Sam s Club. Rosalind Brewer President & CEO Sam s Club

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Ada Blankenship
5 years ago
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2 Sam s Club Rosalind Brewer President & CEO Sam s Club 1

3 Sam s Club leadership team Todd Harbaugh EVP Operations Charles Redfield EVP Merchandising John Boswell SVP Marketing, Insights & ecommerce Michael Dastugue SVP Finance 2 Don Frieson SVP Replenishment & Planning Whitney Head SVP General Counsel & Asset Protection Ismat Mirza SVP People Bill Durling Sr. Director of Communications

4 Consistent growth at Sam s Club Sound adherence to the club model resulting in consistent sales performance Operate for less (EDLC) Drive volume Sell for less (EDLP) Membership (base & fee) $49B Net sales $54B $56B 3 Note: 3-year CAGR based on FY10 FY13 net sales FY11 FY12 FY13 FY14E

5 Elevating our brand; value-focused Vision Become the most valued membership organization in the world Mission Saving members money on items they buy most and surprising them with the unexpected find 4

6 Great improvements across categories Apparel Produce Health & family care Mid single-digit comp Mid single-digit comp Mid single-digit comp 5 Note: comps for the 26-week period ended July 26, 2013

7 Social media contributing to Member base Recent social media campaigns driving strong Member acquisition Over 157K Memberships purchased ~25,500 Facebook shares ~2,100 Twitter shares 6 Note: Offered March 4-6, 2013 and social media buzz

8 Driving Member acquisition and retention Simplified structure Traditional price investments Instant Savings Books Cash rewards for Plus Piloting 7

9 Committed to creating Member value Merchandise Access Experience Data Superior Member value 8

10 Merchandise strategy drives Member value Merchandise Access Experience Creating value through differentiation Bringing merchandise to life in the clubs Strong holiday plan 9

11 10 Focusing on what matters to our Members

12 Differentiating through quality and excitement Heightened focus on quality Create newness more often Aspirational brands 11

13 12 Bringing merchandise to life in the Clubs

14 13

15 Strong plan to finish out the year Mobile/online 14

16 Increasing anytime, anywhere access Merchandise Access Experience Grand opening excitement Disciplined growth plans Integration of physical and digital 15

17 16 Excitement at new club grand openings

18 New clubs exceeding sales expectations FY14 YTD* club performance vs. plan driven by strong Member acquisition 20% 2% 6% Exp & Relo relo New Total 17 * As of October 4, 2013

19 Building more clubs with flat capital CapEx detail FY13 Actual FY14 Revised FY15 Projection Total capital spend $0.9B ~$1B ~$1B New Clubs Relocation & expansion Total new, relo & expansion Remodel projects Total sq. ft. (in millions) 1.1 ~2 ~2 18

20 Integrating physical and digital resources samsclub.com FY14 1H performance Multi-channel presence Site traffic: ~23% Physical presence Mobile traffic: ~100% Direct-tohome orders: ~40% 19 Note: FY14 1H results through July 31, 2013

21 Continually improving Member experience Merchandise Access Experience Record associate engagement Leveraging technology Member services 20

of strong Member experience scores Record engagement Associate

22 Strong Member experience starts with associates Creating an environment where all associates can win resulting in another year of strong Member experience scores Record engagement Associate engagement score improvement of 600 bps YOY Improvements across all divisions 21

23 Leveraging technology to react dynamically Self check-out Front end optimization Convertible register 9% increase in self check-out utilization YOY Available in over 450 clubs, up from 300 last year Driving productivity without sacrificing Member experience 22

24 Focusing on serving the Member Pharmacist-administered immunizations 23

25 Differentiating through personalization Merchandise Access Experience Data Superior Member value 24

26 Meeting Members changing needs Boomers Millennials New moms & families Business Members 25

27 Creating Member services Creating value through relevant service offerings Savings for your business Enabling your business Connecting your business Enabled by technology 26

28 TRUST Integrating data into the Member journey PROSPECTING ENGAGEMENT RENEWAL 27

29 Core strategy remains constant at Sam s Differentiated merchandise Integrated Member experience Disciplined use of capital Enhanced membership offering Personalized Member value 29

Sam s Club leadership team

Sam s Club leadership team Todd Harbaugh EVP Operations Charles Redfield EVP Merchandising John Boswell SVP Marketing, Insights & ecommerce Michael Dastugue SVP Finance 2 Don Frieson SVP Replenishment