Financial Data and Key Metrics Changes - In Q4 2024, the company reported revenue of $1,550,000,000, which was in line with prior outlook, and adjusted EBITDA of $96,100,000, exceeding expectations [9][28] - Fourth quarter gross profit decreased about 3% to $589,000,000, primarily due to the loss of the fifty-third week in 2024, while gross margin increased by 180 basis points to 38% [28] - Total SG&A was $571,900,000, or 36.8% of net sales, an increase of approximately 60 basis points year-over-year [29] - The company achieved positive free cash flow of $50,000,000 and ended the year with a cash balance of $182,000,000 [29] Business Line Data and Key Metrics Changes - Services are identified as the fastest-growing area within the pet category, with the company holding an established leadership position [9] - The company is focusing on improving its existing fleet of vet hospitals to drive services growth and improve margins with minimal capital [25] Market Data and Key Metrics Changes - The pet category is projected to reach $200 billion in the next five years, with ongoing humanization of pets serving as a significant tailwind for the company [8] - The company closed 25 net locations in 2024 and expects to close between 20 to 30 net locations in 2025 [31] Company Strategy and Development Direction - The company is transitioning from a singular focus on health and wellness to serving all pets and pet parents, aiming to regain market share in a fragmented market [5] - The strategy is divided into three phases: stabilizing profitability, strengthening retail fundamentals, and preparing for revenue growth [10][19] - The leadership team is focused on improving gross margin, leveraging SG&A, and enhancing return on invested capital [24][26] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the company's ability to return to long-term profitable growth, emphasizing the importance of operational improvements and cost control [22][33] - The outlook for 2025 anticipates overall net sales to decline low single digits compared to the previous year, with adjusted EBITDA expected to be between $375,000,000 and $390,000,000 [32] Other Important Information - The company is committed to improving its economic model and operational performance, with a focus on gross margin expansion and disciplined capital allocation [24][26] - Management highlighted the importance of customer satisfaction and maintaining a competitive pricing strategy while avoiding low-margin sales [16][60] Q&A Session Summary Question: What infrastructure investments are needed for Phase three? - Management indicated that no significant infrastructure investments are required, focusing instead on cost control and improved EBITDA [37] Question: What are the low-hanging fruit for EBITDA improvement? - Management emphasized the importance of working every lever of the business to improve profitability, particularly in gross margin expansion and SG&A leverage [46][47] Question: How will the company regain market share? - Management acknowledged the need to strengthen profitability and cash flow before focusing on growth, with plans to identify growth levers in Phase three [56][57] Question: How will SG&A be managed with expected sales declines? - Management assured that customer needs remain a priority, and SG&A management will focus on leveraging existing resources without harming customer experience [59][60] Question: What is the outlook for inflation and promotions? - Management noted that the promotional environment remains steady year-over-year, with a focus on disciplined promotional strategies that enhance customer value [113][116]