J.Jill (JILL) 4 Sep 242025 Q2 Earnings call transcript

Thank you for standing by, and welcome to the J.Jill Inc.

Second Quarter 2024 Earnings Conference Call.

[Operator Instructions] I'd now like to turn the call over to Claire Spofford, Chief Executive Officer and President.

You may begin.

Thank you, operator, and hello, everyone. us joining for you this morning. Thank

above in second quarter detailed X.X% EBITDA adjusted million, margin our XX.X% period. yielding sales press solid a and slightly $XX.X of delivered for we EBITDA expectations performance, adjusted of and a release, growth As our reflecting the comparable total

we price summer was responded And well customers in a the to collection, Underlying Day as around continue start performance Mother's period which dynamic traffic. store strength direct our early relative selling to strong saw particularly the to trends healthy in full which channel, see to offset holiday. our ongoing helped

As beginning the a meaningful progressed, noticed in shift in July. we consumer demand quarter

actions optimize quarter items debuting during slower moving our product manage our yields, promote the promptly to Adhering operating precise model, to to disciplined and Labor Day. launch we fall prepare inventory after for and took strategic

softness time change evaluate it of has continue August, is assortments customers. that by we in small-volume demand months, trends difficult noise a in created drivers distraction our to the and in as as and macro we volatile highlighted a the While as transitional sales are clearly environment and midst see to assess seasonal for to well the

That take the for balance it believe these Mark as said, to assess as our expectations of will is current account prudent review. We year. we trends into the

in expectations including we generation. with While healthy cash guidance, significant remain hallmarks line and of our updated our operating margins are the our model, revising

our that to is the consistent rate assortments strong have versatility their an defense in environment wardrobe. As that customer refresh is she amidst items needs meet product discussed trend for the best for of and and before, looking her we resonate with retail, delivery ever-changing

after categories our year and consistency annuity-like linen comes yield the understanding is especially vast approach cotton that strong source the us and and The delivers products on proprietary season, based through our the quarter. of like J.Jill, and of This our she in looking the assortment market were develop, she to for. season core deep majority strong our franchises design, of heart for performance. customer and year we At after what margin gauze

into performance with inventory during trade in again, In same are particularly bottoms product the our on operating our pleased core in X and to offerings move we open flat period move the addition, years, fashion-forward not season, with the stitch our took we historically been our model, we've detailed which as and with Dresses, crochet in assortment full sweaters, sweaters. programs a fall But see and comparable appropriate price to season. more started into and has markdown more the she action trend sale strong in did for cardigan as ended period. accordance seen our we disciplined we performance

and versatility As and we our core look marketing underscoring are outfitting central with value begin showing that to of fall, product to products This highlighting the iconic great options series. quality J.Jill excited month this launch the will ponte our to proposition. effort and pant J.Jill our we're

sweaters of with are our sub-brand the forward rate and Wearever of leverage trend collections our and support season. fabric pallets our We the excited offerings looking in fabrications, sustainable welcoming fall initiative launch about for [indiscernible] to also collection EcoVero and to we in new course, of are

have are know channel a know well. growth sales, well our drive retail openings traffic, store us later but openings will priorities. our markets an track new Turning we planned currently We this project year. plans our important for store base that in we are as our next stores file retail that as we customer upcoming are Despite the very OMS to with that our for of remain we as strong for already that on omnichannel to drive strategic acquisition. softness Many for customer not well sales believe and only and seeing

build our and time, over increase brand our awareness our marketing channels. to continuing evaluate our customer file diversify we As and plans we're

customer our slightly the performance. particularly with the direct-to-consumer for quarter, by performance While consistent declined to channel, our customer nice growth file, brand the we saw file in overall in new

One patterns customers Wardrobe. retail saw J.Jill Our challenging, more We launched the and forward awareness traffic customers in dynamics quarter. campaign driving saw a of campaign the late our on the spring nice proposition. in new introducing to we step and brand No channel reflective were Limits reach elements, in our value

The way we to the brand has paid in great yielded real circle, on social a owned a strong J.Jill introduction of show influencers and are media collection response been our Building our and right time of efforts. of awareness tips early and in women stages efforts. takes the styling brand still

into in lean customers. and ways engage marketing, profile test customers to the appropriately brand new the well invest raise will attract and we to ahead, current look continue we new as as of to As learn

our generate to and While she also a very in are the are margin and we discipline into operating the environment, cash leaning dynamic on her our operating strong continue we focus customer delivering wants, performance flow. continue to to of and model products experiences drive and

our to our commitment objective not addition, wavered. In has long-term

in and our that growth paydown ahead. debt quarterly voluntary know we we QX, the initiation for confidence and the our business program profitable dividend of lie strong by have opportunities evidenced in As

brings to continue Group, roles on LendingTree dedication Mark, and take She cofounded leaders to Before more our wealth the finance, Women’s be and investor to female Courtnee to also I unite Expedia as ongoing talented entrepreneurs. in our e-commerce to in for our female Inc., their strategy our Board. objectives. and Directors. I promising SVP thank and Chun welcome excited Board. previously relations Officer moment am of the mentorship Courtnee a couldn't to call such a Courtnee I also to work teams Liberty of served Investor of recently, add for Scholarships. leader Portfolio our of turn want to eCommerce Media Board the in Network, over was experience a Board to very She execute we thrilled to provide Most hard I ACE female with Chief HSN of and on the Relations.

Let our me now turn in the over call Mark results detail. outlook to and to Mark? discuss more

good Thank morning, and you, Claire, everyone.

with we as As a and end Claire quarter guidance a necessary performance EBITDA dynamic taking expectations last of discussed, principles, whole, quarter solid our high taken year. inventories with in promotions markdowns ending and prior in with of this line targeted second slowdown July, line our period, above we as like-for-like slightly our the disciplined month adjusted the experienced our in successfully represents Though range. navigated the sticking deploying with to sales

million continue paydown we through progress $XX of through sheet value approximately a of strategic funded the issuance and balance of debt, the addition, In shares by initiatives our and program. initiation quarterly equity to our million shareholders the of voluntary to actions partially strengthen took further of delivered to X dividend

uncertain with business managing we to While macro continuing an business discipline. are executing to our environment, we the model and committed remain navigate

in improving outlook, strong QX noncomp full Total items direct million, more Before as by shift of This the company quarter, versus impact financial the any which shift quarter our X.X%, performance selling me a quarter let the X.X% to calendar from drag sales channel. comp down I QX was our discuss increased driven was which second revised XXXX, were other performance price rates. compared result the $X for comparable detail. removes approximate offset for calendar sales as in higher about million $XXX review reported return Total the company by second modestly mostly XXXX. and to an sales due well

last pronounced about July. traffic, primarily were in percentage as full sales by the in down sales million, compared XXXX. year the QX related was the X% XXXX, $X better second QX quarter up return QX QX million fiscal to calendar offset X% for than total were the more from XX% compared down the were to as comparable was calendar driven about selling impact about well profit the drag gross sales month company of which of to sales rates about a about lower quarter as and direct compared Direct as to total of compared shift. Store shift price some XXXX, to most $XXX

by down basis versus the a disruption of calendar in of to was decision the XX.X%, at XXX with decisions expected and Red beginning driven pricing higher QX to July mix the summer response Sea. goods full associated points the quarter uncertainty was during at margin a slowdown due initial related replaced in gross markdowns week freight some air end the quarter. By sale XXXX, price delays a week by shift the QX to in and light strategic to of of by taken pressure in the quarter as

XXXX. were quarter the expense incremental compared $XX.X the The was $XXX,XXX associated EBITDA QX $XX.X the million for about functions expenses year. about in million million and and $XX driven with both project. in inflation by increase to in primarily SG&A stores wage in OMS was last Adjusted million to quarter $XX HQ approximately compared

for release today's net to most GAAP measure. comparable reconciliation income, EBITDA the refer a Please adjusted of press to financial

flow. cash to Turning

against the with generated in about resulting ABL. million cash ending $XX operations, cash million of from For $XX about quarter, we borrowings of X the

meaningfully up and we the by of mentioned last at Red of early timing as to delays Sea strategy QX inventory, goods assortments. to fall the be end get inventories with X week the beginning expected at our Looking to due in front quarter, reported shipping

end additional about about end for of inventories to As actions, XX% fall last up these quarter. at Normalizing goods. second reported quarter of were compared these including the year, expected, to total flat the second inventories were quarter in-transit end

While quarter the as remain this the now have shipping therefore, our to to the and have issues reported will place, we yet keep any of to end signs in plans in of such, year. elevated with of expect Sea lanes through now stabilized, fiscal our respect least expect mitigation inventory fourth and improvement the at see Red

were project, last stores were progress. was, new on for reopen continues which QX. stores. the respect for in at store to With Store OMS temporarily expenditures closed will quarter unchanged $X quarter relocation, year. of at compared the store to we X make to focused the opened Capital and count which technology end quarter $X the X XXX good in store million million count, the therefore, Investments and

to now our outlook. Turning

which setting very plans our half and as assess and sets, adjust take trends current the it we expectations year. just of fall believe the account are to we to in we our we quarter, is how As July, long second necessary the prudent floor the trends persist, difficult And trend for in change assess into these experienced while will Claire reviewed, a a following to start continued is through August. strong especially as it

For year. X% to to quarter, QX we the compared expect the be XXXX third $XXX.X X%, million to compared sales up prior down to in

by shift expect $X have We to about related reviewed the with benefit we associated prior calendar million the calls. to which timing year QX prior XX-week in revenue

expect in million. $XX the million and EBITDA We be range adjusted of $XX to

of behavior assumes also in beginning level the takes greater guidance end as consistent of the the our we our customer year trends, mentioned, earlier improvement progress are in as in more comparisons guidance as period. saw year-over-year we July. we seeing the full As prior with well price to in what current high into through business in the a easier account trends change The

elevated experienced exiting additional guidance managing our in in promo we remain expected expectations. pressure, less increased markdown than in freight the as addition, costs, inventory line last in with levels with ocean third quarter and which update inventory season our In to and gross reflects QX have pressure quarter to related margin since committed to

project. SG&A In to guidance $XXX,XXX the approximately addition, reflects this OMS in investments related

pace While in measured to support a second expenses given we as other we we these to Claire continue the discretionary strategies taking expenditures marketing that with half seeing. the and are reviewed, expect trends we enter to invest the more are

of down be of to fiscal now be full flat plus $XXX operating to XXXX. and to gross the be EBITDA of X% modestly million This prior revenue expecting $X $X year to to to EBITDA we total XX-week margin the reflects $X impact about and from adjusted compared the For sales XXXX project. are to well compared related loss in in adjusted X%, and of EBITDA the as compared the million down to outlook year as adjusted week and revenue X% negative the in XXrd is year approximately million about range in fiscal million to year, million of OMS $XXX expenses

expense X% operating be investment week prior Excluding to the compared the impact and be in up to the the OMS to revenue of X% expect down in X% and adjusted XXrd we X% XXXX range of fiscal the EBITDA the project, year. to to

to by X temporarily grow with quarter, openings fiscal store the including store store stores Regarding of relocation still third count, the end X count net the expect we reopening QX. net up up by during XXXX in to to for closed the of

respect implementation reported driven accordance and these prepaid with view to reported during adjusted spend XXXX now our as costs And investments by in of fiscal in approximately primarily CapEx similar them the expect with total to expectations GAAP. prior expenditures, million $XX our is compared we change capital $XX to the million. depreciation EBITDA. The software amortization expense treatment in to of cloud-based guidance out our adjust of We about of

teens updated in resilience our of guidance performance, still delivering total reflects free first shareholder and after our us while returns. model flow, from in half growth full the a for to our long-term disciplined year high strength adjusted which the investments trend helps EBITDA reflects margin the and position sustainable change closing, drive it operating In our cash of solid a ultimate towards even net cash achieving and goal

the Thank back I now will to you. hand it for operator questions.

you. Thank

J.Jill's differ subject we amended. forward-looking as question-and-answer constitute remarks cause that during to risks on statements made to the begin Those Private made to from the the to risks I remind safe within meaning comments could XXXX of and described you session, may known release both unknown and Litigation the in and Securities are of Such that Before and results uncertainties call of these forward-looking today's provisions such SEC and are are need materially Act and uncertainties statements. actual filings. Reform press harbor statements pursuant certain the

the Street of [Operator Instructions] Ryan Markets. Your from Capital Lake first comes line from question Meyers

like I for be some QX? you margins understand did it one correctly. just softness in what but be First sounds me, it which here to it's to going I gross get that was clarification in It than QX, wanted Mark, on this, will there say during higher

related but said was be the freight, which with dimes. the our feel elevated would less ocean costs to we in we in QX, with And end contributing as yield QX then our operating dollars freight measured for quarter is to thanks discipline, to pressure, question. versus factors experienced QX, which pressure but is being commitment the our model season have need to ocean where best in the to to that in inventories would freight the air Ryan, abilities We some which than is some it inventories pressure and related and manage to pressure in increased, them. to rates the action freight, measured

levels? improve of [indiscernible]. then to it a pull the kind just seeing Okay. like of I bit And big sense. traffic there can curious help what guys you Makes sounds you're traffic little levers was

Ryan. you. question, Great Thank Yes.

performance continue driving. on big a element Performance traffic is of marketing We to return monitor marketing. our

substantial first our with have that. floor hitting set support marketing fall We behind tomorrow

are hopeful part -- that, the support traffic hitting. going experience high-touch and we we collection of particularly of we fall then new also, into help season. around model, sort So retail will do of And outreach, lot a as our that retail

come to new appointments. best them styling reach out So teams will to their and set up in excited and get customers and offerings the explore the known store and

retail way So drive that's us sort that of into just particularly traffic, another helps stores. the

question the Corey line from next Our of Tarlowe from comes Jefferies.

cadence can comps better saw. And you you sort saw the through walk just get the quarter-to-date trends you're the picture us that so quarter? for of maybe a seeing that of and any cadence we in trends you the Could just that

performance We us. of know, of strong a big months Sure, a you season Corey. and actually QX, Thanks. our first really June, May really a start, saw strong for year the are of as heart of very the through X and time kind which,

saw in the we into and August. both in channels, change. a into moved saw we persisted We As July, that traffic trajectory drop-off

So trend. that of that reflective guidance of providing is the we're today some

September months of where us of the is really months October. much and August, month. floor season tomorrow, a very by of also of And into is our transitional small which the new set in we biggest ahead QX I fall as hits said, as opposed to kind X We have which far July, and sale kick a

So we are as prudent hopeful that being look we are we forward.

it's fall that think That's you I helpful. inventory, excluding seeing appears up it on XX%, that But very optically higher you know also Understood. And mentioned in-transit markdowns. then inventory goods, mentioned is you're flat. but just I

forward versus So into we half? the positioning promo going about just inventory posture how do think back

around I'll start and the down decision of the of week air which ship made that have to the the assortments driven, which et a incur get shipping transit to vendor Yes, delays Corey, fall with is that front front Hope The that we of East are with that in the we is we, water we more and the basically in and it in going strategic to freight, have our get to now XX% our effort not relationships that. on early week to Coast in to get with Good Cape related see, expensive about lanes fact to the the a cetera. partners, of delay great

the strategic decision. was So that

to take balance you'll We inventories is going it it's on-hand entirely over see about earlier the last fall than week in-transit the about to rail amount the at The slowdown the were leading -- sheet a look was and is the our it indicator lot generally a and noise fact flat year. into up elements in July over of the cusp across the on [ rails metrics. -- our and stores are the that due and year all there. clear in our was Claire mentioned a leading it July. widespread the indicator this all There were Traffic that generating of the ownership was and ] is matter

a environment we slowdown pinpoint. So noise but it's us are, mentioned affluent, it's that more for about out We is is as and a drivers I'm hypothesize all the particularly easy more in July. sure. perhaps not the who exactly interested. to demographics customer definitely some in what such saw that the our hard more in But what remarks, educated, of ours to existed for

intent And that strategic for inventory slowdown. our is purchased that not did contemplate

little the operating manage to into switching and the yield best clean season to get So the our inventories can of quarters for and results. of model the trend the seeing manage action that's we as the new seeing kind of can a where you're that, reflective pricing guide our the assumptions inventories is of QX quarter QX we line. bit then enter to discipline in continues end gears as some to of we in that to what with margin them to end you're that of QX continue in And the in sort level take

of how about overall. thinking we're So inventories that's kind

comes question William Carden from Dylan Blair. line next the of from Your

bit And your when thinking customer also in demand the same extrapolating So little how how are I'm maybe next. just kind got the balance sort to periods. of too July good of of you curious better sort of of what factored just you midpoint this, year. around happened is. kind like and guide? maybe who August. things I'm a how in the into that election then sort about And reading point I'm kind bigger through selling happens curious characterize you what you're little the in further, of It seeing about that of you're -- would a much thought taking maybe sounds your of

and actually been the ready trend continue at this so the the decisions approach discipline are be customer not doesn't to the the the side It's The in pressure demand retailers guide And in to back half customer this period, July customer. and and high to we with the and still but we're the price of for assumes in such August. those did was and model, facing for nature jump scenario And remarks, that Claire mentioned transition compare. July us, seen slightly to to the general response managing August, we've season. it that was and we Claire will some sale or of and nature compare in right start from was it of speak X-year it full some that's we've really responding the downside within of mentioned on the promotions not level a that on from a of that probably guidance, the to improve necessary is the hit on to don't action marked to point it We would committed operating price of difficult continue to assume because change your ourselves compares, believe from our model. The sustained general challenging. this some manage the my challenging. response the you August responds trend the prior customer the level month lack that rest August deterioration of year it, a actions that the has us. will the I action right customer tend taking. hardest to then when July. some into more of full to but assumes given on by of the we is Dylan, markdowns strategic customer disciplined, there, period side but guidance to was product, the which return and as in posture that again, in the -- demand inventory one on operating given midrange that August as the doing we period in trend month, the to be easier

I'll frame we best customer. jump can the on Claire in the it that's let And up. So

Dylan. Thanks, Yes.

customer this survey. So we do

we of -- -- in of short-lived. see why clear in saw to. that. and did Olympics You what customer fielded certainly election The she's through and paying to. she's her up asked of pop obviously things about distraction, part early The pop come terms most We we attention paying she's of we and were part self-reported, of in it, thinking recent what kind loud of attention that's But distraction was that August. which terms that our about survey level it definitely saw

saw while we is strong We -- period, purchase a interested some during off very July, the again. that's also expected. of coming sales we markdown saw to also kind fall consistent But saw or season more August, it's which be in of promotions intent for the

hopeful we year. So refresh word again, the we all season, to that. we're back that into going she's the as to this with as does. she move we're of the wardrobe and of she guide QX into fall And her balance as true comes contemplate balancing usually the her But

you paying then the of priority least Understood. of debt from buckets? paydowns, here just you're further at any about new of how on can cetera? give kind Growing thinking the visibility et free dividend, And down dividend, on kind the uses debt, cash

the is go And no point, in business this update remain we're will show priority priorities at continuing debt. We before. invest great pay the project, to start OMS systems which Dylan, the the which QX. down opportunities, next net it's in then on, the new place the in growth year, to of them, with Yes. progress will stores, making upgrades distribution but is to first there's the committed the we've and to that which stated

the debt. we've initiated made paying in We significant think I dividend. progress down

grow balanced, no we bit dividend on to program. becoming X the further initiation but as than of the more say those are maybe dividend other view -- a it a priority So dividend a update to

cash as Directors recently, cash and -- second of a the is going for and dividend opportunities declared of declared understand investable through hallmark the that channel. add business commitment dynamics very a model business cash we how stream and to of But and the update good the for performance, that view in that and total dividend guided forward strong the Board the strong value time strategies. that sure, the shareholder margin the generation, We and return even a year really very flow across still driving for over

Telsey the Your of next from Dana question from Group. line comes Telsey

with terms embroidery thoughts regional difference that in think of you fabrics category shift you And trends drove performance, well. the lightweight this tops, did any dresses for how of year, Christmas year. last the marketing this days And second there Thanksgiving fewer how performance thinking time, In spend this planning? was between a marketing. think performance, half? last just for year, X back the I quarter? on the campaign, half I marketing the then And of Claire, about you're And you're and know novelty big What in category lastly, do any saw.

Dana. then jump and want if are in. each I Thanks, you looking other first, at Mark to go I'll

side of the a the a smoking quick of the the store and hit things, things, performance, that There wasn't in Claire, I'll that but challenged, et time, were there events happened, was then declines. South some driver, and lifestyle really retail the it's answer. regional the not speaking, traffic haven't Texas, any And actually bit that like gun center cetera, regionally we more something what first side with mall nominally main weather And lagged enough feel is but for to watching year-over-year we're but to in was us make quarter of that's traffic the was interest. something that we interesting seen. saw, respect

not very the the stores that. related opportunity pinpoint X et was as on note, we'll though, to that to watching about country, something Claire excited extreme we that we on summer strategy. watch for. in that hard a to Again, markets. opening traffic we to very and there across patterns. those was driver, we're was interesting it with But committed markets interest cetera, already hand new I'll Many keep thought through But know and an are Still, it but embark as still the weather, just heat, that different

Thanks, Mark.

separate has tops. X come said, actually big our reducing of We've on more first the a strong we and dressing performance X dependence about. thing gauze that months on very, contributors QX, the dresses. months we things of So basis the been in linen were cotton in sort woven of That which into novelty in more dresses, forward, going June, expectations QX trade that saw as performance. other saw That's the tops, of were slowdown We are a some quarter. bigger woven down And bit planning seen May and the talked some is in a category building through very to our year-over-year the into those a we're particularly something our QX a maybe and categories of trend. tops that's versus and

We margin done businesses and all time, there, of we core saw business. the volume talk about are annuity great programs those long nice the as

continue strong. those be to So

As our well, forward and bottoms by fall, we see into the that going we trend nice business there. we encouraged has been are look a fact

We those. set particularly Those summer, fall letters you sweaters, though our like as it's categories a crochets, seen categories of importance I have hits will nice the and see also trend mentioned X -- floor tomorrow, some been that script. our our fashion-forward in big the season, fall open even in my of more in are

that's encouraging sign. an So

a it's is good not we bad more is as think And QX quarter news promotional, the our it's the smaller about that for strength in Christmas, and us. business the because and Dana, news

shift we in are in the very being obviously mindful So calendar.

of and something Christmas between We season up. of some the gap address in the those And shorter actions. moving terms in to sort some adjustments dates with are we Thanksgiving of hope making sets, of selling floor our

big marketing marketing doing you're the time. are to to believe then lever very to important which the a our awareness, but myself, not old and we digital, magazines of we've with I'm and/or brand to brand mix, mix, a really make marketing, component the flexible. lot lot flex now that strongly some performance a were very digital efforts, but the marketing you is is where I days to dating It's up commitments down. regard That our which building can and sort print investments of social, efforts still our where campaigns of said, takes committing marketing like marketing that is of or really started And

behind invest And to to marketing, investments, try in you ourselves get with we tend will balanced. know, come not ahead energy see out the invest it we we with as but and Should are that. stay of back prudent we in, we

monitor business way. the that So continue lean to we levers, pull and we can when and those will that drive in

the next BTIG. line Janine Stichter from question comes from Your of

those along like lines, and in you well around found SG&A really tighten managed you that. quarter, the Maybe some additional it to opportunities sounds

to finding as to the you're you where like those SG&A? looks speak just And then look SG&A preserve what maybe opportunities on flexibility margin? overall, So

and the to that the behind seeing it's Janine. never is a general lightly pass at trends shift us, question. that the in on Thanks, to sort puts decision, take cautious into our of take somewhat our for theory around guidance of and we mode part we discretionary we're to put I'll which The a make much mindset, given managing ourselves balls right the us the feet in the business to that very extent cautious we're also the that mindset the expenditures sure can. in

foundational reviewing and we're is that we environment the that the macro that that to will inflation where continue, continue marketing with of mix. wage it then put continue. of we strategic making that's need But have within area as where the that strategic an we to we we do, the mentioned. investments remarks, always that's over these wage and out quarter we're Claire was expectations will main P&L, sort to my were and will this OMS the we light in and the respect expense mentioned the have effectiveness, that those within going the as this decisions called inflation, spend, in systems, investments -- IT drivers refine the opportunity will will general also or curb extra have, as year, also effort to we And and we best-performing but the the make in can just expense of into seeing We

what to guidance business-critical and the pull pull, and what's that the and variable business and into provided. pull we discretionary that where continue. is to it's are very will cast knowing usual stand constitutes or characters of where levers embedded and mindset pivot ready that trends around it's the And discretionary the those in continue get of So we ranges expenses then trend a of ready just specific as we the

but count. and that trends know what wondering quarter, new more just then continuing And the demographic down see in. customer slightly underlying you're that, one customer the I in in Perfect. customer seeing have it you acquisition, been on terms said to you're I'm on just come was of customer what if younger

Thanks, Janine. Yes.

We Over of the the nice the in in latter were of our first X quarter course In challenged of in we growth retail-only the part. in the quarter, we customers. a customer more the a particularly the file, then and direct-to-consumer drop-off did in segment. bit quarter, the little see, again, little saw months real a best strength

So customer ongoing source us we younger invest that our the I reflective younger we continue forward. growth a was channel overall customer, of to a of the valuable target against be those think and performance, slightly our at move And are little demographic. end to that for bit of as efforts continue but

Jonna next Cowen. Your of from question TD comes Kim the from line

you Just quick a evaluate of what marketing? continue channels, And the question on are how in and And particular? you holiday to excited your are are you then as the most you the half in on little bit seeing in investments? but diversify measuring your a about you -- you season, front environment? provided any success marketing terms second love how are of how color in for you thinking what And would about promotions, marketing

that in business our there driving marketing terms the and I'm circle, Everything I With social to stuff of right? of nice the engagement marketing it. social to is marketing. are excitement. all all gamut and very full the from Jonna. and digital with which our still print it's some of important Thanks, about in catalogs marketing, some excited Sure. and some to forms brand J.Jill spoke we rate QX influencers of saw social mix,

of of efforts We and are the constantly look adjust and in performance we accordingly. in investment the the return at marketing, those marketing and very all CPMs disciplined on terms

tends as way surrounding the and are that noise now we're of fully drive the is of that the think November. expenses QX planning in certain up. the of we the middle dynamics our thinking contemplating about we given One elections the those expense That about all CPMs to between contemplated of is channels, the and

leaning things central lots So that and great of J.Jill are I our proposition. mentioned things. to some in. my value really also to just We're in script

the great kickoff in terms J.Jill versatility, value were of iconic we to you'll fabric of the actually So excited prop this is of that core with campaign in about our month, We're September. outfit. it see because ways our first Ponte kind of reflective pant in

styling in in of customer are ways, bringing target about. a We talking it variety that at focused that been we've

as that to marketing innovating speaking that's of kind really to a So our standpoint, said, our trends season message thinking the guide, the the given not through but customer have core the about we're move another need in And trying to the marginally customer way only we're then our from Mark just the promote to promotional and given example ways to contemplated QX we and in business, we're that the inventories. of acquire. potential

order inventory, in we and a little in objectives. that that are through achieve those do promoting top to balancing, make way with as will disciplined can driving very we we sure moving as always, the As line the

are over as flex short-lived narrow So we the but if as quarter. possible, and those things again, as that things shallow

And then, same QX. stance sorry, tends QX. you will QX we be promotional. that to take with more Again, asked about

approach will We promotional expect selling and cadence that to committed it will be, price stay to again, but to our try manage accordingly. our full we

Retail from line question comes Marni final of from Tracker. Your Shapiro the

the and the weigh Actually, the is say much least of a for in at so of clothing all But full exactly came part the did was to the she in for in I'm did and to that know, at and for to price? even August, August. was break see And that good sweaty. blame to very second no well, when July when and did sale I will June, in store customer woman really degrees Mark, weather, you X you wants It problem. linen you and muted And didn't curious and on was sale? July I traffic Or country matter. still million gauze buy your when then the sale come in in pinpoint selling? weather X going it. May I'm full that try you I'm going price sold to is

Thanks, much were you. Marni. very and And appreciate agree to Yes, weather the your assortment. question, months, the May strong full across answer I pretty selling I with June comment. price

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part and tomorrow. be the September So excited back the starting we in year full price moving of with fall are to into

product me looking be assortment you at I'm go of you we'll give when review it. in our sure look at it. So a stores will And

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across slowed board, yes. down the She

offline Okay. That's guys. perfect. I'll rest with take you the

you thank call. end We period, may does our participation, for conclude conference this now today's and your reached have we and disconnect. And the you question-and-answer of