Insight of the Day: Value, consumer savings drive growth for club stores

Findings:

• Membership Model: Club stores operate on a membership basis, fostering loyalty as consumers seek to maximize their annual fee investment by shopping more frequently.

• Value Proposition: They offer lower average costs per item through bulk buying, which is attractive in the current economic climate.

• Competitive Pricing: Club stores negotiate better deals with suppliers, often featuring private label brands comparable in quality to national brands but at lower prices.

• Comprehensive Selection: These stores provide a one-stop shopping experience, which is a significant time-saver for busy consumers.

Trends:

• Growth and Market Share: Despite a slowdown in year-over-year revenue growth due to reduced spending on high-ticket items, warehouse clubs have maintained positive growth and increased their market share from 8.7% to 10.9% from 2017 to 2022.

• Shift in Grocery Market: Traditional food retailers have seen a decline in market share, while non-traditional grocery retailers like mass merchandisers and warehouse clubs have increased their share.

Consumer Motivation:

• Value Orientation: Shoppers are attracted to the lower prices and bulk buying options.

• Convenience: The comprehensive product selection in club stores allows for consolidated shopping trips, saving time and money.

Driving Trends:

• Economic Factors: Current economic conditions make the value proposition of lower prices and bulk buying more appealing.

• Operational Investments: Large retailers like Walmart are increasing competition with lower prices and significant operational investments due to scale efficiencies.

People Referred To:

• Consumers: Mainly value-oriented shoppers, including families and those who entertain often, looking to save money and time.

• Retailers: Both traditional food retailers and non-traditional grocery retailers, such as mass merchandisers, discount stores, and warehouse clubs.

Description of Products:

• Private Label Brands: Food and beverage items comparable to national brands but at lower prices.

• Popular Items: Bottled water, soft drinks, juices, and alcoholic beverages perform well due to their frequent consumption and discounted bulk prices.

Age and Demographics:

• Primarily families and busy individuals across various age groups who value bulk buying and cost savings.

Conclusions:

• Retail Strategy: Retailers should focus on providing value through lower prices, bulk buying, and a comprehensive selection of goods.

• Market Dynamics: Traditional grocers must adapt to the competitive pressures from well-capitalized non-traditional grocery retailers.

Implications for Brands:

• Competitive Pricing: Brands must navigate competitive pricing strategies and bulk offerings to appeal to value-oriented consumers.

• Brand Loyalty: Developing private label brands can help retain customers seeking lower prices without compromising quality.

Implications for Society:

• Shopping Behavior: Increased preference for bulk buying and one-stop shopping experiences can influence broader consumer behavior and retail dynamics.

• Economic Impact: The shift toward non-traditional grocery retailers may challenge smaller regional supermarkets, potentially leading to market exits.

Big Trend Implied:

• Rise of Non-Traditional Retailers: The growing market share and influence of non-traditional grocery retailers like warehouse clubs and mass merchandisers suggest a significant shift in the retail landscape, emphasizing value and convenience for consumers.

Source: https://www.bevindustry.com/articles/96785-value-consumer-savings-drive-growth-for-club-stores