On August 21, BJ’s Wholesale Club Holdings (NYSE:BJ) reported a second quarter that beat its own expectations across nearly every line. Net sales climbed to $6.1 billion, up 15.9% from a year earlier, while adjusted earnings per share jumped 19.3% to $1.36. The warehouse retailer also crossed a new membership threshold of 8.5 million members, its highest ever. It marked the company’s 18th straight quarter of traffic growth and its 15th straight quarter of market share gains.
Membership Machine Keeps Humming
Membership remains the core of BJ’s Wholesale Club business, and the quarter showed why. Membership fee income rose 9.9% year over year to $135.6 million, and higher-tier memberships, which cost more and carry better margins, reached 43% of the base, an all-time high. Digitally enabled comparable sales grew 30%, a 64% two-year stacked increase, as members leaned harder on online ordering and in-club digital tools. The company’s AI shopping assistant, Bev, has now handled more than 100,000 member conversations since launch.
Fuel was an unexpected source of strength. Comparable gallons sold grew 10.5% even as the broader industry saw gallons decline by roughly 5%, and fuel profit came in ahead of plan. General merchandise and services comps rose 5.3%, led by consumer electronics and home goods, while grocery-led perishables comps grew 2.8%. The Texas expansion is also outperforming, with membership tracking 30% ahead of internal plans and all four of the state’s gas stations ranking in the top 30% of the chain for gallon volume. Of the 23 clubs opened between 2022 and 2024, 22 comped above the chain average last quarter, and the 2024 class of seven clubs posted double-digit comps.
Cracks Beneath The Surface
Not every metric moved in BJ’s Wholesale Club’s favor. Merchandise gross margin rate fell by about 20 basis points, a byproduct of the pricing investments the company has been making to protect its value proposition. Chief Executive Bob Eddy acknowledged that “the K-shaped economy persists,” even as the company saw some sequential improvement across income cohorts during the quarter. The bulk of BJ’s Wholesale Club’s growth continues to come from higher-income members, a pattern that has held for some time and raises questions about how broad the underlying demand really is.
Membership fee income growth is also expected to cool. Chief Financial Officer Laura Felice said the company expects that growth to moderate through the rest of the year as the boost from last year’s fee increase fades. SG&A expenses rose to $851.2 million, driven largely by the costs of opening new clubs and gas stations, including labor, occupancy, and depreciation. And while comparable club sales guidance was maintained rather than raised, at 2% to 3% growth excluding gasoline for the full year, that steadiness suggests management isn’t ready to bank on the current momentum accelerating further.