How to Get Your Product Into Lowe’s – Step-by-Step

Lowe’s isn’t just another big retail chain.

With 1,750+ stores and $80B in annual sales, it’s the second-largest home improvement chain in the U.S., attracting homeowners, weekend warriors, and light contractors alike.

But unlike Home Depot, Lowe’s leans harder into design, décor, and the DIY lifestyle. That means different expectations—and different traps for new suppliers.

This guide unpacks exactly how to get into Lowe’s the right way. Not just how to apply, but how to think, prep, and pitch like a brand that belongs on their shelves. 

We’ll show you how Lowe’s decides who gets in, how to navigate their sales channels, and how to avoid the small but fatal missteps that kill most applications before they start.

P.S. If you want to get into Lowe’s without the risk and hassle of doing everything yourself, schedule a free strategy call with us.

We handle everything from retail setup and accounting to managing 3PLs and your entire supply chain, leaving you to finally focus on marketing and sales. Cool, right?

Now, back to the guide!

Part 1: Understand How Lowe’s Actually Sells

Before you pitch, understand where your product could fit. Lowe’s isn’t one channel—it’s three.

1. In-Store (1P): 

You sell wholesale to Lowe’s, and they stock it in physical stores. This gets you the highest visibility, but it also comes with the most complexity: planograms, strict packaging standards, and logistics through Lowe’s distribution centers (DCs). Products must fit shelf dimensions, meet safety and quality requirements, and hold up to display wear. You’ll also need to manage promotions, replenishment, and category performance.

2. Online Direct (1P):

Lowe’s lists your item on Lowes.com but may not carry it in stores. Orders are fulfilled through Lowe’s Direct Fulfillment Centers (DFCs) or by you as a dropship vendor. This is often where Lowe’s starts new or niche items. You’ll still go through the standard supplier onboarding and EDI process.

Good news? We’ve crafted the best Lowe’s EDI integration guide out there (and we can implement it for your company!)

3. Lowe’s Marketplace (3P):

In 2021, Lowe’s launched a third-party seller marketplace for Lowes.com—a major unlock for new vendors. This model allows brands to list and sell products online without going through Lowe’s wholesale buying process.

• You control the price, hold inventory, and fulfill orders yourself (or through your 3PL).
• Lowe’s takes a commission and holds you to high service standards (e.g., fast shipping, low return rates).
• Marketplace sellers are still vetted for product quality and category alignment—it’s not open to all.

📌 Apply at lowes.com/l/about/lowes-marketplace. The process is separate from the traditional supplier portal.

Marketplace is best suited for:

• Home décor and furnishings
• Seasonal and trending DIY tools
• Products not yet scaled for wholesale
• International brands without a U.S. distribution base

Many brands use the marketplace as a proof-of-concept: show sales velocity, low return rates, and customer satisfaction, then use that data to pitch a merchant for in-store placement later.

Golden Nugget:

Use Marketplace to build real sales and reviews under the Lowe’s ecosystem. Unlike RangeMe, which is passive, Marketplace puts your product live in front of buyers and customers simultaneously—a massive advantage if you’re not immediately accepted as a 1P vendor.

Pro Tip:

Lowe’s Marketplace is category-curated. If your product doesn’t align with Lowe’s home improvement DNA, it won’t be approved. Focus on categories like tools, hardware, lighting, décor, garden, or home systems. No generic electronics or off-niche items.

Part 2: How Lowe’s Picks Products (and Why Most Never Get Picked)

You’re not pitching to a store. You’re pitching to a category buyer.

At Lowe’s, every product lives under the watch of a merchant—buyers who manage specific categories like power tools, lighting, or home décor. These are the decision-makers. 

Their job? Maximize revenue and margin per foot of shelf space.

How You Get on Their Radar

Step 1: RangeMe Submission

Lowe’s uses RangeMe as its primary scouting tool for prospective suppliers. If you’re not listed there, you’re invisible. Every merchant has access to this database and regularly filters for:

• Certified diverse-owned businesses
• Products that align with category goals (e.g., smart home, eco-friendly)
• High-quality listings with full spec, pricing, and imagery

Your RangeMe profile must be complete, polished, and tagged correctly. It’s your first line of pitch.

Step 2: Prospective Supplier Portal

Once your RangeMe profile is done, submit through Lowe’s Prospective Supplier Portal. This links your RangeMe to their internal system and flags you for merchant review.

Note: It’s common for months to pass before contact. Merchants typically browse applicants during category reviews or sourcing cycles.

When Merchants Engage

If interested, a merchant might:

• Request samples or marketing materials
• Ask for sell-through data or consumer insights
• Invite you to a category line review
• Fast-track you into a sourcing event like Into the Blue

What Merchants Look For

1. Fit to Strategy: Lowe’s isn’t just looking for new products—it’s looking for products that support category growth, solve existing customer pain points, or help execute Lowe’s broader goals (more Pro customers, more omnichannel sales, better design options).

2. Pricing and Margin Math: They use a cost-then-retail model. If they want to sell your product at $99 and need a 40% margin, your cost needs to hit ~$60. Miss that mark, and you’ll have to make a compelling case for premium pricing—backed by performance, not emotion.

3. Supply Chain Impact: Can your product replace a poor-performing item? Improve turns? Fill a missing subcategory? The merchant is evaluated on these decisions. If your product helps their numbers, you're in.

4. Presentation Matters: Lowe’s prioritizes shelf appeal—especially for style-driven categories like home décor, lighting, bath fixtures, and smart home devices. If your packaging looks dated or hard to understand, it won’t make the cut.

5. Data-Backed Differentiation: You need to clearly answer:

“Why will Lowe’s customers pick this over what they already sell?”

Have numbers ready: DTC return rates, reorder rates, customer reviews, trend data. Generic claims (“high quality”) don’t work.

Critical Events to Know

Line Reviews: Merchants refresh assortments periodically. If your category (say, kitchen faucets) is up for review, your RangeMe profile must already be visible. You won’t get notified—it’s a silent vetting process.

Into the Blue: Lowe’s flagship product pitch event. You pitch live to buyers. Success stories from this event often result in store rollouts or pilot programs. Entry is competitive—submission doesn’t guarantee an invite, but if selected, it’s a major fast-track.

Golden Nugget:

Lowe’s buyers are under pressure to grow sales and meet diversity targets. If you’re a certified MBE/WBE/Veteran-owned business, that’s a strategic asset—highlight it everywhere: RangeMe, your pitch deck, your packaging.

Pro Tip:

Don’t just rely on portals. Lowe’s merchants attend trade shows, category expos, and industry events. Many take vendor meetings there. Meet them in person, then point them to your RangeMe. Cold digital pitches rarely cut through.

Part 3: What You Need Before You Apply

Lowe’s doesn’t accept suppliers who show up half-built. To move from pitch to PO without delays, your business needs to be structurally sound, fully documented, and operationally prepared. Here’s what that looks like in practice.

Legal Entity and Documentation

Start with your corporate setup. Lowe’s requires a registered U.S. legal entity, typically an LLC or corporation, backed by an active EIN and a matching W-9 form. During onboarding, they’ll ask for a Certificate of Good Standing, which you can pull from your Secretary of State’s site in minutes—just make sure your filings are current. If you’re not U.S.-based, the process is still possible but heavier: you’ll need to submit a W-8BEN-E, ensure you have a U.S. bank account, and assign a domestic point of contact for things like returns and support.

Lowe’s also checks your business credit profile using a DUNS number issued by Dun & Bradstreet. This number is mandatory for registration and often overlooked by early-stage teams. If you don’t have one yet, apply now—it can take up to two weeks.

Insurance Requirements

You won’t move past Vendor Gateway without insurance. Lowe’s expects a Commercial General Liability policy of at least $1 million per occurrence and $2 million aggregate, with Lowe’s Companies, Inc. and subsidiaries listed as additional insured. That specific clause must be on your Certificate of Insurance—no shortcuts. If your broker can’t issue it, find one who can. The review process doesn’t allow back-and-forth on this.

Financial Capacity

Payment terms typically start at Net 60 or Net 90. That means once your PO lands, you might be covering manufacturing, packaging, and freight for two to three months without a dollar coming in. If your margins are tight or you’re undercapitalized, this becomes a choke point. Get a realistic forecast together now. If necessary, set up purchase order financing or secure a working capital line so you’re not scrambling after approval.

Packaging & Labeling

Every product shipped to Lowe’s must arrive retail-ready. That includes a GS1-registered UPC barcode printed on the packaging, plus country of origin clearly shown (e.g., “Made in USA” or “Made in China”). Packaging must survive warehousing, shelf exposure, and customer handling. If it’s a hanging product, it needs a hang hole. If it’s shelved, it must stand or stack cleanly.

Although not mandatory, bilingual English/Spanish labeling is encouraged, especially for DIY categories and regions with large Spanish-speaking populations. Products should also show both metric and imperial units where applicable.

Backend Systems and EDI Setup

Lowe’s requires full EDI integration. You’ll need to support at least the 850 (Purchase Order), 856 (Advance Ship Notice), and 810 (Invoice) transactions. Many vendors use providers like SPS Commerce, TrueCommerce, or Cleo, though small brands can get started with web-based EDI portals.

You’ll also need to generate GS1-128 shipping labels, manage master carton labeling, and prep for inventory coordination through Lowe’s distribution centers (DCs) or direct fulfillment channels. Being technically ready—before you're accepted—tells the buyer you can deliver without friction.

Product Content & Certifications

Once in, you’ll work through Lowe’s Product Content Management (PCM) system or submit structured spreadsheets to their onboarding team. That means having all key product attributes, weights, dimensions, photos, and feature details ready. You’ll also be expected to submit user manuals, warranty documentation, and any safety or regulatory certifications (UL, ASTM, EPA, EnergyStar, VOC compliance, etc.).

Failing to prep this early is one of the biggest reasons brands get delayed after a “yes.” Avoid that trap.

Diversity Certification (If Applicable)

If you’re a minority-, woman-, veteran-, or LGBTQ-owned business, get certified through a recognized body like NMSDC, WBENC, or NGLCC and upload proof in both RangeMe and the Lowe’s supplier portal. Merchants can—and often do—filter for diverse suppliers during sourcing. If you qualify, don’t bury the lead.

The takeaway: if Lowe’s green-lights your product, they expect immediate follow-through. The companies that stall aren’t the ones with bad ideas—they’re the ones missing a barcode, a bank account, or an insurance clause. Get everything in order like you already made it in. That’s what gets you through the gate and onto the shelf.

Part 4: The Application Process

Lowe’s doesn’t handhold. If your application’s sloppy or incomplete, it quietly dies.

Here’s the exact sequence to follow—and what trips up most brands trying to break in.

Step 1: Create a Bulletproof RangeMe Profile

Lowe’s uses RangeMe as its entry gate. Treat it like a digital first impression.

• Fill out every field. Don’t skip packaging type, lead times, case pack, or certifications.
• Upload polished product photos. White background, 1000x1000 minimum. Add lifestyle images if relevant.
• MSRP + Wholesale pricing: Be honest and strategic. Leave room for Lowe’s margin (usually 40–50%).
• Highlight differentiators. Awards? Media mentions? Eco-certifications? Add them.
• If you’re a certified diverse-owned business, upload the certificate. This gets flagged for buyers.

Golden Nugget:

RangeMe buyers can filter by things like “sustainably made” or “women-owned.” Use every filterable tag that legitimately applies to you. It gets you discovered.

Step 2: Submit to Lowe’s via Their Prospective Supplier Portal

After RangeMe, go to Lowe’s Supplier Program page and start the process.

• It should sync with your RangeMe profile.
• You’ll answer more detailed business questions: years in operation, revenue, manufacturing capacity, etc.
• Don’t inflate numbers because Lowe’s will verify.

Step 3: Wait, But Stay Ready

If a merchant is interested, you may get:

• A request for samples
• A category line review invitation
• An Into the Blue pitch opportunity

Respond fast. Delay = disinterest.

Pro Tip:

Don’t just submit and wait. Network. Look up Lowe’s category merchants on LinkedIn. Attend the trade shows they sponsor. Be visible, so when your name hits their system, it rings a bell.

Common Pitfall to Avoid:

Not having your product’s GTIN, insurance cert, UPC images, or business docs ready when Lowe’s calls. That delay can make a merchant move on.

Part 5: What Onboarding at Lowe’s Actually Looks Like

Once a merchant gives the green light, you enter a formal onboarding sequence that shifts the conversation from “should we carry this product?” to “how do we set this supplier up in our system?” 

It’s a structured process, handled by different teams than those who evaluated your product. They’re not asking whether you’re a good fit—they’re focused on how cleanly you integrate into the Lowe’s supply chain and systems.

Vendor Gateway Setup

Your first step is completing your company profile in Vendor Gateway, Lowe’s onboarding intake portal. 

This is where your submitted documentation is reviewed and logged. The process is not designed to troubleshoot your setup—it assumes your materials are correct. 

You’ll enter and verify your banking details, legal entity name, tax forms (W-9 or W-8BEN-E), Certificate of Insurance, and other core identifiers like your DUNS number and address. Once this account profile is validated, you move on to full vendor activation.

Access to Lowe's Vendor Portal (formerly LowesLink)

After the Vendor Gateway step, you’re issued access to Lowe's Vendor Portal, their operational portal for suppliers. This is where day-to-day business is handled—purchase orders, shipping coordination, invoicing, vendor scorecard visibility, and help tickets. 

It’s not a training tool; it’s a transactional platform used across all categories. If you’re working with an operations lead, internal team, or third-party rep, this is the portal they’ll live in.

The Vendor Portal also connects to internal tools such as PCM (Product Content Management) or item setup interfaces. Depending on your product type and channel (in-store, direct-fulfill, or online-only), you’ll be directed to specific templates and data upload formats.

Item Setup and Product Content

During this stage, you’ll receive Excel-based templates or access to PCM systems where you’ll input product specifications, packaging info, item dimensions, shipping weights, and marketing copy. 

This data feeds both Lowes.com and internal merchandising systems. Accuracy matters, especially for things like case packs, carton counts, and dimensions, which impact everything from shelf space planning to freight calculation.

You’ll also submit digital assets—product photos, feature bullets, instruction manuals, certifications—structured exactly as requested. If Lowe’s has merchandising requirements for your category (e.g., lifestyle imagery, comparison charts, installation videos), you’ll be prompted to include those too.

QA, Compliance, and Supporting Documentation

In parallel, certain categories will go through Quality Assurance (QA) checks. For example:

• Electrical products may require UL or ETL certification
• Paints and chemicals may need SDS (Safety Data Sheets) and EPA registration
• Smart home devices may be reviewed for data privacy or connectivity standards

You’ll be asked to upload or email these documents. If anything is missing or unclear, the team may request clarification, but they won’t coach you through the requirements—this part depends on how complete your documentation is at the time of submission.

Fulfillment and Routing Integration

If you’re shipping through Lowe’s distribution centers or direct-to-store (DSD), you’ll receive routing instructions and compliance documentation outlining labeling, pallet specs, shipment timing, and ASN (Advance Ship Notice) requirements. 

If you're set up as a direct fulfillment partner or third-party marketplace seller, this part may be handled differently—but in either case, you're expected to follow precise routing protocols.

You or your logistics provider will need to:

• Generate GS1-128 shipping labels
• Meet palletization and stacking requirements
• Schedule shipments through Lowe’s routing system

No routing = no delivery window = delays in PO execution.

If you’re working with CrossBridge, we handle this for you.

Purchase Orders and Test Runs

Your first PO may be limited in scope—either a regional rollout, online-only order, or limited test in select stores. 

That’s normal. 

It gives both sides a chance to validate performance, process flow, and customer response before scaling.

You’ll receive the PO through Vendor Portal, fulfill according to terms, and submit your invoice through the same platform (or EDI, depending on your setup). If you’ve pre-tested your systems, this phase typically runs smoothly.

Vendor Scorecard Tracking

Once you’re live, Lowe’s begins tracking your performance through key KPIs like:

• Fill rate
• On-time delivery
• Invoice accuracy
• Return rate
• Customer satisfaction (especially for online items)

These are visible in your Vendor Portal dashboard and are updated automatically as orders are processed. If something looks off, you’ll open a support ticket or get contacted directly, depending on the severity.

Part 6: Timelines, Costs, and What to Expect Financially

Getting into Lowe’s doesn’t require upfront payment—but there are real costs, and they don’t always show up on the invoice. Understanding them early will help you price properly, negotiate with clarity, and avoid unexpected margin erosion.

Lead Time & Onboarding Timeline

From acceptance to shelf presence, most suppliers spend 6–12 weeks completing onboarding. That includes Vendor Gateway setup, product content submission, label validation, EDI testing, and final routing approval. For in-store placement, add another 4–6 weeks for merchandising, shelf planning, and distribution prep.

For Marketplace sellers, go-live can happen faster—3–5 weeks if you're already ecommerce-ready and handle your own fulfillment.

Pricing & Margin Structure

Lowe’s typically works on a cost-then-retail model. The merchant determines a target retail price based on category benchmarks, then works backward to set your cost. Expect:

• Retail margin expectations of 40–50%
• If your MSRP is $100, your wholesale cost to Lowe’s might need to fall around $50–$60
• If your price is higher, be ready to justify it with data or product positioning

This also assumes you can still make a profit after covering:

• Freight costs (sometimes you cover to DC, sometimes to store—varies by agreement)
• Packaging, labeling, and compliance
• EDI transaction fees (direct or via provider)
• Promotional allowances (more below)
• Return write-offs or credits

Deductions & Retail Realities

You’ll also encounter deductions—automatic or negotiated:

• Co-op marketing funds: You may be expected to contribute 2–5% of sales toward promotional support (ad placement, endcaps, digital banners)
• Chargebacks: Mistakes in labeling, late shipments, or missing data can incur fines, often automated through Lowe's Vendor Portal
• Return allowances: If a product is returned or damaged, Lowe’s may deduct the value from future invoices or require reimbursement

The key is building these costs into your margin model from the start. Many new vendors underprice themselves by focusing only on production costs.

Part 7: What If You’re Not Accepted?

Even if your product is a fit, your timing may not be. Lowe’s buyers operate in cycles, and if you’re not aligned with their current line review window or category focus, your application may stall with no feedback.

That doesn’t mean the door is closed.

Consider Going Through a Rep

Lowe’s works with independent manufacturer’s reps and sales agencies that have established relationships with buyers. These reps often:

• Have direct access to category merchants
• Know when line reviews or sourcing initiatives are happening
• Can pitch your product in person at line review meetings or sourcing events

In exchange, they usually take:

• A commission on revenue (often 3–10%)
• A fixed monthly retainer (less common unless it’s a broader retail launch)
• Or a performance-based structure, like percentage only if placed or scaled

This route doesn’t guarantee placement, but if your RangeMe submission hasn’t gotten traction after 6+ months, and your category isn’t open for review, a rep can unlock the path.

Tip: Look for reps who specialize in your category (e.g., home décor, lighting, garden tools) and who already list Lowe’s as a placement channel—not generalist brokers.

FAQ: The Obvious, the Specific, and the Stuff No One Tells You

How do I know if my product is a fit for Lowe’s?

If it serves homeowners, light contractors, or DIYers—and has a combination of function and aesthetic—it’s worth evaluating. Lowe’s leans more style-forward than Home Depot.

Can I start online only?

Yes. Lowe’s .com or their third-party Marketplace can be strong launch channels, especially for new or niche products not yet ready for planogram space.

Does Lowe’s buy from international suppliers?

Yes, but you’ll need a U.S. agent or operational structure that handles returns, routing, service, and payment processing. A U.S. bank account and W-8BEN-E are required.

How often do buyers look at RangeMe?

It varies by category. Some buyers check weekly; others only during line reviews. This is why reps or sourcing events can create better timing leverage.

What’s the timeline from approval to store shelf?

Online: 4–6 weeks.In-store: 8–12 weeks after setup. Could be longer if part of a seasonal set or major reset.

Will Lowe’s help me promote my product?

No, unless you pay for it. You can opt into co-op advertising, but your team handles the creative, logistics, and asset approvals.

What happens if I miss a shipment window or mess up a label?

Lowe’s may issue a deduction or cancel the PO. Errors are logged in your vendor scorecard. Too many and they stop reordering.

Do I need to provide a warranty?

If your product typically comes with one in the category (e.g., tools, lighting, appliances), yes. And you must be able to service it.

Can I renegotiate pricing later?

Sometimes, but usually only if tied to volume shifts or cost structure changes. You’ll need to present data.

How do returns work

Lowe’s expects you to accept returns either via credit or through a return-to-vendor process. Budget for returns as part of your COGS.

Can I work with a third-party to handle all backend ops?

Yes—and many do. Just ensure whoever you work with is already compliant with Lowe’s systems, routing, and EDI.

At CrossBridge, we handle this for many of our clients, which results in quicker onboarding times, fewer penalties, and a more efficient and cost-effective approach, leaving you time to prepare for production and marketing.

Would you like to explore whether we’re the right fit? Schedule a quick assessment call. No gotchas, just a friendly chat.

Step 8: Final Checklist – Are You Actually Retail-Ready?

Use this as your internal gut check before applying or replying to an invitation.

✅ Do we have all legal, tax, and insurance docs ready?

✅ Is our product packaging compliant with Lowe’s specs?

✅ Are our UPCs GS1-registered and printed on the packaging?

✅ Do we have a clear fulfillment plan (DCs, DSD, Marketplace)?

✅ Can we ship on time and generate compliant labels?

✅ Are our pricing and margins structured for retail economics?

✅ Are our product photos, descriptions, and attributes complete?

✅ Do we have a support channel and returns strategy in place?

✅ Is someone monitoring the Vendor Portal and EDI daily?

✅ Can we forecast inventory and respond to PO fluctuations?

If the answer to any of these is “we’ll figure it out later,” pause. Fix it now.

Step 9: Need a Partner That’s Done This Before?

Getting into Lowe’s is one thing.

Staying compliant, shipping at scale, and navigating backend complexity is another.

At CrossBridge, we don’t just help you apply to Lowe’s. We handle the whole infrastructure—before, during, and after approval.

We support:

• Category evaluation and buyer outreach (directly or through reps)
• Vendor setup and RangeMe strategy
• EDI/ERP and accounting compliance
• Inventory, warehousing, and returns processing
• U.S. company formation and backend legal structure

Most brands don’t need to build from scratch (and frankly shouldn’t!). We plug you into a retail ops system that already works, so you can focus on production, marketing and packaging.

If you’re serious about Lowe’s—or wondering if you’re ready—book a strategy call. We’ll walk you through the cleanest path from pitch to PO to shelf.