Welcome!
Mass Marketing Services
brings you the best in club brokerage.

Establishing valued connections for over 25 years.

Explore
our work or contact us
to discuss how we can help you.

Welcome!
Mass Marketing Services
brings you the best in club brokerage.

Establishing valued connections for over 25 years.

Explore
our work or contact us
to discuss how we can help you.

Welcome!
Mass Marketing Services
brings you the best in club brokerage.

Establishing valued connections for over 25 years.

Explore
our work or contact us
to discuss how we can help you.

About Us

Mass Marketing Services began in the earliest days of the club industry to meet the needs of manufacturers by providing the marketing creativity, channel knowledge and sales support to profitably develop, produce and sell their goods to the Club Channel.

For over 25 years – through trusted longstanding partnerships and nurturing emerging brands we have helped bring exceptional products to market. We are committed to excellence and being a respected and reliable broker to our vendors and customers.

Our objective is simple… to make your company’s club aspirations a successful and sustainable reality.

Our Services


We are a full-service brokerage firm specializing in club sales, domestic and international. Our involvement spans all aspects of the business from the initial introduction of the product to closing the sale and managing the account.

While our specialty is food, we explore select opportunities across all departments and categories. Our team’s extensive experience as either former vendors or club employees have created time-tested results in both branded and private-label club business.

Product Development

· We work in partnership with our clients to develop club-specific products.

· Provide special guidance to meet the needs of the club industry, including artwork, packaging, formulation, pricing and marketing support.

· Proactively advise manufacturers on product opportunity gaps, consumer trends and marketing for seasonal opportunities.

Sales & Marketing

· Together, we grow your club business to new heights while ensuring your business stays profitable.

· We set appointments to introduce new items in all regions for our vendors, as well as administer currently active items.

· Analyze promotional programs to ensure appropriate and efficient spending levels.

· Complete regional on-site warehouse checks for competitive items and innovations.

· Monitor and communicate all club personnel changes.

Management & Support

· Our in-house sales support team works with manufacturers to process purchase orders and ensure on-time delivery, verify correct pricing, terms and program information.

· Oversee all promotional programs and spend to reconcile annually.

· Resolve issues regarding deliveries, spoils, accounting, demos, unauthorized deductions, allowances, etc.

· Complete and administer all necessary paperwork, agreement forms, item specification forms and buyer documentation.

Management & Support

Our in-house sales support team works with manufacturers to process purchase orders and ensure on-time delivery, verify correct pricing, terms & program information. Oversee all promotional programs and spend to reconcile annually. Resolve issues regarding deliveries, spoils, accounting, demos, unauthorized deductions, allowances, etc. As well as complete and administer all necessary paperwork, agreement forms, item specification forms and buyer documentation.

Sales & Marketing

Together, we grow your club business to new heights while ensuring your business stays profitable. We set appointments to introduce new items in all regions for our vendors, as well as administer currently active items. Analyze promotional programs to ensure appropriate and efficient spending levels. Complete regional on-site warehouse checks for competitive items and innovations. Monitor and communicate all club personnel changes.

Product Development

We work in partnership with our clients to develop club-specific products. Provide special guidance to meet the needs of the club industry, including artwork, packaging, formulation, pricing and marketing support. Proactively advise manufacturers on product opportunity gaps, consumer trends and marketing for seasonal opportunities.

Our Work


Click below to learn more

Meet The Team


  • John Carlson
    John Carlson Founder
    Learn More

    John is a seasoned professional with over 35 years of discount retail and food merchandising experience stemming from his long-term association of 20+ years with Sol Price, principal owner of FedMart Corporation and The Price Company.

    He has been involved in all aspects of FMCG including store operations, purchasing, site selection, real estate, construction, financial management and President, Director and Chief Executive Officer of corporate operations. During his tenure John has also presided over operation in pharmacy, full-line deli and scratch bakeries in grocery, food service and club channels.

    He co-founded Mass Marketing Service with partner Jordan Lansky in 1989. For 25+ years he has managed and grown the business into what it is today, providing expertise and guidance to his peers, vendors & prospective manufacturers hoping to do business in the club channel.

  • Terry Morales
    Terry Morales Senior Partner
    Learn More

    Terry brings with him more than 30 years of retail and marketing experience.

    Having grown up in a family-owned food manufacturing company, Alex Foods, Inc., now doing business as Don Miguel Mexican Foods, his duties ranged from loading and driving trucks to the consequent role of President of Mexican Foods Division.

    Upon graduating from San Diego State University with a degree in Marketing, Terry spent three years with General Electric in marketing and new product development. This experience was the training and exposure needed to begin his responsibilities within the family organization.

    Terry joined MMS in 1994 and his broad range of experience, management expertise, and professional relationships are a strong compliment to and fortify the Mass Marketing Team.

  • Sarah Anaya
    Sarah Anaya Senior Partner
    Learn More

    Sarah began her carrier in the warehouse club business in the corporate buying offices. During her tenure with Price-Club/Price-Costco/Costco, she gained expertise in departments including fresh foods (bakery, deli, meat, and produce), cooler and freezer; as well as in the International Division setting up of the first international club in Seoul, Korea.

    She joined the MMS team in 1993, as Office Manager. She continues to be a very integral part of the team, coupling her business relationships with key personnel in the Club industry with valuable knowledge of the business from both the buying and selling side of the business.

    Originally, from London, England, Sarah came to the U.S. after finishing her education. She has lived in San Diego, CA ever since.

  • Joni Shepard
    Joni Shepard Partner
    Learn More

    Joni, a native San Diegan, learned the club business during her tenure with Price Club (now Costco Wholesale) in the Risk Management and General Liability departments. She eventually moved to the buying side as an Assistant Buyer in Deli for the San Diego region.

    She gained further experience in freezer, dry grocery, and candy departments working internationally with Costco Mexico and Price Enterprises/Price Smart.

    As a member of the Mass Marketing team since 1996, Joni oversees all office operations. She is also heavily involved in managing private label programs.

  • Lisa Michaud
    Lisa Michaud Partner
    Learn More

    Lisa, a native New Englander, attended Merrimack college in her hometown of Boston. Her professional career began with Fishery Products International where she spent 11 years working her way up the corporate ladder, to ultimately becoming Director of Club and Retail Accounts. This role helped develop her unparalleled knowledge in all classes of trade.

    During her tenure with FPI, Lisa spearheaded the Private Label Commodity Select Brand for Wal-Mart and had a proven record of key account sales growth and development at Costco, Sam’s Club and BJ’s. She has been a valuable asset to the Mass Marketing Team since 2001.

  • Kristina Short
    Kristina Short Partner
    Learn More

    Kristina brings over 20 years of sales, marketing and product development experience to Mass Marketing. Prior to joining the team in 2006, Kristina held senior management positions in club and retail sales for some of the biggest food companies in North America including Sara Lee, Saputo Cheese and Maple Leaf Consumer Foods. She managed brands such as Hillshire Farms, Jimmy Dean Foods, Ball Park Franks and Gallo Salame.

    She has extensive club knowledge and expertise on branded and private label product development. Kristina graduated from the University of California San Diego and brings a wealth of experience, passion and drive to grow your club business to new heights.

  • Michael Freisem
    Michael Freisem Partner
    Learn More

    Mike brings 20+ years of diverse FMCG Sales/Management, Operations and Supply Chain background to the Mass Marketing Team. His experience spans private equity/acquisitions, manufacturing, strategic brand development and sales. He has presided over key accounts and retailers in all classes of trade with proven results in senior management roles. As a member of the team since 2010, he brings practical knowledge and expertise in working with the Club and Mass Channels.

    Mike earned his Bachelor’s Degree from Rochester Institute of Technology and a Master of Business Administration Degree from Regis University in Denver, CO. He is an Ironman Triathlete and endurance mountain biker and lives in Colorado with his wife, 9 year old son and four dogs.

  • Steve Swanson
    Steve Swanson Account Manager
    Learn More

    Steve has been a member of the MMS team since April of 2006. He brings with him diverse knowledge & experience from the club, food and drug channels. Prior to coming to Mass Marketing he worked for Costco for over 10 years, most recently working in inventory control at the San Diego Buying office. He has a BA in Business Administration from Point Loma Nazarene University. Steve is a customer service specialist and point person for key accounts. He and his wife live in San Diego and have a daughter who is currently attending San Diego State University.

  • Rick Cadish
    Rick Cadish Account Manager
    Learn More

    Rick got his start in the food business in 1991 when he moved from Los Angeles to San Diego after purchasing a retail Bakery. Seven years later he sold his business and went to work at Costco’s flagship Morena Blvd. location as their in-house Bakery manager. In 2001, Rick transferred to the San Diego Regional Buying office where he worked as an inventory control specialist covering dry grocery, deli and candy departments. He continued to develop valuable relationships with buyers and vendors alike during his 10 years in the buying office. In 2011, Rick joined the Mass Marketing Services team as an account manager. He manages all aspects of the vendor/Costco business relationship from initial product development to making sure all demo funds are spent appropriately and according to commitment. Being part of the MMS team has been both a challenging and rewarding endeavor and a lot of fun.

  • Kelly Sandquist
    Kelly Sandquist Account Manager
    Learn More

    A San Diego native, Kelly earned her Business Marketing Degree and Masters in International Business from San Diego State University. She first entered the club arena in 2010 with Club Demonstration Services, Costco’s in-house demo company. She spent 2 ½ years at CDS as the Scheduling Coordinator for the Costco San Diego region where she worked closely with buyers and vendors to ensure demos were appropriately booked according to the wants/needs of both parties. Additionally, Kelly had worked on numerous focus events in close collaboration with participating vendors and their respective buyers until she joined the team in June 2013.

    Kelly’s dual-role of Customer Account Manager and Sales Manager showcase her dedication to the success of MMS and the vendors we represent though her continued focus on building and fostering business relationships.

  • Valerie Tenorio
    Valerie Tenorio Administrative Support
    Learn More

    In 1988, Val started working with Price Club in accounting, then as an inventory control specialist for Price Club/Price-Costco/Costco, managing departments to include freezer, cooler & liquor. She was the first ICS selected for the pilot Department 19 Deli test in Costco’s Flagship Morena Blvd. location – which has been expanded to all Costco locations. She left Costco in 2001 and worked for Star Marketing, a Costco food broker. In 2008, she joined the team and has provide sales and administrative support ever since.

  • Kathy Motley
    Kathy Motley Administrative Support
    Learn More

    Kathy started her career with the USPS in 1973 as a Personnel Manager. In 1985, she joined Philip Morris as a Territory Sale Manager responsible for contract management, sales & promotions on corporate accounts including Costco & Wal-Mart. After leaving Philip Morris she became a Customer Service Rep for Anderson Chamberlin, the Costco in-house broker at that time. She joined the Mass Marketing team in 2009 where she assists team in day-to-day operations.

  • River, Golden Retriever
    River, Golden Retriever Office Dog
    Learn More

    River is most often a service dog for his master, Jake…however, he does frequent the office from time to time to clean up any stray crumbs, chase tennis balls down the hallway, sniff out golf balls and/or nap occasionally under the conference room table.

Get In Touch With Us


We look forward to helping your club business grow!