Club Pack Packaging: 7 Proven Steps to Win Costco and Sam’s Club
Club pack packaging is the gatekeeper between a dry food brand and the warehouse club aisle. The channel is huge: Costco’s fiscal 2025 Form 10-K reports 81.0 million paid members and 914 warehouses, with a 92.3% renewal rate in the U.S. and Canada.
Sam’s Club is just as significant. Walmart’s fiscal 2026 Form 10-K lists Sam’s Club U.S. net sales of $93.0 billion across 601 clubs. For snack, nut, powder and single-serve brands, a club program can mean a major step up in volume.
The catch is that clubs buy differently from grocery. They carry fewer items, sell in bulk and expect product to arrive on the floor ready to sell. A retail SKU that works on a grocery shelf usually needs a new count, a new outer pack, new barcodes and a new pallet plan before a club buyer will take it seriously.
This guide walks procurement and supply-chain teams through seven steps that shape a successful club pack packaging program for dry foods, from multipack design and display-ready shippers to labeling, food safety, testing and choosing the right co-packer.
Table of Contents
- What Club Pack Packaging Is and Why Clubs Demand It
- Designing the Multipack: Count, Format and Variety Packs
- Display-Ready Shippers and Pallet Configuration
- Case Labels, GTINs and the Barcode Hierarchy
- Date Coding, Shelf Life and Lot Traceability
- Food Safety Certification and Audit Readiness
- Testing, Cost per Unit and Choosing a Co-Packer
1. What Club Pack Packaging Is and Why Clubs Demand It
A club pack is a multi-unit version of a product built specifically for warehouse club retail. It might be a 24-count box of single-serve snack bags, a twin pack of large stand-up pouches, or a variety pack of powdered drink mix stick packs. It is sold as its own item, with its own UPC, not as a loose bundle of retail units.
The club business model drives the format
Clubs keep their assortment tight. Costco’s 10-K states that each core warehouse carries fewer than 4,000 active SKUs, that many consumables are sold only in case, carton or multiple-pack quantities, and that merchandise is displayed on pallets in large quantities to reduce labor. Every one of those points shapes the package.
Club pack vs. standard retail pack
- Count: higher unit count or larger net weight than the grocery version.
- Identity: a unique UPC and item description, separate from the single unit.
- Presentation: graphics readable from several feet away on a pallet.
- Logistics: case and pallet built to travel through the club distribution network with minimal handling.
In short, club pack packaging is a separate product launch, not a resize. Treating it that way reduces rework later.
2. Designing the Multipack: Count, Format and Variety Packs
The first design decision is the count. It has to hit a price point the buyer believes in, fit the shipper footprint and still feel like a value to a member pushing a flatbed cart. Count and price are closely linked, so prepare a few options rather than one fixed configuration.
Common dry-food club formats
- Single-serve multipacks: 1–2 oz snack bags, trail mix or nut packs collected in a printed carton or shrink-bundled tray.
- Stick pack and sachet cartons: powdered drink mixes, electrolytes, protein or collagen in 20–60 count boxes.
- Twin or triple packs: two or three full-size pouches, jars or canisters banded or shrink-wrapped together.
- Large-format pouches: stand-up pouches of coffee, rice, nuts or baking mix at a bigger net weight than grocery.
Variety packs: high appeal, higher complexity
Variety packs are popular in clubs because they let members try several flavors at once. They also add complexity. Each flavor must be produced, staged and counted accurately, and the final mix must match the label every time.
Variety packs are essentially a kitting job. Our guide to automated food kitting explains how structured assembly lines keep counts accurate and labor predictable when several components go into one outer pack.
Choose secondary packaging on purpose
Printed cartons protect fragile items like chips, shrink-wrapped trays suit sturdy jars or canisters, and display boxes with tear-away fronts double as the merchandising unit. In club pack packaging, the right choice depends on product fragility and price point.
3. Display-Ready Shippers and Pallet Configuration
Clubs merchandise from the pallet, so the pallet is effectively your shelf. The goal is a load that arrives intact, sets up fast and looks full and organized on the floor.
Start with the pallet standard
Pallet rules are set by each retailer and change over time. For example, pooled pallet provider iGPS summarizes Sam’s Club pallet requirements as 48 x 40 inch 9-block pallets from approved pooling providers for domestic programs, noting that stringer and GMA pallets are not accepted. Always confirm the current specification with your buyer and the retailer’s supplier documents before you lock a design.
Design the shipper around the pallet
- Footprint: case dimensions should tile the pallet with minimal overhang or wasted space.
- Compression strength: corrugated grade must hold up under stacked weight, warehouse humidity and transit time.
- Merchandising faces: know which sides of the pallet will face shoppers and print accordingly.
- Easy open: perforated trays or tear strips let associates set up without knives or tools.
4. Case Labels, GTINs and the Barcode Hierarchy
Barcodes are where many new club programs stumble. Every packaging level needs a correct identifier so receiving, inventory and point-of-sale systems all see the same item. Clean data here prevents chargebacks and receiving delays.
Build a proper packaging hierarchy
Under the GS1 system, each level of packaging gets its own Global Trade Item Number. The GS1 US introduction to the GTIN explains how an indicator digit signals the packaging level for cases built from a single item. In practice, the club pack sold to members needs its own UPC, and the shipping case that holds those club packs needs its own case-level GTIN.
Choose the right case symbol
The North American guidance for standard case code labeling notes that ITF-14 carries only the case GTIN. When the retailer wants lot numbers or dates encoded on the case, GS1-128 is one common option because it can carry that extra data, and newer carriers such as GS1 DataMatrix are also covered. Ask the buyer which they expect.
Watch out for mixed cases
Variety packs need special care. GS1 US help documentation notes that a case holding several different GTINs is treated as a mixed case. The cleaner approach for clubs is usually to give the finished variety pack its own UPC, so the case contains one consistent item.
Preparing a Club Program for Your Dry Food Brand?
Pack’n Fresh assembles multipacks, variety packs, display boxes and shrink-wrapped club packs in an SQF Level 2 certified facility with full lot traceability. Tell us your target format and timeline.
5. Date Coding, Shelf Life and Lot Traceability
Each club pallet sits in distribution centers, trucks and on the floor before it sells. Buyers want enough remaining shelf life on arrival to sell through, so confirm the minimum during vendor setup.
Code every level
- Inner units: best-by date and lot code on each single-serve bag or stick pack where space allows.
- Club pack: a clear, human-readable date and lot on the outer carton or tray.
- Case and pallet: date and lot on the case label so receivers can rotate stock.
Protect shelf life through packaging choices
For dry foods, moisture and oxygen are the main enemies. Barrier films, good seal integrity and, where appropriate, nitrogen flushing help nuts, snacks and powders stay fresh across a longer club supply chain. Testing shelf life on the actual club pack format, not just the grocery unit, avoids surprises.
Traceability is non-negotiable
If a component in a variety pack has an issue, you must be able to identify every finished club pack that contains it. That means recording which inner lots went into which outer lots during assembly. A strong ERP and lot tracking system makes mock recalls fast instead of painful.
6. Food Safety Certification and Audit Readiness
Big retailers expect suppliers to prove food safety through recognized third-party certification. Walmart, which owns Sam’s Club, announced in 2008 that suppliers of its private label and other food items would need certification under a GFSI-recognized food safety standard.
Costco’s expectations
Costco works with certification schemes too. The SQFI supplier addendums page states that Costco requires unannounced supplier food safety audits, and that suppliers can use an SQF code together with a Costco-specific guideline. Requirements differ by product and program, so confirm the details with the buyer early.
What this means for your packer
If a co-packer produces your club pack, its facility certification becomes part of your supplier approval. Ask for the current certificate, recent audit score, scope of certification and how the site handles unannounced audits.
- Is the facility certified to a GFSI-benchmarked scheme, such as SQF?
- How are allergens segregated and scheduled?
- How is sanitation verified between runs?
- How fast can the team complete a mock recall?
7. Testing, Cost per Unit and Choosing a Co-Packer
A club pack that looks great in a render still has to survive transit, hit a landed cost the buyer accepts and be produced reliably at volume.
Test the package before the buyer does
The International Safe Transit Association publishes a test specific to this channel. The ISTA Project 6-SAMSCLUB preview describes it as a general simulation test for packaged products shipped through the Sam’s Club distribution system. Sam’s Club also sets its own packaging and pallet requirements, so confirm them with your buyer.
Even when a formal test is not requested, drop and compression checks on a pilot pallet are cheap insurance for new club pack packaging.
Manage cost per unit and freight
Club pricing leaves little room for waste. The biggest cost levers usually sit in packaging materials, labor per pack and how many units fit on a pallet and a truck. Small changes to case size or count can improve cube utilization and lower freight per unit.
Our article on food packaging cost reduction covers practical ways to trim material and labor costs. Actual savings depend on your product, volumes and suppliers, so model several scenarios before committing to a format.
Choose a co-packer built for club work
- Assembly capability: multipacks, variety packs, display boxes and shrink-wrap under one roof.
- Certification: a GFSI-benchmarked certificate such as SQF.
- Traceability: component-to-finished-good lot tracking.
- Location: a central shipping point helps reach distribution centers across the country.
- Flexibility: the ability to run pilot quantities for buyer samples, then scale.
If central U.S. logistics matter to your plan, see our overview of choosing a food co-packer in Texas.
How Pack’n Fresh Supports Club Pack Programs
Pack’n Fresh is an SQF Level 2 certified contract packer for dry food, based in Grand Prairie, Texas, and serving brands nationwide since 2017. We handle kitting and assembly, multipacks, club packs, display boxes, shrink-wrap, labeling and coupon or literature inserting, alongside primary packaging such as pouches, stick packs, sachets, cartons, cups, cans and jars up to 5 lb.
Our Microsoft Dynamics 365 ERP provides full lot traceability and fast mock recalls, which matters when many inner lots go into one variety pack. Digital Ingredient Locking halts production if the wrong material is scanned, siloed scheduling supports allergen control, and ATP swabs verify sanitation between runs.
We are FDA-registered and FSMA-compliant, with USDA Organic, Kosher, Non-GMO and Gluten-Free certifications. Our owners bring food science and QA backgrounds, and our team is flexible enough to support startups and scaling brands, from ingredient and packaging sourcing all the way to finished, shelf-ready product.
Conclusion
Warehouse clubs reward club pack packaging that makes life easy for buyers, distribution centers and members: the right count, a display-ready shipper, accurate GTINs, clear date coding, recognized certification and packaging that survives transit.
Treat club pack packaging as its own product launch. Start with the buyer’s current requirements, build and test a pilot pallet, and choose a co-packer that can assemble, trace and scale your program. The upfront work pays off when your pallets roll straight onto the club floor.
Frequently Asked Questions About Club Pack Packaging
What is club pack packaging?
Club pack packaging is a multi-unit or larger-format version of a product built for warehouse clubs such as Costco and Sam’s Club. It usually carries its own UPC, comes in a display-ready case and ships on a pallet designed for floor merchandising. For dry foods, common examples include snack multipacks, stick pack cartons and twin-pack pouches.
Do club packs need a different UPC than retail units?
Yes. A club pack is a different trade item from the single retail unit, so it needs its own GTIN, usually printed as a UPC. The shipping case that holds the club packs also needs a case-level GTIN. GS1 US guidance explains how packaging levels are identified, so plan your full barcode hierarchy before artwork is finalized.
What certification do warehouse clubs expect from food suppliers?
Large retailers commonly expect a GFSI-benchmarked certification such as SQF, BRCGS or FSSC 22000. Walmart, the parent of Sam’s Club, announced a GFSI requirement for many food suppliers in 2008, and SQFI notes Costco requires unannounced audits. Exact requirements vary by program, so always confirm them directly with your buyer and the retailer’s supplier documents.
How do I make a variety pack for a club store?
Produce each flavor separately, then assemble them into one outer carton or tray with a fixed, labeled mix. Give the finished variety pack its own UPC so the shipping case holds a single consistent item. Record which inner lots went into each finished lot, and test the pack and pallet for transit before the first order ships.
Should my club pack be tested before shipping?
Testing is strongly recommended. ISTA publishes Project 6-SAMSCLUB, a simulation test for packaged products moving through the Sam’s Club distribution system. Even when a formal test is not required, drop, compression and vibration checks on a pilot pallet help catch weak cases, poor stacking patterns and seal failures before they become costly chargebacks.
Ready to Build Your Club Pack Program?
Pack’n Fresh combines SQF Level 2 certification, ERP-driven lot traceability and Digital Ingredient Locking with kitting, multipack, display box and shrink-wrap capabilities. From sourcing to shelf, we help dry food brands prepare club pack formats from our Grand Prairie, Texas facility.