Two distinct paths to market — each with its own requirements, timelines, and strategies.
Getting into Costco, Sam's Club, or BJ's is one of the most challenging — and rewarding — achievements in retail. Here's the realistic pathway.
Club stores want items that are unique to their shelves — exclusive pack sizes, flavors, or bundles you don't sell at conventional retail. "Me too" products don't survive.
Can you produce 10,000+ cases per week consistently? Club stores won't tolerate out-of-stocks. You need manufacturing capacity locked in before your first meeting.
Pallet-ready displays, shrink-wrapped multi-packs, club-exclusive sizes. Packaging must be designed for warehouse merchandising — not retail shelves.
The broker is your gateway. Club-specialized brokers know the buyers, the calendar, the roadshow opportunities. Without one, you're sending emails into the void.
Most brands start with a regional test — 50-100 warehouses for 8-12 weeks. You'll need to support this with demos, trade spend, and marketing. Performance here decides everything.
Prove it regionally, then pitch national. This is where the volume explosion happens — and where your supply chain must be bulletproof.
The restaurant supply channel is more accessible, more flexible, and often a smarter starting point for emerging brands.
Does your product solve a problem for chefs, restaurant owners, or foodservice operators? The use case must be clear — this isn't impulse buying.
Unlike club stores, restaurant supply chains often source through broadline distributors (Sysco, US Foods) or direct. Find the right distribution partner for the chains you're targeting.
Bulk foodservice packaging — larger units, simple functional design, commercial-grade durability. Branding matters less; performance matters more.
Start with a single location or region. Many cash & carry chains give local buyers authority to bring in new products — much faster than club store committee reviews.
Prove velocity at the local level, then expand regionally. Success stories from individual stores carry real weight with regional buyers.
Once proven regionally, you can pursue national programs with GFS, CHEF'STORE, or Restaurant Depot corporate. This is where volume scales significantly.