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Selling to Wal-Mart: The Do’s and the Dont’s

o Make sure your product fits Wal-Mart’s mission, demographics and consumer lifestyle.

o You will need to provide the buyer with data on competitors and how your products compare or are better than them. Actual customer marketing research should be presented (not just your opinions on why your product is the next million dollar idea.)

o They don’t want to see prototypes, unfinished samples, or waste time with ideas. You probably would not even get an appointment with an idea.

o Have your pricing and product configuration ready to go. They are interested in selling, not testing new products.

o Have your packaging ready, with bar codes….at the meeting.

o Make sure you are familiar with Wal-Marts buying process, and how they place their products into the stores. (this is not so easy to do, a great agent can assist in this.)

o Conceive every question or comment the buyer might ask you about your product, and be prepared to have the answers for them. Play your devils advocate, and be willing to be in the hot seat.

o Be prepared to take some heat on pricing, and always appear to be educated on the products demographics and competitors pricing. Know, know, know your best pricing going in, you will be drilled about it! Wal-Mart buyers deal everyday with many manufacturers direct, so in their category you better believe they know what something should cost. If you’re pulling the wool over their eyes, you could look silly.

o Be willing to listen to the buyer’s advice and guidance when it comes to the product. They have great insight!

The Dont’s-

o Make sure you don’t take pictures (anywhere in the building). They are very strict, so leave your cell and camera in the car!

o Think your product is the next million dollar idea! Be humble and willing to take criticism.

o Argue with the buyer. If they turn the item down, say thank you!

o Expect the buyers to dictate to you what you need to do to develop the item. They will give general advice, however, you’re presenting to them, you better know what you are selling.

o Waste their time.

Always Dream BIG!

Kim Babjak

Kim Babjak, and her team at KimCo LLC, are a multi-faceted product development company that offers a wide range of consulting in the areas of  “Mind 2 Market” product & business development. With over 20+ years of combined retail experience and sourcing overseas, Kim Babjak and her team of professionals can help create successful product creation and placement. We help companies with product development, prototyping, and manufacturing overseas and. With our vast retail buyer relationships, we can then assist with the product being placed into electronic retail (QVC), and big box retail outlets like Wal-Mart, Target, Home Depot, Costco and many others.

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After returning from Bentonville last week, I realized what I had just done was the most exciting thing an inventor/entrepreneur could ever do. Walk the hallways of the buying office at the headquarters of Wal-Mart…. The blue and gray walls signify America, and the American dream of most product developers; to place their products into [...]

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Do You Know How Many SEO Keywords To Use?

I just finished speaking at PINK’s big, “Spring Into Ownership” event in Atlanta about search engine optimization (SEO) copywriting and social media, and one of the biggest questions I received was… “How many search engine optimization keywords should I use on my Website pages?” Well, first of all, stop worrying about how many SEO keywords you [...]

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Are you ready for an electrifying change?

Recently someone asked me about the transition from every day mom to mompreneur.  Did I like my “new life?”  Was it different than before? Better? Or worse?  Was I pleased with my decision? Do I like my new life? Heck ya! The real question is: When is it right to make big changes to your [...]

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Product Summit Provides Unique Inventor Opportunities

Back in April, I posted an article which addressed the growing trend of “micro-shows”.  Many of the largest tradeshows in the land were adding destinations within the larger tradeshow…these “micro-shows” are devoted entirely to independent inventors and their unique products.  Two examples of these micro-shows are: National Hardware Show’s “Inventor Spotlight” International Home and Houseware [...]

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1 Word to Simplify SEO

You receive hundreds of e-mails, calls, Webinar requests, and more each month about how someone can get you better search rankings on the Internet. Most of these messages go into your trash with a simple click of the delete button. After all, all this data is overwhelming, and you need to focus on your work [...]

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Inpex Invention Trade Show

This week, after orchestrating insane childcare arrangements (school is out), I attended The Inventor’s University and The Inpex Invention Trade Show in Pittsburgh, PA.  This was a phenomenal experience for me, and I am so excited to share some of the highlights with you.  I did not have anything ready to exhibit, but I decided [...]

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Organize Your SEO Keywords for the Best Results

Ok… you worked for hours researching keywords, and you have a good list of SEO keywords to use. Now, what do you do with your list? Well, it’s time to get organized. Create an Editorial Calendar. You’ve probably seen the editorial calendars that media venues use to organize their publications for the upcoming months. It’s [...]

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Do you plan to GROW during the summer?

For my boys, school is out for the summer, and that means “let the fun begin!”  After sitting inside all fall, winter, & spring, they are absolutely ready for a new pace.  Summer brings warm weather and ditching the jackets, longer days, and growth.  I am not talking about just the flowers growing and blooming, [...]

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Crisis Response Tips to Help Your Small Business

The phrase ‘crisis response’ invokes images of corporations scrambling to assess damage control, companies issuing public statements and press conferences in front of media and most recently, the myriad of organizations devastated by Japan’s earthquake and tsunami.  Some small business owners interpret crises to involve large corporations that spark a high volume of media coverage, [...]

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Simple Tips for Summer Sales

Now that warmer weather is upon us, you may want to increase sales now so you can enjoy more time away from the office this summer.  With this in mind, here are three actions you can take right now to start making more money from your business: 1. Update Your Website. Now, I’m not talking [...]

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4 Ways to Secure Your Business With Access Control

Access control systems are very useful for businesses trying to protect certain, specific resources. In its primitive form, these systems were what we called ‘fences or simply ‘doors’. However, as technology matures, so do these systems. Whether you are protecting a room full of servers or a full office building, access control systems work to [...]

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9 Sizzling Summer Marketing Ideas

Many business owners say that their sales slow down in the summer for various reasons. But just because it’s summer doesn’t mean it has to be slow for your business.  Here are 9 summer marketing ideas that will help keep your business sizzling all summer long. 1.         Celebrate a celebrity’s birthday! Make your business the [...]

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Groupon Files $750 Million IPO – You Save 75% !

Hi Gang, Internet bubble? What internet bubble? Yesterday, Groupon filed the paperwork to become a publicly traded company.  Sometime this year, you will be able to buy stock in Groupon and join the other 500 million people making Groupon stock discount jokes. Last year, Groupon turned down a $6 BILLION offer from Google.  Laughable, right? [...]

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When rebranding, stay true to YOU!

I hope you had an awesome start to your summer.  As the temperature sky-rocketed over the last week, and I finally ditched my sweaters for tanks I started to think about change & rebranding.  So many people talk about rebranding, including me.  I went from a social worker to a full-time mom to a mompreneur.  [...]

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How’s Your Sales Pitch Going?

I don’t know about you, but I’ve talked to many, small business owners who are really watching their budgets closely and saving as much money as possible. With this in mind, it can be more difficult to get to customers  to use your products and services. Yes, competition may be tough, but if you know [...]

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Be Loyal – Personally & Professionally

I say “Bless You” to my dogs when they sneeze, Do You? Where am I going with this? I say “Bless You” to the dogs because they are loyal to me and I am loyal to them.  We all strive to be Loyal to our loved ones in our personal lives, but Loyalty is also [...]

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Time for Some Summer Inspiration

  As Memorial Day approaches, I thought it would be nice to post a little inspirational message.   After all, it’s almost time to celebrate grads, dads and the arrival of summer.   However, many of you may be dealing with tough times or financial difficulties with your business and unable to truly celebrate anything. [...]

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Tips for Networking in the Beginning…

I was a little stumped about what to write about this week.  A lot has been going on in my world, but for some reason, I could not pinpoint the one little thing that I wanted to share.  My new website for moms in transition is SLOWLY coming together (not as fast as I would [...]

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