How to get new skin care line in retail stores?

[That]

How can a start-up get its skin care line in retail stores?
I am in the research phase on how to get a start-up skin care line in traditional brick and mortal retail stores and have a few questions from people that have done this:
1) Do companies usually work directly with distributors or have independent road reps?
2) Are there any companies or agencies that people would recommend for either?
3) What is the percentage range that either generally earns?
4) What is normally used to "pitch" retailers (samples, lookbook of products, etc.)?

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You have realized the biggest dilemma when creating a product made for retail -- How to get shelf space. It's almost impossible to get into most retailers, even mom and pop ones. Store shelf space is a very rare and precious commodity.

You have a few options.

You can either start contacting the corporate headquarters of major or regional retailers, and pitch your product. For example, anyone can fly out to Wal-Mart and get 15 minutes to present their product.

The alternative is to build slowly. Contact local independent retailers -- mom and pop stores -- and get them to carry your product. You will spend long hours pitching your product and begging for a chance to get a little shelf space. If enough do it, and you get a following, the big boys will come calling.

The even slower method is to sell it out of your trunk. Sell it online, directly from your website. Sell it at flea markets, trade shows, and anywhere you can. As with above, someone will come knocking if you make money.

[kemperk]

15 yrs ago, the answer[s] would have been "easier" as fewer options existed to do what you want.

Today, one effective method would be--

have a testing session or event--invite 100 of your TARGET MARKET [intended customers]
and see what they say. Have a formal survey available that you make up. YOU want to ask IN WRITING,
what they liked, or loved, and DISLIKED, if anything, and what price range this product normally sells for.
and what the container could look like to excite your intended market.

When you have finished this survey and testing, you can deduce whether you want to immediately
take it to small retail shops or go direct to the "big box retailers." I would NOT advise
approaching both big box retailers AND specialty retailers in the same year.

Take those results and put them on the Twitters and Facebooks and see what those subscribers say.

Keep me attuned if you wish