Know-How Exchange : Advertising/PR

How about you do a little testing first? Using something like the display network will bring you answers very quickly indeed. You can try all sorts of angles: text, images, price points and the rest - and get answers that same afternoon. A test against the winner will allow you to determine the most effective images and messages.

You can then use Facebook advertising to speak directly to the people in question (you can refine your targeting down to their business and the zipcodes) - to see how they respond.

then there's no arguments, no iffing-and-butting - your customers will have spoken.

Start by doing some informational interviews. Talk to some managers to better understand how they source products for sale. Do they go through a distributor? Direct to manufacturer? What's their pricing/return structure? What's their stocking fee? Once you understand the landscape, you can better decide how/when/who to contact and the appropriate proposal.

I am with Jay. many shops don't buy directly from smaller manufacturers, but instead buy from wholesalers. You should understand how products like yours are sourced by the shop and try to work through the same system.

You should also make sure you understand the margins of the products. I find it all too common that manufacturers expect the retailers to not make as much money as the retailers expect, and this prevents the manufacturer from being able to get their products in to the retailer.

Stores want proven products (something that is already selling through other channels)

Retailers often requires promotional programs to help get a product started which could be a co-op advertising program or some other marketing initiative. If so, this is often 5 to 10% of your sales dollars setting up a marketing program.”

Often bets to use a manufacturer's rep who has contacts and knowledge to get you in to stores. Rep commissions I have seen often run 10-15%.

This info is for US and Canada. Other countries could be very different.