Thanks, Steve everyone. and good morning,
of momentum year. to we're third timely during quarter We last XX% $XXX sales line pleased million As quarter. Steve messaging, sales strong mentioned, and million with with third lines up product drove the performance. top compared coupled reported $XXX Effective net brand our
in holiday year mid-October. early the As expected, shopping season this kicking-off began
Birthday X, ran through by October event Big overall XX September second beat Dam sale Our year's last and event X%. annual
the We busy XX% awareness event store key within to brand markets, encouraging even strong also to market avoid direct the our a Election and while more grew October quarter non-store and finish sales week. late stores sales direct markets in that Within shifts reflecting shopping grew strong generate pulled the forward sale XX% into channels. digital can even
all lighter of Steve was were third mentioned, as the quarter. traffic As our last open during stores than expected. year Store
last quarter restrictions COVID down the throughout cases improved and traffic activities. coinciding with last Most sales to fallen to minimize store recently, non-essential has ended XX% compared XX% year. and off year, rising roughly pandemic to renewed store Our
tactics site in channels fuel traffic quarter and to year. repeated up sales to last customer new of during XX million QX. investment continue volume digital Customer with XX% visits second Our the the growth through digital
our conversion growth improving significant led convert and third drive customers help on to digital into new purchase. for to sales brand of addition, In media a product to sales the our prospect rates continue social a first We buyer driving of awareness prospecting growth Digital high new XX%. leveraged site.
the driven holiday CRM to categories Overall growth in first shopping excited the our functional, optimistic of the experienced campaigns We two fire generate Made were long continued by XX% to Men's in tees. also XXXX. denim for first up our year half up demand launch potential at of XX% email the power We've underwear, fueled Grit the our and lines started We Summer third the in the Alaskan introducing quarter. including of apparel the hose represent. are business opportunities clearance throughout and identified began year was strength tool The comfortable quarter. we've styles. very Best and and brands for strong Spring of targeted XX leveraging was we initiative time completed also by and about end this the future new core both our just third in Adobe last over tail phase pants, Hardgear Men's to the
increasing last business overalls this flex from Women's strong quarter workwear like sales with basics XX% collection. delivered Strength Our comfortable Spring by and over in year, increasing hose essentials last fire Summer XX% year. very the the from [indiscernible] continued driven and growth
gear plus cooler to a across line temps grow with outerwear represents is total and to business. continues sweaters apparel Our of baselayers, country. bottoms, Cold now start strong off like XX% the the weather and women's lined
the line with in sales our improved position, further momentum strong more compared inventory trend. current XX% ended up to is sales quarter quarter which our Third year, which last QX
Our gross declined XXX to on reflecting rate discounts deeper margin basis XX.X% clearance points year-over-year goods.
degree first QX expect than the $X.X However, was product increase points. to last an general $XX.X which the gross advertising to the million expense, margin period. be SG&A trend quarter million in million to million the expenses the XXX included by of improved to will marketing $X.X year, X.X% of in QX quarter the half margin administrative in of year, in and the was compared same decline. This offset comparable third a the rate and expense. increased basis in for do $X.X partially third in lower not We as a million decrease decline compared expense down the $XX selling and increase but much year-over-year
as technology in As cost continue percentage direct with a fulfill quarter increased the and costs by The expense sales needed deleverage total XXX In points and percentage offset higher to and store driven increased investments. advertising to reduced website a basis of last the basis staffing sales, improvement growth to adding largely from percentage shipping mile XXX a year. we strains the retail heavier expenses cost expense quarter, of fourth net last higher to on Selling support shipping was with of of costs direct spend increased associated to third points by due to orders. sales, XX.X% by as the driven compared depreciation SG&A net network will XX.X% decreased expect mix overhead greater XX.X% this sales sales. new
sales store and a the Florence, a Kentucky, year related to through direct last Our Cincinnati, ship due a count $X.X last expenses the either one-time XX a new store There percentage in of three to year. no In the open still and administrative and total stores G&A net continuing as have Oregon Chicago, increased third of new from points store. basis suburb near growth or the one near pickup to Illinois our logistics to technology, plan brings support depreciation during order up fiscal volumes, year, year largely months. additional XX.X%. of over will for related stores expenses We quarter Park, but last Orland also to from increased XX. investments, store Eugene. to be General openings million, XXX online are in-store This stock credit to forfeiture. dollars, buy next Higher remainder opened Springfield for restricted
in catalog TV of to marketing as local cutting XX.X% advertising percentage in net driven a partially well a higher sales, as and advertising, points spend markets As spend. basis store XXX offset primarily reduced billboard by decreased digital by costs
increased will quarter, the QX, but continue spend digital prospecting TV we overall fewer due plan XX% last down During fourth and be to traffic to XX% targeted year's ads less direct with from to the and catalogs. amount driving
third and or increased for and quarter XXX points $X.X of X.X% Our the EBITDA EBITDA million sales expansion. $XX.X represented to margin adjusted of million XX% basis
$X.XX we the For income last or net income in quarter or share year. per diluted compared $X.XX quarter, net $XXX,XXX of the reported third to of $XXX,XXX,
of the in sheet, of our balance $XXX on and credit $XXX.X cash, quarter of the million. capital outstanding with working line on to million million million, $XX.X we including $XX.X total net Moving ended
free quarter, the be and Our flow cash we positive cash expect by have flow third will initiatives year-end. through continued
is continued XXXX. on traffic, position uncertainty rising the a we’re guidance give in impact that financial cases having COVID-XX Given and for the not store with fiscal to
every preparedness to macro economic made factors effort critical of of control, most fiscal our peak quarter for are outside there our ensure we While year. the have
join strength call We’re holiday the and wishing and ability that, exceptional anticipated of this you our in customer provide holiday confident we'll healthy omnichannel our all happy I service brand, in a Steve questions. New open the to and our for in a much team's safe model With season. Year.
