The goal with approaching retailers and selling sports products is to target retail outlets you think may be interested in your product and convince them they need your product. We know that your product is unique, and you’re passionate about it – so as long as you can show this to retailers, you’ll be fine. When it comes to sports retailers, you have a lot of options. Start with a long list of potential retailers, and then narrow it down to a number of key local retailers first. It’s often best to start small to get experience, before expanding distribution to the big national retailers – unless you have a truly disruptive product that doesn’t require much convincing. 

Another way to reach retailers is through sports trade shows, there are plenty of these throughout the year and will allow you to speak directly to large amounts of buyers and customers. When approaching retailers, it’s best to have a pre-production sample that they can see and feel – you also want it to be as close to the finished item as possible. You’ll also need to know your numbers as this could make or break a potential retail deal. Make sure you know how much it takes to produce your item, how much profit margin you want to make and the final selling price. 

When pitching, focus on what makes your product unique and differentiated from competition. At this point it will help if you’ve done research into the retailer to know what competing products, if any, they already sell. Finally, don’t worry if you don’t make much profit with your first retail customer. Your first retailer deal will give you experience pitching, and give your product exposure – which will help you secure more deals in the future.