Success with America's largest retailers requires more than a compelling product pitch, according to retail veteran Mitch Gould. It demands a comprehensive understanding of how large-scale retail operations function, particularly as major chains intensify their requirements. Retailers including Costco, Walmart, and Home Depot continue to tighten standards around pricing discipline, supply chain reliability, and regulatory compliance. This heightened scrutiny means brands face more rigorous evaluation than ever before, Gould noted. With over three decades of experience in national retail distribution, Gould has personally secured multiple seven-figure deals with Costco, which he describes as 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." Founded in 1976, 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 both a difficult and rewarding retail partner 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. The shift toward more stringent retailer requirements reflects broader industry trends where operational excellence has become as critical as product quality for securing and maintaining shelf space in major retail outlets.
