Rebuilding Trust, Reclaiming Costco Shelves
How ADW’s Long-Standing Relationship with Costco Put a Pantry Favorite Back in the Spotlight
How We Did It
A well-known granola cereal was pulled from Costco shelves, clearly a significant blow to their business. They needed more than a new pitch or a passive sales sheet. They needed a partner who knew how to get buyers excited to do business again.
That’s where ADW, our Costco experts, came in.
We had one goal: Get the brand back into Costco stores and do it in a way that would stick. So, we went back to the fundamentals that matter most.
- Building on trust: We used our long-term relationships with Costco to plan face-to-face meetings. No emails, no middlemen, just real conversations based on years of trust.
- Showing up differently: Unlike the client’s previous agency, our ADW team connected with every regional buyer, reminding them why Costco members were already big fans of the brand. That extra effort made all the difference.
- Designing the right offer: We listened closely and struck a volume deal that complemented Costco’s business goals. It was the right offer at the right time—and it worked.
- Activating nationwide: Our approach captured the attention of buyers everywhere and incentivized participation across all U.S. locations, setting the stage for a win-win comeback.
The results were clear. In just two years, our strategy generated $12 million in sales for the brand, reaffirming its strong value proposition to Costco members. And thanks to more strategic pricing, we helped preserve $300,000 in revenue during annual negotiations.
This effort wasn’t just about reclaiming shelf space. It was about rebuilding a brand’s presence with purpose and staying power.
With our global infrastructure, deep knowledge of Costco’s retail environment, and trusted relationships, we didn’t just reopen the door—we gave this brand a stronger way back in.
If your brand is looking for its way in at Costco, let’s chat.
