How To Get Your Products Into Sam’s Club - Step-by-Step

Sam’s Club doesn’t work like your typical grocery or big box retailer—and it definitely doesn’t work like Amazon. Fewer SKUs. Larger pack sizes. More curated, member-driven buying.

That means fewer products get in, but the ones that do move in volume.

If you’re building a real brand and looking for smart growth—not just one-off wins—Sam’s Club can be a springboard. But it’s also a retailer where being almost ready is as good as being invisible. 

You’ll need the right format, the right pricing, and the right systems behind you to play the game.

This guide will show you exactly how to:

• Pick the right model for your stage (1P in-store, DSV, road shows, etc.)
• Understand what Sam’s Club buyers are actually looking for
• Approach the application process the smart way
• Know if you’re truly ready operationally (before wasting anyone’s time)
• Pitch with credibility—even if you’ve never sold to retail before
• And scale once you’re in, without breaking your supply chain

P.S. If you need help getting retail-ready—whether it’s setting up EDI, managing your 3PL relationships, or preparing a go-to-market retail strategy—we help founders do exactly that.

TL;DR – How to Sell to Sam’s Club (The Smart Way)

• Sam’s Club is high-volume, low-SKU: You’ll need to show strong demand and operational readiness to get in.
• You can sell via in-store (1P), online, drop-ship, or road shows: Each model fits a different stage of growth.
• Pick the right path first, then scale: Starting with DSV or road shows is often smarter than gunning for shelves out the gate.
• Before applying, make sure you’re truly ready: Think production capacity, margin tolerance, bulk sizing, and EDI/ERP readiness.
• If you’re not getting traction, a sales rep or broker with Sam’s Club experience can open doors and cut through the noise.
• Once in, execution matters more than the pitch: Many suppliers get dropped for operational failures, not product quality.
• CrossBridge helps you avoid those pitfalls: From backend setup to logistics, compliance, and retail strategy—we help you move smart, not just fast.

Want to dive deeper? Continue reading.

1. The Ways You Can Work With Sam’s Club

Before you think about submitting an application or pitching a buyer, it’s smart to understand how Sam’s Club actually works with suppliers.

Because not every product gets put on a shelf.

And not every supplier should aim for that right away.

Sam’s Club has several models—some high-commitment, some lighter-touch—and knowing which one fits your business today (not just your long-term dream) can save you a lot of wasted effort, failed onboarding, or worst of all: winning a deal you can’t fulfill.

Here’s how you can work with them:

1. In-Store Retail (1P – First Party)

You sell your product to Sam’s. They sell it to members.

This is the classic wholesale model. You pitch your product to a Sam’s Club buyer. If they approve it, they buy in volume (typically pallet quantities), and it goes into physical clubs across regions, or nationwide.

Good for:

• High-volume products with strong margin structure
• Brands ready for scale (EDI, ERP, fulfillment, etc.)
• Unique items with real club appeal (multi-packs, large formats, family value)

Not great for:

• Early-stage startups that can’t handle spikes in volume or razor-thin retail margins

2. Online (Still 1P, but Digital Shelf)

Sam’s owns the inventory but sells it online only.

Sometimes it’s easier to test a product digitally before committing valuable in-store space. If your product has e-commerce appeal, Sam’s Club might start you here.

Good for:

• Niche or regional items
• Products with strong DTC performance
• Inventory you want to move faster without waiting for shelf space

3. Drop Ship Vendor (DSV)

You hold the inventory. Sam’s lists the product online.

This is one of the lowest-barrier ways to sell through Sam’s Club. You handle fulfillment—Sam’s processes the transaction and passes along the order.

Good for:

• Lightweight, DTC-friendly products
• Brands that want to test Sam’s Club without bulk shipping or PO terms
• Early-stage companies with limited working capital

Be ready to:

• Ship quickly
• Maintain your own stock
• Manage returns and customer service professionally

4. Road Shows (In-Club Events / Demos)

Short-term in-club selling with face-to-face exposure.

You set up a booth in a Sam’s Club and sell directly to members for a few days. It’s a chance to test the waters, gather feedback, and show proof of demand.

Good for:

• New products that need education or sampling
• Food, beverage, and high-impulse items
• Brands looking to gather data for a full pitch later

Run through:

A company called Shopper Events manages all road shows. You’ll coordinate with them and pay a fee to participate.

5. Private Label (Member’s Mark Manufacturing)

You supply the product, but it’s sold under the Sam’s Club brand.

If your manufacturing is strong but your brand isn’t what they’re after, Sam’s may be interested in sourcing your product for their private label: Member’s Mark.

Good for:

• Established manufacturers
• Unique product formats or formulations
• Businesses that value large volume over brand recognition

6. Marketplace (3P – Third Party)

You sell directly via a marketplace listing.

Unlike Walmart.com, Sam’s Club doesn’t have a broad 3P marketplace. But there are some edge-case scenarios where aggregators or retail service providers list products on your behalf. These are rare and usually not worth banking on unless you have a strong partner already embedded in Sam’s ecosystem.

🟡 Quick note on access:

Each of these models usually comes with its own way in.

• Want to sell in-club? You’ll need to get approved through the standard supplier application (via Walmart’s portal) or make a strong impression at Open Call.
• Looking to drop-ship or sell online? You can pitch directly to Sam’s eCommerce team.
• Road shows? That goes through Shopper Events, not the standard merchant path.

We’ve covered that section later in the guide.

Choosing Smartly = Staying in the Game

Don’t rush into the hardest model just because it sounds prestigious. A small win in a DSV or road show setup—executed well—can give you a stronger case for in-club placement than a sloppy 1P rollout ever will.

We’ll cover how to match your business stage to the right model next, and what to consider before you make a move.

2. Choose the Right Model for Your Stage

You don’t need to start with pallets.

In fact, most founders who try to go straight for in-store placement at Sam’s Club—without the systems, margins, or capacity to back it up—either get rejected outright or accepted… then crash under the weight of their own deal.

Choosing the right model isn’t about aiming low. It’s about building a smart foundation that lets you scale up without breaking.

Early-Stage Brands: Build Proof, Not Pallets

If you’re selling primarily DTC or regionally, you likely don’t have the systems (or working capital) to fulfill a national PO from day one. That’s fine.

✅ Start with:

• Drop Ship Vendor (DSV) to test demand with minimal risk.
• Road Shows to get face-to-face member feedback and real sales data.
• Sam’s Club Online if you already have solid ecommerce traction.

These routes let you gather proof: velocity, customer reviews, club-specific data. And that’s exactly what Sam’s buyers want to see before giving shelf space.

Growth-Stage Brands: Test Scale in a Controlled Way

Once you have working EDI, reliable fulfillment, and a strong handle on your margins, you can start thinking about a hybrid model.

✅ Consider:

• Online + Road Shows to build a data-driven pitch.
• Regional in-store tests if offered by the buyer.
• Possibly a Private Label discussion if your brand is flexible and you’re chasing volume over visibility.

This is also the time to invest in stronger backend infrastructure: ERP, compliance systems, forecasting tools, and a proper retail playbook.

Mature Brands: Play the Full Game

If you’re already selling into other large retailers, you’ve got capacity, and your team knows how to handle chargebacks, OTIF metrics, and forecasting—you’re ready to go for the in-club 1P model.

✅ Focus on:

• Full in-store placement
• Building a strong relationship with the buyer
• Hitting performance targets and staying compliant across systems

At this stage, the conversation is less about “can you deliver?” and more about “how fast can we scale this across the chain?”

Transitioning Between Models (The Smart Way)

Each of these paths can flow into the next.

For example:

• You start with a DSV listing or road show to prove interest.
• That data gives you leverage for an online 1P listing.
• With strong online performance, you get invited to do a limited in-store test.
• You nail execution, and Sam’s rolls you out regionally or nationally.

What matters is not where you start—but how well you execute, and how ready you are when scale comes.

And that brings us to the next step: a hard but necessary question…

Side Note:

If your production capacity is there, but you lack an in-house team to handle chargebacks, OTIF metrics, or forecasting—CrossBridge can take care of that for you.

Or if you’re still unsure which model makes the most sense for your business—and how to transition without overextending—we can help you build that roadmap too.

👉 Schedule a 30-minute strategy call, and we’ll walk you through it.

3. Before that: Are You Actually Ready to Work With Sam’s?

Before you pitch, pause.

Getting in is one thing. Staying in—and growing—is another.

Sam’s won’t chase you to fix mistakes. If you’re not operationally ready, you’ll incur penalties quickly. Over time, that erodes trust—and your margins.

So before you submit anything, ask yourself a few hard questions.

1. Can your margins handle the retail math?

• Are you profitable at wholesale pricing—after freight, chargebacks, free fill, and markdown contributions?
• Can you sustain club-scale volume with a healthy margin?

If you haven’t modeled this yet, don’t guess. Double check.

Is your production capacity scalable?

• Can you fulfill large POs on time?
• Can you scale fast if the test expands from 10 clubs to 100?
• Do you have contingency plans if a shipment or raw material is delayed?

Are your systems ready for retail compliance?

• Do you have EDI and ERP set up?
• Can you track OTIF, process invoices, and stay in sync with Sam’s routing guides?
• Do you have someone watching for chargebacks and fixing the root issues?

Is your product packaged for the club model?

• Can it be bundled, resized, or reconfigured for a bulk format?
• Does it merchandise well on pallets or warehouse displays?
• Is it durable enough for warehouse handling and shipping?

Do you have real demand to point to?

• Are people already buying it—online, retail, or regionally?
• Do you have reviews, DTC traction, or social proof?
• Have you tested it with real Sam’s Club members via a road show?

Keep in mind: not every brand walks in with everything buttoned up.

Some start with a road show or online listing, then build out their ops as they grow. What matters is knowing where you’re solid—and where you’ll need help or support before things scale.

If you can check off most of these, you’re likely in a strong place to start conversations.

If not, that’s not a dealbreaker. But it is a sign that you need to build the right foundation before you move forward.

4. Routes to Get In

Once you’ve done the internal check—and you’re confident you’re ready—the next step is figuring out how to actually get your product in front of Sam’s Club buyers.

There’s no single path. And there’s no magic application that guarantees a meeting.

But there are five core routes that brands have successfully used to get into Sam’s Club. Each has its own process, pros, and timing.

1. Standard Supplier Application (via Walmart Portal + RangeMe)

This is the official path. You apply through Walmart’s supplier site, which also covers Sam’s Club.

Here’s what that looks like:

• You complete a supplier questionnaire through the Walmart/Sam’s intake system.
• You’ll need to be fully set up operationally: EIN, DUNS number, GTINs, proof of insurance, factory audit readiness, etc.
• You’re expected to submit your product through RangeMe—which acts as a digital line review platform.

🟡 Important: Just applying doesn’t mean you’ll get reviewed. Buyers scan RangeMe when looking for new products, so your listing has to be sharp—clear value prop, professional images, verified demand.

💡 Diverse-owned brands (minority, women, veteran, etc.) should get certified (e.g. NMSDC, WBENC). Sam’s Club runs special programs and sourcing events focused on these suppliers, often through RangeMe.

2. Walmart’s Open Call (for Made-in-USA Products)

If your product is made, grown, or assembled in the U.S., Open Call is one of the fastest ways to get face time with a Sam’s Club buyer.

• It’s a once-a-year event where selected brands pitch live at Walmart HQ.
• Sam’s Club merchants attend alongside Walmart buyers.
• Some brands land test deals, online listings, or even club rollouts.

🟡 Apply early (applications open a few months ahead)
🟢 Prepare a retail-ready pitch deck—this is a competitive, live event

3. Road Shows (In-Club Events)

Think of this as a live product audition.

Sam’s Club runs limited-time demo events, managed by Shopper Events, where brands can set up booths in clubs and sell directly to members for a few days.

• You pay a fee (or rev share), staff the event, and sell directly to members.
• If the product does well, you gain real-world sales data and member feedback.
• Many suppliers use this as a proof-of-concept to bring back to the buyer.

It’s low commitment for Sam’s and high leverage for you—especially if you’re testing something new or want to show traction.

Pro tip: Use their Club Finder to find exact locations and availability.

4. Online and Drop-Ship Programs

Not ready for shelves? Start online.

• Sam’s can list products on SamsClub.com, even if they’re not in physical clubs.
• You can do this as a first-party supplier (Sam’s owns inventory) or a drop-ship vendor (you hold and fulfill inventory).

This route:

• Gives you access to their e-commerce audience (which they’re actively growing)
• Lets you prove velocity, reviews, and fit without overcommitting on ops
• Can be pitched directly to the eCommerce merchandising team

🟡 Note: You still need to onboard as a supplier. But the risk is lower for both sides, making it a strong first step.

5. What to Expect: Timeline, Costs, and How the Money Works

If you’ve made it through the pitch and gotten a yes—or even a soft green light—you’re not done. Now you’re entering the part no one tells you about: retail operations in real life.

Here’s what to expect when it comes to timelines, costs, compliance, and getting paid. Knowing this upfront can save you from making promises you can’t deliver—or watching your profits disappear in avoidable fees.

Timeline: From Pitch to Purchase Order

Even if a buyer loves your product, things don’t move overnight.

• Most suppliers start with a regional test, seasonal placement, or limited-time buy.
• Once accepted, it can take anywhere from 30 to 120 days to receive your first PO—depending on the category, internal reset calendars, and buyer priorities.
• From PO to delivery, lead times are often short: you may only get 2–4 weeks to deliver inventory once the PO hits.

🟡 If you’re not already in production or holding inventory, this window can break you. That’s why planning matters.

Payment Terms: When and How You Get Paid

Sam’s Club pays on a Net 30 or Net 60 basis, starting from the date of receipt, not the PO.

• You’ll submit invoices through the Walmart Retail Link portal or your EDI system.
• If your documentation or shipment isn’t compliant, payment gets delayed—or deducted.
• There’s no chasing down a buyer to ask for a check. You need to follow the flow exactly.

💡 Many new suppliers use PO financing or invoice factoring to float the time gap between production and payment. If you’re relying on Sam’s payout to fund your next run, factor that delay into your cash flow plan.

Startup Costs and Hidden Fees

Getting into Sam’s isn’t free—even if the product is.

Here are costs you should expect to cover:

• Free Fill: Your first batch of inventory may be provided at no charge to Sam’s. This is especially common for in-store trials.
• Demo Costs: If the buyer expects sampling or product education, you’ll need to pay for in-store demo staffing (via Shopper Events) or provide product at your own cost.
• Markdown Allowances: If your item doesn’t sell through at the expected rate, you may be expected to share in the discounting cost.
• Spoils or Damages Allowance: For perishable or fragile items, you may have to accept a percentage loss up front.
• Labeling, Routing, and Pallet Config Fees: Fail to follow the spec sheet? You’ll get hit with deductions for every shipment that doesn’t comply.

🟡 Chargebacks are real. Don’t assume you’re getting full payment just because the order shipped.

Side Note: CrossBridge helps brands model out all of these costs before they commit, so there are no margin surprises later. We also help negotiate with 3PLs and set up chargeback monitoring systems inside our ERP. Worth exploring? Book a quick call.

Shipping & Fulfillment Requirements

Once you’re in, you’re expected to deliver like a pro.

• Orders are sent to distribution centers—not individual clubs—unless specified otherwise.
• You’ll need to follow Sam’s routing guide to the letter: correct pallet size, case pack count, SSCC labels, ASN documents, etc.
• Delivery windows are strict. Miss them, and you’re charged.

If your warehouse, co-packer, or fulfillment partner hasn’t worked with Sam’s before, you’ll need to train them—or replace them.

Sam’s isn’t forgiving about rookie errors.

What Happens If You Fall Short

Sam’s doesn’t expect perfection, but they do expect proactive communication.

• If you’re going to miss a shipment, tell your buyer immediately.
• If your manufacturer is running behind, don’t wait until the last day to admit it.
• If you get chargebacks, track them, and fix the root issue—not just the symptoms.

🟡 Buyers don’t drop you the first time you mess up. But if the relationship starts to cost them time, trust, or margin, it won’t last.

Quick Recap:

6. What Getting Into Sam’s Club Actually Changes

Getting into Sam’s isn’t just a retail win. It restructures your company.

Suddenly, you’re not in control of your own calendar. Your launch dates are set by their category resets. Your inventory run has to start before you even receive a PO. You’re buying packaging three months early—and betting that nothing shifts.

You’ll need cash before you get paid. Financing gaps get real. Forecasting becomes non-negotiable. 

And that spreadsheet your cofounder used to manage COGS? Not gonna cut it. Sam’s isn’t a DTC drop—you can’t just miss the week and make it up next one.

It also changes your risk profile. One late shipment? Fine. Three? And now you’re on someone’s internal risk report. Operations moves from “nice to have” to “make or break.” Quality control, pallet labeling, ASN transmission, routing guide compliance—this becomes your new language.

Marketing shifts too. You’re no longer optimizing a Shopify homepage—you’re sending sell sheets to a buyer who doesn’t care about your story unless it drives volume.

Internally, your team dynamic changes. You may need a demand planner. You might hire your first ops lead. You’ll likely realize your 3PL isn’t built for this and start vetting replacements before Q4. The systems you used when you were small start breaking—and most founders don’t realize this until they’re already knee-deep in penalties.

This is the part most don’t plan for. They celebrate the PO. But it’s the operational maturity afterward that determines whether they ever get another one.

Thinking past the first PO? So are we.

At CrossBridge, we help brands grow cleanly after landing a retail deal—without blowing up their ops, cash flow, or team capacity.

Whether you’re already in Sam’s Club or planning how to use it as leverage, we can help you scale the right way.

👉 Book a strategy call and let’s map out what comes next.

7. From Sam’s to Walmart: Making the Leap

Here’s what many don’t realize: Sam’s Club isn’t just a win on its own—it’s leverage inside Walmart.

Same parent company. Different buyers. But data talks across teams.

If you’re selling well in Sam’s—clean execution, no penalties, and members are actually buying—you have a story. Use that story to open a conversation with Walmart buyers in overlapping categories. You’re not pitching from scratch. You’re proving success inside their ecosystem.

It starts with getting the numbers right. Your club-format item won’t go directly into Walmart, but if you can show strong per-store sales, high repeat behavior, or regional traction, you’ve got something to adapt. Shrink the pack size, price it tight, show you can make it work at mass scale.

Some Sam’s suppliers also get soft intros through the internal network. Buyers move. People talk. If your Sam’s buyer likes how you operate, they may pass your name to their Walmart counterpart—or at the very least not block your path.

This isn’t automatic. You don’t just go from club to store because you want to. But if you use the Sam’s launch to prove real performance—and pair that with a pitch that’s tailored, margin-locked, and operationally tight—you’re in the door with more weight than most.

8. Frequently Asked Questions About Selling to Sam’s Club

Can I sell to Sam’s Club if I’ve never sold in retail before?

Yes—but it’s harder. Sam’s Club prefers suppliers who can prove demand, fulfill large orders, and operate with clean backend systems (EDI, ERP, etc.). If you’ve only sold DTC, you’ll need to show traction, readiness, and a path to retail-level execution.

Do I need a U.S. company to sell to Sam’s Club?

Yes. You’ll need a U.S. legal entity, a federal EIN, liability insurance, and a DUNS number to onboard as a vendor. Foreign manufacturers can sell through U.S.-based distribution partners or work with a service provider (like CrossBridge) to set up operations correctly.

Does Sam’s Club use the same supplier system as Walmart?

Yes. Sam’s Club uses the Walmart Supplier Portal for onboarding, and both retailers rely on Retail Link for ongoing operations. If you’re approved, you’ll interact with the same systems—but through different merchant teams.

What is RangeMe and do I have to use it to submit to Sam’s Club?

RangeMe is an online product discovery platform that Sam’s Club buyers use to review submissions. You’re not required to submit via RangeMe—but in practice, it’s the most common and efficient first step. Your listing acts as a digital pitch deck.

How long does it take to get a response from Sam’s Club after applying?

It depends. Sometimes you hear back in weeks. Sometimes not at all. That’s why suppliers often pair a RangeMe submission with a warm intro through a broker, sales rep, or buyer contact. Sam’s Club is selective, so getting on their radar matters.

What’s the easiest way to start selling at Sam’s Club?

In terms of barrier to entry, the lowest-lift path is usually through:

• Drop-ship online (DSV)
• In-club road show events

These allow Sam’s to test your product without full onboarding or in-store commitment. Many brands start here before expanding into shelves.

Does Sam’s Club offer private label opportunities?

Yes. Sam’s Club frequently sources manufacturers for its in-house brand, Member’s Mark. If your product is a fit—but branding isn’t the priority—you may be approached (or can pitch) as a private label supplier.

How does payment work when you sell to Sam’s Club?

Typical payment terms are Net 30 or Net 60, starting from the date your product is received (not from when it ships). You’ll invoice through Retail Link or EDI. Sam’s pays reliably, but you must follow routing and compliance protocols to avoid deductions or delays.

What kind of margins do I need to sell profitably to Sam’s?

That depends on your category, but expect wholesale pricing pressure, plus added costs like free fill, demos, spoilage allowance, and freight. Your product should remain profitable after accounting for all of that—ideally with a 25–40% net margin after retail-related costs.

What happens if I can’t fulfill a PO on time?

Sam’s expects early communication. If you miss ship windows or send the wrong quantity or labels, you’ll incur chargebacks. Repeated issues damage your vendor score and relationship. Most buyers will give you a second chance—but not a third.

Can I work with a sales rep or broker to get into Sam’s Club?

Yes—and many brands do. A good rep already knows the buyers, timelines, and what it takes to stand out. They can position your pitch, navigate compliance questions, and get feedback faster than cold outreach.

✅ CrossBridge partners with vetted reps who specialize in club retail. Reach out if you need an intro.

Does Sam’s Club accept suppliers with co-packers or 3PLs?

Absolutely. In fact, many brands rely on co-packers and third-party logistics (3PL) partners to handle fulfillment, pallet prep, and shipping. What matters is whether your partners are trained in Sam’s routing guide and retail compliance. If they’re not, it becomes your problem.

Can success at Sam’s Club help me get into Walmart?

Yes. It’s not automatic—but if you show strong velocity, clean execution, and good member feedback, you have a story worth pitching to Walmart buyers. Some merchants even move between the two organizations. Sam’s is often the proving ground.

9. Need a Partner That’s Gotten Brands Into Walmart Before?

Getting into Sam’s Club or Walmart is one thing.

Building the infrastructure to stay in—and grow cleanly—is something else entirely.

At CrossBridge, we help brands not only land the deal, but handle everything that comes after it:

• Retail-compliant ERP setup and management
• EDI integration and testing with Walmart/Sam’s systems
• Inventory forecasting and demand planning
• 3PL coordination, warehouse routing, and shipping compliance
• Chargeback prevention, monitoring, and recovery
• Retail Link management and OTIF tracking
• Sales rep and broker introductions
• Strategic planning for SKU expansion or Walmart crossover
• Cash flow modeling and supplier financing setup
• Full operational oversight so you don’t get buried in details

Most brands don’t fail because of bad products—they fail because their backend wasn’t built for retail.

If you’re serious about growing through Walmart or Sam’s Club, let’s map the whole path—before the pressure hits.

👉 Book a strategy call. We’ll walk you through what it actually takes, what it’ll cost, and how to build a retail engine that scales cleanly.