How to get your nut butters & spreads into retail stores
Nut butters and spreads have moved well beyond peanut, with seed butters, flavored spreads and squeeze packs. Buyers want to see which shopper you bring and whether your price per ounce holds up.
What nut butters & spreads buyers look for
- Allergen-friendly and alternative formats
- Price per ounce against the leader
- Single-serve and on-the-go formats
- Velocity versus the category median
- Retail margin after promotions
Why pitches get turned down
- Oil separation and shelf-life questions
- Premium pricing without trial support
- Jar freight costs
Retailers to target for nut butters & spreads
Each retailer weighs these differently. Your pitch should too.
Walmart
Everyday low cost and a price that holds without deep promos.
Kroger
Category growth and a fit within the set.
Target
Differentiation and trend relevance.
Sprouts Farmers Market
Innovation and better-for-you positioning.
Costco
A member-value offer: a discount versus other retailers or a unique bulk pack.
How Vice CPG helps nut butters & spreads brands
Free readiness audit
Send us your website and the retailer you want. Our team reviews your brand the way a buyer would and emails you a one-page scorecard of what's ready and what's missing.
We build your pitch
Our AI drafts and our retail team finishes a buyer-ready deck, sell sheet and pricing model for each retailer, built around that buyer's checklist.
We take you to the buyer
Pitch it yourself, hand it to your broker, or let our done-for-you team make the introduction, prep you and join you in the room.
Questions
What do retail buyers look for in nut butters & spreads?
Nut Butters & Spreads buyers focus on allergen-friendly and alternative formats, price per ounce against the leader and single-serve and on-the-go formats, on top of the basics every buyer checks: velocity, margin and supply reliability.
Why do nut butters & spreads pitches get turned down?
Common reasons include oil separation and shelf-life questions, premium pricing without trial support, and jar freight costs.
Do I need a broker to sell nut butters & spreads to retailers?
Not always. Brokers bring relationships and account management, usually for a commission on sales. Many brands pitch directly or combine a broker with tools like Vice CPG to prepare retailer-specific pitches, pricing and promo plans.
When should I pitch my nut butters & spreads to a retailer?
Most retailers review each category on a set schedule, often once a year. Pitching ahead of that category review, with your data and paperwork ready, gives you the best chance. Ask the buyer or your broker for the review calendar.
Related categories
Guides for your next pitch
How to Pitch a Retail Buyer (and Win the Line Review)
How to pitch a retail buyer: when category and line reviews happen, what buyers want to see, how to structure a retail pitch deck, and how to follow up.
How to Make a Sell Sheet Retail Buyers Actually Read
What a sell sheet is, what to put on it, the layout buyers expect, and a real example. Plus a free sell sheet template for CPG brands.
Wholesale Pricing and Retail Margin: How to Price a CPG Product
How to set wholesale and retail prices for a CPG product: keystone pricing, margin vs markup, what retailers and distributors expect, and a worked price waterfall.