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Contents
Report homepage
Contents
Introduction And Abbreviations
Executive Summary
Market Drivers
Market Size & Trends
Warehouse Club Retailers
The Consumer
Future & Forecast
Appendix: Cohort Definitions
Appendix: New Product Developments
Appendix: Trade Associations
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Warehouse Club Buying - US - February 2005
Table of Contents

Introduction And Abbreviations

Executive Summary

Warehouse club market continues to develop as it grows

Growth is strong among the three leading warehouse clubs

Market driven by select consumer groups and strong positioning

BJ’s Wholesale

Costco

SAM’S CLUB

Incidence of consumer warehouse club shopping greater among some

Consumer attitudes and purchasing behavior vary categorically

Among consumer lifestyles groups, some stronger patrons than others

Steady growth expected through 2009

Market Drivers

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After rapid expansion, strong growth continues

Successful strategies launched to grow same store sales

Figure 1: Sales per store at BJ’s Wholesale, Costco, and SAM’S CLUB, 2004

Economic conditions influence consumer patronage to the channel

Figure 2: Households with discretionary income, by age of householder, 2000
Figure 3: Per capita personal disposable income, 1998-2003

Select consumer cohorts prove to be frequent shoppers

Figure 4: U.S. population projections, by age groups, 2000-2010
Figure 5: Households with children under age 18 present, by age of householder, 1994-2004

Developments in consumer warehouse experience creates broader appeal

Figure 6: Quarterly U.S. retail e-commerce sales, 1999-2004

Market Size & Trends

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Figure 7: Net sales of warehouse clubs in the U.S., at current and constant prices, 1999-2004
Figure 8: Graph: Net sales of warehouse clubs in the U.S., at current and constant prices, 1999-2004
Figure 9: Membership revenues of warehouse clubs in the U.S., at current and constant prices, 1999-2004
Figure 10: Number of warehouse club locations in the U.S., 1999-2004

Warehouse Club Retailers

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Retailer Characteristics

Competition within channel and with other channels

Turning a profit on a no-frills budget

Profiles

BJ’s Wholesale

Figure 11: BJ’s Wholesale net sales, at current and constant prices, 1999-2004
Figure 12: Graph: BJ’s Wholesale net sales, at current and constant prices, 1999-2004
Figure 13: BJ’s Wholesale Club, retail locations, 2002 & 2004
Marketing and promotions

Costco

Figure 14: Costco net sales, at current and constant prices, 1999-2004
Figure 15: Graph: Costco net sales, at current and constant prices, 1999-2004
Figure 16: Costco, merchandise categories as a percent of total sales revenue, 2002-2004
Figure 17: Costco, membership options, 2005
Figure 18: Costco, retail locations, 2002 & 2004
Marketing and promotions

SAM’S CLUB

Figure 19: SAM’S CLUB net sales, at current and constant prices, 1999-2004
Figure 20: Graph: SAM’S CLUB net sales, at current and constant prices, 1999-2004
Figure 21: SAM’S CLUB, merchandise categories as a percent of total sales revenue, 2001 & 2004
Figure 22: SAM’S CLUB, retail locations, 2002 & 2004
Marketing and promotions

The Consumer

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Overview

Demographic Profile of Warehouse Club Shoppers

Introduction

Figure 23: Indexed demographic profile of warehouse club shoppers, May 2003-April 2004

Shopping frequency

Figure 24: Patronage of warehouse clubs and mass merchandisers, May 2003-April 2004
Figure 25: Patronage of warehouse clubs and mass merchandisers, by gender, May 2003-April 2004
Figure 26: Patronage of warehouse clubs and mass merchandisers, by age, May 2003-April 2004
Figure 27: Patronage of warehouse clubs and mass merchandisers, by household size, May 2003-April 2004
Figure 28: Patronage of warehouse clubs and mass merchandisers, by household income, May 2003-April 2004
Figure 29: Patronage of warehouse clubs and mass merchandisers, by race and ethnicity, May 2003-April 2004
Figure 30: Patronage of warehouse clubs and mass merchandisers, by region, May 2003-April 2004

Purchasing patterns of warehouse club shoppers

Figure 31: Club shoppers’ purchasing habits at warehouse clubs and at mass merchandisers, May 2003-April 2004
Figure 32: Club shoppers’ purchasing habits at warehouse clubs and at mass-merchandisers, by gender, May 2003-April 2004
Figure 33: Club shoppers’ purchasing habits at warehouse clubs and at mass merchandisers, by household income, May 2003-April 2004

Attitudes towards shopping: Warehouse clubs vs. mass-merchandisers

Figure 34: Attitudes toward shopping by consumers frequenting warehouse clubs and mass-merchandisers, May 2003-April 2004

Purchasing Behavior and Opinions of Warehouse Club Shoppers

Shopping behavior

Figure 35: Warehouse clubs shopped within the past six months, December 2004
Figure 36: Categories most frequently shopped at warehouse clubs in the past six months, December 2004

Attitudes toward warehouse club shopping

Figure 37: Attitudes toward shopping at warehouse clubs, December 2004
Opinions on the competitive impact of warehouse clubs
Figure 38: Attitudes on the competitive impact of warehouse clubs, December 2004
Figure 39: Attitudes on the competitive impact of warehouse clubs, by gender, marital status and income, December 2004

Consumer Lifestyle Cohorts

Lifestyle segment shopping patterns

Figure 40: Top 10 consumer cohorts, by warehouse and mass-merchandiser patronage, May 2003-April 2004
Figure 41: Top cohort groups shopping at warehouse clubs, by shopper index, May 2003-April 2004
Figure 42: Category purchases by top warehouse shopping cohorts at warehouse clubs, May 2003-April 2004
Figure 43: Category purchases by top warehouse shopping cohorts at mass merchandisers, May 2003-April 2004
Figure 44: Clothing, accessories, footware and jewelry purchases by top warehouse shopping cohorts, May 2003-April 2004
Figure 45: Appliances, electronics, computers, housewares and furniture purchases by top warehouse shopping cohorts, May 2003-April 2004
Figure 46: Hardware, home improvements and automotive purchases by top warehouse shopping cohorts, May 2003-April 2004
Figure 47: Sporting goods and toys purchases by top warehouse shopping cohorts, May 2003-April 2004
Figure 48: Food, drug, cosmetics and other purchases by top warehouse shopping cohorts, May 2003-April 2004
Figure 49: Average weekly grocery expenditures for top warehouse shopping cohorts, May 2003-April 2004

Lifestyle segment attitudes toward shopping

Figure 50: Cohort shopping behavior and influence of product assortment, May 2003-April 2004
Figure 51: Cohort shopping behavior and favorite stores, May 2003-April 2004
Figure 52: Cohort shopping behavior and pricing dynamics, May 2003-April 2004
Figure 53: Cohort shopping behavior and location of store, May 2003-April 2004
Figure 54: Cohort shopping behavior and shopping preferences, May 2003-April 2004

Summary

Demographics and warehouse club shoppers

Purchasing behavior and opinions of warehouse club shoppers

Consumer lifestyle cohorts

Future & Forecast

FUTURE TRENDS

The rules of the warehouse club game are dynamic

Direct competition from other retail channels expected to intensify

International operations, the impact of venturing into new markets

MARKET FORECAST

Overview

Figure 55: Forecast of U.S. warehouse club net sales, 2004-2009
Figure 56: Graph: Forecast of U.S. warehouse club net sales, 2004-2009

BJ’s Wholesale Club

Figure 57: Forecast of BJ’s Wholesale net sales, 2004-2009
Figure 58: Graph: Forecast of BJ’s Warehouse net sales, 2004-2009

Costco

Figure 59: Forecast of Costco net sales, 2004-2009
Figure 60: Graph: Forecast of Costco net sales, 2004-2009

SAM’S CLUB

Figure 61: Forecast of SAM’S CLUB net sales, 2004-2009
Figure 62: Graph: Forecast of SAM’S CLUB net sales, 2004-2009

Appendix: Cohort Definitions

Figure 63: Description of lifestyle cohorts in the married couples segment, 2004
Figure 64: Description of lifestyle cohorts in the single females segment, 2004
Figure 65: Description of lifestyle cohorts in the single males segment, 2004
Figure 66: Description of nonclassifiable lifestyle cohorts, 2004

Appendix: New Product Developments

Warehouse clubs review

Figure 67: GNPD new product private label and branded rollouts, by warehouse club, 2001-2004
Figure 68: GNPD total new product rollouts in warehouse clubs, by specific product category, 2002 and 2004*

New product briefs

Bakery—Cinnabon CinnaPoppers Ready-To-Bake Mini Cinnamon Swirls

Beverage—Berkeley & Jensen Coffee Extension

Confectionery—Kirkland Signature Chocolates of the World

Desserts and ice cream—BJ’s Restaurant The Pizookie

Healthcare—HealthBalance Zinc Tablets

Household products—Member’s Mark Improved Trash Bags

Meals and meal centers—Berkley & Jensen Stir Fry Meals

Processed fish, meat, eggs—Tyson Kirkland Signature Chicken Breast Portions

Side dishes—Inn on the Creek Food Service Pack Cheddar Cheese Potato Side Dish

Snacks—Kirkland Signature Fruit & Nut Medley

Appendix: Trade Associations