Tractor Supply Co.’s mobile app accounts for more than 20% of the retailer’s digital sales, CEO Hal Lawton said in the retailer’s fiscal first-quarter earnings call on April 27. Online and mobile sales account for about 7% of total sales.

Its loyalty program, the Neighbor’s Club, surpassed 30 million members last week, Lawton said. During the quarter, he said, Tractor Supply opened its ninth and largest distribution center, located in Navarre, Ohio.

Tractor Supply net sales for the fiscal Q1, which ended April 1, 2023, increased to $3.30 billion. That’s up 9.1% from $3.02 billion in the year-ago quarter. The retailer attributed the growth to its acquisition of Orscheln Farm and Home in the fall, new store openings and growth in comparable store sales.

Comparable store sales increased 2.1%, lower than the increase in the year-ago Q1 (5.2%). Tractor Supply attributed the smaller comparable sales growth to a 2.8% average ticket growth offset by a comparable average transaction count decrease (0.7%).

Tractor Supply ranks No. 102 in the Top 1000, Digital Commerce 360’s database of the largest North American online retailers by web sales.

Omnichannel focus at Tractor Supply

Tractor Supply fulfills 75% of ecommerce transactions through a store location, Digital Commerce 360 reported recently.

“A large percentage of our ecommerce orders — over half — are picked up either in the store or curbside,” said Letitia Webster, senior vice president of ecommerce, omnichannel and master data at Tractor Supply.

With nearly 2,100 store locations, Tractor Supply’s customer is increasingly a hybrid shopper that shops in store and orders online, Webster said.

Tractor Supply Co. earnings

In the fiscal first quarter ended April 1, 2023, Tractor Supply reported:

• Tractor Supply net sales increased to $3.30 billion. That’s up 9.1% from $3.02 billion in the year-ago quarter.
• Gross profit increased 10.7% to $1.17 billion from $1.06 billion in the prior year’s first quarter.
• Mobile app sales account for more than a fifth of digital sales.

Percentage changes may not align exactly with dollar figures due to rounding. Check back for more earnings reports.

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