Selling at COSTCO: Preparation, Requirements and Key Steps to Success
Costco is not a retailer like any other. Its unique business model, engagement rules, and distinctive way of working with suppliers require a different, structured, and strategic approach. Too often, companies that venture into this market underestimate the level of preparation required… and miss out on a significant growth opportunity.
Join this training session led by Mr. Marc St-Jean, a Costco sales expert with more than 30 years of experience working with this global retail corporation.
TARGET AUDIENCE: Agri-food companies
PREREQUISITES: None
FEE: Free for members | $100 for non-members
SPEAKER: Marc St-Jean, CPA, Partner at Clark St-Jean AVS
You will discover:
- Gain a clear understanding of Costco’s business model
→ Who is Costco, really?
→ How does Costco work with its suppliers, and what are the implications?
- Costco’s engagement rules
→ Proper preparation: companies only get one chance to enter this market.
→ What are the steps to get there?
- The essential elements of effective preparation before submitting a proposal.
→ Certifications, compliance, sales readiness, etc.
- The challenges related to Costco’s global scope and the opportunities for French-speaking companies.
- The long-term vision required to succeed with Costco.
This training is for you if you want to:
- Develop an in-depth understanding of how Costco operates.
- Assess your company’s level of readiness before pursuing this opportunity.
- Avoid common and costly mistakes.
- Build a sustainable strategy to establish a successful, long-term relationship with Costco.
BIOGRAPHIES:
Marc St-Jean, CPA, Partner at Clark St-Jean AVS
Marc St-Jean has been doing business with Costco/Price Club since 1993 and is recognized for his practical, hands-on understanding of Costco’s business model and purchasing processes. He began his career at Procter & Gamble (7 years), continued at Alberto-Culver (2 years), and later joined Effem Foods / Mars, where he managed the company’s relationship with Costco for seven years. Before co-founding AVS, Marc also held a director position at Acosta Canada, a major sales agency. He is co-founder of AVS (established in 2003), a brokerage agency exclusively dedicated to Costco. Throughout his career, Marc has helped brands generate growth with Costco locally, nationally, and internationally — from in-warehouse programs to online channels — by aligning product offerings, pricing strategy, compliance, supply chain readiness, and execution with Costco’s “member-first” model requirements. He also supports Canadian companies looking to develop a structured and scalable export strategy within Costco’s global network, including the United States and all countries where Costco operates.
Cancellation Policy
No cancellations or refunds will be accepted within 3 days prior to the training.
Member Registration | Webinar Presented by Clark St-Jean AVS
Non-Member Registration | Webinar Presented by Clark St-Jean AVS
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