Release Date: February 26, 2025
For the complete transcript of the earnings call, please refer to the full earnings call transcript.
Q: What drove the stronger performance in Canada and international markets, and do you expect these businesses to continue outperforming? A: Ernie Herrman, CEO, explained that the strong performance was due to effective execution of a flow plan, particularly in the gift-giving period before Christmas, which benefited both Europe and Canada. The focus on specific gift categories and a balanced product mix also contributed. Herrman expressed confidence in continued strong performance due to seasoned management in these regions.
Q: Are you seeing any changes in customer behavior, particularly in terms of trading down at the higher end or reactions to sharper price value offerings? A: Ernie Herrman noted that it is challenging to measure specific demographic shifts due to strong performance across all income levels. John Klinger, CFO, added that they observed increases in both lower and higher income demographic areas, indicating broad-based market share gains rather than specific demographic shifts.
Q: Can you elaborate on new customer acquisition trends and the breadth of your product assortment into the spring? A: John Klinger highlighted strong transaction growth and an increase in younger customers, particularly in the 18 to 34 age range. Ernie Herrman emphasized the expansion of their vendor base and product categories, noting that their breadth of product is enhanced compared to the previous year, contributing to their success.
Q: What are your expectations for merchandise margin expansion, considering mark-on versus tariffs, and what are your expectations for shrink for the year? A: Ernie Herrman explained that the impact of tariffs is minimal due to their small percentage of direct imports from China. The focus remains on buying goods based on retail potential rather than cost factors like tariffs. John Klinger mentioned a small improvement in shrink is expected, driven by the annualization of last year's initiatives.
Q: How do you view real estate availability in the US, and is there potential for rent inflation? A: John Klinger stated that they see ample real estate opportunities, particularly in rural areas and locations with large box closures. They are optimistic about expanding into these areas, which is reflected in their increased store potential.
Q: Can you discuss the performance of different categories like apparel, home, footwear, and accessories, and how you plan to manage these in 2026? A: Ernie Herrman noted that while both apparel and home saw increases, home and accessories performed particularly well. He expressed bullishness on the home category, citing its unique positioning and potential for further growth.
Q: How are you selecting locations for new stores, and is there an opportunity for smaller footprint stores in the US? A: Ernie Herrman and John Klinger explained that they are opportunistic in selecting locations, considering potential transfer sales and market demographics. They see opportunities for smaller format stores in certain areas, which could minimize transfer sales and enhance profitability.
Q: How are you managing relationships with both large consolidated brands and smaller niche brands? A: Ernie Herrman emphasized the importance of nurturing relationships with large brand houses for their eclectic mix and non-visible manner. He also highlighted the focus on new niche brands, which are crucial for maintaining a dynamic vendor list and enhancing the treasure hunt shopping experience.
For the complete transcript of the earnings call, please refer to the full earnings call transcript.
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