Q4 2024 Citi Trends Inc Earnings Call

[music].

Okay.

Operator: Greetings and welcome to the Citi Trends fourth quarter 2023 earnings call. During the presentation, all participants will be in the listen only mode.

Greetings and welcome to the Citi trends fourth quarter 2023 earnings call. During the presentation, all participants will be in a listen only mode.

Operator: Afterward, we will conduct a question and answer session. At that time, if you have a question, please press one followed by four on your telephone. If at any time during the conference, you need to reach an operator, please press star zero.

The words, we will conduct a question and answer session.

At that time, if you have a question. Please press the one followed by the four on your telephone.

At any time during the conference you need to reach an operator, Please press star zero.

Operator: As a reminder, this conference is being recorded on Tuesday, March 19, 2024. I would now like to turn the conference over to the senior associate, Ms. Nitza McKee. Please go ahead.

As a reminder, this conference is being recorded on Tuesday March 19, 2024, I would now like to turn the conference over to the senior Associates Ms. Nitza Mckee. Please go ahead.

Thank you and good morning, everyone. Thank you for joining us on Citi trends fourth quarter and fiscal year 2023 earnings call on our call today is Chief Executive Officer, David Mckeown, and Chief Financial Officer, Heather Patino. Our earnings release was sent out. This morning at 645, a M. Eastern time, if you've not received a copy of.

Nitza McKee: Thank you and good morning, everyone. Thank you for joining us on Citi Trends' fourth quarter and fiscal year 2023 earnings call. On our call today are Chief Executive Officer David Makuen and Chief Financial Officer Heather Plutino. Our earnings release was sent out this morning at 6:45 a.m. Eastern Time. If you have not received a copy of the release, it's available on the company's website under the Investor Relations section at www.

The release its available on the company's website under the Investor Relations section at Www Dot city try and dotcom.

Nitza McKee: You should be aware that prepared remarks made today during this call may contain forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995. Management may make additional forward-looking statements in response to your questions. These statements do not guarantee future performance. Therefore, you should not place undue reliance on these statements.

You should be aware that prepared remarks today made during this call may contain forward looking statements within the meaning of the private Securities Litigation Reform Act of 1995 management May make additional forward looking statements in response to your questions. These statements do not guarantee future performance and therefore, you should not place undue reliance on these statements.

Nitza McKee: We refer you to the company's most recent report on Form 10-K and other subsequent filings with the Securities and Exchange Commission for a more detailed discussion of the factors that can cause actual results to differ materially from those described in the forward-looking statement. I will now turn the call over to our Chief Executive Officer, David Makuen.

Refer you to the company's most recent report on Form 10-K, and other subsequent filings with the Securities and Exchange Commission for a more detailed discussion of the factors that can cause actual results to differ materially from those described in the forward looking statements I will now turn the call over to our Chief Executive Officer, David Mcewan David.

Thank you Nita good morning, everyone and thanks for joining us today on our fourth quarter and full year fiscal 2023 earnings call.

David N. Makuen: Thank you, Nitza. Good morning, everyone. And thanks for joining us today on our fourth quarter and full year fiscal 2023 earnings call. I will begin our call with highlights of our financial and operational performance for both the quarter and the year, update you on our progress across our strategic initiatives, and establish our 2024 outcome. Heather Plutino, our Chief Financial Officer, will then elaborate on financial details for both 2023 and our outlook for fiscal 2024. Then we'll open up the call to your questions.

I will begin our call with highlights of our financial and operational performance for both the quarter and year.

Get you on our progress of cost structure initiatives.

And establish our 2024 hours.

Heather Porcino, our Chief Financial Officer will then elaborate on financial details for both 2023 and our outlook for fiscal 'twenty talked before then we will open up the call for your questions.

David N. Makuen: I am pleased to report that our fourth quarter and annual results were in line with our guidelines. We delivered a solid holiday season as our Ready, Set, Gift campaign resonated with existing and new customers. Our strong execution of the business across our strategic priorities fueled our performance throughout the quarter. In particular, our focus on rebuilding inventories in targeted product categories drove improved confidence. The team's hard work resulted in fourth quarter total sales growth of nearly 2%, EBITDA of $10 million, and a strong gross margin of 39.1%. Throughout the fourth quarter, our team operated with great flexibility and agility. I am incredibly grateful to our entire organization for its continued execution of our priorities while keeping our customers and neighborhoods at the core of everything we do, while our customer base, consisting mostly of families earning $45,000 per year and less, continues to tightly manage discretionary spending in the face of lingering inflationary pressure.

I am pleased to report that our fourth quarter and annual results were in line with our guidance, we delivered a solid holiday season, as our ready yet gift campaign resonated with existing and new customers, our strong execution of the business across our strategic priorities fueled our performance throughout the quarter.

In particular, our focus on rebuilding inventories and targeted product categories drove improved comps.

Team's hard work resulted in fourth quarter total sales growth of nearly 3% EBITDA of 10 million and a strong gross margin of 39, 1%.

Throughout the fourth quarter, our team operated with great flexibility and agility.

I'm incredibly grateful to our entire organization for their continued execution of our priorities, while keeping our customers and neighborhoods at the core of everything we do.

While our customer base, consisting mostly of families, earning $45000 per year in the lab.

Continues to tightly manage discretionary spending in the face of lingering inflationary pressures. Despite this customer's young man with.

David N. Makuen: Despite this, customers, young and old, responded well to our edited and trend-right mix of head-to-toe outfits, special designed pieces only found at Citi Trends and the full complement of gifts and stocking stuffers, beginning with a strong Black Wednesday, followed by peak days leading up to Christmas, and lastly, a nice finish for New Year's. Our 10-week holiday-selling period comp was nearly flat for last year.

Responded well to our edited and trend right mix up head to toe outfits.

Actually design pieces only found at Citi trends and the full complement of gifts and stocking stuffers.

Even with the strong black Wednesday.

Followed by peak days, leading up to Christmas and lastly, a nice finish for new years are 10 week holiday selling period comp was nearly flat to last year.

David N. Makuen: 2-4 closed with a softer January. Due to snow, ice, and cold weather in southern markets, which is where a high portion of our fleet is located, this explains most of the slowdown in our fourth quarter trend resulting in a softer negative 1.5 comp for the quarter, which was still a significant sequential improvement compared to our third quarter result. During the quarter, particularly strong categories were Home, Toys, Big Men's Apparel, Outerwear, Kids' Apparel and Accessories, Ladies' Footwear, and Beauty and Accessory Giftables. Before I move to our 2024 outlook, I want to acknowledge the progress we made in 2023 regarding the completion of many initiatives in support of our previously stated strategic areas of focus. Completing these, or making significant progress, will help fuel momentum in 2024 and beyond.

Q4 closed with a softer January.

Snow ice and cold weather in southern markets, which is where a high portion of our fleet is located.

Explains most of the slowdown in our fourth quarter trend, resulting in a soft or a negative one five comp for the quarter, which was still a significant sequential improvement compared to our third quarter results.

During the quarter, particularly strong categories were home or.

His big men's apparel, outerwear, kid's apparel, and accessories, Lady sportswear and beauty and accessories gift the balls.

Before I move to our 2012 before outlook.

Wonder if knowledge the progress we made in 2023 regarding the completion of many initiatives in support of in support of our previously stated strategic areas of focus.

We're making significant progress will help fuel our momentum in 2024 and beyond.

David N. Makuen: First, as I've shared with you before, in support of driving CompStor's productivity, we have made considerable progress conducting tests and or rollouts of initiatives that unlocked both traffic and customer basket building opportunities and drove top-line sales in the fourth quarter. Second, in support of managing inventory and maximizing margin, we've doubled down on fresh training of our buy team to maximize our markup, made selective and wise inventory investments, and successfully launched our new ERP system. Third,

First as I've shared with you before in support of driving comp store productivity. We have made considerable progress conducting tests <unk> rollouts of initiatives.

<unk>, both traffic and customer basket building opportunities and drove top line sales in the fourth quarter.

Second in support of managing inventory and maximizing margin, we've doubled down on fresh training of our bi team to maximize our markets made selective and wise inventory investments and successfully launched our new ERP system.

Third in support of controlling SG&A expenses, and leveraging our balance sheet, we maniacally kept expenses in check and ensured reinvested in the right areas during a challenging year I want to remind you that our model that's highly six and we run a lean and mean, which means as the topline improves.

David N. Makuen: The Bulletproof Executive 2013, We maniacally kept expenses in check and insured reinvested in the white areas during a challenging year. I want to remind you that our model is highly fixed, and we run it lean and mean, which means as the top line improves, which it did in the fourth quarter, we realize terrific flow through to the bottom line. Lastly, and number four in our list of 23 areas of strategic focus, is Executing Technology Enhancement.

Which it did in the fourth quarter, we realized terrific flow through to the bottom line.

Lastly, a number four in our list of 23 areas of strategic focus.

Executing technology enhancements, the aforementioned ERP launch coupled with improved analytics.

David N. Makuen: The aforementioned ERP launch coupled with improved analytics emanating from our new data platform brought early benefits to the table that helped us deliver a strong fourth quarter. Turning our focus to 2024, today we establish our full-year outlook for the coming year. We expect mid-single-digit comp growth, coupled with an EBITDA range of $4 to $10 million, both representing significant improvement compared to last year, to achieve our outlook. It should come as no surprise that we believe that the strategic areas of focus that I just reviewed will remain key themes in 2024. However, we have done some refinement to better reflect our starting point in the new fiscal year. Rest assured, we began working on these well before the end of 2023, naming team members to captain the details and see them through to execution as the year unfolds.

<unk> from our new data platform brought early benefits to the table that helped us deliver a strong fourth quarter.

Turning our focus to 2024 today, we establish our full year outlook for the coming year.

We expect mid single digit comp growth, coupled with an EBITDA range of $4 million to $10 million.

Both representing significant improvement compared to last year.

To achieve our outlook.

It should come as no surprise that we believe that the strategic areas of focus that I've just reviewed remain key themes in 2024.

However, we have done some refinement to better reflect our starting point in the new fiscal year rest.

Rest assured we began working on these well before the end of 2023.

Gaming team members to cap them, the details and see them through to execution as the year unfolds let.

David N. Makuen: Let me take a few minutes to provide a summary of our four strategic areas of focus in 2024. Number one, and by far the most important area of focus, driving comp sales and margin. This encompasses capturing a greater share of wallet from African American and Latinx families through assortment optimization.

Let me take a few minutes to provide a summary of our four strategic areas of focus in 2024.

Number one in.

And by far the most important area of focus driving comp sales and margin. This encompasses capturing.

Greater share of wallet from African Americans, and mechanics families, who assortment optimization.

David N. Makuen: Second, optimizing inventory levels and in-stocks to expand. Third, leveraging trade expenses on higher sales for Ramping Up Marketing. And fifth, upgrading the store experience via remodels.

Optimizing inventory levels and in stocks to expand margins third leveraging freight expenses on higher sales.

Or ramping up marketing reach and upgrading the store experience via Remodels. So you can tell as I mentioned driving comp sales and margin being the most important area of focus you can tell that that bucket is full of some really great things to drive our top line.

David N. Makuen: So you can tell, as I mentioned, driving comp sales and margin being the most important area of focus, you can tell that that bucket is full of some really great things to drive our top line. Number two in our 2024 areas of strategic focus, activating tech and analytics, encompasses, over time through the year, maximizing the capabilities of our new system, and two, rolling out data tools to drive company-wide fact-based decision-making. Our third area of focus in 2024 is maximizing the supply chain. This encompasses improving distribution center productivity and implementing initial steps to improve the speed of deliveries to stores.

Number two in our 2024 areas of strategic focus activating tech and analytics.

Emphasis over time through the year maximizing the capabilities of our new systems and two rolling out data tools to drive Companywide fact based decision making.

Our third area of focus in 2024 is maximizing supply chain. This encompasses improving distribution center productivity.

And implementing initial steps to improve speed of deliveries to stores.

David N. Makuen: And lastly, number four for the year, enhancing support capabilities. This involves investing in training and development programs for our great teams and providing improved tools to field leaders to increase operational productivity in our stores. With that said, let me provide a quick glimpse of how the first quarter of 2024 is shaping up.

And lastly, number four for the year enhancing support capabilities.

Encompasses investing in training and development programs for our great teams and providing improved tools to field leaders to increase operational productivity in our stores.

With that said, let me provide a quick glimpse of how the first quarter of 2024, it's shaping up.

David N. Makuen: While only halfway through the first quarter, we are encouraged by our quarter-to-date positive confidence that is consistent with our four-year outlook and represents sequential improvement versus prior quarters driven by both traffic growth and strong conversion growth. Additionally, during the first quarter of 2024, we have several initiatives in flight that are delivering strong sales lifts, including store remodels. All in all, we will have impacted nearly 30% of our stores in the quarter with incremental efforts to drive top-line sales. Most of these initiatives have the potential to roll out to many more stores in Q2 and beyond. A few recent examples of our efforts include: We continue to transform comp stores to our CTX remodeled format. We've completed 27 remodels since November, continue to see mid to high single-digit lifts, and now complete these remodels for half the cost versus prior.

Why only halfway through the first quarter, we are encouraged by our quarter to date positive comp that is consistent with our full year outlook.

And represents sequential improvement versus prior quarters, driven by both traffic growth and strong conversion growth.

Additionally, during the first quarter of 2024, we have several initiatives in flight that are delivering strong sales lifts, including store Remodels store specific category comebacks and digital and radio marketing.

All in all we will have impacted nearly 30% of our stores in the quarter with incremental efforts to drive top line sales.

Most of these initiatives have the potential to rollout to many more stores in Q2 and beyond.

Two recent examples of our efforts include.

We continue to transform comp stores to our CTX remodeled format.

We've completed 27 Remodels since November.

Continue to see mid to high single digit lifts and now complete these remodels for half the cost versus prior.

David N. Makuen: We completed 20 of the 27 in early fiscal 2024, and we'll pump out at least 20 more during the year. Since August of 2023, we have completed multiple marketing tests, and we like what we are seeing. We plan on including additional marketing spend across digital and radio during key seasonal moments for the remainder of 2024. I can't say enough about our store-specific category comebacks, which are a total team effort.

We completed 20 of the 27% in early fiscal 2024 and will pump out at least 20 more during the year.

Since August of 2023, we have completed multiple marketing tests and we like what we are seeing we plan on including additional marketing spend across digital.

And radio during key seasonal moments for the remainder of 2024.

I can't say enough about our store specific category come backs, which are a total team effort to make these works are buying move and sell teams have work synergistically to get dozens of select stores in better shape to win back and win New African American Latinx customers bolstered.

David N. Makuen: To make these changes work, our buy, move, and sell teams have worked synergistically to get dozens of select stores in better shape to win back and win new African American and Latinx customers, bolstered by analytics. Our teams are improving assortment planning and product allocation, combined with significant staffing upgrades, allowing us to present the right product in the right store at the right time with the right staff. Lastly, since Q4, we have been aggressively testing in-store presentations of some really important categories. We are in the middle of testing expansions of our juniors and plus assortments for her and an expanded version of our successful Q line. [inaudible] and Select Stores.

Bolstered by an analytics, our teams are improving assortment planning and product allocation combined with significant staffing upgrades, allowing us to present, the right products and the right store at the right time with the right staff.

Lastly, since Q4, we had been aggressively testing evolved in store presentations of some really important categories.

We're on the middle of testing expansions of our juniors plus assortments for her and an expanded version of our successful Q line.

We're all in select stores, both tests are yielding better than expected sales levels.

David N. Makuen: Both tests are yielding better than expected sales levels. I want to quickly comment on this year's tax refund season. Although it has been folded differently from a timing perspective, the refund amount per family is slightly higher than last year, and the aggregate amount of refunds is catching up nicely to last year's level. What's exciting is that the initiatives I just mentioned have set us up well to capture demand during an elongated tax refund. Lastly, our buy team has done an excellent job getting the style rolling in 2024 by creating an assortment with compelling brands, Made for Citi Trends styles, and a steady stream of quick-ship market goods at record margin levels and, of course, at prices that don't break the bank. Strengths of the Quarter, to date, are broad-based.

I want to quickly comment on this year's tax refund season.

What has unfolded differently from a timing perspective, the refund amount per family is slightly higher than last year and the aggregate amount of refunds, it's catching up nicely for last year's level.

It's exciting.

The initiatives I, just mentioned have set us up well to capture demand during an elongated tax refund season.

Lastly, our buying team has done an excellent job getting the style rolling in 2024 by creating an assortment with compelling brands.

Need for Citi trends styles.

A steady stream of quick ship market goods at record margin levels and of course at <unk>.

Prices that don't break the bank.

Strength through the quarter to date is broad based.

David N. Makuen: Our ability to secure appealing trends, fashion, and basics across apparel, accessories, footwear, and home is deep and broad. Our buy team is traveling coast to coast, finding the most compelling content for our customer base, which likes to consume our fashion and trend offerings so they can show up and show out in life. As you can hear, we are definitely not standing still. And, as always, we're controlling and impacting the areas that are within our control, taking actions that we firmly believe will accelerate top-line growth and expand margins, which, in turn, will produce incremental EBITDA. Before I turn the call over to Heather, it's important to call out that the families we serve continue to face lingering economic pressures that we are monitoring closely. I've been to dozens of stores since the beginning of the year, and I have experienced firsthand the pressures our customers and associates, often one and the same, are dealing with: food prices remain elevated; rents and evictions remain high.

Our ability to secure appealing trends fashion and basics across apparel accessories footwear and home is deep and broad.

Our bi team is traveling coast to coast, finding the most compelling content for our customer base that likes to consume our fashion and trend offerings. So they can show up and show out in life.

As you can hear me.

We are definitely not standing still.

And as always we're controlling and impacting the areas that are within our control.

Taking actions that we firmly believe will accelerate top line growth and expand margins, which in turn will produce incremental EBITDA.

Before I turn the call over to Heather it's important to call out the families. We serve continue to face lingering economic pressures that we are monitoring closely.

I've been to dozens of stores since the beginning of the year.

I have experienced firsthand the pressures our customers and associates often one of them. The same are dealing with.

Food prices remain elevated.

And evictions remain high.

David N. Makuen: Real wage growth, and others. It's still tough out there. We understand our customers' financial dynamics better than most, and we are acutely aware that our role in the neighborhood is to provide easy and pleasant access to an assortment that helps you show up for whatever comes your way, empowering you, the customer, to bring opportunities to life. No matter your age, financial situation, or skin color, our store teams welcome you like a friend and find ways to give you specialty store-like attention and respect so you can leave with as many items as With that, I'll turn the call over to Heather. She will discuss our fourth quarter and full year results in detail as well as our outlook. Other?

Real wage growth.

Minimal.

Still tough out there.

We understand our customers' financial dynamic better than most and we are acutely aware of that are rolled in neighborhoods to provide easy and pleasant access.

Access through an assortment that helps you show up for whatever comes your way.

Powering new the customer to bring opportunities to life.

What are your age financial situation your skin color. Our store teams welcome you like a friend and find ways to give you a specialty store like attention and respect.

You can leave with its many items that you want in your bag that make you happy.

With that I'll turn the call over to Heather will discuss our fourth quarter and full year results in detail as well as our outlook.

Okay.

Thank you David and good morning, everyone.

Heather Plutino: Thank you, David, and good morning, everyone. As David mentioned, we are pleased to have delivered fourth quarter and full year 2023 results in line with the guidance we provided. The hard work of our dedicated and scrappy teams is paying off with a stabilizing business driven by our strategic inventory rebuilds, remodels, in-store experience upgrades, and the marketing test David described earlier. Our disciplined management of the middle of the P&L plus the positive comp sales trends we are seeing in the first quarter to date give us confidence in the 2024 outlook, which I will detail shortly. I am also pleased to report that our balance sheet remained healthy, ending fiscal 2023 with no debt, no drawings on our $75 million revolver, and $80 million in cash.

As David mentioned, we are pleased to have delivered fourth quarter and full year 2023 results in line with the guidance we provided.

Hard work of our dedicated and scrappy teams is paying off with a stabilizing business driven by our strategic inventory rebuild remodels in store experience upgrades and the marketing test David described earlier.

Our disciplined management of the middle of the P&L plus the positive comp sales trends, we are seeing first quarter to date give us confidence in the 2024 outlet, which I will detail shortly.

I am also pleased to report that our balance sheet remains healthy ending fiscal 2023 with no debt no drawings on our $75 million revolver and $80 million in cash.

Heather Plutino: This strong financial position gives us the flexibility to fund our growth, all in support of our 2024 Outlook. Now, let's turn to the specifics of our fourth quarter financial results. As a reminder, Q4 2023 included an additional week compared to last year's fourth quarter. Total sales for the quarter were $215.2 million, including $11.2 million from the extra week. Total sales increased 2.7% versus Q4 2022, in line with our guidance. Comparable store sales calculated on a 13-week to 13-week basis decreased 1.5% compared to last year, a significant improvement over Q3's negative 6.2% comp.

This strong financial position gives us the flexibility to fund our growth.

All in support of our 2020 for outlook.

Now, let's turn to the specifics of our fourth quarter financial results.

As a reminder, Q4 2023 included an additional week compared to last year's fourth quarter.

Total sales for the quarter were $215 2 million.

<unk> 11 $2 million from the extra week.

Total sales increased two 7% versus Q4 of 2022 in line with our guidance.

Comparable store sales calculated on a 13 week to 13 week basis decreased one 5% compared to last year.

Significant improvement to Q3's negative six 2% comp.

Heather Plutino: Q4 gross margin was 39.1% versus 39.5% in Q4 2022. The 40 basis point decline from last year was due to slightly higher markdowns as we successfully cleared through year-end seasonal products that were somewhat impacted by winter weather. In addition, as we discussed during the Q3 call, we saw slightly higher shrink versus last year. We continue our cross-functional focus on this headwind, and I am confident that we are moving in the right direction. Great

Q4 gross margin was 39, 1% versus 39, 5% in Q4 of 2022.

The 40 basis point decline last year was due to slightly higher markdowns as we successfully cleared through year end seasonal product that were somewhat impacted by winter weather.

In addition, as we discussed during the Q3 call, we saw slightly higher shrink versus last year.

We continue our cross functional focus on this headwind and I am confident that we are moving in the right direction.

Right and the rate of sales moderated in Q4, just as we outlined during our third quarter call and was slightly lower than last year for the quarter.

Heather Plutino: As a rate of sales moderated in Q4, just as we outlined during our third quarter call and was slightly lower than last year for the quarter. However, we are making strides to further leverage the freight line in 2024 through new vendor partnerships and data insights. Adjusted Q4 SG&A expense dollars increased 5.3% and represented 34.5% of sales compared to 33.6% in Q4 2022. Lower sales and the extra week of operations drove the rate de-leverage in the quarter.

We are making strides to further leverage the freight line in 2024 through new vendor partnerships and data insights.

Adjusted Q4, SG&A expense dollars increased five 3% and represented 34, 5% of sales compared to 33, 6% in Q4 2022.

Lower sales and the extra week of operations drove the rate deleverage in the quarter.

Adjusted operating income for the fourth quarter was $5 $1 million with adjusted EBITDA of $10 million and adjusted earnings per share of 53 cents.

Heather Plutino: Adjusted operating income for the fourth quarter was $5.1 million, with adjusted EBITDA of $10 million, and Adjusted Earnings Per Share of $0.53. Turning to the full year, Fiscal 2023 with a calendar, both for Citi Trends and for the customers we serve. We are not satisfied with our financial results for the year, and we do not believe that they represent the full earnings potential of our brand.

Turning to the full year.

Fiscal 2023 with challenging both for Citi trends and for the customers we serve.

We are not satisfied with our financial results for the year and we do not believe that they represent the full earnings potential of our brand.

Heather Plutino: That said, throughout the year, we never stopped playing offense, controlling what we could control, and continuing to improve the foundation of the business. The details of our full-year results are as follows. Total fiscal 2023 sales were $748 million, a decrease of 5.9% versus 2022. Comparable floor sales calculated on a 52-week to 52-week basis decreased 6.8%. Adjusted growth margin was 38.2% for the year, and adjusted EBITDA was 1.5%. Adjusted loss per share was $1.28 for the year.

That said throughout the year, we never stopped playing offense controlling what we can control and continuing to improve the foundation of the business.

The details of our full year results are as follows.

Total fiscal 2023 sales were $748 million.

Decrease of five 9% versus 2022.

Comparable store sales are calculated on a 52 week to 52 week basis decreased six 8%.

Adjusted gross margin was 38, 2% for the year and adjusted EBITDA was $1 5 million.

Adjusted loss per share was $1 28 for the year.

During the year, we opened five new stores and closed 14 as part of our ongoing fleet optimization effort ending the year with 600 in two locations.

Heather Plutino: During the year, we opened five new stores and closed 14 as part of our ongoing fleet optimization efforts, ending the year with 602 locations. We also remodeled 15 stores, which continue to register mid to high single-digit sales. Now turning to the year-end balance. As I mentioned earlier, we ended the year with $80 million in cash and no debt. We exited Q4 with total inventory dollars up 23% versus last year, which puts us in a strong position to fuel the two important moments for our customers in the first half of the year: Refund Season and Easter.

We also remodeled 15 stores, which continued to register a mid to high single digit sales lifts.

Now turning to the year end balance sheet as I mentioned earlier, we ended the year with $80 million in cash and no debt.

We exited Q4 with total inventory dollars up 23% versus last year.

Which puts us in a strong position to fuel the two important moments for our customers in the first half of the year.

<unk> refund season and Easter.

While planning for this increase we considered a number of factors.

As we shared in previous conversations we entered February of last year too light.

In reaction, we have been strategically executing our targeted inventory rebuilds in advance of these important Q1 moment.

Heather Plutino: While planning for this increase, we considered a number of factors. As we shared in previous conversations, we entered February of last year too late. In reaction, we have been strategically executing our targeted inventory rebuilds in advance of these important Q1 moments. Secondly, as we've mentioned before, we had been launching our seasons too late to capture the full demand potential, and therefore, we set our fresh spring assortment earlier than ever.

Secondly, as we've mentioned before we have been launching our season too late to capture the full demand potential and therefore, we said our fresh spring assortment earlier than ever.

Third Easter.

Easter Falls earlier, this year driving earlier product flow.

All of these factors are in support of delivering a strong top line increase in Q1.

We're excited about the quality breadth and depth of the value offering our bi team has curated for the first quarter.

Heather Plutino: Easter Falls earlier this year, driving earlier products. All of these factors are in support of delivering a strong top line increase in Q1. We're excited about the quality, breadth, and depth of the value offering our buy team has curated for the first quarter. Importantly, exiting Q1 2024, we expect our inventory balance to be up low single digits versus the prior year. Now turning to our 2024 out, As David mentioned in his remarks, we entered fiscal 2024 with several tailwinds, including rebuilt inventory levels, improved planning and allocation capabilities, an upgraded in-store experience, and new supply chain vendor partners. We continue to refresh our fleet through our remodel program, and we began marketing tests, which are informing our 2024 advertising. And supporting each of these initiatives, our teams are relying on upgraded tools to use more easily accessible facts to make informed business driving decisions.

Importantly, exiting Q1 2024, we expect our inventory balance to be up low single digits versus prior year.

Now turning to our 2020 for outlook.

As David mentioned in his remarks, we entered fiscal 2024 with several tailwind, including rebuild inventory levels improved planning and allocation capabilities.

And upgraded in store experience and new supply chain vendor partnerships.

We continue to re Frac, we refreshed our suite through our remodel program and began marketing tests, which are informing our 2020 for advertising plans.

And supporting each of these initiatives. Our teams are relying on upgraded tools you use more easily accessible fast to make informed business driving decision.

The foundation of our business has been strengthened through these efforts and the top line momentum we experienced in Q4 and Q1 to date tells us that our efforts are beginning to pay off.

As we focus on the four strategic areas David laid out earlier, we are excited about the sales and profit growth, we expect to drive in fiscal 2024.

Heather Plutino: The foundation of our business has been strengthened through these efforts, and the top-line momentum we experienced in Q4 and Q1 to date tells us that our efforts are beginning to pay off. As we focus on the four strategic areas David laid out earlier, we are excited about the sales and profit growth we expect to drive in fiscal 2024. The details of our 2024 outlook are as follows. Full-year top store sales are expected to grow by mid-single digits compared to fiscal 2023.

The details of our 2020 for outlook are as follows.

Full year comp store sales are expected to grow by mid single digits compared to fiscal 2023.

We expect full year gross margin to expand by approximately 75 to 100 basis points, driven by ERP system benefit and freight expense leverage as I mentioned earlier from new vendor partnerships and data insights.

We are planning an SG&A dollar increase for the year of approximately two 5% to 3%.

Heather Plutino: We expect full-year gross margin to expand by approximately 75 to 100 basis points driven by ERP system benefits and freight expense leverage, as I mentioned earlier, from new vendor partnerships and data insights. Additionally, we are planning an SG&A dollar increase for the year of approximately 2.5% to 3%. The primary driver of the increase is incentive compensation with merit increases for the first time in two years for motions that had been delayed and a reset bonus pool. In addition, we are planning a modest increase in marketing and technology. Resulting full-year EBITDA is expected to be in the range of $4 million to $10 million. We plan to open up to five new stores, including 10 to 15 underperforming stores, ending fiscal 2024 with approximately 595 stores. Finally, we expect full-year capital expenditures to be approximately $20 million.

The primary driver of the increase is incentive compensation with merit increases for the first time in two years promotions that had been delayed.

Reset bonus pool.

In addition, we are planning a modest increase in marketing and technology.

Resulting full year EBITDA is expected to be in the range of 4 million to $10 million.

We plan to open up to five new stores.

Remodel approximately 40 locations and close 10 to 15 underperforming stores ending fiscal 2024 with approximately 595 stores.

Finally, we expect full year capital expenditures to be approximately $20 million.

Before I turn the call back to David Let me reiterate how pleased we are to have driven a significant top line trend improvement in the fourth quarter and to have delivered results in line with guidance.

I am optimistic about fiscal 2024 and remain confident that our amazing teams will deliver on our strategic initiatives with conviction.

Heather Plutino: Before I turn the call back to David, let me reiterate how pleased we are to have driven a significant top-line trend improvement in the fourth quarter and to have delivered results in line with guidance. I am optimistic about fiscal 2024 and remain confident that our amazing team will deliver on our strategic initiatives with conviction, driving further top-line momentum and profitability improvements, all while remaining keenly focused on the customers and neighborhoods we serve. With that, I'll turn the call back to David for closing comments. Thanks, Heather.

Giving further top line momentum and profitability improvements.

All while remaining keenly focused on the customers and neighborhoods we serve.

With that I'll turn the call back to David for closing comments David.

Thanks Heather.

Well today, you've heard how over the course of the fall months, we have devoted considerable effort towards improving foundational aspects of our business.

We also shared some scalable steps, we can take such as store Remodels and targeted category inventory rebuilds to improve top line sales.

You also heard some positives coming from our testing new initiatives, but we are very optimistic about driving top line sales throughout the rest of the year.

Looking forward, we remain extremely proud of our connection to the neighborhoods, we serve offering compelling trend right merchandise for the entire family at incredible values, our differentiated position in markets, where others arch.

David N. Makuen: Well, today you heard how, over the course of 12 months, we have devoted considerable effort to improving foundational aspects of our business. We also shared some scalable steps we can take, such as store remodels and targeted category inventory rebuilds to improve top-line sales. You also heard some positives coming from our testing of new initiatives that we are very optimistic about driving top line sales throughout the rest of the year. Looking forward, we remain extremely proud of our connection to the neighborhoods we serve, offering compelling, trend-right merchandise for the entire family at incredible value, a differentiated position in markets where others aren't, and continue to drive our customers' loyalty and continued engagement, even when their economic reality is difficult. We are ending the new fiscal year with optimism, excited to drive long-term profitable growth and shareholder value while unlocking the full potential of this important brand. Before I turn the call over to the operator, I want to say one more time thank you to the entire Citi Trends team for your hard work, resiliency, and unwavering focus on serving families across so many great neighborhoods in 33 states. It is because of this team that we ended the year stronger than we started.

Continue to drive our customers' loyalty and continued engagement.

Even when they are economic reality is difficult.

We already have the new fiscal year with optimism excited to drive long term profitable growth and shareholder value while unlocking the full potential of this important brand.

Before I turn the call over to the operator I want to say one more time. Thank you to the entire Citi trends team for your hard work resiliency and unwavering focus on serving families across so many great neighborhoods in 33 states.

It is because of this team that we ended the year stronger than we started.

And it is because of.

And I'm confident that fiscal 2024 will be even better with that we're ready to take your questions over to you Frank.

Thank you.

If you would like to register a question. Please press the one four on your telephone you will hear a three pronged to acknowledge your request.

Your question has been answered and you would like to withdraw your registration. Please press the one followed by the three.

We ask that you limit to one question and one follow up only.

One moment please for the first question.

Our first question comes from Mike Baker with D. A Davidson. Please proceed.

Okay. Thank you so the improvement in sales trends.

You know are impressive and in sort of a go it goes without saying that that's a good step.

What I'm wondering about though is the the part about the leverage and the flow through you don't really see it in your guidance because of the SG&A increase so I guess could you just give us a little more color I mean, I guess, you said, it's mostly on incentive comp but.

Operator: And it is because of you, and I'm confident that fiscal 2024 will be even better. With that, we're ready to take the question. Over to you, Craig. Thank you. If you would like to register a question, please press the 1-4 on your telephone. You will hear a three-tone prompt to acknowledge your request. If your question has been answered and you would like to withdraw your registration, please press 1, followed by 3.

What would the SG&A would it be more flat without the incentive comp increases in and is that you know what we should expect as we think as we go into the future that kind of leverage.

Operator: We ask that you limit yourself to one question and one follow-up only. One moment, please, for the first question. Our first question comes from Mike Baker with D.A. Davidson. Please proceed. Okay, thank you. So the improvement in sales trends is impressive and sort of goes without saying that that's a good step. What I'm wondering about, though, is the part about the leverage and the flow through. You don't really see it in your guidance because of the SG&A increase. So I guess, could you just give us a little more color?

And as part of that just a subtlety to 2.5% to 3% increases that on a 52 versus 52 week basis or 52 versus 53, meaning if it's 52 versus 53, it's sort of even more.

Incremental growth.

Hey, Mike Good morning, its other lots of impact there.

So let.

Let me tackle the expense piece first just on a 52 versus <unk> versus 53.

Okay cause we're going off of reported SG&A.

And as far as the increase goes the majority of it is incentive comp that we had to bake backend right. We had been as I mentioned in my prepared remarks, we had not done merit increases for years, we have held off on promotions all in that maniacal focus on the center of the P&L right and controlling our expenses.

Heather Plutino: I mean, I guess you said it's mostly incentive comp, but what would the SG&A... Would it be more flat without the incentive comp increases, and is that what we should expect as we think as we go into the future, that kind of leverage? And as part of that, just as a subtlety, the 2.5% to 3% increase is that on a 52-versus-52-week basis or 52-versus-53, meaning if it's 52-versus-53, it's sort of even more incremental growth. Hey Mike, good morning. It's Heather.

And then of course, the the the bonus pool being reset on an annual basis that that that happens every year.

It impacts our SG&A live, but we see we believe it's the right thing to do for our people.

Making sure that we keep them are retained and interested and focused on all of the amazing initiatives that we have going on.

Heather Plutino: Lots to unpack there. Let me tackle the expense piece first. First, it's on a 52 versus 53.

Heather Plutino: Okay, because we're going off of reported SGNA. And as far as the increase goes, the majority of it is incentive costs that we had to bake back in, right?

So is it fair as a follow up is it fair to say that it's sort of a a little bit of a one time step up in terms of the catch up on on merit increases and promotion and promotions and so you know we shouldn't see that same kind of year over year increase in SG&A dollars as we look beyond 2024.

Heather Plutino: We had been, as I mentioned in my prepared remarks, we had not done merit increases for years. We had held off on promotions, all in that maniacal focus on the center of the P&L, right? And controlling our expenses. And then, of course, the bonus pool being reset on an annual basis, that happens every year and impacts our SG&A load, but we believe it's the right thing to do for our people, making sure that we keep them retained and interested and focused on all of the amazing initiatives that we have going on. So, as a follow-up, is it fair to say this is sort of a little bit of a one-time step-up in terms of the catch-up on merit increases and promotions, and so, you know, we shouldn't see that same kind of year-over-year increase in SG&A dollars as we look beyond 2024? Yeah, I hear you. Year-over-year, it becomes the new base, Mike, right? And then next year, our hope is that we pay merit increases again, right? Our next question comes from Chuck Grom with Gordon-Haskett. Please proceed. Hi, this is Eric on behalf of Chuck.

Yeah, I hear you year over year, it becomes the new base, Mike right and then next year next year. Our hope is that we pay merit increase again, right and that we keep.

Refilling, the bonus pool, and earning and paying out the bonus pool. So this is the this is I would consider this a new base.

Our next question comes from Chuck Grom with Gordon Haskett. Please proceed.

Hi, This is Eric on for Chuck I was just curious if you can talk about the comp outlook for mid single digit you said that you're kind of carrying that for Q1, but Q1 also has by far the easiest compare the compares get tougher over the course of the year and you also have an election.

And the shorter holiday period in the back half just curious sort of how the building blocks to get to their comp work in this sort of how you see it trending sequentially throughout the year.

Hey, Eric it's David Thanks for joining and good question I think the way I look at it is we.

As we highlighted we have a number of initiatives that we're just getting going on and they are contributing some really positive.

Heather Plutino: I'm just curious if you can talk about the comp outlook for mid single digits. You said that you're comparing that for Q1, but Q1 also has by far the easiest comparison, and comparisons get tougher over the course of the year. And you also have an election and a shorter holiday period in the back half. Just curious sort of how the building blocks to get to the comp work and sort of how you see it progressing sequentially throughout the year. Hey Eric, it's David.

Lifts in this quarter.

Yet there are pretty young if you will in terms of.

<unk> of their ages and initiatives and are in limited stores as you heard me state, we're gonna touch roughly about 30% of our chain.

By the end of the first quarter, but we have.

A lot more to go so what I talked about.

Scaling and rolling out some of these tests and initiatives that's going to fuel the rest of the year. So we're not as sort.

David N. Makuen: Thanks for joining us. And a good question. I think the way I look at it is, as we highlighted, we have a number of initiatives that we're just getting going on with, and they're contributing some really positive lifts in this quarter, and yet they're pretty young, if you will, in terms of their age as an initiative, and they're in limited stores. As you heard me state, we're gonna touch roughly 30% of our chain by the end of the first quarter, but we have a lot more to go. So when I talked about scaling and rolling out some of these tests and initiatives, that's gonna fuel the rest of the year. So we're not as worried about the lack; we're frankly more focused on building up the base. And we believe that we can continue the momentum through Q2, Q3, and Q4. You know, we have these key moments that our customers rely on for, you know, for example, Father's Day, Mother's Day, July 4th, the first half, and then obviously back to school and holidays.

Sort of.

Worried about the lap we're frankly more focused on building up the base and we believe that we can continue.

Continue the momentum through Q2, three and four we have these key moments that our customers rely on us for for example, father's day mother's day.

July 4th and the first half and then obviously back to school holiday and we've got really great plan supporting all of those where we believe we can do quite a bit better than L y with our initiatives fueling the growth.

Eric you always wonder about the election impact if I could we went back and studied prior presidential election years, and then I can tell you that.

Traditionally the impact is minimal to nonexistent, so we don't see that as being a headwind or tailwind.

No that's great.

Just wanted to you talked about the marketing initiatives.

David N. Makuen: And we've got really great plans supporting all those where we believe we can do quite a bit better than LY with our initiatives fueling the growth. Eric, you also asked about the election impact. We went back and studied prior presidential election years, and I can tell you that, traditionally, the impact is minimal to nonexistent, so we don't see that as being a headwind or a tailwind.

Curious what kind of lift you're seeing there what you are doing different and how that sort of that test chips for what you're doing this year and then what is the customer going to see in the messaging from you that's different in their eyes.

Great question again, Eric.

Keep that relatively high level, there's a bunch in there, but I think most importantly, we are.

Sending a message that really hits on our brand Assortments.

David N. Makuen: That's great. Just one of the questions. You talked about the marketing initiative. Just curious what kind of lift you're seeing there, what you're doing different, and how that sort of test shapes for what you're doing this year. And what is the customer going to see in the messaging from you that's different in their eyes? Great question again, Eric. I'll keep that relatively high level.

We are really coming out strong with hey, where your destination in the neighborhoods for amazing trends and we're being very targeted about it you you may recall in the audience may recall, we draw a lot of our customers within a five mile radius of our stores pretty tight knit in the neighborhood, we'd go out as far as 10.

Mile. So depending on the store location, we're going in and a pretty targeted fashion at the ZIP code level through digital social media advertising in that case and then we're also blanketing entire markets in that case, we'll bring in radio and and as well as traditional and streaming radio so.

David N. Makuen: There's a bunch in there, but I think most importantly, we are sending a message that really hits on our trend assortment. You know, we're really coming out strong with, "hey, we're your destination in the neighborhood for amazing trends." And we're being very targeted about it. You may recall, and the audience may recall, we draw a lot of our customers within a five mile radius of our stores. We're pretty tight knit in the neighborhood. We go out as far as 10 miles.

Doing almost a different mix depending on the task at hand, but what's exciting is we're rebuilding market share thus far in our test from that local community. So we're waking up some lapsed customers and they are coming back and we're enticing new customers to come back in and out.

David N. Makuen: So depending on the store location, we're going in, in a pretty targeted fashion at the zip code level, through digital social media advertising in that case. And then we're also blanketing entire markets. In that case, we'll bring in radio, as well as traditional streaming radio.

Through our testing so far remember we started in August of 'twenty, three and I've done many of them through literally yesterday, and we started a new one today.

In five more markets, we're seeing really healthy lifts you know I would tell you tend to sort of our remodel Wes.

We've quoted in that kind of mid to high single digits. So we're we're excited about the potential of it we will be very choosy in very targeted not wanted to be clear, we will we want to advertise the entire chain. That's not what we're talking about we're talking much more about targeted efforts in markets, where we believe we can capture more wallet share and so far so good.

David N. Makuen: So we're kind of doing almost a different mix depending on the task at hand. But what's exciting is that we're rebuilding market share thus far in our tests in that local community. So we're waking up some of our last customers, and they're coming back, and we're enticing new customers to come back in. And through our testing so far, remember, we started on August 23, and we have done many up and through literally yesterday, and we've started a new run today in five more markets. We're seeing really healthy lifts.

<unk>.

Okay.

Yes.

Our next question comes from Jeremy Hamblin with Craig Hallum Capital Group. Please proceed.

Thanks for taking the question. So I wanted to come back to the quarter to date trends there as you know quite a bit of noise here.

David N. Makuen: You know, I would tell you, akin to sort of our remodel lifts that we've quoted, and that kind of made the high single digits. So we're excited about the potential of it. We will be very choosy and very targeted. I want to be clear, we won't advertise the entire chain. That's not what we're talking about.

Here in Q1 for the reasons you mentioned you.

We've got leap year, we've got.

The lapping of the reductions in snap benefits in March and I was hoping to get maybe a little bit more granular.

On just understanding the impact of it you know again you as you noted tax refund season started a week later this year.

Probably put you behind a little bit at the beginning of February.

But just in terms of what you're you're seen.

David N. Makuen: We're talking much more about targeted efforts in markets where we believe we can capture more wallet share. And so far, so good. Our next question comes from Jeremy Hamblin with Craig Hallam Capital Group. Please proceed.

Here as we've gotten into March you've.

<unk> seen that normalization as you noted tax refunds up a little bit.

Have you started to see a bit more improvement.

In other words are we building a little bit of momentum here on comp trends.

Hey, Jeremy Thanks for the question.

David N. Makuen: Thanks for taking the question. So I want to come back to the quarter to date trends. There's quite a bit of noise here in Q1 for the reasons you mentioned. We've got leap year, we've got the lapping of the reductions in SNAP benefits in March, and I was hoping to get maybe a little bit more granular on just understanding the impact of it. Again, as you noted, tax refund season started a week later this year, which probably puts you behind a little bit at the beginning of February.

I'll say, it really simply youre spot on.

The six day delay and the delay in amount of refunds.

The spring has been a little wonky, but it has caught up there is still some catching up to do as you know, but our trend from a kind of a cadence perspective through the quarter to date.

<unk> has definitely improved in March versus fab.

And I want to re highlight that being ready for that even though we didn't predict it is really paying off.

Setting up our inventory levels in a healthy manner at the end of January early February really has because of its position as well as it turns out to capture sort of a more elongated tax refund selling season.

David N. Makuen: But just in terms of what you're seeing here as we've gotten into March, you've seen that normalization, as you noted, tax refunds up a little bit. Have you started to see a bit more improvement? In other words, are we building a little bit of momentum here on CompTrends? Hey, Jeremy, thanks for the question. I'll say it really simple.

Youre spot on.

Earlier Easter we believe will only help March and then we roll into April really well positioned thanks to the early setup to build over the quarter. So are we.

And what we're seeing based on your observations for sure.

David N. Makuen: You're spot on. The six-day delay and the delay in the amount of refund, in a healthy manner at the end of January and early February, really has positioned us well, as it turns out, to capture sort of a more elongated tax refund selling season. So, you're spot on. Earlier Easter, we believe, will only help March, and then we roll into April really well positioned, thanks to the early setup, to deliver the quarter. So, we're liking what we're seeing based on your observations, for sure. And then I wanted to come around to a gross margin guide here, which I think is implied to be about 38.9% to 39.1% for the year. Just in terms of what was the overall drag in 2023 from shrink, which I think you said is still a bit elevated.

Yes.

Great and then I wanted to come come around to our gross margin guide here. What you think the implied is about 38, 9% to 39.1 for the year.

Just in terms of what was the overall drag.

In 2023 from shrink.

Which I think you said, it's still a bit elevated.

And then Heather.

What is implied on the guidance.

For the year regarding shrink because it's are we expecting that to be flat or are we expecting some improvement.

Maybe a little bit more color around the gross margin guide would be helpful.

Yeah, Hey, Jeremy Thanks for the question. So a couple of things to remind you about with shrink first.

This is not a new story for Citi trends shrank as something that we have been dealing with for decades.

Heather Plutino: And then, Heather, what is implied in the guidance for the year regarding shrink? Are we expecting that to be flat? Are we expecting some improvement? Maybe a little bit more color around the gross margin guy would be helpful. Yeah. Hey, Jeremy.

It just happened to have reared its ugly head in Q3.

And remember that conversation it was a handful of stores.

Heather Plutino: Thanks for the question. So, a couple of things to remind you about shrink. First, this is not a new story for Citi Trends. Shrink is something that we have been dealing with for decades.

Based on their physical inventory counts, causing our accrual, which we test on a regular basis throughout the year, we are not a one time per year count.

Heather Plutino: It just happened to have reared its ugly head in Q3. And remember that conversation? It was a handful of stores based on their physical inventory counts causing our accrual, which we test on a regular basis throughout the year. We are not a one-time-per-year count scenario. Those results came back worse than we had expected, right? So, we'll continue to see some of that. But I can't tell you, Jeremy, that all of our stores are just fine.

Scenario those those results came back.

Worse than we had expected right. So we'll continue to see some of that we can't can't I can't tell you Jeremy that all of our stores are just fine. Thank you we continue to see to see some of it but we're focused on it we're swarmed on it.

And pulling every lever as we always do to make sure that Oh, we're controlling.

Heather Plutino: Thank you. We continue to see some of it, but we're focused on it. We're swarming it, and pulling every lever, as we always do, to make sure that we're controlling the impact.

Trolling, the the impact on a full year basis.

Hum.

One more thing sorry, before I get into the full year.

Shrink as part of our gross margin calculation is a small component. It's a frustrating component don't get me wrong, but it is a small component. Okay. So it's not we're not talking meaningful amounts here we.

Heather Plutino: On a full-year basis, well, one more thing, sorry, before I get into full year, shrink as part of our gross margin calculation is a small component. It's a frustrating, www.citi-trends.com an increase in the 23 versus 22 to the tune of 25 to 30 basis points as we turn the corner into 2024. The guide implies that some of that headwind continues, but it's really minor because, remember, the back half of the year was impacted by those unfavorable results. So we'll see some headwind in the first half of the year and then kind of flat in the second half of the year. So in total, it's really pretty, pretty immaterial for the full year.

We saw an AD.

The increase in the 23 versus <unk> 22 to the tune of <unk>.

Call it.

25 to 30 basis points as we can.

Turn the corner into 2020 for the guide implies that some of that headwind.

<unk> continues, but it's really minor because remember the back half of the year was impacted by those unfavorable results. So we'll see some headwind in the first half of the year and then kind of flat in the second half of the year. So in total it's really pretty pretty immaterial for the full year.

Our next question comes from John Lawrence with Benchmark. Please proceed.

Heather Plutino: Our next question comes from John Lawrence with Benchmark. Please proceed. Very good morning.

Great. Good morning, Thanks, guys.

John Lawrence: Thanks, guys. Heather, have you been able to quantify, obviously, the last half of January? I mean, we're sitting in the weather zone where I'm sure you were closed for the better part of a week, and obviously, that flow through was a slow period of time. I assume stores were closed for multiple days. Any chance you can quantify what you think that might have cost?

Heather can you have you.

Have you been able to quantify obviously the last half of January.

We're sitting in the and the weather zone.

I'm sure you were close to them.

The better part of a week.

And obviously that flow through was it was a slow period of time I assume.

Stores were closed for multiple days.

Any chance you can quantify what you think the amount of cost.

Heather Plutino: I'm always good to hear from you. Appreciate the question. So yeah, you were right in the heart of it, right? With the ice and cold weather in parts of the country that are just not prepared for that, we definitely saw a hold-up in traffic.

I would always say to hear from you and I. Appreciate the question. So yeah, you are right in the heart of it right with the ice and cold weather in parts of the country that are just not prepared for that.

Definitely saw a a hold back in traffic and we've we've we've studied it we've stared at it we think that.

Heather Plutino: And we've studied it, we've stared at it. We think that based on our calculations, which is never an exact science, that the sales were impacted to the degree that we would have trended similarly to the levels exiting the new year, whether or not that weather held back. So, recall our holiday sales release, the 10-week... of holiday included in that release, our comps were negative 0.3, darn near flat. Great, thank you. Yeah, excuse me.

Based on our calculations, which is never an exact science, but that.

That.

Hum.

Sales were impacted to the degree that we would have trended similarly to the levels exiting new years.

And whether or not that weather hold back not occurred so recall our holiday sales release, the 10 week.

Of of holiday included in that release, our comps were negative 0.3 darn near flat.

Sure.

Great.

Yep, Okay, great. Thank you Scott.

Yeah excuse me yeah, David when you when you look at.

John Lawrence: Yeah. David, when you when you look at all the things that happened during the fourth quarter, all the progress. What would you say was... You know, as far as the system's concerned, I know you were getting, in the third quarter; we talked about some of that at ICR. What would you say as you continue through that period up to now? What is the system telling you, market, and what are you gleaning and learning from at this point in time? Hey, John. And if I clarify, what do you mean by system? I want to make sure I understand. I'm sorry, the ARP, the ARP, that location.

All the things that occurred during the fourth quarter all the progress.

Well what would you say was you know as far as the system's concerned I know you were getting at the third quarter, we talked about some of that at ICR.

What would you say as you continue through that period.

Now what does the system, telling you market.

And Oh, what are you going in and learning from.

At this point in time.

Hey, John.

Clarify what do you mean by system I want make sure I understand.

David N. Makuen: Oh, okay. Yeah. Let me give you a quick update on where we are. Similar to what I probably mentioned in the call, the launch went successfully at the end of August, which we reported in the November call.

I'm sorry, the ERP the ERP.

Yeah.

Let me give you a quick update on where we are similar to probably what I mentioned in the call. The launch went successfully end of August which we reported in the November call and like with any new system, we've gotten to know more and more users have become more accustomed.

David N. Makuen: And like with any new system, we've gotten to know it more and more. Users have become more accustomed to how to apply it to our business as the weeks and months have progressed. And, you know, we're kind of sitting right at the six-month mark in a really good place. We used it to our benefit, as I mentioned in the main call today, to fuel some really good insights and actions that impacted Q4, and most importantly, some actions that impacted our Q1 2024 setup. So we're more or less exactly on track with what we knew would be the case in terms of the learning curve, getting to know and use the system. I think the most exciting thing coming out of it is quite simply insights.

Prior to our business as the weeks and months have progressed and we're kind of sitting right at the six month Mark.

And a really good place we use it to our benefit as I mentioned in the main call today to fuel some really good insights and actions that impacted Q4.

Importantly, some actions that impacted our Q1 2024 setup, so we're more or less exactly on track with what we knew would be the case in terms of learning curve and.

Getting to know and use the system I think the most exciting thing coming out of it is quite simply insights I mentioned in the call. This idea of a new data platform. That's included typically.

David N. Makuen: You know, I mentioned in the call this idea of a new data platform that's typically included in a good ERP system, and we're leveraging that data platform, you know, literally down to the store, SKU, week level, if necessary, to drive different decisions around allocations, replenishment, and that idea of sort of, is it in the right store, is it in the right place at the right time, et cetera. So we are, as you can tell by my energy, we're really pumped about it. And we think that, over time, like we have stated many times, it'll be a really nice benefit to the top line and bottom line of our business. And we're cooking with gas.

And a good ERP system, and we're leveraging that data platform.

Literally down to the store SKU week level, if necessary to drive different decisions around allocations replenishment and.

And that idea of sort of is it in the right store is it in the right place at the right time et cetera. So we are as you can tell by my energy, we're really pumped about it and we think over time like we have stated many times over time, but it'll be a really nice benefit to the to the top line and bottoms.

<unk> of our business.

We're cooking with gas.

Operator: Mr. McKuen, there are no further questions at this time. Thanks, Frank. Thanks, everybody, for joining us today. Happy upcoming Easter and Passover. We'll see you next time. That does conclude the conference call for today. We thank you for your participation and ask that you please disconnect your lines. Have a great day, everyone.

Mr. Mcewan there are no further questions at this time.

Thanks, Frank Thanks, everybody for joining us today are happy upcoming Easter and Passover, We'll see you next time bye bye.

That does conclude the conference call for today, we thank you for your participation and ask that you. Please disconnect your lines have a great day everyone.

[music].

Yes.

[music].