Summer Fancy Food Show
Club stores demand demonstrations
The club channel often “breaks brands open wide,” which means businesses need to be all in on marketing, production and distribution, Kelleher said. “If you don’t want or can't demonstrate your product in club stores, this is not your channel,” he added. He also noted that club stores like to be offered something unique, such as a flavor, variety pack or special size pack. Club stores also take the lowest margin at only 12-20%, but they expect companies to take the same amount, too, Kelleher said.
