Convincing a big box or club store buyer that your brand could be the next big thing is a lot harder than you think, even when you can demonstrate solid product demand in other channels.
You won’t close the deal until you’ve also convinced the buyer that you’re capable of pulling off an impossibly long list of logistical feats.
How do we know this? We’ve been there, over a six-decade history of partnering with both established and emerging brands to ensure seamless retail campaigns. Whether you’re looking to transition from e-commerce to the club store floor or looking for a bigger opportunity for an established brand, you’ve got to demonstrate your knowledge and capabilities across a wide range of economic and logistical details.
Having an experienced partner in your corner can transform your buyer meeting from a nerve-wracking ordeal to the start of a profitable relationship.
Your Costco or Sam’s Club Buyer Meeting, Before and After Partnering with TPH Global Solutions:
Before:
- You’ve got an interested buyer and a product that’s done well in ecommerce sales, but you lack confidence in your ability to make a big box pitch
- You don’t know how to calculate your all-in costs
- You’re not sure of your supply chain or what will be required to navigate distribution logistics
- You’d like to negotiate for a high-visibility location but don’t know if you should, or how to do it
- You’re not sure what sort of materials you should have prepared in advance of your meeting
- You don’t know what questions you are going to be asked
- You’re worried that you won’t make any money on a test order
- You don’t have a clear grasp of the retailer’s goals and needs
- You don’t have a clear understanding of shopper behavior in the club store environment
After:
- You’ve got a solid grasp on your numbers, and you’ve calculated your all-in costs, including product, packaging, displays, warehouse/distribution, testing, fulfillment/co-packing and reserve for givebacks/damage/coupons
- You’ve got ballpark pricing and a clear timeline
- You understand the retailer’s requirements, but you’re also prepared to negotiate to ensure profitability
- You’re armed with data and visuals that make your case, including a product layout rendered on a display
- Your overseas vendors have been thoroughly vetted, and you have established a reliable supply chain
- You know the questions you are going to be asked, and you have the answers
- You have a solid understanding of market demand for your product, and you can define how it fits into the expectations and preferences of club store shoppers
Winning Big Box Retail Strategies Begin with the Right Partner
Don’t take chances with your retail opportunities. The path to big box and club store success is not a simple undertaking and inexperience can cost you. From complex retailer requirements to supply chain hurdles that can quickly turn into profit and deadline destroying obstacles, retail campaigns can quickly unravel if you’re not prepared.
At TPH Global Solutions®, our processes leave nothing to chance. From buyer negotiations to custom packaging and POP displays, to meticulous management of global supply chain logistics, we ensure that our clients can move confidently through the demands and details of a successful big box campaign.
Want to go into your next buyer meeting knowing all the answers to the test? Contact a member of our team.
