Chewy(US:CHWY)2025-09-10 13:02Financial 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]