BJ’s Wholesale Club (BJ) - 2019 Q3 - Earnings Call Transcript

Financial Data and Key Metrics Changes - Adjusted EBITDA for Q3 was $154 million, reflecting a 4% increase year-over-year [7][35] - Net sales reached $3.2 billion, with merchandise comp sales increasing by 1.1% [25][35] - Membership fee income grew by 7%, with paid members now representing about 97% of the total membership base [29][30] Business Line Data and Key Metrics Changes - Merchandise comp sales in general merchandise were flat, impacted by changes in TV assortment and warmer weather affecting seasonal products [25][26] - Comps in perishables were flat, influenced by assortment changes in dairy and frozen categories [27] - Edible and non-edible grocery divisions saw a 1% increase in comps, with ongoing simplification of assortments [28] Market Data and Key Metrics Changes - The company faced unique challenges in October, including a shift in promotions and warmer weather, which negatively impacted sales [7][26] - The company is optimistic about improving two-year stack comps in Q4 compared to the first half of the year [8][42] Company Strategy and Development Direction - The company is focused on acquiring and retaining members, with record membership fee income driven by higher tier memberships [10][29] - Strategic priorities include simplifying assortments, enhancing promotional capabilities, and expanding services [14][19] - The company plans to continue its transformation by investing in new clubs and gas stations, with a strong pipeline for future openings [22][23] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in being well-positioned for Q4, with strong plans for the holiday season [24][41] - The company is monitoring tariff impacts and does not expect further risks to adjusted EBITDA guidance for the remainder of the year [43][44] - Management remains optimistic about long-term growth and the strength of the underlying business model [46] Other Important Information - SG&A expenses increased to $510 million, reflecting ongoing investments [32] - Free cash flow for the year-to-date period was $77 million, with expectations to exceed $200 million for the year [36] - The company authorized a stock repurchase program of up to $250 million to offset dilution from equity compensation [39][40] Q&A Session Summary Question: Can you elaborate on the SKU reduction program and its impact? - Management indicated that SKU reductions are aimed at driving growth, with double-digit percentage changes expected to have short-term disruptions but ultimately beneficial for long-term growth [48][50][52] Question: Is there a plan to use margin improvements to be more competitive on price? - Management stated that they are balancing sales and profitability, and while there were disruptions in October, they expect to return to a strong performance [54][55] Question: How did weather impact the general merchandise category? - Management noted that warmer weather in October negatively affected sales of seasonal items, but they believe this is a transitory issue [58][59] Question: Can you provide more details on the impact of tariffs on EBITDA? - Management confirmed that previous tariff risks have been accounted for in their guidance, and they do not foresee additional risks affecting EBITDA [66][68] Question: What is the outlook for Q4 given the challenges faced in Q3? - Management expects to recapture some lost demand in Q4, particularly in cold weather items, and is optimistic about promotional cadence [70][72]