When approaching a major retailer, you need to have a sales and marketing plan in place. If you are able to include a sales history for your product that will reduce the risk for the buyer to purchase your product. You have to realize that a buyer is scared of purchasing an unproven product. The only exception is if you have a unique product that the buyer is sold on because of the support you offer in your marketing plan. I helped my friend take his new product to market and we sold it to walmart and QVC plus thousands of c-stores with zero sales history. Our product was an exception because we had a killer marketing plan that the buyer bought into. The buyer is responsible for purchasing new products that fit their overall objective and that their consumers want. If you can show the buyer that the consumers will want your product or show them that you have already sold your product to other retailers with success, then they will really consider purchasing your product. The key take away is you must be prepared with a sales and marketing plan showing how you are going to get consumers to purchase your product and have money to support the retailer with in store promotions or in store advertising. You can visit my site for more information about selling your product to retailers and distributors.