Nobody runs warehouse clubs better than Costco, where shoppers can’t resist luxury products at bargain prices.By John Helyar…
James D. Sinegal, the president and CEO of Costco, has no palace guard and no profile to speak of, particularly compared to a retail legend like Sam Walton. Yet he's the guy who in 20 years has taken Costco from a startup to the FORTUNE 50 using, as surely as Mr. Sam, highly distinctive practices. He caps Costco's markups at 14% (department store markups can reach 40%). He offers the best wages and benefits in retail (full-time hourly workers make $40,000 after four years). He gives customers blanket permission for returns: no receipts; no questions; no time limits, except for computers—and even then the grace period is six months.
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Other retailers began to investigate and imitate. One was Brotman, who wanted to start warehouse clubs in Seattle and in 1981 recruited Sinegal from Price Club to run Costco.
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In 1993 Costco bought Price Club.
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Axiom No. 3: Take care of your employees. Sol Price actually invited unions in to represent Fed-Mart and Price Club workers. Following suit, Costco pays the top wage in retail, starting employees at $10 an hour. In the minds of Price and Sinegal, high wages yield high productivity, low turnover—Costco's is a third of the retail industry average of 64%, according to the National Retail Foundation—and minimal shrinkage; that's retail-speak for theft, which at Costco is about 13% of the industry norm.
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