How to Sell to Retailers - Target

Tribune - 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 market ordinarily orders at least a half dozen products from each seller -- 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 produce products - Tarzhay (Tar-zhay), as it is sometimes called, has a inescapable 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 business 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 challenging to possible retail buyers.

4. Get included in business publications. Reading these publications is part of a buyer's job. A suitable article about you and your goods 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 conveniently 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 goods sells on one of these shopping channels, chances are it has mass shop appeal, which is important to Target buyers.

7. Get your goods covered in the Minneapolis Star Tribune. All the buyers live near firm 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 gift your goods 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 great stead.

9. Get a maker to gift your goods to a buyer. See #8.

10. And last but not least: Get a Sales Rep from a Rep firm to gift your goods to a buyer. Some Rep firms work often with Target and their endorsement of your goods 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 produce or license your product?
When can you expect to be paid by Target?
How long is the process?

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