The following is excerpted from the question-and-answer section of the transcript.
(Questions from industry analysts are provided in full, but answers are omitted - download the transcript to see the full question-and-answer session)
Question: Dylan Douglas Carden - William Blair & Company L.L.C., Research Division - Analyst
: Great. Just curious, the sort of the scale back in marketing was pretty profound in this quarter and you kind of came in ahead of sales expectations.
You made a comment there about sales per customer. I'm just curious if there are any learnings as it relates to channels of advertising, capacity to
pull back on advertising.
It sounds like you're going to ramp it back up, but just what you took away from the quarter as it relates to the overall lower marketing budget?
Question: Dylan Douglas Carden - William Blair & Company L.L.C., Research Division - Analyst
: Yes. No, it does. And then I guess, just kind of curious about maybe this is a question for everyone on the call. But you mentioned there, which is
why I feel I can ask about it, sort of rethinking the retail strategy, it's early days, but kind of maybe what points you think you can address or change
longer-term in the retail strategy?
And then some of the body language here is kind of moving maybe more towards a wholesale distribution model. And you had mentioned sort
of Tractor Supply, 100-plus opportunity. Does that mean you'll actually expand to 100-plus Tractor Supplys? Just kind of curious how you're viewing
these 2 channels of distribution go forward?
Question: Dylan Douglas Carden - William Blair & Company L.L.C., Research Division - Analyst
: No, that's much clearer. I guess it sort of leads into a question if I'm allowed here, 1 more. Just around sort of the product launches for this year, as
you kind of lean into the success you're having with some of these 40 GRIT and Alaskan Hardgear, are there more further product launches in those
verticals to kind of look forward to in this year?
Question: Dylan Douglas Carden - William Blair & Company L.L.C., Research Division - Analyst
: That's great. Does the Best Made launch come with any sort of change -- sort of back to my original question, change in marketing. I mean one of
the things about that brand was always its catalog and how successful they were with that? Are you kind of thinking about how you message that
brand a little bit differently than maybe how you speak to the Duluth core customer?
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