Hey Nick – super challenging getting through these organisations unless you now the structure and also the people in the various roles.
The first question will be for me – how do you know that these retailers are interested or want to sell the Cozee brand of products? Can you get some data around traditional hot water bottles and/or any comparable electric versions, even the data on sales of electric blankets? Also, do you have some good evidence demand that you created in other retailers and/or online that can build the case for why ‘x’ retailer should take Cozee on – and can you prepared a presentation deck that shows what they can do with it how many units and ultimately how much margin they can make? Do you know other suppliers to these firms who could help you with the margin analysis and your pitch pack?
The second, is just about using Linked In and their Web Site plus also maybe their existing suppliers to identify who the category buyers are in each company and/or division. There is no easy method here – you just need to hustle to find out the key people.
What I would say is that referrals from existing suppliers are often the best as they can tell you about the buyer and also the approach the firm takes.
No easy answers – but people around who can help you – just have to hunt them out.