Ways to appeal to brick and mortar retailers?

USA location

I've been working on my interesting product(brand) for a few years now. Let's say it's in the office product, or maybe tool category depending on how it's translated. I've been messing with e-commerce but as somewhat expected it is slow. It also has this thing known as as pay per click which appears to be slighted against sellers and prohibitive to start up brands no matter how big the pockets are.

Let's say the product cost is under $20. What are some methods that you know of or use to obtain interest from brick and mortar retailers? I know they want a shelf-ready product obviously. I wish I knew more about making it shelf ready but I'm kind of limited to going and studying out the stores right now and seeing what other products looks like.

Do I have to order a bunch of inventory and have it ready on hand to fulfill a large retail order? Are the retailers even going to listen to me? Should I try and get ahold of some of their buyers on LinkedIn? Apparently a handful of retailers are using something called rangeme to source from manufacturers, is there somewhere else that I don't know about?

Can I just make good product photos on the sourcing website to show the retailers or are they going to want samples? Do I need to make like a pricing sheet or something? How much does it cost to make a pricing sheet, I suspect there's a service somewhere already that does it?

I'm willing to limit distribution to brick and mortar or maybe do something known as market segmentation where certain products are only available through brick and mortar retailers. It does not appear right(justified) for brick and mortar retailers to help a brand grow only to have the same product sold on Amazon, eBay, etc. Do those retailers like exclusivity for products, I expected they would?

Thanks. (I would be excited about trying to get my unique product into retailers. It is believed that they may not have well trained buyers out there though who know what they're doing).

(Also, I want to say that with all the pay per click study I've done that I get to see what people are searching for. I'm not convinced that the majority of people actually shop for this type product online. I see them searching for unique versions of it that they were probably going to have a hard time looking for anywhere. People generally seem to buy regular consumables online but a lot more rarely latch on to something that they otherwise would not regularly purchase like a toy or gift)