Lowe’s Q1 2023 Earnings Call: Insights, Strategies, and Growth Prospects

Lowe's Q1 2023 Earnings Call: Insights, Strategies, and Growth Prospects

The Lowe’s Q1 2023 earnings call provided valuable insights into the company’s financial performance, strategic initiatives, and growth prospects. Despite facing challenges such as lumber deflation and unfavorable weather conditions, Lowe’s remains focused on its Total Home strategy, which includes investments in Pro and DIY customer experiences, online sales, and supply chain improvements. In this blog, we will delve deeper into the key takeaways from the earnings call and analyze Lowe’s strategies for sustained growth. If you want a quick 30 second read featuring key insights of Lowe’s earnings report click here.

Financial Performance:
Lowe’s reported a decline in comparable sales of 4.3% for Q1 2023. This decline can be attributed to factors such as lumber deflation, unfavorable weather, and lower DIY discretionary sales. However, the company managed to achieve a 5% increase in adjusted diluted earnings per share compared to the previous year.

Total Home Strategy:
Lowe’s continues to make progress with its Total Home strategy, which aims to capture market share and outpace industry growth. The company highlighted its focus on productivity improvements across all areas of the business, including merchandising, store operations, supply chain, and corporate support functions. By implementing a new modern operating system, Lowe’s aims to provide a seamless omnichannel customer experience and enhance labor productivity. The focus on productivity, along with investments in Pro and DIY customer experiences, online sales, and supply chain improvements, supports the Total Home strategy.

Pro Sales:
One of the bright spots for Lowe’s was the positive performance of its Pro category. The company experienced growth in Pro sales, driven by the MVPs Pro Rewards Program and an expanded assortment of Pro national brands. Despite being affected by lumber deflation, the Pro segment showed resilience and contributed to overall sales performance. The weakness in discretionary spending, particularly in big ticket items, has been observed primarily in the DIY customer segment, while the Pro customer segment has shown more consistent spending, supported by healthy backlogs(according to a survey they conducted in April). During the Q&A, it was mentioned, that initiatives such as the MVP Pro Rewards Program, CRM insights, and improved fulfillment capabilities that have been successful in engaging and retaining Pro customers.

DIY Sales:
Do-It-Yourself customers represent 75% of their business. Lowe’s faced challenges in the DIY segment, particularly due to delayed spring and lower-than-expected discretionary demand. However, the company expressed optimism that as weather conditions improve, customers will engage in spring projects. To support increased demand, Lowe’s is enhancing its omnichannel capabilities and ensuring better in-stock positions.

Productivity Improvement:
Lowe’s highlighted its culture of continuous improvement and perpetual productivity improvement initiatives (PPI). The company is focused on driving productivity across all areas of the business, including merchandising, store operations, supply chain, and corporate support functions. A new modern operating system is being implemented to enable a seamless omnichannel customer experience and improve labor productivity.

Rural Store Format:
Lowe’s announced plans to scale its rural store format by opening approximately 300 additional stores by year-end. This format caters to the unique needs of rural homeowners and offers a wider range of farm, ranch, and outdoor products. The company aims to capitalize on the lower-cost markets in rural areas, improving sales per square foot and driving sustainable profit growth. Investments are being made in specific categories such as pet, apparel, livestock feed, and fencing, based on customer feedback and demand in rural stores. The positive results from pilot stores have led to the decision to expand these offerings, highlighting the potential for growth in these categories.

Technological Advancements:
Lowe’s emphasized its commitment to technological advancements to enhance efficiency and productivity. One notable innovation mentioned in the earnings call was the rollout of new dedicated smartphones for merchandising service team (MST) associates. Equipped with a task optimization app, these devices enable associates to prioritize tasks, integrate with other mobile apps, and improve overall operational efficiency. Within the rural store format, the company is retiring an old legacy operating system, which will enable self-checkout, mobile devices and all the other technology advancements.

Category Performance:
Building materials, rough plumbing, paint, hardware, and appliances were the positive-performing categories for Lowe’s in the first quarter. Appliances showed momentum with higher unit sales and increased market share. Paint experienced increased demand, particularly from Pro customers, and introduced an exclusive line of tintable paint formulated for pros. Building materials and rough plumbing benefited from enhanced assortments and strong Pro demand.

Outlook and Growth Prospects:
While Lowe’s faced challenges in Q1 2023, the company remains optimistic about the medium- and long-term health of the home improvement segment. Factors such as consumer savings rates, pent-up demand in housing, and the age of housing stock contribute to the positive outlook.
The company expects the second quarter sales to be in line with current guidance and notes that the business has responded in line with expectations when sustained seasonal weather occurs. The company expects gross margin to remain roughly flat over the year, with headwinds from supply chain expansion and investments offset by benefits from merchandising productivity, higher private brands penetration, lower commodity transportation costs, and pricing initiatives.
SG&A leverage is expected to offset planned wage increases and strategic investments.
Lowe’s believes it is gaining market share in key categories like appliances, Pro growth, online business, and private brands. By leveraging its strategies, investments, and market insights, Lowe’s aims to continue growing above the market and delivering long-term value to its shareholders.

Drivers of Sequential Improvement:
The CFO highlighted several factors that were expected to drive sequential improvement in the second quarter. These include a reduced impact from lumber deflation compared to the first quarter, a shift in the timing of certain benefits, such as a delayed spring benefit, and the week shift benefit from the first quarter now flipping into the second quarter.


Based on the Lowe’s Q1 2023 earnings call, investors need to monitor Lowe’s progress in executing its Total Home strategy, which includes investments in Pro and DIY customer experiences, online sales, and supply chain improvements. Evaluate the performance and market response of the rural store expansion, as Lowe’s plans to open 300 additional stores by year-end. Assess the impact of technological advancements, such as dedicated smartphones for employees, on efficiency and productivity. Monitor how Lowe’s manages inflation and pricing in response to potential challenges. Track the implementation of opex productivity initiatives to improve profitability. Finally, monitor the company’s performance in the second quarter to assess if the sequential improvement mentioned by the CFO materializes. Remember to conduct thorough research and consider market conditions before making investment decisions.

Investors should conduct their own due diligence and consider factors such as market conditions and risk tolerance before making any investment decisions.

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