Inside Costco’s Retail Playbook: Mitch Gould on Execution, Scale, and Buyer Expectations

Success with America’s largest retailers rarely comes from a single meeting or product pitch. According to retail veteran Mitch Gould, 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.”

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 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.

About Mitch Gould

Mitch Gould is a third-generation retail distribution and manufacturing expert with more than 25 years of experience launching and scaling consumer products across categories including dietary supplements, sports nutrition, skincare, hardware, and beverages. He has represented iconic consumer brands such as Igloo, Rubbermaid, Sunbeam, and Miracle-Gro, as well as high-profile celebrity brands including Steven Seagal, Hulk Hogan, and Chuck Liddell.

Throughout his career, Gould has secured placements with major U.S. retailers including Costco, Walmart, GNC, Amazon, CVS, Walgreens, and Home Depot, and has built national sales teams while forming strategic partnerships with athletes and public figures such as Ronnie Coleman and Roberto Clemente Jr. Gould is known for his hands-on, execution-driven approach to large-scale retail and for helping brands understand what it truly takes to succeed at the national level.