TL;DR
Grocery Outlet, a West Coast discounter, achieved record-breaking sales by following a unique business model. Its stores are owned and run by independent retailers who are deeply connected to their communities. Small and independent retailers can learn from Grocery Outlet’s success by focusing on value, community engagement, and a selective process in choosing operators.
Grocery Outlet, a rapidly-growing West Coast discounter, is making waves in the retail industry. Earlier this year, it was listed as one of the 10 Top Retail Brands to Watch in 2023 by Placer.ai, a foot-traffic analytics firm. Now, in August, the retailer has achieved history-making results.
During the second quarter, Grocery Outlet Holding Corp. reported net sales exceeding $1 billion, showcasing a year of unparalleled success. One of the factors contributing to this achievement is the retailer’s unique business model.
What sets Grocery Outlet apart is that its stores are not operated by a central entity, but rather by independent retailers deeply rooted in their communities. This model, called an Independent Operator (IO), has garnered significant interest. CEO RJ Sheedy mentioned that they received almost 30,000 leads last year, a 50% increase from the previous year, according to financial services site Senteio.
Becoming an IO is a selective process, with only a tiny fraction of applicants accepted. Less than 1% of interested individuals were chosen as IOs last year. This rigorous selection ensures that the connection between the store and the community remains strong.
In the midst of rising prices, Grocery Outlet’s value-focused approach combined with community engagement is proving to be a successful strategy. Sheedy emphasized that their partnership with independent operators allows them to stand out both from big chains and local stores.
Grocery Outlet offers the same brands as traditional grocery stores but at lower prices. They source products from top manufacturers with excess inventory, providing customers with significant savings. Their unique approach aims to alleviate the burden of high prices for shoppers.
Looking ahead, Grocery Outlet sees tremendous potential for growth. They have set their sights on operating over 4,000 stores across the U.S. The retailer is investing in real estate and construction resources to fulfill this ambitious goal.
With an impressive momentum, the company has raised its fiscal 2023 outlook. Same-store sales are projected to increase by 7% to 8%, up from the previous estimate of 5% to 6%. This highlights the historic nature of this year for Grocery Outlet, demonstrating the strength of their business model even in times of inflation moderation.
Small and independent retailers can learn valuable lessons from Grocery Outlet’s success. Prioritizing value, community engagement, and a meticulous selection process for operators can lead to growth and resilience in a competitive market.
