Q3 2022 Rocky Brands Inc Earnings Call
Good afternoon, ladies and gentlemen, and thank you for standing by and welcome to the Rocky brands third quarter 'twenty to ensure earnings conference call. At this time all participants are in a listen only mode. Following the presentation. We will conduct a question and answer session and instructions will be provided at that time for you to queue up for your questions.
If anyone has any difficulties hearing the conference. Please press star zero for operator assistance at any time.
Like to remind everyone that this conference call is being recorded I will now turn the conference over to Brendon Frey of ICR.
Thank you and thanks to everyone joining us today before we begin.
Please note that today's session, including the Q&A period may contain forward looking statements as defined by the private Securities Litigation Reform Act of 1095.
Such statements are based on information and assumptions available at this time and are subject to changes risks and uncertainties, which may cause actual results to differ materially.
Assume no obligation to update such statements for.
For a complete discussion of the risks and uncertainties. Please refer to today's press release and I'll report, our reports filed with the Securities and Exchange Commission, including our 10-K for the year ended December 31 2021.
I'll now turn the conference over to Jason Brooks, Chief Executive Officer of Rocky brands Jason.
Thank you Brendan.
With me on today's call is Tom Robertson I'd like to start by congratulating Tom on his promotion to Chief operating officer that was announced in this quarter.
Glad to have him here with me today, serving as Chief Financial Officer, while we search for his replacement, but I am very much looking forward to working with Tom in his new role for the company that should allow us to drive even further gains and profitability and operational efficiencies.
Turning now to our third quarter results. We were again encouraged by the durable consumer demand for our diversified portfolio of brands this quarter, even as the microeconomic headwinds continue to pressure the U S consumer.
As a key provider of functional and affordable footwear that is core to the work in the way of life for millions of Americans.
We have been afforded a degree of insulation from the demand softness that more discretionary footwear and apparel brands are currently experiencing.
This quarter, we were able to capitalize more efficiently on the demand as the actions we've taken to address cost pressures allowed us to translate our top line strength into enhanced profitability.
The work we've done over the past year to improve operational efficiencies in our distribution facilities allowed us to flow more of our revenue performance to the bottom line this quarter.
Additionally, we were much more efficient with our marketing spend driving further leverage without impacting consumer demand.
Before Tom covers the financials in detail I want to spend a few minutes discussing the performance of each of our brands this quarter.
Starting with Durango.
We saw another quarter of expansion as the brand continues to be one of the strongest names in western footwear consumer appetite for the Durango brand has been resilient. This year and we were pleased to see demand continue to drive positive results in the third quarter.
While there werent constraints on inventory like last year, when many of our competitors struggled to source and ship product, which has led to a higher than normal level of inventory in the channel this year.
Durango has still experienced solid gains with several key retailers fueled by sales of our popular rebel and the men's westward collections.
Looking ahead, despite some general market uncertainty heading into the holidays, we feel good about Durango is momentum at retail and are expecting a solid finish to the year for the brand.
Turning to GA sales were up slightly compared to last year.
<unk> exhibited pockets of strength during the quarter, but it is feeling some pressure from a market that is over inventoried and a consumer that is having to spend more on essential items.
After a slow start in July when consumer confidence was at its low point for the year, our field account business accelerated nicely in August and September mean.
Meanwhile, demand was strong in the important Pacific Northwest region, where farm <unk> ranch retailers restock key styles ahead of the upcoming holiday season.
Finally, Georgia continues to sell through well and many of our online retail partners.
Overall I'd categorize the current state of the work footwear is mixed but with the trends improving as the third quarter progressed, we are cautiously optimistic heading into the final months of the year.
The Rocky brand, which spans work outdoor western commercial military and duty footwear. We're together overall flat in Q3, despite some very difficult comparisons in certain segments outdoor.
Outdoor was an area of strength this quarter with strong results across the outdoor farm and ranch in independent retailers ahead of start for fall and winter hunting season.
New releases in our hunting boot collection fueled the growth as the trend to be outdoors post pandemic continues to gain steam.
And worse.
<unk> was up against a difficult comparison last year with a large retail program in 2021 that did not reoccur this year.
Despite this the category was only down slightly as increases with our dealers and new products like the all new work Smart USA made.
Nearly the entire gap.
This is a key new product for Rocky work that we anticipate will become a leader in the category.
Rocky Western had a down quarter, but was also impacted by a few one time factors. The early release of fall orders last quarter moved a portion of the sales from this quarter into Q2. Additionally in Q3 of 2021, we experienced a number of one time orders.
From retailers desperate for product due to supply chain disruption that limited availability of competitor products.
With respect to Rocky commercial military and duty Division. The category was mixed with notable strength in the public service.
And.
Our public service business had a terrific quarter due to well planned forecasting.
<unk> product and proper inventory planning many of our public service retail partners had exceptional retail sales and our inventory position put us in a position to take advantage of the increased demand.
While inventory management drove strong results in the public service. It was the lack of inventory in key sizes in July that was the primary driver of commercial military shortfall.
While we made up some of the portion of those lost sales and inventory rebounded in August and September the poor start to the quarter, coupled with a difficult comparison to non repeated government orders in 2021 resulted in a year over year decline in the business.
Our muck extra tough and service brands all posted solid gains in the third quarter. The muck brand performed very strongly with a great level of fall bookings from our key farm outdoor and sporting good retail partners.
Extra tough also continues to see positive momentum, especially in the outdoor channel for the quarter, we more than doubled last year shipments are testament to the work we've done to drive demand and enhancing the efficiency of our Reno distribution Center.
Additionally, the new extra tough product launch this year continued to drive demand the honest sandal and the kids add's or ankle boots are keeping customers engaged.
Leading to low digital leading to low digit sales increases for the year with respect to service. We continue to make improvements with product distribution and are seeing better inventory levels of key sizes to lead corresponding increases in sales.
Turning now to our retail segments and starting with our direct to consumer channel.
The team continues to focus on optimizing shopper journeys compelling products brand storytelling inefficient marketing tactics.
Efforts have allowed us to maintain conversion rates, despite the challenging operating environment.
We continue to make progress driving organic traffic with our SCO content and first party data marketing tactics, which typically convert more efficiently compared to our performance marketing tactics, such as paid search or social.
And when we do selectively spend on paid advertising we are seeing improved returns. Thanks to the success, we are having with the new automated AD programs on the large social media platforms.
Lastly, our Lehigh <unk> retail business had a very good third quarter, driven again by meaningful growth with with both new and existing accounts.
With price increasing across the footwear industry. Many of our customers have increased subsidies amounts for their employees, which has helped fuel our topline performance.
Digitally many accounts are beginning to view, providing safety PPE, such as footwear orthotics and compression Sox as a tool to drive employee retention.
With its wide offering of safety products Lehigh has been able to organically drive additional revenue with existing accounts and as Covid concerns have continued to abate the number of onsite I fit events is gaining pace, which combined with our E mail and SMS strategy.
Is driving higher account participation rates, increasing our account account revenue and penetration rates.
Overall, I'm very pleased with the durable demand we've seen for our portfolio of brands, even as inflation and other factors have weighed on the U S consumer.
This resilience coupled with the work we've done to enhance profitability positions us well continue gaining share and generating increased value for our shareholders.
I'll now turn the call over to Tom Tom.
Thanks, Jason as Jason outlined resilient demand and improved profitable profitability drove another solid quarter for rocky.
Reported net sales for the third quarter increased 17, 5% year over year to $147 5 million.
By segment on a reported basis wholesale sales increased 25, 8% to $127 million.
Retail sales increased seven 3% to $23 4 million in contract manufacturing sales were $3 3 million.
As we announced on October three we divested the nios brand as part of as part of the sale process. We sold our remaining nios inventory to the new owners per the accounting rules, we must recognize the inventory portion of the asset sale as a large one time sale on our P&L excluding this.
Transaction adjusted net sales for the third quarter of 2022 or $143 9 million.
Turning to gross profit for the third quarter gross profit increased 10, 6% to $51 9 million or 35, 2% of sales compared to $47 million.
Were 37, 4% of sales in the same period last year.
Excluding the cost of goods sold related to the <unk> brand divestiture during the quarter adjusted gross profit for the third quarter of 2022 was $50 8 million or <unk> 35, 3% of adjusted net sales.
Adjusted gross profit for.
For the third quarter, 2021, which excluded a $900000 inventory purchase accounting adjustment was $47 8 million or 38, 1% of net sales.
The decrease in gross profit considering these adjustments was mainly attributable to increases in product costs inbound freight costs and other shipping and logistics costs compared to a year ago period.
On a reported basis wholesale gross margins were 33, 1% down 300 basis points from a year ago, but up 220 basis points from Q2 this year.
Retail gross margins were down 120 basis points year over year to 48, 7% and down just 20 basis points from Q2.
And contract manufacturing gross margins were 15, 4% compared to 18, 8% a year ago.
Operating.
Expenses were $40 3 million or 27, 3% of net sales in the third quarter of 2022 compared to $44 2 million or 35, 2% of net sales last year excluding.
Excluding the zero point $8 million in acquisition related amortization and expenses related to the disposition of assets this quarter and the $2 $9 million in acquisition related expenses in the third quarter of 2021, adjusted operating expenses were $39 $5 million in the current year.
And $41 3 million in the year ago period.
The decrease in operating expenses was driven primarily by a decrease in discretionary expenses, coupled with improved distribution center efficiencies compared with a year ago period.
As a percentage of net sales adjusted operating expenses improved 550 basis points to 27, 4% in the third quarter of 2022 compared to 32, 9% in the third quarter of 2021.
Income from operations was $11 6 million or seven 9% of net sales compared to $2 8 million or two 2% of net sales in a year ago period.
Adjusted operating income, which excludes the expenses related to the acquisition and restructuring charges in both periods was $11 3 million or seven 9% of net sales compared to adjusted operating income of $6 5 million or five 2% of net sales a year ago.
For the third quarter interest expense was $4 2 million <unk>.
Compared to $3 1 million in the year ago period.
On a GAAP basis, we reported net income of $5 7 million or <unk> 77 per diluted share compared to a net loss of 0.4 million or a loss of <unk> <unk> per diluted share in the third quarter of 2021.
Adjusted net income in the third quarter of 2022 was five 5 million or <unk> 74 per diluted share compared to adjusted net income of $2 5 million or <unk> 34, 34 per diluted share in your year ago period.
Turning to our balance sheet at the end of the third quarter cash and cash equivalents stood at $7 3 million and our debt totaled $284 8 million.
Consisting of our $122 million senior.
Senior secured term loan facility and $165 million borrowings under our senior secured asset backed credit facility.
As of September 32022, we had $34 $3 million of borrowing availability on our credit facility.
Inventory at the end of the third quarter was $265 1 million.
Compared to $200 2 million in a year ago period.
And $287 8 million.
At June 32022.
The increase in inventory from prior year was driven by distribution distribution and fulfillment challenges we experienced in the second half of 2021, along with overall cost increases and strong sales growth in the current year.
Compared with June 32022 inventories are down $22 $7 million looking ahead, we plan to further align inventory levels and sales growth and inventory purchasing strategies over the coming quarters.
With respect to our outlook based on a more challenging macroeconomic backdrop combined with a difficult fourth quarter comparison, we are adopting a slightly more cautious view for 2022. We are now we now expect our full year net sales increase of approximately 18% over 2021 and are viewing gross margins has.
Change, we're sort of expecting overall gross margins of approximately 34% for the fourth quarter were just under 35% for the year.
In terms of SG&A, we are now targeting achieving approximately 50 basis points of expense leverage over 2021.
Adjusted levels versus our prior target of approximately 100 basis points, reflecting a modest reduction in projected revenue.
That concludes our prepared remarks, operator, we are now ready for questions.
Thank you for you wish to ask a question at this time, please signal by pressing star one on your telephone keypad. Please ensure the mute function on your telephone is switched off to allow your signal to reach our equipment again. Please press star one to ask a question.
And we can take our first question now from Jonathan Komp with Baird. Please go ahead.
Yeah, Hi, Thanks, good afternoon.
Maybe maybe first I'll start with the guidance update you just share Tom could you.
Could you maybe just confirm more specifically what you are thinking for the fourth quarter and were there any shifts between third and fourth quarter.
Maybe as a starting point just to understand what youre expecting for revenue and some of the top line pieces.
Yes, Hey, John .
We're guiding to an overall growth of 18% for the year.
Which would imply.
Decline or decrease in sales for the fourth quarter, but again, we're going up against incredibly tough comparisons.
Third quarter of 2021.
When we ran into our distribution challenges post acquisition and so there was a lot of sales.
That should have originally shipped in the third quarter of 2021 that ultimately got shipped in the fourth quarter of.
2021, creating this very difficult comparison.
Does that help clarify the topline portion.
Yes, so on a year over year basis.
Yeah.
I just wanted to clarify it looks like year over year will be down.
More than 20% is what you're guiding.
Even on a sequential basis fourth quarter will be quite a bit below third quarter. This year.
Yes, I would say I would say that's pretty accurate I would say there is.
Just slightly less than our fourth quarter sales, though early in our third quarter sales Im sorry this year.
Well, yes, youre going to be down from our in the fourth quarter.
Yeah.
Okay, and then any broader context on what youre seeing in terms of I'm sure it's different across brands, but your general sense of the consumer environment.
Your ability to engage with wholesale accounts.
Yes start to book orders for next year, and just any any color on the broader consumer demand environment.
Yeah sure John I'll I'll take this one on this Jason.
So I think we are definitely.
Feeling and seeing and hearing some of the stuff that's going on in the marketplace.
<unk>.
I talked a little bit about the fact that our products are still more of a need then our wants and so I don't believe that we're hearing and feeling quite as.
Aggressive as maybe some other types of footwear in the marketplace.
And so I think we still feel really good about our brands Theyre still.
Checking well at retail, where we're able to get that information.
I talked a little bit about the different <unk>.
<unk> of that <unk> doing really well.
Georgia brand is is doing good so down a little bit our muck brand is still very strong and extra tough.
So we still feel good but.
The fed's just raise the interest rates again today, so we'll see what that does for the rest of this quarter.
We feel our bookings in the next year.
Look reasonable.
It's a it's a really hard.
Thing to navigate as we went through the acquisition last year, and where those orders fell as bookings or transfers over but.
We still believe that brands are strong and that that will finish this year in a good place and be able to continue that drive in 2023.
Yes, John just to add onto.
You called it out a little bit there is some noise between the brands, but I think we're kind of seen as kind of a tale of two different behaviors I think accounts, where we saw them take much more aggressive booking positions are much more aggressive positions coming into 2022.
We're seeing them slow down a little bit a little bit more so than than maybe the accounts that rely more on at once business.
And so it's really kind of a tale of two different behaviors, but the good news is as <unk> seen things check at retail and.
Turnover, it's just a matter of these retailers it took larger inventory positions kind of working through that inventory.
Understood I've got a couple of more if you don't mind, but just.
Going back to inventory.
You highlighted the sequential decline.
Decline, how should we think about modeling inventory going forward and then any color on how you're managing your production orders.
Continue to work down the balance.
We got we got to get the inventory down John .
Yes, no so where we had guided on our last call too.
Decrease of about $40 million of inventory by year end.
Our plan is to use that is that as a source of cash to pay down debt.
We took a very big step in that direction with the $22 million decrease.
The second quarter I would tell you $40 million is still very attainable and we're going to have an aim for more if we can we will see how things work at retail.
But from our managing our inventory standpoint.
The beauty of our inventory is that it's.
Product that carries over from year to year, it's not fashionable it doesn't go in or out of style and so we've just been moderating our purchases with our sourcing partners and managing our production and our own manufacturing facilities.
We think we've gotten through the hard part.
Of managing the inventory analysis time for it to come down or continue to come down for that matter.
Yes, I would just add John it's been a really interesting time over the last year year and a half.
As we have relationships with our sourcing partners.
And how we were.
Able to maintain our ordering and sourcing with them through the COVID-19 and through the challenging times of of the transportation and logistics and then things got really hard there when everybody came back and started placing more orders and people are looking at a.
If I can get your stuff made in and now all of a sudden more backend well do you have any more orders like we could use more and so I think we're in a pretty good place like Tom said, we we have brown and black boots, and so we're not too worried.
We talk about the inventory being too high and we've got to get it down.
And we're going to take the time to do it but I think we're in a really good place with our partners and then our own manufacturing right, we're able to navigate that a little bit different in rock Island in Illinois, a rock island, Puerto Rico and the Dominican.
So I think I think we got to continue to monitor it and do the right things, but we're on we're in a good place and made some good moves in Q3.
Got it and then one more balance sheet question, Tom could you just share where your credit defined leverage ratio is at the end of the quarter.
How should we think about that going forward in terms of bringing the leverage down and is there any risk to your financial flexibility or paying a dividend and where youre at currently.
Yes, good question John .
We are in close discussions with our with our lenders.
All the time.
We are we are not in we are not in default of any of our loans, obviously I do anticipate us.
Amending the.
Term loan agreements here.
Here in the fourth quarter to make sure that we've got ample cushion.
So we don't trigger anything.
As it relates to two.
The dividend, we have no plans or discussions at all to eliminate or reduce the dividends.
We will keep paying that.
I think the important takeaway here is that we've seen the tipping point with inventories with it coming down the inventories out of the door and the cash will be coming in here.
And we are starting to pay down.
So I imagine.
<unk>.
From a balance sheet perspective, you guys will see the debt decreasing here by the fourth quarter.
Headed in the right direction ultimately the goal is to get the inventory down call. It to 30% of sales 200 ish million dollars of inventory and so that $90 million decrease in inventory from the second quarter.
<unk> will be a good source of cash.
Kind of take all the debt concerns.
Away.
It sounds like the new CFO .
Z time whenever you bring that person then.
Okay.
Right.
Boy John .
All the heavy lifting will be done maybe maybe just last one then.
The operating margin for this year it looks like it looks.
It looks like Youre, pointing somewhere in the low 7% range maybe just.
Confirm that and then.
Do you think.
Or what are your thoughts on that being sort of a new baseline and then gradually building from there or do you expect to get some significant savings back just trying to.
I get your thoughts on the direction of operating margin going forward.
Yes, so as it relates to 2022, I think youre pretty spot on right.
I would say that is not our goal moving forward and certainly.
The reality of 2022.
Jason and I have had a lot of conversations senior Rockies had a lot of conversations about 2023, and we will give more guidance at the next earnings call about our expectations, but if we think back to the last nine months, we've had a lot of costs associated with setting up a new distribution center in Reno.
A lot of these poor logistics costs, which were very meaningful.
When the inventory as well to its highest levels and so there's a lot of things that have improved over over the last nine months and we will continue to improve.
So we anticipate.
Showing.
Operating income growth in 2023, I'm trying to at the time I was up here.
Operating growth in 2023.
Just given that a lot of the pain points are.
There are behind us at this at this point and we're going to continue to kind of make incremental steps each quarter as we move.
Move forward and I think Q3 was representative of that right. We showed inventory going the right way, we should margins improving from Q2.
And operating expense leverage so we'll continue to take steps in that direction.
Over the next 12 to 18 months, yes, and John I would just add that.
You've been around and <unk> been following rocky for a while.
And you've been with common I know ever since Tom and I took over in 2017, and so I would just tell you think of that that cadence that we want to get back on course.
All at a building block, but we're going to we're going to take our time were going to get back into a good cadence stay focused on our core business continuing to improve on the operational excellence and find ways to grow the operational income as well and so I.
Thank you you know that and <unk> seen us do that in the past and we believe we can do it again.
Yeah, great. Thanks for answering all my questions best of luck.
Thanks, John appreciate it.
We have no further questions at this time I would now like to hand, the call back to Jason Brooks for closing comments.
Thank you very much I want to thank everybody on the call today, Thank our investors and I really would like to thank all of the Rocky brands employees and the efforts they are making to help rocky brands become the best company.
We can become.
Our great employees, we would not be where we're at and I want to thank you personally for everything that you've been able to do.
This year in this quarter and let's keep keep doing it and finish out 2022 and onward and upward. So thank you very much.
That's it for today.
This concludes today's call. Thank you for your participation you may now disconnect.
Yeah.
Okay.
Okay.