Financial Data and Key Metrics Changes - The company reported a net sales increase of 7.2% to a record $3.72 billion for the third quarter [7] - Comparable store sales rose by 3.9%, driven by a transaction growth of 2.7% and average ticket growth of 1.2% [7][20] - Gross margin increased by 15 basis points to 37.4%, reflecting effective cost management [20] - Diluted EPS was $0.49, up from $0.45 in the prior year [22] Business Line Data and Key Metrics Changes - The consumable, usable, and edible businesses saw ongoing share gains, contributing to overall sales growth [6] - Seasonal categories, particularly in spring and summer products, showed strong performance, benefiting from an extended summer season [9][10] - The livestock, equine, poultry feed, and wildlife supplies categories experienced stronger than average growth [11] - Digital sales grew at a low double-digit rate, with nearly 80% of online orders fulfilled by stores [13] Market Data and Key Metrics Changes - All geographic regions delivered positive comparable store sales for the quarter, indicating broad-based performance [17] - The company noted a cautious big-ticket consumer and a lack of storm-related activity affecting discretionary categories [12][19] Company Strategy and Development Direction - The company is focused on its "Life Out Here" strategic initiatives, emphasizing direct sales and final mile delivery [15][27] - Plans to open 100 new stores in 2026, reflecting confidence in new store economics and long-term growth potential [24] - Continued investment in existing stores and technology to enhance customer experience and operational efficiency [15][31] Management's Comments on Operating Environment and Future Outlook - Management expressed optimism about the consumer's resilience and engagement, despite some unfavorable weather conditions in early October [44][45] - The guidance for Q4 anticipates comparable store sales growth of 1% to 5%, heavily influenced by winter weather [23][45] - The company is confident in its ability to navigate the current environment and deliver long-term value for shareholders [27][32] Other Important Information - The Neighbor's Club membership continues to be a significant driver of sales, representing over 80% of total sales [8] - The company is making progress in its pet pharmacy segment, seeing steady growth in orders and customer adoption [14] Q&A Session Summary Question: Update on direct sales rep build-out and its impact - Management is confident in the direct sales initiative, with 48 specialists currently in place covering over 300 stores, generating significant sales [35][38] Question: Changes in consumer behavior and sales initiatives - The consumer remains strong and resilient, with exceptional customer metrics reported in Q3, and management is optimistic about Q4 despite early October weather challenges [44][45][48] Question: Pricing and tariff impacts on Q4 - The company is navigating tariff impacts and maintaining a focus on value perception, with surgical price adjustments as needed [51][52] Question: Operating income margin expansion for 2026 - Management expects gross margin expansion in 2026, with less pressure on SG&A due to the self-funding nature of new initiatives [56][58] Question: Hunting supplies expansion and revenue opportunity - The company is expanding its hunting supplies category, including ammunition, with positive initial results and plans for further rollout [74][76]

Financial Data and Key Metrics Changes - Net sales grew by 7.2% to a record $3.72 billion in Q3 2025, with comparable store sales increasing by 3.9% driven by transaction growth of 2.7% and average ticket growth of 1.2% [9][22] - Gross margin increased by 15 basis points to 37.4%, reflecting effective cost management despite pressures from tariffs and transportation costs [25] - Diluted earnings per share rose to $0.49 from $0.45 in the prior year [27] Business Line Data and Key Metrics Changes - Strong seasonal performance in spring and summer products contributed to comparable sales growth, particularly in tractors and riders, lawn and garden, and wildlife supplies [12][13][14] - Companion Animal category trends remained stable but below company averages, with some sequential improvement in pet supplies and equipment [15] - Digital sales grew at a low double-digit rate, with nearly 80% of online orders fulfilled by stores [15] Market Data and Key Metrics Changes - All geographic regions delivered positive comparable sales for the quarter, indicating broad-based performance across the chain [22] - The absence of emergency weather-related activity represented a modest headwind to sales comparisons [23] Company Strategy and Development Direction - The company remains focused on its "Life Out Here" strategic initiatives, emphasizing direct sales and final mile delivery to enhance customer engagement and long-term growth [20][37] - Plans to open 100 new stores in 2026, reflecting confidence in new store economics and growth potential [30] Management's Comments on Operating Environment and Future Outlook - Management noted that consumer spending trends moderated into September, aligning with broader retail landscape observations [8] - The company anticipates comparable store sales growth in Q4 2025 to range from 1% to 5%, heavily influenced by winter weather conditions [29][56] Other Important Information - The Neighbor's Club membership continues to be a significant driver of sales, representing over 80% of total sales [10] - The company has returned over $600 million to shareholders through dividends and share repurchases year-to-date [28] Q&A Session Summary Question: Update on direct sales rep build-out and coverage - Management expressed confidence in the direct sales initiative, with 48 specialists currently covering over 300 stores and generating significant sales growth [40][44] Question: Changes in consumer behavior in the Life Out Here environment - Management indicated that consumer engagement remains strong, with no significant changes in shopping patterns despite unfavorable weather early in Q4 [51][54] Question: Pricing and tariff impacts on Q4 - The company plans to navigate additional costs from tariffs while maintaining a focus on value perception for customers [62] Question: Operating margin expansion in 2026 - Management expects momentum in gross margin expansion in 2026, with less pressure on SG&A expenses compared to 2025 [67][70] Question: Hunting supplies expansion and revenue opportunity - The company is pleased with the growth in wildlife and recreation supplies, including the rollout of ammunition products in about half of the stores [87][90]