The Vendor Guide to Selling Your Product on

August 21, 2023

Costco, a multinational retail corporation, is one of the largest and most successful wholesale membership clubs in the world. With its vast customer base and high sales volume, it's a desirable platform for vendors looking to expand their reach. This comprehensive guide will walk you through the process of becoming a vendor on, the Canadian arm of Costco's online business.

Understanding Costco's Business Model

Before diving into the process of becoming a Costco vendor, it's essential to understand Costco's unique business model. Unlike traditional retailers, Costco operates on a membership basis, offering its members access to a wide range of products at wholesale prices. This model allows Costco to maintain a loyal customer base and generate consistent revenue.

Costco's product selection is also unique. The company focuses on offering a limited number of items, often in bulk sizes, across a broad range of categories. This approach, known as the "treasure hunt" shopping experience, encourages customers to make impulse purchases and return frequently to discover new products.

Evaluating Your Product Fit

Before approaching Costco, you need to evaluate whether your product is a good fit for their business model. Here are some factors to consider:

  1. Volume: Can you produce enough volume to meet Costco's demand? Costco is a high-volume retailer, so you need to ensure your production capabilities can handle large orders.
  2. Pricing: Can you offer your product at a competitive wholesale price? Remember, Costco's business model is based on providing value to its members through low prices.
  3. Quality: Is your product of high quality? Costco values quality and often prefers products that are superior to those available at traditional retailers.
  4. Uniqueness: Is your product unique or does it have a unique selling proposition? Costco's "treasure hunt" shopping experience relies on offering unique products that can't be found elsewhere.

Preparing Your Pitch

Once you've determined that your product is a good fit for Costco, the next step is to prepare your pitch. Here's what you need to do:

  1. Understand Costco's Customers: Research Costco's customer demographics and shopping habits. This will help you tailor your pitch to show how your product meets the needs and preferences of Costco's customers.
  2. Gather Sales Data: Costco will want to see proof that your product can sell. Gather sales data from other retailers or online platforms where your product is sold.
  3. Develop a Marketing Plan: Show Costco how you plan to support your product's sales. This could include in-store demonstrations, online marketing, or other promotional activities.
  4. Prepare a Sample: Be ready to provide a sample of your product for Costco to review. Make sure the sample is of the highest quality and is representative of your product.

Approaching Costco

After preparing your pitch, the next step is to approach Costco. Here's how:

  1. Identify the Right Contact: Costco's buying process is decentralized, with buyers specialized in specific product categories. Identify the buyer responsible for your product category. You can find this information on's Vendor Inquiries page.
  2. Submit Your Product: Contact the appropriate buyer and submit your product for review. Include all the information you've prepared in your pitch, such as sales data and your marketing plan.
  3. Follow Up: After submitting your product, follow up with the buyer to ensure they received your submission and to answer any questions they may have.

Navigating the Review Process

Once you've submitted your product, it will go through Costco's review process. Here's what to expect:

  1. Product Evaluation: The buyer will evaluate your product based on various factors, including its quality, price, and fit with Costco's product selection.
  2. Negotiation: If the buyer is interested in your product, they will negotiate the terms of the deal with you. This includes the wholesale price, order volume, and delivery schedule.
  3. Testing: Costco may decide to test your product in a few locations before rolling it out to more stores. This allows Costco to gauge customer response and sales potential.
  4. Rollout: If the test is successful, Costco will roll out your product to more locations. The speed and scale of the rollout will depend on the product and Costco's strategy.

Complying with Costco's Standards

As a Costco vendor, you're required to comply with Costco's standards and policies. These include:

  1. Product Safety: Costco has strict product safety standards. You must ensure your product complies with all applicable safety regulations and standards.
  2. Ethical Conduct: Costco expects its vendors to conduct their business ethically. This includes respecting human rights, providing safe working conditions, and protecting the environment.
  3. Sustainability: Costco is committed to sustainability and expects its vendors to share this commitment. You should strive to minimize your environmental impact and promote sustainable practices.

Start your vendor account

Becoming a vendor on can be a great opportunity to expand your reach and boost your sales. Get started on your Costco application to reach more Canadian consumers!

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