BJ's Restaurants, Inc. (BJRI) Q3 2025 Earnings Call Transcript
Access earnings results, analyst expectations, report, slides, earnings call, and transcript.
Overview
The earnings call presented a positive outlook with expected sales growth, profitability improvement, and strategic initiatives like a revamped pizza platform. The Q&A session reinforced this with increased customer frequency and satisfaction, successful marketing efforts, and plans for expansion. Despite some lack of specifics on remodel costs and returns, the overall sentiment remains optimistic, supported by share repurchase plans and operational efficiency improvements. The absence of a market cap suggests moderate stock price movement, likely in the positive range of 2% to 8%.
Key Financial Performance
Same-store sales growth Q3 delivered 0.5% same-store sales growth, which included a slow start to the quarter, with the remainder of the quarter averaging roughly plus 1.5% comp growth for the final 2 months. This growth was attributed to the positive year-on-year momentum in the business and the continued refinement of marketing strategies.
Restaurant level operating margins 12.5% in Q3, representing an improvement of 80 basis points year-over-year. This improvement was driven by focused efforts on table stakes, simplification, restaurant outliers, and the Pizookie Meal Deal platform.
EBITDA margins 6.4% in Q3, representing an improvement of 70 basis points year-over-year. This was attributed to operational efficiencies and the same factors driving restaurant-level operating margins.
Traffic growth Traffic is tracking at roughly plus 3.5% year-on-year, close to 9% on a 2-year basis. This growth was driven by the Pizookie Meal Deal, social media engagement, and seasonal menu items.
Gross margin Gross margin (check less food and beverage) is up 90 basis points year-over-year. This improvement was due to menu management and operational efficiencies.
Restaurant level operating profit $41.3 million in Q3, an 8.8% increase year-over-year. This was driven by the same factors improving restaurant-level operating margins.
Adjusted EBITDA $21.1 million in Q3, a 14.1% increase year-over-year. This was attributed to operational improvements and cost management.
Cost of sales 25.7% in Q3, 90 basis points favorable to a year ago. This was driven by higher beef and seafood costs, partially offset by lower costs for bone-in chicken, and benefits from margin improvement initiatives.
Labor and benefit expenses 37.1% of sales in Q3, flat year-over-year. While there was leveraging of hourly and management labor, this was offset by higher anticipated medical cost inflation related to workers' compensation.
Marketing costs Increased by 10 basis points year-over-year, driven by a shift towards social influencer and word-of-mouth strategies, which resulted in a 300% increase in earned media impressions and a 350% increase in overall engagement.
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Operating Highlights
Pizookie Meal Deal: Continued to resonate with guests, driving increased traffic, recruiting new guests, and improving guest frequency metrics. Integrated as a core value platform.
Pizza Refresh: Launching a refreshed pizza platform across the system on November 6, 2025, with plans to introduce the first LTO pizza product in over 5 years in Q1 2026.
Seasonal Pizookies: Two new seasonal Pizookies (Monkey Bread Pizookie and Dubai Chocolate Pizookie) launching in November 2025, driving social media engagement and traffic.
Menu Simplification: Net reduction of 6 menu items in 2025, with further reductions planned in January 2026 to improve operational efficiency.
Social Media and Influencer Marketing: Shifted marketing focus to social influencers and word of mouth, resulting in a 300% increase in earned media impressions and a 350% increase in engagement year-over-year.
Late-Night Daypart Growth: Continued growth in late-night traffic, contributing to overall traffic-driven sales growth.
Operational Efficiency: Achieved 12.5% restaurant-level operating margins and 6.4% EBITDA margins, with improvements in guest satisfaction and team member retention metrics.
Simplification Efforts: Removed over 0.5 million unnecessary POS clicks, improving team member efficiency and guest experience.
AI-Driven Labor Model: Rolling out an AI-driven activity-based labor model to 30% of the system by early 2026 to optimize staffing.
Remodel Program: Completed 20 remodels in 2025, bringing the total to 72 over three years, with plans to continue in 2026.
New Unit Growth: Signed two leases and targeting up to two new openings in late 2026 to pilot a refreshed BJ's prototype.
Training Initiatives: Rolling out a comprehensive refresh to manager and team member training, fully implemented by Q1 2026, to ensure consistent operations and hospitality.
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Risk or Challenges
Market Conditions: The company experienced a slow start to Q3, with only 0.5% same-store sales growth, indicating potential vulnerability to market fluctuations.
Competitive Pressures: The company is not aiming to win a share of voice battle in marketing, which could limit its competitive positioning in the market.
Economic Uncertainties: There is continued pressure on alcohol beverage attachment and check compression, which could impact revenue growth.
Strategic Execution Risks: The company is undergoing significant changes, including a pizza platform refresh and new training programs, which may pose execution risks.
Supply Chain Disruptions: Food cost inflation of approximately 2% year-over-year, driven by higher beef and seafood costs, indicates potential supply chain challenges.
Operational Challenges: The company faces challenges in managing labor costs, with medical cost inflation related to workers' compensation offsetting labor efficiency gains.
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Guidance & Outlook
Full Year Top Line Guidance: Reiterated full year top line guidance of approximately 2%.
2025 Comp Sales Guidance: Reiterated guidance of approximately +2%.
Restaurant-Level Operating Profit: Guidance of $211 million to $219 million for 2025.
Adjusted EBITDA: Guidance of $132 million to $140 million for 2025.
Capital Expenditures: Guidance of $65 million to $75 million for 2025.
Share Repurchases: Increased expected share repurchases to $65 million to $80 million, depending on market conditions.
Inflation Assumptions: Overall inflation increase from approximately 2% in Q3 to mid-2% in Q4.
2026 Strategic Focus: Focus on team member experience, handcrafted food and beverage development, delivering Wow Hospitality, advancing technology initiatives, and investing in remodel programs.
2026 Remodel Program: Plan to continue the program and refine 2026 remodel targets.
New Unit Growth: Targeting up to 2 new openings in the second half of 2026 to pilot the refresh prototype and set foundations for further growth in 2027 and beyond.
AI-Driven Labor Model: Plan to roll out AI-driven activity-based labor model to 30% of the system by the start of 2026.
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Shareholder Return Plan
Share Repurchase Program: BJ's Restaurants repurchased and retired 996,000 common shares for $33.2 million during the third quarter of 2025. Year-to-date, the company has repurchased 1,838,000 common shares for $62.4 million. The Board has authorized an additional $75 million for share repurchases, updating the 2025 annual share repurchase expectations to $65 million to $80 million, up from the previous range of $45 million to $55 million.
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Key Q&A
Q:What drove the acceleration in traffic in the back half of September and into October?
A:The acceleration in traffic was driven by a combination of factors, including improvements in guest metrics, satisfaction, and value, which led to increased frequency across income and age cohorts. The Pizookie Meal Deal (PMD) continued to grow, and marketing efforts, particularly on social media, played a significant role. The Spooky Pizookie gained traction on social platforms, contributing to the rise in traffic.
Q:Has anything in the business surprised the CEO since taking the role?
A:The CEO stated that nothing particularly surprising has occurred. He expressed satisfaction with the business's performance, the team's progress, and the acceleration seen recently.
Q:Is the 3% range for fourth-quarter same-store sales growth a reasonable expectation?
A:The company is projecting 2% to 2.5% growth for the fourth quarter, which would result in approximately 2% growth for the full year.
Q:Are there any signs of pullback in consumer behavior or changes in frequency?
A:The company is seeing an increase in frequency across all age and income cohorts, resulting in higher total average spend per customer. There is some check compression, but the increased frequency offsets it. Lower-income cohorts show higher frequency gains and more compression, while higher-income cohorts show less frequency gains and less compression.
Q:What is the update on the remodel program and its costs?
A:The remodel program is on track for 20 remodels in 2025, covering 50% of units opened before 2016. The company is pleased with the returns and plans to continue the program in 2026, albeit at a moderated pace to incorporate elements of the refreshed prototype. The pace may accelerate after gaining experience with the new prototype.
Q:What is the plan for new unit growth in 2026 and beyond?
A:The company plans to open two new units in late 2026 and accelerate growth in 2027 and 2028. The focus will be on building out existing markets in concentric circles to leverage management and supply chain infrastructure. New markets will be considered later.
Q:What are the key changes in the new prototypes for 2026?
A:The new prototypes aim to reflect the brand's positioning and DNA while being more contemporary. They will be lighter in design and adaptable to different markets and costs. The company will test conversions versus ground-up builds to optimize returns.
Q:What is the expected impact of the revamped pizza launch?
A:The revamped pizza is expected to improve quality and satisfaction, playing a more effective role in the menu. Test locations showed a 10% increase in pizza incidence and a slight uptick in average check. The launch is seen as a long-term growth driver rather than a short-term performance boost.
Q:What foundational improvements have been made in the past year, and what is the focus for 2026?
A:Foundational improvements include menu renovations, operational efficiency, and enhanced hospitality. The focus for 2026 will be on menu category refreshes and the new prototype rollout. Improved efficiency allows team members to deliver better hospitality.
Q:What is the status of the Pizookie Meal Deal (PMD) and its future iterations?
A:The PMD is growing in frequency, attachment, and check size. The full-size Pizookie trade-up has been successful at dinner but not at lunch. Other add-ons have seen limited traction. The company plans to test and roll out new iterations in 2026.
Q:How will the company drive awareness for the revamped pizza launch?
A:The company plans to use social media, PR, influencer marketing, and in-restaurant sampling to drive awareness. Test markets relied on organic growth and communication with loyalty members.
Q:What is the approach to share repurchase activity?
A:The company has significant capacity for share repurchases and will continue to buy at a heavy rate if the situation warrants. However, it will retain some capacity for new unit growth and remodels.
Q:What is the pricing strategy for the next 12 months?
A:The company aims to balance pricing with value, focusing on guest satisfaction and value scores. Pricing will be used judiciously, with opportunities for trade-ups and mix improvements in refreshed menu categories.
Q:What is the plan for improving the digital and off-premise business?
A:The company plans to address foundational issues like missing and incorrect orders and improve the digital consumer flow. Enhancements will include better merchandising and a more relevant off-premise menu. These initiatives are prioritized for 2026.
Q:Does the fourth-quarter guidance account for calendar shifts?
A:Yes, the guidance accounts for holiday shifts, including Halloween and New Year's Eve.
Q:Review of Unclear Management Responses
A:Management avoided providing specific details on the cost of remodels, the exact sales lift from remodels, and the precise returns expected from the new prototypes. Additionally, while they mentioned plans for future iterations of the Pizookie Meal Deal and revamped pizza, they did not provide concrete timelines or specifics on the expected financial impact.
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Earnings Word Cloud
The most frequently occurring keywords in this quarter's earning call
Deal momentum
Meal Deal
Pizookies confidence
Wow
accountability
beverage
category
core
cusp
director manager
dollar sale
engagement
excitement
experience improvement
foundation BJ
fundamental
groundwork
guest frequency
guest member
impression
influencer
menu update
people training
pizza week
practice
priority
product experience
progress
prototype foundation
refresh
return visit
sale return
simplification
support
system
today dollar
traffic expansion
training team
training way
use
BJRI Transcript
BJ's Restaurants, Inc. (BJRI) Q3 2025 Earnings Call Transcript
Positive10-31
The earnings call presented a positive outlook with expected sales growth, profitability improvement, and strategic initiatives like a revamped pizza platform. The Q&A session reinforced this with increased customer frequency and satisfaction, successful marketing efforts, and plans for expansion. Despite some lack of specifics on remodel costs and returns, the overall sentiment remains optimistic, supported by share repurchase plans and operational efficiency improvements. The absence of a market cap suggests moderate stock price movement, likely in the positive range of 2% to 8%.
BJ's Restaurants, Inc. (BJRI) Q2 2025 Earnings Call Transcript
Positive7-31
The earnings call summary and Q&A session highlight several positive factors: raised profit guidance, increased share repurchase program, and strategic initiatives for sales growth and menu innovation. The company anticipates modest inflation impacts and maintains a positive outlook for comparable sales. Despite some vague responses, overall sentiment is positive, with strong financial metrics and optimistic guidance supporting a positive stock price movement prediction.
BJ's Restaurants, Inc. (BJRI) Q1 2025 Earnings Call Transcript
Unknown5-1
The earnings call presents a mixed picture: strong financial performance with record profitability and improved margins is offset by concerns over macroeconomic headwinds and tariff impacts. The Q&A reveals management's optimism about operational efficiencies and customer retention, yet lacks clarity on some strategic details. The increased share repurchase plan is a positive, but inflation risks and uncertain consumer behavior are concerns. Overall, the balance of positive and negative factors suggests a neutral stock price movement in the short term.
BJ's Restaurants, Inc. (BJRI) Q3 2024 Earnings Call Transcript
Unknown11-1
The earnings call presents a mixed picture. Basic financial performance shows slight growth, but margins declined, indicating operational challenges. Product development and market strategy seem cautious, with focus on cautious expansion and remodeling. Expenses are high, with increasing debt and G&A expenses. Shareholder returns are positive due to share repurchases. Q&A highlights concerns about margins and promotional strategies, but management is optimistic about Q4 improvements. Overall, the sentiment is neutral with a slight positive bias due to share repurchases and management's optimism for Q4.
BJRI Report
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