Question

Topic: Strategy

How Do I Approach Large Distribution Companies?

Posted by Anonymous on 6/16/2004 at 5:42 PM ET 125 Points
I have a product I want to market via/to a couple of the large industrial distribution companies. These companies serve businesses and industry across the country, and maintain huge distribution centers. They do not have retail stores, but sell primarily through their thick catalog and web site.

My product is not entirely unique. What I have is simply "bigger and better," but may also be less expensive to the distribution companies than what they are currently paying.

How do I package my product and approach these companies such that they will be inclined to place an initial order and sell them to their customers? What are the questions I should answer in mailing them a package and sample? Should this be done in person?

Thanks.
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RESPONSES

  • Posted by Blaine Wilkerson on 6/17/2004 at 12:51 AM Accepted
    Another alternative is to hire someone who does this for a living to advise you and perhaps draft the proposal for you.

    Vevolution is correct in that companies have particular and very specific requirements for product submissions. But going in and "playing dumb" does not exude a confident product.

    One of the main features a product has to have is salability. IT has to have an effective use, attractive and effective packaging, and previous sales histories help as well. In other words, they are looking for items that sell themselves.

    Also, be aware they will want to know you have a secure manufacturing capability and start-up capital. Why? because most retailers do not pay for the orders until 30-90 days AFTER receipt. That means YOU have to fulfill their order. Being able to do this and repeat whenever quantities and/or ordering dictate is crucial as well.

    Drop me an email (click on my name) if you would like to discuss it further.

    Good Luck!
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