How we did it
An established granola cereal company faced a significant challenge when its product was delisted from Costco’s shelves. To overcome this setback, it turned to Acosta’s Costco team, powered by ADW, for assistance. Our goal was not only to regain their presence at Costco but also to do so with a revitalized strategy that would resonate with both Costco buyers and members.
From the outset, the Acosta team leveraged its deep-rooted relationships and extensive knowledge of the Costco landscape. Unlike the client’s previous representation, we facilitated direct, face-to-face meetings with each regional Costco buyer. These meetings were crucial in reshaping the narrative around the granola brand, allowing us to rebuild and strengthen the relationship with Costco.
Next, we collaborated closely with the client to craft a compelling volume buy proposal that aligned seamlessly with Costco’s objectives. This strategy captured the attention of regional buyers and incentivized their participation across all U.S. Costco locations, setting the stage for a successful reintroduction of the brand.
In just two years, this strategy generated $12 million in sales for the client, reaffirming the granola cereal’s strong value proposition to Costco members. Our team’s alternative pricing strategy recommendation during annual negotiations also helped save the client an additional $300,000 in revenue.
The successful relaunch of the granola cereal brand at Costco underscores the value of our partnership. Through our national scale, intimate knowledge of the Costco retail environment, and the trust we’ve cultivated with buyers, Acosta’s Costco team delivered a comprehensive solution that maximized ROI for our client while enhancing value for Costco members.