Is your brand ready for Costco?

Direct-to-consumer only

E-commerce, own website, social selling

Regional or specialty retail

Natural grocers, regional chains, specialty stores

National retail (not Costco)

Target, Walmart, Whole Foods, Kroger, etc.

Already selling at Costco

Currently selling at Costco, Sam's Club, or BJ's

Under $1M

$1M – $5M

$5M – $20M

$20M+

Not familiar at all

Just starting to explore Costco

Somewhat familiar

Understand the basics but have gaps

Very familiar

Understand velocity expectations and buyer dynamics

Expert level

Successfully launched or managed Costco programs before

No dedicated materials

We'd need to build everything from scratch

Basic sell sheets exist

Generic materials not specific to Costco

Costco-ready pitch deck

Tailored presentation with Costco-specific data

Proven with buyers

Materials that have already won buyer interest

Haven't modeled Costco pricing

No specific pricing strategy for Costco

Early estimates only

Rough ideas but not validated

Detailed model complete

Full COGS analysis and margin modeling done

Proven in market

Currently executing at Costco-appropriate pricing

Not yet

Significant investment needed to scale

Could handle a regional test

Limited capacity, would need to scale for national

Yes, we have capacity

Manufacturing can support Costco volume

Yes, with room to grow

Excess capacity available for expansion

Understand if Costco is right for us

Exploration and education

Get into Costco for the first time

Break in and prove the model

Expand to additional retailers

Already in one, want to grow

Optimize our existing Costco business

Improve velocity and profitability