Start with a price list, case pack, minimum order and a one page sell sheet, then contact independent and natural grocers directly, ideally with a sample. Independents often decide faster than chains and are a good proving ground. Add a distributor later for stores that only buy through one.
Many do, especially larger independents and chains, because a distributor consolidates deliveries and billing. Small specialty stores and cafes often buy direct. Know which of your target stores buy which way before you decide on pricing, since distributors take their own margin on top of the retailer margin.
Retailers set their own minimum days remaining at delivery, and it differs by store and category. Ask each buyer for their requirement and show remaining shelf life on each lot in your order system, since short-dated product is a common reason for rejected deliveries.
Slotting fees are payments some chains ask for to place a product on the shelf, and free fill is free product given to the store for opening a new item. Independent stores seldom ask for either. Budget for them before accepting a chain placement, because they can erase the margin on a first order.
Common requests include a UPC barcode, product liability insurance, a food safety certification for the facility, allergen information and any claims such as organic or non-GMO with proof. Your state or facility rules also apply. Keep documents ready as downloadable files.
Some chains and distributors require EDI for orders, invoices and shipping notices, and some will not onboard a supplier without it. Smaller independents do not. We handle order documents and can arrange EDI where an account requires it, so confirm the account's requirement before committing.
Non-alcoholic beverages sell through grocers, convenience stores, cafes and distributors. Weight and freight cost matter more than for dry goods, so price with delivered cost in mind and consider pallet quantities for larger accounts. Alcohol has its own rules, covered in the wine, beer and spirits section.
Yes. Cafes, offices, hotels and gift shops buy these goods on a recurring schedule, so subscription style reorders work well. Offer smaller case packs and a clear reorder process, since a cafe that has to email you every time will eventually stop.
Work backward from the shelf price. Decide what a shopper will pay, subtract the retailer margin, and check that your wholesale price still covers ingredients, packaging, labor and freight with profit left. If a distributor is involved, they add their own margin, so the number you quote direct and the number you quote a distributor differ.
Yes, for most grocery and specialty stores. A scannable UPC on every unit lets the register ring it up, and buyers will not set up an item without one. UPCs are issued through GS1, so buy yours from them and keep the number tied to one product and size for good.
Buyers look for a complete ingredient list, allergen statements, net weight, nutrition facts where required and your business name and address. Label rules depend on the product and are set by regulators such as the FDA or USDA, so have your label reviewed by a qualified specialist before printing a large run.
Agree in writing how short-dated or damaged goods are handled, before the first order. Common choices are a small damage allowance, replacement of product that arrives bad or credit against the next order. Ship first-expired, first-out, and tell buyers the production date range so they can rotate stock.
Compliance answers are general information, not legal advice, and rules vary by product and state.
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