Sam’s Club has strengthened its foothold in China by tailoring products and packaging to local preferences, accelerating expansion into smaller cities, and appealing to middle-class consumers prioritizing quality. Despite food safety challenges, its localisation and delivery strategies have fueled steady growth in a competitive retail landscape.
Key Takeaways
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Localisation drives success: By adapting products like ginseng and smaller steak portions, Sam’s Club aligns with Chinese lifestyles and festive traditions.
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Expansion beyond major cities: The retailer is targeting lower-tier markets such as Zhangjiagang and Yangzhou.
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Quality and trust challenges: Food safety incidents have prompted Walmart China to raise its quality control budget.
