Ex-Walmart Buyer here. Don't be nervous. Most of us are nice people in general and would like nothing more than to see you succeed as a company. Having said that, here is what I tell all my suppliers whenever they pitch to buyers in other categories.
Why your product? A lot of supplier have great stories to tell and I'm sure you do too but don't focus too much time on that. Have three different versions ready and stick to the short version unless the buyer wants to know more about your company.
Focus instead on why you think your particular product will outsell your competition currently on the shelf at Walmart. I assume you already took the time to scope out the competition by visiting different Walmarts to see how the hot sauce section is organized and what products are currently on there. Space is limited. If the buyer is going to add a new product, an old product must be discontinued. Which product or products do you plan on replacing? If you can convince the buyer that your product will in the long term bring higher sales and higher margin than a current product on the shelf, then it's no longer about you wanting to be at Walmart, it's about Walmart wanting your product because it's the best.
Ex-Buyer2556 karma
Ex-Walmart Buyer here. Don't be nervous. Most of us are nice people in general and would like nothing more than to see you succeed as a company. Having said that, here is what I tell all my suppliers whenever they pitch to buyers in other categories.
Why your product? A lot of supplier have great stories to tell and I'm sure you do too but don't focus too much time on that. Have three different versions ready and stick to the short version unless the buyer wants to know more about your company.
Focus instead on why you think your particular product will outsell your competition currently on the shelf at Walmart. I assume you already took the time to scope out the competition by visiting different Walmarts to see how the hot sauce section is organized and what products are currently on there. Space is limited. If the buyer is going to add a new product, an old product must be discontinued. Which product or products do you plan on replacing? If you can convince the buyer that your product will in the long term bring higher sales and higher margin than a current product on the shelf, then it's no longer about you wanting to be at Walmart, it's about Walmart wanting your product because it's the best.
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