How to get your product into Costco
A limited-assortment club that expects very high sales per warehouse and a clear member value.
What Costco buyers prioritize
- A member-value offer: a discount versus other retailers or a unique bulk pack
- Established sales and operational maturity
- Pallet-friendly packaging that sells itself
- One strong hero SKU rather than a full line
What the industry says
- A Costco merchandising manager has said brands generally need at least $500,000 in sales, with Costco no more than 20% of their business. Source
- Industry guidance cites a minimum 15% discount versus other retailers or a unique bulk package. Source
- One operator estimates Costco expects around $1,000 per club per week, versus about $15 per store per week at a typical grocery account. Source
Requirements change. Always confirm current terms with the buyer.
How to prepare your Costco pitch
Check fit
Confirm your price tier, pack size and shopper match Costco's format and the category's current set.
Close the gaps
Get velocity data, margin after trade, item setup and compliance documents in order before the meeting.
Pitch to their checklist
Bring a Costco-specific sell sheet, category story, pricing model and funded launch plan.
Category guides for Costco
Questions
How do I get my product into Costco?
Start by confirming your product fits Costco's shopper and format, then prepare the data and materials its buyers expect: a member-value offer: a discount versus other retailers or a unique bulk pack, established sales and operational maturity, pallet-friendly packaging that sells itself, and one strong hero sku rather than a full line. Time your pitch ahead of the category review and bring a retailer-specific sell sheet and pricing model.
Do I need a broker to sell to Costco?
Not necessarily. Many brands pitch Costco directly, while others use a broker for relationships and account management. Vice CPG prepares your pitch either way.
What do Costco buyers look for?
Costco buyers prioritize a member-value offer: a discount versus other retailers or a unique bulk pack, established sales and operational maturity, pallet-friendly packaging that sells itself, and one strong hero sku rather than a full line.
Guides for pitching Costco
How to Sell to Costco
How to get your product into Costco: how Costco buys, pack and pallet requirements, pricing expectations, roadshows and regional starts.
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.