Petco Health and Wellness Company, Inc. (Nasdaq: WOOF) Q2 2025 Earnings Call | 08/29/2025

Financial and Operational Highlights

• Financial Performance: Net sales declined 2.3% to $1.5 billion, with comparable sales down 1.4%, reflecting 25 net store closures in 2024 and 10 in 2025 (ending with 1,388 US stores). Two-year comp sales improved 130 basis points from Q1 to Q2, driven by stronger store performance. Gross margin expanded 120+ basis points to 39.3%, fueled by disciplined pricing and promotional strategies. SG&A decreased $36 million, leveraging 150+ basis points, due to employee benefits optimization, efficient store labor, and expense management. Operating profit rose $41 million to $43 million; adjusted EBITDA increased $30 million to $114 million (7.6% of sales, up 220 basis points).

• Balance Sheet and Cash Flow: Inventory down 9.5% YoY while improving in-stocks. Free cash flow was $50 million in Q2 and $10 million YTD, significantly above last year. Ended Q2 with $190 million in cash and $684 million in total liquidity (undrawn revolver).

• Updated FY25 Guidance: Raised adjusted EBITDA outlook to $385–395 million (up ~16% at midpoint). Net sales expected to decline low single digits, reflecting store closures and tariffs (minimal in Q2, increasing in Q3, most significant in Q4). Q3 adjusted EBITDA projected at $92–94 million (up ~15% YoY), with net sales down low single digits against the toughest comp. Full-year expectations: $200 million depreciation, $130 million net interest expense, 25 net store closures, and $125–130 million in capital expenditures focused on ROIC.

Strategic Initiatives

• Merchandise Overhaul: Launched first human-focused product category (pet-themed, giftable items under $20) based on customer demand (90% of pet parents interested). Ongoing assortment refresh with newness to differentiate Petco, emphasizing high-productivity SKUs, better shelf capacity, and improved end-cap displays. Completed dog and cat planogram resets, enhancing in-stocks and store profitability.

• Marketing and Loyalty: Relaunching loyalty program in 2026 with personalized, retention-focused rewards to strengthen long-term customer relationships. Leveraging customer segmentation and strategic insights to enhance engagement. Increased NPS scores reflect improved store experiences driven by leadership focus and associate training.

• Store Focus: Prioritized physical stores (vast majority of sales) for transformation, yielding stronger in-store services and consumables performance. Hosted leadership summits to align store managers and vet teams on delivering exceptional pet experiences. Services (grooming, vet) seen as a competitive moat, with ecosystem integration driving customer retention.

• E-commerce Retool: E-commerce softer due to cleanup of unprofitable promotions and stacking offers. New e-commerce leader identifying improvements (e.g., page load speed, appointment scheduling, repeat delivery, media buying optimization). E-commerce now more profitable but lags stores by ~6 months in transformation progress.

• Phase Three (Growth): Four pillars for future growth: (1) exceptional store experiences, (2) scaling services (grooming, vet, center-of-store integration), (3) merchandising differentiation (newness, seasonal categories), and (4) omnichannel excellence. Early investments in new merchandise and digital enhancements underway, with positive comps expected in 2026.

Market and Competitive Dynamics

• Pet Industry Trends: Pet household growth flat, with Petco maintaining market share while prioritizing profitability over top-line growth. High one-time customer rates and services-only shoppers present opportunities to increase wallet share through omnichannel and loyalty enhancements.

• Promotional Strategy: Eliminated “empty calorie” promotions, particularly in e-commerce, to focus on profitable sales. Disciplined pricing, markdowns, and clearance improved gross margins, with minimal Q2 tariff impact but increasing headwinds in H2.

• Inventory Management: Reduced inventory 9.5% YoY while improving in-stocks, with tight governance to minimize markdown risks. Future sourcing and category expansion (e.g., pharmacy, supplies) expected to drive margins.

Q&A Highlights

• Positive Comp Timeline: Q3 faces toughest comp, with positive comps expected in 2026 as phase three (growth) initiatives take hold. Current focus on phase two (profitability) with early phase three testing.

• Gross Margin Gains: Exceeded expectations due to disciplined AUC/AUR management, reduced promotions, and better pricing processes. Tariffs to impact Q3 (moderate) and Q4 (significant), but ongoing pricing adjustments and consumer-first value focus to mitigate.

• E-commerce and Inventory Progress: E-commerce cleanup ongoing, with profitability improved but top-line softness due to reduced promotions. Inventory well-managed, with continuous improvement focus to align with sales without compromising in-stocks.

• NPS Improvement: Driven by store-focused efforts, leadership engagement, and operational enhancements (e.g., planogram resets, associate training). Store experience critical to Petco’s differentiation.

• Remaining Gaps: No major execution gaps; progress in inventory, in-stocks, and store performance enables reinvestment. Opportunities in sourcing, pharmacy, and supplies expansion to support phase three growth.

• Q4 EBITDA Outlook: Implied Q4 EBITDA decline (~2% YoY at midpoint) due to tariff headwinds and selective reinvestments (e.g., leadership summit). Prudent approach accounts for macro volatility.

Closing

Petco delivered strong Q2 2025 results, with significant gross margin expansion (39.3%), SG&A leverage, and adjusted EBITDA growth ($114 million), reflecting phase two transformation success. Store performance improved, driven by planogram resets, new merchandise, and services strength, while e-commerce cleanup enhances profitability.