Growth Strategies

Wholesale Changes

Mom-and-pop stores are so passe. It's time to give your store that warehouse feel.
Magazine Contributor
1 min read

This story appears in the February 2002 issue of Entrepreneur. Subscribe »

In an effort to appeal to cost-conscious consumers, some retailers are taking a lesson from warehouse stores. Even stalwart Sears recently announced plans to revamp the standard layout of its stores to give consumers a more spacious feel, featuring wide aisles, simple displays and streamlined checkout.

Discounts and making customers feel they're getting more for their money are what a warehouse store promises, says Gayle Marco, an associate professor of marketing and expert in retailing at Robert Morris University in Moon Township, Pennsylvania. Smaller retailers might use a unit price comparison or use words like "wholesale" to show customers what a value they're getting.

Greg Balanko-Dickson, owner of business consulting firm The Company Workshop in Edmonton, Canada, suggests selling store memberships or having a special open house "behind-the-scenes" tour to get that same warehouse club feel. "Membership is revenue," he says, because it encourages repeat shopping-customers come back because they feel like they're getting something special.

Before following the trend, however, Balanko-Dickson reminds store owners to know their customers. "Just because a trend is popular doesn't mean it will fit your customers' needs," he says. "Find out if they want it first."


More from Entrepreneur

Grow Your Business at Entrepreneur LIVE! Join us on Nov. 16 in Brooklyn, NY, to learn from legends like Danica Patrick and Maria Sharapova, pitch our editors, meet with investors, and potentially walk away with funding!
Register here

One-on-one online sessions with our experts can help you start a business, grow your business, build your brand, fundraise and more.
Book Your Session

Whether you are launching or growing a business, we have all the business tools you need to take your business to the next level, in one place.
Enroll Now

Latest on Entrepreneur

My Queue

There are no Videos in your queue.

Click on the Add to next to any video to save to your queue.

There are no Articles in your queue.

Click on the Add to next to any article to save to your queue.

There are no Podcasts in your queue.

Click on the Add to next to any podcast episode to save to your queue.

You're not following any authors.

Click the Follow button on any author page to keep up with the latest content from your favorite authors.