How to Sell on Walgreens: Step-by-Step Supplier Guide

Breaking into a national retailer like Walgreens isn’t just about shelf space. It’s about brand credibility, recurring volume, and access to millions of shoppers who already trust the store’s curated product selection. 

For health, wellness, beauty, and convenience brands, landing a Walgreens deal can mean the difference between a niche online following and mass-market validation.

But here’s the catch: most brands fail. 

Not because the product is bad, but because they misread the rules of the game. 

They underestimate the compliance hurdles, don’t prepare for the pricing squeeze, or get lost in the complexity of retail logistics. And when it comes to big retailers like Walgreens, the standards are high, the process can be opaque, and the cost of mistakes is real.

This guide breaks it down into steps you can actually follow. 

You’ll learn how Walgreens sources products, what platforms and systems you need to plug into, what a buyer expects to see from a pitch, how to handle EDI and compliance, and what to do if you get rejected the first time. 

We don’t give you theory—we give you a roadmap to execution.

P.S. If you want someone to handle the backend—EDI, compliance, fulfillment, onboarding—we’ve done this before. We can help you get into Walgreens without building everything from scratch. Schedule a quick strategy meeting.

1. How Walgreens Works (So You Don’t Waste Time)

Sales Channels Breakdown

Walgreens operates as a first-party retailer (1P). That means you sell to Walgreens, and they sell to the customer. Unlike Amazon or Walmart Marketplace, Walgreens does not operate a third-party (3P) seller model. If you’re on the shelves or online, Walgreens is your direct customer.

In-store retail remains the core of their business, with over 8,700 stores across the U.S. Walgreens also runs Walgreens.com, which carries a subset of store inventory along with online-only items, primarily in the health, personal care, and beauty categories. However, access to the digital shelf is typically reserved for brands already accepted through their main buying channels.

To be clear: you cannot sign up and start selling on Walgreens.com like you would on Amazon or Walmart Marketplace. Entry is controlled, reviewed, and buyer-driven.

Buying Process: Category Managers and Line Reviews

Walgreens uses a centralized category management model, where each product category has a dedicated buyer or team responsible for sourcing, pricing, and shelf placement. These buyers are your gatekeepers.

Walgreens also conducts “line reviews”—structured review periods where buyers evaluate current assortment performance and look at new product pitches for potential inclusion. If your product misses the line review window, it likely won’t be considered again until the next cycle. 

Timing matters.

If you’re submitting cold, your goal is to reach the category buyer and secure a place in that review process—or impress them enough to bypass the formal window.

You may also gain entry through accelerators, pitch events, or introductions from brokers and distributors already doing business with Walgreens.

Platform & Tools Overview

Walgreens manages supplier operations through two distinct portals:

1. SupplierOne – This is the starting point for new vendors. You’ll use it to register your company, submit your application, and manage account-level access.

Login: https://walgreens.supplierone.co/Account/Login

2. SupplierNet – Once approved, this becomes your central dashboard. It’s their main channel of communication with suppliers. It contains Walgreens’ full set of vendor policies, compliance requirements, deduction codes, performance scorecards, dispute resolution tools, and procedural updates.

Access: https://suppliernet.walgreens.com

SupplierOne gets you in. SupplierNet keeps you compliant. Most of what you’ll need to stay aligned with Walgreens’ retail machine—EDI guides, chargeback rules, store delivery policies—is inside SupplierNet.

Also, Walgreens requires EDI integration for all order flows. They don’t handle manual PDFs or spreadsheets. You’ll need an EDI provider like SPS Commerce, TrueCommerce, or a custom-built integration if you’re enterprise-level.

We’ve written a complete guide on how to become EDI-compliant with Walgreens.

Lastly, Walgreens uses GS1 standards and the Global Data Synchronization Network (GDSN) for all product data exchange. If your UPCs aren’t GS1-issued, they won’t pass.

2. Are You Retail-Ready? (Cut the Guesswork)

Before you pitch a buyer or fill out a supplier form, step back. Walgreens isn’t a playground for half-built brands. You need proof you can survive retail—operationally, financially, and competitively.

Product-Market Fit

Walgreens sells routine essentials. If your product is a novelty, niche wellness hack, or something customers need to be educated on for 10 minutes before buying, it’s likely not a fit.

You need to fit into an existing category, serve a clear customer need, and compete with something already on shelves. Show velocity from DTC, Amazon, or another major retailer to prove there’s demand.

If your product sits on the shelf and doesn’t move, you lose money—and so does Walgreens. That’s all they care about.

Margins & Pricing

Retail math is brutal. If you’re not working with 50%+ gross margins before wholesale, you won’t survive. Walgreens wants margin. Distributors take margin. You still need money left for freight, chargebacks, and promotions.

Walgreens doesn’t buy on emotion. They buy on spreadsheet logic. Make sure your numbers aren’t a fantasy.

Ops & Compliance Capacity

If you can’t produce large volumes, replenish on demand, and integrate with their EDI systems, you’re not retail-ready.

• Can you ship on time every time?
• Can you relabel 10,000 units if Walgreens changes a requirement overnight?
• Can you afford the $5,000 mistake that comes with messing up a barcode?

If not, get your backend in order before you apply. A product that’s not fully operational is just a liability in their system.

Walgreens Retail-Ready Checklist

• U.S. Entity with EIN and W-9
• GS1-verified barcodes (GTIN/UPC)
• Product liability insurance
• Retail-ready packaging (shelf stable, scannable, shippable)
• EDI setup (direct or via provider)
• Proof of consumer demand (DTC, Amazon, prior retailers)
• Ability to meet MOQs and replenish
• Margins that survive wholesale, fees, and promos

If you can’t check every box, don’t apply. Fix the gaps, then come back ready to play. Walgreens won’t teach you how to be retail-ready—they expect you to already know.

3. Lock Down the Foundations

Walgreens expects clean paperwork, standardized systems, and no surprises. If your back office is a mess, they’ll smell it before the pitch lands. The goal here is simple: eliminate reasons to say no before they even open your sell sheet.

Legal Setup: U.S. Entity, EIN, and W-9

You need a U.S.-registered legal entity with an Employer Identification Number (EIN) from the IRS. Walgreens doesn’t onboard foreign companies without a domestic presence. If you’re overseas, set up an LLC or corporation in the U.S. and prepare a valid W-9 tax form.

No U.S. entity, no deal. Period.

D-U-N-S Number

A Dun & Bradstreet D-U-N-S number is required to validate your business profile. If you’re applying for a credit line, onboarding with EDI providers, or showing proof of operations to Walgreens, this will come up.

Get it early—it’s free but takes a few days.

Barcodes & Product IDs: GS1-Registered GTINs

Walgreens requires GS1-verified GTINs (Global Trade Item Numbers). If you bought barcodes from a cheap reseller, they’re invalid. Your UPCs must come from GS1 directly.

Each SKU needs a unique barcode, and all must be synced via GDSN during onboarding. No barcode, no listing.

Retail-Ready Packaging

Packaging needs to be:

• Scannable (correct barcode placement)
• Durable (withstand shipping to DCs or stores)
• Compliant (FDA, OTC, or supplement rules if applicable)
• Shelf-ready (can stand, hang, or face front without extra packaging)

Avoid reflective materials, illegible fonts, or odd shapes unless you have data proving it drives sales. If your packaging doesn’t communicate in three seconds, it won’t sell.

Product Liability Insurance & Compliance Docs

At minimum, Walgreens expects:

• Product liability insurance – Typically $2M coverage, naming Walgreens as “additional insured”
• Certificate of Insurance (COI) – Must be current and downloadable
• FDA registrations, COAs, or lab tests – If you’re in supplements, OTCs, or anything regulated

You’ll also need to complete Walgreens’ vendor agreement package, which includes compliance commitments, freight terms, and chargeback acknowledgment.

Build a Pitch That Gets Read (Not Ignored)

Walgreens buyers don’t have time to decode your brilliance. Your pitch needs to be sharp, visual, and immediately clear on why your product deserves shelf space—and how it outperforms what’s already there.

Sell Sheet Essentials

Your sell sheet is your foot in the door. One page. That’s it. It should include:

• Product name, tagline, and category
• Hero image (clean, front-facing, professional)
• Key benefits (2–3 bullets, no fluff)
• Retail price & wholesale cost
• Case pack configuration & MOQ
• Velocity data (Amazon, DTC, or other retail performance)
• Contact info (direct, not a generic form)

Make it skimmable. If it takes more than 30 seconds to get the point, it’s too long.

Retail Deck / Catalog

For broader lines or brand portfolios, you’ll need a retail deck—usually 6–10 slides, no more. Keep it focused:

• Brand story in one slide (only if it adds credibility)
• Product line overview
• Retail stats or proof of sell-through
• Support plan (promo calendar, in-store or digital)
• Operational readiness (EDI, logistics, packaging)

Skip the backstory unless it ties directly to revenue. This is about execution, not inspiration.

Samples & Proof of Demand

If you’re pitching a physical product, have samples ready—retail-ready, not prototypes.

And bring data:

• Monthly units sold DTC
• Amazon reviews and ratings
• Reorders from small retailers
• Testimonials from known partners or professionals

Buyers don’t want to take a bet. They want evidence it’ll sell.

Packaging, Promo Plan, and More

Include:

• Packaging images in your deck
• Promo ideas like BOGO, email coupons, loyalty tie-ins
• Shelf placement suggestions (endcap, impulse section, etc.)

If you can co-fund an in-store promotion or provide marketing support, mention it. Walgreens likes brands that pull their weight, not just occupy space.

Buyers are busy. Make it stupid simple to say yes. Your pitch should feel like a no-brainer, not a homework assignment.

5. Submit Your Application

Now that your materials are airtight, it’s time to enter the system. Walgreens doesn’t operate with an open marketplace model—you don’t just “sign up and sell.”

Where and How to Apply

Walgreens uses SupplierOne as the official application gateway:

https://walgreens.supplierone.co/Account/Login

This is where all new vendors start. If you’re not applying through this platform or being invited directly by a buyer or accelerator, you’re not in the pipeline.

Here’s how it works:

• Create an account on SupplierOne
• Submit your business details (company, legal entity, contact, tax)
• Upload compliance documents (W-9, COI, DUNS, etc.)
• Attach your sell sheet, catalog, and packaging visuals
• Declare your product category (this determines routing to the right buyer)

There’s no field to “explain your backstory.” Let your pitch deck and sell sheet do the work.

What You’ll Need: Field-by-Field

Expect to provide:

• Legal business name and U.S. address
• EIN and W-9 form
• DUNS number
• Contact for business operations and EDI
• Product categories and brand overview
• Wholesale cost and MSRP
• GTINs/UPCs (GS1 verified)
• Insurance certificate naming Walgreens
• Supporting docs (FDA compliance, lab tests if applicable)

Don’t submit placeholders or generic PDFs. Everything you upload will be used for compliance tracking later. Sloppy input now = compliance issues later.

What Happens After

After submission:

• You’ll get an automated confirmation from SupplierOne
• Walgreens will route your info to the appropriate buyer (if it passes triage)
• Expect no updates unless they’re interested

Buyers do not respond to every submission. Silence is normal.

If accepted for next steps:

• You’ll be invited to complete onboarding via SupplierNet
• Your brand will undergo EDI testing, data sync, and compliance reviews
• A buyer may contact you directly if the pitch hits the mark

This is a gatekeeping system by design. 

You won’t get feedback unless you break through. That’s why your materials and prep must be airtight the first time. No second chances on a weak submission.

6. Reach the Buyer (Even If the Portal Doesn’t Work)

Let’s be real—submitting through the portal is a black box. Most brands never hear back. That’s why parallel outreach is essential. The portal is the formal step. The buyer relationship is the actual gateway.

Who to Contact

Every Walgreens category has a dedicated category manager (buyer) responsible for assortment decisions. These are the people with real authority to greenlight your product, or ignore it entirely. Some categories also have associate buyers or category assistants, who filter inbound pitches and prep line reviews.

In certain cases, Walgreens works with distributors or broker partners who manage brand portfolios on behalf of smaller suppliers. If you can’t get to the buyer directly, being represented by a known broker can unlock access.

How to Find Them

Start with LinkedIn. Search for “Category Manager – Walgreens” and narrow by product type (e.g., personal care, OTC, food). You’ll often find both direct buyers and analysts supporting the category. If someone’s managing skincare or supplements, they’re findable.

Cross-reference with industry trade shows like ECRM, Natural Products Expo, and CHPA events. Walgreens buyers attend these regularly, and if your category is listed on an attendee sheet, you know they’re shopping.

Another path: Walgreens has occasional supplier pitch events and accelerator programs. These are competitive, but a direct funnel to the buyer team if accepted.

What to Send and Say

Your outreach needs to be precise. No fluff, no attachments that won’t load on mobile. A strong message might look like:

Hi [Buyer Name], I’m reaching out with a retail-ready [product category] line that’s doing [X sales] per month DTC and has existing retail placement with [Retailer]. We’re EDI-ready, have GS1-compliant packaging, and can support Walgreens-specific promotions. If you’re reviewing new items in [quarter], I’d love to send samples or share a one-sheet. Let me know if it’s a fit to send over.

Keep your message short, and always lead with evidence—velocity, infrastructure, or alignment with Walgreens’ core categories.

You’re not pitching a dream. You’re pitching a ready-to-go product that just needs a shelf. Treat your outreach like a business case, not a brand intro.

If That Doesn't Work...

If you don’t have the network or time to pursue buyers directly, you’ll need help.

That’s where a sales rep or broker comes in. These are professionals with existing relationships at Walgreens who pitch on your behalf, secure your meeting (virtual or in-person), and manage follow-up. 

Most take a commission, some charge a retainer—but if you’re not confident in your pitch or can’t break through alone, this is often the most realistic path forward.

And even with the right pitch, some categories are locked down. Buyers may not be adding new vendors, or your timing could be off. A broker can flag these blocks before you waste six months chasing a closed door.

Whether it’s you or someone you hire, someone has to open the door. If you can’t do it yourself, get a rep who already has the key.

7. Timeline & Costs: No Surprises

Getting into Walgreens isn’t fast, cheap, or linear. Between pitch, approval, onboarding, and first shipment, the full timeline can stretch anywhere from 3 to 9 months—longer if you hit snags in compliance or EDI setup. The key is understanding what delays are normal, and what costs are non-negotiable.

Approval & Onboarding Timeline

Here’s the rough sequence if you’re accepted:

• Initial pitch to buyer: 1–4 weeks for response (if any)
• Line review or category meeting: depends on buyer calendar—some are quarterly, others annual
• Preliminary approval: if interested, buyer requests samples, deeper cost breakdown, and supply chain validation
• Onboarding via SupplierNet: ~2–6 weeks depending on responsiveness
• EDI testing and GDSN data sync: ~2–4 weeks minimum
• First PO to shelf: add 4–8 weeks for production and delivery cycles

If you miss a deadline or botch a test file, your launch window resets. Don’t plan for revenue until you’re fully through systems integration.

Hidden Costs

Walgreens has strict operational standards, and falling short isn’t just frowned upon—it’s fined.

Expect:

• EDI setup and transaction fees – via providers like SPS Commerce or TrueCommerce
• Chargebacks – for missed ship windows, mislabeling, ASN errors, etc. These stack up quickly and are deducted from payments
• Testing and certification costs – if you’re in regulated categories (OTC, cosmetics, supplements), expect to provide stability studies or third-party lab results
• Promo funding – Walgreens expects brands to support promos (e.g., BOGO weeks, loyalty deals), and that usually comes from your margin

Also, plan for product insurance, freight, barcode licensing (GS1), and possibly broker commissions or sales rep fees if you’re not managing the relationship in-house.

Cash Flow Planning

Walgreens typically pays Net 60—two months after receiving and accepting your invoice. You’ll front costs for production, freight, and promo long before revenue lands.

Structure your launch like an investment, not a quick win. You’ll need cash on hand to survive delays, scale quickly after the first PO, and fund reorders without chasing unpaid invoices.

Treat the first 6–9 months like setup, not scale. If your brand’s survival depends on Walgreens revenue this quarter, you’re not ready.

8. You’re In: Now What?

Getting accepted is just the beginning. The real work starts when Walgreens says yes—and it’s all about execution. This phase separates brands that grow from those that quietly disappear after one PO.

EDI & System Integration

Walgreens is an EDI-first organization. No EDI, no purchase orders. You’ll be expected to process:

• 850s (Purchase Orders)
• 855s (Acknowledgements)
• 856s (Advance Ship Notices)
• 810s (Invoices)

If you’re using a provider (SPS Commerce, TrueCommerce, etc.), they’ll guide you through onboarding. But mistakes here—missed ASNs, wrong formatting—trigger chargebacks and erode buyer trust fast.

You’ll also need your product data live in the GDSN via a GS1-certified data pool. That’s how Walgreens keeps your SKUs synced across internal systems and store shelves.

Need an EDI integration guide for Walgreens? Here you go.

Logistics & Fulfillment

You’ll be shipping either to Walgreens distribution centers (DCs) or direct-to-store, depending on the deal. Most vendors go through DCs unless you’re doing test runs or local/regional drops.

Prepare for:

• Strict delivery windows
• Pallet configuration requirements
• Labeling standards (case-level, pallet-level, SSCC)
• Pre-appointment scheduling with carrier compliance

Miss a window? Expect chargebacks. Deliver to the wrong DC? You’ll be covering the reship.

If you don’t have a warehouse partner who’s done Walgreens before, get one—or prepare for painful logistics lessons.

CrossBridge handles:

• US company formation & Accounting
• ERP setup, management & EDI integrations (we work with EDI providers on your behalf)
• Warehousing & inventory management
• 3PLs & supply chain

Everything your company needs to operate successfully in the United States!

Retail Pricing & Promotions

Just because your product is listed doesn’t mean it will move. Walgreens expects you to support promotions via discounts, BOGOs, coupons, or digital ads through their platforms.

They also care about MAP enforcement. If your product is cheaper on Amazon, they’ll demand price alignment—or drop you.

Your pricing needs to survive the promo calendar. If you don’t have room in your margin to support sell-through, the product dies on the shelf.

Scorecards & Compliance Metrics

Once live, you’ll be tracked.

Walgreens maintains vendor scorecards covering:

• On-time shipping
• Fill rates
• ASN accuracy
• Invoice compliance
• Sell-through velocity

Too many infractions? Your vendor status gets flagged. Poor velocity? Your SKU gets delisted.

This isn’t a set-and-forget account. You’re in a long-term audit loop—meet the standards or get replaced.

Getting on the shelf means nothing if you can’t stay there. This phase is where most unprepared brands fail, not because of product issues, but because they couldn’t meet the operational bar.

Walgreens Rejected You? Here’s What to Do

Most brands don’t get accepted on their first try. That’s not failure—it’s feedback. Rejection is part of the process, and how you respond determines if your product eventually makes it to shelf.

Common Reasons

Rejection almost always falls into one of these buckets:

• Weak pitch - Your sell sheet didn’t sell. It lacked data, clarity, or a compelling reason to act.
• Not retail-ready - The buyer liked the product but didn’t believe you could deliver at scale.
• Bad timing - Your pitch missed the category review window or they weren’t onboarding in your segment.
• Noncompliance risks - Missing barcodes, no EDI readiness, unclear labeling, or lack of documentation.
• Pricing and margin problems - You couldn’t offer the numbers Walgreens needs to stay profitable on your line.

Buyers rarely spell this out. You’re left to reverse-engineer it from silence or generic rejections.

Fix It & Reapply Strategy

Treat rejection like a status check. Tighten what’s weak.

• Rebuild your sell sheet to be punchier, data-led, and formatted for skimmability.
• Update your retail deck to reflect new performance stats, retail wins, or logistics upgrades.
• Close gaps in operations—EDI, packaging, insurance, and data sync.
• Refine your pricing model to make margin at scale, not just DTC.

Then wait for the next line review cycle, or create a reason to reach out again. A major press mention, a retail test win, or a velocity spike can reopen doors.

Other Entry Points

If Walgreens isn’t ready, find the back doors:

• Regional buyers — Large chains like Walgreens sometimes test products in specific regions before going national. Local reps or brokers may help here.
• Distributors — Selling into regional distributors that already serve Walgreens stores can build credibility from the outside in.
• Pitch programs — Walgreens occasionally runs accelerator events and minority-owned business initiatives. These can bypass traditional buyer routes.

You can also grow outside the system. Land retail wins elsewhere, build real sales momentum, and circle back with proof.

10. FAQ: Common Walgreens Questions Answered

Can I apply to become a Walgreens supplier without having a U.S. company?

No. Walgreens requires all suppliers to have a U.S.-registered legal entity with a valid EIN and W-9. If you’re located overseas, you’ll need to either establish a U.S. company or work through a distributor or importer who already meets Walgreens’ legal and tax requirements.

Can I sell products at Walgreens if I manufacture overseas?

Yes, manufacturing outside the U.S. is allowed. However, you must still handle all import logistics, customs compliance, labeling, insurance, and delivery to Walgreens’ U.S. distribution centers. Walgreens will not assist with import or regulatory issues—those are entirely your responsibility.

How do I get UPC barcodes that meet Walgreens requirements?

Walgreens only accepts barcodes issued by GS1 (Global Standards 1). These are the only barcodes that can be used for GDSN data synchronization, which is required for listing products. If you bought barcodes from a reseller or secondary site, they will not pass Walgreens’ compliance checks.

What if I can’t fulfill large purchase orders for Walgreens?

Then you’re not ready to scale into Walgreens. You must be capable of producing, warehousing, and delivering at volume, while also absorbing Net 60 payment terms and supporting promotions. If you’re still testing manufacturing or working with small batch supply, start with independent retail or online channels before attempting Walgreens distribution.

Can I reapply to Walgreens if my supplier application was rejected?

Yes, but you need to show progress. Improve your documentation, pricing, retail traction, or compliance infrastructure. Then reapply with a stronger pitch and updated metrics. Simply submitting the same application again will not get a different result.

Can a sales rep or broker help me get into Walgreens?

Absolutely. Many suppliers—especially smaller or international ones—use brokers or manufacturer representatives who already have relationships with Walgreens category managers. A good rep knows which categories are being reviewed and can help tailor your pitch. Most charge a commission on sales or a small retainer, and in many cases, they are the only realistic way in if you lack direct access.

Who receives vendor deliveries at Walgreens stores?

At the store level, Customer Service Associates (CSAs) or store management staff are typically authorized to sign for and check in vendor-managed deliveries. You won’t always need a manager available, but delivery drivers must follow proper check-in protocols.

Are vendors responsible for stocking their products in Walgreens?

Yes, especially in DSD (Direct Store Delivery) categories like beverages or seasonal items. Vendors are often expected to stock their own shelves, coolers, or floor displays. Some stores will even refuse delivery if the vendor won’t put away their product. Coordination with store managers is critical to ensure compliance.

How does invoicing work if I deliver to multiple Walgreens locations?

For rack jobber or DSD models, you may be responsible for tracking and submitting invoices per store. Walgreens does not always automate payments across stores, and if you don’t manage it carefully, you risk delays in getting paid. It’s critical to have a reliable invoicing and reconciliation process in place—especially if you’re servicing hundreds of locations.

11. Need a Partner That’s Done This Before?

Getting into Walgreens is one thing.

Staying compliant, shipping on time, and surviving the backend load is another.

At CrossBridge, we don’t just help you “apply.” We operate the systems that keep your brand retail-ready—before, during, and after approval.

We handle:

• Application prep and buyer outreach (typically through sales reps)
• EDI setup, testing, and integration
• ERP systems aligned with Walgreens’ vendor rules
• Inventory, warehousing, and fulfillment
• U.S. company setup, tax docs, and liability insurance

Most brands don’t need to build from scratch—we plug them into a system that’s already working.

If you’re aiming for Walgreens—or wondering if you’re actually ready—book a free strategy call.

We’ll map the cleanest path from pitch to purchase order.