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4.) Discuss what promotional items you provide with opening orders, like display stands, signage, gift with purchase, etc. Retailers will want to know what type of packaging your product comes in because they almost always have very limited space to work with -- is it a bag with hanging hook or is it something they will have to put on a shelf? They will want to know if you provide a point-of-purchase (POP) stand that holds a dozen products or if you supply a poster featuring product information. The less work they have to do to merchandize and sell your product, the better.

5.) Provide product samples in retail packaging. You don't necessarily have to provide samples, but be ready to if they request them. Some retailers need to see, feel and smell a product before carrying it. It is acceptable to charge for samples, especially if they are big ticket items or difficult to ship.

Big-box retailers (like Target, Wal-Mart, Sears, etc.) will definitely want to see the product AND the packaging. They are VERY specific about their store image, their customer and their available “real estate.” They want your product in their hands for review before proceeding any further.

6.) Provide any press clips, awards or accolades your product has received. You will want to show them these things because, oftentimes, these things will SELL your product for you. Favorable press shows a retailer that your product is “worthy” of being on their shelves, that it has real salability. A magazine review might answer every question a retailer has about your product. Also, some retailers are very into "mom invented" products and products with a celebrity following.

7.) Consider hiring an independent sales representative to negotiate with big-box retailers who usually have very specific guidelines, price requirements and shipping manuals.

Usually, independent sales reps work on commission -- typically 10 percent to 15 percent of any sales they land for you. You can usually find sales reps on industry trade websites, trade publication ads or through word of mouth. When all else fails, do a Google search for sales reps.