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- **Positive Momentum**: Q3 2025 marks first positive comp since 2021, with 2% growth driven by improved assortment and marketing.
- **Private Brand Expansion**: Targeting 40% penetration, up from 37%, with proprietary brands outperforming.
- **Gross Margin Recovery**: 30.5% gross margin (+460bps YoY), supported by AI-driven price optimization.
- **Q4 Outlook**: $146-151M sales (+4-8% comp), 300-350bps margin improvement, and 7 store closures.
- **Strategic Investments**: Social commerce growth, consumer segmentation, and AI tools positioning Tilly's for long-term profitability.

**【CEO Summary Section】**
- Tilly's achieved its first positive quarterly comparable net sales result since Q4 2021, with 2% comp growth driven by improved merchandise assortment, marketing, and expense management.
- Proprietary brand penetration is targeted to reach 40% annually, up from 37% year-to-date, with strong sell-through of brands like RSQ.
- Social commerce sales via TikTok have surged, with a 51% reduction in clearance e-commerce sales reflecting higher full-price quality.
- Consumer segmentation identified 6 primary profiles, guiding tailored assortment and marketing strategies.
- AI-driven tools (price optimization, RFID) are improving margins and efficiency, with plans to launch replenishment tools in H2 2026.
- Brand ambassador campaigns with Loren Gray and Malibu Skyye are enhancing brand awareness and customer engagement.

**【CFO Financial Commentary】**
- Q3 2025: Total net sales $139.6M (-2.7% YoY), with 5.3% physical store comp growth offsetting 9% e-commerce decline.
- Gross margin improved 460bps to 30.5%, driven by higher initial markups and lower markdowns.
- SG&A expenses reduced 3.8% YoY to $44.5M, with store payroll and e-commerce labor savings.
- Q4 2025 Outlook: Sales $146-151M (+4-8% comp), product margin improvement 300-350bps, pretax loss $3.5-5.6M.
- 7 store closures planned, reducing total count to 223 (7.1% YoY decline).
- Liquidity remains strong at $100.7M, supporting ongoing initiatives.

**【Q&A Highlights】**
- **Comp Growth Drivers**: 50-50 split between better assortment (third-party and proprietary brands) and marketing (social media, brand partnerships).
- **Private Brands Strategy**: 37% current penetration, targeting 40%, with higher margins and customer preference for exclusive products.
- **E-commerce Shift**: Reduced clearance sales reflect healthier inventory management, with full-price e-commerce growth.
- **SG&A Sustainability**: Store payroll efficiency (7% fewer hours YoY) and wage control support margin expansion.
- **RFID Implementation**: Minimal incremental costs, focusing on inventory accuracy and customer experience.

Tilly's, Inc. (TLYS) Q3 2026 Earnings Call Transcript

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