Boot Barn Holdings, Inc. (BOOT) Q3 2026 Earnings Call Transcript
Access earnings results, analyst expectations, report, slides, earnings call, and transcript.
Overview
The earnings call summary and Q&A session reveal strong financial performance, strategic store expansion, and e-commerce growth. The positive guidance for fiscal 2026 and Q3, along with exclusive brand growth, contribute positively. However, management's cautious approach to pricing and lack of specifics on certain strategies slightly temper enthusiasm. Overall, the company's market strategy and financial health appear robust, supporting a positive stock price outlook.
Key Financial Performance
Revenue Revenue increased 16% year-over-year to $706 million, driven by broad-based strength across all major merchandise categories in stores and online, as well as across all geographies.
Consolidated Same-Store Sales Same-store sales grew 5.7% year-over-year, with brick-and-mortar same-store sales increasing 3.7% and online same-store sales growing 19.6%. Growth was driven by increases in both basket size and transactions.
Merchandise Margin Rate Merchandise margin rate increased by 110 basis points year-over-year, attributed to buying economies of scale, supply chain efficiencies, and growth in exclusive brand penetration.
Earnings Per Diluted Share (EPS) EPS increased to $2.79, up from $2.43 in the prior year period, representing a 26% increase when excluding a $0.22 benefit from the prior year related to the former CEO's resignation.
Gross Profit Gross profit increased 18% year-over-year to $281 million, with a gross profit rate of 39.9%, up 60 basis points from the prior year. The increase was driven by higher merchandise margin rates, partially offset by deleverage in buying, occupancy, and distribution center costs.
SG&A Expenses SG&A expenses were $166 million or 23.6% of sales, compared to $139 million or 22.9% of sales in the prior year. The increase was due to higher costs associated with new stores and other operational expenses.
Net Income Per Diluted Share Net income per diluted share increased to $2.79, compared to $2.43 in the prior year period, reflecting strong operational performance and excluding prior year benefits related to the former CEO's resignation.
Inventory Inventory increased 17% year-over-year to $805 million, driven by the addition of new stores, growth in same-store inventory, and growth in exclusive brands.
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Operating Highlights
Exclusive brand websites: Launched websites for Cody James and Hawx, attracting new customers. Planning to launch websites for Shyanne and CLEO & WOLF.
New store openings: Opened 25 new stores in Q3, totaling 514 stores. Plan to open 15 more in Q4 and 20 in Q1 of fiscal '27, targeting 1,200 stores in the U.S.
Same-store sales growth: Consolidated same-store sales grew 5.7% in Q3, with brick-and-mortar sales up 3.7% and e-commerce sales up 19.6%.
Merchandise margin expansion: Increased by 110 basis points in Q3 due to buying economies of scale, supply chain efficiencies, and exclusive brand growth.
Pricing strategy for exclusive brands: Increasing ticket prices on some exclusive brand products to drive merchandise margin growth.
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Risk or Challenges
Impact of Winter Storms: The company experienced a $5 million revenue loss due to store closures caused by recent winter storms, which negatively impacted same-store sales growth in the fourth quarter.
Occupancy Costs of New Stores: The addition of new stores led to a 50 basis point deleverage in buying, occupancy, and distribution center costs, which could pressure overall profitability.
Shrink and Freight Expenses: The company anticipates an 80 basis point increase in shrink and freight expenses in the fourth quarter compared to the prior year, which could negatively impact merchandise margins.
Inventory Management: Inventory increased by 17% year-over-year, with a 4% increase on a same-store basis. While markdowns are below historical levels, there is a risk of overstocking or inefficiencies in inventory management.
Pricing Strategy Adjustments: The company plans to increase ticket prices for exclusive brand products, which could impact customer demand and sales if not well-received by the market.
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Guidance & Outlook
New Store Growth: Boot Barn plans to open 15 new stores in the fourth quarter, bringing the fiscal year total to 70 new stores. For fiscal '27, the company projects 20 new store openings in the first quarter and aims to reach a long-term target of 1,200 stores in the U.S.
Omnichannel Expansion: The company plans to launch stand-alone websites for additional exclusive brands, including Shyanne and CLEO & WOLF, to attract new customers and grow its online presence.
Merchandise Margin Expansion: Boot Barn will increase ticket prices on some exclusive brand products in the fourth quarter to drive merchandise margin growth. The company continues to work with factory partners to mitigate tariff impacts and maintain pricing.
Fourth Quarter Guidance: Boot Barn expects total sales to reach $535 million, with a consolidated same-store sales increase of 5%. Merchandise margin is projected at 50.5% of sales, with gross profit at 36.1% of sales. Earnings per diluted share are expected to be $1.45.
Full Fiscal Year 2026 Guidance: The company has raised its full-year guidance, projecting total sales of $2.25 billion, an 18% increase over fiscal '25. Same-store sales are expected to grow 7%, with retail store same-store sales up 6% and e-commerce same-store sales up 15%. Merchandise margin is forecasted at 50.8% of sales, with gross profit at 38% of sales. Earnings per diluted share are expected to be $7.35.
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Shareholder Return Plan
Share Repurchase Program: During the quarter, the company purchased approximately 67,000 shares of its common stock for an aggregate purchase price of $12.5 million as part of its authorized $200 million share repurchase program.
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Key Q&A
Q:Could you elaborate on the drivers of acceleration for the 9% comp in January before the storms? Was the improvement broad-based or specific to any category?
A:The 9% comp in January was broad-based across most major merchandise categories, except for the work apparel business, which was softer due to warmer weather. However, the needs-based business, including work boots and apparel, picked up during the winter storms. The 3% to 5% guide for the remainder of the quarter considers tougher comps in March, which is a significant part of the quarter's business.
Q:Could you speak to your level of visibility for sustaining mid- to high single-digit comps in FY '26? Are there any structural constraints?
A:Management feels confident in sustaining mid- to high single-digit comps, citing strong new store productivity, a robust new store pipeline, and broad performance across merchandise categories. They see no structural constraints.
Q:Could you elaborate on the merchandise margin outlook for the fourth quarter, including the impact of freight and shrink?
A:The merchandise margin faces a 40 basis point headwind from shrink, which was abnormally low last year. Freight expenses are expected to be better than last year but are lumpy throughout the year. Product margin expansion of 20 basis points is driven half by exclusive brand penetration and half by buying economies of scale.
Q:How should we think about the level of store openings for fiscal '27?
A:The pipeline is strong, with about 20 openings planned for the first quarter. Management is confident in achieving a 12% to 15% new unit growth range, though the timing of openings for the rest of the year is still being determined.
Q:Are you reevaluating the long-term potential of the work boots category? Are there other categories that could be optimized similarly?
A:The work boots category has shown mid-single-digit growth due to marketing and remerchandising efforts. However, it remains a stable, needs-based business with no outsized growth expected. Management is exploring opportunities in other merchandise categories but did not disclose specifics for competitive reasons.
Q:Are sales impacted by the winter storm recovering? Are they typically made up after such events?
A:Business seems to be back to normal after the storms, but sales lost during such events are typically not recovered.
Q:What is driving the upside to gross margin relative to the initial outlook? Should we limit expectations for similar upside going forward?
A:The upside to gross margin is driven by exclusive brand growth, better buying economies of scale, and renegotiated transportation contracts. Management plans to continue growing merchandise margin but expects a more normalized range of 25 to 40 basis points of expansion next year.
Q:Could you elaborate on the pricing strategy for exclusive brands and the rollout of price increases in Q4?
A:Price increases are being implemented style by style, with some products being repriced in January and others in February and March. Management is cautious about breaking psychological price points and is balancing price increases with concessions from factories and new product sourcing.
Q:What are your thoughts on the exclusive brand websites and their impact?
A:The exclusive brand websites (e.g., Cody James, Hawx) focus on storytelling and brand awareness, driving customers to Boot Barn stores. These sites have attracted net new customers and generated unexpected sales. Additional sites for other brands are planned for launch in Q4 and Q1.
Q:How quickly do new stores ramp up to maturity, and what is their payback time?
A:New stores open at about 75% of mature store sales ($3.2 million) and take 5 to 6 years to reach maturity ($4.2 million). They outperform chain averages in their second and subsequent comp years, contributing to consolidated comp growth.
Q:What is driving the quarter-to-date acceleration in sales, and how are exclusive brands performing compared to third-party brands?
A:The acceleration is mostly transaction-driven and broad-based across categories. Both exclusive and third-party brands are performing well, with no significant differences in performance.
Q:Are there any anecdotes or data points that give you confidence in the long-term unit growth target?
A:New stores perform similarly to existing stores, with merchandise mix and customer behavior consistent across markets. Non-legacy markets even show a slight skew towards Western products due to less competition.
Q:How are you thinking about the price points between exclusive brands and national brands?
A:Management expects price points to normalize over time but is cautious about breaking psychological price points. They are balancing price increases with other margin improvement strategies.
Q:Where do you think you're taking the most market share from, and how are you competing with D2C and Farm & Ranch channels?
A:Boot Barn is gaining market share from independent retailers, Western competitors, and general retailers. The company attributes its success to superior customer service, inventory depth, and assortment.
Q:What are the learnings from traffic counters and conversion rates?
A:Traffic counters are providing insights into conversion rates, and management is using this data to identify top-performing stores and refine digital marketing strategies to drive in-store traffic.
Q:How are you thinking about the incremental TAM expansion with the launch of exclusive brand websites targeting female customers?
A:The focus is on gaining market share rather than expanding the TAM. The new sites aim to attract country lifestyle female customers and drive awareness of exclusive brands.
Q:Could you walk us through the gross margin bridge for Q4 and expectations for normalization next year?
A:Q4 gross margin faces headwinds from shrink and freight, but these are expected to normalize next year. Management anticipates continued product margin growth and slight benefits from renegotiated freight contracts.
Q:What is the composition of the Q4 same-store sales guide, and how does it account for storm impacts and March activations?
A:The guide reflects broad-based strength across the country, with March being a significant month due to spring shopping and events like the Houston Rodeo. Storm impacts are not expected to materially affect the guide.
Q:Review of Unclear Management Responses
A:Management avoided providing specific details on other merchandise categories they are optimizing for competitive reasons. Additionally, they did not disclose the exact timing and flow of store openings for the rest of fiscal '27, citing it as too early to determine.
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Earnings Word Cloud
The most frequently occurring keywords in this quarter's earning call
Barn brand
Barn initiative
CEO resignation
CLEO WOLF
Country lifestyle
Dedovesh Vice
Mr Dedovesh
States initiative
WOLF lady
ability merchandise
ability result
assortment factory
average mid
basis date
basket transaction
benefit CEO
benefit period
boot business
brand CLEO
brand lady
brand product
chain efficiency
expense period
freight expense
holiday season
period SGA
period benefit
point income
record
resignation benefit
scale supply
shrink freight
strength store
supply chain
winter storm
BOOT Transcript
Boot Barn Holdings, Inc. (BOOT) Q3 2026 Earnings Call Transcript
Positive2-4
The earnings call summary and Q&A session reveal strong financial performance, strategic store expansion, and e-commerce growth. The positive guidance for fiscal 2026 and Q3, along with exclusive brand growth, contribute positively. However, management's cautious approach to pricing and lack of specifics on certain strategies slightly temper enthusiasm. Overall, the company's market strategy and financial health appear robust, supporting a positive stock price outlook.
Boot Barn Holdings, Inc. (BOOT) Q2 2026 Earnings Call Transcript
Positive10-29
The earnings call summary indicates a positive outlook with strong revenue growth expectations, improved merchandise margins, and a significant store expansion plan. The Q&A session reveals management's confidence in achieving a mid-teens EBIT margin ahead of schedule and effective mitigation of tariff headwinds. The company's strategic focus on exclusive brand penetration and e-commerce growth further supports a positive sentiment. Given the market cap of $3.9 billion, the stock is likely to react positively, resulting in a 2% to 8% increase over the next two weeks.
Boot Barn Holdings, Inc. (BOOT) Q1 2026 Earnings Call Transcript
Positive8-1
The earnings call reveals a positive outlook with strong growth strategies, including new store openings and omnichannel expansion. Despite tariff challenges, revenue guidance is robust, and exclusive brand penetration is increasing. Q&A insights highlight cautious optimism, with strategic focus on exclusive brands and sourcing improvements. The market cap suggests moderate stock sensitivity, aligning with a 'Positive' sentiment rating.
Boot Barn Holdings, Inc. (BOOT) Q4 2025 Earnings Call Transcript
Positive5-14
The earnings call summary highlights strong financial performance, with increased revenue, merchandise margins, and same-store sales growth. The company's liquidity is robust, and there is an optimistic guidance for fiscal 2025. The Q&A section reveals some concerns about tariffs and pricing power, but overall, the strategic initiatives and capital allocation plans are solid. The market cap suggests moderate volatility, and given the positive financial indicators and guidance, the stock price is likely to see a positive movement of 2% to 8% in the next two weeks.
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