Financial Performance - Net sales increased to $3.72 billion in Q3 2025, a 7.2% increase compared to $3.47 billion in Q3 2024 [15] - Comparable store sales increased by 3.9% in Q3 2025, compared to a decrease of 0.2% in Q3 2024 [15] - Gross margin increased by 15 basis points to 37.4% in Q3 2025 from 37.2% in Q3 2024 [18] - SG&A expenses as a percentage of net sales increased by 29 basis points to 28.1% in Q3 2025 from 27.8% in Q3 2024 [18] - Net income increased to $259.3 million in Q3 2025, a 7.4% increase compared to $241.5 million in Q3 2024 [21] - Diluted earnings per share increased to $0.49 in Q3 2025, an 8.6% increase compared to $0.45 in Q3 2024 [21] - Operating margin decreased by 14 basis points to 9.2% in Q3 2025 from 9.4% in Q3 2024 [21] Updated Fiscal Year 2025 Guidance - Net sales are now expected to increase by 4.6% to 5.6% [33] - Comparable store sales are now expected to increase by 1.4% to 2.4% [33] - Operating margin rate is projected to be between 9.5% and 9.7% [33] - Net income is projected to be between $1.09 billion and $1.14 billion [33] - Diluted earnings per share are projected to be between $2.06 and $2.13 [33]

Financial Data and Key Metrics Changes - Total sales reached a record $3.47 billion, an increase of 2.1% year-over-year, while comparable store sales declined by 0.9% due to a decrease in average ticket size by 2.9% [17][18][36] - Diluted earnings per share were 34 cents, which was below expectations, primarily impacted by adverse weather conditions [18][36] - Gross margin rate increased by 25 basis points to 36.2%, attributed to disciplined product cost management [34][36] - Operating income decreased by 5.3% to $249.1 million, and net income decreased by 9.5% to $179.4 million [36] Business Line Data and Key Metrics Changes - Strong transaction growth of 2.1% was noted, with unit growth in consumable, usable, and edible categories being particularly robust [11][32] - Categories such as heating fuel saw growth exceeding 20%, while spring seasonal categories were down approximately 30% due to delayed weather [29][31] - Negative impacts on comparable sales were observed in big ticket items like riding lawnmowers, which were down about 25% [31] Market Data and Key Metrics Changes - The Southern markets were significantly impacted by a delayed spring season, while Northern markets performed reasonably well despite lingering cold weather [26][27] - The delay in spring weather was estimated to have a headwind effect of about 250 basis points on sales [24] Company Strategy and Development Direction - The company is focused on managing costs, investing with purpose, and enhancing customer service amidst a volatile macro environment [10][11] - Updated guidance reflects a cautious outlook due to macroeconomic uncertainties, with net sales growth expected between 4% and comparable store sales ranging from flat to up 4% [40] - The company is committed to its "Life Out Here" strategic growth drivers while being disciplined in capital investments [43][75] Management's Comments on Operating Environment and Future Outlook - Management acknowledged the impact of adverse weather on performance, particularly in spring categories, but emphasized the underlying health of the business [18][20] - The company is closely monitoring consumer spending and sentiment, indicating that customer engagement remains strong despite economic uncertainties [57][62] - Management expressed confidence in navigating current challenges and maintaining long-term customer trust [56][81] Other Important Information - The company repurchased approximately 1.7 million shares and paid quarterly cash dividends totaling $122.4 million, marking the sixteenth consecutive year of dividend growth [37] - Merchandise inventories were $3.2 billion at the end of the quarter, reflecting a modest increase in average inventory per store [38] Q&A Session Summary Question: Clarification on the tariff environment for Q2 and the second half of the year - Management clarified that they are assuming current tariffs will be in place for Q2 and are monitoring the situation closely [89][90] Question: Expectations for big ticket pressure in Q2 and full year guidance - Management indicated a conservative approach for Q2, assuming no significant recovery in big ticket categories but expecting core categories to perform well [97][98] Question: Widespread vendor price increases and passing through costs - Management stated that they are not currently passing through price increases but are preparing for future discussions with vendors regarding cost pressures [103][106] Question: Guidance reconciliation regarding tariffs and expected price increases - Management explained that they are managing multiple scenarios regarding tariffs and their impact on pricing and sales [146][148] Question: Cadence of business performance in the quarter - Management provided insights into monthly performance, noting strong sales in January, challenges in February due to weather, and a return to expected performance in April [126][130]

Financial Data and Key Metrics Changes - Total sales for Q1 2025 reached a record $3.47 billion, an increase of 2.1% year-over-year, while comparable store sales declined by 0.9% due to a decrease in average ticket size by 2.9% [17][18][36] - Diluted earnings per share were 34 cents, which was below expectations, primarily impacted by adverse weather conditions [18][36] - Operating income decreased by 5.3% to $249.1 million, and net income decreased by 9.5% to $179.4 million [36] Business Line Data and Key Metrics Changes - Strong transaction growth of 2.1% was noted, with unit growth in consumable, usable, and edible categories being particularly robust [11][32] - Categories that performed well included heating fuel, which increased over 20%, while spring seasonal categories saw declines, with lawn and garden down low double digits and riding lawnmowers down about 25% [29][31] - The company experienced a decline in average unit retail prices, primarily due to a negative product mix from fewer spring seasonal goods [32][33] Market Data and Key Metrics Changes - The Southern markets were significantly impacted by a delayed spring season, while Northern markets performed reasonably well despite lingering cold weather [26][27] - The delay in spring weather was estimated to have a headwind effect of about 250 basis points on sales [24] - The company noted that big ticket items represented less than 15% of total business, indicating resilience in other categories [62] Company Strategy and Development Direction - The company is focused on managing costs, investing with purpose, and maintaining customer engagement amid a volatile macroeconomic environment [10][12] - The updated fiscal year outlook reflects a cautious approach due to seasonal softness and ongoing tariff pressures [13][40] - The company is committed to its "Life Out Here" strategic growth drivers while being disciplined in capital investments [44][75] Management's Comments on Operating Environment and Future Outlook - Management acknowledged the uncertainty in the macro environment and its potential impact on consumer spending, but emphasized the underlying health of the business [19][20] - The company expects net sales growth between 4% and comparable store sales to range from flat to up 4% for the full year [40] - Management remains optimistic about the performance of core categories and anticipates a return to positive average unit retail by mid-year [73][114] Other Important Information - The company repurchased approximately 1.7 million shares and paid quarterly cash dividends totaling $122.4 million, marking the sixteenth consecutive year of dividend growth [37] - Merchandise inventories were $3.2 billion at the end of Q1, reflecting a modest 1.5% increase in average inventory per store [38] Q&A Session Summary Question: Clarification on the tariff environment for Q2 and the second half of the year - Management clarified that they are assuming current tariffs will be in place for Q2 and are monitoring the situation closely [89][90] Question: Expectations for big ticket pressure in Q2 and full year guidance - Management indicated a conservative approach for Q2, assuming no significant recovery in big ticket categories but expecting core categories to perform well [97][98] Question: Widespread vendor price increases and passing through costs - Management stated that they are not currently passing through price increases but are preparing for future discussions with vendors regarding cost management [104][106] Question: Clarification on guidance and embedded tariffs - Management explained that they are managing multiple scenarios regarding tariffs and their impact on guidance, focusing on maintaining market share [146][148]