Used Merchandise Stores

The used merchandise stores industry in the US includes about 20,000 stores with combined annual revenue of $8 billion. Major companies include Goodwill, The Salvation Army, Winmark, and Cash America. The industry is highly fragmented: the 50 largest companies account for about 20 percent of industry sales.

The industry includes resale shops, consignment shops, thrift shops, antique stores, and pawn shops. Excluded are stores that sell used cars, boats, trailers, and mobile homes.

COMPETITIVE LANDSCAPE

Population demographics, consumer income, and consumer tastes drive demand. The profitability of individual companies depends on efficient procurement and effective merchandising. Large companies have advantages in marketing and finance. Small companies can compete effectively by offering specialty products, serving a local market, or providing superior customer service. The industry is labor-intensive: average annual revenue per worker is under $70,000.

Used merchandise stores compete with retailers offering new merchandise. Companies also compete with individuals selling used merchandise privately or through websites, such as eBay.

PRODUCTS, OPERATIONS & TECHNOLOGY

Major products include used clothing (25 percent of sales); antiques (15 percent); used furniture and collectibles (10 percent each); used books and kitchenware (5 percent each). Companies may also sell used jewelry; music (CDs, records, or tapes); or footwear. Pawn shops may offer check-cashing services or short-term cash advances.

Resale shops buy merchandise directly from owners. Consignment shops accept merchandise and pay owners a percentage of sales (typically 40 to 60 percent) when the item ...