Robert Erick Ford Aguilar

Robert Erick Ford Aguilar inquired about Tiendas 3B's gross margin strategy, current value propositions, and volume response, asking if further sharpening of value propositions is needed given market price reinvestment. He also questioned market share in older cohorts' trade areas and implications for younger units, and whether scaling is leading to unsolicited interest from national suppliers, particularly for new categories.

Answer

K. Anthony Hatoum, Founder, Chairman, and CEO, Tiendas 3B, explained that commercial margins naturally improve with scale due to lower purchasing costs and logistics efficiency. Pricing is dynamically set via elasticity testing to improve value propositions. He noted that margins will increase over time, though with quarter-to-quarter volatility, and that older vintages continue to grow same-store sales above inflation, driven by increased tickets and ticket size. He confirmed unsolicited interest from national suppliers and stated that existing suppliers can keep pace due to three-year ahead supply chain planning.

Robert Erick Ford Aguilar inquired about Tiendas 3B's gross margin strategy, current value propositions, and volume response, particularly in light of market price reinvestment. He also asked about market share in older store cohorts and the implications for younger units, as well as the company's approach to national suppliers for new categories as it scales.

Answer

CEO K. Anthony Hatoum explained that commercial margins naturally improve with scale and logistics efficiency, with pricing dynamically set by elasticity testing to enhance value. He noted older vintages continue to grow above inflation, driven by improved value proposition, leading to increased tickets and basket sizes. Hatoum confirmed unsolicited interest from national suppliers and stated existing suppliers are keeping pace due to long-term supply chain planning.