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This is a difficult question for me because I never made an actual product. I only purchased products for resale. However, I'm going to fall back on my experience looking for products for resale and what I looked for when selecting products.

I would make sure to have the following information before I even started approaching:

1. Catalog (no pricing)
2. Price List Insert (easier for updating later)
3. Terms of Sale (shipping, minimums, etc.)
4. Business Card
5. Samples (optional based on product you are trying to sell)

Make sure all of the above are professional looking with your logo on everything. This is a business and as a business you want to convey to another business that you are serious about your business and what you have to offer.

Once you have these things ready to go, now comes the fun. Finding other businesses to sell your product. For me, I want to get my hands on the product and see the actual product. I don't want to hear about the product or read about it, I want to actually SEE it. So if you are going to another business, be sure to bring along a sampling of what you have to offer so they can at least see it OR depending on the type of product you have, leave a sample with them.

As for approaching businesses, do your homework. If you are after local businesses, visit them first to see what they have to offer. Will your products fit in with what they have to offer?

If yes, take the time to ask who is the main contact for purchasing for the store. Then either leave your information there OR send them a letter introducing yourself and your products. Send the basics such as the letter and the brochure/catalog and your terms. Then follow up 7-10 days later by phone to see if they have had a chance to look over the materials you sent them.

You might even wish to call first before sending but it has been my experience that a phone call is sometimes like the pesky telemarketers, you don't want to be pestered by phone. Give me the info to look at first.

If you are looking at more of a national scope for wholesaling, it might be wise to create a large postcard with images showing off your products. Give basic terms such as order minimum, shipping, etc. and then provide all of your contact information. The better presentation of the postcard or even a brochure, the more likely it will draw the recipient to pick up the phone and call or even visit your website.