Retail Veteran Mitch Gould Details Rigorous Requirements for Success with Major Retailers Like Costco

Success with America's largest retailers rarely comes from a single meeting or product pitch, according to retail veteran Mitch Gould, who emphasizes that it comes from understanding how large-scale retail actually works. Gould notes that retailers such as Costco, Walmart, and Home Depot continue to tighten requirements around pricing discipline, supply chain reliability, and regulatory compliance, resulting in brands being evaluated more rigorously than ever before. With more than three decades of experience in national retail distribution, Gould has personally secured multiple seven-figure deals with Costco, one of the most selective and disciplined retailers in the United States.

"Costco evaluates everything," Gould said. "Pricing, packaging, margins, compliance, logistics, and the ability to execute consistently at scale. If one piece is out of alignment, the opportunity doesn't move forward." Costco has grown into a global retail powerhouse, operating more than 840 warehouses worldwide, serving nearly 120 million cardholders, and generating over $220 billion in annual revenue. Its focus on high-volume value packs and trusted brands makes it one of the most difficult and rewarding retail partners to secure. "Costco isn't interested in experiments," Gould explained. "They're looking for partners who can deliver value to their members while executing flawlessly over time. That's where many brands underestimate what's required."

Throughout his career, Gould has worked directly with many of the largest U.S. retail chains, including Walmart, Home Depot, Lowe's, Walgreens, CVS, and Rite Aid. While early retail relationships were often built through in-person buyer meetings, today's environment requires year-round engagement across trade events, category reviews, operational readiness, and market credibility. Gould continues to advise brands on how to prepare for and navigate the U.S. retail landscape by focusing on execution, discipline, and long-term sustainability rather than short-term wins. This shift reflects broader industry trends where retailers prioritize partners capable of maintaining consistent performance across all operational aspects, from supply chain management to regulatory adherence.

The implications of this approach are significant for consumer brands seeking national distribution. Brands must develop comprehensive strategies that address not just product quality but also logistical efficiency, pricing models, and compliance frameworks. Gould's insights highlight that success with retailers like Costco demands a holistic understanding of retail operations, where every element from packaging to delivery timelines is scrutinized. This rigorous evaluation process ensures that only brands capable of meeting high-volume demands and maintaining strict standards can secure and sustain these valuable retail partnerships, ultimately shaping which products reach millions of consumers nationwide.