Core Insights - Chewy reported an 8% revenue growth, which is more than double the industry growth rate, and a 30% profit growth, indicating strong performance in a competitive market [5][10] - The stock experienced volatility following the earnings report, initially dropping in pre-market trading but eventually closing up 1.5% [2] - Chewy's strategy includes a focus on e-commerce and customer service, with over 84% of sales coming from a quasi-subscription program, Auto Ship [8][10] Financial Performance - Revenue grew by 8%, significantly outpacing the industry growth rate [5] - Profit growth reached 30%, translating to a 100 basis point increase in margins [11] - Free cash flow conversion is strong, with 80% of profits being converted into free cash flow [11] Market Position - Chewy is gaining market share, growing at more than twice the market rate, and is outperforming competitors like Petco, Amazon, and Walmart [5][10] - The company is expanding its footprint with new locations and enhancing customer experience through high-touch service and technology [13][18] Product Offerings - Chewy is focusing on premiumization and humanization trends in pet food, launching a private label product called Get Real, which has received positive customer feedback [19][20] - The company is also seeing growth in discretionary spending, with an 18% year-over-year increase in this category [21] Customer Engagement - Chewy's customer satisfaction scores are high, and the company is successfully attracting new customers through its veterinary services and health products [14][15] - The Chewy Plus program is designed to enhance customer experience and increase share of wallet, showing promising early results [12]

Financial Data and Key Metrics Changes - Q3 net sales grew over 8% year-over-year to $3.12 billion, primarily driven by unit volume growth, not price [7][12] - Gross margin expanded roughly 50 basis points year-over-year to 29.8%, driven by sponsored ads growth and a strong auto ship baseline [9][12] - Adjusted EBITDA reached $181 million, up 30% year-over-year, with an adjusted EBITDA margin of 5.8%, representing a 100 basis points year-over-year expansion [9][14] - Free cash flow for the quarter was approximately $176 million, up nearly $70 million sequentially [9][14] Business Line Data and Key Metrics Changes - Autoship customer sales increased 13.6% to $2.61 billion, outpacing total company growth [7] - Active customers reached 21.2 million, up nearly 5% year-over-year, with improvements across every part of the active customer funnel [8] - Net sales per active customer reached $595, up nearly 5% year-over-year [8] Market Data and Key Metrics Changes - The company continues to outperform the pet category and expand market share, with profits growing faster than sales [6] - Marketing efficiency continues to strengthen, attracting high-quality customers and improving LTV to CAC ratios [8] Company Strategy and Development Direction - The company aims for a long-term objective of a 10% adjusted EBITDA margin, with ongoing investments in automation and health services [6][21] - Chewy Vet Care (CVC) is driving strong utilization and customer loyalty through high-margin services, with plans to open additional clinics [10] - The acquisition of Smart Equine is expected to enhance Chewy's premium health and nutraceutical assortment [10][11] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the ability to deliver consistent, durable EBITDA expansion over the next several years [20][21] - The company expects to continue taking market share while maintaining disciplined, customer-centric growth [20][21] - For 2026, management anticipates a structural unit volume growth year, with pricing benefits expected to be slightly larger than in 2025 [43][45] Other Important Information - The company repurchased approximately 1.5 million shares for $55 million during the quarter [15] - The company ended Q3 with approximately $675 million in cash and cash equivalents, remaining debt-free [15] Q&A Session Summary Question: How does the team continue to evolve learnings about the lifetime value of customers? - Management discussed the strong intersection between Autoship, Chewy Plus, and CVC, emphasizing their complementary nature in driving customer retention and profitability [26][27] Question: Can you talk about the drivers of active customer growth? - Active customer growth was driven by improvements in customer acquisition and retention, with better experiences on platforms leading to higher conversion rates [33][34] Question: What is the preliminary outlook for demand in 2026? - Management views 2026 similarly to 2025, expecting low single-digit growth in the industry and a focus on share-taking [43][44] Question: Can you discuss trends in gross margins and expectations for 2026? - Management expects continued gross margin expansion driven by various levers, including premium category mixes and the health ecosystem [61][62] Question: How has the Chewy Plus program performed after the price increase? - Conversion rates have remained strong post-price increase, and the program is expected to deliver gross margins in line with the overall enterprise [70][71]

Chewy (NYSE:CHWY) Q3 2026 Earnings Call December 10, 2025 08:00 AM ET Company ParticipantsSteven Zaccone - Director of Equity ResearchSumit Singh - CEONatalie Nowak - Director of Investor RelationsWill Billings - Chief Accounting Officer and Interim Principal Financial OfficerConference Call ParticipantsEric Sheridan - Senior Equity Research AnalystAnna Andreeva - Managing Director and Senior Research AnalystShweta Khajuria - Managing Director and Senior Equity Research AnalystDylan Carden - Senior Equity A ...

Chewy (NYSE:CHWY) Q3 2026 Earnings Call December 10, 2025 08:00 AM ET Speaker6Hello and welcome to the Chewy third quarter 2025 earnings call. My name is Emily, and I'll be coordinating your call today. After the presentation, you'll have the opportunity to ask any questions, which you can do so by pressing star followed by the number one on your telephone keypad. I will now hand over to our host, Natalie Nowak, to begin. Please go ahead.Speaker7Thank you for joining us on the call today to discuss our thir ...

Core Insights - Chewy, Inc.'s Autoship program has become a crucial component of its business model, generating $2.58 billion in sales, which is a 15% year-over-year increase and represents 83% of total net sales [1][9]. Sales Performance - The Autoship program demonstrated strong performance in high-value categories like consumables and health, indicating a solid commitment from core customers [2]. - Autoship's sales growth of 15% outpaced the overall net sales growth of 8.6%, highlighting its effectiveness in driving revenue [2]. Customer Engagement - Chewy+ members exhibit higher participation in Autoship and greater mobile app engagement compared to non-members, contributing to a 4.6% year-over-year increase in Net Sales Per Active Customer (NSPAC) to $591 [4][9]. - The number of active customers rose by 4.5% to 20.9 million during the quarter [9]. Financial Metrics - Chewy's gross margin improved to 30.4%, reflecting an increase of nearly 80 basis points sequentially and 90 basis points year over year, driven by more predictable volume and higher frequency from the Autoship program [3][9]. Future Outlook - The company plans to continue investing in expanding its Autoship and Chewy Plus programs to capture a larger market share [5]. Valuation - Chewy's shares have increased by 2.1% year to date, while the industry has risen by 6.1%, with a forward price-to-earnings ratio of 48.3, significantly higher than the industry average of 23.3 [6][8]. Earnings Estimates - The Zacks Consensus Estimate for Chewy's fiscal 2026 and 2027 earnings suggests a year-over-year increase of 22.1% and 20.7%, respectively, with a trailing four-quarter earnings surprise of 5.8% on average [11].

Core Viewpoint - Chewy, a leading pet product retailer, reported strong earnings with a 9% sales growth and an increase in active customers, but the stock experienced a decline due to profit numbers aligning with consensus expectations rather than exceeding them [2][3][5]. Financial Performance - Sales grew by 9% year-over-year, with active customers increasing by 4.5%, marking the third consecutive quarter of growth in this metric [2][3]. - Net sales per active customer reached an all-time high of approximately $591 annually, indicating potential for further growth in both active customer numbers and spending per customer [3][5]. Profitability Insights - The profit for the quarter was in line with consensus, attributed to one-time headwinds such as fulfillment center expansion and increased labor costs, as well as frontloaded inventory at tariffs [4][10]. - Gross margins expanded by 80 basis points, largely due to growth in the high-margin Chewy Ads business [8]. Growth Initiatives - Chewy is expanding into fresh and frozen food categories, which are currently growing in the mid-teens percentage range [5][6]. - The company is enhancing its loyalty program, Chewy Plus, which currently represents only 3% of net sales but is showing strong growth [6]. - Chewy is also increasing its healthcare offerings, including more prescriptions and the opening of physical vet clinics, with plans for long-term growth in this area [6][7]. Competitive Landscape - Chewy faces competition from major retailers like Amazon, Walmart, and Costco, but has managed to maintain strong growth, with net sales up 9% despite this competitive environment [12][13]. - A significant portion of Chewy's customers are also Amazon Prime members, yet this has not negatively impacted Chewy's financial performance, suggesting a differentiated platform and strong customer service [13][14]. Investment Outlook - Analysts maintain a strong buy rating on Chewy with a target price of $53, viewing the current stock decline as a buying opportunity due to the potential for long-term growth and margin expansion [5][10]. - The company has no long-term debt and generates substantial free cash flow, further supporting its investment appeal [8].

Financial Data and Key Metrics Changes - Q2 net sales grew by nearly 9% year over year to $3.1 billion, exceeding the high end of guidance [6][19] - Gross margin reached 30.4%, expanding by nearly 80 and 90 basis points sequentially and year-over-year, respectively [8][19] - Adjusted EBITDA was $183.3 million, representing a 5.9% margin and a year-over-year increase of over 80 basis points [9][21] - Free cash flow generated was nearly $106 million in the quarter [9][21] - Adjusted net income increased by 34.8% year over year to $141.1 million, with adjusted diluted earnings per share of $0.33 [21][25] Business Line Data and Key Metrics Changes - Autoship customer sales reached $2.58 billion, representing 83% of Q2 net sales and growing nearly 15% year over year [6][7] - Hardgoods business grew over 15% in Q2, driven by structural volume growth [7] - Chewy Plus program showed strong growth, with approximately 3% of total monthly sales attributed to members [11][12] Market Data and Key Metrics Changes - Active customers increased to 20.9 million, reflecting 4.5% year-over-year growth [8] - NESPAC (Net Effective Sales Per Active Customer) reached $591, representing 4.6% year-over-year growth [8] Company Strategy and Development Direction - Chewy is focused on expanding its Chewy Plus membership and private brands, with a new product line "Get Real" launched for fresh dog food [12][15] - The company aims to mitigate tariff-related costs and invest in growth initiatives while maintaining a strong customer experience [17] - Chewy plans to open 8 to 10 new veterinary practices in fiscal year 2025, enhancing its Chewy Vet Care network [10] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in Chewy's ability to gain market share despite a challenging retail environment [17] - The company anticipates continued growth in the second half of 2025, with net sales expected to be between $3.07 and $3.1 billion [23] - Management expects to maintain a full-year adjusted EBITDA margin outlook of 5.4% to 5.7% [24] Other Important Information - The company repurchased approximately 3 million shares for a total of approximately $125 million in Q2 [21][22] - Chewy ended the quarter with approximately $592 million in cash and cash equivalents, remaining debt-free [22][23] Q&A Session Summary Question: Investments required in the back half and increasing awareness of new offerings - Management indicated that they are focusing on existing members for Chewy Plus and have not spent additional marketing dollars externally [27][28] Question: SG&A deleverage and its components - Management expects SG&A leverage in 2025, with temporary costs attributed to the ramp-up of the Houston fulfillment center and higher inventory processing costs [36][42] Question: Q2 gross margin improvement and pricing investments - Management noted that gross margin drivers include product mix, increasing Autoship penetration, and a rational promotional environment [45][46] Question: Potential of the fresh and frozen segment - Management estimates the total addressable market for fresh and frozen pet food to be between $8 billion and $12 billion, with strong initial customer reception for the "Get Real" product line [55][56] Question: Advertising environment and macro expectations - Management reported stable pet household formation trends and competitive intensity in advertising, with expectations for continued customer growth [60][66] Question: Competitive advantages and share gains - Management emphasized Chewy's unique value proposition, combining e-commerce efficiency with personalized service, and highlighted growth opportunities in health and wellness segments [70][76] Question: Quality of customer cohorts and Autoship growth - Management noted improvements in customer retention and engagement through programs like Autoship and Chewy Plus, leading to higher NESPAC [79][82]

Financial Data and Key Metrics Changes - Q2 net sales grew by nearly 9% year over year to $3.1 billion, exceeding the high end of guidance range [5][17] - Gross margin reached 30.4%, expanding by nearly 80 and 90 basis points sequentially and year-over-year, respectively [7][17] - Adjusted net income was $141.1 million, representing a 34.8% increase year over year, with adjusted diluted earnings per share of $0.33 [18][23] - Free cash flow for Q2 was nearly $106 million, with a robust liquidity position of approximately $1.4 billion [8][20] Business Line Data and Key Metrics Changes - Autoship customer sales reached $2.58 billion, representing 83% of Q2 net sales and growing nearly 15% year over year [5][6] - Hardgoods business grew over 15% in Q2, driven by structural volume growth [6] - Chewy Plus program showed strong growth, with approximately 3% of total monthly sales attributed to members [10][74] Market Data and Key Metrics Changes - Active customers increased to 20.9 million, reflecting 4.5% year-over-year growth [7] - NESPAC (Net Effective Sales Per Active Customer) reached $591, representing 4.6% year-over-year growth [7] - The overall pet industry is expected to grow in low single-digit to mid-single-digit range, while Chewy is growing at a rate of 7% to 8% [61][63] Company Strategy and Development Direction - Chewy is focusing on expanding its Chewy Vet Care network and plans to open 8 to 10 new practices in fiscal year 2025 [9] - The company is investing in its Chewy Plus membership program and private brands, including the launch of a new fresh dog food line called Get Real [11][12] - Chewy aims to mitigate tariff-related costs and enhance customer experience through strategic pricing and inventory management [15] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in Chewy's ability to gain market share and deliver strong growth despite macroeconomic pressures [15][22] - The company expects to maintain adjusted EBITDA margin expansion driven by improvements in gross margin [22] - Management anticipates continued growth in active customers and NESPAC, with a focus on enhancing customer engagement through programs like Autoship and Chewy Plus [63][78] Other Important Information - The company repurchased approximately 3 million shares for a total of approximately $125 million in Q2 [19] - Chewy remains debt-free with a strong cash position, allowing for continued investment in growth initiatives [20] Q&A Session Summary Question: Investments required in the back half and increasing awareness of new offerings - Management indicated that they are focusing on existing members for Chewy Plus and have not spent additional marketing dollars externally, relying on organic growth from existing customers [26] Question: SG&A deleverage and expectations for the back half - Management expects SG&A leverage to improve in the back half of the year, driven by the ramp-up of fulfillment centers and structural growth [34][39] Question: Drivers of gross margin expansion and advertising environment - Management highlighted that gross margin expansion is driven by product mix, increasing Autoship penetration, and a rational promotional environment [44][64] Question: Quality of customer cohorts and growth in Autoship - Management noted that the quality of cohorts is improving due to better retention in programs like Autoship and Chewy Plus, leading to higher NESPAC [78]

Financial Data and Key Metrics Changes - Q2 net sales grew by nearly 9% year over year to $3.1 billion, exceeding the high end of guidance range [5][17] - Gross margin reached 30.4%, expanding by nearly 80 and 90 basis points sequentially and year-over-year, respectively [6][17] - Adjusted net income for Q2 was $141.1 million, representing a 34.8% increase year over year [18] - Free cash flow for Q2 was nearly $106 million, with a robust liquidity position of approximately $1.4 billion [7][20] Business Line Data and Key Metrics Changes - Autoship customer sales reached $2.58 billion, representing 83% of Q2 net sales and a nearly 15% increase [5][6] - Hardgoods business grew over 15% in Q2, driven by structural volume growth [5] - Chewy Plus program showed strong growth, with approximately 3% of total monthly sales attributed to members [9][10] Market Data and Key Metrics Changes - Active customers increased to 20.9 million, reflecting a 4.5% year-over-year growth [6] - NESPAC (Net Effective Sales Per Active Customer) reached $591, representing a 4.6% year-over-year growth [6] - The overall industry growth is in the low to mid-single digits, while Chewy is growing at a 7% to 8% rate [61] Company Strategy and Development Direction - Chewy is focusing on expanding its Chewy Plus membership and private brands, with a new product line "Get Real" launched in August [10][12] - The company plans to open 8 to 10 new Chewy Vet Care practices in fiscal year 2025 [8] - Chewy aims to mitigate tariff-related costs and invest in growth initiatives to enhance market share [15] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in Chewy's ability to navigate macroeconomic pressures and continue gaining market share [15][21] - The second half of 2025 is expected to be dynamic, with plans to invest in growth while maintaining profitability [15][21] - Management anticipates continued gross margin expansion and a strong performance from the Chewy Plus program [21][22] Other Important Information - The company repurchased approximately 3 million shares for about $125 million in Q2 [19] - Chewy remains debt-free with a strong cash position, allowing for strategic investments [20] Q&A Session All Questions and Answers Question: Can you talk more about the investments required in the back half and into 2026? - Management indicated that investments will focus on enhancing customer discoverability and increasing awareness of new offerings like Chewy Plus and Get Real, primarily through existing customer engagement rather than external marketing [25][26] Question: How should we think about the leverage path into the back half? - Management expects SG&A leverage to improve in the back half of the year, driven by the ramp-up of fulfillment centers and structural growth [34][39] Question: Can you unpack the Q2 gross margin improvement and the drivers for Q3 and Q4? - Management noted that gross margin expansion is driven by product mix, increasing Autoship penetration, and a rational promotional environment, with expectations for continued growth [42][44] Question: How big do you think the fresh and frozen business can go over time? - Management estimates the total addressable market for the fresh and frozen category to grow from $3 billion to $4 billion currently to between $8 billion and $12 billion in the coming years [51][52] Question: What are your expectations regarding the advertising environment? - Management reported high competitive intensity in the advertising market but noted strong metrics in net traffic and mobile app engagement [57][62] Question: What are the competitive advantages Chewy has over retail giants? - Management emphasized Chewy's unique value proposition that combines e-commerce efficiency with personalized service, allowing for a strong position in the pet care market [67][70]

Core Insights - Chewy, Inc. reported Q1 FY2025 earnings with net sales of $3.12 billion, an increase of 8.3% year-over-year, and adjusted EBITDA of $192.7 million, reflecting a 6.2% adjusted EBITDA margin [1] - The company exceeded internal forecasts for growth and profitability, continuing disciplined share repurchases and making significant progress in core initiatives such as AutoShip, Chewy Plus, advertising, and veterinary clinic expansion [2] AutoShip Performance - The AutoShip subscription model accounted for 82.2% of total net sales, up from the mid-60% range at IPO, with AutoShip revenue growing 14.8% year-over-year, significantly outpacing overall company growth [3][4] - First quarter AutoShip customer sales reached $2.56 billion, representing approximately 82% of Q1 net sales, indicating strong customer loyalty [4] Market Position and Share Gains - The U.S. pet industry is expanding at an annual rate of 3%-4%, with online purchasing penetration estimated in the low-30% range; Chewy is capturing more than 50 cents of every dollar shifting to online channels, compared to 40-42 cents in previous years [5][6] - Management identified the migration to a proprietary first-party advertising platform as a key driver for 60 basis points of year-over-year gross margin expansion [6] Advertising and Revenue Streams - The new advertising system allows for scaling campaigns across on-site and off-site inventory, creating a high-margin revenue stream targeting 1%-3% of net sales [7] - The rapid ramp-up of high-contribution sponsored ads is expected to enhance gross margins and profit conversion [8] Future Guidance - Management reiterated FY2025 full-year net sales guidance of $12.3 billion–$12.45 billion, indicating 6%-7% growth, with first-half momentum suggesting a path toward the upper half of this range [10] - Adjusted EBITDA margin guidance remains at 5.4%-5.7% for FY2025, with an anticipated 80% EBITDA-to-free-cash-flow conversion, projecting about $550 million in free cash flow [11]