But customers have not embraced the pricing plan, which was rolled out Feb. 1 by Penney, which operates nine of its 1,100 or so department stores in Utah, where it also has operations that collectively employ 1,500 people. During the third quarter, revenue at stores opened at least a year a key measure in the retail industry because it excludes the impact from stores opened and closed during the year plummeted 26.1 percent. That's higher than the 17.6-percent drop analysts had been expecting.
"I expected horrific but this was worse than expected," said Brian Sozzi, a chief equities analyst for research firm NBG Productions.
During an investor meeting, staged Friday in New York after the results, Johnson said even though the quarter was challenging, he would not stray from the pricing plan he laid out earlier in the year.
"It is becoming clear to me that I am really leading two companies," he said. "One is J.C. Penney, a promotional department store. The other is JCP, which is a startup, a specialty department store. And it turns out what is good for one isn't necessarily good for the other."
Part of the problem, both the company and analysts agree, has been that customers have been confused by the pricing. Recognizing this, the company tweaked its ads to better communicate the plan. Rather than whimsical ads with dogs and children, the new ads have focused more on the merchandise Penney has to offer.
But that wasn't enough to convince shoppers. So Johnson said on Friday that Penney will begin to display on price tags the "suggested" price from clothing and other manufacturers along with Penney's "everyday" price.
Johnson also said the company will have a big sale on the day after Thanksgiving known as Black Friday the traditional start of the holiday shopping season. The company expects to release details on Monday.
In addition to those initiatives, Johnson is hoping other aspects of his plan will resonate with consumers.
Among them, the remake of Penney's stores. The company is adding 10 mini-shops with various designers within in stores. The company plans to add 100 shops inside 700 of its stores by late 2014. The remaining 400 stores are in small towns and won't feature the full makeover.
Surrounding those shops will be extra-wide aisles that Johnson calls "streets." Along those pathways will be ice cream and coffee bars and wood tables with built-in iPad tablet computers shoppers can use. In the middle of it all, a Town Square will offer activities such as Pilates.
The retailer said it lost 56 cents per share, or $123 million in the quarter ended Oct. 27. That compares with a loss of $143 million, or 67 cents per share, in the year ago period when results were dragged down by costs related to the management transition and a voluntary retirement program. Revenue dropped 26.6 percent, to $2.93 billion. Analysts had expected a 15 cent loss on revenue of $3.27 billion.
On the news, Penney shares fell more than 4 percent, or 90 cents, to $20.79. Investors, who initially sent Penney shares soaring 24 percent to about $43 after the company announced the pricing plan in late January, have pushed them down nearly 40 percent since the beginning of the year.
J.C. Penney in Utah
The retailer operates more than 1,100 department stores in the U.S. and Puerto Rico, including nine in Utah, where it also has an accounting center and a distribution center that collectively employ 1,500 people.