BJ’s Wholesale Club Holdings, Inc. (NYSE:BJ) Q3 2022 Earnings Call Transcript

Page 3 of 11

Bob Eddy: Yes, sure. Certainly when we think about next year and the long term positioning of our company, we’re very excited. As we talk about a lot, our membership is growing, the performance and the quality of our membership is much better than it has been and continues to improve, and what we just talked about, co-brand, is just one more lever on improving that count and quality. We’re looking for continued market share gains and the flow-through from those increased trips that we’re seeing here into renewal rates, and we won’t take our eye off the ball from a value perspective either. As we go through whatever happens next year from a macro environment, I feel like we’re well positioned. You point out that we’ve had an incredible tailwind from a gasoline income perspective – that is absolutely true.

We’ve also had headwinds all over the business, most notably in margins this year as supply chain costs and general merchandise markdowns really impacted our margins throughout the year, and so I do think it will be tough to lap the gas income that we’ve seen this year. It’s been by far the most profitable gasoline year we’ve ever seen. We’re continuing to see incredible volatility in gas, which could provide more opportunities to get more income next year, but I have long ago stopped trying to predict what would happen in the gasoline market. We’ve got some work to do to figure out whether we can lap the gas profit. I do think it will be tough. I do think some of the margin headwinds that we’ve seen this year may fall away as well, so hopefully we’ve got some avenue to get back towards flat from an EPS perspective.

I don’t know that I would project to get flat with this year at this point.

Edward Kelly: Thank you.

Bob Eddy: You bet.

Operator: The next question comes from Robbie Ohmes from Bank of America. Robbie, your line is open, please go ahead.

Robbie Ohmes: Hey, good morning. Thanks for taking my question. Actually, two questions. One was just on the membership fee income decelerated sequentially. Can you remind us what would be driving this sequential growth deceleration and how we should be thinking about that for the fourth quarter?

Bob Eddy: Robbie, thanks for your question. Certainly you’re right – it did decel a little bit. I guess I would tell you we’re not worried about it. When we started the year, we were thinking about a mid-single digit increase in MFI, and we’re up over 10 for the year, so as we think about that, we look at it and think we’re doing well. A lot of it has to do with the timing from quarter to quarter or when the new clubs come into play and just general membership flows as well, so again nothing to be concerned about there. I think it’s been a great performance all year and kind of right where we want it.

Robbie Ohmes: Then the other question, general merchandise, I think you guys said the comps were up 7%. Is that right?

Bob Eddy: General merchandise and services division, yes.

Page 3 of 11