For many retail companies, getting their products into a big box store is the ultimate goal. However, doing so is extremely challenging. Big box stores are notoriously protective of their shelving space and don’t give it away to just anyone. Getting your product into one of these large retailers will require an excellent pitch, among other things.
Still, you may not feel confident in your ability to nail a pitch to a big box store on your own. If you feel that way, it may be time to start looking for a broker to handle your pitch. Below, you’ll find an overview of the best places to search for brokers.
Ask for Referrals From Buyers
One option you should consider is reaching out to buyers who you know purchase frequently from your industry. For instance, if you sell clothes, consider getting in touch with companies that often purchase them. These businesses will have sat through dozens or even hundreds of pitch meetings from a wide variety of salespeople.
This experience gives buyers unique insight into what makes a pitch stand out. It also shows them who the best salespeople are in your area. By asking for a referral from an established buyer in your industry, you could quickly begin developing a list of potential candidates for pitching your product to a big box store.
Use Trade Associations to Your Advantage
Another excellent source for finding sales reps is trade associations. Many of the highest-quality pitchmen and women will also belong to trade associations. Consider searching the directory of one that focuses on your industry to find more names you can add to your interview list.
You may even want to contact the head of that trade association to get their advice on who you should hire. These professionals will have had many years of experience in your industry and will have a strong understanding of the talent within it. Members of trade associations are often happy to help other professionals in their industry. That means you shouldn’t have much difficulty with identifying some promising candidates after reaching out to your industry’s top associations.
Visit Regional or National Trade Shows
You can also find qualified salespeople to pitch your product by visiting your industry’s biggest trade shows. When you do, you’ll get the opportunity to brush elbows with many different pitchmen and women. This makes networking at trade shows one of the most effective ways to add more names to your list of candidates.
If you’re unable to visit many trade shows yourself, that’s okay. You can still use them to your advantage. Instead of networking at the events themselves, try to track down a list of salespeople who have visited them. You can often get these by reaching out to the event’s organizer. Once you’ve received a list, you can begin reaching out to the people on it to gauge their expertise and ability.
Conduct Thorough Interviews
Once you’ve developed a sizable list of candidates, you’re ready to move on to the interview phase. This is an extremely important part of the process. You’re selecting the face that big box stores will attach to your company. You want the person to be friendly, knowledgeable, and a consummate professional. Asking the right questions during the interview process is the first step to finding that person.
With dedicated effort and a well-thought-out plan, you can find the perfect person to pitch your product to big box stores. We wish you all the best as you work towards that goal.