Q1 2026 O'Reilly Automotive Inc Earnings Call

April 30, 2026

Operator: Good day, and welcome to the O'Reilly Automotive, Inc. Q1 2026 earnings call. My name is Ali, and I will be your operator for today's call. At this time, all participants are in a listen-only mode. Later, we will conduct a question-and-answer session. During the question-and-answer session, if you have a question, please press star 1 on your touch-tone phone. I will now turn the call over to Jeremy Fletcher. Mr. Fletcher, you may begin.

Speaker #2: At this time, all participants are in a listen-only mode. Later, we will conduct a question-and-answer session. During the question-and-answer session, if you have a question, please press *1 on your touchtone phone.

Speaker #2: I will now turn the call over to Jeremy Fletcher. Mr. Fletcher, you may begin. Thank you, Ali. Good morning, everyone, and thank you for joining us.

Jeremy Fletcher: Thank you, Ali. Good morning, everyone, and thank you for joining us. During today's conference call, we will discuss our Q1 2026 results and our updated outlook for 2026. After our prepared comments, we will host a question-and-answer period. Before we begin this morning, I would like to remind everyone that our comments today contain forward-looking statements, and we intend to be covered by, and we claim the protection under, the safe harbor provisions for forward-looking statements contained in the Private Securities Litigation Reform Act of 1995. You can identify these statements by forward-looking words such as estimate, may, could, will, believe, expect, would, consider, should, anticipate, project, plan, intend, or similar words.

Speaker #2: During today's conference call, we will discuss our first quarter 2026 results, and our updated outlook for 2026. After our prepared comments, we will host a question-and-answer period.

Speaker #2: Before we begin this morning, I would like to remind everyone that our comments today contain forward-looking statements, and we intend to be covered by, and we claim the protection under, the Safe Harbor Provisions for forward-looking statements contained in the Private Securities Litigation Reform Act of 1995.

Speaker #2: You can identify these statements by forward-looking words such as estimate, may, could, will, believe, expect, would consider, should anticipate, project, plan, intend, or similar words.

Speaker #2: The company's actual results could differ materially from any forward-looking statements due to several important factors described in the company's latest annual report on Form 10-K for the year ended December 31, 2025, and other recent SEC filings.

Jeremy Fletcher: The company's actual results could differ materially from any forward-looking statements due to several important factors described in the company's latest annual report on Form 10-K for the year ended December 31, 2025, and other recent SEC filings. The company assumes no obligation to update any forward-looking statements made during this call. At this time, I would like to introduce Brad Beckham.

Speaker #2: The company assumes no obligation to update any forward-looking statements made during this call. At this time, I would like to introduce Brad Beckham.

Speaker #3: Thanks, Jeremy. Good morning, everyone, and welcome to the O'Reilly Auto Parts first quarter conference call. Participating on the call with me this morning are Brent Kirby, our President, and Jeremy Fletcher, our Chief Financial Officer.

Brad Beckham: Thanks, Jeremy Fletcher. Good morning, everyone, and welcome to the O'Reilly Auto Parts Q1 Conference Call. Participating on the call with me this morning are Brent Kirby, our President, and Jeremy Fletcher, our Chief Financial Officer. Greg Henslee, our Executive Chairman, and David O'Reilly, our Executive Vice Chairman, are also present on the call. I'm excited to begin our call by thanking our over 93,000 team members for the incredible results they were able to deliver in Q1. Their hard work and absolute dedication to excellent customer service produced a strong start to 2026 for O'Reilly, with an 8.1% increase in comparable store sales. This was above our expectations for Q1 and when combined with our new store sales and contributions from our international business, drove double-digit total sales growth of 10.2% for Q1 of 2026.

Brad Beckham: Thanks, Jeremy. Good morning, everyone, and welcome to the O'Reilly Auto Parts Q1 conference call. Participating on the call with me this morning are Brent Kirby, our President, and Jeremy Fletcher, our Chief Financial Officer. Greg Henslee, our Executive Chairman, and David O'Reilly, our Executive Vice Chairman, are also present on the call. I'm excited to begin our call by thanking our over 93,000 team members for the incredible results they were able to deliver in Q1. Their hard work and absolute dedication to excellent customer service produced a strong start to 2026 for O'Reilly, with an 8.1% increase in comparable store sales. This was above our expectations for Q1 and when combined with our new store sales and contributions from our international business, drove double-digit total sales growth of 10.2% for Q1 of 2026.

Speaker #3: Greg Hinsley, our executive chairman, and David O'REILLY, our executive vice chairman, are also present on the call. I'm excited to begin our call by thanking our over 93,000 team members for the incredible results they were able to deliver in the first quarter.

Speaker #3: Their hard work and absolute dedication to excellent customer service produced a strong start to 2026 for O'REILLY, with an 8.1% increase in comparable store sales.

Speaker #3: This was above our expectations for the quarter, and when combined with our new store sales, and contributions from our international business, drove double-digit total sales growth of 10.2% for the first quarter of 2026.

Speaker #3: Our team successfully translated these robust sales results into an impressive 14% increase in operating profit through our focus on profitable growth and expense control.

Brad Beckham: Our team successfully translated these robust sales results into an impressive 14% increase in operating profit through our focus on profitable growth and expense control. We coupled this strong operating performance with the return of excess capital through our share repurchase program to deliver a 16% increase in diluted earnings per share in the quarter. Thank you again, Team O'Reilly, for keeping our culture strong and providing the best customer service in the business. Now I'd like to take a few minutes to walk through the details of our Q1 comparable store sales performance. Our comp growth of 8.1% solidly surpassed our expectations, and we were pleased to see above-plan contributions from both sides of our business in the quarter.

Speaker #3: We coupled this strong operating performance with the return of excess capital through our share repurchase program to deliver a 16% increase in diluted earnings per share in the quarter.

Speaker #3: Thank you again, team O'REILLY, for keeping our culture strong and providing the best customer service in the business. Now I'd like to take a few minutes to walk through the details of our first quarter comparable store sales performance.

Speaker #3: Our comp growth of 8.1% solidly surpassed our expectations and we were pleased to see above-plan contributions from both sides of our business in the quarter.

Speaker #3: Our professional business continues to be the larger contributor to our total comp results, with our first quarter results making the third straight quarter we have posted double-digit professional comps.

Brad Beckham: Our professional business continues to be the larger contributor to our total comp results, with our Q1 results making the third straight quarter we have posted double-digit professional comps. We also saw strength in our DIY side of our business, which generated a mid-single-digit comp during the Q1. While DIY was the smaller overall contributor to the total comparable store sales growth in the Q1, it was an equal driver of the outperformance we delivered versus our expectations coming into the quarter. This outperformance was driven by better than expected growth in ticket counts on both sides of the business. We believe there were some favorable industry tailwinds that aided our results in the Q1 that I will discuss in a moment. We are just as confident with our sales momentum also reflects share gains our team is winning on both sides of our business.

Speaker #3: We also saw strength in our DIY side of our business, which generated a mid-single-digit comp during the first quarter. While DIY was the smaller overall contributor to the total comparable store sales growth in the first quarter, it was an equal driver of the outperformance we delivered versus our expectations coming into the quarter.

Speaker #3: This outperformance was driven by better-than-expected growth in ticket counts on both sides of the business. We believe there were some favorable industry tailwinds that aided our results in the first quarter that I will discuss in a moment.

Speaker #3: However, we are just as confident with our sales momentum also reflects share gains our team is winning on both sides of our business. Next, I want to provide some detail on the cadence of our sales results as we move through the quarter.

Brad Beckham: Next, I want to provide some detail on the cadence of our sales results as we move through the quarter. We know every year that Q1 is often our most volatile quarter as we experience variability in our business resulting from the type and severity of winter weather and the timing of the onset of spring. In addition to this, the timing and magnitude of individual income tax refunds can also be a factor impacting our results through much of February and into March. Beginning with this January, winter weather was favorable and largely as expected, providing a strong start to the quarter. Moving into February, weekly volumes began increasing as tax refunds started to flow to consumers.

Speaker #3: We note every year that first quarter is often our most volatile quarter, as we experience variability in our business resulting from the tight and severity of winter weather and the timing of the onset of spring.

Speaker #3: In addition to this, the timing and magnitude of individual income tax refunds can also be a factor impacting our results through much of February and into March.

Speaker #3: Beginning with this January, winter weather was favorable and largely as expected, providing a strong start to the quarter. Moving into February, weekly volumes began increasing as tax refunds started to flow to consumers.

Speaker #3: Our business often receives some level of benefit from tax refund season, but there is not always a direct correlation to average refund size or total refund dollars, as weather and general economic conditions can play a role in the extent to which consumers spend these refund dollars and where they are spent.

Brad Beckham: Our business often receives some level of benefit from tax refund season, but is not always a direct correlation to average refund size or total refund dollars as weather and general economic conditions can play a role in the extent to which consumers spend these refund dollars and where they are spent. This year, we do believe the combination of an increased average refund size as well as higher total refund dollars coincided with favorable weather to produce a benefit for our business. Warm and generally dry conditions in most of our markets provided a supportive backdrop for consumers looking to perform vehicle maintenance in conjunction with the benefit from tax refunds. While we surpassed expectations each month, our business strengthened as we moved through the quarter relative to both our plan and on a one, two, and three-year stack comp basis.

Speaker #3: This year, we do believe the combination of an increased average and average refund size, as well as higher total refund dollars, coincided with favorable weather to produce a benefit for our business.

Speaker #3: Warm and generally dry conditions in most of our markets provided a supportive backdrop for consumers looking to perform vehicle maintenance in conjunction with the benefit from tax refunds.

Speaker #3: While we surpassed expectations each month, our business strengthened as we moved through the quarter, relative to both our plan and on a one-two-and-three-year stack comp basis.

Speaker #3: April has had the expected degree of seasonal moderation in volumes relative to March, but our business continues to be strong in both DIY and professional.

Brad Beckham: April has had the expected degree of seasonal moderation in volumes relative to March, but our business continues to be strong in both DIY and professional. From a category perspective, our results were driven by broad-based strength across the business with solid results in many of our undercar hard part categories, coupled with continued healthy performance in our maintenance categories, including oil, filters, and fluids. Even in light of widespread strong comp contributions across a broad range of categories, we still see some evidence of consumer caution. Discretionary categories were not as pressured from a relative comp perspective as we've seen in the past few quarters, but this was mainly due to the soft comparisons as we are lapping periods of pressure in this small subset of our business. I will discuss in more detail in a moment, but our outlook assumes a continuation of this uncertain stance by consumers.

Speaker #3: From a category perspective, our results were driven by broad-based strength across the business, with solid results in many of our undercar hard part categories, coupled with continued healthy performance in our maintenance categories, including oil, filters, and fluids.

Speaker #3: Even in light of widespread strong comp contributions across a broad range of categories, we still see some evidence of consumer caution. Discretionary categories were not as pressured from a relative comp perspective as we've seen in the past few quarters, but this was mainly due to the soft comparisons as we are lapping periods of pressure in this small subset of our business.

Speaker #3: I will discuss in more detail in a moment, but our outlook assumes a continuation of this uncertain stance by consumers. Growth in average ticket was a mid-single-digit contributor to comps on both sides of our business.

Brad Beckham: Growth in average ticket was a mid-single-digit contributor to comps on both sides of our business. While average ticket growth represented the larger driver of our comp for Q1, these results were essentially in line with our expectations. As I referenced earlier, it was really the growth in transactions that exceeded our expectations. Coming into the quarter, we assumed average ticket would benefit from same-SKU inflation of approximately 6%, and actual results came in right in line with those expectations. As a reminder, the H1 of 2026 is expected to receive a larger benefit from same-SKU inflation as we do not compare against the more significant cost and associated price increases in 2025 until Q3. Turning to guidance, we maintained our full-year comparable store sales guidance range of 3% to 5%.

Speaker #3: While average ticket growth represented the larger driver of our comp for the first quarter, these results were essentially in line with our expectations. As I referenced earlier, it was really the growth in transactions that exceeded our expectations.

Speaker #3: Coming into the quarter, we assumed average ticket would benefit from same-SKU inflation of approximately 6%, and actual results came in right in line with those expectations.

Speaker #3: As a reminder, the front half of 2026 is expected to receive a larger benefit from same SKU inflation as we do not compare against the more significant cost and associated price increases in 2025 until the third quarter.

Speaker #3: Turning to guidance, we maintained our full-year comparable store sales guidance range of 3 to 5 percent. We are very pleased with the strong start to 2026 that our team has been able to deliver.

Brad Beckham: We are very pleased with the strong start to 2026 that our team has been able to deliver. The Q1 results exceeded our plan and right now have pushed us to the top half of our full-year range. However, we remain cautious in our outlook for the consumer. Rapid increases in fuel costs have the potential to impact consumer spending even in predominantly non-discretionary sectors like our industry. While the more fundamental long-term demand drivers of miles driven and the average age and size of the vehicle fleet are expected to remain supportive and change very gradually over time, spikes in prices at the pump and the impact it can have on other day-to-day spending in the life of a consumer can cause short-term reactions. So far, our Q1 results and trends thus far in April have not indicated a pullback in consumer demand.

Speaker #3: The first quarter results exceeded our plan and right now have pushed us to the top half of our full-year range. However, we remain cautious in our outlook for the consumer.

Speaker #3: Rapid increases in fuel costs have the potential to impact consumer spending, even in predominantly non-discretionary sectors like our industry. While the more fundamental long-term demand drivers of miles driven and the average age and size of the vehicle fleet are expected to remain supportive and change very gradually over time, spikes in prices at the pump and the impact it can have on other day-to-day spending in the life of a consumer can cause short-term reactions.

Speaker #3: So far, our first quarter results and trends thus far in April have not indicated a pullback in consumer demand. However, we remain cognizant that sustained inflation pressure on the consumer or potential for future shocks could create volatility in demand.

Brad Beckham: However, we remain cognizant that sustained inflation pressure on the consumer or potential for future shocks could create volatility in demand. Likewise, we are always cautious to not overreact to Q1 results, which can be susceptible to demand variability driven by weather and tax refund dynamics. Given these considerations, we have kept our sales and operating margin outlook for the remaining 3 quarters of the year unchanged from our previous guidance. It goes without saying that our team is highly motivated to sustain our Q1 momentum as we move through 2026. Ultimately, we will lean on our business model of service and availability to grow our business with both our existing and new customers the same. We have confidence in the health of our industry and even more in our ability to take market share in any market backdrop.

Speaker #3: Likewise, we are always cautious to not overreact to first quarter results, which can be susceptible to demand variability driven by weather and tax refund dynamics.

Speaker #3: Given these considerations, we have kept our sales and operating margin outlook for the remaining three quarters of the year unchanged from our previous guidance.

Speaker #3: It goes without saying that our team is highly motivated to sustain our first-quarter momentum as we move through 2026. Ultimately, we will lean on our business model of service and availability to grow our business with both our existing and new customers the same.

Speaker #3: We have confidence in the health of our industry, and even more in our ability to take market share in any market backdrop. Our store and sales teams operate with a high degree of discipline within their markets.

Brad Beckham: Our store and sales teams operate with a high degree of discipline within their markets. We expect to win business by delivering value through deep win-win relationships, excellent customer service, superior product availability as our teams focus on partnering with our professional customers who recognize this value and place us in a position of preferred supplier as a result of the consistent execution of our team. This same high standard of customer service also drives our DIY business, since these customers are just as dependent on the trusted advice of our professional parts people to help them solve problems, go the extra mile, and in turn, keep their vehicles on the road and well-maintained. Before I wrap up, I would like to note that we are increasing our full year diluted earnings per share guidance to a range of $3.15 to $3.25.

Speaker #3: We expect a win business by delivering value through deep, win-win relationships, excellent customer service, superior product availability, as our teams focus on partnering with our professional customers who recognize this value in places in a position of preferred supplier as a result of the consistent execution of our team.

Speaker #3: This same high standard of customer service also drives our DIY business. Since these customers are just as dependent on the trusted advice of our professional parts people to help them solve problems, go the extra mile, and in turn keep their vehicles on the road and well maintained.

Speaker #3: Before I wrap up, I would like to note that we are increasing our full-year diluted earnings per share guidance to a range of $3.15 to $3.25.

Speaker #3: Our increase in EPS guidance is driven by our first quarter sales and operating performance and the impact of shares repurchase through the date of our earnings release yesterday.

Brad Beckham: Our increase in EPS guidance is driven by our Q1 sales and operating performance and the impact of shares repurchased through the date of our earnings release yesterday. We are pleased to be delivering an increase to our full year guide after kicking off the year and look forward to the opportunity to execute on our fundamentals and generate strong results throughout the remainder of the year. As I wrap up my prepared comments, I'd like to take the opportunity once again to thank Team O'Reilly for your hard work and commitment to growing our business. I'll turn the call over to Brent.

Speaker #3: We are pleased to be delivering an increase to our full-year guide after kicking off the year, and look forward to the opportunity to execute on our fundamentals and generate strong results throughout the remainder of the year.

Speaker #3: As I wrap up my prepared comments, I'd like to take the opportunity once again to thank Timo REILLY for your hard work and commitment to growing our business.

Speaker #3: Now, I'll turn the call over to Brent. Thanks, Brad. I would also like to begin my comments this morning by congratulating Timo REILLY on a strong start to 2026.

Brent Kirby: Thanks, Brad. I would also like to begin my comments this morning by congratulating Team O'Reilly on a strong start to 2026 as your hard work continues to earn business and take share. Today, I will further discuss our Q1 gross margin and SG&A results and provide an update on the progress toward our expansion and capital investment plans for 2026. Starting with gross margin. Our Q1 gross margin of 51.5% was a 19 basis point increase from Q1 2025, which was in line with our expectations. Within Q1, our gross margin did encounter some pressure from seasonal product mix, but we are pleased to be able to offset this pressure with acquisition cost reductions and improved leverage of our distribution costs driven by solid DC productivity and strong sales volumes.

Speaker #3: As your hard work continues to earn business and take share. Today, I will further discuss our first quarter gross margin and SG&A results, and provide an update on the progress toward our expansion and capital investment plans for 2026.

Speaker #3: Starting with gross margin, our first quarter gross margin of 51.5% was a 19 basis point increase from the first quarter of 2025, which was in line with our expectations.

Speaker #3: Within the first quarter, our gross margin did encounter some pressure from seasonal product mix, but we are pleased to be able to offset this pressure with acquisition cost reductions and improved leverage of our distribution costs, driven by solid DC productivity and strong sales volumes.

Speaker #3: The acquisition cost environment remains stable, and the pricing environment continues to be rational across our industry. Our first quarter gross margins were not materially impacted by the changes within the tariff environment, as our net tariff exposure has remained relatively stable.

Brent Kirby: The acquisition cost environment remains stable and the pricing environment continues to be rational across our industry. Our Q1 gross margins were not materially impacted by the changes within the tariff environment as our net tariff exposure has remained relatively stable. Additionally, at this point, neither our Q1 results nor our outlook include any benefit from tariff refunds. We actively monitor these topics as they develop and are being proactive to ensure our sourcing is competitive and reflects the scale of our company. The conflict in Iran and resulting constraints on global oil supply have the potential to be disruptive to certain categories, particularly motor oil, and could impact supply chain costs such as freight. However, we did not see a material impact in Q1 and have not adjusted our full year outlook assumptions for these factors.

Speaker #3: Additionally, at this point, neither our first quarter results nor our outlook include any benefit from tariff refunds. We actively monitor these topics as they develop and are being proactive to ensure our sourcing is competitive and reflects the scale of our company.

Speaker #3: The conflict in Iran and resulting constraints on global oil supply have the potential to be disruptive to certain categories. Particularly motor oil. And could impact supply chain costs such as freight.

Speaker #3: However, we did not see a material impact in the first quarter, and have not adjusted our full-year outlook assumptions for these factors. We have strong relationships with our supplier community, and have been working through challenging situations surrounding international trade, and geopolitics for an extended period of time now.

Brent Kirby: We have strong relationships with our supplier community and have been working through challenging situations surrounding international trade and geopolitics for an extended period of time now. While every situation can be unique, our expectation is that our merchandise teams will continue to successfully navigate these environments, and that we will be able to leverage our long-term relationships with supplier partners as well as our scale to ensure that we lead the industry in availability. We are maintaining our full year gross margin guidance range of 51.5% to 52%. At this stage, we believe we have the ability to manage the current dynamics surrounding product acquisition cost and freight within our full year guidance range. Our supply chain teams work to not only actively mitigate cost increases, but also to diversify our supplier base and seek alternative sourcing options when necessary.

Speaker #3: While every situation can be unique, our expectation is that our merchandise teams will continue to successfully navigate these environments, and that we will be able to leverage our long-term relationships with supplier partners as well as our scale to ensure that we lead the industry in availability.

Speaker #3: We are maintaining our full-year gross margin guidance range of 51.5 to 52%. At this stage, we believe we have the ability to manage the current dynamics surrounding product acquisition cost and freight within our full-year guidance range.

Speaker #3: Our supply chain teams work to not only actively mitigate cost increases, but also to diversify our supplier base and seek alternative sourcing options when necessary.

Speaker #3: A significant benefit to us on this front has been the continued development of our private label brand portfolio. Our private label penetration has climbed to over 50% of total revenue, and we will continue to work to prudently leverage the strength of our proprietary brands.

Brent Kirby: A significant benefit to us on this front has been the continued development of our private label brand portfolio. Our private label penetration has climbed to over 50% of total revenue. We will continue to work to prudently leverage the strength of our proprietary brands. The benefits of our private label strategy range from improving margins and customer brand loyalty to improved sourcing capabilities, as we have control over the product within the box and can seamlessly source a single SKU from multiple suppliers. When supply chain constraints emerge, having the ability to adjust orders and demand across a broader base of suppliers is an important tool for our teams to leverage in order to maintain a strong in-stock position. Moving to SG&A. Our teams generated an impressive 34 basis points of SG&A leverage as they diligently managed our cost structure and delivered robust sales results.

Speaker #3: The benefits of our private label strategy range from improving margins and customer brand loyalty, to improved sourcing capabilities, as we have control over the product within the box and can seamlessly source a single SKU from multiple suppliers.

Speaker #3: When supply chain constraints emerge, having the ability to adjust orders and demand across a broader base of suppliers is an important tool for our teams to leverage in order to maintain a strong in-stock position.

Speaker #3: Moving to SG&A, our teams generated an impressive 34 basis points of SG&A leverage as they diligently managed our cost structure and delivered robust sales results.

Speaker #3: Our total SG&A dollar spend was at the higher end of our expectations for the first quarter due to incremental spend to support elevated sales volumes.

Brent Kirby: Our total SG&A dollar spend was at the higher end of our expectations for Q1 due to incremental spend to support elevated sales volumes. This produced average SG&A per store growth of 5.5% for Q1, and we are still expecting our full year SG&A per store growth to run approximately 3% to 4%. Our Q1 SG&A was expected to drive the highest average per store growth rate of the year, and we expect our per store growth to moderate as we move through the year and compare against the SG&A ramp that occurred throughout 2025. Within our SG&A, gas price increases had a muted impact on balance for Q1.

Speaker #3: This produced SG&A average SG&A per store growth of 5.5% for the first quarter, and we are still expecting our full-year SG&A per store growth to run approximately 3 to 4%.

Speaker #3: Our first quarter SG&A was expected to drive the highest average per-store growth rate of the year, and we expect our per-store growth to moderate as we move through the year and compare against the SG&A ramp that occurred throughout 2025.

Speaker #3: Within our SG&A, gas price increases had a muted impact on balance for the quarter. We do operate a large delivery fleet across our stores, and quick, timely delivery of product to our professional customers is an incredibly important part of our value proposition.

Brent Kirby: We do operate a large delivery fleet across our stores, and quick, timely delivery of product to our professional customers is an incredibly important part of our value proposition. As a result, there is certainly the potential for some level of impact to our SG&A, but this is heavily dependent on the extent and the duration of fuel price increases. When managing our cost structure, and in particular, when gauging a response to cost pressures over a short timeframe, we always view our business through a long-term lens with a focus on serving our customers and supporting high levels of service and availability. In keeping our SG&A and margin guidance unchanged for the remainder of the year, we have considered the potential for modest pressure from rising fuel prices and the opportunities we have to manage those pressures within the broader context of our overall cost structure.

Speaker #3: As a result, there is certainly the potential for some level of impact to our SG&A, depending on the extent and the duration of fuel price increases. When managing our cost structure, and in particular when gauging a response to cost pressures over a short timeframe, we always view our business through a long-term lens with a focus on serving our customers and supporting high levels of service and availability.

Speaker #3: In keeping our SG&A and margin guidance unchanged for the remainder of the year, we have considered the potential for modest pressure from rising fuel prices.

Speaker #3: And the opportunities we have to manage those pressures within the broader context of our overall cost structure. We are raising our full-year operating profit guidance range by 10 basis points to an updated range of 19.3% to 19.8%.

Brent Kirby: We are raising our full year operating profit guidance range by 10 basis points to an updated range of 19.3% to 19.8%. This reflects the flow-through of operating cost leverage from our strong Q1 results and our unchanged outlook for the remainder of the year. At the midpoint, this updated guidance range projects full-year operating margin expansion of 9 basis points over 2025, which is a testament to Team O'Reilly's dedication to profitable growth. Inventory per store finished the Q1 at $874,000, which was up 8.5% from this time last year and up 0.5% from the end of the year. We are still targeting growth of 5% per store by the end of 2026.

Speaker #3: This reflects the flow-through of operating cost leverage from our strong first-quarter results, and our unchanged outlook for the remainder of the year. At the midpoint, this updated guidance range projects full-year operating margin expansion of 9 basis points over 2025, which is a testament to T-Mobile's dedication to profitable growth.

Speaker #3: Inventory per store finished the first quarter, at 874,000 dollars, which was up 8.5% from this time last year, and up 0.5% from the end of the year.

Speaker #3: We are still targeting growth of 5% per store by the end of 2026. Our inventory position at the end of the first quarter was slightly below our plan, resulting from the strong sales performance and the timing cadence of inventory additions.

Brent Kirby: Our inventory position at the end of Q1 was slightly below our plan resulting from the strong sales performance and the timing cadence of inventory additions. Our turns remain strong at 1.6 times. We are pleased with the productivity we have seen from our inventory investments and our efforts to continually enhance inventory deployment within our tiered distribution network. We absolutely believe that our industry-leading inventory availability is a factor contributing to the share gains that we are compounding. We will continue to aggressively capitalize on opportunities to bring our inventory closer to the customer. Lastly, to touch on our store growth and capital investments in Q1, we opened a total of 59 net new stores across the US, Mexico, and Canada.

Speaker #3: Our turns remain strong at 1.6 times, and we are pleased with the productivity we have seen from our inventory investments and our efforts to continually enhance inventory deployment within our tiered distribution network.

Speaker #3: We absolutely believe that our industry-leading inventory availability is a factor contributing to the share gains that we are compounding. And we will continue to aggressively capitalize on opportunities to bring our inventory closer to the customer.

Speaker #3: Lastly, to touch on our store growth and capital investments in the first quarter, we opened a total of 59 net new stores across the US, Mexico, and Canada.

Speaker #3: Domestic new store performance continues to meet our high expectations, and we are pleased with the opportunities we have across the US, both to backfill existing markets and expand into new greenfield markets.

Brent Kirby: Domestic new store performance continues to meet our high expectations. We are pleased with the opportunities we have across the US, both to backfill existing markets and expand into new greenfield markets. Our international markets continue to make progress in building the O'Reilly store growth engine. We remain on track for our 2026 store opening goal of 225 to 235 net new stores. Capital expenditures for Q1 were $244 million. We still expect a total capital expenditure investment in 2026 of $1.3 billion to $1.4 billion. The major projects driving this expected level of spend are on schedule. We are excited for the growth opportunities in store for us in all of the markets that we operate in.

Speaker #3: Our international markets continue to make progress in building the O'Reilly store growth engine, and we remain on track for our 2026 store opening goal of 225 to 235 net new stores.

Speaker #3: Capital expenditures for the first quarter were $244 million, and we still expect total capital expenditure investment in 2026 of $1.3 billion to $1.4 billion.

Speaker #3: The major projects driving this expected level of spend are own schedule, and we are excited for the growth opportunities in store for us and all of the markets that we operate in.

Speaker #3: Before I turn the call over to Jeremy, I want to once again thank our entire team at T-Mobile O'Reilly for their continued hard work and unwavering commitment to our customers.

Brent Kirby: Before I turn the call over to Jeremy, I want to once again thank our entire team of Team O’Reilly for their continued hard work and unwavering commitment to our customers. Now I'll turn the call over to Jeremy.

Speaker #3: Now, I'll turn the call over to Jeremy.

Speaker #4: Thanks, Brent. I would also like to thank all of the O'Reilly team for their continued hard work and dedication to our customers. Now, we will fill in some additional details on our first-quarter results and updated guidance for 2026.

Jeremy Fletcher: Thanks, Brent. I would also like to thank all of Team O'Reilly for their continued hard work and dedication to our customers. Now, we will fill in some additional details on our Q1 results and updated guidance for 2026. For Q1, sales increased $424 million, driven by an 8.1% increase in comparable store sales and a $91 million non-comp contribution from stores opened in 2025 and 2026 that have not yet entered the comp base. For 2026, we continue to expect our total revenues to be between $18.7 billion and $19 billion. Our Q1 effective tax rate was in line with expectations at 22.5% of pretax income, comprised of a base rate of 23% reduced by a 0.5% benefit for share-based compensation.

Speaker #4: For the first quarter, sales increased $424 million, driven by an 8.1% increase in comparable store sales and a $91 million non-contribution from stores opened in 2025 and 2026 that have not yet entered the comp base.

Speaker #4: For 2026, we continue to expect our total revenues to be between 18.7 and 19 billion dollars. Our first-quarter effective tax rate 22.5% of pre-tax income, comprised of a base rate of 23% reduced by a 0.5% benefit for share-based compensation.

Speaker #4: This compares to the first quarter of 2025 rate of 21.3% of pre-tax income, which was comprised of a base tax rate of 23.2% reduced by a 1.9% benefit for share-based compensation.

Jeremy Fletcher: This compares to the Q1 2025 rate of 21.3% of pretax income, which was comprised of a base tax rate of 23.2% reduced by a 1.9% benefit for share-based compensation. For the full year of 2026, we continue to expect an effective tax rate of 22.6%, comprised of a base rate of 23.0% reduced by a benefit of 0.4% for share-based compensation. We expect that the quarterly rate will fluctuate due to variations in the tax benefit from share-based compensation and the totaling of certain tax periods in the Q4. Now we will move on to free cash flow and the components that drove our results.

Speaker #4: For the full year of 2026, we continue to expect an effective tax rate of 22.6%, comprised of a base rate of 23.0% reduced by a benefit of 0.4% for share-based compensation.

Speaker #4: We expect that the quarterly rate will fluctuate due to variations in the tax benefit from share-based compensation and the totaling of certain tax periods in the fourth quarter.

Speaker #4: Now, we will move on to free cash flow and the components that drove our results. Free cash flow for the first quarter of 2026 was 785 million dollars, versus 455 million in 2025.

Jeremy Fletcher: Free cash flow for the first quarter of 2026 was $785 million versus $455 million in 2025. The increase in free cash flow was primarily driven by robust growth in operating income, a reduction in net inventory, and timing of CapEx spend. For 2026, our expected free cash flow guidance remains unchanged at a range of $1.8 to 2.1 billion. I also want to touch briefly on our APD inventory ratio. We finished the first quarter at 125%, which was up from 124% at the end of 2025 and above our expectations. For 2026, we expect to see moderation resulting from our planned incremental inventory investments and expect to finish the year at a ratio of approximately 122%.

Speaker #4: The increase in free cash flow was primarily driven by robust growth in operating income, a reduction in net inventory, and the timing of CapEx spend.

Speaker #4: For 2026, our expected free cash flow guidance remains unchanged and a range of 1.8 to 2.1 billion dollars. I also want to touch briefly on our APD inventory ratio.

Speaker #4: We finished the first quarter at 125%, which was up from 124% at the end of 2025 and above our expectations. For 2026, we expect to see moderation resulting from our planned incremental inventory investments and expect to finish the year at a ratio of approximately 122%.

Speaker #4: Moving on to debt, we finished the first quarter with an adjusted debt-to-EBITDA ratio of 2.03 times, flat to our ratio at the end of 2025.

Jeremy Fletcher: Moving on to debt. We finished Q1 with an adjusted debt-to-EBITDA ratio of 2.03x, flat to our ratio at the end of 2025. We continue to be below our leverage target of 2.5x and plan to prudently approach that number over time. We continue to be pleased with the execution of our share repurchase program. During Q1, we repurchased 10 million shares at an average share price of $92.45 for a total investment of $923 million. We remain very confident that the average repurchase price is supported by the expected discounted future cash flows of our business. We continue to view our buyback program as an effective means of returning excess capital to our shareholders.

Speaker #4: We continued to be below our leverage target of 2.5 times and plan to prudently approach that number over time. We continue to be pleased with the execution of our share repurchase program, and during the first quarter, we repurchased 10 million shares at an average share price of $92.45, for a total investment of $923 million.

Speaker #4: We remain very confident that the average repurchase price is supported by the expected discounted future cash flows of our business, and we continue to view our buyback program as an effective means of returning excess capital to our shareholders.

Speaker #4: As a reminder, our EPS guidance Brad outlined earlier includes the impact of shares repurchased through this call, but does not include any additional share repurchases.

Jeremy Fletcher: As a reminder, our EPS guidance Brad outlined earlier includes the impact of shares repurchased through this call but does not include any additional share repurchases. Before I open up our call for your questions, I would like to thank our team for their commitment to the excellent customer service that drives our success. This concludes our prepared comments. At this time, I would like to ask Ali, the operator, to return to the line, and we will be happy to answer your questions.

Speaker #4: Before I open up our call to your for your questions, I would like to thank our team for their commitment to the excellent customer service that drives our success.

Speaker #4: This concludes our prepared comments. At this time, I would like to ask I'll leave the operator to return to the line and we will be happy to answer your questions.

Speaker #1: Thank you. We know we'll begin our question-and-answer session. If you have a question, please press star 1 on your phone. If you wish to be removed from the queue, please press star 2.

Operator: Thank you. We now will begin our question-and-answer session. If you have a question, please press star one on your phone. If you wish to be removed from the queue, please press star two. We ask that while posing your question, you please pick up your handset if listening on speakerphone to provide optimum sound quality. Please limit your questions to one question and one follow-up question. Once again, if you have a question, please press star one on your phone. Thank you. Our first question today is coming from Simeon Gutman with Morgan Stanley. Your line is live.

Speaker #1: We ask that while pausing your question, you please pick up your handset if listening on speakerphone to provide optimum sound quality. Please limit your questions to one question and one follow-up question.

Speaker #1: Once again, if you have a question, please press star 1 on your phone. Thank you. Our first question today is coming from Simeon Gutman, with Morgan Stanley.

Speaker #1: Your line is live.

Speaker #5: Hey, good morning, everyone. Hey, Brad, I wanted to ask about market share. The data I look at, it looks like the spread for O'Reilly versus the industry is actually accelerating.

Simeon Gutman: Hey, good morning, everyone. Hey, Brad, I wanted to ask about market share. The data I look at, it looks like the spread for O'Reilly versus the industry is actually accelerating. Granted, we don't know what everyone's first quarters look like, but the last time we saw this was somewhat in the post-COVID period or the COVID period where you took a lot of share versus the industry. I wanted to ask if your data more or less says the same thing, if that's corroborated, are there any trends? Is it markets where you're investing? Is it broad-based? How you think and where it's coming from. Thank you.

Speaker #5: And granted, we don't know what everyone's first quarters look like, but the last time we saw this was somewhat in the post-COVID period or the COVID period where you, you took a lot of share versus the industry.

Speaker #5: So I wanted to ask if, if your data more or less does the same thing, if that's corroborated, and then are there any trends?

Speaker #5: Is it markets where you're investing? Is it broad-based? And then how you think and where it's coming from. Thank you.

Speaker #6: Yeah. Hey, good morning, Simeon. Happy to talk to that. fir-first off, I, I can't jump into that question without just, bragging on the team.

Jeremy Fletcher: Yeah. Hey, good morning, Simeon. Happy to talk to that. First off, I can't jump into that question without just bragging on the team. You know, we are extremely proud of the execution by the entire team. When I think about store operations, the sales team, when I think about the supply chain teams, you know, all of our teams are just executing at a high level. Yes, I think directionally, you know, we look at a lot of data.

Brad Beckham: Yeah. Hey, good morning, Simeon. Happy to talk to that. First off, I can't jump into that question without just bragging on the team. You know, we are extremely proud of the execution by the entire team. When I think about store operations, the sales team, when I think about the supply chain teams, you know, all of our teams are just executing at a high level. Yes, I think directionally, you know, we look at a lot of data.

Speaker #6: You know, we, are extremely proud of the execution by the entire team. When I think about store operations, the sales team, when I think about the supply chain teams, you know, all of our teams are just executing at a high level.

Speaker #6: And yes, I think directionally, you know, we look at a lot of data, i-is you know, we, we probably spend less time worrying about what everybody else is doing than we do trying to figure out how to get our company to the next level when it comes to share gains comparable store sales and taking that to the bottom line and really investing not just for the short term but more importantly for the mid and long term.

Jeremy Fletcher: As you know, we probably spend less time worrying about what everybody else is doing than we do trying to figure out how to get our company to the next level when it comes to share gains, comparable store sales, and taking that to the bottom line and really investing not just for the short term, but more importantly for the mid and long term. Yes, I think directionally, when we look at the data that we see both internally and externally, we do agree with you that our team continues to drive solid share gains beyond maybe even what we've seen the last couple years. On both sides of the business. Our teams are highly focused on taking share from all types of competitors when it comes to retail and professional the same.

Brad Beckham: As you know, we probably spend less time worrying about what everybody else is doing than we do trying to figure out how to get our company to the next level when it comes to share gains, comparable store sales, and taking that to the bottom line and really investing not just for the short term, but more importantly for the mid and long term. Yes, I think directionally, when we look at the data that we see both internally and externally, we do agree with you that our team continues to drive solid share gains beyond maybe even what we've seen the last couple years. On both sides of the business. Our teams are highly focused on taking share from all types of competitors when it comes to retail and professional the same.

Speaker #6: But yes, I think directionally, when we look at the data that we see both internally and externally, we do agree with you that our, our team continues to drive, solid share gains, beyond maybe even what we've seen the last couple of years.

Speaker #6: and on both sides of the business, our teams are highly focused on taking taking share, from all types of competitors, when it comes to retail and professional the same.

Speaker #6: And so, yes, we concur with what you said there, Simeon.

Jeremy Fletcher: Yes, we concur with what you said there, Simeon.

Brad Beckham: Yes, we concur with what you said there, Simeon.

Speaker #5: And, and just following up on the same topic, this is a wild guess, the percentage of your customers where you are the primary distributor and then is that percentage of that share of being primary, is that is that continuing to tick up?

Simeon Gutman: Just following up on the same topic, this is a wild guess. The percentage of your customers where you are the primary distributor, and then is that percentage of that share at being primary, is that continuing to tick up? If you're willing to tell us where that number might sit.

Speaker #5: And if, if you’re willing to tell us where—where that number might sit.

Speaker #6: Yeah. just, maybe talk broadly about, you know, kind of our, our customer buckets on the on the professional side. you know, very pleased overall when we look at, our performance, you know, really by market, by customer type, and, and kind of the way we look at where we sit on the call list at a micro level, seeing really broad-based, performance when it comes to when it comes to, both existing customers, as I spoke about in my prepared comments, as well as seeing a lot of success with new customers, whether it be in new markets or it be new customers, within existing markets.

Brad Beckham: Yeah. Just I could maybe talk broadly about, you know, kind of our customer buckets on the professional side. You know, very pleased overall when we look at our performance, you know, really by market, by customer type, and kind of the way we look at where we sit on the call list at a micro level. Seeing really broad-based performance when it comes to, when it comes to both existing customers, as I spoke about in my prepared comments, as well as seeing a lot of success with new customers, whether it be in new markets or it be new customers within existing markets.

Speaker #6: And, and, you know, I always like to point out that, you know, no matter if you're looking at the most mature part of our company, kind of in the Missouri, Oklahoma, Kansas, Arkansas, Texas, Iowa, Nebraska, when you look at those markets versus a brand new market, we're still very immature even in our most mature markets.

Brad Beckham: You know, I always like to point out that, you know, no matter if you're looking at the most mature part of our company, kind of in the Missouri, Oklahoma, Kansas, Arkansas, Texas, Iowa, Nebraska, when you look at those markets versus a brand-new market, we're still very immature even in our most mature markets. You know, we have 10% share. We are going to continue to aggressively go after the remainder of that business in North America. You know, we don't disclose exactly what that percentage looks like to that part of your question, but just feel really good about overall performance across all markets and all customer types, both with new customers and existing customers the same.

Speaker #6: you know, we have 10% share, we're going to continue to aggressively go after the remainder of that business in North America. And, you know, we don't disclose exactly what, what that percentage looks like to that part of your question, but just feel really good about overall performance across all markets and all customer types, both with new customers and existing customers the same.

Speaker #5: Thank you.

Greg Melich: Thank you.

Simeon Gutman: Thank you.

Speaker #6: Thank you, Simeon.

Brad Beckham: Thank you, Simeon.

Speaker #1: Thank you. Our next question is coming from Greg Malik with Evercore ISI. Your line is live.

Operator: Thank you. Our next question is coming from Greg Melich with Evercore ISI. Your line is live.

Greg Melich: Thanks. I'd love to follow up on your, what you were seeing in like-for-like inflation, the 600 basis points. How do you think about the changing input costs, and how that could impact that as we go through the year? Do we still expect that to decelerate to, let's say, 2% as we wrap the tariff increases? Or could it possibly only decelerate to 3 or 4 points, especially given what you mentioned on gasoline costs and how that flows through to SG&A?

Speaker #4: thanks. I'd love to follow up on your, what you were seeing and like for like inflation. The 600 basis points. And how do you think about the changing input costs, and how that could impact that as we go through the year?

Speaker #4: Do we still expect that to decelerate to, let's say, 2% as we wrap the tariff increases, or could it possibly only decelerate to 3 or 4 points, especially given what you mentioned on gasoline costs and how that flows through the SG&A?

Speaker #3: Yeah. Good morning, Greg. Thanks for the question. This is this is Jeremy. i-in want to make sure no lots of questions about this and, and I think, you know, reasonable, a speculation, about what could happen for the balance of the year.

Jeremy Fletcher: Yeah. Good morning, Greg. Thanks for the question. This is Jeremy. Wanna make sure I know lots of questions about this. I think, you know, reasonable speculation about what could happen for the balance of the year, just from a clarity perspective, as we think about where same-SKU would go this year and what we've baked into our guidance, that really is unchanged for us at the 3%. I think that for us is as much just our approach to these items as much as it is anything else.

Speaker #3: I'm just, just from a clarity perspective, as we think about, where SAME SKU would go this year, and what we've baked into our guidance, that, that really is unchanged for us.

Speaker #3: At, at the at the 3%. A-and I think that for us is as much just, just our approach to these, to these items a-as much as it is anything else.

Speaker #3: It's, it's just historically been our approach that, that we, we tr-try not to, to speculate too much on, on the, the future movements in prices without a lot of clarity around, around what we're going to see or, or, or candidly, really mostly what we've already seen.

Jeremy Fletcher: It's just historically been our approach that we try not to speculate too much on the future movements in prices without a lot of clarity around what we're gonna see or candidly really mostly what we've already seen. What informed our outlook from an inflation perspective this year was really how we saw price levels change last year, where that had stabilized and kinda how we've entered and moved into 2026. Haven't really seen fundamental shifts or movements. Brent mentioned it in his prepared comments, but we've kind of seen a normal acquisition cost environment, some puts and takes.

Speaker #3: And so, what, what informed our outlook from an inflation perspective this year was really how we saw price levels change last year, where that had stabilized and, and kind of how we've entered and moved into, into 2026.

Speaker #3: And, and haven't really seen fundamental, shifts or movements. Brent mentioned it in his prepared comments, but, but we've kind of seen a normal acquisition cost environment.

Speaker #3: Some puts and takes. A-and so for us, as we kind of move through the, the remainder of the year, we would expect that we'll still have some year-over-year tailwind based upon where prices are at today in second quarter.

Jeremy Fletcher: So for us, as we kind of move through the remainder of the year, we would expect that we'll still have some year-over-year tailwind based upon where prices are at today in Q2, and then we'll start to compare against the price increases from last year as we move into our H2. We think about the H2, you know, still think that we'll benefit from average ticket growth and strength that's been consistent in our business and really in the industry for a long time. Within that number, we still have a muted inflation expectation.

Speaker #3: And then we'll start to compare against, against the, the, the price increases from last year as we move into our back half. A-as we think about the back half, you know, still think that we'll benefit from average ticket growth and shrink that's been a consistent in our business a-and really in the industry for a long time.

Speaker #3: Within that number, we still have a muted inflation expectation. There, there's obviously the potential that that could change if we see fuel prices pass through.

Jeremy Fletcher: There's obviously the potential that could change if we see fuel prices pass through, we've got to see where that goes, and how sustained and how long-term that is, what the industry does. We would expect the rationality within the industry to continue on that. It's also pretty early in that ballpark. We would have to see just more broadly what that market looks like as we kind of roll through the rest of the year. That's really our approach to how we would think about what that broader framework would be like for the remainder of the year.

Speaker #3: But, but we've got to see, where that where that goes. and, and how sustained and how long-term that is, what the industry does. We would expect the rationality within the industry to continue on that.

Speaker #3: But, but it's also pretty early in that in that ballpark. W-we would have to see just broader more broadly what that market looks like a-a-as we kind of roll through the rest of the year.

Speaker #3: And that's, that's really our, our approach and how we would think about what, what that w about what that broader framework would be like for the remainder of the year.

Speaker #4: Right. And my follow-up, if I could, was on the, consumer demand and tax refunds. You mentioned it several times. I guess looking back now at the end of the quarter and into April, is it fair to say that maybe tax refunds is an extra couple hundred basis points of, of demand versus what you were thinking back in February?

Greg Melich: Great. My follow-up, if I could, was on the consumer demand and tax refunds. You mentioned it several times. I guess looking back now at the end of the quarter and into April, is it fair to say that maybe tax refunds is an extra couple 100 basis points of demand versus what you were thinking back in February? Or how should we even think about that and that cadence as we go into the spring and summer?

Speaker #4: Or how should we even think about that? And that cadence as we go into the spring and summer.

Speaker #6: Hey, good morning, Greg. It's Brad. I'll, I'll try to answer that the best we can. We, we want to be a little bit careful trying to quantify what was tax refunds, what was weather.

Brad Beckham: Hey, good morning, Greg. It's Brad. I'll try to answer that the best we can. We wanna be a little bit careful trying to quantify what was tax refunds, what was weather. You know, there's a case to be made from the seat we sit in that there was, to your question, maybe some pent-up demand. You know, the consumer's been under pressure for many quarters now, more so in the discretionary areas, but even to some extent, as we've talked to you about, what we see in a little bit of deferred maintenance, some pushed out repairs that can be pushed out, even though that's minimal. There's a case to be made that what we saw was some catch-up.

Speaker #6: You know, th-there's a case to be made, from the seat we sit in that there was, you know, to your question, some ma-maybe some pent-up demand, you know, the consumer's been under pressure for many quarters now.

Speaker #6: more so in the discretionary areas. But even, to some extent, as we've talked to you about, you know, what we see in, in a little bit of deferred maintenance, some pushed-out repairs that can be pushed out even though that's minimal.

Speaker #6: And so th-there's a case to be made that what we saw was some catch-up. you know, part of that, you know, we feel is contributed to or b should be attributed to, to, to tax refunds.

Brad Beckham: You know, part of that, you know, we feel is contributed to or should be attributed to tax refunds. Part of that we feel like even though there was some choppiness week to week from a weather perspective, weather on balance was a tailwind for us, we feel. There was just a lot of moving pieces. You know, we just wanna be careful trying to quantify what we think that is, but we definitely feel like tax was a helper and we feel like weather was a helper overall.

Speaker #6: Part of that—we feel like even though there was some choppiness week to week from a weather perspective, weather, on balance, was a tailwind for us, we feel.

Speaker #6: And, and so there was just a lot of moving pieces, you know, w-we just want to be careful trying to quantify what we think that is, but we definitely feel like tax was a helper.

Speaker #6: A-and we feel like weather was a helper overall.

Speaker #3: Y-yeah, maybe the only thing that I would add to that is i-i-is those are the typical types of things that, that we see in first quarter.

Jeremy Fletcher: Yeah, maybe the only thing that I would add to that is, those are the typical types of things that we see in Q1 is, sometimes it's hard to assess. It's the reason why, you know, we said within the prepared comments, we tend not to overreact to what we see in this part of the year. We said that in years when results weren't as favorable for us. Ultimately, we think that works itself through the system and you get a pretty good read on that as you move through Q2. For sure, you know, we'd wanna, you know, make clear what Brent referenced on the earlier question. We still feel like we're performing well compared to what the opportunity is in the industry.

Speaker #3: It's—sometimes it's hard to assess. It's the reason why, y-y-you know, we say within the prepared comments, we tend not to overreact to what we see in this part of the year.

Speaker #3: And, and we said that in years when, when results weren't, weren't as, as, as favorable for us. ultimately, we think that works itself through, the system.

Speaker #3: And you get a pretty good read on that as you move through second quarter. For sure, you know, we'd want to, you know, make clear what Brad referenced on the earlier question.

Speaker #3: We, we still feel like we're performing well compared to what the opportunity is in the industry. So it's a balance of the two. Hard to know at, at this stage where it's at.

Jeremy Fletcher: It's a balance of the two. Hard to know at this stage where it's at. When we look to the balance of the year, the thing that I think still has us most excited is the ability to execute our model to provide industry-leading service and to continue to grow our share of the market.

Speaker #3: But, but when we looked at the balance of the year, the, the thing that I think still has us most excited is the ability to, to execute our model to, to, to provide industry-leading service and, and to continue to, to grow our share of the market.

Speaker #4: That's great. Great quarter and good luck, guys.

Greg Melich: That's great. Great quarter. Good luck, guys.

Speaker #6: Thanks, Greg.

Brad Beckham: Thanks, Chris.

Speaker #2: Thanks, Greg.

Speaker #1: Thank you. Our next question is coming from Christopher Horvers with JPMorgan. Your line is live.

Operator: Thank you. Our next question is coming from Christopher Horvers with JP Morgan. Your line is live.

Speaker #7: Hi. Good morning. It's Christian Carlino on for Chris. On the on the oil price shock, i-is it fair to say you, you generally pass along any, you know, product cost inflation from commodities or, or higher ocean freight, but you probably absorb the impact of higher domestic fuel costs from moving inventory within your supply chain and, and doing the DI-DIFM deliveries?

Christian Carlino: Hi, good morning. It's Christian Carlino on for Christopher Horvers. On the oil price shock, is it fair to say you generally pass along any, you know, product cost inflation from commodities or higher ocean freight, but you probably absorb the impact of higher domestic fuel costs from moving inventory within your supply chain and doing the DIFM deliveries?

Speaker #4: All right, Christian. You're, you're breaking up pretty, pretty badly.

Jeremy Fletcher: Sorry, Christian. You're breaking up pretty badly.

Speaker #8: Can you hear me now?

Christian Carlino: Can you hear me now?

Speaker #4: Operator. Are you there?

Jeremy Fletcher: Louder. Are you there?

Speaker #8: Can you hear me? Hello?

Christian Carlino: Can you hear me? Hello?

Speaker #4: Operator, maybe we can move on to the next call. We'll come back if we can.

Jeremy Fletcher: Operator, maybe we can move on to the next call and come back if we can.

Speaker #1: Okay, sir. Can you hear me clearly? Hello, sirs. Can you hear me clearly before I move to the next caller? Okay, folks, if you could bear with me one moment, please.

Operator: Okay, sir, can you hear me clearly? Hello, sirs, can you hear me clearly before I move to the next caller? Okay, folks, if you could bear with me one moment, please. Okay, I believe we have everyone back together. Is that correct, sir? You can hear me now?

Speaker #1: Okay. I believe we have everyone back together. Is that correct, sir? Can you hear me now?

Speaker #6: Yes.

Jeremy Fletcher: Yes. Yes. Yes.

Speaker #2: Yes.

Speaker #9: Yes.

Speaker #1: Okay. I believe it was, y-y-your line that had broken up, so I've left Christopher on the line. Christopher, can you try asking your question again, sir?

Operator: Okay. I believe it was, your line that had broken up, so I've left Christopher on the line. Christopher, can you try asking your question again, sir?

Speaker #7: Yep. hi. Good morning. It's, it's Christian Carlino on for Chris. my question was on the, the oil price shock. And, you know, is, is it fair to say you generally pass along any, any product cost inflation from commodities or, or higher ocean freight, but probably absorb the impact of, of higher domestic fuel costs from, you know, moving inventory within your supply chain and doing the DIFM deliveries?

Christian Carlino: Yep. Hi, good morning. It's Christian Carlino on for Chris. My question was on the oil price shock. You know, is it fair to say you generally pass along any product cost inflation from commodities or higher ocean freight, but probably absorb the impact of higher domestic fuel costs from, you know, moving inventory within your supply chain and doing the DIFM deliveries? If that's right, is there a point where you start to pass on the cost of higher domestic freight, whether that's through surcharges or another method?

Speaker #7: And, and if that's right, is there a point where you start to pass on the cost of, of higher domestic freight, whether that's through surge charges or, or, or another method?

Speaker #3: Yeah. Thanks for the, the question, Christian. I think it's a i-it's probably a good framework with which to look at that. When, when we think about, about product acquisition costs, I think into, into the US, the, the, the, the f the freight component we've historically thought about that, I think, is, is a component of what it of the of the costs of the product and what it takes to get.

Jeremy Fletcher: Thanks for the question, Christian. I think it's probably a good framework with which to look at that. When we think about product acquisition costs, I think into the US, the freight component, we've historically thought about that, I think, as a component of the cost of the product and what it takes to get. I think, you know, I think that's consistent with the framework Brent outlined earlier about how we can, you know, consider sources of supply and the flexibility that we have there. Historically, for us, a lot of times that's also meant that our suppliers have taken care of a big portion of that.

Speaker #3: And I think, you know, I think that's consistent with, with the framework Brent outlined earlier about, about how, a-about how we, we can, you know, consider sources of supply in, in the flexibility that we have there.

Speaker #3: So historically, for us, a lot of times, that's also meant that our, our suppliers have taken, care of a big portion of that. And so what we see there, we view from that lens of product cost and, and it's no I think no different for us than any other k-kind of components of input costs that we would pass through, to, to a customer in pricing.

Jeremy Fletcher: What we see there, we view from that lens of product cost. It's no, I think, no different for us than any other kind of components of input costs that we would pass through to a customer in pricing. Obviously, after having worked with our supplier community to be able to work to mitigate that. If we think about just the operating cost of our business, and that shows up in our distribution cost within gross margin and then also within an SG&A, you know, our cost of fuel is a part of that. It's an important part, but it's obviously not the biggest part of that spend.

Speaker #3: o-obviously, after having worked with our, our supplier community to be able to, to, to work to mitigate that. If we think about just the operating costs of our business, and that shows up in our distribution costs within gross margin, and then also within an SG&A, y-you know, our cost of fuel is a is a is a part of that.

Speaker #3: It's an important part, but it's, it's obviously not the, the, the biggest part of that spend. And it's generally, I think, viewed for us within the broader context of, of how we manage our costs within our distribution and within our store operating costs in that way.

Jeremy Fletcher: It's generally, I think, viewed for us within the broader context of how we manage our costs within our distribution and within our store operating costs in that way. I think, you know, just to reiterate maybe what Brent said on that topic, we feel like that while we could see some pressure there, that it's manageable kind of within that broader context of our expense outlook for the remainder of the year and within sort of the ranges of how we've talked about our margin guidance from that perspective. Ultimately, for any of those types of costs from an operating cost perspective, to the extent that they're sustained and we think they're broad-based, our industry, I think, has the ability to pass that through.

Speaker #3: And I think, y-y-you know, just to reiterate maybe what, what Brent said on that o-on that topic, we feel like that while we could see some pressure there, that it's, it's manageable kind of within, that broader context of, of, of our expense outlook for the remainder of the year.

Speaker #3: And within sort of the ranges of how we've talked about, about our margin guidance from that perspective. Ultimately, f for any of those types of costs, from an operating cost perspective to the extent that they're sustained and we think they're broad-based, our industry, I think, has the ability to pass that through.

Speaker #3: Historically, that has, has not really been decoupled from a similar acquisition cost type of pressure. So generally, what happens is products get more expensive.

Jeremy Fletcher: Historically, that has not really been decoupled from a similar acquisition cost type of pressure. Generally, what happens is products get more expensive, and you have some inflation to pass along, and it helps to cover pressures in those other areas that we would anticipate as we move forward that they would continue to operate in a similar fashion.

Speaker #3: and, and you have some inflation to pass along, and it helps to cover pressures in those other areas that we would anticipate as we move forward that, that it would continue to operate in a similar fashion.

Speaker #8: Got it. That's really helpful. And I think you had talked about maybe roughly 5% comps quarter-to-date when you reported the fourth quarter.

Christian Carlino: Got it. That's really helpful. I think you had talked about maybe roughly 5% comps quarter to date when you reported the Q4, that would put the exit rate maybe in the double-digit range for the Q1. Is it fair to say that quarter to date trends are continuing to, you know, hunt in that double-digit range? I guess just when you put together comparisons and weather and stimulus benefits fading, how are you thinking about, you know, the shape of the comps in the Q2 and beyond?

Speaker #8: So that, that would put the exit rate maybe in the double-digit range for the first quarter. So is, is it fair to say that quarter to date trends are continuing to, you know, hunt in that double-digit range?

Speaker #8: And I guess just when you put together comparisons and weather and stimulus benefits fading, how are you thinking about, you know, the shape of the comps in, in, in the second quarter and beyond?

Speaker #3: Yeah. So just from a clarity perspective on the cadence in the first quarter, you know, felt like we started solidly. And then, and, and then improved as we moved throughout the quarter.

Jeremy Fletcher: Yeah. Just from a clarity perspective on the cadence in Q1, you know, it felt like we started solidly and then improved as we moved throughout the quarter. It's always a little bit of a challenge to talk about nominal comps because the compare differently. You know, we feel well with how we finished the quarter in February and March. We were also up against, I think, a pretty challenging comparison within March and ended up in a good place on that side of our, you know, of our quarter. As we move here into April, we've seen a little bit of moderation off of the strength in March. I think that's pretty consistent with what we've seen from a seasonal perspective a lot of times.

Speaker #3: It's always a little bit of a challenge to talk about nominal comps because the compar differently. You know, we feel well with how we finished the quarter in February and March.

Speaker #3: We were also up against, I think, a pretty challenging comparison within March and, and ended up, in a in a good place, o-on that side of our, o-um, y-you know, of our quarter.

Speaker #3: As we move here into April, we-we've seen a little bit of moderation off of the strength in, in March. I think that's pretty consistent with what we've seen from a, a, a, a seasonal perspective a lot of times.

Jeremy Fletcher: You know, still, I think, running, well, strong, you know, better than maybe we would have expected, but pretty early in the quarter. Obviously, we have to balance out a lot of quarter left and what the business looks like as we move kind of into the beginning of the summer months.

Speaker #3: s y-you know, still, I think running, well, strong, you know, better than, than maybe we would have expected, but pretty early in the quarter.

Speaker #3: And, and, and obviously, we have to balance out a lot of quarter left and, and, and, and what, what the business looks like as we move kind of into the beginning of the summer months.

Speaker #8: Got it. Got it. Thank you very much. Best of luck.

Christian Carlino: Got it. Got it. Thank you very much. Best of luck.

Speaker #3: Thanks, Christian.

Jeremy Fletcher: Thanks, Christian.

Speaker #2: Thanks, Christian.

Speaker #3: Thanks.

Brad Beckham: Thanks, Christian.

Speaker #1: Thank you. Our next question is coming from Mike Baker with DA Davidson. Your line is live.

Operator: Thank you. Our next question is coming from Michael Baker with D.A. Davidson. Your line is live.

Michael Baker: Great. Thanks. Can I focus on costs, please? You know, this was an issue when you reported the Q4, some cost overruns. Your costs were still high this quarter, but presumably a lot of that was due to increased labor to support, you know, the high comps rather than the legal and healthcare situation that had been impacting you. Can you just remind us where you are in improving your costs? Your guidance clearly shows it improving throughout the year. What of the 9% increase this quarter was just because of the higher comps versus that legal situation, and how does that evolve throughout the year? Thanks.

Speaker #10: great. thanks. can I focus on costs, please? And, you know, th-this was an issue, when you reported the fourth quarter. some costs overruns. your costs were still high this quarter, but, but presumably, a lot of that was due to, increased labor to support, you know, the high comps rather than the legal, situ the legal and healthcare situation that had been impacting you.

Mike Baker: Great. Thanks. Can I focus on costs, please? You know, this was an issue when you reported the Q4, some cost overruns. Your costs were still high this quarter, but presumably a lot of that was due to increased labor to support, you know, the high comps rather than the legal and healthcare situation that had been impacting you. Can you just remind us where you are in improving your costs? Your guidance clearly shows it improving throughout the year. What of the 9% increase this quarter was just because of the higher comps versus that legal situation, and how does that evolve throughout the year? Thanks.

Speaker #10: But could you just remind us w-w-where you are in improving your costs? Y-your guidance clearly shows that improving throughout the year. w-what of the 9% increase this quarter was just because of the higher comps versus that legal situation?

Speaker #10: And how does that evolve throughout the year? Thanks.

Speaker #3: Yeah. They, they, thanks, Baker. this is Jeremy again. I, I, I would tell you, y-y-you know, great question. It's, in, in our, our actual results, w-would tell you would be, you know, pretty la much in line with what we thought.

Jeremy Fletcher: Thanks. Thanks, Michael Baker. This is Jeremy Fletcher again. I would tell you know, great question. It is, in our actual results would tell you it would be, you know, pretty in line, much in line with what we thought. A little bit higher, as Brent Kirby mentioned in his comments, and it is mostly just, I think, on the pace of the business being faster. When we look at it from a year-over-year perspective, we had an expectation that the Q1 in particular and then a little bit in the H1, we would see a higher per store SG&A growth rate just because of the kind of the cadence of what of what we saw from the pressure perspective in the H2 of last year.

Speaker #3: A l a little bit higher is Brent mentioned in his comments. And, and it's mostly just, I think, on the pace of the business being faster.

Speaker #3: When we look at it from a year-over-year perspective, we had had, an expectation that, that first quarter, in particular, and then a little bit in the first half, we would see a, a higher per store SG&A growth rate just because of the kind of the cadence of what, of what we saw from the pressure perspective.

Speaker #3: In the back half of last year. So, when we just look at the growth rate in the first quarter, it's still, I think, made up of similar things that we saw last year.

Jeremy Fletcher: When we just look at the growth rate in Q1, it's still, I think, made up of similar things that we saw last year. You know, obviously important core operational costs to run our business continue to, I think, lean into areas that make a lot of sense to help move our business forward. Also, I think a more pressured item on a year-over-year basis to for things like the insurance and the other types of liabilities that we've been talking about for 2 quarters now. That type of exposure for us was very much in line with what we had expected, and I don't think there was any kind of trend change from what we saw in H2 of the year.

Speaker #3: Y-you know, obviously, important, core operational costs to run our business continue to, I think, lean into areas that, that, that make a lot of sense to help move our business forward.

Speaker #3: But then also, I think more and more, there's pressure on a year-over-year basis, too, for things like insurance and the other types of liabilities that we've been talking about for a couple of quarters now.

Speaker #3: That type of exposure for us was very much in line with what we had expected. And I don't think there was any kind of trend change from what we saw in the back half of the year.

Speaker #3: It was it was sort of in line. And, and, and but no, we knew it would be more pressure just given the, the comparisons from a year-over-year perspective.

Jeremy Fletcher: It was sort of in line. No, we knew it would be more pressured just given the comparisons from a year-over-year perspective. Really I think from that standpoint, the only kind of difference for us as we move through the quarter is we saw the business pick up and had the opportunity to address the incremental transactions that we were driving in our business as well as some of the incentive comp that goes along with that. We ended up maybe more towards the high end of a range we would have set for ourselves in Q1. Beyond that, everything else kind of was in line with what we would have thought.

Speaker #3: So, so really, I, I think from that standpoint, the, the only kind of, difference for us is we a-as we move through the quarter is, as we saw the business pick up and, and, and had the opportunity to, to address the incremental transactions that we were driving in our business as well as some of the incentive comp that goes along with that.

Speaker #3: We ended up, maybe more towards the high end of a of a range we would have set for ourselves in the first quarter, but, but beyond that, everything else kind of was in line with what we would have thought.

Speaker #10: Okay. No, that makes sense. if I could ask, w-we'll call it a follow-up, but, but candidly, probably a different subject. But back to back to the tax refunds.

Michael Baker: Okay. No, that makes sense. If I could ask, we'll call it a follow-up, but candidly probably a different subject. Back to the tax refunds, you said maybe there was some spending of pent-up demand there. How about the other way? Could that be a pull forward? When you have spikes related to either weather or tax refunds, how does that impact subsequent quarters? In other words, if people did, you know, their maintenance in Q1 with their tax refund dollars, does that, you know, impact spending in Q2 and Q3 historically?

Mike Baker: Okay. No, that makes sense. If I could ask, we'll call it a follow-up, but candidly probably a different subject. Back to the tax refunds, you said maybe there was some spending of pent-up demand there. How about the other way? Could that be a pull forward? When you have spikes related to either weather or tax refunds, how does that impact subsequent quarters? In other words, if people did, you know, their maintenance in Q1 with their tax refund dollars, does that, you know, impact spending in Q2 and Q3 historically?

Speaker #10: you said maybe there was some, spending of, of pent-up demand there. How about the other way? D c-c-could that be a pull forward? And so when you have spikes related to either weather or tax refunds, how does that impact subsequent quarters?

Speaker #10: In other words, people did, you know, their maintenance in the first quarter with their tax refund dollars. Does that, you know, i-impact spending, in, in the second and third quarter?

Speaker #10: Historically.

Speaker #3: Yeah. Great. Yeah. Great, great question, Mike. And this is Brad. you know, you know, being in this business, having the fortune to be in this business for almost 30 years myself and all that being at O'Reilly, what I'm getting ready to say is, is, is less data-driven, just more about, you know, just kind of instinctually, you know, coming out of a quarter like we just came out of that we've been through many times.

Brad Beckham: Yeah. Great. Yeah. Great question, Mike, and this is Brad. You know, you know, being in this business, having the fortune to be in this business for almost 30 years myself and all that, being at O'Reilly, what I'm getting ready to say is less data driven, just more about, you know, just kinda instinctually, you know, coming out of a quarter like we just came out of that we've been through many times, some better, some not. I generally feel like that, and we generally feel like that there was, it would be more the, what I said earlier, that there was some pent-up demand when I look at category performance.

Speaker #3: some better, some not. I, I generally feel like that and we generally feel like that there was i-it would be more the what I said earlier, that there was some pent-up demand.

Speaker #3: When I look at category performance, and even though we haven't seen a lot of deferred maintenance or trade-down in terms of bigger ticket jobs—you know, we did talk about that some in the previous quarters.

Brad Beckham: Even though we haven't seen a lot of deferred maintenance or trade down in terms of bigger ticket jobs, you know, we did talk about that some in the previous quarters. It makes sense for us when I look at the retail business by category, I look at the professional business by category and all the work that Brent and the merchandise teams do. Again, we feel like it would be more catch up than it would be pull forward. I'm not saying that that couldn't be to some degree a factor, but not as much how we're feeling about how things played out.

Speaker #3: so it makes sense for us, when I look at the retail business by category, I look at the professional business by category, and all the work that Brent and, merchandise teams do, again, we feel like it would be more catch-up than it would be pull forward.

Speaker #3: I'm not saying that that couldn't be, t-to some degree a factor, but, not, not as much how we're how we're feeling about how things played out.

Speaker #10: Thank you.

Michael Baker: Thank you.

Mike Baker: Thank you.

Speaker #3: Thanks, Mike.

Jeremy Fletcher: Thanks, Mike.

Speaker #2: Thanks, Mike.

Brad Beckham: Thanks, Mike.

Speaker #1: Thank you. Our next question is coming from Brett Jordan with Jefferies. Brett, your line is live.

Operator: Thank you. Our next question is coming from Bret Jordan with Jefferies. Bret, your line is live.

Speaker #11: Hey, good morning, guys. I'm the private label discussion. you talked about getting over 50%. You know, I guess, is there a reasonable target for that?

Bret Jordan: Hey, good morning, guys.

Jeremy Fletcher: Good morning, Bret.

Bret Jordan: On the private label discussion, you talked about getting over 50%. You know, I guess, is there a reasonable target for that? When you think about private label penetration by market, where you're really established, you know, sort of back in that Missouri area, are you meaningfully higher where people know your brand versus as you push to the Northeast, is there less private label mix where you've got sort of room to make up?

Speaker #11: And when you think about private label penetration by market, where you're really established, you know, sort of back in that Missouri area, are you meaningfully higher where people know your brand versus as you push to the Northeast?

Speaker #11: Is there less private label mix where you've got sort of room to make up?

Speaker #3: Yeah. Hey, Brett, this is Brent. good question. I can start on that one. And the other guys can chip in. Yeah. I mean, the team's done a fantastic job, you know, David Wilbanks, our merchandise team.

Brent Kirby: Yeah. Hey, Bret. This is Brent. Good question. I can start on that one, and the other guys can chip in. The team's done a fantastic job. You know, David Wilbanks, our merchandise team, they do a fantastic job developing, you know, a good, better, best line design across, you know, our proprietary brands, and we've just continued to see them grow in brand penetration. You know, our strategy, though, is still we're gonna have relevant national brands where it makes sense as part of our, you know, part of our line design by category, and teams do a great job of mixing those in. We don't have a stated goal that we're going after there in terms of percent penetration. We let the customer vote with their wallet.

Speaker #3: They do a fantastic job developing, you know, a good, better, best line design across, you know, our proprietary brands. And we've just continued to see them grow and brand penetration.

Speaker #3: You know, our strategy, though, is still, we're going to have relevant national brands where it makes sense as part of our, you know, part of our line design by category.

Speaker #3: And teams do a great job of mixing those in. So we don't—we don't have a stated goal that we're going after there in terms of percent penetration.

Speaker #3: We let the customer vote with their wallet. you know, just like we talked about in the prepared comments, the great thing about that private brand portfolio is it does give us that, that sourcing, capability that, you know, is much broader.

Brent Kirby: you know, just like we talked about in the prepared comments, the great thing about that private brand portfolio is it does give us that sourcing capability that, you know, is much broader and we can source from multiple suppliers the same SKU, quality in the box, you know, form, fit, and finish. The teams have just done a fantastic job with that. you know, we wanna go to market that way. Customers vote with their wallets, where our national brands, and we've got some fantastic national brands as well, where they compete head-to-head with those proprietary brands. you know, we want the consumer to have the choice for both. We don't have a stated goal that we're going after there. We're just pleased with the performance of the team and in the portfolio.

Speaker #3: And, and we can source from multiple suppliers, the same SKU, quality in the box, you know, form fit and finish. And the teams have just done a fantastic job with that.

Speaker #3: So, you know, we want to go to market that way. Customers vote with their wallets. Where our national brands—and we've got some fantastic national brands as well—where they compete head-to-head with those proprietary brands.

Speaker #3: We want, you know, we want the consumer to have the choice for both. But we don't have a stated goal that we're going after there.

Speaker #3: We're just pleased with the performance of the team and the portfolio.

Speaker #2: Hey, hey, Brad. This is Brad. I Brent said it extremely well. maybe just on the second part of your question, we, we really don't see that.

Brad Beckham: Hey, hey, Bret. This is Brad. Brent said it extremely well. Maybe just on the second part of your question. We really don't see that. As well as we are established in the most mature markets, there's not really a disparity between what we see in our new expansion markets in terms of how they are adopting our proprietary national brands. Again, I just wanna give credit to Brent, to David Wilbanks and the merchandise team, as well as our sales team. You know, we have the fortune of having this diversified branding, not just one brand, not just O'Reilly, but like we do in oil, but we have these brands that used to be national brands that we've acquired over a long period of time that the customers just trust.

Speaker #2: A-a-as, as well as we are established in the most mature markets, there's not really a disparity between what we see in our new expansion markets in terms of how they are adopting our proprietary national brands.

Speaker #2: again, I just wanna give credit to, to Brent, to David Wilbanks in the merchandise team as well as our sales team. You know, w-we have the fortune of having this diversified branding, not just one brand, not just O'Reilly, but, like we do in oil.

Speaker #2: But we have these brands, that used to be national brands that we've acquired over a long period of time, that, that customers just trust.

Speaker #2: So whether it's a mature market or whether it's a brand new market like the upper Mid-Atlantic, w-we see customer adoption of things like precision chassis and U-joints that used to be a national brand.

Brad Beckham: Whether it's a mature market or whether it's a brand-new market like the upper Mid-Atlantic, we see customer adoption of things like Precision chassis and U-joints. It used to be a national brand. It's been our own brand for a long time. Murray Air Conditioning, SYNTEC Oil. It doesn't matter if you're really talking about the DIY side or the DIFM side. We see our proprietary brand performance performing very well equally both in mature and immature markets.

Speaker #2: It's been our own brand for a long time. Murray air conditioning, Syntec oil. It doesn't matter if you're really talking about the, the DIY side or the DIFM side.

Speaker #2: We see our proprietary brand performance performing very well equally in both mature and immature markets.

Speaker #11: Great. A quick question on motor oil. d you think you called out some supply chain impact. Is that likely just to be seeing significant price inflation, or are there issues, I think some of the synthetic, sourcing in the Middle East might be challenged?

Bret Jordan: Great. A quick question on motor oil. You think you called out some supply chain impact. Is that likely just to be seeing significant price inflation or are there issues? I think some of the synthetic sourcing in the Middle East might be challenged. Is there actual, you know, risk of some supply shortage versus just higher prices?

Speaker #11: Is there actual, you know, risk of some supply shortage versus just higher prices?

Speaker #3: Yeah. I, I can start on that one too, Bret. you know, there is you know, there is some consumer motor oils and, a lot of that.

Brent Kirby: Yeah, I can start on that one too, Bret. Yeah, there is, you know, there is some consumer motor oils and a lot of that. While we're energy independent as a country, a lot of that does, you know, come from the Far East and there is some pressure across our supplier base right now on pricing there. That's something that our merchandise teams are working with those oil suppliers on. There could be some pressure there, again, depending on the duration of the conflict and how long some of the oil price inflation persist. You know, our teams are working through that. We feel confident in our ability to do that.

Speaker #3: While we're, energy-independent as a country, a lot of that does, you know, come from the Far East and, and, there is some pressure, across our supplier base right now on pricing there.

Speaker #3: And, that's something that our merchandise teams are working with, those, those old suppliers on. so there could be some pressure there again, depending on the duration, of the conflict and, and how long some of the oil, oil price inflation persists.

Speaker #3: But, you know, our teams are working through that. We feel confident in our ability to do that.

Speaker #11: Okay. Great. Thank you.

Bret Jordan: Okay, great. Thank you.

Speaker #3: Thanks, Bret.

Brent Kirby: Thanks, Bret.

Speaker #2: Thanks, Bret.

Jeremy Fletcher: Thanks, Bret.

Brad Beckham: Thanks, Bret.

Speaker #1: Thank you. Our next question is coming from Scott Ciccarelli with Truist Securities. Scott, your line is live.

Operator: Thank you. Our next question is coming from Scot Ciccarelli with Truist Securities. Scot, your line is live.

Scot Ciccarelli: Thanks. Good morning, guys. an SG&A

Speaker #12: thanks. Good morning, guys. and I've seen a hi. SG&A follow-up, actually. We saw 5.5% SG&A per store growth, but labor's by far your highest SG&A item.

Scot Ciccarelli: Thanks. Good morning, guys. an SG&A

Jeremy Fletcher: Good morning, Scot.

Scot Ciccarelli: Hi. SG&A follow-up, actually. We saw 5.5% SG&A per store growth, but labor's by far your highest SG&A item, and I believe employees per store are down a few % for the Q4 in a row. I guess my question is the growth rate of the SG&A being driven more by wages rather than hours, or is it all coming from those other items you mentioned, liability costs, et cetera?

Speaker #12: And I believe employees per store are down a, a few percent for the fourth quarter in a row. So I guess my question is, is the growth rate, of the SG&A being driven more by wages rather than hours, or is it all coming from those other items you mentioned, liability costs, etc.?

Speaker #11: Yeah. No, it's great. It's a great question, Scott. Y-you know, I think principally, when we look at that, the, the first place you do have to go is, is just wage rates.

Jeremy Fletcher: Yeah, no, it's a great question, Scot. You know, I think principally when we look at that, the first place you have to go is just wage rates. We've been, I think, kind of pleased with the trajectory of that trend for a little while. You know, obviously there were a few years that was pretty heightened in turnover was, I think, a pretty big challenge. We have felt good with where that's gone. I think obviously there's some presentation, you know, our focus is on having excellent customer service within our stores, having team members that we can try and help form relationships on the professional customer side, help our DIY customers.

Speaker #11: And, and, and we've been, I think, kind of pleased with the trajectory of that trend for, for a little while. Y-you know, obviously, there were a few years that was pretty heightened in, in, in, in turnover was, I think, a, a pretty big challenge.

Speaker #11: But, but we have felt, we have felt good with, with, with where that's gone. I, I think obviously, there's some puts and takes with, you know, our focus is on having excellent customer service within our stores, having, having, ha-having team members that, that we can try and help form relationships on the professional customer side, help our DIY customers.

Speaker #11: And so, to the extent that, that, we're able to retain team members, you know, you can see some rate pressure from that as well.

Jeremy Fletcher: To the extent that we're able to retain team members, you know, you can see some rate pressure from that as well. You know, when we look at the rest of it, you know, we do, I think, have the ability and flexibility to manage the mix of full-time and part-time in our stores. I think over the course of time, that's kinda influenced a little bit how you might otherwise look at just the per team member counts.

Speaker #11: You know, when we look at the rest of it, y-you know, we, we do, I think, have the ability and flexibility to, to manage, the, the mix of full-time and part-time in our stores.

Speaker #11: And I think over the course of time, that's kinda influenced, a little bit, how you might otherwise look at, at just the, the, the per team member counts.

Jeremy Fletcher: You know, to the extent that we need to support increased transaction volumes, we've done that with hours, but we've also felt like that over the course of the last several years as we've continued to make investments within our team, been able to really, I think, help support how they function and they can provide service to our customers. We've also seen some benefits from a productivity perspective, which is kind of what we would have expected to see given how we've leaned into that area of our business over the last few years.

Speaker #11: y-you know, to, to the extent that we need to, to support increased transaction volumes, we've done that with, with ours. But we've also felt like that over the course of the last several years, as we've continued to make, investments within our team, been able to, to, to really, I think, help support how, how they, they, they function and they can provide service to our customers.

Speaker #11: We've, we've also seen some benefits from a productivity perspective, which is kinda what we would have expected to see, given, how we've leaned into that area of our business over the last few years.

Speaker #11: Yeah. And Scott, I may just jump in. This is Brad. Jeremy said it really well. good, very good observation. on the pieces of our SG&A, I just have to, you know, brag on Jason Terren and the store teams, a-all the field leadership out there overseeing our stores.

Brad Beckham: Yeah. Scot, I may just jump in. This is Brad. Jeremy said it really well. Good, very good observation on the pieces of our SG&A. I just have to brag on Jason Tarrant and the store teams, all the field leadership out there overseeing our stores. They just continue to do a phenomenal job walking the fine line of giving excellent customer service, industry-leading customer service on all hours of operation while really managing our labor well. Even though we continue to grow SG&A at the rate we do, to your point, they have. We've invested in wages. There's been a lot of wage inflation, but they've been able to take on that wage inflation, continue to reduce store-level turnover, improve retention, and, to your point, we've seen really solid productivity in return.

Speaker #11: They just continue to do a phenomenal job walking the fine line of giving excellent, industry-leading customer service at all hours of operation, while really managing our labor well, even though we continue to grow SG&A at the rate we do.

Speaker #11: to your point, they have, we've invested in wages. There's been a lot of wage inflation, but they've been able to take on that wage inflation, continue to reduce store-level turnover, improve retention, and, to your point, we've seen really solid productivity i-in return.

Speaker #11: They're also doing a great job just with a continuous improvement mindset in the way that we, we push labor from the office, the way that we, reduce tasks in the stores to make sure they're that all of our store managers and store teams are, are just really have the ability to focus on, you know, serving customers, great teamwork, focused on the customer-facing team member, focused on the customer.

Brad Beckham: They're also doing a great job just with a continuous improvement mindset in the way that we push labor from the office, the way that we reduce tasks in the stores to make sure that all of our store managers and store teams are just really have the ability to focus on, you know, serving customers, great teamwork, focused on the customer-facing team member, and focused on the customer. Even though that it sets, you know, in gross margin, our RDC teams continue to do the same thing, continuous improvement, reducing turnover, improving retention, and overall giving better service and levering expenses.

Speaker #11: And, even though that it sets, you know, in gross margin, our DC teams continue to do the same thing—continuous improvement, reducing turnover, improving retention, and overall giving better service and levering expenses.

Speaker #12: Very helpful. Thanks, guys.

Scot Ciccarelli: Very helpful. Thanks, guys.

Speaker #11: Yes. Thanks, Scott.

Brad Beckham: Yes.

Jeremy Fletcher: Yes.

Jeremy Fletcher: Thanks, Scot.

Brad Beckham: Thanks, Scot.

Speaker #1: Thank you. Our next question is coming from Max Reklenko with 2D Cohen. Your line is live.

Operator: Thank you. Our next question is coming from Max Rakhlenko with TD Cowen. Your line is live.

Speaker #13: Hey, great, thanks a lot. So first, just on the consumer front, what's the latest thinking around the level of gas prices? Were they—were there—could there be some impact mileage-driven?

Max Rakhlenko [Director, Consumer: Hey, great. Thanks a lot. First, just on the consumer front, what's the latest thinking around the level of gas prices, where they, where there could be some impact to miles driven? Historically, I think you guys talked about $4 a gallon, maybe that's now moving a little bit higher as there hasn't seemingly been much change, at least on a national level, for miles driven. Just curious how you guys are thinking about that.

Max Rakhlenko: Hey, great. Thanks a lot. First, just on the consumer front, what's the latest thinking around the level of gas prices, where they, where there could be some impact to miles driven? Historically, I think you guys talked about $4 a gallon, maybe that's now moving a little bit higher as there hasn't seemingly been much change, at least on a national level, for miles driven. Just curious how you guys are thinking about that.

Speaker #13: Historically, I think you guys talked about $4 a gallon, but maybe that's now moving a little bit higher, as there hasn't seemingly been much change—at least on a national level—for mileage driven.

Speaker #13: So, just curious how you guys are thinking about that.

Speaker #11: Yeah. Hey, Max. This is Brad. Great question. so maybe just to kinda, kinda pull it up. Again, a lot of history, through, you know, through fuel price costs, both with diesel and gasoline.

Brad Beckham: Yeah. Hey, Max. This is Brad. Great question. Maybe just to kind of pull it up, again, a lot of history, through, you know, through fuel price costs, both with diesel and gasoline. You know, what we've seen over a long period of time is that, you know, it takes a sustained level of heightened fuel prices to really start, even to a minimal level, affecting miles driven. What we've seen is that, what we've seen over time is that even though that takes a longer period of time, more sustained high levels, which, you know, we haven't seen yet, still very early to tell really what's gonna happen with fuel costs. You know, really what we've seen is it taking.

Speaker #11: you know, what, what we've seen over a long period of time is that, you know, it, it takes a sustained level of heightened fuel, prices, to really start, even to a minimal, level affecting mileage-driven.

Speaker #11: what, what we've seen is that, what we've seen over time is that even though that takes a longer period of time, more sustained high levels, which, you know, we, we haven't seen yet, still very early to tell really what's gonna happen with fuel costs.

Speaker #11: but, you know, really, really what we've seen is it taking, you know, we've always kinda thrown out the number of a sustained level over $4 a gallon.

Brad Beckham: You know, we've always kind of thrown out the number of a sustained level over $4 a gallon. When you look at the broader US market and the majority of the markets we operate in, we have not seen that yet. You know, diesel prices have been very high. Obviously, gasoline prices have crept up. As we mentioned earlier, on the business front, aside from expenses on the sheer consumer front and what we're seeing from consumer demand, we have not seen an impact that we would tie directly to gas prices. We're not really great at predicting where this is gonna go or the future.

Speaker #11: And when you look at the broader U.S. market and the majority of the markets we operate in, we have not seen that yet.

Speaker #11: you know, diesel prices have been very high. Obviously, gasoline prices have crept up. But, as we mentioned earlier, on the on the business front, aside from expenses on the on the sheer consumer front and what we're seeing from consumer demand, we have not seen a, an impact that we'd, we would tie directly to gas prices.

Speaker #11: And we're not really great at predicting where this is going to go or the future. But it would take a sustained level of heightened gas prices, and well north of that $4 a gallon, if history repeats itself.

Brad Beckham: It would take a sustained level of heightened gas prices and well north of that $4 a gallon if history repeats itself, for us to see any kind of impact to miles driven. Again, just with the caveat that we said earlier, the short-term spikes at the pump can just create a shock with a consumer that even though we define the consumer today as still relatively healthy, the low-income to middle-income consumer that's our core customer has seen a lot of inflation over the last couple years in a lot of other ways that they operate their household and everything they do. You know, could see some short-term shocks, but it would take a sustained level well over those numbers that we have yet seen.

Speaker #11: for us to see any kind of impact on mileage-driven. again, just with the caveat that we said earlier that the short-term spikes at the pump can just create a, a shock, with a consumer that even though we, define the consumer today as still relatively healthy, the low-income to middle-income consumer that's our core customer, has seen a lot of inflation over the last couple of years and a lot of other ways that they, operate their household and everything they do.

Speaker #11: And so you know, could see some short-term, shocks, but i-it would take a sustained level of well over those numbers that we have yet seen.

Speaker #12: Okay. Great. that's very helpful. And then can you speak to the competitive environment with the folks on the Independence and WD's? How are they dealing with an increasingly challenging operational backdrop?

Max Rakhlenko [Director, Consumer: Okay, great. That's very helpful. Can you speak to the competitive environment with the folks on the independents and WDs? How are they dealing with an increasingly challenging operational backdrop? Ahead, what is your take on O'Reilly's ability to take market share at a faster pace maybe than what we've seen historically?

Max Rakhlenko: Okay, great. That's very helpful. Can you speak to the competitive environment with the folks on the independents and WDs? How are they dealing with an increasingly challenging operational backdrop? Ahead, what is your take on O'Reilly's ability to take market share at a faster pace maybe than what we've seen historically?

Speaker #12: And then ahead, what is your take on O'Reilly's ability to take market share at a fa faster pace? Maybe then what we've seen historically.

Speaker #11: Yeah. Absolutely, Max. a little bit hard, you know, for, for us to speak from the from the Independence side. Obviously, we have a lot of insights, but we try to stay in our own lane and, and focus on what we know is gonna take share versus exactly what, you know, an independent parts store or a, you know, a WD or some of the larger regional players are exactly doing.

Brad Beckham: Yeah, absolutely, Max. A little bit hard, you know, for us to speak from the independent side. Obviously, we have a lot of insights, we try to stay in our own lane and focus on what we know is gonna take share versus exactly what an independent parts store or a WD or some of the larger regional players are exactly doing. We do feel like a sizable part of our share gains currently is coming from the kind of that weaker or smaller independent player. Within that, you know, independent space, you have a lot of different cohorts of competitors.

Speaker #11: But we do feel like, a, a sizable part of our share gains currently is coming from the kind of that weaker or smaller independent player.

Speaker #11: you know, within that, you know, independent space, you have a lot of different cohorts of, of, of competitors. You know, you have everything from, you know, true mom-and-pops that, maybe are a part of a buying group, to some of the 8 to 10 store chains all the way up to some of the most sophisticated, you know, private equity-backed type, independent WD players that are scaled across the US.

Brad Beckham: You know, you have everything from, you know, true mom and pops that maybe are a part of a buying group, to some of the 8 to 10 store chains, all the way up to some of the most sophisticated, you know, private equity backed type independent WD players that are scaled across the US. I think when you start at the bottom and talk about the small independents, you know, with interest rates, with holding costs of inventory, inflation and inventory investments that are needed to truly compete, I think there's probably is quite a bit of disruption going on right now. To some degree, maybe a little lesser degree, with kind of those mid-size competitors.

Speaker #11: And so I think when you start at the bottom and talk about the, the, the small independents, you know, with interest rates, with holding costs of inventory, inflation in inventory, investments that are needed to truly compete, I think there probably is quite a bit of disruption going on right now.

Speaker #11: To some degree, maybe a little lesser degree with kind of those mid-sized competitors, and then, you know, we never take anybody for granted, but for sure don't take the more scaled competitors on the WD side for granted, because they are—they're scrappy.

Brad Beckham: You know, we never take anybody for granted, but for sure don't take the more scaled competitors on the WD side for granted because they're scrappy. They never lose their grit. They're well ran, they're figuring out how to navigate this, even like the largest of players. You know, that'd be how I'd categorize the competitive landscape on the independent side. You know, to your point on just outsized share gains as we move forward, number 1, I wanna be careful because we wanna stay humble. We wanna stay hungry. We don't take anything for granted. We don't take any competitors for granted, first and foremost. That said, we have a lot of conviction right now in the high level of execution that our team continues to deliver.

Speaker #11: they never lose their grit. They're well ran. And, they're, they're figuring out how to navigate this, even like the largest of players. So, you know, that, that, that'd be how I'd categorize the competitive landscape on the independent side.

Speaker #11: And then, you know, to your point on just outsized share gains, as we move forward, number one, I want to be careful because we want to stay humble.

Speaker #11: We want to stay hungry. We don't take anything for granted. We don't take any competitors for granted, first and foremost. That said, we have a lot of conviction right now in the high level of execution that our team continues to deliver.

Speaker #11: we've got a lot of good things in flight. we're executing well. We feel like we have the right strategies on both sides of the business to continue to take share in any market backdrop.

Brad Beckham: We've got a lot of good things in flight. We're executing well. We feel like we have the right strategies on both sides of the business that continue to take share in any market backdrop. To say what'll be outsized versus what we've seen in the last couple of years, I think we just wanna let our numbers do the talking.

Speaker #11: to say what'll be outsized versus what we've seen in the last couple of years, I think we just wanna let our numbers do the talking.

Speaker #12: That's awesome. Appreciate all the color. Thanks a lot. Thanks so much, Max.

Max Rakhlenko [Director, Consumer: That's awesome. Appreciate all the color. Thanks a lot.

Max Rakhlenko: That's awesome. Appreciate all the color. Thanks a lot.

Brad Beckham: Thanks, Max.

Brad Beckham: Thanks so much, Max.

Operator: Thank you. Ladies and gentlemen, unfortunately, we have reached our allotted time for questions. I will now turn the call back over to Mr. Brad Beckham for closing remarks.

Speaker #13: Unfortunately, we have reached our allotted time for questions. So I will now turn the call back over to Mr. Brad Beckham for closing remarks.

Speaker #11: Thank you, Ali. We would like to conclude our call today by thanking the entire O'Reilly team for your continued dedication to our customers. I would like to thank everyone for joining our call today, and we look forward to reporting our second quarter results in July.

Brad Beckham: Thank you, Ali. We would like to conclude our call today by thanking the entire O'Reilly team for your continued dedication to our customers. I would like to thank everyone for joining our call today, and we look forward to reporting our Q2 results in July. Thank you.

Speaker #11: Thank you.

Speaker #13: Thank you. Ladies and gentlemen, this does conclude today's conference call. You may disconnect your lines at this time and have a wonderful day. And we thank you for your participation.

Operator: Thank you. Ladies and gentlemen, this does conclude today's conference call. You may disconnect your lines at this time and have a wonderful day. We thank you for your participation.

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