Q3 2026 Tractor Supply Co Earnings Call

October 22, 2026

Speaker #1: At this time, all participants are in a listen-only mode. Later, we will conduct a question-and-answer session, and instructions will follow at that time. We ask that all participants limit themselves to 1 question and return to the queue for additional questions.

Speaker #1: Please note that the queue for our question-and-answer session did not open until the start of this call. Please be advised that reproduction of this call in whole or in part is not permitted without written authorization of TRACTOR SUPPLY CO, and as a reminder, this call is being recorded.

Speaker #1: I would now like to introduce your host for today's call, Mary Wynn Pilkington, Senior Vice President of Investor and Public Relations for TRACTOR SUPPLY CO.

Speaker #1: Mary Wynn, please go ahead.

Speaker #2: Thank you, Tameya. Good morning, everyone. We appreciate your time and participation in today's call. On the call today, participating in our prepared remarks are Hal Lawton, our Chief Executive Officer, and Kurt Barton, our Chief Financial Officer.

Speaker #2: We will also have Seth Estep, EVP and Chief Merchant, John Ordis, EVP and Chief Stores Officer, and Craig Ledbetter, our SVP and Chief Supply Chain Officer, join the call for the question-and-answer portion.

Speaker #2: Following our prepared remarks, we'll open the floor for questions. Now let me reference the Safe Harbor Provisions under the Private Securities Litigation Reform Act of 1995.

Speaker #2: This call may contain certain forward-looking statements that are subject to significant risk and uncertainties, including the future operating and financial performance of the company.

Speaker #2: In many cases, these risk and uncertainties are beyond our control. Although the company believes the expectations reflected in its forward-looking statements are reasonable, it can give no assurance that such expectations are any of its forward-looking statements will prove to be correct.

Speaker #2: An actual result may differ materially from expectations. Important risk factors that could cause actual results to differ materially from those reflected in the forward-looking statements are included at the end of the press release issued today, and in the company's filings with the Securities and Exchange Commission.

Speaker #2: The information contained in this call is accurate only as of the date discussed. Investors should not assume that statements will remain operative at a later time.

Speaker #2: TRACTOR SUPPLY undertakes no obligation to update any information discussed in this call. As we move into the Q&A session, please limit yourself to 1 question to ensure everyone has the opportunity to participate.

Speaker #2: If you have additional questions, please feel free to rejoin the queue. We appreciate your understanding and cooperation. We will also be available after the call for any further discussions.

Speaker #2: Now it's my pleasure to turn the call over to Hal.

Speaker #3: Thank you, Mary Wynn, and good morning, everyone. We appreciate you joining us today. The third quarter marked a step forward for TRACTOR SUPPLY. We're encouraged by the improving sales momentum and broader strength across our business.

Speaker #3: While there is more work ahead, we believe our actions are gaining traction. I want to thank our more than 54,000 team members for their hard work and commitment to our customers and communities.

Speaker #3: Their dedication to delivering legendary service remains at the heart of our business. It is also a pleasure to welcome Faheem Siddiqui to the team as our Chief Technology and Digital Officer.

Speaker #3: Faheem brings a tremendous amount of technical experience and retail knowledge to TRACTOR SUPPLY. We look forward to his contributions to the business. Our team is acting with urgency to improve comparable sales, strengthen profitability, sharpen our strategic priorities, and make deliberate choices about where we invest our capital and resources.

Speaker #3: Our objectives are clear: re-accelerate comparable store sales growth, restore operating margins to levels we believe this business can achieve, and unlock the full potential of TRACTOR SUPPLY to deliver attractive, long-term shareholder returns.

Speaker #3: Let me start with a few highlights from the quarter. Net sales increased 5.1% to 3.91 billion dollars. Driven by new store openings, VIP pet care, and comp sales growth.

Speaker #3: Comps increased 0.4% on top of 3.9% growth in the third quarter a year ago, reflecting a 0.7% increase in average ticket and a 0.3% decline in transactions.

Speaker #3: Transactions were cycling 2.7% growth last year, resulting in one of our strongest 2-year stacks of the past 5 years. Diluted EPS was 43 cents.

Speaker #3: Of note, sales trends and transactions strengthened as the quarter progressed. Monthly comps improved from a decline of less than 1 percent in July to modest growth in August to solid growth in September.

Speaker #3: That stronger finish included positive performance across a broader set of merchandising divisions and regions. Our consumable, usable, and edible categories continued to outperform the chain, with strong momentum in September.

Speaker #3: We saw strength in wildlife supplies, equine and livestock, truck tool and hardware, and seasonal products. Digital also grew at a double-digit rate. These gains were partially offset by softness in big ticket and companion animal, although companion animal trends improved sequentially by quarter this year.

Speaker #3: Turning to our market and customers, the story remains largely consistent with what we shared in the second quarter. Several broader trends continue to pressure the categories we serve.

Speaker #3: Elevated interest rates and reduced housing mobility are weighing on property improvements and larger projects. Pet ownership headwinds, particularly new pet acquisition, continue to affect demand in certain categories.

Speaker #1: Timber. That's stronger finish, included positive performance across a broader set of merchandising divisions and regions. Our consumable, usable, and edible categories continue to outperform the chain, with strong, momentum in September.

Speaker #3: Across the farm economy, increases in commodity prices and operating costs are influencing purchasing decisions. Customers continue to spend but remain cautious. In our most recent consumer work, more than 60% said they felt less comfortable making nonessential purchases than 6 months ago.

Speaker #1: We saw strength in wildlife supplies: equine and livestock, truck tool and hardware, and seasonal products. Digital also grew at a double-digit rate. These gains were partially offset by softness in big ticken and companion animal, although companion animal trends improved sequentially by quarter this year.

Speaker #3: Inflation, higher fuel costs, and broader uncertainty continue to weigh on household budgets and discretionary spending. Despite these pressures, our core customers remain engaged. Higher spending customers again led quarterly performance, delivering above comp chain growth for the fourth consecutive quarter.

Speaker #1: Turning to our market and customers: the story remains largely consistent with what we shared in the second quarter. Several broader trends continue to pressure the categories we serve.

Speaker #1: Elevated interest rates and reduced housing mobility are weighing on property improvements and larger projects. Pet ownership headwinds, particularly new pet acquisition, continue to affect demand in certain categories.

Speaker #3: And neighbors club members represented nearly 82% of third quarter sales, with member comps increasing and retention improving modestly. We're also encouraged by spending trends among younger customers and the performance of our rural stores.

Speaker #1: Across the farm economy, increases in commodity prices and operating costs are influencing purchasing decisions. Customers continue to spend but remain cautious. In our most recent consumer work, more than 60% said they felt less comfortable making non-essential purchases than 6 months ago.

Speaker #3: Our younger demographic led comparable sales growth across age groups in the third quarter, with strength among Gen Z and millennials. And across our store base, rural locations returned to more positive comp growth and again outperformed the other population density groups.

Speaker #1: Inflation, higher fuel costs, and broader uncertainty continue to weigh on household budgets and discretionary spending. Despite these pressures, our core customers remain engaged. Higher spending customers again led quarterly performance, delivering above comp chain growth for the 4th consecutive quarter.

Speaker #3: The momentum we experienced in Q3 has continued into October. We believe we gained market share across most metrics and categories, with improvement through the quarter.

Speaker #3: The actions we're taking are contributing to that progress. We're not waiting for the operating environment to improve and we're building on these actions to drive further sales growth.

Speaker #1: And neighbors club members represented nearly 82% of third-quarter sales, with member comps increasing and retention improving modestly. We're also encouraged by spending trends among younger customers and the performance of our rural stores.

Speaker #3: And let me highlight 3 areas where we're seeing a meaningful customer response. First, our investments in value. Avis previously shared, we expect to realize approximately 100 million dollars in tariff refunds this year.

Speaker #1: Our younger demographic led comparable sales growth across age groups in the third quarter, with strength among Gen Z and millennials. And across our store base, rural locations returned to more positive comp growth and again outperformed the other population density groups.

Speaker #3: And we're investing about 40% of that benefit in customer value, with the remainder helping to offset higher freight costs. A significant portion of our price investment has been on everyday essentials that matter most to our customers, and we've been focused on approximately 50 everyday essential SKUs that matter most to our customers.

Speaker #1: The momentum we experienced in Q3 has continued into October. We believe we gained market share across most metrics and categories, with improvement throughout the quarter.

Speaker #3: And we've seen strong unit growth on these items, reinforcing that our investments are delivering value to customers and strengthening our competitive position. Looking ahead, we remain committed to value and price leadership.

Speaker #1: The actions we're taking are contributing to that progress. We're not waiting for the operating environment to improve, and we're building on these actions to drive further sales growth.

Speaker #1: And let me highlight 3 areas where we're seeing a meaningful customer response: first, our investments in value. I was previously shared we expect to realize approximately $100 million in tariff refunds this year.

Speaker #3: While we need to recover some of the higher costs we're experiencing, we plan to continue to invest and to keep prices low on products our customers purchase regularly.

Speaker #3: As always, our goal is to strengthen customer loyalty, drive traffic, and support long-term growth. Second on pet, pet continues to improve. Companion animal performance remains below our expectations, but the sequential improvement is encouraging.

Speaker #1: And we're investing about 40% of that benefit in customer value, with the remainder helping to offset higher freight costs. A significant portion of our price investment has been on everyday essentials that matter most to our customers, and we've been focused on approximately 50 everyday essential SKUs that matter most to our customers.

Speaker #3: Pet comps improved from approximately negative 4% in Q1 to negative 3% in Q2 to negative 2% in Q3. And including new stores, Ali Vet, and our VIP pet care acquisition, our total pet business grew 5% in the quarter.

Speaker #1: And we've seen strong unit growth on these items, reinforcing that our investments are delivering value to customers and strengthening our competitive position. Looking ahead, we remain committed to value and price leadership.

Speaker #3: Our work around assortment, value, exclusive brands, services, and digital is beginning to resonate. We're seeing outsized strength in for health, as well as triple-digit growth in our subscription business.

Speaker #1: While we need to recover some of the higher costs we're experiencing, we plan to continue to invest to keep prices low on products our customers purchase regularly.

Speaker #1: As always, our goal is to strengthen customer loyalty, drive traffic, and support long-term growth. Second on pet: pet continues to improve. Companion animal performance remains below our expectations, but the sequential improvement is encouraging.

Speaker #3: Also, based on fresh pet's performance, we're increasing our year-end rollout target from more than 700 stores to approximately 1,000 stores. We've also successfully integrated Ali Vet as the prescription platform for VIP pet care post that acquisition.

Speaker #3: And together, these initiatives collectively are strengthening our pet business. The third area I would like to highlight is digital. Digital continues to be a meaningful source of growth and customer engagement.

Speaker #1: Pet comps improved from approximately -4% in Q1 to -3% in Q2 to -2% in Q3. And including new stores, Alivet and our BIP pet care acquisition, our total pet business grew 5% in the quarter.

Speaker #3: Customers have always valued the convenience of tractor supply. And increasingly, they're defining that convenience as shopping with us online, and taking advantage of our nationwide store network for pickup and delivery.

Speaker #1: Our work around assortment, value, exclusive brands, services, and digital is beginning to resonate. We're seeing outsized strength in pet health, as well as triple-digit growth in our subscription business.

Speaker #3: Digital sales increased approximately 16% in the quarter, with growth in both traffic and conversion. And we continue to expand delivery and final mile capabilities, making it easier for customers to shop whenever and however they choose.

Speaker #1: Also, based on fresh pet's performance, we're increasing our year-end rollout target from more than $700 stores to approximately 1,000 stores. We've also successfully integrated Alivet as the prescription platform for BIP pet care post that acquisition.

Speaker #3: We see opportunities to improve convenience, increase purchase frequency, and capture a greater share of customer spending. As we move into Q4, we expect continued momentum in sales trends while recognizing that consumers remain cautious.

Speaker #1: And together, these initiatives collectively are strengthening our pet business. The third area I would like to highlight is digital. Digital continues to be a meaningful source of growth and customer engagement.

Speaker #3: Our team is focused on executing our initiatives and building on the progress we made. Beyond near-term performance, I want to discuss the strategic reassessment we outlined on our second quarter earnings call.

Speaker #1: Customers have always valued the convenience of tractor supply. And increasingly, they're defining that convenience as shopping with us online, and taking advantage of our nationwide store network for pickup and delivery.

Speaker #3: As a reminder, we're taking a comprehensive look at our operating model, strategic priorities, and capital allocation. While the work continues, I want to share several perspectives and decisions that are already emerging and that we've made.

Speaker #1: Digital sales increased approximately 16% in the quarter, with growth in both traffic and conversion. We continue to expand delivery and final mile capabilities, making it easier for customers to shop whenever and however they choose.

Speaker #3: While our end markets, consumer environment, and cost structures have changed materially since we introduced our last long-term strategy in December 24, the investments we've made over the past several years have strengthened our business and positioned us for the next phase of growth.

Speaker #1: We see opportunities to improve convenience, increase purchase frequency, and capture a greater share of customer spending. As we move into Q4, we expect continued momentum in sales trends, while recognizing that consumers remain cautious.

Speaker #3: And we're building on that foundation to sharpen our priorities and continue to make deliberate choices about how we operate, invest, and generate stronger returns.

Speaker #1: Our team is focused on executing our initiatives and building on the progress we made. Beyond near-term performance, I want to discuss the strategic reassessment we outlined on our second quarter earnings call.

Speaker #3: As previously shared, we remain committed to generating operating margin leverage as comparable store sales move above approximately 2%. And important factor in this model is depreciation.

Speaker #1: As a reminder, we're taking a comprehensive look at our operating model, strategic priorities, and capital allocation. While the work continues, I want to share several perspectives and decisions that are already emerging and that we've made.

Speaker #3: Following several years of elevated capital investment, we expect depreciation growth to moderate to the mid-single-digit or lower in 2027. Additionally, we're not comfortable operating tractor supply at an operating margin below 9%.

Speaker #1: While our end markets—consumer environment and cost structures—have changed materially since we introduced our last long-term strategy in December 24, the investments we've made over the past several years have strengthened our business and positioned us for the next phase of growth.

Speaker #3: We believe this business can and should perform at a higher level, and we have work to do to get there. In the near term, our focus is on protecting operating margins in a challenging cost environment while positioning the business to generate stronger leverage as comparable sales improve.

Speaker #1: And we're building on that foundation to sharpen our priorities and continue to make deliberate choices about how we operate, invest, and generate stronger returns.

Speaker #3: To that end, we are taking actions on both gross margin and SG&A as we look towards 27 and 28. Like much of the retail industry, we are going to need to offset the reinvested tariff refunds and anticipate continued inflationary pressures particularly with higher diesel and commodity costs.

Speaker #1: As previously shared, we remain committed to generating operating margin leverage as comparable store sales move above approximately 2%. And important factor in this model is depreciation.

Speaker #1: Following several years of elevated capital investment, we expect depreciation growth to moderate to the mid-single-digit or lower in 2027. Additionally, we're not comfortable operating track supply at an operating margin below 9%.

Speaker #3: We are working closely with vendors on a broad range of efforts to improve product cost and offset inflation. As an example, renegotiated vendor support agreements are expected to generate more than 50 million dollars in annualized benefits next year.

Speaker #1: We believe this business can and should perform at a higher level, and we have work to do to get there. In the near term, our focus is on protecting operating margins in a challenging cost environment, while positioning the business to generate stronger leverage as comparable sales improve.

Speaker #3: We're also taking actions across pricing, assortment, and supply chain while maintaining compelling customer value and strengthening gross margin dollars. Additionally, we expect to realize STEM mile savings from our new distribution center in Nampa, Idaho, next year.

Speaker #1: To that end, we are taking actions on both gross margin and SG&A as we look toward 27 and 28. Like much of the retail industry, we are going to need to offset the reinvested tariff refunds and anticipate continued inflationary pressures particularly with higher diesel and commodity costs.

Speaker #3: On the SG&A side, we're targeting more than 75 million dollars in additional annual reductions over 27 and 28. These savings are incremental to the operating margin leverage we expect as comps move above 2%.

Speaker #3: This commitment reflects actions already underway, including the completed PetSense closures, adjustments we've made to our benefits programs, and a comprehensive rollout of our store productivity program that has been in pilot for several months.

Speaker #1: We are working closely with vendors on a broad range of efforts to improve product cost and offset inflation. As an example, renegotiated vendor support agreements are expected to generate more than $50 million in annualized benefits next year.

Speaker #3: We're also pursuing opportunities to reduce costs across our business, including supply chain operations, corporate efficiency, and the use of technology and process improvements to simplify work.

Speaker #1: We're also taking actions across pricing, assortment, and supply chain while maintaining compelling customer value and strengthening gross margin dollars. Additionally, we expect to realize STEM mile savings from our new distribution center in Nampa, Idaho, next year.

Speaker #3: Stronger comps, actions to offset cost pressures, moderating depreciation, and incremental productivity savings provide a path to restoring operating margins above 9% over time. Shifting to an update on our capital allocation priorities, over the past few years, we've made significant capital investments to support our sales growth following COVID and the launch of our Life Out Here 2030 initiatives.

Speaker #1: On the SG&A side, we're targeting more than $75 million in additional annual reductions over 27 and 28. These savings are incremental to the operating margin leverage we expect as comps move above 2%.

Speaker #1: This commitment reflects actions already underway, including the completed PetSense closures, adjustments we've made to our benefits programs, and a comprehensive rollout of our store productivity program that has been in pilot for several months.

Speaker #3: We've expanded and modernized our supply chain network, grew our fusion footprint to more than 60% of our stores, and built hundreds of new stores.

Speaker #3: With much of that investment behind us, we expect capital expenditures to moderate significantly and move below 4% of sales in 2027 and beyond, providing greater flexibility in deploying cash generated by the business.

Speaker #1: We're also pursuing opportunities to reduce cost across our business, including supply chain operations, corporate efficiency, and the use of technology and process improvements to simplify work.

Speaker #3: At the heart of our business is a strong culture grounded in our mission and values. Our team members bring that culture to life every day through legendary service and a genuine understanding of our customers and the out here lifestyle.

Speaker #1: Stronger comps, actions to offset cost pressures, moderating depreciation, and incremental productivity savings provide a path to restoring operating margins above 9% over time. Shifting to an update on our capital allocation priorities, over the past few years, we've made significant capital investments to support our sales growth following COVID and the launch of our Life Out Here 2030 initiatives.

Speaker #3: We recognize that our recent performance has not met our expectations, but we have confidence in our business, our team members, and the opportunities ahead.

Speaker #3: We're taking decisive action, intended to improve performance, strengthen our earnings power, and unlock the full potential of TRACTOR SUPPLY. We expect to provide additional detail on our 2027 priorities guidance and also our updated long-term financial framework as this work is completed.

Speaker #1: We've expanded and modernized our supply chain network, grew our fusion footprint to more than 60% of our stores, and built hundreds of new stores.

Speaker #1: With much of that investment behind us, we expect capital expenditures to moderate significantly and move below 4% of sales in 2027 and beyond, providing greater flexibility in deploying cash generated by the business.

Speaker #3: With that, I'll turn the call over to Kurt to discuss the quarter. Our outlook and the financial implications of the actions underway.

Speaker #2: Thank you, Hal. And good morning, everyone. I'll first build on Hal's comments by focusing on the financial performance in the quarter. Then how we are managing the current cost environment and wrap it up with our outlook.

Speaker #1: At the heart of our business is a strong culture grounded in our mission and values. Our team members bring that culture to life every day through legendary service and a genuine understanding of our customers and the out here lifestyle.

Speaker #2: Let me first add a few observations on the underlying sales trends. Transactions accelerated through the quarter and were generally positive outside of July. Units per transaction posted positive growth in every month and reached their strongest level of the year at quarter end.

Speaker #1: We recognize that our recent performance has not met our expectations, but we have confidence in our business, our team members, and the opportunities ahead.

Speaker #1: We're taking decisive action, intended to improve performance, strengthen our earnings power, and unlock the full potential of tractor supply. We expect to provide additional detail on our 2027 priorities guidance and also our updated long-term financial framework as this work is completed.

Speaker #2: Our consumable, usable, and edible categories also accelerated month over month. Taken together, these are indications of improvement in our core business. Our focus is on sustaining that improvement and translating it into more consistent comparable sales growth and stronger profitability.

Speaker #1: With that, I'll turn the call over to Kurt to discuss the Q3 outlook and the financial implications of the actions underway.

Speaker #2: Moving down the income statement, gross profit increased 2.6% to 1.42 billion dollars. Gross margin was approximately 36.4%, down about 90 basis points from the prior year.

Speaker #2: Thank you, Hal. And. Good morning, everyone. I'll first build on Hal's comments by focusing on the financial performance in the quarter. Then how we are managing the current cost environment and wrap it up with our outlook.

Speaker #2: There were several puts and takes within gross margin. The largest pressures were higher transportation costs, both in rising fuel costs and carrier rates, as well as the investments we've made to strengthen our price value position.

Speaker #2: These were partially offset by tariff-related benefits. Transportation pressures intensified from the second quarter, and were greater than we anticipated entering the third quarter. The higher transportation costs more than offset some of the productivity gains we continue to achieve across the supply chain.

Speaker #2: We are pleased with the early operational performance of our new DC and Nampa, Idaho, and we expect the benefits from that capacity and productivity to begin contributing more meaningfully as we move forward.

Speaker #2: Moving down the income statement, gross profit increased 2.6% to 1.42 billion dollars. Gross margin was approximately 36.4%, down about 90 basis points from the prior year.

Speaker #2: The approximately 100 million dollars full-year tariff refund benefit included recognition in gross margin of about 70 million dollars in Q2, 15 million in Q3, with the remaining 15 million expected in Q4.

Speaker #2: As we discussed in our last call, we planned to reinvest those dollars somewhat radically throughout the second, third, and fourth quarters as we provide value to our customers and help offset higher freight costs.

Speaker #2: As Hal described in his remarks, we are also taking actions across pricing, product costs, and supply chain operations to address these pressures and support gross margin improvement over time.

Speaker #2: Turning to SG&A, SG&A was approximately 1.12 billion dollars or 28.6% of sales. Compared with 28.1% in the prior year. The increase of 43 basis points primarily reflects fixed cost deleverage, given the level of comparable store sales.

Speaker #2: The approximately 100 million dollars full-year tariff refund benefit included recognition in gross margin of about $70 million in Q2, $15 million in Q3, with the remaining $15 million expected in Q4.

Speaker #2: It also includes 15 basis points of startup costs associated with our new distribution center. These pressures were partially offset by expense productivity, lower incentive compensation, and benefits from our fee development stores as part of our sale leaseback program.

Speaker #2: Importantly, we are beginning to see tangible progress from the actions we discussed last quarter, across the organization, teams are taking a more rigorous approach to spending, labor productivity, and resource allocation.

Speaker #2: That work is ongoing, and we believe there is additional opportunity ahead. Operating income for the quarter was 307.7 million dollars, representing an operating margin of approximately 7.9%.

Speaker #2: Turning to SG&A, SG&A was approximately 1.12 billion dollars, or $28.6% of sales. Compared with 28.1% in the prior year. The increase of 43 basis points primarily reflects fixed cost deleverage, given the level of comparable store sales.

Speaker #2: Our effective tax rate was 22.1% compared to 21.0% in the prior year, primarily reflecting the lapping of purchased tax credits in the prior year as part of our tax planning initiatives.

Speaker #2: Turning quickly to the balance sheet, average store inventory increased 4.8% compared to the prior year. The primary drivers were 3.5 points of inflation, inclusive of higher transportation costs, and approximately a point of growth from the load-in of inventory at our new distribution center.

Speaker #2: Importantly, we are beginning to see tangible progress from the actions we discussed last quarter. Across the organization, teams are taking a more rigorous approach to spending, labor productivity, and resource allocation.

Speaker #2: We continue to believe our inventory is in good shape and appropriate at this time. Turning now to the fourth quarter and our outlook for the balance of the year.

Speaker #2: That work is ongoing, and we believe there is additional opportunity ahead. Operating income for the quarter was $307.7 million, representing an operating margin of approximately 7.9%.

Speaker #2: As we enter the fourth quarter, we are reaffirming our 2026 guidance. The sales improvement we saw as we exited the third quarter is a positive sign, and our current planning assumptions contemplate positive comparable sales during the fourth quarter.

Speaker #2: At the same time, our outlook remains measured, and we have considered a variety of scenarios. The fourth quarter is our most weather-sensitive quarter. And there remains uncertainty around the consumer, particularly for discretionary and large-ticket purchases.

Speaker #2: That said, we are encouraged by the opportunities our seasonal and holiday offerings present. On gross margin, we expect a more stable year-over-year comparison in the fourth quarter than we experienced in the third quarter.

Speaker #2: We continue to believe our inventory is in good shape and appropriate at this time. Turning now to the fourth quarter and our outlook for the balance of the year.

Speaker #2: As we discussed in our last call, the prior year comparison becomes less challenging, and supply chain efficiencies from our new distribution center are expected to begin contributing to gross margin.

Speaker #2: Startup costs will continue to affect SG&A in the fourth quarter as this facility ramps. A more favorable comparison does not mean the underlying cost pressures have gone away.

Speaker #2: Higher transportation costs and inflation in certain commodities remain headwinds. We are responding through product cost management, selective pricing actions, supply chain productivity, and expense control while protecting our competitive value position.

Speaker #2: Our full-year adjusted operating margin outlook reflects our year-to-date performance, the more manageable fourth quarter gross margin comparison based on the rate of decline moderating, and the expense actions underway.

Speaker #2: Let me spend a moment on operating margin because we know this remains an important question for investors. A year ago, we discussed an operating margin inflection point around the 2% comparable sales range.

Speaker #2: Startup costs will continue to affect SG&A in the fourth quarter as this facility ramps. A more favorable comparison does not mean the underlying cost pressures have gone away.

Speaker #2: Our 2027 planning is focused on the actions required to support that performance while absorbing the current cost pressures such as higher fuel, freight, and commodity costs.

Speaker #2: At the same time, there are several structural factors working in our favor. We have and expect to continue realizing productivity improvements across our distribution network.

Speaker #2: Additionally, we are actively engaged to improve the economics of our vendor relationships to further reflect the investments we have made in our customer reach and capabilities.

Speaker #2: Our full-year adjusted operating margin outlook reflects our year-to-date performance, the more manageable fourth-quarter gross margin comparison based on the rate of decline moderating, and the expense actions underway.

Speaker #2: These benefits should help support our growth priorities and offset a portion of the cost of maintaining our value proposition. We are also taking actions across SG&A.

Speaker #2: The repositioning of PetSense will remove losses from the business. Depreciation growth should moderate as our capital spending normalizes. We have made meaningful progress on a comprehensive store productivity program, and we are taking an even more disciplined approach to where we allocate both capital and operating expenses.

Speaker #2: Our 2027 planning is focused on the actions required to support that performance while absorbing the current cost pressures such as higher fuel, freight, and commodity costs.

Speaker #2: Our objective remains straightforward: strengthen comparable sales performance and convert that improvement into stronger earnings growth and returns. Shifting to capital allocation, for 2026, we expect capital expenditures to trend towards the lower end of our range and share repurchases towards the higher end.

Speaker #2: At the same time, there are several structural factors working in our favor. We have, and expect to continue, realizing productivity improvements across our distribution network.

Speaker #2: Additionally, we are actively engaged to improve the economics of our vendor relationships to further reflect the investments we have made in our customer reach and capabilities.

Speaker #2: We now expect net capital expenditures in the range of 675 to 700 million dollars and share repurchases of 425 to 450 million dollars. The net capital expenditures forecast includes expected sale leaseback proceeds in the range of 325 to 350 million dollars.

Speaker #2: These benefits should help support our growth priorities and offset a portion of the cost of maintaining our value proposition. We are also taking actions across SG&A.

Speaker #2: It is important to note that approximately two-thirds of these proceeds represent a recovery of capital expenditures for the construction of new stores, while the remainder relates to existing store sale leaseback proceeds.

Speaker #2: Our objective remains straightforward: strengthen comparable sales performance and convert that improvement into stronger earnings growth and returns. Shifting to capital allocation, for 2026, we expect capital expenditures to trend toward the lower end of our range and share repurchases toward the higher end.

Speaker #2: As Hal discussed, we are continuing the work we began last quarter to sharpen our strategic priorities and capital allocation. Our focus is increasingly on improving the productivity of our existing assets and investing in capabilities that support future growth.

Speaker #2: We continue to see attractive economics from new stores. That has not changed. As discussed last quarter, we expect to moderate new store openings in 2027 to approximately 85 to 90 stores.

Speaker #2: We now expect net capital expenditures in the range of $675 to $700 million and share repurchases of $425 to $450 million. The net capital expenditures forecast includes expected sale leaseback proceeds in the range of $325 to $350 million.

Speaker #2: This is a capital allocation decision, not a change in our view of the long-term new store opportunity of 3,200 sites. We've also decided to move toward a more flexible seasonal garden center format that requires less capital while capturing the most productive selling periods.

Speaker #2: In addition, we intend to expand the outdoor recreation and wildlife supplies program to a meaningful number of our stores by the end of next year.

Speaker #2: Building on the strong customer response. More broadly, we are increasing our emphasis on digital delivery and final mile, pet and existing store productivity, areas where we see opportunities to strengthen our customer proposition, grow sales, and improve returns.

Speaker #2: We continue to see attractive economics from new stores—that has not changed. As discussed last quarter, we expect to moderate new store openings in 2027 to approximately 85–90 stores.

Speaker #2: We remain committed to an investment-grade balance sheet in our longstanding lease-adjusted leverage framework of approximately 2.0 to 2.5 times debt to EBITDA. Our capital return priorities include a growing dividend along with consistent share repurchases.

Speaker #2: This is a capital allocation decision, not a change in our view of the long-term new store opportunity of $3,200 sites. We've also decided to move toward a more flexible seasonal garden center format that requires less capital while capturing the most productive selling periods.

Speaker #2: As capital requirements moderate and productivity improves, we expect greater flexibility to return capital to shareholders while continuing to invest in the business. Stepping back, TRACTOR SUPPLY remains a differentiated business with significant competitive advantages.

Speaker #2: In addition, we intend to expand the outdoor recreation and wildlife supplies program to a meaningful number of our stores by the end of next year.

Speaker #2: A loyal and engaged customer base, a productive store network, a low-cost supply chain, and substantial opportunities to grow share of wallet. With that, I'll turn the call back to Hal for a few closing comments.

Speaker #2: Building on the strong customer response, more broadly, we are increasing our emphasis on digital delivery and final mile, pet, and existing store productivity—areas where we see opportunities to strengthen our customer proposition, grow sales, and improve returns.

Speaker #1: Thank you, Kurt. Before we open the call for questions, let me leave you with a few final thoughts. We made progress on sales in the third quarter.

Speaker #2: We remain committed to an investment-grade balance sheet in our long-standing lease-adjusted leverage framework of approximately $2.0 to $2.5 times debt-to-EBITDA. Our capital return priorities include a growing dividend along with consistent share repurchases.

Speaker #1: And we're encouraged by the customer response to the actions we're taking. At the same time, we recognize there is more work to do. Our priority is now to build on that momentum in the fourth quarter and drive more consistent performance across the business.

Speaker #2: As capital requirements moderate and productivity improves, we expect greater flexibility to return capital-to-shareholders while continuing to invest in the business. Stepping back, TRACTOR SUPPLY remains a differentiated business with significant competitive advantages.

Speaker #1: We also know that cost pressures remain, and some of those pressures will carry into 2027. And we're not waiting for the environment to improve.

Speaker #1: We're taking actions now to simplify how we operate, improve productivity, and get more out of the investments we've already made. As we look ahead, our priorities are clear.

Speaker #1: We need to drive stronger, comparable sales, manage costs with discipline, and focus our capital on the opportunities that generate the best returns. These actions will strengthen the fundamentals of our business and position TRACTOR SUPPLY for sustainable earnings growth and long-term value creation.

Speaker #1: Thank you, Kurt. Before we open the call for questions, let me leave you with a few final thoughts. We made progress on sales in the third quarter.

Speaker #1: As we move into the fourth quarter, our focus remains on being the dependable supplier our customers count on. Whether it's preparing for winter, caring for their animals, or maintaining their homes and properties, we have an important and critical role to play in their lives.

Speaker #1: I remain confident in our business, our strategy, and our team's ability to execute. We have a strong foundation, meaningful opportunities ahead of us, and a clear focus on the work required to deliver better results.

Speaker #1: We also know that cost pressures remain. And some of those pressures will carry into 2027. And we're not waiting for the environment to improve.

Speaker #1: We're taking actions now to simplify how we operate, improve productivity, and get more out of the investments we've already made. As we look ahead, our priorities are clear.

Speaker #1: I hope today's discussion gives you a better understanding of the progress we're making, the challenges we're addressing, and the work underway to strengthen TRACTOR SUPPLY for the long term.

Speaker #1: I want to thank our team members for their commitment to our customers and communities. The action action remains at the heart of TRACTOR SUPPLY and is the strength we will continue to build on.

Speaker #1: With that, let's open the call for questions.

Speaker #3: Thank you. We will now begin the question-and-answer session. If you would like to ask a question, please press star followed by 1 on your telephone keypad.

Speaker #3: If for any reason at all you would like to remove that question please press star followed by 2. Again, to ask a question, please press star 1.

Speaker #3: The first question comes from Peter Benedict with Baird. You may proceed.

Speaker #4: Oh, good morning, guys. Thanks for taking the question. Kurt, I think I'll just I'll just ask one about about gross margin. You said that the fourth quarter you're expecting more stable than 3Q.

Speaker #4: Is that just down less than the 90 basis points, or do you think it's going to be close to flat on a year-over-year basis?

Speaker #1: I want to thank our team members for their commitment to our customers and communities, the action action remains at the heart of TRACTOR SUPPLY, and this is a strength we will continue to build on.

Speaker #4: And as we kind of move into next year, I appreciate some of those the comments you guys have given around the things you're doing.

Speaker #1: With that, let's open the call for questions.

Speaker #3: Thank you. We will now begin the question-and-answer session. If you would like to ask a question, please press star followed by 1 on your telephone keypad.

Speaker #4: But I'm kind of curious on how we should be thinking about gross margin next year. We do have to lapse some of these tariff refunds.

Speaker #3: If for any reason at all you would like to remove that question please press star followed by 2. Again, to ask a question, please press star 1.

Speaker #4: How do we think about kind of the first half of next year? Just any color you can provide in terms of gross margin for next year in total.

Speaker #4: I know you talked about the $50 million savings, but it would be really helpful just to flesh that out a bit further. Thanks so much.

Speaker #3: The first question comes from Peter Benedict with Baird. You may proceed.

Speaker #5: Yeah, sure. Hey, Peter, good morning. Good morning to everybody as well. I'll do two things. I think to address your questions, I'll bridge third quarter to fourth quarter.

Speaker #4: Hi, good morning, guys. Thanks for taking the question. Kurt, I think I'll just I'll just ask one about about gross margin. You said that the fourth quarter you're expecting more stable than Q3.

Speaker #4: Is that just down less than the 90 basis points, or do you think it's going to be close to flat on a year-over-year basis?

Speaker #5: And then your second part of your question is a bit about addressing gross margin and some of the key pressures and offsets going into 2027.

Speaker #4: And as we kind of move into next year, I appreciate some of those the comments you guys have given around the things you're doing.

Speaker #5: Very specifically, we do expect our performance and gross margin year-over-year in Q4 to be better than it was in Q3. While modestly down, and I'd say modestly 10 or 30 basis points down would be our base case assumption.

Speaker #4: But I'm kind of curious about how we should be thinking about gross margin next year. We do have to lapse some of these tariff refunds.

Speaker #4: How do we think about kind of the first half of next year, just any color you could provide in terms of gross margin for next year in total?

Speaker #5: What really plays into that, from the key drivers, freight pressures we expect to continue to persist, and the pressure on gross margin similar to Q3.

Speaker #4: I know you talked about the $50 million savings, but it would be really helpful just to flesh that out a bit further. Thanks so much.

Speaker #5: There are easier compares in the third the fourth quarter than there was in Q3. If you look back, Q3 had one of the strongest gross margin performance of last year, and then we had higher promotions, a number of pressures in Q4 last year.

Speaker #2: Yeah, sure. Hey, Peter, good morning. Good morning to everybody as well. I'll do two things. I think to address your questions, I'll bridge third quarter to fourth quarter.

Speaker #2: And then your second part of your question is a bit about addressing gross margin and some of the key pressures and offsets going into 2027.

Speaker #5: So we're lapping some easier compares. As we've mentioned, we have put in some pricing actions. And so are there there are negotiations, there's partnerships with our vendors, and some pricing actions that are already mitigating some of the pressure in Q4.

Speaker #2: Very specifically, we do expect our performance and gross margin year-over-year in Q4 to be better than it was in Q3. While modestly down, and I'd say modestly 10 or 30 basis points down would be our base case assumption, what really plays into that from the key drivers, freight pressures we expect to continue to persist, and the pressure on gross margin similar to Q3.

Speaker #5: The last thing in Q4 is we begin to see benefits coming out of the new NAMPA DC, and we're roughly expecting about 15 to 20 basis points of benefit from the NAMPA DC beginning in Q4.

Speaker #5: As far as next year, we understand that we've got cost pressures that we've seen in Q3 and Q4. We're lapping about $100 million of tariff refunds.

Speaker #2: There are easier compares in the third the fourth quarter than there was in Q3. If you look back, Q3 had one of the strongest gross margin performance of last year.

Speaker #5: Hal made mention to the support and the negotiations with our vendors to be able to help offset that. The $50 million-plus that Hal mentioned can drive about 30 basis points of benefit next year.

Speaker #2: And then we had higher promotions, a number of pressures in Q4 last year, so lacking some easier compares. As we've mentioned, we have put in some pricing actions.

Speaker #5: We have about 10 basis points of benefit coming from a new distribution center. So when you think about lapping even the tariff refund benefit that we had this year, you're really closing the gap to about 20 basis points.

Speaker #2: And so are there there are negotiations, there's partnerships with our vendors, and some pricing actions that are already mitigating some of the pressure in Q4.

Speaker #2: The last thing in Q4 is we begin to see benefits coming out of the new NAMPA DC, and we're roughly expecting about 15 to 20 basis points of benefit from the NAMPA DC beginning in Q4.

Speaker #5: And we've said we're we've got cost negotiations, price selective pricing actions in place, and we believe that gap is pretty manageable. And we've talked about our SG&A cost benefits.

Speaker #2: As far as next year, we understand that we've got cost pressures that we've seen in Q3 and Q4. We're lapping about $100 million of tariff refunds.

Speaker #5: And this may be an environment that an overall operating margin our SG&A cost benefits are also helping solve the overall operating margin benefit. And with that, I think we've I think we've covered the primary drivers for both fourth quarter and the fiscal year.

Speaker #2: Hal made mention to the support and the negotiations with our vendors to be able to help offset that. The $50 million-plus that Hal mentioned can drive about 30 basis points of benefit next year.

Speaker #5: And I appreciate the question.

Speaker #4: Thank you.

Speaker #2: We have about 10 basis points of benefit coming from a new distribution center. So, when you think about lapping—even the tariff refund benefit that we had this year—you're really closing the gap to about 20 basis points.

Speaker #3: Thank you. The next question comes from Chris Horvers with JP Morgan. You may proceed.

Speaker #2: And we've said we're we've got cost negotiations, price selective pricing actions in place, and we believe that gap is pretty manageable. And we've talked about our SG&A cost benefits.

Speaker #4: Thanks. Thank you for taking my question. You mentioned a number of times the momentum and the business that you saw build in September and has continued in October.

Speaker #4: Can you provide more clarity on where you are quarter to date? And And then the pretty weather-sensitive business, do you to what extent do you think the weather has been maybe a helper in September and October in related to the momentum?

Speaker #2: In this may be an environment that an overall operating margin our SG&A cost benefits are also helping solve the overall operating margin benefit. And with that, I think we've I think we've covered the primary drivers for both fourth quarter and the fiscal year.

Speaker #4: Did inflation accelerate over the quarter? And is that part of the momentum that you're seeing versus on the unit side? And where do you think momentum where inflation lands in the fourth quarter of this year?

Speaker #2: And I appreciate the question.

Speaker #4: Thank you.

Speaker #3: Thank you. The next question comes from Chris Horvers with JPMorgan. You may proceed.

Speaker #4: Thanks so much.

Speaker #5: Yeah. Hey, Chris. Thanks for the question, and thanks for joining us on the call today. As mentioned on the call and your reiteration, the momentum that we saw sequentially improve through the third quarter leading to solid positive comps in September has continued into October.

Speaker #4: Thanks. Thank you for taking my question. You mentioned a number of times the momentum and the business that you saw build in September and has continued in October.

Speaker #5: So kind of our run rate for October is very much in line with what our exit and run rate was in September. If I were to point to a few things on on Q3, one, really across almost any measurement of share, our share performance improved in Q3.

Speaker #4: Can you provide more clarity on where you are quarter to date? And then the pretty weather-sensitive business, to what extent do you think the weather has been maybe a helper in September and October in related to the momentum?

Speaker #5: As it relates to the market, I would say the markets that we participated in were flat to perhaps modestly lesser more headwinds in the quarter.

Speaker #5: We had kind of lesser help. I don't think weather was a positive factor for us. And also, all the US retail sales data sets you look at, whether it was Census Bureau, NRF, et cetera, all slowed through the quarter, counter to our performance.

Speaker #4: Thanks so much.

Speaker #2: Yeah. Hey, Chris. Thanks for the question, and thanks for joining us on the call today. As mentioned on the call and your reiteration, the momentum that we saw sequentially improve through the third quarter leading to solid positive comps in September has continued into October.

Speaker #5: So I think all that's indicative of the share gains that we took. If you look at, say, year to date versus Q3 or first half versus Q3, the entire shift in our in our comp performance was in comp transactions.

Speaker #2: So kind of our run rate for October is very much in line with what our exit and run rate was in September. If I were to point to a few things on Q3, one, really across almost any measurement of share, our share performance improved in Q3.

Speaker #5: So it speaks to the our ability in Q3 to get more footsteps in the store and convert those footsteps into sales. And we're continuing to see that into Q4 here.

Speaker #5: We are running positive comp transactions and positive comps in the first 3 and 1/2 weeks here of Q4. And so we are continuing to see sequential improvement in comp transactions.

Speaker #2: As it relates to the market, I would say the markets that we participated in were flat to perhaps modestly less, with more headwinds in the quarter.

Speaker #5: As it relates to weather here for Q4, I think it's been kind of neutral-ish so far. I mean, that hurricane came through was really much to nothing.

Speaker #2: We had kind of less help. I don't think weather was a positive factor for us. And also, all the U.S. retail sales data sets you look at—whether Census Bureau, NRF, et cetera—all slowed through the quarter, counter to our performance.

Speaker #5: Actually left a little rain that impacted the first week, and then it's been nice modestly cool these last couple of weeks. But really flat kind of from a temperatures perspective versus last year.

Speaker #2: So, I think all that's indicative of the share gains that we took. If you look at, say, year-to-date versus Q3, or first half versus Q3, the entire shift in our comp performance was in comp transactions.

Speaker #5: So I would say our performance again in October is really been more around share gains and the work that we're doing versus any tailwinds that we're getting from the market.

Speaker #2: So it speaks to the our ability in Q3 to get more footsteps in the store and convert those footsteps into sales. And we're continuing to see that into Q4 here.

Speaker #5: Anyway, thanks so much, Chris, for the question.

Speaker #3: Thank you. Our next question comes from Steven Zacone with City. You may proceed.

Speaker #2: We are running positive comp transactions and positive comps in the first 3 and 1/2 weeks here of Q4. And so we are continuing to see sequential improvement in comp transactions.

Speaker #4: All right. Good morning. Thanks so much for taking my question. I want to follow up on Chris's question. Hal, I guess I was curious for your assessment of how much of some of the initiatives you have in place are getting you back to this sort of solidly positive comp.

Speaker #2: As it relates to weather here for Q4, I think it's been kind of neutral-ish so far. I mean, that hurricane came through was really much to nothing.

Speaker #4: And then what's missing to kind of see a little bit better growth in the business? Is it the macro sort of needs to get better from a consumer uncertainty perspective on the discretionary side?

Speaker #2: Actually left a little rain that impacted the first week. And then it's been nice modestly cool these last couple of weeks. But really, flat kind of from a temperatures perspective versus last year.

Speaker #4: As you look to '27, you take sort of a preliminary view, can some of these initiatives you have in place continue the business in sort of a solidly positive comp?

Speaker #2: So I would say our performance again in October is really been more around share gains and the work that we're doing versus any tailwinds that we're getting from the market.

Speaker #4: And any sort of quantification would be helpful.

Speaker #2: Anyway, thanks so much, Chris, for the question.

Speaker #5: Yeah. Thanks, Steven, for the question. And back to a little bit of the commentary. In the question with Chris, we would assert that the vast majority of the improvement that we saw in the quarter was due to the work and initiatives that the team has been pushing on.

Speaker #3: Thank you. Our next question comes from Steven Zacone with Citi. You may proceed.

Speaker #4: Hey, good morning. Thanks so much for taking my question. I wanted to follow up on Chris's question. I guess I was curious for your assessment of how much of some of the initiatives you have in place are getting you back to this sort of solidly positive comp.

Speaker #5: And I highlighted some of those in the calls related to our digital business performance, where customers are really embracing the improved customer experiences that we're from an online perspective, as well as the continued rollout of our final mile delivery program.

Speaker #5: And the combination of those two drove 16, 17 percent growth in our digital business for the quarter. Similarly, delivery continues to exceed all expectations and all plans that we've had.

Speaker #4: As you look to '27, you take sort of a preliminary view—can some of these initiatives you have in place continue the business in a solidly positive comp?

Speaker #5: We talked about how we're going to be leaning into that more next year. We're seeing significant growth and reception from our customers on that.

Speaker #4: And any sort of quantification would be helpful.

Speaker #2: Yeah, thanks, Steven, for the question. And back to a little bit of the commentary in the question with Chris. We would assert that the vast majority of the improvement that we saw in the quarter was due to the work and initiatives that the team has been pushing on.

Speaker #5: As I mentioned, on PET, we continue to see sequential improvement in that business. Very much you can look at the actions that we're taking as the underlying drivers of those.

Speaker #5: And again, I think that's in the context of share gain in that area. And then just overall in our Q business and our essential business, that is what we are the destination for.

Speaker #2: And I highlighted some of those in the calls related to our digital business performance. We're customers are really embracing the improved customer experiences that we're from an online perspective, as well as the continued rollout of our final mile delivery program.

Speaker #5: We are the grocery store for our customers' pets and animals. And we absolutely gain share on that in those categories in Q3. And we'll continue to.

Speaker #5: And a little bit on the margins, I just wanted to take a moment to talk about that. And Seth can provide some more detail in a future question if it comes up.

Speaker #2: And the combination of those two drove 16–17% growth in our digital business for the quarter. Similarly, delivery continues to exceed all expectations and all plans that we've had.

Speaker #5: But as it relates to Q4, we understand what we've got to do on margins and pricing and gross margin in Q4 and into next year.

Speaker #2: We talked about how we're going to be leaning into that more next year. We're seeing significant growth and reception from our customers on that.

Speaker #5: And hopefully you're taking away from today's call that we understand that mission, and we are taking actions on that mission. We're taking actions that relate to SG&A.

Speaker #2: As I mentioned, on PET, we continue to see sequential improvement in that business. Very much you can look at the actions that we're taking as the underlying drivers of those.

Speaker #5: We're also taking real actions that relate to cost of goods. And we are taking actions on it relates to pricing. While we're committed to being price competitively and leading in the market, we also know that this is an environment where pricing is likely going to be moving up over the next few months.

Speaker #2: And again, I think that's in the context of share gain in that area. And then just overall in our Q business and our essential business, that is what we are the destination for.

Speaker #5: We've already started that journey. We're seeing the market act very rationally as we do that. And we expect that will continue over the next few months.

Speaker #2: We are the grocery store for our customers' pets and animals. And we absolutely gain share on that in those categories in Q3. And we'll continue to.

Speaker #5: And we'll be a contributing factor to the improving margin rates that we're highlighting today.

Speaker #2: And a little bit on the margins, I just wanted to take a moment to talk about that. And Seth can provide some more detail in a future question if it comes up.

Speaker #2: But as it relates to Q4, we understand what we've got to do on margins and pricing and gross margin in Q4 and into next year.

Speaker #3: Thank you. The next question comes from Michael Lasser with UBS. You may proceed.

Speaker #2: And hopefully, you're taking away from today's call that we understand that mission. And we are taking actions on that mission. We're taking actions that relates to SG&A.

Speaker #6: Good morning. Thank you so much for taking my question. How much of the increased promotional and discounting posture do you think had an impact on your sales performance in the third quarter?

Speaker #2: We're also taking real actions that relates to cost of goods. And we are taking actions on it relates to pricing. While we're committed to being price competitively and leading in the market, we also know that this is an environment where pricing is likely going to be moving up over the next few months.

Speaker #6: And as you mentioned, it is a very challenging environment for the consumer. So to the extent that you maintain this position of being a bit more aggressive with your top 50 items, into next year, and the composition of your sales gravitates towards these more items that are on promotion, do you think you could keep your operating margin flat if you did comp 2 percent next year knowing all these puts and takes that you have in place today?

Speaker #2: We've already started that journey. We're seeing the market act very rationally as we do that, and we expect that will continue over the next few months.

Speaker #2: And we'll be a contributing factor to the improving margin rates that we're highlighting today.

Speaker #3: Thank you. The next question comes from Michael Lasser with UBS. You may proceed.

Speaker #6: Thank you so much.

Speaker #5: Hey, Michael. Thanks so much for the question. Appreciate you joining the call today. A few things I would assert. One, I wouldn't say that we were more promotional in Q3.

Speaker #5: Good morning. Thank you so much for taking my question. How much of the increased promotional and discounting posture do you think had an impact on your sales performance in the third quarter?

Speaker #5: We leaned into everyday value in Q3, but we certainly were not more promotional in Q3. The second thing I would say is we price and move our margins with across our full portfolio.

Speaker #5: And as you mentioned, it is a very challenging environment for the consumer. So to the extent that you maintain this position of being a bit more aggressive with your top 50 items, into next year, and the composition of your sales gravitates towards these more items that are on promotion, do you think you could keep your operating margin flat if you did comp 2 percent next year knowing all these puts and takes that you have in place today?

Speaker #5: So Seth and the team were doing an excellent job of knowing that we've got to improve our margins. Which means cost management with our vendors, as well as pricing actions.

Speaker #5: And we will do that in a way that keeps us favorably positioned in the market. As I mentioned, we're already seeing movement in the market over the last three or four weeks.

Speaker #5: And the market is acting very rationally as we make that movement. And we intend to continue to stay competitively positioned as we move into next year on these set of essential SKUs.

Speaker #5: Thank you so much.

Speaker #2: Hey, Michael. Thanks so much for the question. Appreciate you joining the call today. A few things I would assert. One, I wouldn't say that we were more promotional in Q3.

Speaker #5: The other thing I would just say, specifically to next year, yes, we are committed at a 2 percent comp to having operating margin kind of break even.

Speaker #2: We leaned into everyday value in Q3, but we certainly were not more promotional in Q3. The second thing I would say is we price and move our margins with across our full portfolio.

Speaker #5: That is our pivot point. And the 75 million that we talked about today that's incremental SG&A actions that will be taking that will fall over the next two years from an annualized perspective, those are incremental to that 2 percent operating margin inflection point.

Speaker #2: So, Seth and the team were doing an excellent job of knowing that we've got to improve our margins, which means cost management with our vendors, as well as pricing actions.

Speaker #5: We will provide further clarity in our next call on what the resulting range for operating margin is for next year, because obviously that's dependent upon what the comp sales outlook we have are.

Speaker #2: And we will do that in a way that keeps us favorably positioned in the market. As I mentioned, we're already seeing movement in the market over the last three or four weeks.

Speaker #5: But to be very clear, we are committed to holding our operating margins at 2 percent comp next year prior to the 75 million dollar incremental SG&A.

Speaker #2: And the market is acting very rationally as we make that movement, and we intend to continue to stay competitively positioned as we move into next year on this set of essential SKUs.

Speaker #2: The other thing I would just say, specifically to next year, yes, we are committed at a 2 percent comp to having operating margin kind of break even.

Speaker #3: Thank you. The next question comes from Simeon Gutman with Morgan Stanley. You may proceed.

Speaker #2: That is our pivot point. And the 75 million that we talked about today that's incremental SG&A actions that we'll be taking that will fall over the next two years from an annualized perspective, those are incremental to that 2 percent operating margin inflection point.

Speaker #7: Hey, Hal. Hey, Kurt. Thanks for taking my question. I wanted to ask about this 9 percent margin. You said I don't know if I've used the word right, but you're not satisfied if they go below that number, which I think is understandable.

Speaker #7: So investors have been beginning to condition by retailers to focus on operating income dollar growth rather than a margin target. So you're drawing a line at 9 percent.

Speaker #2: We will provide further clarity in our next call on what the resulting range for operating margin is for next year. Because obviously, that's dependent upon what the comp sales outlook we have are.

Speaker #7: And by the way, I don't think it's unreasonable. Is there a risk that you end up sacrificing investments that can drive dollar growth faster?

Speaker #2: But to be very clear, we are committed to holding our operating margins at 2% comp next year, prior to the $75 million incremental SG&A.

Speaker #7: But without diluting the margin rate. So how do you balance the objectives? And then how do you why do you think you can do both?

Speaker #5: Yeah, thanks, Simeon, for the question. I think this is to tie to tried and tested back and forth on retail, right? Operating margin dollars versus operating margin rate.

Speaker #3: Thank you. The next question comes from Simeon Gutman with Morgan Stanley. You may proceed.

Speaker #5: What I'd say is, at the highest level, we're always around driving operating margin dollars. That's what you take to the bank, and that's what drives the overall business.

Speaker #6: Hey, Hal. Hey, Kurt. Thanks for taking my question. I wanted to ask about this 9 percent margin. You said—I didn't know if I've used the word right—but you're not satisfied if they go below that number, which I think is understandable.

Speaker #5: That said, I would say there's obviously optics and perspectives that you have on the fundamentals of the business. And we're not comfortable running the business below a 9 percent operating margin.

Speaker #6: So investors have been beginning to condition retailers to focus on operating income dollar growth rather than a margin target. So you're drawing a line at 9 percent.

Speaker #5: And we know we need to move back above that. As quickly as possible. And we're confident that we can grow operating margin dollars continue to grow share and improve our comps as well as drive our operating margin rate back towards that goal.

Speaker #6: And by the way, I don't think it's unreasonable. Is there a risk that you end up sacrificing investments that can drive dollar growth faster?

Speaker #5: And as I said again, next year, we are building an operating model and a business plan that allows us at a 2 percent comp to inflect on operating margins and the 75 million dollars of SG&A work that we're doing that'll layer in over the next two years.

Speaker #6: But without diluting the margin rate. So, how do you balance the objectives? And then, why do you think you can do both?

Speaker #2: Yeah, thanks, Simeon, for the question. I think this is to tie try and test it back and forth on retail, right? Operating margin dollars versus operating margin rate.

Speaker #5: And we'll provide more details on how that layers in over the next two years in our upcoming call. But a good portion of it will be in the first year, just to set expectations.

Speaker #5: And that will be incremental to that 2 percent comp inflection point.

Speaker #2: What I'd say is, at the highest level, we're always around driving operating margin dollars. That's what you take to the bank. And that's what drives the overall business.

Speaker #2: That said, I would say there's obviously optics and perspectives that you have on the fundamentals of the business. And we're not comfortable running the business below a 9 percent operating margin.

Speaker #3: Thank you. The following comes from Chuck Ceransky with North Coast Research. You may proceed.

Speaker #2: And we know we need to move back above that. As quickly as possible. And we're confident that we can grow operating margin dollars continue to grow share and improve our comps as well as drive our operating margin rate back towards that goal.

Speaker #8: Good morning, everyone. Could you maybe restate your strategy now that you've got far fewer pet cents stores? More e-commerce and elevates in with pet VIP.

Speaker #2: And as I said again, next year, we are building an operating model and a business plan that allows us at a 2 percent comp to inflect on operating margins and the 75 million dollars of SG&A work that we're doing that'll layer in over the next two years.

Speaker #8: But maybe give us the update with all that combined, please.

Speaker #7: Yeah. Hey, Chuck. This is Seth. . Thanks for the question. Yeah, when we go back and we look at our pet strategy, it's really around three core pillars.

Speaker #2: And we'll provide more details on how that layers in over the next two years in our upcoming call. But a good portion of it will be in the first year, just to set expectations.

Speaker #7: And it starts with our store and our store assortments. With that, over the course of this last year, the team has done a very nice job.

Speaker #2: And that will be incremental to that 2% comp inflection point.

Speaker #7: Resetting every single consumable category in pet multiple times, driving a level of localization, driving key brands that we have, driving for health in our exclusive brands that we mentioned and prepared remarks that are continuing to considerably outperform, like kind of the broader brands within our store.

Speaker #3: Thank you. The following comes from Chuck Saranowski with North Coast Research. You may proceed.

Speaker #7: Good morning, everyone. Could you maybe restate your strategy now that you've got far fewer pet cents stores? More e-commerce and elevates in with pet VIP.

Speaker #7: And also just looking at total space allocation when you look at our store assortment from that perspective. We discuss how we've launched fresh pet in stores and we've raised our target on this year from 700 stores to 1,000.

Speaker #7: But maybe give us the update with all that combined, please.

Speaker #7: And we're very encouraged by the momentum we see there. We're around 40 percent of those buying in that fresh category, continue to be new or reactivated to pet at tractor supply.

Speaker #8: Yeah. Hey, Chuck. This is, I think, thanks for the question. Yeah, when we go back and we look at our pet strategy, it's really around three core pillars.

Speaker #8: And it starts with our store and our store assortments. With that, over the course of this last year, the team has done a very nice job resetting every single consumable category in pet multiple times, driving a level of localization, driving key brands that we have, driving for health in our exclusive brands that we mentioned and prepared remarks that are continuing to considerably outperform kind of the broader brands within our store.

Speaker #7: The second piece I'd tell you is around digital. We mentioned that subscription grew at triple digits. We're very pleased with that. We're also very pleased with how we're able to leverage our final mile delivery program and how we're leaning into our digital experience to make sure we win those consumers and be the most convenient shopping destination for life out here in rural America relative to pet.

Speaker #7: And also the extended categories and areas like poultry, equine, livestock, et cetera. And then the final piece I would just say is our ecosystem.

Speaker #7: We're building in services. Very pleased with not only our pet wash program, which we've mentioned before, that is driving just great customer engagement through both our neighbors' club and that being in stores.

Speaker #8: And also just looking at total space allocation when you look at our store assortment from that perspective. We discuss how we've launched fresh pet in stores and we've raised our target on this year from 700 stores to 1,000.

Speaker #8: And we're very encouraged by the momentum we see there. We're around 40 percent of those buying in that fresh category, continue to be new or reactivated to pet at TRACTOR SUPPLY.

Speaker #7: But also the integration of AllyVet and VIP Pet Care, where we have completed that integration now where AllyVet is the fulfillment arm for VIP Pet Care.

Speaker #7: We're on track there and we are very encouraged by the momentum we're seeing at that point. So it's really around the combination of our store base, our assortment, leaning into what's growing, leaning into digital and making sure we have the right experience across all channels.

Speaker #8: The second piece I'd tell you is around digital. We mentioned that subscription grew at triple digits. We're very pleased with that. We're also very pleased with how we're able to leverage our final mile delivery program and how we're leaning into our digital experience to make sure we win those consumers and be the most convenient shopping destination for life out here in rural America relative to pet.

Speaker #7: And finally, building what we believe to be the most unique pet ecosystem in our markets.

Speaker #8: And also the extended categories and areas like poultry, equine, livestock, et cetera. And then the final piece I would just say is our ecosystem.

Speaker #3: Thank you. The next question comes from Chuck Grom with Gordon Haskett Research Advisors. You may proceed.

Speaker #8: We're building in services. Very pleased with not only our pet wash program, which we've mentioned before, that is driving just great customer engagement through both our neighbors' club and that being in stores.

Speaker #8: Hey, good morning. Thanks very much. On the 50 SKUs you reduced price, Kurt, can you talk about the unit velocity you saw? And I guess the question is, would it make sense to accelerate that effort going forward?

Speaker #8: But also the integration of AllyVet and VIP Pet Care, where we have completed that integration now where AllyVet is the fulfillment arm for VIP Pet Care.

Speaker #8: And then just simple one, can you just quantify inflation here in 3Q and your expectations for 4Q? Thank you.

Speaker #5: Chuck, here's what I'll do with that. I'll take the second question first and then let Seth talk about the unit velocity and the volume of the positives we're seeing on our 50 essential SKUs.

Speaker #8: We're on track there, and we're very encouraged by the momentum we're seeing at that point. So, it's really about the combination of our store base, our assortment, leaning into what's growing, leaning into digital, and making sure we have the right experience across all channels.

Speaker #5: To your question on the inflation, and I'll just start with what we said going into the year that we could see a retail price inflation somewhere between 1 and 2 percent.

Speaker #8: And finally, building what we believe to be the most unique pet ecosystem in our markets.

Speaker #5: We saw relatively close to 1 percent in the first half of the year. In the Q3, it is actually below that number. And that has more to do with the investments we've made in pricing on these key essential SKUs and the fact that the Q consumables makes up some of the highest penetration in a quarter like Q3.

Speaker #3: Thank you. The next question comes from Chuck Graham with Gordon Haskett Research Advisors. You may proceed.

Speaker #7: Hey, good morning. Thanks very much. On the 50 SKUs you reduced price, Kurt, can you talk about the unit velocity you saw? And I guess the question is, would it make sense to accelerate that effort going forward?

Speaker #7: And then just simple one, can you just quantify inflation here in 3Q and your expectations for 4Q? Thank you.

Speaker #5: So retail price inflation was just under like 50 basis points. In there, the ticket was really mostly fueled by growth in units per transactions.

Speaker #2: Chuck, here's what I'll do with that. I'll take the second question first, and then let Seth talk about the unit velocity and the volume of the positives we're seeing on our 50 essential SKUs.

Speaker #5: And we do expect that the level of inflation to moderate more up to the level we saw in the first half of the year as part of Q4.

Speaker #2: To your question on inflation, I'll just start with what we said going into the year—that we could see retail price inflation somewhere between 1 and 2 percent.

Speaker #5: And then Seth can I'll turn it over to Seth to talk about the essential SKUs.

Speaker #7: Thanks, Kurt. Thanks, Chuck. Yeah, I would just say when you look at the 50 essential SKUs that we've really invested in over the course of the from kind of Q2 forward, we're going to continue to lean into that.

Speaker #2: We saw relatively close to 1 percent in the first half of the year. In the Q3, it is actually below that number. And that has more to do with the investments we've made in pricing on these key essential SKUs and the fact that the Q consumables makes up some of the highest penetration in a quarter like Q3.

Speaker #7: We've seen really strong UPT in transaction growth there, as well as we're seeing that drive the broader basket within tractor supply when you look holistically at the basket.

Speaker #7: It's not just those items that are are coming in and kind of cherry picking is for. It's actually driving trips. It's driving UPT and it's driving full basket.

Speaker #2: So, retail price inflation was just under, like, 50 basis points. In there, the ticket was really mostly fueled by growth in units per transaction.

Speaker #7: So you're going to see us to continue to lean into that. When you looked at Q3 as well, we also saw our price perception among our customer increase almost 200 full basis points on our customer experience survey.

Speaker #2: And we do expect that the level of inflation to moderate more, up to the level we saw in the first half of the year, as part of Q4.

Speaker #7: So it's showing that the consumers are noticing those price value perceptions. They're coming in. They're buying the full store. And you'll see us continue to lean in there.

Speaker #2: And then Seth can I'll turn it over to Seth to talk about the essential SKUs.

Speaker #7: And we'll when we'll be targeted to making sure we're managing margins appropriately there by also making sure that we are managing market share and driving growth.

Speaker #8: Thanks, Kurt. Thanks, Chuck. Yeah, I would just say when you look at the 50 essential SKUs that we've really invested in over the course of the from kind of Q2 forward, we're going to continue to lean into that.

Speaker #3: Thank you. The next question comes from Scott Ciccarelli with Truist. You may proceed.

Speaker #8: We've seen really strong UPT in transaction growth there, as well as seeing that drive the broader basket within Tractor Supply when you look holistically at the basket.

Speaker #6: Good morning, guys. Scott Ciccarelli. So two SG&A questions. First, I think your sale leaseback programs expected to be 75 to 100 million dollars higher than it was last year.

Speaker #8: It's not just those items are coming in and kind of cherry-picking is for. It's actually driving trips. It's driving UPT. And it's driving full basket.

Speaker #6: I know there's a cash component or proceeds component and then a one-time gain that you recognize. So is it fair to assume your SG&A benefit this year will be 75 to 100 million dollars higher than it was last year?

Speaker #8: So you're going to see us to continue to lean into that. When you looked at Q3 as well, we also saw our price perception among our customer increase almost 200 full basis points on our customer experience survey.

Speaker #6: And then secondly, what broad categories do you expect to be the biggest drivers of your expected SG&A reductions over the next two years? Thanks.

Speaker #8: So it's showing that the consumers are noticing those price-value perceptions. They're coming in, they're buying throughout the store, and you'll see us continue to lean in there.

Speaker #5: Scott, I'll go ahead and take that and start with the question on the sale leaseback program. The growth in the overall sale leaseback program is very much in line with what we signaled and we said is that a couple of years ago as we began to build these owned fixed fee developed stores where we invest the capital, it will take some time as you group those and you sell those off.

Speaker #8: And we'll when we'll be targeted to making sure we're managing margins appropriately there by also making sure that we are managing market share and driving growth.

Speaker #3: Thank you. The next question comes from Scott Ciccarelli with Truist. You may proceed.

Speaker #5: Good morning, guys. Scott Ciccarelli. So two SG&A questions. First, I think your sale leaseback programs expected to be 75 to 100 million dollars higher than it was last year.

Speaker #5: So all of the growth that you're seeing year over year on the cash proceeds is a new stores, which is why I emphasized the significant portion of that is related to new stores.

Speaker #5: I know there's a cash component. Our proceeds component and then a one-time gain that you recognize. So is it fair to assume your SG&A benefit this year will be 75 to 100 million dollars higher than it was last year?

Speaker #5: And then to your question about the gain, the gains are relatively consistent. We were slightly up in Q3. We're expected to be a few million dollars lower in Q4.

Speaker #5: And then secondly, what broad categories do you expect to be the biggest drivers of your expected SG&A reductions over the next two years? Thanks.

Speaker #5: And for the year, because of some efficiencies in the construction of new stores, we're actually seeing slightly higher year over year, but it's all related to the benefits of leveraging the size scale of owning the construction.

Speaker #2: Scott, I'll go ahead and take that and start with the question on the sale leaseback program. The growth in the overall sale leaseback program is very much in line with what we signaled and we said is that a couple of years ago, as we began to build these owned fixed-fee developed stores where we invest the capital, it will take some time as you group those and you sell those off.

Speaker #5: So you're getting some gains on new stores as we flip those. That will be more of the story going forward. Higher amounts of proceeds in cash is coming from new stores, less on an existing in regards to that.

Speaker #5: As far as the 75 million in cost savings as Hal mentioned, we've got a number of things that we've taken actions on. And then there's other areas in productivity across the chain that both principally in stores and in distribution centers and there's a meaningful portion of this is opportunities to be more efficient through technology, automation, or just using some of the upstream work in the supply chain to make some of the efforts more efficient at the store level and maybe John can just mention quickly like some of the benefits they're already seeing as Hal said they're in pilot.

Speaker #2: So all of the growth that you're seeing year over year on the cash proceeds is a new stores, which is why I emphasized the significant portion of that is related to new stores.

Speaker #2: And then to your question about the gain, the gains are relatively consistent. We were slightly up in Q3, and we're expected to be a few million dollars lower in Q4.

Speaker #2: And for the year, because of some efficiencies in the construction of new stores, we're actually seeing slightly higher year-over-year. But it's all related to the benefits of leveraging the size and scale of owning the construction.

Speaker #2: So you're getting some gains on new stores as we flip those. That will be more of the story going forward. Higher amounts of proceeds in cash is coming from new stores.

Speaker #7: Yeah, thanks, Kurt. I would just tell you first of all, we look at productivity all the time. We have a team in the store operations group that does a great job looking at this.

Speaker #2: Less on existing in regards to that. As far as the 75 million in cost savings as Hal mentioned, we've got a number of things that we've taken actions on.

Speaker #7: They've been in the stores. They know the stores. They're former store managers and they know how to continue to bring productivity down. And it shows just even in Q3, we had we leveraged labor and we also had top box in both overall satisfaction and Gurass scores.

Speaker #2: And then there are other areas in productivity across the chain, principally in stores and in distribution centers. A meaningful portion of this is opportunities to be more efficient through technology, automation, or just using some of the upstream work in the supply chain to make some of the efforts more efficient at the store level.

Speaker #7: Both year over year and quarter over quarter. We continue to look at productivity in the three different ways. One is how we improve customer service at belly to belly selling, full contact retail that we're known for and that we're always going to give.

Speaker #7: The technology and how we help the team with technology to drive sales, but also productivity. And improving our processes both upstream and downstream. So I tell you just from the testing we've done so far this year, there's a lot of no regret decisions in here.

Speaker #2: And maybe John can just mention quickly, like some of the benefits they're already seeing as Hal said, they're in pilot.

Speaker #7: When I look at the areas that we're there's waste and task and we can help our team members be even better. I working with Craig on things like when we get trucks, how the trucks should be loaded, what comes out first, working with Seth on things like signage, and how many signs, what are the signs, digital mapping of stores, and how do we put them up.

Speaker #8: Yeah, thanks, Kurt. I would just tell you, first of all, we look at productivity all the time. We have a team in the store operations group that does a great job looking at this.

Speaker #8: They've been in the stores. They know the stores. They're former store managers. And they know how to continue to bring productivity down. And it shows just even in Q3, we had we leveraged labor and we also had top box in both overall satisfaction and go-round scores.

Speaker #7: Or even just areas like recovery and inventory touches. We measure how many times we touch a piece of inventory, where it's at, and then also using technology in order to know where to recover, which aisle should recover, and then how do we fill things in the queue part of the business in both pet and feed.

Speaker #8: Both year over year and quarter over quarter. We continue to look at productivity in the three different ways. One is how we improve customer service.

Speaker #7: So we'll continue to drive this. It's meaningful over the next few years on this. And we're going to continue to move on the labor model, planograms, assembly a lot more, including on the field activity support teams where we've been able to help them.

Speaker #8: That belly-to-belly selling, full contact retail that we're known for and that we're always going to give. The technology and how we help the team with technology to drive sales, but also in productivity.

Speaker #8: And improving our processes, both upstream and downstream. So I tell you, just from the testing we've done so far this year, there's a lot of no-regret decisions in here.

Speaker #7: And now we now have a field activity support team member in every single store that also helps drive that test down.

Speaker #8: When I look at the areas where there’s waste in tasks and where we can help our team members be even better, I’m working with Craig on things like, when we get trucks, how the trucks should be loaded, what comes out first.

Speaker #3: Thank you. The following comes from Christopher Nardone with Bank of America. You may proceed.

Speaker #6: Thanks, team. Good morning. So sorry to ask another pricing question, but I think the prior message was your investments in these unbeatable prices was expected to be more of a temporary phenomenon.

Speaker #8: Working with Seth on things like signage. And how many signs, what are the signs, digital mapping of stores, and how do we put them up.

Speaker #8: Or even just areas like recovery and inventory touches. We measure how many times we touch a piece of inventory, where it's at, and then also using technology in order to know where to recover, which I also should recover.

Speaker #6: And now it seems like the tone is changing a bit, that you want to keep prices on key SKUs lower for longer. Is this the right message?

Speaker #6: Are we interpreting this correctly? And then just going back to the inflation comments, loud and clear in the back half, but is there a possibility that inflation can rise above 1% heading into 2027?

Speaker #8: And then how we fill things in the queue part of the business in both pet and feed. So we'll continue to drive this. It's meaningful over the next few years on this.

Speaker #8: And we're going to continue to move on the labor model, planograms, assembly a lot more, including on the field activity support teams, where we've been able to help them.

Speaker #6: I think historically we've seen this 2 to 3 quarter lag track in commodity prices, but want to see if this time is different given the promotional strategy.

Speaker #8: And now we now have a field activity support team member in every single store that also helps drive that test down.

Speaker #6: Thank you.

Speaker #5: Yeah. Hey, Chris, thanks so much for the question and for being on the call today. I'd start with first like track supply. We are the destination for consumables for our customers.

Speaker #3: Thank you. The following comes from Christopher Nardone with Bank of America. You may proceed.

Speaker #5: We are the grocery store for our customers, pets and animals. And we're committed as and we always have been to being every day low priced on those items.

Speaker #5: Thanks, team. Good morning. So sorry to ask another pricing question, but I think the prior message was your investments in these unbeatable prices was expected to be more of a temporary phenomenon.

Speaker #5: In Q2, what we did was some incremental investment in some of those core essentials, given the current market conditions, to stimulate some transactions and to drive some footsteps into our stores.

Speaker #5: And now it seems like the tone is changing a bit, that you want to keep prices on key skews lower for longer. Is this the right message?

Speaker #5: Are we interpreting this correctly? And then just going back to the inflation comments, loud and clear in the back half, but is there a possibility that inflation can rise above 1% heading into 2027?

Speaker #5: That was effective. We now are maintaining that position, but in the context of the market with higher cost. And we are seeing the market move some here in the at the end of the third quarter and beginning of the fourth quarter to reflect some of these higher costs.

Speaker #5: I think historically we've seen this two- to three-quarter lag tracking commodity prices, but I want to see if this time is different given the promotional strategy.

Speaker #5: But we are committed to maintaining our best competitive our competitive position as the market does that, as we always are. So I don't know that I would I would you should be taken away that it's like going to be extended for longer.

Speaker #5: Thank you.

Speaker #2: Yeah. Hey Chris, thanks so much for the question and for being on the call today. I'd start with, first, Tractor Supply. We are the destination for consumables for our customers.

Speaker #2: We are the grocery store for our customers, pets, and animals. And we're committed as and we always have been to being every day, low priced on those items.

Speaker #5: It's kind of who we always have been. And we just leaned in a little incrementally for a couple, three months to try to stimulate the market a little bit.

Speaker #5: As it relates to next year, we'll provide further guidance on 2027 and our next call and provide more details. But I'd say we are encouraged by our Q4 performance to date to see a very healthy blend of positive comp transactions, positive units per ticket, and also positive AUR.

Speaker #2: In Q2, what we did was some incremental investment in some of those core essentials, given the current market conditions, to stimulate some transactions. And to drive some footsteps into our stores.

Speaker #2: That was effective. We now are maintaining that position, but in the context of the market with higher cost. And we are seeing the market move some here in the at the end of the third quarter and beginning of the fourth quarter.

Speaker #5: It's a very healthy profile as we're now kind of mostly through October. And our goal would be to continue that into 2027 with a healthy balance across all of those drivers of sales.

Speaker #2: To reflect some of these higher costs. But we are committed to maintaining our best competitive position as the market does that, as we always are.

Speaker #2: So I don't know that I would you should be taken away that it's like going to be extended for longer. It's kind of who we always have been.

Speaker #3: Thank you. The next question comes from Seth Sigman with Barclays. You may proceed.

Speaker #2: And we just leaned in a little incrementally for a couple, three months to try to stimulate the market a little bit. As it relates to next year, we'll provide further guidance on 2027 and our next call and provide more details.

Speaker #6: Hey, good morning everyone. I guess it's a bigger picture question and somewhat of a follow-up, but I guess the message is that you're more aggressive on price than you've been on recent years.

Speaker #6: And at the same time, you're saying that you can deliver operating leverage. On a lower comp than in the past. And you give us a lot of examples, which we appreciate.

Speaker #2: But I'd say we are encouraged by our Q4 performance today to see a very healthy blend of positive comp transactions, positive units per ticket, and also positive AUR.

Speaker #6: But I guess what's fundamentally changing across the organization to support that? I guess to give investors confidence that this is achievable. And then I guess somewhat related as you think about next year, a lot of moving pieces in 26, but is the right way to look at this basically 26 guidance, the adjusted EPS, that is the right base to grow off of in 2027 despite all the moving pieces?

Speaker #2: It's a very healthy profile as we're now kind of mostly through October. And our goal would be to continue that into 2027 with a healthy balance across all of those drivers of sales.

Speaker #6: Thanks so much.

Speaker #5: Yeah. Hey, Seth. I'll take those. I'll start right there with your last last question. 26 is the right basis to be jumping off of.

Speaker #3: Thank you. The next question comes from Seth Sidman with Barclays. You may proceed.

Speaker #6: Good morning, everyone. I have a bigger picture question, and it's somewhat of a follow-up. I guess the message is that you're more aggressive on price than you've been in recent years.

Speaker #5: We've said particularly like with tariff refunds, we are going to manage through out the year. That may create a little bit of choppiness in the gross margin and operating margin, but we're going to invest in this moment when it's the right thing to do to drive value.

Speaker #6: And at the same time, you're saying that you can deliver operating leverage. On a lower comp than in the past. And you give us a lot of examples, which we appreciate.

Speaker #5: That's created the right overall basis to leap into 2027. And when to your question about operating margin, I'm already walked through gross margin and how we could see that play out.

Speaker #6: But is the right way to look at this basically 2026 guidance, the adjusted EPS—that is the right base to grow off of in 2027 despite all the moving pieces?

Speaker #5: The biggest pressure on operating margin certainly has been the investments and how that plays out in depreciation growth. And you know the softer or comps below 2%.

Speaker #6: Thanks so much.

Speaker #2: Yeah. Hey, Seth. I'll take those. I'll start right there with your last question. '26 is the right basis to be jumping off of. We've said particularly like with tariff refunds, we are going to manage through out the year.

Speaker #5: And so there's a lot of work that you hear that we've been doing and we think about you know going forward to 2027. In the areas that we know and in our control, depreciation is how mentioned monitoring down to mid single digits or lower next year.

Speaker #2: That may create a little bit of choppiness in the gross margin and operating margin, but we're going to invest in this moment when it's the right thing to do to drive value.

Speaker #5: That's coming off of like a 7% growth this year. And we believe we can have lower growth in depreciation. And start to actually see leverage in that case.

Speaker #5: We've we've also seen operations at the core operations and John just got done talking about how we even saw lower labor hours in Q3 than the year before.

Speaker #2: That's created the right overall basis to leap into 2027. And, to your question about operating margin, I've already walked through gross margin and how we could see that play out.

Speaker #5: Store wages leveraging even at a comp sales below 2%. So we've got significant results already in the core operations. I look at Q3's SG&A, when you back out the one time on the new distribution center, it gives really good evidence that the model is playing out to be able to lever at that point.

Speaker #2: The biggest pressure on operating margin certainly has been the investments and how that plays out in depreciation growth. And the softer or comps below 2%.

Speaker #2: And so, there's a lot of work that you hear that we've been doing as we think about going forward to 2027. In the areas that we know and are in our control, depreciation, as mentioned, is moderating down to mid-single digits or lower next year.

Speaker #5: And then lastly, we know that there's cost pressures. We know there's some things that are uncertainty. The 75 million two-year cost saving targets gives us the opportunity to either overachieve on that, offset unexpected costs, but the combination of all of those allows us to you know claw our way back to a stronger operating margin.

Speaker #2: That's coming off of like a 7% growth this year. And we believe we can have lower growth in depreciation and start to actually see leverage in that case.

Speaker #2: We've also seen operations at the core operations and John just got done talking about how we even saw lower labor hours in Q3 than the year before.

Speaker #5: And that's really the difference than the last that the last couple years. And I hope that helps give the insights that we see and the confidence we have on the things that we can control that gives us that ability.

Speaker #2: Store wages are leveraging even at comp sales below 2%. So we've got significant results already in the cooperations. I look at Q3's SG&A—when you back out the one-time on the new distribution center, it gives really good evidence that the model is playing out to be able to lever at that point.

Speaker #4: More question.

Speaker #3: Thank you. The last question comes from Steve Forbes with Guggenheim Securities. You may proceed.

Speaker #2: And then lastly, we know that there's cost pressures. We know there's some things that are uncertainty. The 75 million two-year cost saving targets gives us the opportunity to either overachieve on that, offset unexpected costs, but the combination of all of those allows us to claw our way back to a stronger operating margin.

Speaker #7: Good morning. How, Kirk? How, if we maybe just revisiting tractors price value proposition one last time here. I was curious if you could maybe expand on your initial thinking about how price zones will evolve and or work in an agentic world, inclusive of how tractor prices products today online, right, nationally, regionally, locally.

Speaker #2: And that's really the difference from the last couple of years. I hope that helps give the insight that we see and the confidence we have in the things that we can control, which gives us that ability.

Speaker #7: And if the team really has a good handle on the full scope of investment, it required to fully optimize price perception, you know, across the full assortment, right, beyond beyond the 50 SKUs.

Speaker #7: Like is is there is there reason to think that there is additional investment required or or or should we think about, you know, sort of the efforts being made during this, you know, deflationary period of time as as sort of one and done?

Speaker #3: More questions. Thank you. The last question comes from Steve Forbes with Guggenheim Securities. You may proceed.

Speaker #5: Good morning. How, Kurt? How, if we maybe just revisiting TRACTOR's price value proposition one last time here. I was curious if you could maybe expand on your initial thinking about how price zones will evolve and/or work in an agentic world, inclusive of how TRACTOR prices products today online, right, nationally, regionally, locally.

Speaker #5: Yeah. Thanks, Steve. Tried to hit a few things on that to to close out here. First off, we our customer we have a strong price perception with our customers and we've always had a strong price perception to customers.

Speaker #5: It's something we monitor, you know, monthly in our in our brand tracker. And our and our customer trackers that all the information that we have there.

Speaker #5: And we've always had a strong price perception. Given the market dynamics in Q2, we leaned more heavily in that and we saw some improvement there.

Speaker #5: And if the team really has a good handle on the full scope of investment, it required to fully optimize price perception. Across the full assortment, right, beyond the 50 SKUs.

Speaker #5: But it was an improvement related to already a good starting position to be clear. And this is not something that we this is something that we've done frequently in our history from time to time when we need to jump start some transactions.

Speaker #5: Like is there reason to think that there is additional investment required? Or should we think about sort of the efforts being made during this deflationary period of time as sort of one and done?

Speaker #5: We did this in 2022. We did this back in 2009. We've done this in other other parts of our of our company's history as well.

Speaker #2: Yeah. Thanks, Steve. Tried to hit a few things on that to close out here. First off, we our customer we have a strong price perception with our customers.

Speaker #5: But to be very clear, we stand for price with our customers and as we look forward, we're confident that we can manage margin and our price perception as we always have.

Speaker #5: As I mentioned, the market is acting very rationally right now. The higher costs that we're seeing are everyone in retail is seeing these higher costs, right?

Speaker #2: And we've always had a strong price perception with customers. It's something we monitor monthly in our brand tracker and our customer trackers, along with all the information that we have there.

Speaker #5: Everyone in retail has been paying freight bills at a higher rate for the last six months. Those are all going on the balance sheet and those are all going to have to roll into cogs and gross margin over time.

Speaker #2: And we've always had a strong price perception. Given the market dynamics in Q2, we leaned more heavily in that. And we saw some improvement there.

Speaker #5: We know that task. We're ahead of that task. We're making adjustments in our in our pricing structure and we're making adjustments of our vendors to offset that.

Speaker #2: But it was an improvement related to already a good starting position to be clear. And this is not something that we this is something that we've done frequently in our history from time to time when we need to jumpstart some transactions.

Speaker #5: As it relates to kind of the more broader comments, Steve, online and stores, we have a kind of a strong belief that online and stores pricing should mirror each other.

Speaker #2: We did this in 2022. We did this back in 2009. We've done this in other parts of our company's history as well. But to be very clear, we stand for price with our customers.

Speaker #5: And you know, we've always acted and operated in that way. There probably 80ish percent of our SKUs are kind of nationally priced for the most part across our price zones.

Speaker #2: And as we look forward, we're confident that we can manage margin and our price perception as we always have. As I mentioned, the market is acting very rationally right now.

Speaker #5: That's that's reflective of map pricing categories like pet or in power tools. And also just the ubiquity of pricing on a lot of the items that we carry nationwide.

Speaker #2: The higher costs that we're seeing—everyone in retail is seeing these higher costs, right? Everyone in retail has been paying freight bills at a higher rate for the last six months.

Speaker #5: On the 20% that are tailored, those are the ones that our customers understand should be tailored because they're reflective of the cost locally to get that product to a store.

Speaker #2: Those are all going on the balance sheet, and those are all going to have to roll into COGS and gross margin over time. We know that task.

Speaker #5: You know, and dominantly that's an area that's like feed. The proximity of the feed mills, the cost of the freight to that to that location.

Speaker #2: We're ahead of that task. We're making adjustments in our pricing structure. And we're making adjustments of our vendors to offset that. As it relates to kind of the more broader comments, Steve, online and stores, we have a kind of a strong belief that online and stores pricing should mirror each other.

Speaker #5: And it's no different than like in my past life. In home improvement, concrete was priced very much the same way. It's based on the the distance to travel as it's a heavy item.

Speaker #5: And we price based on cost and we price on price based on competition in those. And I think even in a in a fully transparent world as we move forward, you know, that much of that will will remain.

Speaker #2: And we've always acted and operated in that way. There are probably 80-ish percent of our SKUs that are kind of nationally priced, for the most part, across our price zones.

Speaker #5: But again, want to just finish where I started. We're pleased with our Q3 performance. We know we've got more work to do. We continue to have sales momentum as we move into Q4.

Speaker #2: That's reflective of MAP pricing categories like PET or in Power Tools. And also just the ubiquity of pricing on a lot of the items that we carry nationwide.

Speaker #5: We're conscious of the cost increasing costs that are coming at our business and hopefully you took away today that we are taking action. We know the challenge and we know the work we've got to get done and we're not resting on our laurels.

Speaker #2: On the 20% that are tailored, those are the ones that our customers understand should be tailored, because they're reflective of the cost locally to get that product to a store.

Speaker #5: Driving sales, taking SG&A actions, taking gross margin actions, doing that both near term and heading into 2027. We appreciate everybody's time on the call today and we look forward to further updates in the next next quarter.

Speaker #2: And dominantly, that's an area that's like feed. The proximity of the feed mills, the cost of the freight to that location. And it's no different than like in my past life.

Speaker #2: In home improvement, concrete was priced very much the same way. It's based on the distance to travel as it's a heavy item. And we price based on cost.

Speaker #3: To me, that'll wrap our

Speaker #4: call now. Thank you everyone for joining us.

Speaker #2: And we price based on competition in those. And I think even in a fully transparent world, as we move forward, that much of that will remain.

Speaker #2: But again, want to just finish where I started. We're pleased with our Q3 performance. We know we've got more work to do. We continue to have sales momentum as we move into Q4.

Speaker #2: We're conscious of the cost increasing costs that are coming at our business. And hopefully, you took away today that we are taking action. We know the challenge.

Speaker #2: And we know the work we've got to get done. And we're not resting on our laurels. Driving sales, taking SG&A actions, taking gross margin actions, doing that both near term and heading into 2027.

Speaker #2: We appreciate everybody's time on the call today. And we look forward to further updates in the next quarter.

Speaker #3: That will wrap up our call now. Thank you, everyone, for joining us.