers. These shows cost more money, but are worth it to get guaranteed meetings with buyers.
3. Get publicity coverage. Publicity doesn't just help you sell products to consumers. It helps make you interesting to potential retail buyers.
4. Get included in industry publications. Reading these publications is part of a buyer's job. A favorable article about you and your product may catch a buyer's eye.
5. Get your products online. Yes, buyers spend time online, too. If you rank high in the search engines, are reviewed favorably in blogs, and have a great Web site, the Target buyer might be interested in your product.
6. Sell your products on QVC and HSN. Yes, some Target buyers watch these channels. If your product sells on one of these shopping channels, chances are it has mass market appeal, which is important to Target buyers.
7. Get your product covered in the Minneapolis Star Tribune. All the buyers live near company headquarters and many read the daily local newspaper. So if you can get featured in that paper, you have many opportunities to be seen by buyers.
8. Get a distributor to present your product to a buyer. If the distributor has a relationship with a Target buyer and thinks you have a winning product, that will stand you in better stead.
9. Get a manufacturer to present your product to a buyer. See #8.
10. And last but not least: Get a Sales Rep from a Rep firm to present your product to a buyer. Some Rep firms work frequently with Target and their endorsement of your product can close the deal.
But there's a LOT more to it...
What criteria does Target look for in a product?
What financials do you need to know before approaching Target?
Will you manufacture or license your product?
When can you expect to be paid by Target?
How long is the process?
