Q4 2021 Sonos Inc Earnings Call
Yeah.
Good afternoon. My name is Emma and I will be your conference operator today at this time I would like to welcome everyone to the <unk> fourth quarter and fiscal 2021 earnings conference call.
All lines have been placed on mute to prevent any background noise. After the speakers remarks, there will be a question and answer session. If you would like to ask a question. During this time simply press star followed by the number one on your telephone keypad. If you would like to withdraw your question again press the star one.
Kevin Mclaughlin you may begin your conference.
Thank you good afternoon, and welcome to <unk> fourth quarter and fiscal 2021 earnings conference call I Am Cameron Mclaughlin and with me today are so no CEO, Patrick Spence, Brittany, Bagley, CFO and Eddie Lazarus Chief Legal officer for those who joined the call early today's hold music is from Thanos radio collaboration station.
From impulse record and basketball legend, Actavis and jazz historian Kareem Abdul Jabbar.
Before I hand, it over to Patrick I'd like to remind everyone that today's discussion will include forward looking statements regarding future events and our future financial performance. These statements reflect our views as of today, only and should not be considered as representing our views of any subsequent date. These statements are also subject to material risks and uncertainties that could cause actual results to differ materially.
The expectations reflected in the forward looking statements a discussion of these risk factors is fully detailed under the caption risk factors in our filings with the SEC. During this call. We will also refer to certain non-GAAP financial measures for information regarding our non-GAAP financials, and a reconciliation of GAAP to non-GAAP measures. Please refer to today's press release regarding our fourth.
Order in fiscal 'twenty or 'twenty, one results posted to the Investor Relations portion of our website as a reminder, the press release supplemental earnings presentation and conference call transcript will be available on our Investor Relations website at investors <unk> Dot Com I will now turn the call over to Patrick.
Thanks, Cameron and Hello, everyone.
Our incredible fiscal 2021 financial results underscore the power of our model and our ability to execute despite the uncertainty and challenges throughout the year.
I am so proud of what our team delivered and I'm very confident in our progress toward becoming the worlds leading sound experience brand.
We have a tremendous opportunity ahead and are well positioned to seize it.
To start we are thrilled to report a fourth quarter that capped off a record fiscal year 2021.
We achieved total revenue of $1.717 billion, an increase of 29% from the prior year or 32% when you adjust for the extra week last year. This marks our 16th consecutive year of revenue growth.
Our leadership position in premium home audio continued throughout fiscal 2020, one as our products continue to rank as the leading products in the wireless speaker and home theater categories in our core geographies.
Demand remained very strong through the fourth quarter driven by the continued strength of our industry, leading products and we delivered a record $360 million in revenue despite increased supply chain constraints that we like so many others in our industry have been facing.
Our fiscal 2021 results are an illustration of just how powerful and profitable. Our model is as we scale. We achieved record adjusted EBITDA of $279 million, an increase of 157% representing an adjusted EBITDA margin of 16, 2% up 800 basis points.
Our fiscal 2021 results put us significantly ahead of schedule toward achieving the fiscal 'twenty 'twenty four targets outlined at our Investor event. This past March.
Our brand is strong we have an exciting and robust product roadmap ahead, and we are confident in our ability to continue to drive sustainable profitable growth over the long term.
Britney will go into more detail on our fiscal 'twenty 'twenty four targets shortly.
Despite the supply challenges that continue to exist as we enter fiscal 2022, we are confident in our ability to continue to deliver strong growth and expect to deliver up to 16% revenue growth and 17% adjusted EBITDA growth at the high end of our range.
Our demand is incredibly robust and we're confident we can sell every unit we can make this year.
Britney will also go into more detail on our fiscal 2022 outlook.
We attribute our continued success to the fact that <unk> is a system for your whole home not just a single product solution.
And to our consistent approach to delivering innovative new products and services.
The real power of Sonus is that you can start with one product and expand to more over time.
The core of our model is that we continue to add new homes and that our existing homes keep coming back and adding additional products each and every year.
On that note. We ended fiscal 2021 in $12 6 million homes, an increase of 15% from the prior year.
As we look toward our opportunity ahead, we believe that Sonus is just getting started and has barely scratched the surface of our large and growing addressable market and have a tremendous runway to add tens of millions more homes to the sonus ecosystem long term.
When it comes to existing customers, adding additional products in fiscal 2021 we saw 46% of our product registrations coming from our existing households. This is our flywheel in motion, we had lots of new homes and they buy more and more from us overtime.
To that end in fiscal 2020. One we saw the number of products for home increased to 3.0 from two nine last year underscoring that the lifetime value of our household continues to increase and is yet to be fully realized in.
In fact, we see a runway towards four to six products per household long term driving significant increases in lifetime value overtime.
Then as we layer services on top of this the lifetime value will increase even further our model is a proven one and is a powerful one.
In fiscal 2021, we've made great progress on our three key strategic initiatives the expansion of our brand the expansion of our offerings and driving operational excellence first.
On the expansion of our brand. This is all about understanding our customers better than anyone and how we're evolving our brand and marketing strategies to reach more of those customers.
The first step was updating our brand strategy to tap into the emotional connection derived from experiencing all of your favorite content on stonehouse.
We leaned into sports and outdoors Inking, a partnership with globally renowned Liverpool football club as its official sound partner and teaming up with ESPN as the official sponsor of college football.
We celebrated the launch of roam by partnering with the north face to create a multifaceted program that invited fans to sonically explore the outdoors, which was supported online by many northeast athletes sharing how roam accompanied them on their outdoor adventures.
Finally, we were named one of fast company's brands that matter. This list captures brands, who are inspiring all of us whether it be leading in pop culture or responding meaningfully to current events and this is a testament to the enduring brand that we've built.
Second on the expansion of our offerings, our focus on innovation and the integration of our software hardware and services together provides a compelling proposition for our customers, we have an exciting and robust product roadmap ahead.
As you saw we're off to a great start this fiscal year with the launch of beam Gen. Two on October.
The latest version of our industry, leading compact smart sandbar delivering upgraded more immersive sound experience with greater depth and clarity as well as support for Dolby Atmos.
We continue to deliver on our promise to introduce at least two new products per year and in fiscal 2021 brought new products and services to the market such as roam So does radio HD and new partner products with Audi and Ikea.
In April we launched roam the ultra portable smart speaker built to deliver great sound at home and on any adventure.
Roam provides the opportunity for millions of new customers to get started with stone house and he is the right product at the right time as we begin to gather again with friends and family.
Early in fiscal 2021 we introduce donuts radio HD and AD free high definition streaming tier of radio featuring even more exclusive content directly in the southern style. We are pleased to report that Sonus radio listening hours doubled during the past year and is now the third most listened to service on our platform.
We also announced our first ever automotive audio partnership with Audi a partner that shares our vision and approach, placing the same value on innovation and premium design has shown us.
And finally, we continued to expand our partnership with Ikea.
Introducing two new products to the symphonic range in June we launched the symphonic picture frames speaker, followed by an update it and customizable table lamp.
Components is now sold in more than 50 markets worldwide, and we will continue to expand our distribution through 2022.
We have tremendous opportunity ahead in the categories. We play in today, but we also have ambitious plans to expand into new categories, and new customer segments and to layer services on top of everything we do.
As we look ahead to fiscal 'twenty, two 2022 and beyond our product roadmap remains robust and we are excited to unveil what comes next overtime.
And onto our third key strategic initiative driving operational excellence to achieve sustainable profitable growth for the long term.
You're seeing us continue to execute ahead of our plan and deliver margin expansion and healthy top line growth.
Our supply chain logistics and operations team has done an outstanding job navigating a difficult supply chain and logistics environment.
Our fiscal 2021 results and execution in light of this universal challenge truly underscores our ability to drive operational excellence as an organization.
Every year, we strive to improve our efforts as a responsible company, which we share in our annual listen better report.
In fiscal 2020, one we partnered with a leading third party to map the carbon footprint of our entire value chain from sourcing materials to packaging to how our products are used throughout their life identifying where work has the greatest environmental impact.
Armed with this knowledge, we've developed our first climate action plan, which will be we will share alongside our annual listen better report in December.
Last I am proud to report that <unk> was included on Inc. Magazine's first ever list of the 250 best led companies coming in at number 13.
This list highlights America's driving mid sized companies and leaders that are the unsung heroes of the U S economy.
I am even more excited about the future ahead. There are three macro trends that we believe have and will continue to fuel our growth.
First the Golden age of audio.
The volume of music audio books and podcast, we have access to now is enormous and as more and more people become creators and find interesting new audio formats, even more time will be spent with audio.
As the leading premium home audio brand Sonus is very well positioned to continue to capitalize on this.
Second Hollywood at home with more and more video content going direct to home. There has been a decade of change in the past year and company is bringing the newest movies right into our living room. It.
Consumers are demanding a theatre like experience at home evidenced by the fact that consumers are buying larger and larger Tvs and drawing driving significant growth in smart TV and streaming video time.
<unk> is the number one brand in premium home theater is well positioned to be the go to source for consumers looking to bring theater like sound to their home theater setup.
And the third trend fueling our growth is the great reshuffling. This is the untethering of people from their commutes in offices, which has really enabled them to reevaluate, how and where they want to live. We believe this will be a multiyear cultural trend driving consumers to continue to invest in their homes.
As our target consumers by new primary and vacation residences, they often turn to custom audio video installers for their multi room home audio setups and home theaters.
Custom installers have a lot of influence over purchase decisions given their expertise and customers that work with installers tend to have larger systems and higher net promoter scores.
Donuts continued partnership with professional installers has resulted in a record number of amps ports and soon a spike.
Donuts by Sony it's products being integrated into homes all over the world.
One of our great strengths is the ongoing collaboration between ourselves and there are many small businesses, who specialize in using sonus to create amazing audio experiences for their customers. In fact, according to a CE Pro report, we have earned 92% share in the wireless audio category, which significantly outpaces our competitors.
And really underscores the strength of our brand the quality of our products and our strong competitive position in the categories. We play.
We are looking forward to our continued growth in this space as we broadened to serving builders Remodelers and architects.
In conclusion, despite the uncertainty and challenges presented this year the sonus team rose to the occasion and delivered a record year.
I am proud of what we've accomplished and I'm excited for the tremendous opportunity that lies ahead.
We have a robust product roadmap and our addressable markets are large and growing.
Long term opportunity is enormous and we are just scratching the surface.
Now I will turn the call over to Eddie to provide a brief update on our IP litigation.
Thank you Patrick.
Since our last earnings call the administrative law judge at the International Trade Commission issued an initial decision in our case against Google.
We were very gratified that the judge upheld the validity of all five of our patents at issue.
And further rules the Google Infringes, all five patents.
As I said on the last call validity and infringement, where our benchmarks for success because they measure the strength of our portfolio and if our theories of infringement.
Thus our eventual prospects for success.
In this regard we achieved an absolutely outstanding result.
At the same time aspects of the Alj's ruling leave uncertain the scope of the remedy we will eventually obtained at the ITC.
Later this week the commission is expected to announce whether and to what extent it will review the alj's ruling.
And we look forward to continuing to advance our arguments before the ITC.
As well as in the Federal Court cases, we have been.
And bottom we remain confident in the strength of our cases against Google and then any and we will obtain a strong return on the investments, we are making and holding them accountable for their widespread infringement.
Now, let me turn the call over to Brittany to provide more details on our results and our outlook.
Thank you Eddie.
There has certainly been a lot going on in fiscal 2021, and as I reflect I'm truly impressed by what an outstanding year, we had as a company.
Eddie and the team made great progress in further establishing our IP, we experienced incredible demand for our products, we executed and what was that dynamic and challenging environment and we beat every expectation we had going into the year.
We added almost $400 million of revenue to grow 29% year over year <unk>.
Expanded our gross margins despite the global headwinds in our supply chain.
Almost doubled our adjusted EBITDA margin from eight to 16, 2%.
Generating over $200 million of free cash flow.
I am very proud of what the whole company was able to deliver in fiscal year 'twenty one.
To put some more detail behind that fiscal 'twenty, one was our 16th consecutive year of revenue growth.
We generated total revenue of 171, 7 billion, which was 29% year over year or 32%, excluding the 50 <unk> week last year.
The increase was driven by strong overall demand across all our product categories and geographies somewhat offset by the impact of constrained product availability.
Gross margin for the year increased 410 basis points to 47, 2%.
We received approximately $18 million in tariff refunds out of our approximately $34 million unexpectedly.
And recognized approximately $14 million in tariff expense in fiscal 'twenty, one, resulting in a minimal net impact.
If you excluded the effective tariffs from both fiscal 'twenty and fiscal 'twenty, one gross margin increased 130 basis points.
Record 46, 9% driven by a shift in product mix into higher margin products and lower promotional discounts compared to the prior year.
Direct to consumer revenue increased 47% and represented 24% of total revenue compared to 21% last year.
So all of those dot com, our retail channel and our install solutions channel are all important parts of our go forward strategy.
Gross margin was negatively impacted by component material costs, and shipping and logistics costs, which are part of a broader industry wide supply chain challenge we're facing.
Adjusted EBITDA increased 157% to a record $279 million and then adjusted EBITDA margin increased 800 basis points to a record 16, 2%.
Given the strong growth in revenue, we experienced strong opex leverage during the year, allowing us to scale profitability faster than expected.
R&D increased 10%, excluding restructuring and severance costs last year, driven by higher personnel related expenses due to increased head count and higher bonus stock based compensation and related payroll taxes as well as an increase in product development costs and professional fees are.
Software into consumer experience continues to differentiate our products.
Sales and marketing increased 13%, excluding restructuring and severance costs last year.
This was primarily due to higher marketing expenses to support new product launches and higher revenue related sale fees and higher personnel related expenses.
G&A, excluding restructuring severance transaction costs and the IP litigation increased 18% driven by higher personnel related expenses as well as professional fees related to our investments in information technology.
Our model continues to generate strong free cash flow and we saw another significant increase this year.
We generated cash flows from operating activities of $253 million and free cash flow of $208 million.
We have an incredibly strong balance sheet from which we will deploy capital back into the business to drive future growth include.
Including through M&A as well as returning capital to our shareholders.
In fiscal 'twenty, two you will see us continuing to allocate additional capital towards our long term growth.
We will also continue to return capital to shareholders and offset future dilution through our share repurchase program.
As you can see today, our board has authorized a new $150 million share repurchase program.
In the fourth quarter, we completed our most recent $50 million share repurchase program.
Since early 2020, we have completed a $100 million in share repurchases, representing over 5 million shares at an average price of approximately 19 Tommy.
Now turning to our fourth quarter results.
Revenue increased 6% or 14%, excluding the 14th week last year to $359 5 million.
Growth was driven by strong overall demand, partially offset by the impact of continued constrained product availability.
Industry wide supply chain challenges.
This was primarily related to limitations on components supply due to the global shortage of semiconductors.
Have been so short on some components that we have had manufacturing shutdown and these may continue to impact us into fiscal 'twenty two.
As we've noted we continue to see strong demand and are thankful that our customers continue to wait for our products.
Gross margin decreased 110 basis points to 46, 4%, we received approximately $7 million in tariff refund and recognized approximately $4 million in tariff expense during the quarter.
Excluding the impact of tariffs from both quarters gross margin decreased 260 basis points to 45, 7%.
The decrease was primarily due to increased components costs and shipping and logistics costs related to broader industry wide supply chain challenges.
Adjusted EBITDA was $17 1 million and adjusted EBITDA margin declined to approximately 5%.
As we stated last quarter, we plan to make additional opex investments to support our long term growth, which resulted in deleverage across all Opex line items in the fourth quarter.
Now turning to our records fiscal 'twenty two outlook.
In fiscal 'twenty, two we will remain focused on continuing to meet our strong demand and demonstrating our ability to execute in the face of global supply challenges.
We expect to be able to deliver revenue in the range of $1 92, five to 2 billion, which represents growth of 12% to 16% of our record fiscal 'twenty one.
While our demand trends remained strong and global supply situation has only continued to get more challenging as a result, we are anticipating that our first quarter revenue could be lower than the first quarter last year.
We expect to see some improvements in the global supply chain in the back half of fiscal 'twenty. Two and are also continuing to work to mitigate the biggest impact of the shortages where we can.
Gross margin is expected to be in the range of 46% to 47% in fiscal 'twenty two.
Given the global supply challenges, we are pleased to be able to give guidance at the top of our long term range of 45% to 47%.
As you are aware, we could take price increases on various product in September and this helped to offset some of the gross margin impact of the rising component in logistics costs, we're seeing.
In addition, given the supply constraints are promotional activity will be moderated, especially as we head into the first quarter, which is the quarter, where typically most promotional.
We continue to invest in incremental airfreight, particularly in the first quarter to fulfill as much of the strong demand as possible.
We also expect to see a smaller benefit from both product and channel mix in fiscal 'twenty, two and are assuming a minimal net benefits from kiera.
Adjusted EBITDA is expected to be in the range of 280 million to $325 million up nine 9% from fiscal 'twenty one at the midpoint.
This reflects an adjusted EBITDA margin in the range of 14 to 16, 2%, reflecting the gross margin investments noted previously as well as continued opex investments to support our long term growth roadmap.
We are ahead of schedule toward achieving the fiscal 'twenty four targets, we outlined at our Investor event last March.
Given how much we exceeded our expectations in fiscal 'twenty. One we are pleased to say, we still expect to deliver an approximately 13% revenue CAGR as we look forward.
This is consistent with the revenue growth CAGR employed at our Investor event in March but off a much larger base of revenue in fiscal 'twenty one than previously contemplated.
We remain confident in our ability to deliver industry, leading gross margins in the range of 45% to 47% and adjusted EBITDA margins in the range of 15% to 18% through fiscal 'twenty four.
Overall, we had a tremendous fiscal 'twenty one it underscores the strength of our model and our ability to deliver operational excellence in light of a challenging environment.
Demand remains strong and our customers have proven they will wait for our products despite supply constraints.
We are confident in our outlook for fiscal 'twenty, two and beyond.
Our P&L and balance sheet are stronger than ever and this enables us to invest in the business and return capital to shareholders to continue driving long term value.
We are excited about the opportunity ahead and look forward to sharing our continued progress with you.
With that I would like to turn the call over to questions.
At this time I would like to remind everyone in order to ask a question Press Star then the number one on your telephone keypad.
We'll pause for just a moment to compile the Q&A roster.
Your first question comes from the line of.
Tom Forte with Davidson Your line is now open.
Thanks for taking my question I have one question and one follow up question. So one of the things that's been so impressive about sonus.
Your customers been willing to wait for your products, even before really some of the supply chain Crunches we've had.
Do you have any internal survey work or things of that nature that shows that their willingness to wait.
Can use to hold steady even as the supply chain worsens.
Yeah, Hey, Tom It's Patrick here, we watch carefully and we have a good handle obviously with almost.
Almost 25% of our business being direct to consumer.
An order cancellation rates.
That is why we watch kind of what's happening in the general marketplace and get channel feedback.
And this we've been dealing with some supply chain issues throughout the year. So we've seen on particular products, how the baby Hager has been.
And.
We continue to see very low cancellation rates on those orders I mean, we haven't seen anything in the market that makes us believe that people are moving to some other product.
It's out there and I think yes, I think it goes back to the fact that we are a considered purchase.
You've seen the way that we continue to increase the number of products per home as well and it is that system.
And we have no reason to believe at this point that any of that will change we're very grateful for it.
But we work hard to make sure that it is something that is going to continue to be above and beyond anything else. They can buy but all indications right now.
Or that will continue and we really face that throughout fiscal 2021 as well.
Great and then for my follow up question on the new share buyback program, how should we think about your capital allocation decisions between investing in the business M&A and buying back stock.
Oh yeah.
Think we have stated that all three of those are really an important part of our plan. So.
We will execute on M&A.
We'll continue to repurchase shares through the share repurchase program and we are talking about really investing in the business for fiscal year 2002, as well. So I don't I don't think it's an either or is that really all of the above.
Wonderful thanks for taking my questions.
Thank you.
Your next question comes from the line of Katy Huberty with Morgan Stanley. Your line is now open. Thank you congratulations on the strong execution in 2022 outlook I have a couple of questions first for Britney you mentioned <unk> revenue could be down year on year.
To isolate just demand where would you expect <unk> growth to be before considering the supply issues and just as a follow up to that given cost inflation should we expect that the gross margin and <unk> is likely to be the low point for the year.
Yeah. Thanks Katy.
Really really hard to quantify what it would look like without supply constraints a lot of unknown factors.
So we're not putting a number on that but I would say when we think about how it might be challenging to grow in Q1 that really is all about supply and our ability to get supply into the quarter. We think that most of that demand rolls over and is part of what gives us comfort and support for the growth.
Look that we're looking at for the rest of the year.
From a gross margin standpoint, Q1 is typically a challenging.
Lower.
Most margin quarter for us because we run our promotion more typically in Q1 because of the supply constraints, we won't be running typical promotional environments in Q1, either and so that's a bit of a balance to the significantly higher.
<unk> and logistics costs that we're seeing come through in Q1.
Okay understood and then Patrick you commit to two product launches a year, which helps deliver the double digit revenue growth just at a high level, how should we think about the product portfolio and partnerships expanding to drive that 12% to 16% revenue growth outlook.
That we we see a ton of opportunity.
In new homes right. So.
We're somewhere under 10% penetrated into the homes. We believe we can just in the markets. We're in today so.
That is a huge opportunity and something that we think we seize before we even get to the new products that are coming.
And then as you've seen we strike a balance between products that go into the existing categories that we're in sometimes a new form factor, sometimes a new price point as well that.
Helps us tap into new customers and reach new homes, and then as well new categories.
So as we think about those we're balancing all the time.
How we do each of those and we have some exciting stuff we're working on.
As per usual, we will share that as it is ready and comes to market, but we definitely.
We're excited like Britney said, we're investing more.
And what we're doing on the product side, which I am so pleased with.
And I think that sets us up for continued kind of growth, we're talking about well into the future.
Congrats again, thank you.
Thanks Katie.
Your next question comes from the line of Brent Thill with Jefferies. Your line is now open.
Yeah.
Thanks, Patrick how would you characterize the supply chain constraint now versus a few months ago kind of what's your sense as you look forward into.
Early next year I know, it's hard to hard to maybe answer but is there any color you can give us just as it relates to kind of when do you think we get back to more normal.
I think it will get better as we go throughout fiscal 2022, So I think it will improve.
As we progress through the year.
We have been dealing with it for over a year at this particular point in time. So there is there is always some ups and downs in that as Britney has talked about its particularly acute in our fiscal Q1, but all indications are.
As Fabs come up new Fabs come online.
People kind of catch up with the demand that's out there we qualify new parts in our products as well.
The government and some of the infrastructure players take care of the port congestion and other issues that are there as we get the pandemic under control. There are so many factors that go into it but fundamentally.
We believe it's something that eases as we progress through 2022.
And so we'll be monitoring it very closely I think it's I don't think anybody has the crystal ball to call when it'll be completely open again, so I want to be a little bit careful about that but.
It gets better as we progress through 2022.
Great. Thank you.
Thanks Brent.
Your next question comes from the line of Rod Hall with Goldman Sachs. Your line is now open.
Hi, This is aki on behalf of thoughts. Thanks for taking my question I wanted to ask about your fiscal 'twenty two guidance could you talk about how much visibility you have at this stage and what are the assumptions underpinning that guide in terms of both demand and supply constraints. Thank you and I have a follow up.
It's obviously, a very difficult time to come out with guidance and there are certainly companies too.
<unk> at all at this point, but our general guidance philosophy is to always try and sure to the best of what we know what we're seeing out there and so we.
We are looking at everything that we see in the supply chain environment and to Patrick's point we.
Expect that that starts to get better in the second half of the year and then we're looking at everything we can see from a demand standpoint.
Rolling that together to come up with our fiscal year 'twenty two guidance. So that's what gives us comfort behind the 12% to 16% on revenues of 46% to 47% on gross margin in the $2 80 to $3 25 on adjusted EBITDA.
Thanks, Brittany could you also talk about your recent price increase vendor.
But on the financials.
And has it had any effect on demand so far thank you.
Yeah, so that went into effect in.
September and so you will see the full impact of that as we go through fiscal year 'twenty, two and our view on how that impacts demand as is fully factored in as we look at that fiscal year 'twenty two guidance and obviously, we're in a supply constrained environment right. Now so you have to factor that in as we think.
The impact.
Great. Thank you.
Your next question.
Your next question comes from the line of John Babcock with Bank of America. Your line is now open.
Hi, I guess my first question is actually just on the gross margin front can you talk about generally like what panned out better for you in the fourth quarter than you expected because it seems like you've been a little bit.
Better than I think most anticipates I'm just kind of curious.
What went on there I don't know if it was maybe a little bit of price increase in net price increases that went in fact or if that was too late in the quarter. If there were any other factors, but any color there would be helpful.
Yeah.
There is such a mix of factors.
We have continued to see benefit from product mix in <unk>.
Channel mix.
Those have been offset by.
Supply chain component costs logistics airfreight, all of that and so it's really just a balance of how those played out.
Okay Fair enough and then.
Just two more quick questions. If you don't mind I guess just quickly just on the supply chain impact and how that.
<unk>.
I guess overall manufacturing them do you have a sense us like how much production you off during the quarter.
From that.
No not in any way, we would quantify obviously, we work hard to manage through that but of course, when youre struggling to get component cost as I called out in my remarks that it has caused us to have some delays in our total manufacturing capacity. So that's certainly one of the factors that limited our.
Supply outlook right now.
Okay, and then I guess just next question officers for any or if someone else wants to take it but just.
On the updates that we're going to get on Friday from the U S. ITC could you just provide a little bit more color on what you expect.
From them I know you, obviously can't like mentioned in any way like which way it might lean, but just kind of curious.
Overall on any kind of additional points.
Might be able to provide us and also if there is any update on.
As a case in California, and when we should expect a ruling there that'd be useful.
Okay.
Sure so with respect to the ITC just to be clear, we don't expect this week to receive any kind of substantive decision, but we're going to get as an indication of whether and to what extent. The full commission is going to review.
The ruling of the administrative law judge so.
There could be indications, where you could read the tea leaves on things, where there could not be and so we're just going to have to see theres no.
Specific formula for what Theyre going to say on this date and it's also possible they could give themselves.
Another extension of time as they did once before on this particular benchmark so.
Like you, we're waiting to see what happens in.
Looking forward to continuing to present, our arguments in front of the ITC, we feel very good about where that cases, and we'll just keep playing that out.
As for the case out in California, the cases was transferred from Texas.
The judge in California has.
Somewhat unusual procedural style for handling patent cases called the showdown.
And so.
The parties move forward.
With a small number of claims on a fast pace.
Pace looking towards hearings in the spring of 'twenty two.
The remainder of the case being set for trial in May of 'twenty three in that way the parties can get to.
Sense for the strength of their case early.
And then.
Full blown trial is as I said in May of 'twenty three.
So we again look forward to moving forward aggressively in that case.
And feel feel good about our prospects okay.
Okay, Great. That's all I have thanks.
Yeah.
Your next question comes from the line of Matt Sheerin with Stifel. Your line is now open.
Yes, Thank you and good afternoon I wanted to ask about your EBITDA growth.
Target ranges for next year, which are much much wider than your revenue growth I think you're guiding 1% to 17% versus.
In mid teens for revenue growth. So could you give us the reasons for that is it.
Just because of the unknowns.
Variable costs relative to gross margin and input cost or Opex could you just give us the reasons for that.
Yeah, I would say, there's really two pieces one is the variability in gross margin so 46% to 47% gives you.
They are.
And then beyond that it really is about the investments that we're looking to make.
And when and timing and how those come in and what that Opex forecast looks like for us as we go throughout the year.
Those are the two pieces, where we're factoring in when we think about our EBITDA ranges.
Okay and I'd like to.
And another supply chain question, if I can at.
It sounds like you have some optimism Patrick about the supply constraints easing, but if you talk to you know a lot of other companies. They really have no idea when that supply is going to come online. So I'm just trying to figure out do you have any any tangible.
Support.
In terms of when youre going to get that supply.
Some of your contract manufacturing partners for instance building inventory have you talked to suppliers.
How should we get a sense of how this plays out.
Yeah, Hey, Matt I think would be given the way we've been able and our team has done an amazing job. This year working with everybody in the value chain to really in fiscal 2021.
If you look at the challenges that we had that were right through all four quarters and the way. The team has handled those and dealt with those and understood. The situation kind of work through all of those and then what we know about what happens or what is planned to happen in 2022 at this point.
Fabs coming online are important and some of the plans that we have around components and.
Having multiple sources and those kind of things.
Put us in a.
In what we feel should be.
A better situation as we worked through it.
Point, nobody forecast of the pandemic.
And some of the challenges that arise and those kind of situations. It has been an up and down year of challenges, but we go into the year.
With confidence in our outlook because of the way our team has really managed fiscal 2021 and all the challenges abroad. So.
It's all obviously been built into the way that we look at the year ahead, and what we have planned.
So.
Hopefully that gives you some more color.
Okay fair enough. Thanks, so much.
Thanks, Matt.
There are no further questions at this time, Patrick Spence I'll turn the call back over to you.
Thanks, a lot and thanks to everybody for joining.
I am so proud of the way the team delivered in fiscal 2021, I am so appreciative of our customers continuing to stick with us and all of our channel partners.
Installed solutions partners.
Been a tremendous year and we are so excited about fiscal 2022.
We feel very excited about being ahead of our plans for reaching those fiscal 2024 targets.
And we're getting back to work. So we will see you next quarter. Thanks, everybody.
Yes.
This concludes today's conference call you may now disconnect.
Hi, It's Kareem Abdul Jabbar Youre listening to my favorite collection of jazz music from Impulse records on solos.
[music].
Okay.
No.
Okay.
Okay.
Okay.
Sure.
Okay.
Yeah.
Okay.
Okay.
Sure.
Okay.
Okay.
Sure.
Okay.
Hum.
Okay.
[music].
Okay.
Sure.
Yes.
No no no.
Okay.
Okay.
Paul.
Yes.
Yes.
Yes.
Okay.
Paul.
[music].