Q2 2025 El Pollo Loco Holdings Inc Earnings Call

Good day, ladies and gentlemen, and thank you for standing by welcome to the El Pollo Loco second quarter 2025 earnings Conference call. At this time, all participants have been placed in a listen only mode and the lines will be opened for your questions. Following the presentation. Please note that this conference is being recorded today July.

31st 2025, and now I would like to turn the conference over to ourselves the company's Chief Financial Officer. Please go ahead.

Ira Fils: Thank you, operator, and good afternoon. By now, everyone should have access to our second quarter 2025 earnings release. If not, it can be found at www.elpolloloco.com in the Investor Relations section. Before we begin our formal remarks, I need to remind everyone that our discussions today will include forward-looking statements, including statements related to our growth opportunities, strategic and operational initiatives, expectations regarding sales and margins, potential changes to our product platforms, capital expenditure plans, expectations regarding kiosk rollouts, the ability of our franchisees to drive growth, expectations regarding commodity and wage inflation, remodel plans, and our 2025 guidance, among others. These forward-looking statements are not guarantees of future performance, and therefore, you should not put undue reliance on them. These statements are also subject to numerous risks and uncertainties that could cause actual results to differ materially from what we currently expect.

You operator and good afternoon.

By now everyone should have access to our second quarter 2025 earnings release.

If not it can be found at www dot El Pollo Loco Dot com in the Investor Relations section.

Before we begin our formal remarks I need to remind everyone that our discussions today will include forward looking statements.

Including statements related to our growth opportunities strategic and operational initiatives.

Expectations regarding sales and margins potential changes to our product platforms.

Hello expenditure plans expectations regarding kiosk rollouts, the ability of our franchisees to drive growth expectations regarding commodity and wage inflation remodel plans and our 2025 guidance among others.

These forward looking statements are not guarantees of future performance and therefore, you should not put undue reliance on them.

These statements are also subject to numerous risks and uncertainties that could cause actual results to differ materially from what we currently expect.

Ira Fils: We refer you to our recent SEC filings, including our Form 10-K for the year ended 2024 previously filed, as well as our Form 10-Q for the second quarter to be filed for a more detailed discussion of the risks that could impact our future operating results and financial condition. We expect to file our 10-Q for the second quarter of 2025 tomorrow and would encourage you to review that document at your earliest convenience. During today's call, we will discuss non-GAAP measures, which we believe can be useful in evaluating our performance. The presentation of this additional information should not be considered in isolation or as a substitute for results prepared in accordance with GAAP, and reconciliations to comparable GAAP measures are available in our earnings release, which is available in the Investor Relations section of our website.

We refer you to our recent SEC filings, including our Form 10-K for the year ended 2024 previously filed as well as our Form 10-Q for the second quarter to be filed for a more detailed discussion of the risks that could impact our future operating results.

And financial condition.

We expect to file our 10-Q for the second quarter of 2025 Tomorrow and would encourage you to review that document at your earliest convenience.

During today's call, we will discuss non-GAAP measures, which we believe can be useful in evaluating our performance.

Presentation of this additional information should not be considered in isolation or as a substitute for results prepared in accordance with GAAP and reconciliations to comparable GAAP measures are available in our earnings release, which is available in the Investor Relations section of our website.

Ira Fils: With respect to the restaurant contribution margin outlook we will be providing on today's call, please note that we have not provided a reconciliation to the most directly comparable forward-looking GAAP financial measure because, without unreasonable efforts, we are unable to predict with reasonable certainty the amount of or timing of non-GAAP adjustments that are used to calculate income from operations and company-operated restaurant revenue on a forward-looking basis. Now, I would like to turn it over to our CEO, Liz Williams.

With respect to the restaurant contribution margin outlook, we will be providing on today's call. Please note that we have not provided a reconciliation to the most directly comparable forward looking GAAP financial measure because without unreasonable efforts, we are unable to predict with reasonable certainty.

The amount or timing of non-GAAP adjustments that are used to calculate income from operations in company operated restaurant revenue at a forward looking basis.

Now I would like to turn it over to our CEO Liz Williams.

Thank you IRA and good afternoon, everyone. During the second quarter, we made meaningful progress against our strategy as the investments we've made in our brand relaunch and menu innovation are resonating with our customers.

Liz Williams: Thank you, Ira, and good afternoon, everyone. During the second quarter, we made meaningful progress against our strategy as the investments we've made in our brand relaunch and menu innovations are resonating with our customers. Despite ending the quarter with slightly negative sales performance, we saw modest sequential improvement in overall sales and achieved a return to positive system-wide traffic growth. This traffic growth reflects our careful balance of innovation and value in response to the current macroeconomic environment. Given value-conscious consumer behaviors, we implemented targeted discounting through Taco Tuesday, our app-only offers, third-party delivery promotions, and traditional coupons. Importantly, we took this targeted approach rather than discounting our everyday menu. It's clear that consumers are looking for better deals, and these offers resonated with our customers in driving traffic.

Despite ending the quarter with slightly negative sales performance at least a modest sequential improvement in overall sales and achieved a return to positive system wide traffic crap. This traffic growth reflect our careful balance of innovation and value in response to the current.

Macro economic environment.

Given value conscious consumer behaviors, we implemented targeted discounting through Taco Tuesday, our App only offers third party delivery promotions and traditional coupons.

Importantly, we took this targeted approach rather than just counting our everyday menu.

It's clear that consumers are looking for better deals and these offers resonated with our customers and driving traffic.

Liz Williams: In addition, even as we invested in transactions through targeted value offerings and continued to roll off pricing, we were able to drive year-over-year margin expansion. Through our focus on operational excellence, we grew both restaurant level and corporate profitability on both a dollar and margin basis. Overall, progress takes time, especially in this consumer environment, but we believe we are on the right track in our journey to achieve long-term sustainable growth. As we look ahead, we will remain focused on the growth drivers we've put in place, including menu innovation, improved four-wall operations, continued digital growth, and unit development. With that, let me give you an update on each of these drivers, starting with our brand and menu innovation. At the heart of our Brand That Wins pillar lies our signature fire-grilled citrus marinated chicken, the cornerstone of our brand success and differentiator.

In addition, even as we invested in transacting through targeted value offerings.

<unk> continued to roll off pricing, we were able to drive year over year margin expansion.

Through our focus on operational excellence excellence, we grew both restaurant level and corporate profitability on both a dollar and margin basis.

Overall progress takes time.

Lastly in this consumer environment, but we believe we are on the right track in our journey to achieve long term sustainable growth.

We look ahead, we will remain focused on the growth drivers we've put in place, including menu innovation improved four wall operations continued digital growth and unit development with that let me give you an update on each of these drivers starting with our brand and menu innovation.

Sure.

At the heart of our brand that wins pillar like our signature fire grilled citrus marinated chicken.

Cornerstone of our brand success and differentiator.

Liz Williams: During the second quarter, we introduced our new fresco wraps and salads, which perfectly demonstrate the versatility of our fire-grilled chicken platform. These products feature our signature citrus marinated fire-grilled chicken breast with premium leafy greens served as a salad or in a whole wheat tortilla wrap with hand-sliced avocados, queso fresco, and our new citrus vinaigrette. Importantly, the fresco salads and wraps address key consumer demands for both quality and portability, with both being convenient for on-the-go consumption. The positive guest feedback we've received validates our strategic focus on flavor innovation that leverages our core differentiator while addressing evolving consumer needs. Building on this momentum, we recently launched our new premium chicken quesadillas in two bold flavors: creamage potluck and salsa verde. These handcraft offerings feature all-white meat fire-grilled chicken with 100% jack cheese, complemented by our signature sauces and served with handmade guacamole at no extra cost.

During the second quarter, we introduced our new Frac, Iraq, and silent which perfectly demonstrate the versatility of our fire grilled chicken platform. These products feature our signature citrus marinated fire grilled chicken broth with premium leafy Greens served.

A salad or in our whole wheat, torti, Iraq with hand, sliced avocados case, a fresco and our new citrus Vinaigrette importantly, the fresco salads and wraps address key consumer demand for better quality and affordability with both being convenient for on the go okay.

Option.

The positive guest feedback we've received validates our strategic focus on flavor innovation that leverages, our core differentiator well addressing evolving consumer needs.

Building on this momentum we recently launched our new premium chicken case of D. As in Q bold flavors creamy chipotle and saw severity.

Handcraft offerings feature all white meat fire grilled chicken with a 100% Jack cheese complemented by our signature sauces and served with handmade guacamole at no extra cost.

Liz Williams: Available as a $9.99 combo, these quesadillas deliver on both portability and value, which are key attributes among younger consumers and busy families seeking convenient meal options. We're pleased with the early performance of quesadillas and expect momentum to build over time as product awareness continues to grow. Importantly, these launches demonstrate our strategic approach to menu innovation, with each product leveraging our core differentiator of fire-grilled chicken while also expanding into new consumer occasions. The fresco line captures the fresh, health-conscious segment, while our quesadillas serve the consumer that's on the go.

They all have all of the 999 combo. These cases, you guys deliver on both affordability and value, which are key attributes among younger consumer and busy families seeking convenient meal option. We're pleased with the early performance of cases and expect momentum to build overtime.

As product awareness continues to grow.

Importantly, these launches demonstrate our strategic approach to menu innovation with each product leveraging our core differentiator as fire grilled chicken well also expanding into new consumer occasions there.

The fresco line captures the fresh health conscious segment, while our cases. He has served as a consumer that's on the gout.

Liz Williams: As we look ahead, we continue to build our culinary innovation pipeline and are excited by some of the other craveable portable products that we have planned for the remainder of the year, like our street corn and queso crunch burrito bowl, and also our upcoming market tough, like our new flavor-forward Mexican Caesar and street corn salads, our cold foam cooler beverages, and lots of exciting chicken innovation, including new seasoned chicken tenders paired with dipping sauces and chicken sandwiches like no other chicken sandwich you've seen in the market. We look forward to sharing more details on future calls. Building on our culinary team's menu innovation, we took a significant step toward the modernization of our brand during the quarter with an updated approach to marketing and brand positioning with our new Let's Get Loco brand campaign that launched in May of this year.

As we look ahead, we continue to build our culinary innovation pipeline and are excited by some of the other craveable portable products that we have planned for the remainder of the year like our street corn and queso Crunch Burrito balls.

And also our upcoming market tests like our new flavor forward Mexican Caesar and street corn salads are cool, some cooler beverages and lots of exciting chicken innovation, including new season, chicken tenders paired with dipping sauces and chicken sandwiches like no.

No other chicken sandwich, you've seen in the market, we look forward to sharing more detail on future calls.

Building on our culinary teams menu innovation, we took a significant step toward the modernization of our brands during the quarter with an updated approach to marketing and brand positioning with our new let's get logo brand campaign that launched in May of this year.

Liz Williams: This brand relaunch and evolution emphasizes our 50-year heritage of fire-grilling chicken and actually cooking in our restaurants daily, a true competitive advantage in the QSR industry. Some may call this Loco commitment to quality chicken and fresh ingredients crazy, but for us, Loco is anything but crazy. Loco is about being unapologetic about our passion, and we are passionate about making the most delicious chicken. As we share our passion with the world, we are inviting others to share their passion with us as we embrace what makes us all a little Loco. Importantly, our new positioning directly addresses our key differentiator in a crowded restaurant landscape: our authentic commitment to quality. As we look forward, our brand evolution provides the foundation for all of our marketing efforts and creates a cohesive narrative that supports everything we do.

This brand relaunch and evolution emphasizes our 50 year heritage as fire grilling chicken and actually cooking in our restaurants daily.

True competitive advantage and the key with our industry.

Some may call. This logo commitment to quality chicken and fresh ingredients crazy, but for US logo is anything but crazy logo was about being unapologetic about our passion and we are passionate about making the most delicious chicken.

As we share our passion with the world, we are inviting others to share their passion with us as we embrace what makes us all a little logo importantly, our new positioning directly addresses our key differentiator in a crowded restaurant landscape our authentic commit.

Men to quality.

We look forward our brand evolution provides the foundation for all of our marketing efforts and creates a cohesive narrative that supports everything we do we believe this passion driven positioning rooted in our brands, often well resonate with both existing and new customers alike.

Liz Williams: We believe this passion-driven positioning, rooted in our brand's essence, will resonate with both existing and new customers alike. We've also extended this passion-driven approach to marketing collaborations with pro basketball players, Dalton Connect, and Enrique Aguinbowalet. Most recently, we've leveraged our partnership with Dalton Connect to introduce our first-ever food truck with the launch of quesadillas in June. And we have something equally exciting planned with Enrique later this year. These partnerships reflect our commitment to aligning with athletes who share our values of dedication, excellence, and passionate pursuit of their craft. Another top priority in our brand transformation is our hospitality mindset pillar, which we accomplish through operational excellence. Over the last few quarters, we have heightened our focus on standards and accountability, together with customer service and customer recovery. When something doesn't go as planned in the restaurant, we have to take action.

We've also extended the passion driven approach to marketing collaboration with pro basketball players Dalton connect and have regained a goon Boe while at.

Most recently, we leveraged our partnership with Dalton connect to introduce our first ever food truck with the launch of cases he is in June.

And we have something equally exciting planned with a regain later this year.

These partnerships reflect our commitment to aligning with athletes who share our values of dedication excellence and passionate pursuit of aircraft.

Another top priority in our brand transformation is our hospitality mindset pillar.

Which we accomplish through operational excellence over the last few quarters, we have heightened our focus on standards and accountability together with customer service and customer recovery.

When something doesn't go as planned in the restaurant, we have to take action from new tools and training to new programs and best in Class Third Party partners. These efforts are having an impact.

Liz Williams: From new tools and training to new programs and best-in-class third-party partners, these efforts are having an impact. As an example, we recently began utilizing Service Management Group, or SMG, data to track customer service and feedback. We are benchmarking our progress against the industry. The increase in actionable customer comments has been helpful for our restaurant teams and is beneficial for accuracy, quality, and service. While our consistency across the system, both company and franchise locations, continues to improve, the data has highlighted we still have an opportunity across specific day parts. Our goal is to get our consistency and quality of service to match that of our food quality at all times. While we've made substantial progress in the second quarter, we still have work to do. With the high quality of our food, we have a high bar to meet, but we are up for the challenge.

As an example, we recently began utilizing service management grip for S. M. G data to track customer service and feedback we.

We are benchmarking our progress against the industry. The increase in actionable customer comments has been helpful for our restaurant teams and it's beneficial for accuracy and quality and service.

Our consistency across the system, both company and franchise locations continues to improve the data has highlighted we still have an opportunity across specific day parts.

Our goal is to get our consistency and quality of service to match that of our food quality at all times.

While we've made substantial progress in the second quarter, we still have work to do.

With the high quality of our food, we have a high bar to me, but we are up for the challenge.

Turning now to our digital first pillar, we have continued to improve our app experience, making it easier for loco rewards members to add points to their orders and we have also increased the value proposition by providing more frequent offers to our most loyal customers.

Liz Williams: Turning now to our digital first pillar, we have continued to improve our app experience, making it easier for Loco Rewards members to add points to their orders. And we have also increased the value proposition by providing more frequent offers to our most loyal customers. We have done this through in-app offers, loyalty member exclusive menu items, and our Loco Friday drops. These new offers or experiences drop every Friday exclusively for our Loco Reward members. The combination of all of this activity has positively impacted frequency of our Loco Reward members by 5.6% year over year, and we are pleased with these early results. We have also invested in growing our third-party delivery business in the last few months, as delivery gives us the ability to reach more consumers that either don't have an El Pollo Loco near them or are looking for the convenience of delivery.

We have done this through in App offers loyalty member exclusive menu items and our local Friday drops.

These new offers are experiences dropped every friday exclusively for our local room or reward members.

The combination of all of this activity has positively impacted frequency of our logo reward members by five 6% year over year and we are pleased with these early results. We have also invested in growing our third party delivery business in the last few months as delivery gives us the ability.

<unk> to reach more consumers that either don't have and I'll play a local near them or are looking for the convenience of delivery.

Liz Williams: Our food travels well, and through special offers and deliveries, we are able to introduce El Pollo Loco to new consumers. Tied to our brand relaunch in May, our app, web, and kiosks all received a refresh with upgraded branding and a light user interface and experience updates. For the quarter, our digital business, which includes kiosks, grew to 25.5% of sales compared to 17.1% in the second quarter of last year. We have a robust roadmap for the back half of 2025 and through 2026 that will allow us to continue to improve the overall customer experience of our digital platforms while further optimizing for business performance. Turning to our winning economics pillar during the quarter, we continued to make improvement to our unit economics through methodical cost savings and asset modernization initiatives, delivering restaurant-level operating profit margins of over 19%.

Our food travels well and through special offers into library, we're able to introduce El Pollo loco to new consumers.

Tied to our brand relaunch in May our App web and kiosks, all received a refreshed with upgraded branding and a light user interface and experience updates for the quarter, our digital business, which includes kiosks grew to 25, 5% of sales.

Compared to $17 one person in the second quarter of last year.

Have a robust roadmap for the back half of 'twenty 'twenty, five and through 'twenty 'twenty six that will allow us to continue to improve the overall customer experience of our digital platforms, while further optimizing for business performance.

Turning to our winning economics pillar during the quarter, we continued to make improvements to our unit economics through methodical cost savings and asset modernization initiatives delivering restaurant level operating profit margin of over 19%, we continue to see in him.

Liz Williams: We continue to see enhanced labor productivity with a continued focus on efficiency. From better using technology and kitchen equipment to having more success routines for opening and closing shifts, our team members are putting more into customer service hours while also delivering savings. These strong results, along with our visibility into the opportunities ahead, give us the confidence to maintain our expectations for full-year restaurant-level contribution margins of 17.25% to 17.75%. Lastly, let me update you on our unit growth pillar. During the quarter, we were able to bring some of our new iconic design to life with our recent restaurant opening in Arizona. This new design features an enduring yet modern and efficient design that is uniquely El Pollo Loco. Our restaurant in Kingman, Arizona, marks our fifth new franchise unit open in the last 12 months, with an average unit volume settling in at about $2.4 million.

Labor productivity with a continued focus on efficiency.

From better using technology and kitchen equipment to having more success routines for opening and closing shifts our team members are putting more into customer service hours. While also delivering savings. These strong results along with our visibility into the opportunities ahead and give us the <unk>.

<unk> to maintain our expectations for full year restaurant level contribution margins of $17, 25% to $17 75 per cent.

Lastly, let me update you on our unit growth pillar during the quarter, we were able to bring some of our new iconic design for life with our research recent restaurant opening in Arizona.

This new design features and enduring yet modern and efficient design that is uniquely El Pollo loco are.

Our restaurant in Kingman, Arizona marks our fifth new franchisee unit opened in the last 12 months with an average unit volume settling in at about $2 $4 million.

Liz Williams: Up next is our 500th El Pollo Loco, which will open in Colorado Springs, Colorado, in the second half of 2025. More importantly, we remain confident in our plan to open at least 10 new restaurants in 2025, representing the largest system-wide unit growth since 2022. In addition, thanks to the hard work of our real estate team and our franchise partners, we have the opportunity to almost double this pace in 2026. As a reminder, the majority of these new openings will be outside of California. Today, we have restaurants under development in Arizona, Colorado, Idaho, New Mexico, Texas, and Washington. Modernizing our restaurants through remodeling also remains a crucial component of our development strategy and brand evolution. If you recall, we've implemented a two-tier approach on remodeling with a cost-effective five-year refresh program and more comprehensive 10-year remodel.

Up next is our 500, El Pollo Loco, which will open in Colorado Springs, Colorado in the second half of 'twenty 25, more importantly, we remain confident in our plan to open at least 10, new restaurants in 2025, representing the largest system wide.

Unit growth since 2022.

In addition, thanks to the hard work of our real estate team and our franchise partners, we have the opportunity to almost double this pace in 2026.

As a reminder, the majority of these new openings will be outside of California.

We have restaurants under development in Arizona, Colorado, Idaho, New Mexico, Texas and Washington.

Modernizing our restaurants through remodeling also remains a crucial component of our development strategy and brand evolution. If you recall, we've implemented a two tier approach on remodeling with a cost effective five year refresh program and more comprehensive tenure remodel we continue to work alongside.

Liz Williams: We continue to work alongside our franchisees with a goal to update approximately half of our total system over the next four years. As with any construction project, there are factors that we can't control, such as local permitting process, which has resulted in some projects being pushed a couple of months and into next year. With that in mind, for the year, we're now expecting to remodel between 55 to 65 system-wide restaurants, 20 of which have already been completed through the end of the second quarter. The remodeled restaurants look fresh and modern and have positive feedback coming in with excitement from customers and team members. We are happy with the early sales and the economic returns we are seeing thus far from the remodeling effort and are encouraged by the acceleration in projects over the upcoming quarters.

Side, our franchisees with a goal to update approximately half of our total system over the next four years.

As with any construction project there are factors that we can't control such as local permitting process, which has resulted in some projects being pushed a couple of months and into next year with that in mind for the year, we're now expecting to remodel between 55 to 65 system.

Wide restaurants, 20 of which have already been completed through the end of the second quarter.

The remodeled restaurants look fresh and modern and have positive feedback coming in with excitement from customers and team members. We are happy with the early sales and the economic returns we are seeing thus far from the remodeling efforts and are encouraged by the acceleration in.

Over the coming quarters.

We look forward to updating you on our transformation journey as the year progresses, but in closing I believe the second quarter results clearly demonstrate the momentum we're building across all aspects of our business. The initiatives. We've put in place are delivering meaningful results.

Liz Williams: We look forward to updating you on our transformation journey as the year progresses. But in closing, I believe the second quarter results clearly demonstrate the momentum we're building across all aspects of our business. The initiatives we've put in place are delivering meaningful results thanks to the hard work and dedication of each of our team members and our franchise partners and their execution against our five strategic pillars. As we look ahead, we will remain focused on the long-term opportunity of El Pollo Loco to become the nation's favorite fire-grilled chicken restaurant. With that, let me turn the call over to Ira for a more detailed discussion of our second quarter financial results.

Thanks to the hard work and dedication of each of our team members and our franchise partners.

And their execution against our five strategic pillars. As we look ahead, we will remain focused on the long term opportunity of El Pollo loco to become the nation's favourite fire grilled chicken restaurant with that let me turn the call over to IRA for a more detailed discussion of our.

Our second quarter financial results.

Thank you Liz and good afternoon, everyone.

Ira Fils: Thank you, Liz, and good afternoon, everyone. For the second quarter ended June 25th, 2025, total revenue was $125.8 million compared to $122.2 million in the second quarter of 2024. Company-operated restaurant revenue increased 2% to $104.3 million from $102.3 million in the same period last year. The $2 million increase in company-operated restaurant sales was primarily driven by a 1.2% increase in company-operated comparable restaurant sales, as well as additional sales from the opening of two restaurants during or subsequent to the second quarter of 2024. The increase in comparable restaurant sales included a 1.5% increase in average check size and a slight decrease in transactions of only 0.3%. During the second quarter, our effective price increase versus 2024 was about 3.1%.

Second quarter ended June 25, 2025, total revenue was $125 8 million compared to $122 2 million in the second quarter of 2024.

Company operated restaurant revenue increased 2%.

<unk> hundred $4 3 million from $102 3 million in the same period last year.

The $2 million increase in company operated restaurant sales was primarily driven by one 2% increase in company operated comparable restaurant sales as well as additional sales from the opening of two restaurants during or subsequent to the second quarter of 2020.

Sure.

The increase in comparable restaurant sales included a one 5% increase in average check size and a slight decrease in transactions of only 0.3%.

During the second quarter, our effective price increase.

Versus 2024 was about three 1%.

Franchise revenue increased.

Ira Fils: Franchise revenue increased 14.8% to $13.4 million during the second quarter, driven by a $1.6 million in IT pass-through revenue related to the franchisee rollout of our new point-of-sale system, which is offset by a corresponding expense in franchise expenses. In addition, the increase in franchise revenue was due to the five new franchise-operated restaurant openings during or subsequent to the second quarter of 2024. The increase in franchise revenue was partially offset by comparable restaurant sales decrease of 1.1%. While franchise comparable sales were down 1.1%, we are very encouraged to see franchise traffic growth continue to accelerate, with traffic up 1.5% in the second quarter for our franchise system, which drove the positive system-wide traffic of 0.8% that Liz mentioned earlier.

14, 8% to $13 4 million during the second quarter, driven by $1.6 million and.

Pass through revenue related to the franchisee rollout of our new point of sale system.

Which is offset by a corresponding expense and franchise expenses.

In addition, the increase in franchise revenue was due to the five new franchise operated restaurant openings during or subsequent to the second quarter of 2024.

The increase in franchise revenue was partially offset by comparable restaurant sales decrease of one 1%.

While franchise comparable sales were down one 1%.

We're very encouraged to see franchise traffic growth continued to accelerate with traffic up one 5% in the second quarter for our franchise system, which drove the positive system wide traffic of 0.8% that Liz mentioned earlier.

Looking ahead.

Ira Fils: Looking ahead, third quarter to date through July 23rd, 2025, system-wide comparable store sales decreased 0.7%, consisting of a 0.6% increase in company-operated restaurants and a 1.4% decrease in franchise restaurants. As we look to the remainder of the year, the trends are certainly mixed. Although we saw some positive growth weeks in May and June, July has been choppier. We expect a modest improvement in our comp trends through the remainder of the third and into the fourth quarter, driven by continued momentum with our brand relaunch, quesadillas, combined with bold innovation, additional pricing, and easier prior year quarterly compares as we move through the year. Even with all those tailwind activities, we acknowledge the macro environment is not ideal, and there are headwinds with consumer dynamics out of our control.

Third quarter to date through July 23, 2025 system wide comparable store sales decreased 0.7% consisting of a 0.6% increase in company operated restaurants, and a one 4% decrease in frac.

<unk> restaurants.

As we look to the remainder of the year. The trends are certainly mixed although we saw some positive growth weeks in May and June July has been choppy here.

We expect a modest improvement in our comp trends through the remainder of the third and into the fourth quarter driven by continued momentum with our brand relaunch case ideas.

Bind with full innovation additional pricing and easier prior year quarterly compares as we move through the year.

Even with all those tailwind activities, we acknowledge the macro environment is not ideal and there are headwinds with consumer dynamics out of our control.

Ira Fils: We remain excited about the long-term potential of the brand and believe our brand relaunch and menu innovations will serve as important foundations for our growth over time, supported by additional initiatives currently under development. Turning to expenses, food and paper costs as a percentage of company restaurant sales decreased 70 basis points year over year to 24.4% due to higher menu pricing and approximately 40 basis points of commodity deflation during the second quarter, which was partially offset by higher discounting. We expect commodity inflation to be in the half a percent to one and a half percent range for the full year 2025. As a reminder, our commodity base is largely domestic, with chicken being the largest component. Internationally, our largest exposures include avocados, tomatoes, and packaging.

We remain excited about the long term potential of the brand and believe our brand relaunch and menu innovations will serve as important foundations for our growth over time supported by additional initiatives currently under development.

Turning to expenses.

Food and paper costs as a percentage of company restaurant sales decreased 70 basis points year over year to 24, 4% due to higher menu pricing and approximately 40 basis points of commodity deflation during the second quarter, which was partially offset by higher discount.

Got it.

We expect commodity inflation to be in the 5% to one 5% range for the full year 2025.

As a reminder, our commodity base is largely domestic with chicken being the largest component.

Internationally, our largest exposures include avocados Tomatoes and packaging.

Labor and related expenses as a percentage of company restaurant sales.

Ira Fils: Labor and related expenses as a percentage of company restaurant sales decreased 130 basis points year over year to 30.8% as we benefited from continued gains in operating efficiencies, primarily driven through improvements in labor deployment and scheduling, the continued use of technology and equipment to simplify team member roles, along with menu price increases. Wage inflation during the second quarter was 0.6% for all our company-owned locations. For the full year 2025, we expect wage inflation of between 3% and 4% for all our company-owned locations. Occupancy and other operating expenses as a percentage of company restaurant sales increased 150 basis points year over year to 25.6%, primarily due to higher third-party delivery-related expenses, utilities, rent, NCAN, repairs and maintenance, and higher other operating expenses. Our restaurant contribution margin for the second quarter improved to 19.1% compared to 18.6% in the year-ago period.

Increased 130 basis points of year over year to 38% as we benefited from continued gains in operating efficiencies, primarily driven through improvements in labor deployment and scheduling.

The continued use of technology.

Equipment to simplify team member rolls, along with menu price increases.

Wage inflation during the second quarter was 0.6%, where all our company owned locations.

For the full year 2025, we expect wage inflation of between three and 4% for all of our company.

Locations.

Occupancy and other operating expenses as a percentage of company restaurant sales increased 150 basis points year over year to 25, 6%, primarily due to higher third party delivery related expenses utilities rent and Cam repairs and maintenance.

And higher other operating expenses.

Our restaurant contribution margin for the second quarter improved to 19, 1% compared to 18, 6% in the year ago period for the full year 2025, we continue to expect our restaurant contribution margin to be in the $17 two 5%.

Ira Fils: For the full year 2025, we continue to expect our restaurant contribution margin to be in the 17.25% to 17.75% range. In addition, I want to remind you that our restaurant contribution margin already contemplates the impacts from tariffs, which we anticipate will be relatively minimal as our largest commodity cost, chicken, is domestically sourced, and we have limited international exposure in the remainder of our commodity basket. General and administrative expenses increased 120 basis points year over year to 10.8% of total revenue, primarily due to an increase of $0.8 million in stock compensations expense, $0.8 million in special legal and professional fees related to shareholder activism and related matters, and $0.7 million in restructuring and executive transition costs. These increases were partially offset by a $600,000 decrease in other general administrative expenses.

$17 seven 5% range.

In addition, I want to remind you that our restaurant contribution margin already contemplates the impact from tariffs, which we anticipate will be relatively minimal as a law.

Largest commodity costs chicken is domestically sourced and we have limited international exposure in the remainder of our commodity basket.

General and administrative expenses increased 120 basis points of year over year to 10, 8% of total revenue primarily due to an increase of 0.8 million and stock compensation expense 0.8 million and special legal and professional fees.

Related to shareholder activism and related matters, and 0.7 million in restructuring and executive transition costs.

These increases were partially offset by $600000 decrease in other general administrative expenses.

Ira Fils: During the second quarter, we recorded a provision for income taxes of $3 million for an effective tax rate of 29.6%. This compares to a provision for income taxes of $3.2 million and an effective tax rate of 29.3% in the prior year period. We reported GAAP net income of $7.1 million or $0.24 per diluted share in the second quarter compared to GAAP net income of $7.6 million or $0.25 per diluted share in the prior year period. Adjusted net income for the quarter was $8.2 million or $0.28 per diluted share compared to adjusted net income of $7.8 million or $0.26 per diluted share in the second quarter of last year. Please refer to our earnings release for a reconciliation of non-GAAP measures. In regard to new unit development, we opened one franchise store in Arizona during the second quarter.

During the second quarter, we recorded a provision for income taxes of $3 million for an effective tax rate of 29, 6%.

This compares to a provision for income taxes of $3 2 million.

The effective tax rate of 29, 3% in the prior year period.

We reported GAAP net income of $7 1 million or 24 cents per diluted share in the second quarter compared to GAAP net income of $7 6 million or <unk> 25 per diluted share in the prior year period.

Adjusted net income for the quarter was $8 2 million or 28 cents per diluted share compared to adjusted net income of $7 8 million or 26 cents per diluted share in the second quarter of last year.

Please refer to our earnings release for a reconciliation of non-GAAP measures.

In regard to new unit development, we opened one franchise store in Arizona during the second quarter.

Ira Fils: Regarding our remodeling effort, during the second quarter, we completed 12 franchised restaurant remodels and four company remodels, bringing our total completed remodels for 2025 to 20 through the end of June. So far, we've been very pleased with the results of our new iconic remodel image. For the seven company remodels completed with the new image, we have seen on average a mid-single-digit uplift in sales, which is in line with our expectations. In terms of liquidity, as of June 25th, 2025, we had $69 million of debt outstanding and $9 million in cash and cash equivalents. Subsequent to the end of the second quarter, we paid down an additional $1 million on our revolver, resulting in our debt outstanding of $68 million as of July 31st, 2025. Additionally, during the second quarter, we repurchased 3,479 shares for approximately $0.1 million.

Regarding our remodeling effort during the second quarter, we completed 12 franchised restaurant Remodels and four company Remodels, bringing our total completed remodels for 2025 to 20 through the end of June.

So far we've been very pleased with the results of our new iconic remodel image for the seven company Remodels completed with the new image. We have seen on average a mid single digit uplift in sales, which is in line with our expectations.

In terms of liquidity as of June 25th 2025, we.

We had $69 million of debt outstanding and $9 million in cash and cash equivalents.

Subsequent to the end of the second quarter, we paid down an additional $1 million our revolver, resulting in our debt outstanding of 68 million as of July 31.

2025. Additionally.

Additionally, during the second quarter, we repurchased 3479 shares.

Approximately <unk> $1 million.

Finally based on our results to date, we would like to provide you with the following guidance for 2025.

Ira Fils: Finally, based on our results to date, we would like to provide you with the following guidance for 2025. The opening of 10 to 11 system-wide restaurants, including 9 to 10 franchise restaurants and up to one company-owned restaurant, capital spending of $31 to $34 million, G&A expenses of $48 million to $51 million, excluding one-time charges, and an estimated effective income tax rate of 29% to 29.5% before discrete items. This concludes our prepared remarks. We'd like to thank you again for joining us on the call today, as we are now happy to answer any questions that you may have. Operator, please open the line for questions.

The opening of 10 to 11 system wide restaurants, including nine to 10 franchise restaurants and up to one company owned restaurants.

Capital spending of $31 million to $34 million.

G&A expenses of 48 million to 51 million, excluding one time charges and.

And an estimated effective income tax rate of 29 to 29, 5% before discrete items.

This concludes our prepared remarks, we'd like to thank you again for joining us on the call today as we are now happy to answer any questions that you might have.

Operator, please open the line for questions.

Thank you we will now be conducting a question and answer session. If you'd like to ask a question. Please press star one on your telephone keypad, a confirmation tone will indicate that your line is in the question queue. You May press star two if he would like to remove your question from the queue.

Operator: Thank you. We will now be conducting a question and answer session. If you would like to ask a question, please press star one on your telephone keypad. A confirmation tone will indicate that your line is in the question queue. You may press star two if you would like to remove your question from the queue. For participants using speaker equipment, it may be necessary you pick up your handset before pressing the star key. One moment, please, while we pull for questions. Our first question comes from Jake Barlett with Truist Securities. Please proceed with your question.

For participants using speaker equipment, it may be necessary to pick up your handset before pressing the starkey.

One moment, please while we poll for questions.

Our first question comes from Jake Bartlett True Securities. Please proceed with your question.

Great Tom Thanks for taking the question I.

Jake Barlett: Great, Tom. Thanks for taking the question. You know, I had a number. I wanted to start with, you mentioned it kind of a challenging macro environment. I'm hoping for just for a little more detail. You're obviously doing a lot to counteract that, and it's nice to see some impact. But I just want to make sure I understand how strong the headwind is that you're fighting against with all of your initiatives.

I had a number I wanted to start with you.

You mentioned that kind of a challenging macro environment I'm, hoping for just for a little a little more detail, you're obviously doing a lot to counteract that and it's nice to see some impact, but I just wanted to make sure I understand how strong the headwind is that you're that you're fighting against with all of your your initiatives.

Sure. Thanks for the question Jake So you're right things like innovation, our with our fresh the salads and wraps and just we only got a few days a case of D. A N on this corner, but really the thousand wrapped them together with value. So I spoke about just some of the targeted value that we had out there.

Liz Williams: Sure. Thanks for the question, Jake. So you're right. Things like innovation with our fresco salads and wraps, and just we only got a few days of quesadilla in on this quarter. But really, the salads and wraps together with value. So I spoke about just some of the targeted value that we had out there, whether it was in the app or through the traditional couponing, through delivery. All of that is really helping, and you saw it in the transaction growth. When we see the consumer headwinds, it's really in across all different income groups, and it's, you know, a bit, we keep saying choppy in the industry. It's the fact that, you know, at the beginning of the month, you see a lot more activity.

It was in the app or through the traditional couponing through delivery all of that is really helping and you saw it in the transaction growth when we see the consumer headwinds, it's it's really and in across all different.

Different income groups and it's you know a bit we keep saying choppy in the industry. It's the fact that you know at the beginning of the month do you see a lot more activity towards the end of the month you know when you know consumers are waiting for a pay day or a payday in fact, you see it even more pronounced you'll also.

Liz Williams: Towards the end of the month, you know, when you know consumers are waiting for a payday or a payday effect, you see it even more pronounced. You also, we're also seeing it as consumers are really reacting to the value, which tells me that, you know, a consumer wants to spend or, you know, wants to enjoy our products, but they're limited on what they can spend. And so that's, you know, you see value even more pronounced and more attractive in that dynamic.

We're also seeing it as consumers are really reacting to the value of which tells me.

That a consumer wants to spend or wants to enjoy our products, but they are limited on what they can spend and so that's you know you see value even more pronounced.

Pronounced and more attractive in that dynamic.

Got it.

Jake Barlett: Got it. And you know, there was, in terms of the franchise traffic, obviously great to see, but there seems to be a big, you know, drag on check specifically for the franchise overall. What is the dynamic going on there? Is there a little more discounting potentially going on, a little more focus on value in those markets?

And truly the franchise traffic obviously, great to see whether there is seems to be a big drag on check specifically for the franchise overall well what is the dynamic going on there or is there a little more discounting potentially going a little more focus on value in those markets.

Liz Williams: A couple of things. If you remember last year, we had the very large minimum wage increase in California where a lot of our restaurants are. And so there was a lot of pricing taken last year. And I would say the franchisees, if you remember, they took a little bit more than a company did. And so this year is, you know, they're lapping that and just our ability to take price in this value-conscious environment. We're just not taking a lot of price, which is, you know, healthy, and I appreciate that we're not doing that, and that's helping us grow the transactions. So that is some of it. And then also you can imagine when prices get a little bit higher, say if they're higher at one restaurant than another, that's going to make the value even more attractive.

A couple of things if you remember last year, we had the very large minimum wage increase in California, where a lot of our restaurants are and so there was a lot of pricing taken last year and I would say the franchisees are if you remember they took a little bit more than a company that and so this year.

As you know, they're lapping that and just our ability to take price in this value conscious environment. We're just not taking a lot of price which is is healthy.

Healthy and I appreciate that we're not doing that and that's helping us grow the transactions. So that is is some of it and then also you can imagine when prices get a little bit higher staff, they're higher it at one restaurant than another that's going to make the value even more attractive.

Liz Williams: And then we also are seeing in some instances, we had some franchise partners experiment with different promotions and, you know, family meal discounts that, you know, were just greater than what we were doing in corporate restaurants.

And then we also are seeing in some instances we had some franchise partners experiment with different promotions and you know family meal discounts that yeah, we're just greater than what we were doing in corporate restaurants.

Got it and then.

Jake Barlett: Got it. And then you know, my last question, then I'll jump back in the queue, maybe come back. But you know, is on the acceleration of unit growth, it sounds like you're talking about, you know, 20 plus for 2026, a doubling, as you mentioned, the fastest growth in some time here. One question is just your level of confidence that will be achieved, you know, whether it's really dependent entirely or mostly on franchise development. And then, you know, what's giving the franchisees the confidence to do that? It's obviously a challenging environment still. You know, what are they seeing that making them so confident to really accelerate growth like we haven't seen in a while?

And my last question, then I'll jump back in the queue, maybe we can come back but it is on the acceleration of unit growth. It sounds like Youre talking about 2020, plus for 2026 a doubling.

You mentioned that the fastest growth in some time here.

One is the one question is just your level of confidence that that will be achieved.

It's really dependent entirely or mostly.

On franchise development, and then whats, giving the franchisees the confidence to do that and so obviously a.

The challenging environment still.

What are they seeing that making them feel confident to really accelerate growth we have.

<unk> not seen in a while.

Right. So the the exciting part of the brand. Despite having you know that the macro environment that we have that the good news is our average unit volumes are $2 $2 million, we have a healthy business, that's getting even healthier as the last year and a half we've really focused on.

Liz Williams: Right. So the exciting part of the brand, despite having, you know, the macro environment that we have, the good news is our average unit volumes are $2.2 million. We have a healthy business that's getting even healthier as the last year and a half we've really focused on unit profitability and everything, you know, as we've seen the margin expansion. So pretty amazing that even in a world where labor costs are increasing, value and discounting is increasing, we're also increasing the unit level margins. And so you put that together, a healthy business model inspires franchise partners to want to build. And then when you couple that with the fact that we have taken a lot of cost out of the building in the restaurant, that also is very inspirational. And then you layer on an incentive to get franchise partners even more excited.

Unit profitability and everything.

And as you've seen the margin expansion, so pretty amazing that.

Even in a world where labor costs are increasing value and discounting is increasing we're also increasing the unit level margins and so you put that together healthy business model inspires franchise partners to want to build and then when you couple that with the fact that we have taken a lot of cost out of the building and the <unk>.

Restaurant and that is that also is very inspirational and then you layer on and incentives to get franchise partners. Even more excited you put that all together and our returns are back in a place where it's a it's a healthy return and they are inspired to grow again and so moving to your question on.

Liz Williams: You put that all together and our returns are back in a place where it's a healthy return and they're inspired to grow again. And so moving to your question on confidence on the pipeline, very confident on the pipeline. So as I look out over the next year, you know, and I have the confidence to be able to give that number, that's because many of those sites either have leases signed or some of those sites are under development because nowadays some sites take over a year to get open. So as we look at the pipeline, we see that one of the other factors that's helping us with development is also the second generation sites that we're finding.

Confidence on the pipeline very confident on the pipeline so as I look out over the next year.

And I have the confidence to be able to give that number that's because many of those sites either have leases signed or some of those sites are under development because nowadays some sites take over a year.

They get open so as we look at our pipeline, we see that one of the other factors that's helping US with development is also the the second generation sites that we're finding so talked about this over the last couple of months.

Liz Williams: So I talked about this over the last couple of months, you know, as different concepts have had to close, their misfortune has become our fortune in the sense that you can pick up one of those sites, you don't have to do as expensive of a build-out because you already have walk-in coolers and framing and bathrooms and hoods. You really have to come in and, of course, redesign it and rebrand it, but it's sometimes as much as half the cost of a traditional build. So that makes the returns even higher. So I'd say it's a lot of factors, but giving us great confidence that the flywheel is going again for El Pollo Loco.

As different concepts have had to close them their misfortune has become our fortune in the sense that you can pick up one of those sites you don't have to do is expensive at the adult out because you already have a walk in coolers and framing and bathrooms and HUD you really have to come in and of course redesign it and <unk>.

But it's sometimes as much as half the cost of a traditional belt. So that makes the returns even higher and so I'd say, it's a lot of factors, but giving us great confidence that the flywheel is is going again for <unk>.

Great that you've taken here. Thank you.

Jake Barlett: Great. That's exciting to hear. Thank you.

Liz Williams: Yeah, thank you for the question.

Thank you for the question.

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

Operator: Our next question comes from Jeremy Hamblin with Craig Hallam Capital Group. Please proceed with your question.

Hey, this is will on for Jeremy Thanks for taking my questions.

Willan: Hey, this is Willan for Jeremy. Thanks for taking my questions. I just wanted to start with SameSource sales trends for the quarter. You noted some sequential improvement. But could you maybe walk through in a bit more detail how Q2 progressed after May and then maybe what the rest of Q3 looks like in terms of comp? I think August and September might be a little tougher than July, but just anything you could call out there would be helpful.

Just wanted to start with same store sales trends for the quarter, you know had some sequential improvement.

But could you maybe walk through that a bit more detail how Q2 progressed after may.

Maybe with the rest of Q3 looks like in terms of comp I think.

In September maybe a little tougher than July, but just anything you'd call out there would be it would be helpful.

Yeah, we definitely saw.

Ira Fils: Yeah, we definitely saw, you know, sequential improvement. We had talked, I think we had talked about being down around a little around 1% in April. And we saw sequential improvement as we walked through into May and then even more so in June as, you know, some of the marketing initiatives that we were doing really started to take hold around the brand relaunch, which happened in mid-May and the frescas. And some of the things that we were doing, you know, coupled with that in regards to discounting really helped drive that traffic and really helped that back part of the quarter, Q2. And we did see a little bit of a slowdown in July as, you know, the timing of the 4th of July wasn't great. We saw a little noise there.

Sequential improvement, we had talked I think we've talked about being down around a little around 1%.

In April and we saw sequential improvement as we walked through in the May and then even more so in June as you know some of the marketing initiatives that we are doing really started to take hold around the brand relaunch, which happened in mid may and the <unk> and some of the things that we were due.

Coupled with that in regards to discounting really helped drive that traffic and really helped that back part of the quarter Q2, and we did see a little bit of a slowdown in July as you know the the timing of the fourth of July wasn't great. We saw we saw a little noise there.

Ira Fils: And as we mentioned on the call, it's just been a little choppy so far in quarter to date. But we do feel very confident in a lot of the things that we're doing to continue to keep the, you know, the recent acceleration we've seen in traffic going.

And as we mentioned on the call it's been a little choppy so far in quarter to date.

But we do feel very confident in a lot of the things that we're doing.

To continue to keep the the recent acceleration we've seen in traffic going.

Yeah, I might just add.

Liz Williams: Yeah, I might just add, yeah, I was just going to add, you know, as we feel confident, look at the back half of the year in terms of the sales trends. The things that are underpinning that are, you know, the innovation and the continued thoughtful value that we spoke about. The brand relaunch off to a good start, only just beginning. So, you know, right now the media in the middle of the summer is not great. And so as we get into fall and we just get better media and media placement, we'll really be able to accelerate, you know, telling consumers about the brand relaunch. And then also a lot of effort going in behind service improvements and just operational improvements that we think will help with sales comps as well.

Yes.

Yeah I was just going on you know as we feel confident with.

At the back half of the year in terms of the sales trends. The things that are underpinning that are you know the innovation and the continued thoughtful value that we spoke about the brand relaunch off to a good start only just beginning so.

You know right now the media in the middle of the summer is not great and so as we get into fall and we just get better media and media placement will really be able to to accelerate them you know telling consumers about the brand relaunch and then also a lot of effort going in behind service improvements and just opera.

Racial improvements that we think will help them with sales comps as well.

Got it and then just just a follow up on that I'm curious if you had any more color to share in terms of how.

Willan: Yeah, and then just to follow up on that, I'm curious if you had any more color to share in terms of how the quesadilla and the fresco wraps have been mixing and then how early results have performed against your guys' initial testing.

The Quesadilla and Fresca reps have been mixing and then how early results performed against you guys in.

Initial testing.

Yes, so the fresco we looked at <unk> as racks and salads together and so you know those were mixing in the Florida to 5% in total and we've the rap were always planned to phase out as we brought in case of the us and so we stopped the salads and.

Liz Williams: Yes, so the fresca, we looked at fresco as wraps and salads together. And so, you know, those were mixing in the 4% to 5% in total. And we've, the wraps were always planned to phase out as we brought in quesadilla. And so we still have the salads and we love the fact that the salads have a following. Those are still mixing at a couple points of sales mix. They're not on promotion with a small dedication on the menu. And then the quesadilla, you know, got out of the gates up at about four to five points of mix and continues to grow. We're just a couple weeks into quesadilla and like I mentioned, the media behind quesadilla is not that great. So we've got some plans over the next couple of weeks.

We loved the fact that the stylists have the following does or some mixing out a couple of points of sales mix them theyre not on promotion.

With a small dedication on the menu.

And then the case it yeah.

Got out of the gate up at about.

Four to five points.

It's a mix and continues to grow and we're just a couple of weeks in the case of Dr and like I mentioned the media behind case. It is not that great. So they've got some plans over the next couple of weeks, we can't nobody can no. One is more excited for some good football on T V.

Liz Williams: We can't, no one can, no one's more excited for some good football on TV to bring some eyeballs, but to continue to get the word out about quesadilla. In addition to all of the social and just the buzz going around quesadilla.

Bring them, some eyeballs, but to continue to to get the word out of our cases in.

And all of the social and the just the buzz going around Quesadilla.

Got it that's helpful. That's it.

Willan: Got it. That's helpful.

Liz Williams: And compared, I can answer your question, compared to Test, mixing higher than we saw on Test.

To answer your question compared to past mixing higher than we saw on tax.

Got it best of luck. Thank you guys.

Willan: Got it. Best of luck. Thank you, guys.

Liz Williams: Thank you.

Thank you.

Our next question comes from Matt Curtis with William Blair. Please proceed with your question.

Operator: Our next question comes from Matt Curtis with William Blair. Please proceed with your question.

Hi, Good afternoon, just another question on the new menu items I mean, you launched.

Willan: Hi, good afternoon. Just another question on the new menu items. I mean, you launched Fresco May, then quesadilla. It seems like right at the end of the quarter. I mean, it's good to hear they've gotten a favorable reception, but I'm wondering if you've seen any associated transaction lift that you can discern, or alternatively, if you've seen any trade-off on average ticket, just given the more value-oriented price points.

Brusca, Matt is that because it seems like right at the end of the quarter I mean, it's continuing they've gotten a favorable reception, but I'm wondering if you've seen any associated traffic or transaction lift that you can discern or alternatively, if you've seen any trade off on average ticket.

Given the more value oriented price points.

Yes. So we are seeing you know the nice part about the transaction lift as we're seeing more frequency from our existing customers.

Liz Williams: Yes, so we are seeing, you know, the nice part about the transaction lift is we're seeing more frequency from our existing customers. And the innovation does that with existing customers. It gives them a reason to want to come in more. I also believe that that is, again, because of those operational improvements that we're making and then some of the deals. So I, you know, it's hard to tease apart which piece is driving, you know, each part of that, but please just see the increased frequency from existing. And then we are seeing new customers. So I attribute reaching new customers to the, more so to the innovation. So that, you know, is certainly helping as well.

And the innovation does that with existing customers. It gives them a reason to want to come in more I also believe that that is again because of those operational improvements that we're making and then some of the deals. So I you know, it's hard to tease apart, which which piece is driving each part of that but pleased to see the increased frequency.

From existing and then we are seeing new customers. So I attribute reaching new customers to that more so to the innovation them. So that is certainly helping as well.

Okay.

Willan: Okay. And I know it's still early, but could you tell us a bit more about the initial reaction to the rebrand, particularly in your core LA market? And basically what I'm trying to get at is do you have a sense of how much this helped you get back to positive transactions by the end of the second quarter?

And I know, it's still early but could you tell us more a bit more about the initial reaction to the rebrand, particularly in the in your core L. A market.

And basically what I'm trying to get out is do you have a sense of how much. This helps you get back to positive transactions by the end of the second quarter.

So again I'd say, it's you know part of the whole next hard to tease apart you know.

Liz Williams: So again, I'd say it's, you know, part of the whole mix, hard to tease apart, you know, what's attributed to that specifically. But one of the things that we were very pleased to see was, again, as we launched that, the new customers in terms of just newer folks to the brand, we did see a notable uptick there, which again would tell us that, you know, it's doing its part. I believe though that that will build over time, just because getting eyeballs on that, especially, you know, given our size, it just takes time. And then also with a brand relaunch, there's so many different touch points. So I put in the bucket of brand relaunch just as importantly how the restaurant looks.

What's attributed to to that specifically, but one of the things that we were very pleased to see was a again as we launched that.

He new customers in terms of just newer folks to the brand we did see a notable uptick there, which again would tell us that you know.

It's it's doing its part I believe though that that will build over time.

Just because getting eyeballs on that is.

Especially you know given our size. It just takes time and then also with our brand relaunch theres. So many different touch points. So I'd put it in the bucket of brand relaunch.

Just as importantly, how the restaurant looks and so as we get around to remodeling more and more restaurants that too even if it's not someone's home restaurant, if they're in our cross town and they get to see a remodeled restaurant that too helps fulfill this whole brand relaunch a persona, whether you see it on television or in <unk>.

Liz Williams: And so as we get around to remodeling more and more restaurants, that too, even if it's not someone's home restaurant, if they're, you know, across town and they get to see a remodeled restaurant, that too helps fulfill this whole brand relaunch persona, whether you see it on TV or in social or you drive by it. So I believe that'll take some time to build as well.

Social or you drive by it so I believe that'll take it takes some time to build them as well.

Okay got it thanks very much.

Willan: Okay, got it. Thanks very much.

Thank you.

Liz Williams: Thank you.

Our next question comes from Marshall Pittman with Jefferies. Please proceed with your question.

Operator: Our next question comes from Marshall Pittman with Jefferies. Please proceed with your question.

Oh, hi, there.

Willan: Hi, Liz. I just want to touch on pricing and margins quickly. Are you still expecting about 2% pricing in the back half with the additional increase coming? And could you just talk about, you know, confidence in taking that increase despite, you know, an uncertain, you know, macro and consumer appetites for, you know, value out there?

Just wanted to touch on pricing and margins quickly.

Are you still expecting about 2% pricing in the back half with.

The additional increase coming.

Can you just talk about confidence in taking that increase despite.

And uncertain macro and consumer appetite for value out there.

Yeah, what we are what we did do is we are moving up a price increase that we had planned for.

Ira Fils: Yeah, what we did do is we're moving up a price increase that we had planned later in the quarter to move in Q3 to move up earlier in the quarter. So we should see Q3 about 2.5% pricing, and when we get into Q4, we'll be about 2.7%. It's more about moving it a little earlier than it is taking more pricing. And I think what we found is it's, you know, we're being really thoughtful and surgical about the types of pricing we're taking. For example, we had a great opportunity to take our combo pricing up from $2.50 to $2.80. So a very targeted type of price increases. And that's really, and it helps us balance, you know, how we've gotten a little more aggressive with our discounting, which has really helped, among other things, drive some of the traffic that we've seen.

Later in the quarter to move in Q3 to move up in earlier in the quarter. So we should see Q3 about 2.5% pricing and when we get into Q4 will be about two seven is more about moving it a little earlier than it is taking more and more.

Missing and I think what we found is we're being really thoughtful and surgical about the types of pricing. We're taking for example, we had a great opportunity to take our combo pricing up from $2 50 to $2 80.

So a very targeted type of price increases and.

And that's really and it helps us balance how we've gotten a little more aggressive with our discounting which has really helped among other things drives some of the traffic that we've seen.

Okay.

Willan: Okay. And just to follow up, we talked about a margin target for the full year of, you know, 7.25 to 7.75. Obviously, there's, you know, strong results in the second quarter here. Do you think that that range is still, you know, realistic, or could we see a little bit of upside in the back half?

A follow up.

About.

The margin target for the full year of seven to five to $7 75.

Obviously strong results in the second quarter here do you think that that range is still realistic.

Or could we see a little bit of upside in the back half.

Yeah, I think you know we think that range is realistic we always believe there's upside we're always working to kind of beat what we put out there obviously.

Ira Fils: Yeah, I think, you know, we think that range is realistic. We always believe there's upside. We're always working to kind of beat what we put out there, obviously. But we.Feel

So we feel pretty good about where we're at we have from a commodity standpoint, we have a lot of visibility to where we are we have very limited exposure to any international purchases. So tariffs aren't as a bigger concern for us and so we're working hard to continue to drive that margin improvement.

Operator: pretty good about where we're at. You know, we have, from a commodity standpoint, we have a lot of visibility to where we're at. We have very limited exposure to any, international purchases. So tariffs aren't as big a concern for us. And so we're, we're working hard to continue to drive that margin improvement.

Great. Thank you.

Rachel: Great. Thank you.

Thank you.

Conference Specialist: Thank you.

Ladies and gentlemen, we have reached the end of today's question and answer session I would now like to turn the call back over to Liz Williams for closing remarks.

Ira Fils: Ladies and gentlemen, we have reached the end of today's question and answer session. I would now like to turn the call back over to Liz Williams for closing remarks.

Thanks again, everyone for your interest and I'll play a logo, we look forward to talking to you again next quarter have a great evening.

Conference Specialist: Thanks again, everyone, for your interest in El Pollo Loco. We look forward to talking to you again next quarter. Have a great evening.

This concludes today's teleconference. You may disconnect your lines at this time. Thank you for your participation.

Ira Fils: This concludes today's teleconference. You may disconnect your lines at this time. Thank you for your participation.

[music].

Okay.

Okay.

Okay.

[music].

Okay.

[music].

Okay.

Oh.

[music].