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Sam's Club Buying and Operating $149.00

2019 Edition

Since 1992, the buying and operating philosophy at Samís Club has changed frequently. In 1992, Dean Sanders was president and chief executive officer of Samís with the company primarily focused on the business member. In 1995, Joe Hardin, Jr. replaced Sanders (who retired) and Samís focus changed to the retail member. In 1997, Mark Hansen was hired to replace Harden (who resigned). During Hansenís tenure, Samís created a ďstore within a storeĒ concept for its pet and book departments, updated Samís out-of-the-box member benefits program and introduced the companyís Memberís Mark private label line.

In 1998, Thomas Grimm (previously founder, president and chief executive officer of Price Savers) was hired to replace Hansen (who resigned). Samís focused on its retail members. It worked to improve the quality of the merchandise it stocked, it added signage and it expanded the number of locations with fresh food departments.

In 2002, Kevin Turner was hired to replace Grimm (who retired). Turner took Samís buying and operating focus back to the business member. However, in 2005, Turner resigned, and Doug McMillon was promoted to president and chief executive officer (McMillon is now president and chief executive officer of Walmart). McMillon, who worked closely with Turner, continued Samís focus on the business member while increasing the companyís focus on the consumer member.

Brian Cornell replaced McMillon in 2009. Under Cornell, the changes included: introducing the eValues coupon program (now called Instant Savings), private label brand expansion, a focus on learning more about its members, its joint business planning buying philosophy and its focus on capital improvements to existing club locations. However, in January, 2012, Cornell announced his resignation and Samís Club named Rosalind Brewer as its new president and chief executive officer.

Brewer was president of Walmartís U.S. east business unit (a division of 1,600 stores and 500,000 people that generated approximately $100 billion in sales annually at the time of the transfer). Prior to joining Walmart in 2006, Brewer worked for Kimberly-Clark eventually becoming vice president of its global nonwovenís division in 2004. In 2017, John Furner replaced Brewer as Samís president and chief executive officer. Furner was executive vice president and chief merchandising officer.

Samís overall strategy under Furner focuses on three areas: merchandising, serving members and agile technology. On merchandising, Furner said, ďThe products we sell have to be the hero. People donít shop our clubs for the beautiful buildings Ė we have concrete floors and steel racks. They come to us for great items and we must get that right.Ē On serving members, Furner said, ďWe need to put our members first and have everyone pulling in the same direction.Ē On agile technology, Furner said, ďIím committed to accelerating our digital transformation. We must continue to move with speed in this space and use member data and insights to quickly adapt and meet the needs of the increasingly digital consumer.Ē

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This product was added to our catalog on Friday 14 March, 2008.
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