So, you’ve got your product and packaging done and now you are ready to make your first presentation to a retail buyer.

How do you make sure they take you seriously? Or how do you even get an appointment?

If you prepare to make a presentation to a major retailer, then you will be ready to talk with any retail buyer. Here are a few of the questions you need to be prepared to answer:

1. How does your product compare to your competition and why should I buy your product? Why should the consumer buy it?

2. What will your product do for my customers that the other products I stock won’t? What will it do for me that your competitor’s products don’t.

3. What proof do you have that your product will sell better in terms of profit per square foot per month than whatever it replaces?

4. How does your product fill a gap in my merchandising mix that will result in more total profit for my category than I make now? What proof do you have?

5. What proof do you have of your ability to deliver on time every time.

6. Does your packaging effectively “sell” your product while also meeting all necessary merchandising, protection and promotional requirements?

7. Do you have case packs in small enough units to allow me to turn my inventory quickly? Do you have all your UPC codes, EDI and RFID capabilities set up and operating?

This is not everything you need to know, but be prepared to discuss these issues and you’ll be off to a good start.