Question:

Hey, I’ve recently started a small business where I produce distilled water and I’ve been selling it online and locally. However, I’m now interested in expanding my reach and getting my distilled water into retail stores. Could you provide some insights and steps on how I can achieve this? Any advice on what works best for someone just starting with a niche product like this will be greatly appreciated. Thanks a lot! – David, Canada.

How Do I Get My Distilled Water into Retail Stores?

Hey David! That’s a fantastic move. Transitioning from online sales to getting your distilled water into retail stores can greatly expand your market reach and brand visibility. It can be a bit of a process, but with the right steps and preparation, you can definitely make it happen. Let’s break it down step-by-step.

Research and Understand the Market

The first step is understanding the market you’re about to enter. You need to know who your competitors are, what they offer, their pricing, and how well they perform in stores. Here’s what you can do:

• Identify Competitors: Look for other brands of distilled water in the stores you aim to target.
• Market Analysis: Analyze how these brands are placed, priced, and packaged.
• Consumer Preferences: Understand what the consumer likes about them and where there might be gaps.

Develop a Strong Brand

Having a strong, recognizable brand is crucial. Retailers are more likely to pick up products that have a professional appearance and clear branding. Here’s how you can build a strong brand:

• Create a Memorable Logo: Your brand logo should be simple, clean, and easily recognizable.
• Packaging: Invest in high-quality packaging that protects your product and looks great on shelves.
• Clear Labeling: Ensure that your labels are clear, informative, and compliant with all regulations.

Prepare Your Sales Pitch

When approaching retailers, your pitch needs to be compelling. Highlight what makes your distilled water unique and why it would be a great addition to their store’s offerings. Here are some elements to include:

• Product Benefits: Explain the benefits of distilled water and how it stands out from other types of water.
• USP (Unique Selling Proposition): Emphasize what makes your product different from others on the market.
• Sales Data: If you have sales data or customer feedback from your online store, use this to show demand and customer satisfaction.

Network and Build Relationships

Building relationships with store owners and managers is key. Here’s how you can network effectively:

• Attend Trade Shows: Trade shows and industry events are great places to meet retailers and showcase your product.
• Local Stores: Start with local stores where you can establish personal relationships with the owners or managers.
• Follow-Up: Always follow up with a thank you note after meetings and keep the conversation ongoing.

Provide Samples and Promotional Materials

Offering samples and promotional materials can greatly increase your chances of getting stocked. Here’s what you can do:

• Free Samples: Provide free samples to store owners and managers to let them experience your product firsthand.
• Promotional Kits: Include informational brochures, pricing sheets, and displays that they can use to test market the product.

Negotiate Terms and Agreements

When you get a store interested, the next step is to negotiate terms. Be clear on:

• Pricing: Set a price that is competitive but also covers your costs and desired profits.
• Distribution: Decide who will handle the distribution and at what cost.
• Payment Terms: Agree on payment terms that are fair – consider net 30 or net 60 terms depending on the retailer.
• Promotions: Discuss potential promotions or discounts you can offer to help get your product moving off the shelves.

Ensure Product is Retail Ready

Make sure your product is completely ready for retail requirements:

• Barcodes: Ensure your product has a registered barcode/UPC.
• Regulations: Make sure your product complies with all local and health safety regulations.
• Supply Chain: Have a reliable supply chain in place to meet demand on time.

Market Your Product

Once your product is in stores, you need to get the word out. Here’s how you can create buzz:

• In-Store Promotions: Work with retailers to create in-store promotions, demos, or tastings if applicable.
• Social Media: Use your social media platforms to announce new store locations and any promotions.
• Local Advertising: Invest in local advertising to drive customers to the stores carrying your product.

Monitor and Evaluate

After your product is on shelves, it’s crucial to monitor its performance and gather feedback:

• Sales Data: Track sales data to understand how well your product is doing.
• Customer Feedback: Engage with store managers to get customer feedback and identify any areas for improvement.
• Adjust Strategies: Be ready to tweak your marketing or distribution strategies based on the feedback.

So, there you have it, David! Getting your distilled water into retail stores involves a combination of research, preparation, and relationship building. It’s a process that takes time, but with persistence, your efforts will pay off. Thanks for asking such a great question, and best of luck expanding your business in Canada!

Remember, keep believing in your product and stay connected with your network. You’ve got this!

How to sell distilled water