CarMax(US:KMX)2025-12-18 15:02Financial Data and Key Metrics Changes - Total sales for the third quarter were $5.8 billion, down 6.9% year-over-year, reflecting lower volume [15] - Retail unit sales declined by 8%, with used unit comps down 9% [15] - Average selling price increased to $26,400, a year-over-year increase of $230 per unit [15] - Net earnings per diluted share were $0.43, down from $0.81 a year ago, impacted by $0.08 of restructuring expenses [16] - Total gross profit was $590 million, down 13% from the previous year [16] - SG&A expenses were $581 million, up 1% from the prior year [17] Business Line Data and Key Metrics Changes - Used retail margin decreased by 11% to $379 million, with profit per used unit at $2,235, down approximately $70 from last year's record high [16] - Wholesale vehicle margin decreased by 17% to $115 million, with gross profit per unit down to $899 [17] - CarMax Auto Finance (CAF) income was $175 million, up 9% year-over-year [17] Market Data and Key Metrics Changes - The company purchased approximately 238,000 vehicles during the quarter, down 12% from last year [16] - The average wholesale selling price declined by $40 per unit to $8,100 [15] Company Strategy and Development Direction - The company is focused on narrowing the price gap with the marketplace and enhancing customer experience [10] - Plans to reduce SG&A by at least $150 million by the end of fiscal year 2027 [18] - Emphasis on improving digital shopping experience and enhancing profitability through better customer engagement [11][12] - The company aims to reignite its entrepreneurial spirit and operate more efficiently [14] Management's Comments on Operating Environment and Future Outlook - Management acknowledges recent performance has been unacceptable and emphasizes the need for immediate change [6][7] - There is optimism that pricing and marketing actions will improve sales performance, although they may pressure near-term earnings [14][19] - The company is committed to transparency about progress and strengthening performance while searching for a permanent CEO [25] Other Important Information - The company is undergoing leadership changes, with an urgent search for a permanent CEO [7] - The board is focused on finding a leader who can drive sales and maximize the benefits of the omnichannel experience [7] Q&A Session Summary Question: What is the magnitude of the GPU reset expected in the February quarter? - Management indicated that margin reductions will be meaningful and are optimistic about improving retail sales trends [31] Question: Are there customer cohorts where CarMax has become less competitive? - Management identified the higher FICO segments as an area for improvement and plans to recapture lost volume [32][33] Question: What is the baseline SG&A for the $150 million reduction goal? - The baseline SG&A is approximately $2.5 billion, with reductions compared to last year [49] Question: What is the strategy for reducing COGS? - The company is focused on COGS reduction through initiatives like regional reconditioning centers and improved parts selection tools [81][82] Question: How is the company addressing the time to turn vehicles? - Management is focused on reconditioning speed and has seen improvements in sellable inventory despite lower overall inventory [88] Question: What is the outlook for service margins? - Service margins are under pressure, but the team has made strides in improving service margin over the past years [96][97]