05 Jul How to Get Your Food Product Into Grocery Stores
So you’ve developed a delicious food product — maybe it’s a snack, sauce, beverage, or frozen meal — and now you’re ready to take the next big step: getting your product onto grocery store shelves. This process can feel overwhelming, but with the right approach, preparation, and persistence, you can go from farmers markets or online sales to retail success.
Here’s your step-by-step guide to getting your food product into grocery stores.
1. Perfect Your Product First
Before approaching any retailer, make sure your product is ready for the big leagues:
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Shelf-stable or properly refrigerated/frozen
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Consistent flavor, texture, and quality
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Attractive, retail-ready packaging
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Nutrition Facts label and ingredient list
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Shelf life tested and labeled with a “Best By” date
⚠️ Tip: Work with a food lab (like United Food Labs) to verify shelf life, safety, and labeling compliance.
2. Get Your Pricing Right
Retailers expect you to have:
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A wholesale price (discounted rate for stores)
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A suggested retail price (SRP) that allows them to make 30–50% margin
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Pricing that covers COGS, distribution, marketing, and production scale-up
Use a spreadsheet to build a basic pricing model before approaching buyers.
3. Create a Sell Sheet and Sample Kit
Buyers don’t have time for long presentations. Instead, give them:
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A one-page sell sheet with your logo, product photos, product benefits, UPC codes, pricing, and ordering info
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Samples of your best-selling flavors or varieties
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Testimonials, press mentions, or social proof (if available)
Your goal is to make it easy for the buyer to say yes.
4. Start Small With Independent Grocers
Local, independent markets are the best starting point. Here’s how:
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Walk in with samples during off-peak hours (late mornings/early afternoons)
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Ask for the grocery buyer or store manager
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Pitch your product in person or ask to leave a sample and follow up
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Offer to demo your product in-store or provide marketing materials
Once you get a few local stores, you build credibility for bigger chains.
5. Apply to Regional Grocery Chains
Once you have a few retail accounts and a track record, move up to regional chains. Many have online vendor applications or attend local food expos. Examples include:
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Sprouts Local Vendor Program
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Whole Foods Local Producer Loan Program
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Co-ops and natural grocers
Prepare a retail-ready pitch deck and be ready to show sales numbers or growth.
6. Consider a Distributor
Distributors help you reach multiple retailers but also take a margin. Common ones include:
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UNFI
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KeHE
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Pod Foods
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Regional natural food distributors
You’ll need barcoded packaging, liability insurance, and a production facility that can handle volume.
7. Prepare for Scaling
Retail buyers will ask:
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How will you keep up with demand?
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Can you fulfill large orders on time?
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What’s your shelf life and storage requirements?
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Do you have insurance?
Make sure your operations — from production to shipping — can grow with your sales.
8. Support Your Product In-Store
Once you’re on shelves, your work isn’t done. Support your sell-through with:
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In-store demos
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Shelf talkers or signs
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Social media promotions targeting local shoppers
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Coupons or limited-time promotions
Retailers want brands that don’t just get on the shelf — but also move off the shelf.
Bonus: What Buyers Look For
Retail buyers are looking for:
✅ Strong packaging and branding
✅ Unique product with clear demand
✅ Safe, shelf-stable product with proper labeling
✅ Profit margin potential
✅ A reliable, responsive vendor
Partner With United Food Labs to Get Retail Ready
At United Food Labs, we help food brands prepare for retail success by offering:
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Shelf life testing
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FDA- and CFIA-compliant nutrition labeling
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Process Authority letters
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Product development and scale-up consulting
📍 Locations in California, Washington, North Carolina, and Connecticut
📞 818-749-2751 | 📧 info@unitedfoodlabs.com
🌐 unitedfoodlabs.com
Getting into grocery stores is possible — when you’re prepared, professional, and persistent. Let us help you get there.