Sally Beauty Holdings, Inc.

was a dominant piece of the change to the guidance. When we just look at the consumer and what's happening, we do see real positives against some of the initiatives that we're working on. So we will bring in more Regus business as we stand up more customers as we go through Q4. We just reset our nails business in both our BSG and Sally stores. We're working a lot of personalization journeys, and we see those as really offsets to what we're seeing of just the customer being a bit more frugal. You specifically asked about AUR going up. The core of our business is color and care. We have taken pricing and so that's the more natural movement of AUR. And that makes a bigger difference to us than where we might have lost just truly high AUR items such as a blow dryer or straightening iron out of the basket compared to where we were last year. So just seeing that more in pricing coming through as we would have anticipated.

Got it. Thanks. And then I wanted to get your view in terms of the consumer interest in color. And I don't mean from the, you know, covering gray's perspective, but, you know, Vivid was obviously huge for some time, particularly in the last two years. Just general view in terms of color trends outside of gray coverage. That would be great. Thank you so much.

Overall, hair, hair expression, personalization, we are not seeing any meaningful change in behavior in customers from what we've seen over the last 12 to 18 months. Vivid is still quite strong. It represents 29% of our business, and I think that's pretty flat in Sally. It's pretty flat to what we've seen over the last few quarters in terms of penetration. So really no drop-off in interest of people experimenting there. And I think a really fun business because you do it a lot more with, semi-permanent or short-term types of color where people can get a pop of color and then step away from it if they choose to do that. And then core color remains also generally on trend. As we talked about the overall statistics, we were a little lighter in Sally this year than we were last year. I think that's more about the fuel of the reopening that actually happened last year with the consumer as COVID really The vaccines were there, people reemerged, business really kind of took a different turn. And on the BSG side, color trend, color demand remained quite strong. The only thing that we feel held us back were some of the vendor out-of-stock issues. As we talked about, we think we would have posted a slightly positive comp in our color business in BSG, excluding the vendor out-of-stocks. So still feel good. The hair color, hair trend is real overall. And I think we, personally for our business, are optimistic that as people think more about that gray coverage and maybe different ways to achieve that, could be an interesting trend as we watch further into Q4 and the new year.