Based on my meetings during last week’s National Association of Chain Drug Stores (NACDS) Annual Conference, retailers are are once again hungry for and seeking innovative products to bring into their storefronts and/or feature virtually. Last year’s event was focused on recovery from the pandemic and supply chain turbulence. This year it was about bringing new and exciting products to consumers.

It is more imperative than ever for manufacturers to thoughtfully prepare their pitch and ensure their launch aligns with their targeted retailer’s objectives.

Telling a story is so important and many times the retailer lacks a full understanding from the product presenters.

Things like packaging being a lot larger than the product when it’s a “good for you” or a “clean” product is an issue. Or not understanding the customer in situations where the suggested retail price is so high they price themselves out of their target audience.

I am very supportive of vendors being passionate about their products, but they also have to be flexible to make changes to be able to sell their products to the projected target audience.

In my retail B2B advisory and coaching work, I encourage my clients to look at initial meetings as an opportunity exploration, rather than a pitch. Big deals are rarely, if ever, closed in a first meeting, and an air of mutual vetting should be in place initially. That way, resources can be deployed once true opportunities and alignment are established rather than the “kitchen sink” trap so many companies fall into in their eagerness to close a deal. It’s also important for companies to conduct appropriate research. Gone are the days when overall volume and store counts lead the conversation. With all of the options available to retailers, no two are taking the same approach so digging deep into press releases, investor calls/transcripts, and executive interviews, and documenting alignment between retailers’ specific initiatives and the products, solutions, or services being presented are critical. Lots more to share but I’ll add that, with the “revolving door” dynamic at work within most retail organizations, it’s imperative to develop multiple contacts to include decision-makers and internal influencers. Your… Read more »

This is an insightful article Dave. Innovation is a hard sell to retailers who are focused on ROI, and one feature of a pitch I recommend is a SWOT analysis of the brand that authentically conveys their internal strengths and weaknesses (no brand is perfect) and external opportunities and threats. No fudging here — authenticity and clarity build strong business relationships. With innovative ideas, it is essential that a mutual goal be clearly understood by both the brand and the retailer.

Solve a problem for both the retailer and the customer. Fill a need they didn’t even know they had. Create an efficiency they weren’t even looking for. Tap an emotion that creates a feel-good moment.

Since I’m a market researcher, I looked for the phrase “consumer research that confirms the pitch.” In particular, package design research when administered with the right objectives and methodology provides the insight into how consumers will respond when the new product is on the shelf: Will they notice it? Will they engage with it? Will they understand what the product is and what benefits the manufacturer is promising? And will they think the price is right? Yes, we all know that most new products fail. Very often, in my experience, there is too much ego involved in the process. I recall the introduction of a new distilled spirits product that was intended to be on the low end of the premium spectrum. The package design research pointed out that there was one design that fit the goal while another promoted a product that was premium and inconsistent with the liquid in the bottle. The brand manager told me he’d be embarrassed to show his friends the product in the “winning” design, and so he choice… Read more »

Now hear this: Your client/customer doesn’t care what your product will do for you. The client/customer doesn’t care what your innovation will do for others. Your client/customer only cares about what it will do for them.

I am always astounded by the lack of understanding that all pitches should be about the customer/client and not the pitcher!

The nexus, the problem, the story, the value proposition, and the evidence. The “pitch” must also be relevant in multiple ways, on multiple levels, to the person or business to which we are presenting. Q & A, and the right listening mode is also paramount. Be prepared to present right-fitting alternatives at the right time and place. And finally, a good sales pitch presents the potential for the right results for all parties involved.

Just as there is no “one size fits all” best practice in the business we’re in, there is also no “one formula” for a successful sales pitch. However, in the most basic terms, I think through some classic steps: The Nexus, the problem, the story, the value proposition, and the evidence (data.) It is incredibly important that the “pitch” is entirely relevant to the person or business being presented, in multiple ways, on multiple levels, with sometimes the later being quite literal in meaning. A professional also has a “Plan B” in mind, or makes plenty of room for adjustment as new information becomes available in the meeting itself. The worst mistake a presenter makes is to shut off the two way communication, or to keep proceeding with the original idea, even after learning on the spot that situations and circumstances have changed. Sometimes, we need to put our PPT presentation away, or skip some slides, and zero in on what might work better for all parties concerned. I teach a large number of fundamentals… Read more »

The article summarizes the question correctly in my view. One point I do not see here is a go to market pitch is more about the product’s distribution and partnership strategy. This outline is more about the actual “selling” of the product to a merchant. Presumably whoever is pitching the product has a strong rationale for “why” they picked the retailer that they are pitching to.
With that, in my experience few sales people “tell the right story” or take the time to figure out what that story is, unless the presenter is the founder or an executive of the company. Few sales people take the time to formulate a specific strategy by prospect.