How to get shelf space
Big-box stores want green building products. Here's how to pitch yours to buyers.
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- Find out which of the company’s merchants makes purchasing decisions for your line of products and set up a meeting with him or her.
- Present your product, listing all the features that make it a quality product first, and then present the products’ environmental benefits. “Merchants are conditioned that when a product is just as good and affordable as conventional products, to always choose the environmentally friendly one,” Jarvis says of The Home Depot’s merchants.
- Be prepared to present a market analysis that demonstrates there is an increasing demand for your product—especially when the product is not one the company currently sells. Present detailed market information about the industry. “If I know people are buying 2 million square feet of countertops a year, but they will buy 2.5 million if they had an environmentally friendly choice, that’s helpful,” Jarvis says.
Read more in "Home Depot opens its doors to green building products."
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