EXCLUSIVEBRANDSOURCING RETAILER/WHOLESALER ...

Principal Business: Organized in 1959, Family Dollar has grown to become the second largest
dollar store chain (”general merchandise retail discount store”) in the US. Its store tally at the end
of this period reached 7,442 stores in 45 states and DC. Its stores (ranging from 7,500 to 9,500
square feet) sell mostly merchandise under $10. They are located in urban, suburban and rural
areas. Some 69% of its product mix is now in consumables: household chemicals, paper products,
candy, snacks and other foods, health and beauty care, hardware and auto supplies, plus pet
food/supplies. Home products take 11.4%, apparel and accessories 8.8% and seasonal &
electronics 10.8% of total sales.
EB Identities: Family Dollar, Family Gourmet, Kidgets (diapers, formula food, apparel), Family
Pet (pet food and accessories), Family Chef (cookware), Interiors by Design (home furnishings),
Outdoors by Design (outdoor products).
EB skus: N/A
Profile: Family Dollar’s explosive growth in new stores, slowed down during the past couple of
years to focus more on store upgrades and adjustments in its product assortment. During fiscal
2012, however, the pace in new store openings has been recharged: 475 new stores, while 854
outlets were relocated or expanded. (Plans in fiscal 2013 call for another 500 new stores). Family
Dollar has changed its merchandise mix, decreasing apparel and accessories, while consumables
have been emphasized. Sales in that area jumped by 16%, while its private brand sales advanced
by 9% over the previous fiscal year. Private brand share of sales has risen from about 19% in
fiscal 2009 to 25% in this current year. During the current year, the retailer added almost 400
private brand consumable items. Overall, the company added some 1,000 new food, health, beauty
and personal care items to its product assortment. Plans call for introducing new private brands in
fiscal 2013. Also, coolers are now installed in 1,400 of its stores. These changes apparently work:
Net income for the year jumped by 8.7% to $422.2 million.
Procurement Contacts: John Scanlon, Senior Vice-President, Merchandising & Marketing;
Barbara Corey, Director Private Label; Mary Rachide, Division VP/Private Brands; Robert
Smmigiel, VP Mktg.; Don Hamblen, Sr. VP Customer Marketing; Tim Matz, VP, Global Sourcing
Director; Trey Johnson, Sr. VP-Food; Tamy Deboer, VP, Private Brands/Merchandise Initiatives;
Maryann Herskowitz, Dir. Strategy/Execution Private Brands.
FAMILY MART CO., LTD.
Sunshine 60 @ Building 17th Floor1-1, 3-1-1 Higashi Ikebukuro, Toshima-ku 170-6017, Tokyo,
JAPAN
Tel: +81 3-3989-6600
Fax: N/A
www.family.co.jp