Summary of Monro (NasdaqGS: MNRO) FY Conference Call - November 19, 2025 Company Overview - Monro is an auto aftermarket service business with over 1,100 stores across 32 states, established for over 60 years and publicly traded since 1991 [2][3] Industry Dynamics - Post-COVID headwinds have affected tire sales and services, with consumer caution impacting vehicle investments [5] - There are approximately 280-290 million vehicles on the road, with an average age of 12.5 years, indicating a need for maintenance and services [5][6] - The quality of vehicles has improved, leading to longer lifespans, which may drive demand for aftermarket services [6] Consumer Behavior - There has been a trade down in tire quality, but Monro has maintained its share in higher-tier tire categories [8][9] - The company is focusing on a diverse customer base, from high-income individuals to cost-conscious consumers [9] Financial Performance - Gross margin rate was approximately 40 basis points higher than the previous year, with expectations to maintain mid-30s gross margin rates [13][35] - The company has seen an increase in service uptake, particularly in high-margin categories like brakes and ride control [10][35] Store Closures and Real Estate Monetization - Monro closed 145 underperforming stores to improve operating income, with a focus on enhancing performance in remaining stores [16][17] - The company successfully monetized real estate from closed stores, generating approximately $5.5 million in proceeds [19] Leadership and Team Enhancements - New hires in merchandising and marketing have strengthened the leadership team, including the appointment of Kathy Chang as SVP of merchandising [24][25] - The company is narrowing its inventory assortment to improve efficiency and customer clarity [28][29] Marketing Strategy - Monro has shifted to a digital marketing approach, resulting in increased customer engagement and sales [45][46] - Customer segmentation efforts have identified key demographics, allowing for targeted marketing strategies [48][50] Call Center Implementation - A call center has been established to enhance customer service and appointment scheduling, with plans to expand its coverage [53][54] Pricing Strategy - Monro has developed a machine learning-based pricing tool to optimize pricing strategies across different markets [64][70] - The company aims to balance competitive pricing with service quality to attract and retain customers [69][70] Future Outlook - Monro anticipates continued growth in both tire and service segments, with a focus on improving operating income and gross margin dollars [38][39][41] Key Metrics - Inventory levels have decreased by approximately $21 million, from $180 million to $160 million over the last two quarters [29] - The company expects to maintain gross margins consistent with the prior year, with a focus on driving gross margin dollars rather than just rates [40][41]

Summary of Monro's Conference Call Company Overview - Monro is a national chain of auto aftermarket service businesses, primarily serving the do-it-for-me segment, which constitutes about 50% of its business [1][2] - The company has been operational for approximately 60 years and has been publicly traded since 1991 [3] Strategic Review and Turnaround Plan - A strategic review was conducted shortly after the new CEO, Peter Fitzsimmons, joined in March, aiming to increase operating income regardless of economic conditions [4][5] - Key hypotheses identified during the review included: 1. Evaluating the store portfolio to determine which stores should remain [5] 2. Addressing traffic issues through enhanced marketing efforts [6] 3. Improving performance across all stores due to previously uneven performance [7] 4. Strengthening the merchandising team to better align with customer demand [8] Merchandising Strategy - The company recognized it was over-inventoried and needed to refine its tire assortment to better meet customer needs [9] - A new Senior Vice President of Merchandising, Katie Chang, was hired to lead these efforts [10] - Monro aims to offer a narrower assortment of tires while ensuring quick access to any tire the customer desires [11] Tire Market Insights - Monro has reportedly gained market share in the first two quarters of the fiscal year, particularly in tiers one through three of tires [12] - The company is optimistic about selling more tires in the upcoming quarters despite rising costs affecting some customer segments [13] Store Closures and Real Estate Monetization - Monro closed 145 underperforming stores, with 100 identified as clear closures and an additional 45 decided upon after further analysis [14][15] - The company successfully monetized 24 of the closed store locations, generating approximately $5.5 million in proceeds and nearly $7 million in gains from lease terminations [18] Financial Performance and Margin Improvement - The company aims to achieve a gross margin in the mid-30s% range, which is essential for improving operating performance [24] - Recent efforts have led to a 50 basis points expansion in material margins, indicating positive trends in variable costs [26] Marketing Initiatives - Monro has underinvested in marketing in recent years and is now implementing digital tools to drive incremental traffic [39] - A customer segmentation strategy is being deployed to target high-value repeat customers through tailored digital marketing efforts [41] - The introduction of a call center is expected to enhance customer engagement and improve service experiences [43] Store Performance Enhancements - The ConfiDrive digital inspection tool has been effective in increasing unit sales in high-margin service categories [44] - A district manager toolkit has been introduced to provide store managers with actionable insights to improve performance [46] Future Outlook - The company is focused on improving operating performance and increasing adjusted diluted EPS, with a foundation laid for better results in FY27 [32] - Monro's leadership is committed to the turnaround process and is optimistic about the potential for improved financial performance [37] Conclusion - Monro is actively working on a comprehensive turnaround plan that includes strategic store closures, enhanced merchandising, targeted marketing initiatives, and improved store performance metrics, all aimed at driving revenue growth and profitability in the coming quarters [48]

Core Viewpoint - The case regarding Tuhu's lawsuit against JD's "Zhenhu Price" has seen new developments, with JD ceasing the use of the term and launching a significant subsidy campaign [1][4][5]. Group 1: Legal Developments - JD's car service has stopped using the term "Zhenhu Price" following a lawsuit from Tuhu, which claimed unfair competition [1][3]. - The Shanghai Intellectual Property Court ruled that JD's actions related to the "Zhenhu Price" constituted unfair competition [3][4]. Group 2: Marketing and Promotions - JD announced a 5 billion yuan subsidy campaign, offering substantial discounts on services such as tire purchases and maintenance [1][4]. - The promotional activities include a "365 Wuyou Purchase" service and a naming contest for a new marketing term, with participants eligible for prizes [1][5]. - Discounts include 250 yuan off for every 500 yuan spent on tires and 200 yuan off for maintenance services over 399 yuan, with offers valid for up to a year [4]. Group 3: Industry Context - The "Zhenhu Price" initiative was launched in September 2023, aimed at addressing issues in the automotive aftermarket, such as price transparency and service standards [5]. - Following the introduction of "Zhenhu Price," Tuhu quickly responded with its own promotional activities, indicating competitive pressure in the market [4].

Summary of Key Points from the Conference Call Industry Overview - The conference call focuses on the **China Internet** sector, specifically the **auto classified platforms** Tuhu Car and Autohome, highlighting their performance and market dynamics in the automotive aftermarket. Company Insights Tuhu Car (9690.HK) - **Market Position**: Tuhu Car is recognized as the largest independent automotive aftermarket provider in China, with a significant lead in the market as of 1H25 [4][50]. - **User Growth**: Tuhu Car's monthly active users (MAUs) grew by **19% year-over-year (yoy)** in 2Q25, reaching **15.4 million**, outperforming competitors like JD and Tmall [4][14]. - **Revenue Growth**: Expected revenue growth of **11% yoy** in 1H25, driven by increased order volume and positive same-store sales growth (SSSG) [4][24]. - **Profitability**: Projected **21% yoy net profit growth** in 2025, attributed to eased pricing pressure and operational efficiency gains from AI [4][24]. - **Offline Expansion**: Tuhu plans to expand its workshop count by **15% yoy**, reaching approximately **7,278 workshops** by June 2025 [4][16]. - **Target Price**: The target price for Tuhu Car is revised to **HK$21.9**, reflecting a **10% implied upside** [25][51]. Autohome (ATHM/2518.HK) - **Revenue Outlook**: Autohome is expected to see a **7% yoy decline** in revenue for 2Q25, with media and lead generation revenues shrinking by **26% and 10% yoy**, respectively [30][31]. - **Emerging Revenue Driver**: Autohome Space is identified as a new revenue driver, with projected revenue growth of **2.2x yoy** in 2025, contributing **11%** to total revenue [30][32]. - **Dividend Concerns**: The company has not announced an interim cash dividend for 2025, which may indicate a delay in dividend payouts due to pending regulatory approvals for a change in controlling shareholder [30][35]. - **Target Price**: The target price remains at **US$26/HK$51**, with a neutral rating reflecting a balanced risk-reward outlook [34][49]. Key Market Dynamics - **Industry Challenges**: Autohome faces headwinds from reduced OEM marketing budgets and competition from pan-internet platforms, impacting its media services revenue [30][31]. - **Market Consolidation**: The number of registered auto repair stores has significantly decreased, indicating ongoing consolidation in the industry [21]. - **Consumer Trends**: The automotive aftermarket is experiencing shifts in consumer demand, with a focus on digital solutions and operational efficiency [50]. Financial Metrics - **Tuhu Car Financials**: For 1H25, Tuhu Car is projected to achieve revenues of **Rmb7.9 billion** and an adjusted net profit of **Rmb341 million**, with a net profit margin of **4.3%** [24][27]. - **Autohome Financials**: Autohome's expected revenue for 2Q25 is **Rmb1.75 billion**, with a non-GAAP net profit of **Rmb465 million** and a net profit margin of **26.6%** [30][45]. Conclusion - Tuhu Car is positioned for strong growth and market consolidation, while Autohome faces challenges but has potential growth avenues through its new service offerings. Both companies reflect the evolving landscape of the automotive aftermarket in China, with varying prospects for investors.

Financial Data and Key Metrics Changes - Sales decreased by 4.9% to $295 million in the fourth quarter, primarily due to six fewer selling days compared to the previous year, resulting in a sales decrease of $18.9 million [22] - Comparable store sales increased by 2.8% but decreased by 3.6% when unadjusted for days [22] - Net loss was $21.3 million compared to net income of $3.7 million in the same period last year, with diluted loss per share at $0.72 compared to diluted earnings per share of $0.12 [25][26] Business Line Data and Key Metrics Changes - Tire units were up mid-single digits in the fourth quarter, driven by growth in units above 10% during March [22] - Gross margin decreased by 250 basis points compared to the prior year, primarily due to higher material costs and increased technician labor costs [23] Market Data and Key Metrics Changes - The average vehicle life of cars on the road is over 12.5 years, with vehicle miles traveled returning to pre-COVID levels [9] - The company gained tire market share in higher margin tiers during the quarter [22] Company Strategy and Development Direction - The company plans to close 145 underperforming stores, which generated approximately 5% of total sales in fiscal 2025, to improve profitability [11] - Focus areas for improvement include enhancing customer experience, driving profitable customer acquisition, and increasing merchandising productivity [10] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the company's ability to execute the performance improvement plan and capitalize on positive industry trends [19] - The company does not expect immediate improvements but anticipates enhanced profitability and increased operating income during fiscal 2026 [19] Other Important Information - The company generated $132 million in cash from operations during fiscal 2025, with a strong financial position maintained [27] - The company expects to incur store closure costs of approximately $10 million to $15 million primarily during the first quarter of fiscal 2026 [29] Q&A Session Summary Question: Can you provide details on the gross margins and the impact of self-funded promotions? - The gross margin impact related to self-funded promotions includes tire promotions and everyday offers, with expectations for continued pressure on gross margins due to baseline cost increases and potential tariff impacts [36][37] Question: What is the strategy for customer acquisition and improving the Monro experience? - The company is reallocating marketing investments towards targeting repeat customers who appreciate a range of services, with a focus on understanding customer needs [38][39] Question: Can you break down the decline in gross margin in more detail? - The decline was primarily due to 160 basis points related to material costs and 80 basis points from technician labor costs, with some deleverage on fixed occupancy costs [46][47] Question: What are the dynamics between traffic and ticket for the quarter? - Store traffic was down low single digits while ticket was up mid-single digits, with positive trends observed in March and April [50] Question: What is the common denominator for the store closures? - The closures are spaced throughout the network, focusing on stores that are unlikely to produce the desired earnings profile [56][57] Question: What factors contributed to the recent improvement in performance? - The economic environment is favorable for automotive aftermarket services, with expectations for continued demand despite potential economic slowdowns [58][59]