How do I explain my private-label product sourcing to a buyer?

A buyer wants to see that the product can be made again without you. Draw the chain on one page, from the first sample to the finished goods and the customer. Name each supplier role, what you pay, how long it takes and what happens when something goes wrong. Include past problems and how you fixed them.

Bring the documents. Share the agreements or order records with the maker, the specifications you gave them, the packaging files and any test or compliance paperwork the product needs. If the products are food, health or children’s items, ask your lawyer and the relevant regulator which requirements apply and who holds them. Keep a copy of each answer with the product file so the buyer can see who checked what.

Be honest about the personal parts. If the maker deals only with you, or you hold the designs yourself, say so and show how you would introduce the buyer. Offer to attend a first order together. Explain whether the formulas, moulds or designs belong to you or to the maker, and ask your lawyer to put that in the sale terms. Offer a factory call or a video tour if the maker agrees. Seeing the people who produce the goods often settles a buyer’s doubts faster than another document would, and it shows you are open about the process.

Key takeaways

• Draw the supply chain on one page, from sample to customer.
• Share maker agreements, specifications and quality records.
• Ask your lawyer and regulator about product requirements.
• Say clearly who owns moulds, formulas and designs.