Sam’s Club Charts a New Path

Sam’s Club last week announced changes to its merchandising personnel and business strategy while parent company Walmart cut some 450 jobs at its Bentonville headquarters.In a memo sent to employees Friday, Sam’s Club chief executive officer Rosalind Brewer said the company has “been conducting an in-depth analysis of our business to map out a winning path for the future of Sam’s Club.” The key elements of the warehouse club chain’s updated strategy are:Growing with higher household-income members, four high-value business segments (restaurants, care groups, service industries and convenience store owners) and four categories of Sam's Savings members (large families, neighbor families, new Moms, social couples).Driving relevant merchandise and delivering better value.Acquiring and retaining the right members while increasing their spend.Transforming the club experience with digital.Implementation of the new strategy involves multiple personnel changes. Sam’s Club spokesperson Bill Durling told the Institute that they include moving: Seong Ohm, senior vice president, merchandise business services, to svp, merchandise solutions.Todd Matherly, svp, merchandise solutions, to svp, business member merchandising.Jason Shaw, vp, merchandise transformation, to vp, category management.George Agnacian, vp, proprietary brands, to vp, global leverage.Greg Cathey, vp, global leverage, to vp and divisional merchandise manager, regional buying, food and beverage. Chandra Holt (formerly a dmm at Walgreens) to the role of vp, proprietary brands.Russell Mounce from senior director for produce and floral, to vp and dmm, produce. Additionally, Sam’s Club created a new vp, divisional merchandise manager of meat position that it expects to fill soon.In other strategic changes, Brewer’s memo noted the company’s intention to “build fewer, much stronger private-label brands."

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