車美仕 (KMX) 2019 Q1 法說會逐字稿

Good morning.

My name is Carol, and I will be your conference operator today.

At this time, I would like to welcome everyone to the CarMax Fiscal 2019 First Quarter Earnings Conference Call.

(Operator Instructions) I would now like to turn the call over to Katharine Kenny, Vice President, Investor Relations.

Good morning, and thank you for joining our fiscal 2019 first quarter earnings conference call.

I'm here today with Bill Nash, our President and Chief Executive Officer; and Tom Reedy, our Executive Vice President and CFO.

Before we begin, let me remind you that our statements today regarding the company's future business plans, prospects and financial performance are forward-looking statements that we make pursuant to the safe harbor provisions of the Private Securities Litigation Reform Act of 1995.

These statements are based on management's current knowledge and assumptions about future events that involve risks and uncertainties that could cause actual results to differ materially from our expectations.

In providing projections and other forward-looking statements, the company disclaims any intent or obligation to update them.

For additional information on important factors that could affect these expectations, please see the company's annual report on Form 10-K for the fiscal year ended February 28, 2018, filed with the SEC.

(Operator Instructions)

Bill?

Great.

Thank you, Katharine.

Good morning, everyone.

Our used unit comps for the first quarter were negative 2.3% against another tough year-over-year comparison.

The comps were driven by lower traffic and better conversion and represented a significant improvement from the previous quarter.

Total used units grew by 1.6%.

While used vehicle valuations were still higher than in last year's first quarter, the year-over-year change in our mixed adjusted vehicle acquisition cost was more favorable in the first quarter than in the fourth quarter.

Industry data indicates some signs of recovery in the used vehicle marketplace since the slowdown at the end of last year.

These signs include improving supply at auction and more normalized depreciation.

Our website traffic grew in Q1 by 16%, similar to the previous quarter, again due to website and SEO enhancements.

Gross profit per used unit remained consistent at $2,215 compared to $2,212 last year.

We had another strong wholesale quarter with units up 9.6% year-over-year.

This again was due to our buy rate, which rose to a multiyear first quarter high and to the growth in our store base.

As we said in the past, when used vehicle prices are higher, we can offer our customers more for their vehicles, which supports our buy rate.

Our gross profit for wholesale unit was flat at $1,012 in both periods.

The decrease in other gross profit was driven by lower service profits, again negatively impacted by our lower used unit comps.

Remember, as we said last quarter, at lower unit volumes, we would expect service overhead to delever.

We also experienced a reduction in third-party finance fees due to shift in sales by finance channel.

These were partially offset by increased EPP revenue.

EPP revenue grew with sales, but also benefited from provider cost decreases, which created an opportunity for some margin enhancement and $4 million related to the new revenue recognition standards.

Before I turn the call to Tom, let me cover our sales mix and SG&A expense.

As a percentage of our sales, 0 to 4-year-old vehicles decreased to about 77% versus over 78% in the first quarter last year.

Large and medium SUV and truck sales were almost 28%, up -- up about 0.5% from both last year's first quarter and the fourth quarter.

On SG&A, expenses for the quarter increased about 9% to $438 million or a year-over-year increase of $143 per unit.

There are several factors that impacted the SG&A expense, including the opening of 18 stores since the beginning of the first quarter of last year, which represents a 10% growth in our base, an increase of $9 million or $43 per unit related to share-based compensation expense and our continuing investment in technology platforms and digital initiatives.

Now I'll turn the call over to Tom.

Thank you, Bill, and good morning, everybody.

In the first quarter, our sales by finance channel were primarily a result of the mix of credit applications we received.

While application volume was slightly down year-over-year, we did see some growth at the very high and low ends of the credit spectrum.

We experienced growth in CAF and Tier 3 originations.

Tier 3 -- Tier 2 fell due to a combination of application volume and a change in the year-over-year lender behavior, which we discussed last quarter.

Tier 2 accounted for 17% of sales compared with 19% last year.

While we experienced some tightening by Tier 2 last spring, performance has been relatively stable since that time.

Third-party Tier 3 represented 10.9% of used unit sales compared to 10% last year, and CAF penetration net of 3-day payoffs grew to 42.9% compared to 41.9% in last year's first quarter.

CAF's net loans originated in the quarter grew by 8% to $1.7 billion versus $1.5 billion last year.

This was due to growth in the average amount financed, which was in line with the increase in CarMax's average selling prices and the growth in CAF penetration rate on top of the modest increase in CarMax unit sales.

CAF income increased 5.7% to $116 million.

This was due to a combination of the 8.7% growth in average managed receivables and the continuation of modest compression in portfolio interest margin.

Total portfolio interest margin was 5.7% of average managed receivables compared to 5.8% in the first quarter of last year and 5.6% last quarter.

The loans originated during the quarter, the weighted average contract rate charged to customers increased to 8.4% compared to 7.8% a year ago and 7.9% in the fourth quarter, a reflection of our response to the current interest rate environment.

The ending allowance for loan losses was $134 million or 1.13% of ending managed receivables, up slightly sequentially from the fourth quarter, but down from 1.18% in the first quarter of last year.

Moving to capital structure.

During the first quarter, we repurchased 3.3 million shares for $207 million.

And now I'll turn the call back over to Bill.

Thanks.

During the first quarter, we opened 3 stores, 1 in Greenville, North Carolina, which was a new market for us; and then 2 in existing markets, Dallas and Miami.

In the second quarter of fiscal 2019, we plan to open another 3 stores.

Our second store in the Albuquerque market, which is in Santa Fe, opened earlier this month.

The other stores will open in Macon, Georgia, which is a new market for CarMax; and in our existing Oklahoma City market.

You will note that there's been a decrease in non-comp store contribution relative to recent quarters.

This was due to a change in mix and the timing of store openings.

As I mentioned earlier, our website traffic continues to grow while we're improving the customer experience and growing leads through a variety of enhancements.

This quarter, for example, we continue to make improvements to the speed and technical performance of the site.

In addition, we expanded and improved our personalized vehicle recommendations throughout the site.

We also released the capability for customers to search based on their desired monthly payment.

We continue to leverage our new CRM system.

We're testing new ways to communicate with customers such as text bots, text messaging and appointment alert reminders.

This allows us to improve the shopping experience and connect with the customers on their terms.

As you know, over the last couple of years, we placed a great deal of focus on the development and testing of new customer experiences such as finance pre-approval, home delivery, online appraisals and the new expedited pickup test.

Many customers have now tested each of these products both individually and in various combinations.

These tests have allowed us to learn how to best build the features to meet their needs.

In addition, we continue to improve the features as consumers behaviors and expectations change.

Our next step is to combine all these pieces into a comprehensive e-commerce experience that is comparable to our in-store experience.

Because customers are now able to do more digitally before they come to the store, we're also empowering our associates with new tools and training to leverage the customers' digital progress, making it simpler, easier and faster for them to complete their purchase.

In the next few quarters, we plan to take this comprehensive experience to new markets and learn how to best operationalize this in a scalable way.

We will provide more information on these tests in future quarters.

Now we will be happy to take your questions.

(Operator Instructions) And our first question this morning comes from Matt Fassler from Goldman Sachs.

My question relates to credit.

You spoke about the increase in the rates you're charging for CAF at retail both year-over-year and sequentially.

In addition to the fact that we've got kind of a firm underlying used car price, can you talk about what impact that might be having on demand to the extent that it raises the effective price of the car a bit more than the underlying tight market would?

Good morning, Matt.

You're talking about the impact that the interest rate rise may have on the demand for the used cars?

Exactly.

Okay.

So while I think that it's a factor, I believe that the bigger factor -- the used car consumer is interested in monthly payments.

And bigger factors that drive the monthly payment are the purchase price, the down payment and the term.

The small movements in credit rate don't have as a significant impact as those other 3 items.

Are you seeing, given that the average price, it seems like it's still rather firm and the market is still tight, are you seeing any change in the other 2?

Or is it potentially impacting mix in any way?

No.

We're not seeing any market change in regards to that.

Our next question comes from Brian Nagel from Oppenheimer.

My question with regard to the used car business.

So clearly, there was a significant pickup acceleration in the interim fiscal Q1, from Q4.

And Bill, in your prepared comments, you talked about, I guess, less -- you mentioned less pricing pressure.

So the question I have is, was that it -- (inaudible) as you look at this quarter and going from a negative 8 to a negative 2, call it, was the absolute primary factor price -- less pricing pressure?

If not, what were the other factors?

And as we think about the pricing dynamic, I guess, maybe as a similar follow-up to Matt's question, but how does that progress through the quarter?

And how should we think about it so far here in fiscal Q2?

Okay, Brian.

Good question.

So I think the best way to talk about this is to first start talking about what I talked about in the fourth quarter.

So in the fourth quarter, we had higher acquisition prices.

We talked about the spread was unfavorable between late model used and the new.

We obviously had a tough comparison.

We also talked about there was a postelection pop from the prior year.

We also saw that there was more supply the prior year on large SUV, more affordable ones.

So there was a litany of things.

But certainly, the higher acquisition pricing net spread was a major call-out.

And what I'd tell you is, it's still -- there's still a large spread year-over-year on acquisition, although it's trending in the right direction.

I also think that, if you look at the consumer price index, it looks like new cars are holding their value -- have started to hold their value again better than used cars, which started in this quarter.

So I think both of those helped this quarter.

And again, we're still continuing to work on a lot of our initiatives and make progress on them, so we have another quarter of that, that I think helps benefit.

And then there's other unknown things like what competitors are doing, how they're pricing, that kind of thing.

So, again, I think this quarter, there is a lot of noise, similar to last quarter, but some of the trends, some of the more macro trends are trending in a favorable direction for us.

Our next question is from Craig Kennison from Baird.

You mentioned lower traffic and better conversion as more activity moves online.

That's been the trend.

I'm curious about any updates to changes in your stores, staffing model that you're experimenting with and whether there's any opportunity to broaden any of those experiences to -- or experiments to change your cost structure there?

Yes, that's a good question, Craig.

In previous calls, I've talked about some of the waste initiatives that we've been looking at, and we have been focused on stuff that goes right into cost of goods sold.

And we've also been focused on stuff with SG&A.

And under SG&A, one of the things we've been focused on is better workforce utilization.

And we've made changes over the last year on how better to leverage our workforce.

And with technology advancements, we will continue to make sure that we are taking steps to better leverage our workforce.

So that's still work in progress at this point.

Our next question comes from Sharon Zackfia from William Blair.

I have one quick question and then a real question, so Katharine, forgive me.

The one quick question, was just on the marketing spend, it looked relatively flattish year-over-year.

I don't know if that was timing or if marketing is just going to be more constrained this year in general.

And then secondarily, I'm just wondering if, on the delivery pilots you're doing or anything related to e-commerce, if the credit characteristics of the customer are any different than your in-store customers?

Okay, Sharon, on the marketing spend, we -- there was some timing there.

So I think the way you should think about that is, it'll be similar when you look out it on a year-over-year basis, it should be similar on a per-unit basis.

So there was some timing at play there.

On the delivery pilot, you were asking, do we -- have we seen any different mix in our credit customers?

I'm just wondering if the credit characteristics of that customer are materially different at all from your in-store customers.

Yes, in general, as we have looked at this over time, Sharon, there has tended to have been a little bit more skewed towards lower credit, as you'd expect.

People are less desiring to see -- hear bad news face to face.

But we don't have any -- it's not a big enough break at this point to talk about anything.

The pilot -- things are, it's too new, because this was at different...

Yes.

And I think what Tom was speaking to is more relevant to the preapproval process, not necessarily the whole delivery experience.

I mean, we're seeing where customers are -- the customers that take us up on it are looking for convenience and/or they just can't physically for whatever reason get to the stores.

But as far as overall mix of customers that take that versus coming to the stores, we haven't seen any big difference at this point.

Our next question comes from Scot Ciccarelli from RBC Capital Markets.

I know you guys don't do a whole lot on the forecast side.

But based on everything you see, are there any reasons, logical reasons, in your view, why used vehicles value would not assume a more normalized depreciation curve now that we're, call it, closing in on a year away from all those lost vehicles from the flooding last year?

Yes, Scot, all I can really speak to this, in this first quarter, like I said in my opening remarks, we did see a more normalized depreciation curve, albeit it's starting at a much higher price point, just given what happened at the end of last year with the hurricanes, that kind of thing.

But as far as going forward, it's -- I would be speculating -- I don't know.

I just know that in the first quarter, we've seen a return to more normalized depreciation.

Hey, Scot, I do think that we would expect to continue to see the supply of vehicles from everything we understand.

Supply of vehicles would still continue to roll into the auction lanes which obviously will have an effect on acquisition prices.

Our next question comes from Seth Basham from Wedbush Securities.

My question is around online lead growth.

As I've asked about in recent quarters, could you give some commentary on whether or not you continue to have double digit lead growth online and the quality of those leads?

Yes, Seth, we do continue to have double-digit lead growth.

Our website traffic right now, the majority of the growth is being driven by SEO, which we've obviously talked about several quarters now, and the improvements that we're making there.

As far as the lead quality, it's similar to last quarter, the mix is similar so there was no real change in the mix of lead, and the leads -- specific types are performing like they have in the past, whether they come online or whether they come through the store.

And as a follow-up to that, then if you're talking about similar level of lead growth and similar level of quality, what drove the improved conversion this quarter, in your view?

Well, we did have more actual traffic, web traffic this year.

And then I think the stores continue -- I talked in our opening comments about the training and the tools that we're giving associates to better enable them to progress the customers.

So I think it's a combination of a store execution, but I do think it's also increased traffic coming to the website.

Our next question comes from Mike Montani from MoffettNathanson.

This is Iani Alecsiu here on for Mike.

I was wondering if you can please help us understand maybe how you think about getting the comps to accelerate with the multichannel initiatives that you have in place, maybe discuss the home delivery and appraisal, what you learned from the pilot and how feasible it is to roll that out further?

Well, a lot in that question.

Look, we are focused on driving comps.

We're continuing to grow the store base, so we'll grow the business that way.

But we're really focused on continuing to leverage our existing footprint and reach customers in ways we haven't been previously able to reach.

I think that the initiatives we've been working on will help us leverage our infrastructure in ways we haven't.

And we should be able to continue to drive mid-single-digit comp growth across the enterprise.

So we feel good about that.

And maybe have you considered accelerating market penetration because there's still 40% of the country where you have no presence, while maybe some of your competitors are pretty rapid at growing their footprint nationwide?

Yes.

So it's going to be a combination.

We are very comfortable at the pace at which we're opening new stores in this 13 to 16 range because it also allows us to focus on execution of the business, but we also feel like we can increase market penetration just through our existing footprint for the reasons that I cited in the earlier question.

So we're focused on both.

Our next question comes from John Murphy of Bank of America.

Maybe kind of just a follow-up to that, just thinking about sort of the installed bases stores and the online efforts.

Just curious if you think that there may be markets above and beyond the smaller markets you're getting into and the one you're talking about that might be much larger than the 600,000 MSA.

And just curious is there kind of a strategy here to stay in the -- go into smaller markets or is it just where the opportunity is right now?

And then as we go 1, 2, 3 years out, large MSAs might make sense.

And also as we think about the store base, is there a potential over time to maybe cull some inefficient stores and leverage our online efforts a lot more, to create greater productivity in markets?

Yes, John, well, this year, we're opening more stores in the small MSAs.

That's just as a function of the property we got.

You will see us still opening up stores in larger markets, to your point, we're only reaching about 70% of the population.

And there's a lot of large markets that we can continue to add additional stores.

So while there have been more in a small markets, we'll be more small markets this fiscal year.

It's more a factor of timing.

And you'll see us going -- continue to put more stores in larger markets in the future as well.

And then just in the existing store base as the base develops over time, would you ever consider in some markets shrinking the store base -- you might be able to get a lot more efficient with your online efforts?

Yes, at this point, I don't see the need to do that, and we obviously evaluate all our stores.

And we're pleased with all of our stores.

As you know, we've never had to shut one.

The performance has been good.

And keep in mind, we just opened up our 192nd store.

So it's not like we have hundreds and hundreds and hundreds of stores or thousands of stores.

I feel really good about where the stores are placed and being able to leverage those and that infrastructure, which I think is really important when you're looking to sell large volume vehicles like we do.

Our next question comes from John Healy from Northcoast Research.

Bill, I wanted to ask a little bit about the wholesale business.

The last few quarters, the business has done exceptionally well in terms of the unit [spend.] Was just trying to understand -- I know you mentioned the buy rate's up, but how are you guys growing that business as much as you are with, call it, the traffic in the stores kind of down?

And is there a decoupling there that's kind of more permanent?

How should we think about the wholesale business kind of growing more long-term for you guys?

And I used to think it was just more related to kind of the comps just measuring the traffic, but just trying to think about that business for the next couple of years.

Yes, John.

The way I think about wholesale -- over the long period of time, wholesale and retail should grow, I would say, roughly similarly.

Now you've seen -- you've covered us long enough that you know that in certain quarters, one may be up, one may be down or over multiple quarters.

Certainly, wholesale has been performing very nicely, which is a benefit to the diversified model when retail sales may be down, wholesale may pick you up a little bit.

And what I would tell you, I think it's a factor of one, one of the things that I cited in the opening remarks, obviously, with prices at an all-time high, that certainly helps us because we can continue to put more vehicle, I mean more money on the customers' vehicles, which bumps that buy rate up.

But I would also tell you, it also goes to the execution and the improvements that we've made on making sure that we can react quickly to market, making sure we understand the market factors quickly.

So there is an execution piece at the store level where I think they're doing a better job than they've ever done.

So I don't think you should think that "Hey, this is always going to outgrow the retail." I think -- I still have -- the long-term view that over the long term, both will grow about the same.

And just along those lines, when you look at the customer that's come in, are they -- is there any change in converting them to purchasing a car with you guys?

Is it a similar ratio?

Or has that evolved over the last year or 2 any different than we've seen in the past?

No, that's pretty similar.

Our next question comes from James Albertine from Consumer Edge.

If I may, on the EPP comments that you had earlier, I just want to unpack a little bit what you think is driving the lower provider costs.

And if you can shed a little bit more detail or light on the accounting adjustment.

I don't recall you mentioning the same adjustment in the fourth quarter.

Just want to understand kind of what's going on there in terms of the recognition of revenues in that business.

Yes, sure, James.

As you might imagine, they are a bit intertwined.

The reason that we are able to get some cost reductions from our providers on the EPP revenue is that those plans have been exceeding their expected performance from a cost benefit perspective for the last several vintages, I guess is the way to describe it, which means that there's room to either decrease the pricing or take a little bit more margin.

This quarter, we realized some cost benefits.

We believe we're able to take a little bit more margin for the shareholders and not impact penetration, which turned out to be the case.

So that's where that growth arose from.

As far as the accounting, it is arising from the new revenue recognition standard, which has a very -- an immaterial impact on our core business accounting, but it does some impact on extended plan revenues.

So our vendor agreements that I referenced before provide for payments to CarMax if the long-term performance of those plans exceeds certain thresholds.

And certain of those plans, certain of those vintages are exceeding those thresholds.

In the past, when those payments came to us, we just recorded them as when we received the check.

But under the new accounting standard, we have to estimate the amount that we expect to receive, record it as a receivable and then true it up each quarter based on circumstances at the time.

So that $4 million that you see represents the true-up of that receivable for what we learned during the quarter, during the fourth quarter.

I mean, during the first quarter.

We also put up -- we added a minor receivable, about $13 million after-tax on the balance sheet for recognition of this phenomenon, if you will.

So the $4 million, like our loan loss reserves, we will have to evaluate this on a go-forward basis.

And we'll plan to disclose any material adjustments to that expected receivables so investors can discern which revenue relates to activity in the current period versus payments that we're getting from prior vintages.

I think that will just make a little bit more clear.

But it is real dollars, it's money that we expect to collect on a cash basis.

Just relates to plans that are already out there and in place.

If I may, just a clarification, on the performance that you noted, it was a little bit better than the providers and yourselves perhaps were expecting.

Is there any mix-related driver to that?

I just want to get a sense of -- yes.

I don't think it's a mix-related thing.

I think it's just overall performance was better than they had priced to.

Our next question comes from Armintas Sinkevicius from Morgan Stanley.

The recent performance for Carvana has been pretty incredible.

And I know you've invested quite a bit in the customer experience capabilities.

So just curious if you could compare and contrast their approach versus the capabilities you have and if that -- if you decided to go down that path, a similar path that they have gone down, what are some steps you would have to do to adjust the business model or tweaks because it seems like you have many of those capabilities already in-house?

Yes, like I said in my opening remarks, we've been testing different pieces of the capability, whether it's online finance, online appraisals.

And we've been doing it somewhat in isolation, somewhat in combination.

And now our focus is really bringing all that together in a comprehensive e-commerce package that we can roll out and continue to adapt it as the customers' expectations continue to change.

So we feel really good about all that.

And I think it complements our existing base and our infrastructure.

It allows us to provide -- certainly, it gives us an advantage to deliver exceptional customer service, whether it's online, whether it's they want to do a mix of the online versus in store or they want to come all into the store.

I don't want somebody to have to hit our website and they immediately have to decide right then, "I either want home delivery or I don't want home delivery." I want the customer to progress on their terms.

And if part way through this they decide, "I want home delivery." I want it to be an easy, smooth transaction.

So we're going to let the customer drive the process however they want to drive it versus okay, we've got one solution for one type of customer and that's what we're focused on.

Got it.

And what has been your experience with regards to the transportation of vehicles as far as the cost-benefit there?

Well, I would tell you, we are probably one of the biggest transporters of vehicles.

We probably move close to 2 million cars a year.

So we are very familiar with transportation.

I think we have an excellent logistics system, which we are heavily focused on to continue to make that better through investments.

And I think that it's a -- it has been and will continue to be a big differentiator for us.

Our next question comes from Rick Nelson from Stephens.

So I'm curious if you are seeing any difference in website traffic or store traffic in markets where you're competing with these online home delivery concepts?

Yes, Rick.

What I can tell you is if I look at the large markets where competitors are making headway, I would tell you we're also making headway.

So there's no direct correlation to any type of impact.

We just don't see it.

So again, we feel good about where we are in those markets.

Our next question comes from David Whiston from Morningstar.

Just wanted to get a little more understanding of the big picture of what went on this quarter because you're saying your comps were down due to macro pricing factors, which I assume means heavy new vehicle incentives.

But used pricing was also up so can you help me reconcile that and then kind of related, maybe, is there high use demand on certain vehicle segments that is skewing used pricing upward?

No, no.

I think we have a bit of a carryover from the spike in prices from last fall.

So you have a starting higher price.

We saw normal depreciation, but you're starting from that higher price.

When I say normal depreciation cycle, the year actually starts off with some appreciation because of sales that generally happen in the tax time.

So that's different than what we saw last year's first quarter, where it was more of a flat environment.

You didn't really see any appreciation.

So you have a little bit of a double hit on the acquisition costs in that you still have the residual left over from what we experienced in the fall.

Added to that, you have some appreciation that we saw from the normal seasonal appreciation/depreciation.

So that acquisition price, if you mix adjust it, it is a little bit more favorable than it was the first quarter, so that's trending in the right direction.

The other thing that I cited was the spread between new and used that had gotten smaller.

New cars last quarter, with their incentives, had actually lost more value than used cars, which is kind of atypical.

During this quarter, we started to see where it looks like that's trending back to normal, where new cars hold their value a little bit more.

So there's a lot of noise going on with this for the quarter.

Is it fair to say you're expecting pretty sharp falloffs as soon as this quarter, though, due to the hurricane tailwind going away?

Well, it's hard to say.

I mean, I would have thought that it would have happened a little bit quicker.

But considering that we had a normalized appreciation and depreciation cycle, it's really hard to say.

I would say, to my comment earlier, we think supply is going to continue to increase.

If the supply continues to increase, then that will continue to lower the prices of used vehicles.

(Operator Instructions) Our next question comes from Brian Nagel from Oppenheimer.

So my follow-up question, also on the used car business.

You noticed -- we noticed the continued decline in that Tier 2 penetration, recognizing that some of this is out of your hands, and just reflective market conditions.

But you have recently made changes to your lending group within that bucket.

So how should we think about that cohort of sales going forward?

Are you referring to Tier 2?

That's correct.

Yes.

I think we're always looking at that group.

We think -- we believe there's value in having a portfolio of lenders.

And some of the experience we had last year, and into the first quarter last year, is evidence of why it's important to have a group of lenders.

But as I mentioned in my prepared comments, we did see a deterioration in performance.

We define performance as sales volume to the applications that, that group sees or those lenders see.

So we do see a deterioration of performance after the first quarter of last year.

Since that time, it's been pretty consistent.

In fact, modestly better than it was in recent quarters.

But on a go-forward basis, I can't tell you how our partners are going to behave.

It's going to be dependent on the marketplace and what they see in their portfolio.

Obviously, we'll continue to pay attention to it.

We'll continue to try to manage and optimize it, but things have been pretty stable in the last 3 quarters.

We have no one in queue at this time.

I'll turn the call back over for any closing remarks.

All right.

Listen, before I close, I do want to take a moment to recognize Cliff Wood who's been our Chief Operations Officer.

He's retiring next month.

He has been with CarMax for more than 24 years.

I've had the privilege to work with him for 21 of those years.

He's been instrumental in building our industry-leading operations.

He's been a key champion for our associate-focused culture.

And we all wish him the best in the future.

As always, I also want to thank our 25,000 associates that are out there for what they do every single day, how they take care of each other, our customers and their communities.

And I want to thank you all for joining the call today and for your interest in CarMax.

And we will talk again next quarter.

Thank you.

This concludes today's conference.

You may now disconnect.