Good day, ladies and gentlemen. Welcome to the Natural Grocers First Quarter Fiscal Year 2024 Earnings Conference Call. At this time all participants are in a listen-only mode. [Operator Instructions] As a reminder, today’s call is being recorded. I’d now like to turn the conference over to Ms. Jessica Thiessen, Vice President, Treasurer for Natural Grocers. Ms. Thiessen, you may begin.

Good afternoon, and thank you for joining us for the Natural Grocers by Vitamin Cottage first quarter fiscal year 2024 earnings conference call. On the call with me today are Kemper Isely, Co-President; and Todd Dissinger, Chief Financial Officer. As a reminder, certain information provided during this conference call are forward-looking statements based on current expectations and assumptions and are subject to risks and uncertainties. Actual results could differ materially from those described in the forward-looking statements due to a variety of factors, including the risks and uncertainties detailed in the company’s most recently filed Forms 10-Q and 10-K. The company undertakes no obligation to update forward-looking statements. Today’s press release is available on the company’s website and a recording of this call will be available on the website at investors.naturalgrocers.com. Now, I will turn the call over to Kemper.

Thank you, Jessica, and good afternoon, everyone. Today, I will highlight our first quarter financial results, including key drivers and provide an update on priorities. Then Todd will discuss the first quarter results in greater detail and review our updated fiscal year 2024 guidance. We are very pleased with our start to fiscal 2024. We believe our carefully vetted offering of natural and organic products coupled with our emphasis on value and always affordable pricing, differentiate us in the marketplace and continue to drive demand with health-conscious consumers. Our strong first quarter results reflect a continuation of the positive trends we experienced in recent quarters. Net sales of $301.8 million increased 7.6% compared to the prior year, driven by a 6.2% increase in daily average comparable store sales, which included a 3.4% increase in transaction count. We are very encouraged by the strong customer traffic trends we have experienced over the past several quarters. Diluted earnings per share increased 78.9% to $0.34, reflecting strong sales growth, effective pricing and promotions and expense leverage. Turning now to an update on key priorities. Our {N}power rewards program grew 16% year-over-year to more than 2.1 million members by the end of the first quarter. The {N}power net sales penetration was 78%, up from 76% a year ago. The growth and penetration of our {N}power rewards program reflects our deep engagement with these valuable customers. Our Natural Grocers branded products deliver premium quality at compelling prices. In the first quarter, our branded products accounted for 8.5% of total sales, up from 7.9% a year ago. Our private brand penetration increase is an indication of our customers’ appreciation for the quality and value of these products as well as the continued expansion of our offering. Store unit growth and development continues to be a priority…

Thank you, Kemper, and good afternoon. For the first quarter, net sales increased 7.6% from the prior year period to $301.8 million. Our daily average comparable store sales increase of 6.2% was comprised of a 3.4% increase in daily average transaction count and a 2.7% increase in daily average transaction size. We estimate that product cost inflation was approximately 3% on an annualized basis for the first quarter down 200 basis points from the previous quarter. The item count per basket was flat compared to the same period in the prior year, reflecting an improving trend over the past several quarters. Our item count per basket remains above pre-pandemic levels. Sales growth was broad-based across categories. Our strongest performing departments were meat, body care and dairy. Gross margin increased 130 basis points to 29.4%, driven by higher product margin attributed to effective pricing and promotions, and store occupancy expense leverage. Store expenses increased 6.9% in the first quarter primarily driven by higher compensation expense. Store expenses as a percentage of sales decreased 20 basis points, reflecting expense leverage as elevated sales offset higher labor costs. Administrative expenses as a percentage of sales increased 20 basis points, driven by higher compensation expense. Net income was $7.8 million with diluted earnings per share of $0.34 in the first quarter. This compares to net income of $4.4 million or $0.19 of diluted earnings per share in the first quarter of last year. Adjusted EBITDA was $18.8 million in the first quarter. Turning to the balance sheet and cash flow. We ended the first quarter in a strong financial position, including $13.6 million of cash and cash equivalents, we had $18.4 million in outstanding borrowings on our $75 million revolving credit facility. During the first quarter, we generated cash from operations of $16.6 million…

[Operator Instructions] Our first question will come from Scott Mushkin with R5 Capital. You may now go ahead.

Hey guys.

Hi, Scott.

So I guess, if I can think of – I’m driving right now, believe it or not out in stores, but I kind of had three questions for you. One, is when we look at the gross margin, how much would you just attribute to the strong sales and leverage? And how much would you attribute it to mix and other things?

Well, leverage gave us about 11 basis points. So that was nice. And then as far as mix goes, there really wasn’t a lot of mix change. Everything was pretty much steady. There wasn’t a lot to mix. A lot of the – of our gain in margin was attributable to smart promotions and pulling back on some of our previous {N}power promotions.

And was that preplanned? Or is that something...

We’ve been – we’re about cycling through a year’s worth of that coming up here in January of having less aggressive {N}power promotions on certain items.

Got it. And then as far as your growth goes, I mean, obviously, it seems like you’re striking a core with the consumer like you dive into that maybe next. But is there opportunities to increase that growth rate over the next two years to three years? I know that’s ramping up, but I mean have you thought about increasing it further? Or were – where are you guys on that?

You mean as far as store openings goal?

Yes.

Or just acquiring new customers at existing stores? Well, our goal is per store openings.

Store openings remodel…

Yes. I mean our goal this year, we’re going to come in somewhere around 10 to 12 new stores in relocations and remodels. Over the next couple of years, our goal is to get back to opening between six and eight stores a year. We don’t really want to go above that because we think that it’s more profitable for us to open six to eight stores a year than to ramp up and open 10 to 12 stores a year or even more than that. It’s just – it’s smarter from a profitability standpoint to not have much more growth than that per year, that way you can spend better time picking your sites and managing those new stores as you open them.

And the remodel part of it?

Yes. And then the remodels, remodels and relocations will probably have kind of an acceleration of that because we have a lot of stores that will be anniversary in the 10-year point in two years. And so a lot of those stores will be up for remodels and relocations at that point in time.

Okay. And then…

It’s about a 10-year to 15-year life cycle before a store needs to remodel or a facelift.

Right. So that you think in a couple of years that it’s going to accelerate pretty meaningfully? I think our research showed that too.

Yes. I mean it will happen. Yes.

Right. And then did you reference M&A? Is that something you guys would consider or not really?

We haven’t really found that to be a good niche for us. Most – we did one acquisition of one store a few years back and that really didn’t – I mean, it was all right for us, but it wasn’t anything that – it was a lot more painful than we would have liked it to be.

Yes, it usually is. So my last question really gets into – you seem to be getting new customers. Is that correct that you are getting new customers?

Yes. I mean our customer growth was – I mean, essentially, our basket growth that equal inflation in our customer growth. It was about 3.5% above that.

So what do you – I mean, what’s driving that? I mean it’s kind of maybe a silly thing to say is, are you guys the other side of the diet pill craze where people now have extra money and they can reminding what they eat? I mean, it seems like we’re kind of seeing this acceleration. You’re winning customers.

It’s the value of our company. It’s the nutrition education, the quality of the products that we sell only organic produce, not having – people don’t have to come into our store and worry about reading the labels and finding products that are contaminated. And then produce that’s contaminated with conventional produce. They don’t have to worry about finding a lot of artificial colors and preservatives in the groceries they buy. And then, of course, we always have the value proposition of our every day, always affordable pricing. And so that really helps too. And then just engaging with the communities that we’re in via our outreach through nutrition education and events that we sponsor in food bank sponsoring and so on and so forth. And then finally, taking care of our crews so that they can give the customers that come into our stores a very good shopping experience. As we’ve said in several of our calls, the average wage of our hourly employees is now up to $21 an hour, which is pretty much industry-leading for the grocery business.

Any sense of who these new customers are? Do you have any data on that at all or no?

There are people that value their – they have an active lifestyle and value what they consume and put into their bodies.

Like very younger children, like older, you don’t have any sense demographically?

Well, we tell [ph] quite well to the 50 year to 60-year range of people, and then we have a lot of families that like to shop at our stores. And then on the – I mean – and then we’re starting to appeal more to the younger generation because we have an authentic story and they like authenticity and where they shop. And so they really appreciate that we stay true to our values and have always had the same values. We don’t just go a wishy-wash and wanting to say, "Well, this is popular now, so let’s do it now.” We’ve always said what is intrinsic to our company and people appreciate that. And then the value proposition really, I mean the value proposition for a lot of people is very important also. They always know that we’re going to have a good price on things.

All right. Well, perfect. Like I said, I appreciate you taking all my questions, and good luck in the next quarter.

Thanks. You have a good day. Scott.

[Operator Instructions] It appears there are no further questions. This concludes our question-and-answer session. I would like to turn the conference back over to Kemper Isely for any closing remarks.

Thank you for joining us today. We believe our strong first quarter results have positioned us well to leverage this momentum throughout the balance of the fiscal year. Thank you, and have a great day.