Tractor Supply Company(TSCO -1.62%) reported second quarter 2025 earnings on July 24, 2025, achieving net sales of $4.44 billion, a 4.5% increase compared to the prior year period, comparable store sales growth of 1.5%, and diluted EPS of $0.81.
Management reaffirmed full-year 2025 guidance, outlined progress on Final Mile delivery, detailed enhanced inventory positioning, and announced a reduction in planned share repurchases to $325 million-$375 million.
The call featured explicit discussion of inflationary trends, an acceleration in customer engagement via Neighbor's Club (now at 41 million members), and significant investments in strategic margin-driving initiatives to strengthen Tractor Supply’s competitive standing in rural retail.
Gross margin expands as Tractor Supply offsets cost headwinds
Gross margin rose by 31 basis points to 36.9%, supported by product cost discipline and ongoing benefits from strategic supply chain investments, amidst a neutral deflationary environment after six consecutive quarters of deflationary pressure. Regional performance showed positive comp sales in six out of seven geographies, with all regions positive in June, and the company continues to prioritize inventory management as a competitive differentiator to support demand amid tariff volatility.
"Gross margin expanded by 31 basis points to 36.9%. Driven by disciplined product cost management and consistent execution of our ongoing everyday low price strategy."
-- Kurt Barton, CFO
Tractor Supply’s demonstrated capability to manage product costs and achieve gross margin gains (gross margin expanded to 36.9%) in the face of shifting inflation and tariff impacts differentiates its business resilience, preserving margin flexibility even as operating expenses grow.
Digital and physical investments drive Tractor Supply’s competitive advantage
The company’s digital sales posted mid-single-digit growth for the quarter, while nearly 80% of digital orders were fulfilled through Tractor Supply’s 2,300-plus physical store network, reflecting investments in last-mile logistics and integrated omnichannel fulfillment. The Final Mile initiative, now deployed in about 15% of stores and targeting 25% coverage by year-end, enabled 75,000 deliveries, with participating markets reporting average order values near $400 -- several times the chain average.
"In markets where Final Mile is active, we're seeing an average order size of nearly $400 which is a multiple of our average basket. Our largest order has been valued at more than $40,000. A higher customer satisfaction score than other delivery options, a 10 times lower return rate, and stronger repeat engagement from high-value big barn customers."
-- Colin Yankee, EVP & Chief Supply Chain Officer
Tractor Supply's Final Mile execution secures a logistics moat that is tailored to rural America's unique distribution needs and facilitates high-value direct sales expansion, which is difficult for national competitors to replicate at comparable density or customer intimacy.
Tractor Supply elevates customer engagement with record loyalty and pet initiatives
Neighbor’s Club loyalty membership reached an all-time high of 41 million active members, representing over 80% of total sales, further enhanced by exclusive program expansions (e.g. Hometown Heroes). Early cross-platform integration of the Alivet pet pharmacy business led to the strongest Rx/OTC customer acquisition growth Tractor Supply has seen in many years, while Q (Consumable, Usable, Edible) categories continued to outperform chain averages.
"We ended the quarter with a record 41 million members, who accounted for over 80% of our total sales. We also saw record total customer count and an all-time high in high-value customers."
-- Hal Lawton, CEO
Tractor Supply’s deepened loyalty ecosystem and high-frequency pet health initiatives fuel cross-sell potential, reinforcing sustainable long-term traffic and margin streams beyond discretionary seasonal cycles.
Looking Ahead
Management reaffirmed guidance for FY2025: net sales growth of 4%-8%, comparable store sales growth of 0%-4%, operating margin of 9.5%-9.9%, and net income of $1.07 billion-$1.17 billion (EPS of $2.00-$2.18) (all metrics as reported under GAAP).
Share buyback plans were reduced to $325 million-$375 million to prioritize inventory and working capital amid tariff-driven cost volatility and higher interest rates. By year-end, Tractor Supply targets Final Mile coverage for 25% of the chain and 100 new store openings anticipated for 2026.
