2010 Edition

The warehouse club industry is different from every other retail channel. The clubs offer low prices on a limited assortment of merchandise in a wide variety of categories. That philosophy causes buyers to approach purchasing decisions from a unique perspective. The first step in preparing for and successfully selling merchandise to the clubs is to understand the strategies and philosophies buyers follow. This white paper is divided into two sections and will provide all the key points necessary to understand the club buyer’s point-of-view. The sections include: core philosophies and day-to-day strategies.