BJ’s Wholesale Vendor – How to Sell to BJ’s Wholesale and Be a BJ’s Wholesale Vendor!
Transcript for this video is listed below…
Hi everyone! This is Karen Waksman, founder of Retail MBA. Today, I want to talk about becoming a BJ’s Wholesale vendor. The reason I decided to create a video on this particular retailer is because some of you guys love the concept of warehouse stores, like Costco and so forth, and some of you might not have heard of BJ’s. So, I want to talk to you about that because there’s so many opportunities with retail to get your products into stores beyond the basic top retail chains and so forth.
BJ’s is a wholesale retailer. They’re kind of those warehouse type retail stores. It’s a membership only retailer, so you actually have to pay a membership to be part of this organization. People pay a membership, they can go to those stores, they’re a massive warehouse, and ultimately, they get great deals, right? ‘Cause they buy product in bulk and so forth. It’s a great thing, very similar to Costco and so forth. They have over 200 stores that they’re responsible for, so they can buy massive product. If you can think about a warehouse store, usually what you’ll see, is that they actually carry products in a pallet form. A pallet is a lot of products on one singular pallet. A lot of these warehouse retailers actually buy by the pallet, so can you imagine you get BJ’s interested in your product. All of a sudden they buy one pallet for one store, but they have over 200 stores they’re responsible for. If you can add the numbers up, that’s pretty substantial revenue for you. That’s why a lot of people like warehouse stores.
Some of the things to consider though, you definitely need packaging. That’s different for the warehouse stores versus other types of retailers. If you sell to just about any other retailer, you can create your own packaging, on a hanging card or whatever, however it is for that particular store. But, for a warehouse store, they actually require you to create really, really, really heavy packaging ’cause it’s on a pallet, there’s lots of products on there, it could get smooshed, and travel and so forth. They have a lot of different requirements. It does require you to change your packaging to ensure that you can handle, number one the volume, but also the fact that they’re gonna need you to create special packaging. It’s usually called “blister packaging”. It costs more to make, it adds to your bottom line. It’s like that stuff that it’s impossible to break through and so forth. You’re gonna need to create something like that in order to work with a warehouse.
Some people don’t like to do that because it requires them to create all new packaging and it’s a lot of work and so forth. Some people don’t care. They want that packaging, they want to get into that warehouse retailer. And so in your case, you’re gonna have to think about that if you want to go after a BJ’s or a Costco or something like that.
The other thing to think about is that BJ’s actually really talks a lot about the fact that they are very into private label. They buy a lot of private label goods. Basically, what that means, is they have their own brand names and then they buy products from manufacturers like you, and then, when they buy products from you they actually make you put it under their brand name. The packaging will be under your brand name and so forth, so people will not know that it’s coming from you. They’re actually purchasing your product, it’s called “private label”. Essentially, if you go into BJ’s and you see their BJ packaging, that doesn’t necessarily mean that BJ’s is creating it. It’s actually a company like yours that has created it, they just work with you to put their packaging on their product and so forth. If you’re okay with possible selling to BJ’s under their brand name, you don’t care about your name and your packaging all to be on that product, BJ’s can be a great resource for you, as well.
There’s so many things I can share with you about going after a warehouse retailer, like BJ’s. If you want to learn more, I actually have an extensive free training series at my website, retailmba.com. You just put in your email address and I have a six part free retail training series. Very, very powerful. I highly recommend exploring that. You don’t want to just go after these retailers unless you know more about how to actually approach them. There is some finessing that you have to do when you go after these stores. Sometimes I create these videos and I get nervous that you guys are just gonna go after them without knowing what else to do. There’s some things you gotta learn about retail, so take a look at my website, retailmba.com, for the free training. Very, very powerful. I’m not into fluff.
Also, I have a full Retail MBA training program that you can do in a weekend. And that thing, well, you’ll know everything there is to know about going after retail. Next week, you can go after retail chains and so forth. Both of those programs are on my website, retailmba.com.
Anyways, it’s Karen Waksman, Retail MBA. I hope this information provided value. Just a quick tip and strategy. Thanks so much!