Jun 14, 2018 • 01:00 pm ET

Previous

Share
Close

Loading Event

Loading Transcript

Q & A
Operator
Operator

(Operator Instructions) Our first question comes from the line of Brian Nagel from Oppenheimer. Your question please.

Analyst
Brian Nagel

Hi, good morning. Thanks for taking my questions.

Executive
Selwyn H. Joffe

Good morning, Brian.

Analyst
Brian Nagel

So first question I have first, I guess for Selwyn, so in the last quarterly conference call you spent a lot of time just discussing the headwinds to sales, the, I guess, inventory destocking and weather. Clearly, sales improved nicely here in the fiscal fourth quarter. The question I have is, if you look at the factors we've discussed last quarter, the bill is completely abate. Did we get all the sales back as expected?

Executive
Selwyn H. Joffe

Yes. That's a great question. I'm not sure I can answer it with 100% facts. But we have a lot of data on our categories. We generate our category managers for most of our customers. We believe from what we're seeing that the industry -- actual demand that the industry registers is definitely going through an inflection point and that -- we think that the market is starting to recover.

Having said that, the April month -- and I think it's been published before us by others, was a very weak month in the industry. I believe going forward that the majority of the industry has recognized and been through their inventory retrenchment and that as demand grows, which we believe it will grow, that we are going to see a transformation starting in the second quarter of this year. We usually see registered transactions affect us usually two to three weeks maybe four weeks in arrears, and we believe that there's a change coming.

So, while we're cautious because I've been caught ahead of the market before, I really am a big believer in statistics. The statistics haven't changed. The statistics show that the future will be -- there will be an uptick in the future demand for these products. I think it's shared by most of our -- leadership of our customer base. And quite frankly, we've had a tough year. But I think we're coming through an inflection point, and with all the market share gains and the recovery in the industry, we should be recovering those types of sales. I don't know how you recover them because, ultimately, whether it's in this year or the next year, all these vehicles are going to fail.

We've got a sweet spot that will now start growing again based on the fact that the eight to 11-year-old vehicles are now from the -- eight to 11 years ago, are now starting to phase out of that category and we're getting more vehicles into that category. Demand and fuel prices are relatively moderate still, even though we've seen an increase. Miles driven are up. A number of new cars coming on the road.

So I think the next three to five years for our industry are extremely solid. I think there's got to be some shift between DIY and DIFM, but at the end of the day, both