Guidance Raise Drivers
Q: What are the reasons for your increased optimism on Q4 sales and profitability?
A: Management is more bullish than three months ago due to strong back-to-school performance, especially for Hollister and kids, and continued momentum with Abercrombie & Fitch during the fall season. They've had a strong start to the fourth quarter, with customers responding well to marketing and products across brands and regions, giving them confidence to raise Q4 growth guidance to 11% to 13%, adjusted for the loss of the 53rd week and foreign currency impacts.

Sustaining Double-Digit Growth
Q: How will you sustain low double-digit growth over several years?
A: Management believes their healthy brands and agile operating model will support sustained growth. They've maintained a store base around 5 million square feet by replacing bigger stores with smaller ones in better locations, leading to strong performance with store EBIT margins above 20%. Global growth opportunities, especially digital expansion outside the U.S., and a strong balance sheet allow continued investment across regions and channels.

Gross Margin Outlook
Q: What are your expectations for gross margins in Q4?
A: They anticipate gross margins in the fourth quarter to be around flat compared to last year, similar to the 20 basis points expansion achieved in Q3. Reduction in promotions is expected to offset higher freight costs and foreign currency headwinds. Management is confident due to proactive inventory management and positive early reads on holiday assortments.

Inventory Levels and Management
Q: Can you discuss your inventory position and expectations for year-end?
A: Inventory is up 16%, with about half due to higher-ticket products and unit growth, and the other half from higher freight costs due to proactive shipping measures. They feel good about the inventory being clean across brands and set up well for the holiday season. Inventory is expected to be up at year-end to support growth into Q1 of 2025.

Hollister Performance and Margins
Q: What's driving Hollister's sales acceleration and margin improvement?
A: Hollister saw balanced growth across genders and categories, with key contributions from sweaters, knit bottoms, fleece, and the new collegiate collection. The brand achieved 14% growth on top of 11% last year, benefiting from close engagement with customers. Margins are strong, with increased productivity and strong traffic in both digital and stores.

Marketing and Investment Strategy
Q: How are you approaching marketing investments going forward?
A: Management is investing more in marketing, with expenses up 50 basis points year-over-year, focusing on both digital and store channels. They are pleased with the execution and plan to continue increasing marketing spend in Q4. Investments are also being made in new stores, remodels, and technology to enhance the customer experience across channels.

Store Expansion Plans
Q: Where are new store openings concentrated by region and brand?
A: New store growth is tilted towards Abercrombie & Fitch and predominantly in the U.S. They plan to open around 60 new stores and remodel or rightsize about 60 stores this year, with Hollister focusing on 40 remodels and refreshes. The performance of new stores is strong, with quick paybacks.

Global Brand Awareness
Q: How is global brand awareness and customer acquisition progressing overseas?
A: Management is seeing balanced performance across brands and regions, with local teams in London and Shanghai localizing assortments and marketing. They are excited about the response and expect continued growth, having achieved five consecutive quarters of double-digit sales growth in EMEA and strong growth in APAC, particularly China.

Capital Allocation and Share Repurchases
Q: What is your expected level of cash at year-end and plans for share repurchases?
A: While not providing a specific cash outlook, management expects cash to increase if performance continues as planned. They have repurchased approximately $100 million worth of shares in Q3 and have $102 million remaining on the current authorization. Share repurchases are prioritized as the primary use of excess cash in the fourth quarter, subject to business performance and market conditions.

China Tariff Exposure
Q: What's your plan if tariffs on China increase?
A: Management notes that imports from China into the U.S. are only about 5% to 6% of their receipts, indicating limited exposure. They are monitoring the situation and have a diversified, agile supply chain sourcing from 17 countries, with plans in place if new tariffs are enacted.