Practical Guides · 11 March 2026
A checklist before you approach a national chain
Most first meetings with a chain buyer fail on preparation, not on product. The questions are predictable, and not having the answers ends the conversation politely and permanently.
Before the meeting, know: your true cost per unit at the volume being discussed, your capacity if they take all their stores rather than a region, your shelf life and how it survives their distribution, your barcodes and master data, the certifications your category requires, and what happens to your other customers if this listing lands.
If you cannot answer the capacity question with a number, do not take the meeting yet. The worst outcome in this business is not being turned down — it is winning a listing you cannot supply.
Send us your range.
Tell us what you make and which shelves it belongs on.