Retail Veteran Reveals What It Really Takes to Succeed with Walmart and Major Chains

Success with America's largest retailers requires far more than a single product pitch, according to retail distribution expert Mitch Gould. Drawing on over three decades of experience working directly with giants like Walmart, Costco, and Home Depot, Gould emphasizes that these retailers are tightening requirements around pricing discipline, supply chain reliability, and regulatory compliance, evaluating brands more rigorously than ever. He notes that Walmart, the world's largest retailer with over 10,000 stores and $600 billion in annual revenue, operates on a high-volume, everyday-price model that depends entirely on reliable replenishment and steady inventory flow. For brands, this means operational consistency is the true test for long-term shelf placement, not just initial approval.

Gould's deep understanding of mass retail was shaped by early guidance from his mentor, R.D. Wells, a consumer distribution leader who personally knew Walmart founder Sam Walton. This connection became firsthand when Gould traveled to Walmart's Bentonville headquarters to present a national launch opportunity, bringing actor Steven Seagal and his energy drink brand Lightning Bolt as part of a rollout that expanded into thousands of stores. He stresses that retailers like Walmart aren't looking for short-term demand spikes but for products that perform week after week, with staying power on the shelf depending entirely on reliability. Throughout his career, Gould has worked directly with many of the largest U.S. retail chains, including Costco, Home Depot, Lowe's, Walgreens, and CVS.

While early retail relationships were often built through in-person buyer meetings, today's environment requires year-round engagement across operational readiness, inventory planning, and performance monitoring. Gould continues to advise brands on how to prepare for and navigate the U.S. retail landscape by focusing on execution, discipline, and long-term sustainability rather than short-term wins. As a third-generation retail distribution and manufacturing expert, he has represented iconic consumer brands like Igloo, Rubbermaid, Sunbeam, and Miracle-Gro, as well as high-profile celebrity brands including Steven Seagal, Hulk Hogan, and Chuck Liddell, securing placements with major retailers and building national sales teams through a hands-on, execution-driven approach.