Sales Performance & Revenue Analysis

Summit Ridge Outfitters | Q3 FY2026 Review (Jan–Sep 2026)

Anita Analytics | Business Intelligence & Analytics

Agenda: how we are earning revenue and where it is coming from

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Headline results and revenue trends

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Products: winners and laggards

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Regions and sales channels

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Salesperson performance

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Targets vs. actuals, outlook and actions

Summit Ridge Outfitters | Sales Performance Review, Q3 FY2026

Executive summary: revenue is 5.7% ahead of target and growing 13% YoY

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$48.6M

YTD revenue

vs. $42.9M same period last year

+13.3%

YoY growth

Q2 was the peak at +16.2%

105.7%

Target attainment

$2.6M above the $46.0M plan

47.1%

Gross margin

Up 0.9 pts YoY on mix shift

E-commerce (+22% YoY) and the West region lead growth; five hero products drive 52% of revenue. South (94% of target), retail stores and a long tail of declining SKUs are the main drags.

Summit Ridge Outfitters | Sales Performance Review, Q3 FY2026

Revenue & growth trends

Monthly momentum, quarterly growth and channel mix

Monthly revenue is running above last year in every month

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What we see

• Seasonal peak in June (+$6.3M), with a softer July dip
• September matches the June high, which is unusual for a shoulder month
• Gap vs. 2025 widened from $0.4M in Jan to $0.7M in Sep

Summit Ridge Outfitters | Sales Performance Review, Q3 FY2026

Growth accelerated in Q2 and held at double digits in Q3

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Drivers

• Q2 spring launch of the Alpine Shell line and an e-commerce promo calendar
• Q3 normalized as promotional lift faded
• Revenue per order is up 6% ($87 to $92), so growth is not only volume

Summit Ridge Outfitters | Sales Performance Review, Q3 FY2026

E-commerce is now 40% of revenue, ahead of retail stores

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Channel mix

• E-commerce: $19.4M (40%)
• Retail stores: $15.6M (32%)
• Wholesale partners: $8.7M (18%)
• Corporate / B2B: $4.9M (10%)
• E-commerce gained 4 pts of mix vs. last year

Summit Ridge Outfitters | Sales Performance Review, Q3 FY2026

Channel scorecard: online grows fastest, retail earns the best margin

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Takeaway: margin-rich retail is flat, so overall margin gains come from mix, not price. Wholesale is the weakest on both margin and attainment.

Summit Ridge Outfitters | Sales Performance Review, Q3 FY2026

Products: winners and laggards

What sells, what does not, and what to do about it

Five hero products generate $25.4M, 52% of all revenue

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Best performers

• TrailPro Backpack: #1 at $6.8M, +19% YoY
• Alpine Shell: +27% YoY after the Q2 relaunch
• Concentration risk: losing one hero SKU would cost 10%+ of revenue

Summit Ridge Outfitters | Sales Performance Review, Q3 FY2026

The bottom five SKUs are all shrinking, together just $2.5M

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Revenue YTD

• Trekking Poles Basic: $0.7M
• Ultralight Stove: $0.6M
• Camp Chair Classic: $0.5M
• Cotton Hoodie: $0.4M
• Headlamp V1: $0.3M
• Action: refresh or retire; free up inventory and working capital

Summit Ridge Outfitters | Sales Performance Review, Q3 FY2026

Accessories and Packs combine growth with the highest margins

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Camping Gear is the lowest on both growth and margin, which is where the weakest SKUs sit.

Summit Ridge Outfitters | Sales Performance Review, Q3 FY2026

Portfolio view: invest in the stars, fix or exit the tail

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Stars (high growth, high margin)

Accessories, Packs & Bags

Growth bets (high growth, lower margin)

Footwear, Apparel

Cash cows (stable, solid margin)

Retail core, Hero Apparel

Fix or exit (low growth, low margin)

Camping Gear tail, Wholesale basics

Summit Ridge Outfitters | Sales Performance Review, Q3 FY2026

Regions & channels

Where we are ahead of plan and where we are behind

West and International beat plan; Midwest and South fall short

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$M, YTD

• West: 112% of target
• Northeast: 103%
• Midwest: 99%
• South: 94%, the biggest gap at -$0.5M
• International: 157% from a small base

Summit Ridge Outfitters | Sales Performance Review, Q3 FY2026

Growth is concentrated in the West and International markets

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South growth of +4% trails the company at +13.3%. Root cause analysis points to thin e-commerce penetration and two retail store closures in Q1.

Summit Ridge Outfitters | Sales Performance Review, Q3 FY2026

Channel attainment: online and B2B carry the plan

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Read-across

• E-commerce and B2B over-delivered $3.0M vs. plan combined
• Retail and wholesale missed by $0.4M combined
• Planning assumed 14% e-commerce growth; actual was 22%

Summit Ridge Outfitters | Sales Performance Review, Q3 FY2026

Salesperson performance

Quota attainment across 44 sales reps

Top reps exceed quota by 20%+, while three sit below 80%

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Highlights

• Amara Okafor (West, B2B): 134%, $3.1M closed
• Daniel Reyes (E-com partners): 127%
• Bottom three are concentrated in South and Midwest territories

Summit Ridge Outfitters | Sales Performance Review, Q3 FY2026

61% of reps hit or beat quota; the middle of the pack is healthy

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Distribution (44 reps)

• 27 reps at or above 100%
• 17 below quota; 9 of those within 10 points
• Coaching the 90-100% group yields the fastest gain: +$0.9M if all cross 100%

Summit Ridge Outfitters | Sales Performance Review, Q3 FY2026

Who is driving results: top and bottom performers in detail

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Underperformance links to territory: both South reps cover regions with store closures.

Summit Ridge Outfitters | Sales Performance Review, Q3 FY2026

Targets vs. actual results

Quarterly delivery, forecast and outlook

We beat plan in each quarter, peaking at 109% in Q2

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Attainment

• Q1: 103%
• Q2: 109%
• Q3: 105%
• YTD: 106% (+$2.6M)
• Beat in every quarter, but the Q3 surplus ($0.8M) narrowed vs. Q2 ($1.4M)

Summit Ridge Outfitters | Sales Performance Review, Q3 FY2026

Channel variance: where the $2.6M beat came from

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Interpretation

• E-commerce and B2B explain more than 100% of the beat
• Gains of $3.0M offset shortfalls of $0.4M for a net +$2.6M
• Our plan under-called digital growth; re-base next cycle

Summit Ridge Outfitters | Sales Performance Review, Q3 FY2026

Q4 outlook: pipeline coverage supports a 104% forecast

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$19.5M

Q4 target

Peak holiday season

$60.5M

Open pipeline

3.1x coverage of target

$20.3M

Weighted forecast

104% of Q4 target

$68.9M

FY26 projection

Plan: $65.5M (105%)

Risks to the forecast: promo dependency in November, supply constraints on Alpine Shell, and the South territory gap.

Summit Ridge Outfitters | Sales Performance Review, Q3 FY2026

Insights & recommendations

What the data says and what we should do next

Five insights: what is driving revenue

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1

Digital is the growth engine: E-commerce +22% and 40% of mix.

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Hero products carry the business: Five SKUs = 52% of revenue.

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Margin gain is mix-driven: Accessories and Packs raise average margin.

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Geography splits the business: West and International surge; South lags.

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Rep performance is territory-linked: Weak reps cluster in South and Midwest.

Summit Ridge Outfitters | Sales Performance Review, Q3 FY2026

Risks and watch items for Q4 and FY27 planning

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Summit Ridge Outfitters | Sales Performance Review, Q3 FY2026

Recommendations and next steps

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Invest

Shift 15% of marketing spend to e-commerce and B2B

Fix

Territory reset and coaching plan for South and Midwest

Prune

Retire or refresh the five declining SKUs by Q1 FY27

Plan

Re-base FY27 targets on observed channel growth rates

KPIs to track monthly: attainment by region, e-commerce share, SKU-level growth, rep quota distribution.

Summit Ridge Outfitters | Sales Performance Review, Q3 FY2026

Questions & discussion

Data: Summit Ridge Outfitters (fictional), Jan–Sep 2026.