What to Know Before Your First Call to a Co-Packer

The most common mistake brands make when approaching a co-packer isn't anything complicated. It's calling before they're ready.

A first call that goes well takes about 20 minutes. You walk away with a realistic sense of whether the co-packer can run your product, what the timeline looks like, and what the next step is. A first call that goes badly is a fishing expedition where neither party can give the other useful information, because the brand hasn't figured out the basics yet.

Here's what you need to have figured out before you dial.

Have a formula, not an idea

The most important thing a co-packer needs to know is what you're making — and "a protein powder, kind of like Athletic Greens but different" is not enough information. A formula has ingredients, percentages, and a target fill weight. If you're still figuring out the recipe, finish that first. A co-packer can't quote your job, can't tell you whether they can run it, and can't tell you what equipment they'd use until they know what's in it.

You don't need a finalized spec sheet on call one. But you need a formula.

Know your format and your target fill weight

Sachet? Stick pack? Zipper pouch? Single-serve or multi-serve? These aren't details you figure out later — they determine which machines can run your product, what your film costs, and what your per-unit economics look like. The co-packer will ask, and "I don't know yet" is a conversation stopper.

Fill weight matters because it drives sachet sizing, and sachet sizing needs to be confirmed against the machine before you order film. More on that in the film chapter of the Real Runs guide.

Have a volume in mind

Not a commitment — a number. Most co-packers have minimum order quantities. Small-batch facilities like North Lakes can run 1,000–5,000 units per flavor. Larger facilities typically won't touch anything under 25,000–50,000 units. Knowing your target volume tells the co-packer immediately whether you're a fit for their operation.

If you're a new brand with no existing sales, the right number is almost always smaller than you think. The math on why to start small is worth reading before you commit to anything.

Have a timeline — a real one

Not "as soon as possible." A date you're working toward and a reason for it. Launching at a trade show in 90 days is a timeline. "I'd like to move fast" is not. A real timeline lets the co-packer tell you whether they can hit it, and what needs to happen in what order to make it work.

Know whether your product is food or supplement

This changes the documentation requirements significantly. Supplements require identity testing on every dietary ingredient under FDA cGMP regulations. Food products have a different (generally simpler) documentation path. Your co-packer needs to know which category you're in before they can tell you what they need from you.

What to expect from a good first call

A co-packer who's a good fit for your brand will ask these questions early: What's in it? What format? What volume? What's your timeline? Are you food or supplement? If they can't tell you their minimum order quantity, their typical lead time, and whether they have experience with your product type in the first 20 minutes, that's a signal.

A good first call ends with a clear next step — usually a quote request with a simple intake form, or a referral to their proof-of-concept process. If it ends with vague follow-up and no concrete next step, keep looking.

Red flags to listen for

• "We can do anything" — a generalist facility that runs every format at every volume for every category is usually a facility that does none of them particularly well
• No mention of their minimum — they're waiting to hook you before they tell you the number
• Pressure to commit on the first call — legitimate co-packers don't do this
• Vague answers on turnaround time — "depends on the run" is not a timeline

The best co-packer relationships start with a first call where both sides are honest about what they can and can't do. If a co-packer tells you on call one that your product isn't a fit for their equipment, that's not a rejection — that's them saving you weeks of back-and-forth.