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National Retailers

The national giants — Walmart and Target. The hardest doors to open, but the biggest opportunity in retail.

Walmart

With 4,700+ U.S. stores and $611B+ in annual revenue, Walmart is the single largest retail buyer on the planet. A successful Walmart program can make a brand. The requirements are equally massive.

Vendor Requirements

  • • Retail Link access & EDI compliance
  • • Must Arrive By Date (MABD) compliance
  • • OTIF (On Time In Full) minimum 98%
  • • Liability insurance minimums
  • • Product liability & recall procedures

How It Works

  • • Category review calendar (annual/semi-annual)
  • • Line review presentations with sell-through data
  • • Modular placement — planogram driven
  • • Walmart Connect ad programs (pay-to-play growing)
  • • Sam's Club shared infrastructure (potential dual-path)

Packaging Expectations

  • • Shelf-ready packaging (SRP) increasingly required
  • • Standard case pack dimensions
  • • Walmart-specific UPC/GTIN requirements
  • • Sustainability scorecard compliance
  • • E-commerce ready (ship-in-own-container)

What Walmart Looks For

  • • Can you scale to 4,700 stores?
  • • Price point competitive at everyday low price
  • • Category innovation or white space
  • • Strong brand story + marketing investment
  • • Data-backed category growth story

Target

With 1,960+ stores and a reputation for curated, trend-forward merchandising, Target is where brands go to build premium positioning at mass scale. Target's buyer team is smaller and more selective than Walmart's.

Vendor Requirements

  • • Partners Online portal access
  • • EDI compliance (ASN, invoicing)
  • • Prop 65 and regulatory compliance
  • • Responsible sourcing standards
  • • Product safety & testing requirements

How It Works

  • • Category reviews 2-3x per year
  • • Target buyers value brand story + design
  • • Roundel (Target's ad platform) integration
  • • Target Plus marketplace for extended assortment
  • • Strong emphasis on D&I and emerging brands

Packaging Expectations

  • • Clean, modern design aesthetic
  • • Target-exclusive packaging/sizing welcome
  • • Sustainability commitments (Target Forward)
  • • E-commerce compatible packaging
  • • Shelf presence — visual merchandising matters

What Target Looks For

  • • Design-forward, trend-relevant products
  • • Strong brand identity and storytelling
  • • Can you serve ~2,000 stores?
  • • Differentiation from Walmart assortment
  • • Social media presence and consumer engagement

Start With Regional?

Many brands build a track record with regional chains before pitching national. It's often the smarter path.

Explore Regional Chains How to Get In