scp1127 sounds as if they have been doing this a while and have something in place that works. On the other hand, you sound as if you are just starting out. scp1127 is in a position where they are deciding if they want to work with the merchant. You, on the other hand are probably hoping and praying the merchant takes your product.
Two very different scenarios.
In your event, I would lean towards bringing some samples for the merchant and his/her staff. It's a nice thing to do. It does allow them to taste your product, if you are an unknown. More importantly I like my resellers to be familiar enough with my product that they can answer questions customers may ask. Remember, you will not be there to promote your product or speak on it's behalf.
Like scp1127, I am VERY confident in my product. I know I do good things haha. I really do. We use high end ingredients (Only Eggland's Best Eggs, Ghirardelli chocolate and cocoa powder, hand ground spices, Land O Lakes Butter . . ) We do high end flavors like too.. . not your run of the mill. I know that once a customer tastes my products, he/she will be blown away.
The key is getting a customer to try your product. That is why I always bring samples for merchants. IF the merchant loves your product . . he/she will be an asset in promoting sales to customers for you. Believe me!! I hear my merchants/resellers telling customers "Omg . . I had this and it was amazing"
I have seen my resellers post great comments about us on their business and personal Facebook page
My opinion - it helps your business. I may know my product is outstanding. But those that have never tried it before? Those people are my target audience. I need to reach them. And the merchant/reseller is the one who will speak of your product when you are not there.