1. Understand the UK Retail Landscape
Before approaching stores, research:
- Types of retailers: Chains, independents, online marketplaces
- Buyer behaviour: What products do UK consumers buy locally?
- Competitor presence: Are similar products already stocked?
- Sales trends: Focus on growing niches or gaps in the market
2. Prepare Your Product for Retail
Retailers expect:
- Professional packaging and barcodes (EAN/UPC)
- Clear branding and labelling (including legal info)
- Consistent quality and supply
- Proof of demand (e.g., online sales, reviews)
- Shelf-ready packaging (SRP)
3. Develop a Wholesale Strategy
- Set a retail price and a wholesale price that ensures profit
- Calculate minimum order quantities (MOQs)
- Offer discounts for bulk orders
- Include delivery lead times and return policies
4. Create a Retail Pitch Pack
Your pitch should include:
- Company and product introduction
- USPs and benefits to the store
- Target market and pricing
- Testimonials or sales history
- Contact and ordering information
- Product samples or demo (if relevant)
5. Identify and Approach Target Stores
Start with:
- Local independent shops
- Boutiques or niche retailers
- Farmers’ markets or pop-up events
- Online B2B platforms (e.g., Faire, Ankorstore)
- Major chains (once you have sales proof)
Contact via:
- Email with pitch and product images
- In-person visits (especially for local stores)
- Retail trade shows or networking events
6. Attend Trade Shows and Exhibitions
Examples include:
- Spring Fair (Birmingham)
- Top Drawer (London)
- Speciality & Fine Food Fair
- Natural & Organic Products Europe
These events help you meet buyers and get live feedback.
7. Get Certified and Retail-Ready
- Barcodes (GS1 UK membership)
- Insurance and product safety checks
- Eco-labels or awards (if applicable)
- Trading Standards compliance
8. Use Wholesale Platforms
List your product on:
- Faire
- Ankorstore
- Abound
- Creoate
These platforms connect brands with independent retailers across the UK.
9. Build Retail Relationships
- Offer support (e.g., POS materials, training)
- Be flexible with ordering and payment terms
- Communicate regularly about new offers or stock levels
- Support store promotions or launch events
10. Track Performance and Scale Up
- Monitor sell-through rates and get buyer feedback
- Refine your offer for better conversion
- Pitch to national retailers once you build retail credibility
- Consider retail PR or distributor partnerships for scale
Frequently Asked Questions
How do I approach a store with my product?
Send a professional pitch with product images, pricing, and samples. Personalise it to the store’s style and customer base.
Do I need barcodes to sell to stores in the UK?
Yes, most retailers require products to have scannable barcodes (typically GS1 UK-registered).
Can I start with small stores before going national?
Absolutely. Starting local helps you build proof of concept and gain valuable feedback.
Do stores take a cut of each sale?
No, stores typically buy at wholesale prices, then sell at retail prices. Some may also operate on consignment.
How long does it take to get into a store?
It varies—some deals close in weeks, others take months depending on decision-makers and negotiations.
Can I sell to stores and online at the same time?
Yes, but ensure pricing is consistent and does not undercut your retail partners.
Conclusion
Knowing how to get your product into stores UK-wide takes strategy, persistence, and preparation. With a strong product, clear pitch, and retail-ready standards, you can successfully break into both independent and chain retailers to grow your brand presence.