Breakout Sessions
December 7 & 9, 2010
Clubs Workshop
Costco, Sam’s Club, BJ’s
With the clubs channel poised to grow faster than the market, competition among the major players and vendor partners to capture opportunity is sharpening. Kantar Retail examines the keys to successfully selling club (at the customer and internally) and gaining alignment with the three leading customers. Explore how these dynamic retailers go-to-market and the similar--but different--appeal drivers they employ to attract, retain, and upgrade members while competing to gain greater share from both in-channel and non-channel competitors.
- Assess the recent performance of Sam’s Club, Costco, and BJ’s and calibrate forecasts accordingly.
- Analyze Sam’s unfolding strategy to build its marketplace presence and contemplate how Costco is positioned in response.
- Pinpoint opportunities within the club’s current levers (including promotional and membership marketing activities) to drive member interest.
- Develop a comprehensive perspective of new member expectations and needs within today’s environment.