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Not surprisingly, getting your products into Walmart is no walk in the park. You need to have a solid strategy to get your products on the Walmart shelves.

Ohio-based product development firm, Idea Buyer, recommends the following seven steps to get into Walmart.

Step 1: if you’re selling a new product, make sure you patent it. That way, you will ensure your innovative product is not copied by anyone.

You will have to provide your company’s taxpayer identification number (TIN) to complete the other steps in the process.

You can get your barcode number from GSI US and a D-U-N-S Number from Dun & Bradstreet.

You can get a prototype of your product made if you haven’t started manufacturing yet.

A sales sheet can help you demonstrate why a store like Walmart should accommodate your product.

Walmart will require you to explain how you’re going to manufacture enough to fill an order from them. It therefore makes sense to have everything figured out in advance.

The final step is to apply online at Walmart and submit your product for their consideration. If they are interested, they will place a small order so they can test your product in select stores. If liked by customers, you will soon receive bigger orders and start selling across the country.

The following Frequently Asked Questions explain more about how businesses can get started selling on Walmart store shelves.

Selling to Walmart stores doesn’t come with an instruction manual. Product suppliers have to fit into what Walmart wants, not the other way around. You’ll find it different from obtaining retail contracts with, say, Home Depot, or other big box retailers. See if you meet these three tests:

These factors improve the odds your products can sell at Walmart.

Walmart and Sam’s Club suppliers can be of any size, including multi-billion dollar companies and small businesses. The two retail giants also carry merchandise from direct import suppliers. Service and non resale suppliers can also become vendors. Certain types of vendors must meet specific requirements, which are laid out on the website.

In addition, small business owners should take time to honestly assess their business for the following two requirements:

First, have an established customer base. The company doesn’t want a business relying on Walmart for more than 30% of its sales. Suppliers counting on Walmart to make most of their revenue should look elsewhere.

Second, have a track record. Test your product line in local and regional retailers first. Generate sales there. Have a good online presence, with reviews and a social media following.

Walmart has a 3-step process to become a vendor for stores and online sales.

The online application is not the only way to become a Walmart supplier. The online database has intense competition. You will always have to go through the application process to be accepted as a supplier, but you also need to stand out. Here are additional strategies:

Before you attempt to get your product in Walmart, it’s important to be ready and capable of meeting the requirements to sell to Walmart. Here are 5 common mistakes a manufacturer should avoid.

Mistake: You lack a pricing strategy that enables you to meet Walmart’s price points. The retail giant requires certain manufacturing quality standards that can cost extra money. The company also asks for a lower-than-usual wholesale price to sell with Walmart and Sam’s Club. And you may need to carry extra inventory to meet replenishment needs. All of this eats into your profit margins and bottom line.

Mistake: You sign a supplier agreement but just can’t meet production demand. Walmart requires quick turnaround times. You need to meet them without sacrificing quality or price. It can be a lot for a small business to handle.

Mistake: You arrive at your meeting with Walmart buyers and haven’t done a lick of research — and it shows in your uninformed questions. Example: you expect to be a drop ship vendor, without realizing the volume requirements. Visit a store to see where your products will be sold. Check out customer patterns and look at how items are displayed. You need to be knowledgeable if you want to get started as a supplier.

Mistake: Your packaging looks like your kids made it. The website for your company looks like it was designed in 2005. Oh, and when Walmart buyers do call, it takes you a good week and a half to respond. These are bad signs. Pay attention to your business image and marketing, and try to see your company in Walmart’s eyes. And practice your presentation!

Mistake: Your product is no different from other suppliers’ goods. Let’s assume you produce a can opener that’s pretty much like every other can opener. You can’t articulate what makes it different. You have no recognizable brand. Getting the interest of distributors for Walmart seems unlikely because they are already sourcing can openers.

Avoid these mistakes if you want your small business to get started as a Walmart supplier. And remember, selling to Walmart can be the ticket to bigger success. But you will be under pressure to meet stringent requirements. Do your homework, have the right expectations, be ready and don’t forget to ask for the purchase order!

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Video Tutorial Details

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