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Fleet Farm

Fleet Farm is an American retail chain headquartered in Appleton, Wisconsin, that operates as a one-stop shop for farm supplies, automotive products, outdoor gear, tools, clothing, and home essentials, serving customers in the Upper Midwest since its founding in 1955. Originally established as Mills Fleet Farm by brothers Henry Mills II and Stewart Mills Jr. in Marshfield, Wisconsin, the company expanded from a single store into a regional powerhouse focused on value-based merchandise for rural, farm, ranch, and suburban lifestyles. In 2016, the Mills family sold the business to private equity firm KKR, which later rebranded it simply as Fleet Farm in 2018 to streamline its identity while preserving its Midwestern roots; in December 2024, KKR sold the company to Golub Capital. Today, Fleet Farm emphasizes core values of Genuine character, Relationships, Initiative, and Trust (GRIT), committing to quality products at competitive prices and community support through initiatives like price matching, DNR license sales, and seasonal events such as the long-running Toyland promotion. The chain operates approximately 50 stores across five states—Minnesota, Wisconsin, Iowa, South Dakota, and North Dakota—as of late 2025, with each location averaging around 200,000 square feet and often including additional services like automotive repair, convenience stores, gas stations, and car washes. Its product assortment spans and equipment, pet supplies, toys, sporting goods, implements, tires, and more, catering to both practical needs and recreational pursuits in a region known for its agricultural and outdoor heritage. Fleet Farm distinguishes itself from similar retailers like , with which it shares no corporate or familial ties despite occasional market overlap.

History

Origins and founding

The origins of Fleet Farm trace back to The Mills Companies, established in 1922 by Stewart Mills Sr. in , where it operated as an auto dealership and supplier of automotive parts and equipment. This venture laid the groundwork for the family's entry into retail by addressing the needs of rural and agricultural communities through reliable vehicle-related services and products. In 1955, Stewart Mills Sr., along with his sons Stewart Mills Jr. and Henry Mills II, launched Fleet Wholesale Supply as the company's first dedicated retail operation in . Initially centered on distributing auto parts at wholesale prices, the business quickly adapted to include farm supplies, driven by Wisconsin's stringent minimum-markup laws that restricted retailers from offering discounts on consumer goods. By targeting farmers and fleet operators—who qualified for bulk pricing under these regulations—the Mills family created a model that emphasized value for rural customers while navigating legal constraints on retail pricing. The inaugural store opened in the fall of 1955, embodying the Fleet Farm concept as an accessible source of essential goods for hardworking Midwestern families, particularly those in and small operations. This founding marked a pivotal shift from traditional dealerships to a broader wholesale-retail hybrid, setting the stage for a chain focused on affordability and practicality amid post-World War II economic and regulatory challenges.

Expansion and growth

Following its founding in 1955, Fleet Farm pursued steady post-founding growth by opening additional stores across during the 1960s and 1970s, capitalizing on the gradual loosening of laws beginning in the 1960s, which enabled expansion. By 1980, the company operated several stores, primarily in . In 1959, the company evolved its branding to Mills Fleet Farm, incorporating the family name to emphasize its ownership structure and heritage. This period marked a shift toward larger facilities, with average store sizes expanding to over 100,000 square feet by the to accommodate broader inventories for farm, auto, and outdoor needs. Expansion continued into adjacent states during the and , beginning with in the late 20th century, followed by the first location in Fargo in 1995 and the initial store in Mason City in 2002. Key milestones underscored this regional push: the entry into with a Sioux Falls location in 2019, and a total of 35 stores operating across five states by 2016. This development was closely linked to the economic context of the Midwest, where agricultural booms in the post-World War II era and subsequent decades drove demand for specialized retail serving rural and suburban communities with essential farm, auto, and outdoor products. The company's focus on these sectors positioned it to benefit from the region's sustained farming productivity and in agricultural areas.

Ownership and rebranding

In 2016, Mills Fleet Farm was acquired by the private equity firm & Co. () in a transaction valued at an undisclosed amount, ending over 60 years of family ownership by the Mills family. The deal, announced in January and completed in February, marked a significant shift from the company's roots as a family-controlled retailer founded in 1955. Following the acquisition, the company underwent a in July 2018, shortening its name from Mills Fleet Farm to Fleet Farm to align with customer preferences, as surveys indicated most shoppers already referred to it simply as Fleet Farm, thereby simplifying the brand for broader appeal. In 2020, Fleet Farm relocated its corporate headquarters from , to , purchasing and moving into the former SECURA Insurance building at 2401 S. Memorial Drive, a 192,000-square-foot facility, to support operational growth. Ownership changed again on December 20, 2024, when sold Fleet Farm to , a direct lender and asset manager, continuing the shift toward institutional investment. To mark its 70th anniversary in September 2025, Fleet Farm hosted a three-day across all 50 stores from September 12 to 14, featuring giveaways valued at over $170,000, limited-edition merchandise, and events that highlighted the company's evolution from an auto parts supplier to a comprehensive retailer offering farming, , outdoor, and . Under KKR's ownership starting in 2016, Fleet Farm invested in operational enhancements, including expansion that accelerated online sales growth by over 100% through targeted paid media strategies and the adoption of advanced platforms in 2025. The period also saw store modernizations, such as remodels adding expanded product lines in farm, pet, and grocery categories, along with new prototype designs featuring efficient layouts and reduced footprints for future builds.

Operations

Corporate structure

Fleet Farm operates as a wholly owned of following its acquisition in December 2024. The company's are located in , at 2401 S. Memorial Drive. As of , Fleet Farm employed approximately 6,600 people across its operations, maintaining a similar scale into 2025. Financially, Fleet Farm generated annual revenue of $712.3 million in , reflecting its position as a regional retailer focused on value-driven offerings. The organization employs a value-based retail model that prioritizes competitive pricing and personalized Midwestern to build long-term loyalty among its core demographic of hardworking families. Leadership at Fleet Farm is headed by Chairman and CEO John Schaefer, who has guided the company since 2019 and oversees strategic direction amid ownership. As a privately held entity, its board structure operates under the oversight of , emphasizing and growth initiatives. Key executives support core functions in merchandising, , and , aligning with the firm's emphasis on collaborative decision-making. Fleet Farm's corporate values center on (genuine), relationship-building, proactive initiative, and mutual , fostering a family-like atmosphere in service delivery. The company promotes community involvement through employee-driven and local partnerships, reinforcing its Midwestern roots. efforts include practices aimed at reducing environmental impact, though specific metrics are not publicly detailed.

Store network

As of November 2025, Fleet Farm operates approximately 50 stores across the Upper Midwest, with the majority located in Wisconsin (over 20 locations), Minnesota (over 15), Iowa (over 5), North Dakota (several), and South Dakota (several). The chain's 50th store opened in Bismarck, North Dakota, in May 2025. Fleet Farm stores typically follow a large-format design, averaging around 200,000 square feet, which allows for extensive product displays and additional on-site services. Many locations feature attached facilities such as automotive service centers, convenience stores, gas stations, and car washes to enhance customer convenience. The company's logistics operations are supported by a centralized in , a 1.1 million-square-foot facility that handles the majority of to stores. This setup emphasizes regional supply chains, particularly for perishable items like fresh farm produce and groceries, to ensure timely delivery across the Midwest footprint. Recent expansion efforts have focused on opening stores in suburban and growing urban-adjacent areas to broaden accessibility beyond traditional rural markets, including new sites in places like and planned developments in . Fleet Farm maintains no international presence, concentrating solely on its domestic operations. The store network primarily targets customers including farmers, ranchers, suburban homeowners, and outdoor enthusiasts in the region, offering a one-stop shopping experience tailored to their lifestyle needs.

Products and services

Fleet Farm offers a diverse array of merchandise tailored to rural, agricultural, and outdoor lifestyles in the Upper Midwest, emphasizing practical and high-quality items from national brands at competitive prices. The retailer stocks core categories including farm and livestock supplies such as animal feed, tools, hardware, fertilizers, seeds, planting equipment, and implements like plows and tillers, supporting agricultural operations and animal care needs. In the automotive sector, Fleet Farm provides parts for and repair, including , filters, spark plugs, and detailing supplies, alongside in-store service centers offering changes, repairs, installations, and preventative to keep vehicles operational. Sporting goods form a major focus, encompassing and gear, firearms such as rifles, shotguns, and handguns from brands like Ruger and , , equipment, apparel, and footwear designed for outdoor activities. Home and household products include storage solutions, kitchen appliances, bakeware, furniture, , items, decor, and small for everyday living. Additionally, the stores carry grocery and pantry staples, such as snacks and household essentials, to serve convenience needs. Ancillary services enhance the full-service experience, with in-store automotive repairs available at dedicated centers for routine and essential upkeep. Gun sales include a wide selection of firearms, with processes requiring valid permits or licenses for purchase, such as Minnesota's Permit to Purchase for handguns, and online ordering limited to in-store pickup. Pet care feature partnerships with VIP Petcare for community veterinary clinics offering preventive care, vaccines, lab testing, and consultations at select locations. Seasonal events, including and seminars, turkey workshops, food plot sessions, and annual promotions like Orange Friday giveaways, provide educational and community engagement opportunities. through fleetfarm.com supports with buy-online-pick-up-in-store options, where most items are ready for same-day collection within four hours. Unique to Fleet Farm's model, most stores incorporate convenience stores and gas stations—often with 24/7 pay-at-the-pump options—for quick access to fuel, snacks, and essentials, particularly beneficial for hunters and travelers. This setup aligns with the retailer's target markets, featuring seasonal agricultural products like fertilizers and seeds for farming cycles, and outdoor gear such as grills and apparel for , , and seasons. The emphasis on national brands ensures reliability, complemented by value-oriented across categories.

Private label brands

Development and strategy

Fleet Farm introduced private label brands as a core component of its merchandise offerings to provide affordable, high-quality alternatives tailored to rural and outdoor lifestyles, with early examples including Road Runner for batteries and tires, and Big Max for trailers and automotive supplies. These proprietary products emerged alongside the company's expansion in farm and auto categories, complementing national brands to meet the practical needs of Midwestern customers. In 2019, Fleet Farm initiated a strategic overhaul of its private label program to enhance consistency and market positioning. This involved hiring a dedicated private brands manager and developing a comprehensive focused on value pricing, , and practical utility across categories. The plan emphasized reducing the existing portfolio's breadth to eliminate redundancies, re-branding and re-packaging outdated items for modern appeal, and introducing new lines to fill gaps, particularly in areas like feed where the brand—offering natural, grain-free options for pets and farm animals—emerged as a standout for its nutritional focus. The strategy positioned private labels as a differentiator in competitive landscapes, integrating them with national brands while leveraging exclusives for margin control and customer loyalty. Post-2018 from Mills Fleet Farm to Fleet Farm, the program expanded into and seasonal items through targeted growth in durable, rural-oriented products.

Key brands and product lines

Fleet Farm offers a range of brands tailored to its core customer base of farmers, outdoor enthusiasts, and families in the . These brands provide affordable alternatives to national products, focusing on essential goods for automotive, farming, apparel, and pet needs. The Road Runner brand specializes in batteries, tires, and automotive accessories, including options for cars, trucks, lawn equipment, vessels, and powersports , designed to match the reliability of major competitors at lower prices. Examples include the Road Runner Supreme Power Battery series, available in various group sizes with warranties up to 72 months and cold cranking amps ratings from 790 to 800. Big Max covers trailers, automotive supplies, and towing equipment, such as heavy-duty booster cables, inner tubes for tires, and trailers suited for hauling or recreational loads. These products emphasize durability for towing and storage applications. Field and Forest focuses on outdoor clothing, footwear, and workwear, offering rugged items like thermals, flannels, jeans, and boots built for demanding work and play in rural environments; it is sold exclusively at Fleet Farm stores. Fleet Boutique targets women's apparel and casual fashion, providing comfortable and practical clothing options for everyday wear in farm and outdoor settings. Dura-Built supplies farm tools, , and building materials, including livestock handling equipment like feeders, gates, and totes engineered for heavy-duty agricultural use. The brand holds a for items related to feeding and handling . Milkhouse is dedicated to dairy farming equipment and sanitation products, such as cleaners, teat dips, milk filters, and inflations for milking machines, ensuring hygienic operations in dairy facilities. Farm Life offers animal health supplements and veterinary aids, supporting livestock wellness with formulations for various farm animals. provides pet and livestock feed formulations, including textured feeds, crumbles, and pellets for horses, poultry, cattle, goats, and pets, with protein levels ranging from 8% to 16% to meet nutritional needs across life stages. Examples include All Stock Textured Feed and Poultry Layer Crumble. Under legacy branding, Mills Fleet Farm includes candy, nuts, and snack foods, offering bulk and packaged treats popular in store aisles. Farm Toys features children's toys themed around farming and outdoors, such as play vehicles, animal figures, and playsets that encourage imaginative rural play.

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