Pitching to a retailer is one of the most important steps in growing your wholesale business. Whether you’re preparing for a virtual appointment, sending an initial outreach message, or presenting your collection during market, having a clear strategy ensures buyers understand your brand, your value, and why your products belong in their assortment.
This guide outlines the key elements every brand should include in a pitch, and how JOOR’s tools can help you present your best.
1. Start With a Clear, Compelling Brand Story
Your pitch should begin with a concise overview of who you are as a brand:
- When and how your brand began
- What you stand for (craftsmanship, sustainability, innovation, etc.)
- Any milestones, press features, or recognitions
On JOOR, your Brand Profile serves as your first impression. Make sure it accurately reflects your identity, communicates your mission, and visually represents your aesthetic.
Result: Buyers quickly understand your brand’s positioning and feel confident moving into the rest of your pitch.
👉 Related Resource: Creating Your Brand Profile
2. Highlight What Makes You Different
Buyers want to know how your products add value to their store. Instead of comparing yourself to competitors, focus on:
- What makes your design point of view unique
- Why your assortment fits their customer base
- The opportunity you bring to the table, such as filling a category gap or adding newness
Use JOOR’s messaging features to personalize your outreach and explain why your brand aligns with the retailer’s assortment or needs.
Result: Buyers see a clear business case for why your brand is worth exploring further.
👉 Related Resource: Best Practices for Messaging existing Buyers on JOOR and prospects.
3. Showcase Your Product Effectively
Buyers need to clearly understand your product quality, construction, and fit. Depending on whether your pitch is in-person or virtual:
For In-Person Meetings
Bring a curated selection of bestsellers, newness, and ATS (available-to-sell) pieces. Ensure quality, colors, and finishes match final production.
For Virtual Meetings
Your Digital Showroom on JOOR gives buyers an immersive way to view your styles through:
- High-resolution images
- Detail shots
- Optional video uploads
- 360° views (if available)
Result: Buyers gain confidence in your product—no matter where they are located.
👉 Related Resource: Uploading Product Images and Videos
4. Present Easy-to-Shop Linesheets
Linesheets are one of the most important tools in your pitch. They should include all essential product details, including:
- Style name/number
- Sizes and colors
- Materials
- Delivery windows
- Any relevant specifications
On JOOR, you can organize linesheets by category, create custom assortments for specific retailers, and highlight evergreen or bestselling styles.
Result: Buyers can immediately identify the products that suit their assortment and build orders more confidently.
👉 Related Resource: Creating and Customizing Linesheets
5. Prepare Your Wholesale Strategy
Buyers expect transparency and clarity during pricing and terms discussions. Be ready to review:
- Wholesale prices and margins
- Minimum order quantities (MOQs)
- Payment expectations
- Seasonal timelines and capacity
If you sell DTC(direct to consumer), you can reference sell-through insights to strengthen your pitch. You can also use JOOR’s order notes, pricing tiers, and collaborator tools to support discussions.
Result: Buyers see that you understand the operational requirements needed to support a successful partnership.
👉 Related Resource: Managing Pricing and MOQs on JOOR
6. Establish a Clear Follow-Up Plan
Not all orders happen immediately during a pitch. End your meeting by:
- Confirming next steps
- Setting expectations for follow-ups
- Providing relevant materials directly through JOOR
- Letting buyers know when linesheets or ATS stock will be updated
Use JOOR’s shared linesheets, saved assortments, and messaging to keep communication organized and easy for buyers to revisit.
Result: Buyers experience professionalism and consistency, which are key factors in building trust and long-term relationships.
Key Takeaway
A successful pitch blends brand identity, product clarity, strong preparation, and thoughtful follow-through. With JOOR’s digital tools, such as Brand Profiles, Linesheets, Digital Showrooms, Messaging, and Inventory Management, you can deliver polished, compelling presentations that help buyers understand your offering and feel confident placing orders.
Retailers shop during markets, but they also shop year-round. The more prepared your pitch is, the more opportunities you’ll be able to capture.