Strategic execution and market positioning
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The performance was driven by a focus on the $90 billion target addressable market (TAM), which consists of differentiated regional, natural and organic grocers that have historically outperformed the industry as a whole.
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Underlying net sales growth, excluding strategic optimization, tracked in line with low single-digit target addressable market growth despite a dynamic macro environment.
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A 7% reduction in operating expenses and a 7% increase in distribution center productivity due to the expansion of lean practices contributed to the increase in profitability.
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Management attributed the increase in gross margin to disciplined network optimization and alignment of the client portfolio with win-win agreements.
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The company is turning to “next-generation supply chain” by deploying AI-powered procurement and fleet management platforms to improve fill rates and reduce mileage.
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The strategic focus continues to be on seven key areas of capability, including customer management and private brands, to support the retailer’s competitive differentiation.
Fiscal Year 2027 Forecast and Strategic Assumptions
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Management expects the broader wholesale business to return to sales growth in fiscal 2027 as the company pursues extensive network optimization efforts.
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The financial framework for 2027 assumes low-single-digit sales growth and high-single-digit EBITDA growth, driven by continued performance and commercial opportunities.
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Guidance for the remainder of fiscal 2026 assumes low single-digit inflation and includes a buffer for potential pressures on fuel and transportation costs.
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Capital spending is expected to increase in the fourth quarter to accelerate technology and supply chain modernization initiatives.
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The company expects to fully complete work on a short-term project for one major customer by the third quarter of fiscal 2027.
Operational adjustments and risk factors
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Network optimization activities resulted in a net sales impact of 450 basis points, reflecting intentional exits from less profitable or non-strategic businesses.
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Net leverage improved to 2.5 turns, reaching the lowest level of net debt since fiscal 2018, which management believes is critical to financial flexibility.
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The company made a voluntary prepayment of $115 million on its senior notes and refinanced its $2.53 billion ABL facility to extend maturities and lower borrowing costs.
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Retail segment sales decreased 10% due to planned strategic store closures aimed at optimizing presence and strengthening the foundation of the Cub brand.
