EXCLUSIVEBRANDSOURCING RETAILER/WHOLESALER ...

TRACTOR SUPPLY CO.
200 Powell Place, Brentwood, TN 37027 USA
Tel: (615) 440-4000
Fax: N/A
www.tractorsupply.com
Total 2011 Net Sales: $4.2 Billion +16.7%
Percentage of Total Sales in Exclusive Brands: 24%
Principal Business: This niche specialty retailer is the country’s largest farm and ranch retail
chain, catering to recreational farmers and ranchers as well as tradesmen in that business. It
operates 1,085 stores in 45 states, its three biggest markets: Texas (129 stores), Ohio (71 stores),
and Michigan and New York (each with 65 stores). Some 40% of its merchandise is in livestock
and pet, 23% in hardware, tools, and truck, 21% seasonal, gifts and toy products, 10% in clothing
and footwear, and 6% in agriculture.
EB Identities: There are some 17 brands this retailer owns, including Producers Pride and Dumor,
both livestock feed; Retriever, Paws ‘n Claws, and 4health, all in pet foods; CountyLine
(livestock, farm, and ranch equipment); C. E. Schimdt (apparel and footwear); Bit, Bridle,
Mountain (all apparel); Groundwood (lawn and garden supplies); and Royal Wing (bird feeding
supplies)
N/A
Profile: In 1938, Charles E. Schmidt Sr. of Chicago, established a mail order tractor parts business
and the following year opened a store in Minot, ND. Part-time and full-time farmers and ranchers,
including homeowners, have made this niche retailer a success story. Over the past five years, it
has enjoyed a compounded annual growth rate of 12.3%. Its 2011, net income jumped by 32.6% to
$222.7 million. Some 85 new stores were opened during the year. The company operates seven
distribution centers, having completed a new 834,000 square foot facility in Kentucky in 2011.
Tractor Supply puts great stock in its own exclusive brands, which rose by 150 basis points from
the fourth quarter of 2010. Early in 2012, the retailer introduced EquiStages, a value-priced store
brand for equine feed.
UPDATE: For 2012, Tractor Supply pushed its net sales up by 10.2% to $4.7 billion, while net
income advanced by 22.4% to $276.5 million. Some 93 new stores opened, two were closed. The
company sees its sales passing the $5 billion level in 2013 with plans to open some 110 new stores
(adding to its 2012 count of 1,176 store).
Procurement Contacts: N/A