What Costco Buyers Actually Want Before Saying Yes to a New Food Brand

MELBOURNE, Fla. - EntSun -- Getting into Costco is a goal for many food brands. Actually getting there requires more preparation than most founders expect. Tim Forrest, founder of Tim Forrest Consulting, has helped 23 brands successfully place products on Costco shelves. He knows what the buyers want to see.

Costco buyers evaluate brands differently than traditional grocery buyers. They are not looking for a product that sells to a niche audience. They need products that move in volume, hold up in a warehouse environment, meet strict packaging and labeling requirements, and come from a supplier with the operational capacity to fulfill at scale.

Forrest explains that most brands fail the Costco pitch not because the product is bad, but because the business behind the product is not ready. Buyers will ask about capacity, lead times, liability insurance, shelf life under warehouse conditions, and compliance documentation. Brands that cannot answer those questions confidently lose the meeting.

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"Costco buyers are professionals. They have seen every pitch," said Tim Forrest. "Walk in with numbers, a clean label, and proof you can ship. Do not walk in with a story and samples."

Tim Forrest Consulting has guided food brands through the Costco qualification and pitch process for decades. The firm also advises on FDA compliance, FSMA readiness, broker relationships, and overall U.S. retail strategy. Clients have generated over $1 billion in retail revenue with the firm's support.

Learn more about retail readiness at https://timforrest.com

Free Costco and retail strategy content at https://youtube.com/@timforrestconsulting

Contact: Tim Forrest Consulting | Melbourne, FL | keethe@timforrest.com