How to Get Your Product into Sam's Club / Costco China
The real process of getting foreign products onto the shelves of China's membership clubs.
Membership clubs are some of the fastest-growing retail channels in China. Getting in is not about sending a cold email — it is about matching what buyers need.
Getting into Sam's Club and Costco China requires import compliance and a competitive landed cost plus a buyer-ready sell-through plan.
Understand the buyer's job
A Sam's Club or Costco buyer is evaluated on turnover per SKU, margin and member value. They want products that are proven, differentiated and ready for volume.
Meet the entry requirements
You need full import compliance, a competitive landed cost, a stable supply chain, and a local sell-through plan.
The process
Channel fit assessment, buyer introduction, negotiation, sampling and compliance review, then first order and shelf placement.
Why most foreign brands fail
They pitch before they are ready — no compliance, no cost model, no sell-through plan. Preparation is 80% of the outcome.
Frequently asked question
What are the requirements to sell in Sam's Club China?
You need full import compliance and a competitive landed cost plus a stable supply chain and a local sell-through plan.