functions a essential times everyone infected our for as professionals and solution the like Jim, Thank a who ensure afternoon. of unprecedented find essential caring have go and America, America. Barn often core scientists provide the today's to working feed merchandise workers team doctors jobs. on you, the build on Accordingly, Thanks customers operating We haste critical call. COVID are hearts crisis. entire the out These suffering to customers to who shop daily gratitude are our would result build been necessary those COVID-XX moved patients, their our perform for were to that protect joining to to safely products for with and crisis continuing we for say Boot to able and performing when express to America, to be our to us the that you a us all medical keep for to momentum, the country We'd with began and good that basis.
this Barn a during proud entire continue to the safe would to assortments serve the stores immediately needs. personally have powerful their of expanded support pride a all thank site organization, serve pricing to offered the us and customers. associates American to first gives and critical farmers, advantageous site developed both Nothing difficult be the we We communities to meet part We our key transformed time. am our and remerchandised ways prioritize Boot across safe to these than leadership and specific to shop the tremendous and and responders It it. more and areas, items. innovative developing ways physical to demonstrated is continuing e-commerce buy culture to the I in our who stores workers, in products, like ranchers, multiple essential testament I
the I'd have the now last months. a to we like of during timeline as actions present to some taken two
from the internal field meets every the prior part CDC, of the Barn’s initial stores recognized COVID new from we able that synthesizing open each to it began daily. We where remain unfold, Working formed to from of stores federal crisis roughly directives input and meeting the we approximately is Nearly and local the government an serve the guidelines spend we've learnings that taskforce local day, the as As XXX the keep from operate, organization. closely open throughout crisis. Boot XXX we been with state municipalities, our including essential workers.
store ensure order are significantly significant surfaces staffing. our perspective, at had distributed sanitation, plexiglass we sanitizer, augmented installed and to process and for In several our sanitation barriers including hand face all cleaned supplies. that coverings We procedures store do We've in-store disinfectant and address we POS a distributed cleaning so, basis. on to however, From issues associates. cleaning the operational of to consistent registers
to shopping In boot operate sizing, safely. fitting continue our enable operational room safe terms of a changed maximum and We our occupancy pivoted store. social both We We environment ensure to to associates quickly other to distancing returns implemented our several measures help customers. per and established us for behaviors. took procedures, procedures prescribed we and
Additionally, that including augmented we further channels, pickup in-store and a our buy pickup digital adding store several and option. launched services integrated capabilities, curbside and online other upgrading,
close Finally team. stores we with from staffing a perspective, work partnership in very our
Compared assemble achieve the and was give be you quite local open every with to to other nearly benefits. Alternatively, continue a pay the every to maintain continue could they many customers and to be of X,XXX stores to fortunate able the their to stores associate legal of the where given they stores. in take a were jobs only hours in choice than a with would we culture the store would paying preserve more able requirements into the they for team. we for operations able small First, number our worked. associates, service period premium of voluntary they were that health where a glimpse our met to a that furlough, company, retailers, not voluntary work time insurance to To
onset quantify a across significant in to decline this, Xth the and a of we week same-store March, March X.X%. That the directives, end of on fiscal approximately consolidated through health of volume sales the quarterly experienced basis To said, the had our store COVID-XX crisis, concerns health stay-at-home and the grown second sales base. and given traffic the prior the
We improvement this expected week in balance one for sales and Rodeo point due At full is a us. Houston year and later quarter, in of selling. a the basis penetration that we year-over-year in strong the price meaningful to brand quarter also contributor began that to part the point accelerate to were more experiencing rate for the XXX very merchandise exclusive sales due margin increase in
quarter to meet of sales expected our we combination margin, the very guidance. were EPS improved strong and With strong projecting another and
the a our weeks XX the the declined Many COVID-XX of directives, stay-at-home However, or of Houston dramatically result and delayed quarter. day as XX in Rodeo. of canceled including the business were days final remaining events X
As then shopping before which for fiscal third declined in the Rodeo in to March. same-store last of Houston sliding two March, declines sales a saw weeks negative the began week XX% more X% we nice acceleration to a in of than
the Given period, same-store more than have stores same-store X this zero closed that sales excluded but from sales our even sales stores were during our pronounced removes the metric consecutive as sales calculation. actual many that was were been contributing days, erosion for more
we expenses. to to response measures decline moved business, in take to reduce In significant quickly the
eye of across spend Some of furloughs for distribution cuts employees significant minimizing our a the third hours support of spending with thorough mission-critical a party an in pay expenses. Board approximately toward include of store these stores, of review reduction Directors, center team reduced marketing the centers, operations for the our of measures XX% the management and all and and all
moved quickly In position. cash our we manage to addition focus expense also to reduction, on our
we out confident an the balance While strength certain abundance took in of caution. we of are of the sheet, steps
significantly capital opening partnered expenditures of defer and payments. landlords new We've with Accordingly, reduced many the we've we and have stores. to vendors delayed
enabled our to to increased crisis personally also credit of of the period. actions availability and cash demonstrating as this We maintain strong the try for I'd unprecedented draw true vendors our partnership These we this like time. have position on to ensure all our to line navigate us thank liquidity during
to necessary to the cash confident and We are period the sales as business preserve sluggish to are we steps of prepare return for through work we that this taking growth.
financial health, sales the have associates. the entire of Through and prioritized process, our this we safety wellbeing
measures to our have personal operated, employees to addition donated charity funded employee described, XXX% many in internal dollar Straps. goes Barn added to our Boot called already This here of an need. every employee charity of In contributions us is Boot to fund
we than to for Boot hope will the Given Barn an the more increased funding has offset hardship which support, created, from we that be in COVID uptick expect see entire by family. applications
sales growth prior was XX% our and comped for point, an review X% with a E-commerce basis. retail this annual sales tax XX shift at stores a comped focus we year. year cycling broader a X.X% merchandise growth our on in outstanding in strong a and and fiscal challenging Consolidated the EPS financial discussion to same-store Barn. same-store Boot at finish, increase EBIT sales margin profitability basis At XXXX of of performance. Despite adjusted The the plus margin drove EBIT increased coupled a on X.X% to point XX% X.X%. strong will combination
serving country. XXX with stores leading our enhanced the across ended the and We work position and year the lifestyles Western
posture. line has size our further transformation Boot sales customer database which of the the the to of our continued us reducing top increase drive brand, We promotional Barn enabled and while
we challenges Boot to the take while and share that now Turning competitors. business, from environment Barn believe emerge market has to created have strong unique will current continue to opportunity will
than with same-store April, stores e-commerce fiscal retail more growing During than sales declined more declining XX% XX% and XX%.
through our sales which in While result midway in payments. saw the receiving a both stimulus consumers online declines in believe we stores, improvement retail our was of a government saw April, month we business significant sharp our
week, down consolidated business approximately XX% XX%. in approximately sales. and after XX% week with sales strong trend approximately Saturday, Quarter-to-date same-store the e-commerce stores improving decline through store up our e-commerce an seen We've have with mitigating declined
weeks, portion stores closed of during the approximately last been have fact several that our total XX%. Given a quarter-to-date sales has declined the
pandemic, due While declined single-digits. results we down the to the seeing encouraging emerge consolidated sharply beginning are with same-store week's sales some business has only to last
required perspective, basic significant shifted store apparel is the now business, dramatically to denim of products From stores the which boots, wholesale the in critical a in industries. increase merchandise comprise and work penetration. business a Work has half
driven couple by While products the and products expect likely will discretionary quarters. functional for will we next business be build of that fashionable time, the over more
to Accordingly, to a appropriately the e-commerce the traffic we are our in sales continue to we assortment business. channel invest From opportunity. maximize driving pivoting perspective,
and traffic As the we opportunity both have have conversions business dollars. that marketing taken fuel additional pay-per-click with increased, to
the the in change significant sharp fixed of years infrastructure has completed over have to e-commerce we us infrastructure. with increase cost work enabled past no our sales, on Fortunately, the absorb couple in
merchandise to While for this period, margin headwinds extremely throughout do our merchants well future. to have managed expect our inventory the foreseeable we see
First, as sell many price vendors temporarily are e-commerce selling. they their their through have inventories, in to relaxed minimum trying guidelines
of is clearance, dynamic which this with have our in And erosion due impact e-commerce spring sales growth moving coupled the aggressive outsized have modest exacerbating channel consolidated we composition margin of to in more margin, through on the merchandise two Second, a the finally, a in will stance taken channels. the short-term.
this point, quarter would fourth a outline execute provide now into initiatives core a major to At our year. like to view each the that we the on call, growth I intend strategy we under Typically for strategies.
impacted. simply summarize how environment, strategy each we will current the be I will expect Given
sales store Let's growth have our positioned doing over years begin we well with had the for of us same-store channels. past been few e-commerce solid another in and both sales. years What
merchandising change inventory has risk. to both However, abrupt with to COVID-XX, pivot opportunities new quickly retail sales our environment team the the and due to extremely had in minimize maximize
a in for extended responders healthcare industries capture additional broader on our workers also stores. both uses. our many have footwear of industry-specific category, our as end well first assortment focus We've and and work of adding products expanded scrubs the as We boots including assortment to to
demand we While that canceling growth been in sales inventory looking the in more also categories been time, are opportunities, same high risk have and like and merchandise have deferring, apparel. not other for ladies inherent shifting we've at of receipts
margin at purpose, Barn be impact the relatively apparel ladies a to over assortment remains a Boot We mostly to next discount the merchandise limited a the some minor. of does As relatively small, clear but plan serve on the to the most expect ladies of few of fashion merchandise functional clearance additional liability this months, from boots. portion and
the sales see we to is see encouraging reopening, the improving economy sequentially. As it trend
customers that feel we to take we leader industry loyal Barn the be As share. continue to market and to expect will Boot
X and of However, high challenges to fact shopping a we cognizant expenditures of operate for ensure are we expense strength oil XX shift face months. our combination prudently will as the that in to Accordingly, view capital our will places we unemployment, us the also several depressed will to and of toward and we prices, next present inventory, The look from very extremely the progress come. maximize headwinds the through and vulnerability. for point months online
Turning to exclusive initiative, brands. next strategic our
proud annually. extremely six XXX business. the great quarters. this in each Recently, in portion of and seen of are points outsized we've brands major We X the success growth basis each of brands penetration several points growth by in Historically of was rate growth experienced percentage exclusive X double have our to grew of we between that XXX approximately last to our
new design and invested and have grown legacy brands launched our brands. team, We in development our
from penetration XX% total the past over XX% years, the fiscal most our XX%, exceeding quarter to fact, we In sales. have brand of grown recent exclusive three
our we a with margin great this this significantly improved wide entire our developing sales and team During credit deserves deal portion saw business. merchandise The company time of for accelerate.
forward different supply look than we months, our with product supply of third cautious for XX brand. we the chain exclusive is next this chain to taking the As brands. a party The approach in are over XX growth more
the product brands make goods inventory. for much we in ahead, our paying exclusive to commitments and further need holding earlier For cycle
of approach back we risk of uncertainty to clear. a fashionable categories mitigated need we more the becomes some the still like current on in more ability where for until growth to pull functional have merchandise the intend to more Given the boots push environment, classifications. the work visibility more We take
our our addition more also composition brands, of impact be the to exclusive business the In to with plan rates. will conservative penetration
of ladies our this down. lag drive Similarly, as growth, brands store overall exclusive expect own As mix composition this further disproportionately to our grows e-commerce and relative boots growth, to apparel negatively will we growth brands. in the that impact will the of ladies
will of that brand year. flat the prior composition expect of managing penetration the exclusive We sales the changes chain in roughly risk with being our to supply combination the expected in result compared
environment we We notice and changing growth appropriate. to short are on will closely monitor prepared quickly the outsized an reengage as
fiscal is store success few years to of the adding to years initiative stores continued stores or of stores to was or and in including third year pandemic, our new store Prior new growth. see Ohio. new we the the Our projected exceed past meet in stores three Each XX group better. during hurdle over Pennsylvania opened our payback
the are single we usage stores capital, environment. slow biggest until our we intend to new growth As of our gain external confidence in
in five are approximately March. We stores XXXX, deferred plus were of targeting the the that XX opening from fiscal
fiscal For Boot we six if to accelerate this additional stores can is the months. see new end Barn development Accordingly, the outlook, timeline open a at and we only tail store for healthier of XXXX. begin growth
worthwhile proven that site Sheplers Sheplers also site. deep investments, We've would order like curbside improvements in to processing one XX time area Our advertising convert the we the in rebranding environment. from its an omni-channel, to traffic and traffic is final the that attract strategy, have discount trend Historically, and particularly buy during promotional online this of same-day past store to Many be months transforming pickup of pickup much spent over that DC, bootbarn.com partly time. seen pay-per-click has been has have and due considerable pricing. improving made that current our with the
heritage past of the XXX repositioned is has Over the few a than business that years months more to been celebrate that brand old. iconic Western
the the of dramatically completely branding, changed look the promotional substantially posture have We the and feel creative revamped upgraded site. and
we business with positive margin. turning see to sales, in sales in comps. Instead, increase increase an a that in traffic seen have expected with steady merchandise an erosion We and
business. Looking two in of the more our process adding capabilities e-commerce to forward, we're
First, orders merchandise us we're deep without the fulfill more us Wichita could enable consumers ability working on to quickly reach e-commerce addition a inventory our filfillment leveraged with discount. slower moving the to center. clear from store enable stores should clearance in and to to This
for to and about e-commerce roll company. from work do stores great on delivery a using their brands our third want are delivery creative of the testing to teams both we same-day Additionally, and will party environment, commend agility build out online I quickly these meaningful enable sales to opportunities. market add for the us gain enhancements share loyalty. customer help to us and maximize the digital this capabilities to continue to online to In
to the I'd point, this At like turn Greg over call Hackman. to
