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Warehouse club players in the US realise that most their profits do not emanate from the sale of goods. Products stocked in warehouse clubs are typically sold in bulk at substantially lower prices than most other retail channels, leading to low margins.
Warehouse clubs has been relatively slow to adapt to the rise of e-commerce in the US. Yet as sales migration to internet retailing continues to increase across most channels of fast-moving consumer goods, warehouse club operators have started to improve their e-commerce strategies.
In every year since 2005, the number of warehouse club outlets in the US has steadily crept upwards, as consumers across the US have rushed to embrace the retail channel, even managing to increase outlet numbers during the economic downturn of 2008-2009. However, in 2018, this exceptional run of growth finally came to an end, as Walmart’s conversion of a number of its Sam’s Club wholesale club locations to e-commerce fulfilment centres at the start of the year pushed the entire channel into negative outlet growth.
In 2018, Costco Wholesale Corp continued to gain strong value share in warehouse clubs. Although part of Costco’s success can be attributed to its embrace of the typical warehouse club model – which involves offering a well-curated selection of goods, usually packaged in bulk, at extremely competitive price points – the key to its dominance lies in where it differs from its competitors.
In January 2018, Sam’s Club (Walmart) sent shockwaves through the US retailing landscape by announcing the closure of 63 stores (including three located in Puerto Rico). Although, Sam’s Club had appeared to be performing well, it continued to rank second far behind Costco in terms of value sales, despite owning a higher number of outlets in the US.
BJ’s Wholesale Club Inc’s historic focus on the Northeast and its (relatively) small outlet count has meant that it remains third in rankings behind Walmart with Sam’s Club and Costco Wholesale Corp. However, BJ’s has had at least one theoretical advantage over its larger rivals, in that – since 2011 – it has been privately owned and operated by private equity firms.
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Discover the latest market trends and uncover sources of future market growth in the Warehouse Clubs industry in USA with research from Euromonitor's team of in-country analysts.
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