Tractor Supply’s One-Stop-Shop Model and Steady Brand Investment Propel Ongoing Market Share Gains

Tractor Supply is the largest consumer farm specialty retailer in the United States, surpassing $14.5 billion in sales in fiscal 2023. The firm has differentiated itself through its products and customer demographics, which provide underlying support to its brand intangible assets and wide economic moat. At the end of 2023, the store base had grown about 24% over the prior five-year period, to more than 2,400 locations, including 81 acquired locations from Orscheln and Petsense, driving sales and EPS compound annual growth rates over the past three years of 11% and 14%, respectively. We forecast that the firm will grow to over 3,250 stores by 2033 as it populates big-box centers in the western half of the US, with Petsense accounting for about 300 units.