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Sales at BJ’s Wholesale surge over 20% in first quarter

Earnings double Wall Street’s consensus per-share estimate

Russell Redman

May 21, 2020

6 Min Read
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Grocery led the way in the quarter with a 33% jump in comparable sales, BJ's reported.BJ's Wholesale Club

BJ’s Wholesale Club has “gained considerable share” after net and comparable sales jumped more than 20% and net income more than doubled in the fiscal 2020 first quarter, President and CEO Lee Delaney said.

For the quarter ended May 2, net sales totaled $3.72 billion, up 21.1% from $3.07 billion a year earlier, BJ’s reported Thursday. Membership fee income also rose 8.4% to $79.6 million, powered by a 40% year-over-year gain in members. Overall revenue for the Westborough, Mass.-based company was 20.8% to nearly $3.8 billion for the period.

Comparable-club sales climbed 19.9% from a year ago and, excluding fuel, were up 27%.

“This pandemic has presented us all with challenges. I am proud of how we managed our business in this new environment and deeply thankful for the contributions of our club and distribution center team members, who have tirelessly served a surge in demand for essential products while embracing new safety conditions and protocols,” Delaney told financial analysts in a conference call on Thursday.

“Grocery goods, which represent roughly 85% of our merchandise sales, were in extremely high demand starting in late February and continuing throughout the quarter. Consumers consolidated their trips and bought bigger baskets to satisfy increased consumption-at-home needs,” he explained. “And while needs shifted throughout the quarter from cleaning supplies to pantry loading to perishables, we offered a one-stop destination with industry-leading value from the large sizes consumers need to stock up. These trends were relatively consistent in shape and magnitude across all our geographies. As a result, we believe we have gained considerable share in every region across most categories in which we compete.”

Related:BJ’s offers dedicated shopping hours for first responders, medical workers

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During the pandemic, BJ's has provided special shopping hours to first responders as well as donated essential supplies.

Delaney noted that the BJ’s team “responded with extraordinary agility” to escalating demand in the quarter with the help of recently enhanced forecasting capabilities.

“Late in February, we were able to identify demand signals utilizing our new demand and fulfillment software to quickly and significantly bolster order flow and keep up with the surge in demand,” he said. “Our merchants did an excellent job of working with existing suppliers as well as expanding our sources of supply from new vendors, including those that service the restaurant industry. Our logistics and distribution teams worked around the clock to keep the goods flowing. Our frontline employees worked tirelessly to keep the shelves stocked and members happy.”

BJ’s also saw “unprecedented levels of demand for digital shopping” during the first quarter, according to Delaney. The company reported that “digitally enabled” sales swelled 350% for the period. BJ’s offers its own buy-online-pickup-in-club (BOPIC) service and partners with Instacart for same-day home delivery.

Related:BJ’s hires Paul Cichocki to oversee membership

“Digitally enabled sales grew by more than threefold this quarter and represented 5% of our merchandising comp sales for the quarter, compared to 3% in the fourth quarter and 1.5% in last year's first quarter,” he said. “We believe we have a structural cost advantage as we continue to grow these businesses, especially in our same-day delivery business, which was up more than eightfold over last year’s first quarter. We plan to continue to improve upon our existing capabilities and launch new offerings to delight our members and increase the value of their membership.

“In the first quarter, we began testing curbside pickup and BOPIC for perishables in select clubs,” he added.

Going forward, BJ’s will report category results as two divisions: grocery (perishables and edible/nonedible groceries) and general merchandise/services, Chief Financial and Administrative Officer Robert Eddy told analysts in the call. During the first quarter, merchandise comp sales accelerated by low teens in the fourth week of February and then leaped over 40% in March, followed by 23% growth in April, driven by continued demand and increased EBT and stimulus payments, he said.

Grocery led the way in the quarter with a 33% jump in comp sales. “Perishables, edible grocery and nonedible grocery, all saw comp sales north of 30%. We saw very strong growth rates in all the categories you would expect — paper products, cleaning essentials, fresh meat, frozen, dairy, fresh produce, packaged goods and beverages,” Eddy explained. “Overall, we feel great about our position in the grocery business as we exit the quarter. Our general merchandise and services divisions saw declines of approximately 3%, as sales of apparel decreased and we turned off our services businesses. Our apparel business drove the bulk of that decline. We saw healthy growth in other categories, including TVs and other consumer electronics, small appliances and recreational.”

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In early March, BJ's opened a new club in Pensacola, Fla., on the former site of a Sears store.

First-quarter operating income increased to $143.8 million, or 3.8% of total revenue, from $70.7 million, or 2.2% of total revenue, a year ago.

On the earnings side, BJ’s posted net income of $95.7 million, or 69 cents per diluted share, compared with $35.8 billion, or 25 cents per diluted share, in the prior-year period. Adjusted net earnings for the 2020 quarter also were $95.7 million, or 69 cents per diluted share, versus $36.7 million, 36 cents per diluted share, a year earlier.

Analysts, on average, had projected adjusted earnings per share (EPS) of 34 cents, with estimates ranging from a low of 26 cents to a high of 52 cents, according to Refinitiv/Thomson Reuters.

Gross profit increased 28.3% in the quarter, though the merchandise gross margin rate (excluding fuel and membership fee income) decreased 30 basis points. BJ’s said the latter benefited from strong sales and category profitability initiatives but was offset by distribution costs from the COVID-19 crisis, a decline in higher-margin apparel sales and the temporary shutdown of the higher-margin services business. A 17.8% gain in selling, general and administrative expenses (SG&A) expense reflected costs related to the pandemic, including wage hikes, bonuses, safety and protective equipment, and other operational costs, such as security, according to the company.

So far this fiscal year, BJ’s has opened one new club in Pensacola, Fla., and it plans to open another in Chesterfield, Mich., this summer.

“The Chesterfield opening was delayed as a result of COVID-19-related construction bans,” Delaney said. “We expect similar delays to impact our prior club expansion goals for the year but hope increasing availability of good real estate will open more opportunity in 2021 and beyond.”

BJ’s finished the first quarter with 218 clubs and 146 BJ’s Gas locations in 17 states.

“As a leading large-format club store with regional scale in the Northeast and a grocery offering of unbeatable value, strong private-label brands, robust digital capabilities and an efficient store model, we’re more relevant to shoppers consolidating trips than ever before,” said Delaney. “And while we would like nothing more than for public health fears to subside quickly, we expect the potentially recessionary impacts in the broader economy to drive increased demand for discount grocery options. We talked to you in the past about growing membership and engaging our members in digital capabilities. The current environment has accelerated these efforts, positioning us to leverage this unique opportunity to set the foundation for a multiyear profitable expansion of the business.”

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About the Author

Russell Redman

Senior Editor
Supermarket News

Russell Redman has served as senior editor at Supermarket News since April 2018, his second tour with the publication. In his current role, he handles daily news coverage for the SN website and contributes news and features for the print magazine, as well as participates in special projects, podcasts and webinars and attends industry events. Russ joined SN from Racher Press Inc.’s Chain Drug Review and Mass Market Retailers magazines, where he served as desk/online editor for more than nine years, covering the food/drug/mass retail sector. 

Russell Redman’s more than 30 years of experience in journalism span a range of editorial manager, editor, reporter/writer and digital roles at a variety of publications and websites covering a breadth of industries, including retailing, pharmacy/health care, IT, digital home, financial technology, financial services, real estate/commercial property, pro audio/video and film. He started his career in 1989 as a local news reporter and editor, covering community news and politics in Long Island, N.Y. His background also includes an earlier stint at Supermarket News as center store editor and then financial editor in the mid-1990s. Russ holds a B.A. in journalism (minor in political science) from Hofstra University, where he also earned a certificate in digital/social media marketing in November 2016.

Russell Redman’s experience:

Supermarket News - Informa
Senior Editor 
April 2018 - present

Chain Drug Review/Mass Market Retailers - Racher Press
Desk/Online Editor 
Sept. 2008 - March 2018

CRN magazine - CMP Media
Managing Editor
May 2000 - June 2007

Bank Systems & Technology - Miller Freeman
Executive Editor/Managing Editor
Dec. 1996 - May 2000

Supermarket News - Fairchild Publications
Financial Editor/Associate Editor
April 1995 - Dec. 1996 

Shopping Centers Today Magazine - ICSC 
Desk Editor/Assistant Editor
Dec. 1992 - April 1995

Testa Communications
Assistant Editor/Contributing Editor (Music & Sound Retailer, Post, Producer, Sound & Communications and DJ Times magazines)
Jan. 1991 - Dec. 1992 

American Banker/Bond Buyer
Copy Editor
Oct. 1990 - Jan. 1991 

This Week newspaper - Chanry Communications
Reporter/Editor
May 1989 - July 1990

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