Getting your products onto shelves in Australian retail stores comes down to prep and execution. Retailers want brands that deliver. On time. With clean pricing. And no drama.
You’re not pitching a single product. You’re pitching a range that makes a store money and looks good doing it. Here’s how to get retail-ready and get in front of buyers.
Audit Your Wholesale Readiness
Can you fulfil wholesale orders without scrambling?
Retailers back brands that can repeat results. Same quality. Same lead times. Same packaging. Every time.
Start here:
- Set wholesale pricing: Build pricing that leaves room for a standard retail margin (often around 50%) and still pays you. If the numbers don’t work, fix production before you pitch.
- Lock in your MOQs: Make the minimum order clear. Buyers need to know what “opening order” looks like.
- Get packaging shelf-ready: Add barcodes, clear ingredient/material details, and a consistent look that suits your category.
- Tighten your brand presentation: Your photos, fonts, labels, and tone need to match. Retailers like Plain and Simple Australia do this well—clean, consistent, easy to understand fast.
Build a High-Impact Lookbook
Your lookbook is what the buyer forwards to the team. Make it easy to say “yes”.
Keep it short. Make it scannable. Make it accurate.
Include:
- A tight brand intro: What you make, who it’s for, and where you’re based.
- Product pages that sell: Clear names, variants, sizes, materials, scents, finishes—whatever applies.
- Wholesale + RRP: Put both next to each other so the margin is obvious.
- MOQs and order increments: If you sell in cartons of 6, say it.
- Lead times and shipping: Dispatch time, shipping carrier (if relevant), and where stock ships from.
- Contact + ordering: Email, website, and the exact next step.
Design rules:
- Use clean layouts: Buyers read on screens.
- Use strong product photos: White background plus a few lifestyle shots.
- Keep the PDF light: Fast to open. Easy to forward.
A tight lookbook answers buyer questions before they ask them.
Leverage the "Local" Advantage
Being local isn’t a vibe. It’s a supply advantage.
Call it out in your pitch:
- Local stock, fast top-ups: No waiting months for freight.
- Simple comms: Same time zone. Quick answers.
- Less risk: Fewer delays, fewer surprises.
- Lower freight impact: Often a bonus for values-led retailers.
And be specific. Mention where you’re based – Melbourne, Sydney, Brisbane, or regional. Proximity helps buyers feel confident.
Choose Your Distribution Strategy
Where do you want to show up?
Pick a model before you start outreach:
- Intensive: Many stores. Higher volume. More admin.
- Selective: Fewer, better-fit stockists. Stronger brand control.
- Exclusive: One stockist per area. Clear positioning. Harder to scale.
Match your strategy to your product and price point. Premium ranges usually do better with selective or exclusive distribution.
Create Your Digital Storefront
Buyers look you up. If they can’t find you, the pitch stalls.
So what needs to exist online?
- A simple wholesale-ready presence: Range, terms, location, and how to order.
- A place buyers already search: Directories and wholesale platforms.
Listing on B2B Hub puts you in front of retailers actively searching for Australian suppliers by category or keyword. If you want more visibility without chasing every store one by one, check the wholesale plans.
Make it easy for buyers to find you when they’re ready to source.
Mastering the Pitch
Buyers skim. They decide fast. Your job is to be clear in 10 seconds.
The Email Pitch:
- Lead with the fit: “Saw you stock X. We make Y.”
- Drop the key facts: Made in Australia, best-sellers, price point, lead time, MOQ.
- Link the lookbook: One link. No attachments if you can avoid it.
- Ask for the next step: “Want a sample pack?” or “Can I send wholesale pricing?”
The In-Person Visit:
Pop in if you’re local. Keep it respectful.
- Avoid peak times: Don’t walk in Saturday midday.
- Bring a hero sample: One product that sells the range.
- Have a one-page sheet: QR code to the lookbook, MOQ, lead time, contact.
The Follow-Up:
Follow up once after 5–7 days. Keep it one line. Make it easy to reply.
Set Clear Wholesale Terms
Terms protect the relationship. Put them in writing. Keep them consistent.
Cover:
- Payment terms: Upfront for early orders, then net terms if you offer them.
- Freight: Flat rate, free shipping thresholds, and dispatch windows.
- Returns and damages: What counts as a fault and the reporting window (48 hours is common).
- Exclusivity (if any): Only offer it if you can support it with stock and service.
Want examples of how strong wholesale pages read? Check profiles like Erin K Creative Studio and Man Cave Memorabilia.
Logistics and Reliability
Winning the account is step one. Keeping it is the job.
Nail the basics:
- Accurate pick/pack: Wrong items kill trust fast.
- Fast dispatch: Retailers reorder when they’re low, not when it suits you.
- Stock control: Track inventory so you don’t oversell.
If you’re growing, basic inventory software helps. Some brands move to a 3PL once volume makes packing a time sink.
Consistency is what gets you more orders – and more referrals. It’s also how you get more retail buyers over time.
Staying Relevant
What sold last season might stall this season. Stay close to your stockists.
Do this regularly:
- Ask what’s moving: Top SKUs, slow movers, common customer comments.
- Adjust your range: Colours, scents, bundles, price points.
- Support launches: Simple POS, social assets, and product education.
Treat retailers like long-term partners. That’s how you stay on shelves.
Ready to be easier to find? List your business on B2B Hub and get in front of retailers searching for Australian-made and locally supplied ranges – your next stockist might already be looking.
