Q3 2022 Figs Inc Earnings Call
Our performance was led by our focused effort to expand our community, which grew our active customers by 24% to $2 2 million on an LTM basis.
This is the second highest number of new customers of any quarter in <unk> history.
We also delivered a record level of customer reactivation defined as customers, who have lapsed for 12 months and have since returned to fixed.
Looking at average order value or.
We delivered 10% growth year over year as we continue to emphasize our complete layering system with the expansion of our lifestyle offering.
Lifestyle generated sales growth of 65% in the quarter and reached 17% of net revenue net revenues per active customer also increased up $8 from last year and finally, our international business delivered strong performance with a 49% increase in net revenue.
While many of our key operating metrics showed strong performance our frequency rates continued to slow the.
The softer trends became more pronounced towards the end of September and quarter to date.
We attribute this to two factors.
First we believe the macro trends, including the sustained level of inflation began to weigh more heavily on our health care professional.
Our own customer surveys tell us that things remains their favorite brand, but they are pulling back on purchases due to their tighter budget.
Lee recent color launches did not generate the same sales lift we have typically seen in the past. We expect these trends to continue through the remainder of the quarter and therefore, we are reducing our outlook.
While we can't control the macro headwinds, we can control, how we drive our business forward.
We're adjusting to the macro conditions listening to our health care professionals and focusing on product innovation to meet their needs.
Our deep connection with health care professionals fueled our drive to continuously evolve our business and bring excellent to our community. We will continue to make strategic investments to advance our leadership position in the health care apparel industry, while carefully managing cost through the challenging period.
Turning to our strategic priorities.
Starting with product innovation as we've discussed in the past our product innovation strategy is focused on both our scrubber business and our lifestyle offerings, which together make up our layering system.
Leveraging the insights and data we received from the health care community, we continue to improve and creating products with the feature and design solutions our customers want most.
We will continue to lean into our solutions based approach as we develop even more new products that are technical comfortable and functional while continuing to incorporate new colors, which drive both loyalty and new customer acquisition. We believe this more holistic approach to style and color launches will amplify excitement around noon at this approach has already.
Demonstrated tremendous success in launching our cargo collection, where we highlighted the functionality and comfort of products and new colors.
And our scrubber business, we continue to expand our selection with the innovation of product enhancements. Our customers are looking for for example, our rockdale scrub jumpsuit in court sold out within hours during our breast cancer awareness campaign as a result of the strong demand we expect to add this jumpsuit to our core offerings.
Our lifestyle offerings have continued to drive growth in net revenue per active customers mainly through lift in U P T.
Customers look to purchase the layering system.
This is helped fuel the growth in <unk>, which has increased 18% from $95 in 2019 to an LTM average of $112.
This purchasing dynamic continued into the third quarter with orders, including lifestyle offerings, reflecting our more than 30% higher U P. T on average than purchases without.
The strength of our lifestyle offerings also illustrates our ability to grow our Tam.
We were encouraged to see the double digit lift in first orders that contain lifestyle offerings. As we continue to deliver innovation that addresses the broader needs of health care professionals.
A great example of how lifestyle attract new customers at fixed pro is polished and performance driven off is ready collection launched earlier this year with excellent results. Our expanded collection is resonating with physicians and dentists entering the fixed community and driving a positive response from our loyal customers.
As we look ahead, we expect to introduce an even greater flow of new products as we continue to identify gaps and pinpoint and our customers' uniforms.
We are also extending our scrubber fabric portfolio and developing new techniques within our existing fabrication to solve more use cases and style options.
Within lifestyle, we will continue to expand our offerings across category. For example, we are building on the success of our outerwear business, where we have seen strong demand for our on ship styles.
Lee Health care professionals box leases from traditional brands, which were not constructed with the health care professionals needs in mind.
We don't have an alternative with outstanding quality and functionality that meets their needs. We recently launched our new lightweight packable puffer perfect for cold shifts requiring war.
Likeness and mobility, our puffer can be worn on and off shift, giving our customers greater versatility.
<unk> also excited to be soft launching extended sizes ranging from three XL to six XL. Later. This year. This is great news for our community. We are responding to a large and underserved segment of the health care community that has shared their desire to workday.
It is a critical component and the success of our brand and we have been working diligently to optimize our fit for extended sizes to ensure the best possible experience for our health care professionals.
Moving next to building brand awareness with just over 2 million active customers in the U S. At the end of Q3, we have penetrated approximately 10% of U S health care professionals and continue to see a significant growth opportunity.
As I mentioned, we added the second highest number of new customers of any quarter in fixed history. Despite the challenging macro environment, we invested in digital marketing during the quarter to drive new customer acquisition, particularly within our social media channels, we continue to leverage multiple digital and out of home outlet to share brand moments and educate health care professionals.
About our mission and our purpose.
We plan to lean further into Youtube kicked off in OTT, where we will be tailoring, our creative to align with varying audiences and channels.
Looking at out of home, we launched our Philadelphia activation in August this.
This included a three day in person event near Thomas Jefferson University and other hospitals.
We were excited to see the strong turnout at health care professionals took the opportunity to see our new offerings in person and touch and feel our products. This quarter. We also continued to deliver brand moments on topics. We know are very important to our health care community for breast cancer awareness month, we launched our pieced out breast cancer campaign, highlighting our limited edition.
Courts color as part of our commitment to the health care community, we donated $50000 Memorial Sloan Kettering cancer Center to support their young women with breast cancer program for.
For the holidays, we plan to launch an integrated gift, giving campaign across multiple social channels, allowing everyone to get fixed to express our gratitude to the health care professionals in their lives, we expect cash I get to be the biggest gifting movement in our history with Influencers and celebrities sharing inspiring stories with a call to action as they give back to their office.
Women.
We also plan to incorporate this campaign into our Chicago activation at the big difficult mile and Millennium Park, which is happening right now to lead our marketing efforts I am pleased to share that we appointed Neil Cocky as Chief marketing Officer.
With his proven track record in building brands and communities and deep digital marketing knowledge. We are excited to have to lead our marketing strategy.
Let's turn now to customer engagement, where we continue to look for ways to elevate the experience for our loyal community.
We recently launched a new customized mobile app that we developed to drive more meaningful engagement with our health care community.
<unk> of our new mobile app extend well beyond enhancing the purchase experience, enabling us to connect more deeply with our health care community through more relevant educational content personalization and wellness support. This launch is another way to raise the bar on how we serve our often human.
Fix we remain committed to supporting this incredible community through advocacy as part of this effort. We took nine leading health care professionals to Washington D. C. In September to advocate for comprehensive legislation, which we call the often humans bill to reduce the burden and strain on our community. There are many issues to address including pay.
Mental health safety and training, we met with 17 congressional offices on Capitol Hill, and the White House to move this conversation forward.
In addition to our many other calantha efforts advocacy it Biggs will continue to be an important way that we deliver for our health care professionals.
Finally, let me talk about international and I'll start by saying that we are very pleased with our progress in growing our nascent international presence.
As we discussed on our last call, we took steps to improve the customer experience a lower barriers to conversion and international markets. These efforts supported revenue growth of 49% with particularly strong performance in Canada U K and the European markets we've entered.
As we focus on driving brand awareness internationally, we expect to enhance the customer experience through language translation and dedicated marketing support. In addition, we plan to launch localized marketing campaign to engage with the community and elevate the customer experience through tailored messaging.
We're highly encouraged by the growing demand for the <unk> brand globally as a capital light D to C business, we can enter market relatively quickly.
Thus far in the fourth quarter, we've entered New Zealand, Israel and the UAE, we plan to Opportunistically expand as we seek to gain the first mover advantage focusing on the countries, where we see demand for fixed.
Well, we expect the macro environment to remain challenging in the near term, we intend to invest strategically in our long term growth while carefully managing our costs. We believe this will best position us to deliver consistent and profitable growth over the long term, especially once the macro dynamics improve with that let me turn it over to Denny.
Sure.
Thanks, Tina and good afternoon, everyone I will begin with a review of our third quarter performance and discuss our revised outlook for.
For the third quarter net revenues grew 25% to $129 million compared to $103 million in Q3 last year, primarily due to an increase in orders from existing and new customers and to a lesser degree higher ANV.
We were pleased to deliver a 24% increase in active customers fueled by ongoing initiatives to drive brand awareness globally and strong reactivation among lapsed customers.
<unk> grew 10% led by higher units per transaction or U P T and an increase in average unit retail or AUR.
Both <unk> and AUR benefited from the continued strong response to our lifestyle offerings, reflecting the power of our layering system.
Orders containing a lifestyle product reflected a 30% higher <unk> than those without.
To a lesser degree promotional events in the quarter also feel fire U P T.
Higher <unk> on an LTM basis drove net revenue per active customer to 227 of $8 from Q3 last year.
While we delivered strong performance across key operating metrics in Q3 based on more recent trends in purchase frequency. We believe the impact of the macro environment on our customer base is increasing.
In addition, as Trina stated revenue from color launches did not meet our expectations. As a result, we are taking steps to increase the velocity of our product innovation strategy and take a more holistic approach to new styles and colors.
Gross margin for Q3 was 76% compared to 72, 7% in Q3 2021.
76% was above our expectations due to lower than expected freight costs.
The 210 basis point decline compared to Q3 last year was primarily due to increased freight costs, resulting from higher airfreight usage and an increase in ocean freight rates.
To a lesser extent, we also saw an impact from the higher mix of promotions and product mix.
Moving to operating expenses.
Selling expense for Q3 was $31 9 million, representing 24, 8% of net revenues compared to 19, 4% in Q3 2021.
This was primarily due to higher cost within fulfillment, including warehouse storage necessary to house inventory, we pulled forward to.
To a lesser degree selling expense was also impacted by higher shipping rates.
Marketing expense for Q3 was $20 million, representing 15, 6% of net revenues compared to 15, 4% in Q3 2021.
As Trevor mentioned, we made investments in digital where we saw opportunities to drive new customer acquisition. We also increased our out of home marketing spend as we tested ways to expand brand awareness.
System with what we have shared in the past we are able to maintain healthy customer acquisition costs due to the effectiveness of word of mouth, which continues to be the number one driver of new customers.
We are highly focused on positive first order contribution margin and that discipline has not changed at $2 2 million active customers. We have significant untapped potential in the U S alone and we are on a mission to be the largest provider of scrubs and lifestyle apparel to the health care community.
With that as our North Star, we believe that balancing investments and top of funnel marketing and maintaining a first order profitable discipline is the right approach to growing our brand in a healthy way.
G&A expense for Q3 was $27 7 million, representing 21, 5% of net revenues compared to 27, 7% in Q3 2021.
Of the 620 basis point decrease 190 basis points is due to a change in our accrual methodology for charitable donation. Additionally.
Additionally, G&A benefited from reimbursement of legal fees totaling 5 million. However, this was partially offset by increased public company costs associated with implementing Sarbanes Oxley 404.
Taking this to the bottom line, our net income was $4 million or two and diluted EPS for the quarter.
Adjusted net income was $4 1 million and diluted EPS as adjusted was <unk> in Q3.
This compares to adjusted net income and diluted EPS as adjusted of $9 4 million and <unk> <unk> per share in Q3 2021, respectively.
Finally, our adjusted EBITDA for Q3 remained strong at $21 million for an adjusted EBITDA margin of 16, 4% compared to 21, 6% in Q3 2021.
Touching on our balance sheet, we finished the quarter with cash and cash equivalents of $155 6 million.
Inventory totaled $168 1 million at the end of the third quarter.
As we discussed on our second quarter call given the supply chain challenges, we experienced in the first half of the year, we decided to increase weeks of supply on our core styles to ensure we could adequately fulfill customer demand.
Furthermore, we decided to bring in limited edition colors and styles earlier to support the planned launches.
As a result, we saw inventory build through the quarter as shipments came in even earlier than planned as a result in transit made up 24% of inventory down from approximately 30% at the end of Q2.
Breaking down inventory on hand, the composition looks similar to Q2.
Over 50% is in core styles, and colors, which carries lessened obsolescence risk due to our uniform products season, less always in stock nature.
Approximately 20% is in future colors and styles that we pulled in early as I mentioned above.
We will work diligently to get inventory back in line, we have updated our future core purchase orders in order to bring down our weeks of supply over time.
In addition, we are taking action through promotional strategies to move through inventory from prior launches. We believe these measures will enable us to get inventory growth more aligned with sales growth by mid 2023.
A key priority is to maintain healthy inventory levels to optimally manage our working capital and maintain our strong debt free balance sheet.
Moving to our outlook I'd like to provide more context on what we expect for the fourth quarter and touch on some expectations for next year based on recent trends and initiatives we have in place.
Starting with the topline we expect fourth quarter net revenue growth to be in the mid single digit range. This assumes that strong growth in active customers will be partially offset by a continuation of lower frequency rates and a slightly lower than previously expected <unk> versus last year.
With respect to frequency rate, we expect customer demand will continue to be impacted by the challenging macro environment.
In addition, we expect the sales lift from color launches to remain in line with more recent trends, especially as we lap record breaking color launches last year.
Turning to average order value, while we had anticipated a deceleration in growth due to the tougher <unk> comparison of 113 in Q4 last year, we now expect to see further pressure <unk>.
<unk> as we worked through inventory from past color launches.
While we expect more sales to come from promotions given the current macro environment, we are committed to maintaining discipline in our promotional activity, even if that means lower growth in the short term, we recognize that the holiday period will be highly promotional which is what customers are gravitating to however, we are managing our business for long term success.
And prioritizing maintaining brand integrity.
Moving to gross margin as mentioned earlier freight rates have sequentially improved. However, we expect this to be offset by deeper promotions versus last year. Therefore, our outlook for gross margin remains unchanged for the fourth quarter.
Looking at operating expenses, starting with selling expense, we expect greater deleverage that we saw in Q3 due to a full quarter of expenses related to the storage of additional inventory and the continuation of higher shipping costs.
These elevated costs are expected to extend into the first half of 2023, while we take action to reduce inventory levels.
Additionally, starting in Q1 2023, as we scale our business for future growth, we plan to make enhancements to our fulfillment capabilities to increase reliability and flexibility and shortened fulfillment times to elevate the customer experience.
We expect marketing expense as a percentage of sales to be similar to Q3 as we continue to drive brand awareness initiatives, which have a longer ROI time horizon than performance marketing for.
For the full year, we now expect marketing to be slightly above 15% as we opportunistically accelerated spending in new customer acquisition, where we saw an attractive return.
As we look ahead to 2023, we remain committed to maintaining our positive first order contribution margin and expect marketing to remain around 15% of net revenues.
On G&A, we expect costs to increase as a percentage of sales for the fourth quarter due to an increase in our accrual for future donations of inventory and additional costs for Sox implementation.
In 2023, we plan to make strategic investments in international expansion and product innovation as we continue to drive growth in the business.
Turning to our revised 2022 guidance as a result of these factors. We now expect net revenues to be approximately $495 million representing growth of 18% compared to 2021 and.
In our 2022 full year adjusted EBITDA margin is now expected to be approximately 16%.
In conclusion, we remain committed to delivering both the product innovation and deep engagement that our health care community has come to rely on we plan to manage our business prudently through the macro environment, while continuing to advance our growth strategies across product innovation international expansion and fulfillment capabilities.
We believe the investments we are making today set us up to be an even stronger company as we emerge from this challenging period and we have a healthy balance sheet to support these initiatives as we scale our business for sustainable and long term profitable growth.
With that I will turn it over to the operator to kick off our Q&A session first with our analyst community addressing their questions. We will then answer questions received from our shareholders through the same platform.
Operator.
Thank you ma'am.
If you would like to ask a question. Please press star followed by one on your telephone keypad.
Or anything you would like to remove that question. Please press star followed by two again to ask a question. It is star one and as a reminder, if you are using a speaker phone. Please remember to pick up your handset before asking your question.
We will pause briefly ask questions are registered.
Our first line of questions comes from the line of one Brian Nagel with Oppenheimer. Your line is now open.
Yeah.
Hi, good evening.
Thanks for taking my questions.
So I guess for Mike.
My first question I mean, maybe a simple one just with respect to the updated guidance and particularly Q4.
So what you've laid out for Q4 that mid single digit growth is that consistent with what youre seeing in the business right now.
So looking at Q4 approximately half of that deceleration is coming from a decrease in frequency our forecast for the fourth quarter reflects the trends that we're seeing.
At the end of September and also quarter to date and as we look at our data. We do believe that health care professionals are still grappling with inflation and looking for ways to stretch their dollar further the remainder is related to <unk>, which we had initially expected will be up slightly year over year as we're lapping an <unk> of $113 in the <unk>.
Fourth quarter of last year, which we do believe was partially fueled by stimulus spending so our outlook now for Q4 relax reflects slightly lower year over year.
While we are anticipating higher U P. T. We do expect that to be offset by lower AUR given higher discount rates that were planning to do with Black Friday cyber Monday as a reminder, 2021 Black Friday cyber Monday reflected a record low discount rate due to strong consumer demand as well as lower inventory.
But that's what we're seeing today and that's what we've built into our fourth quarter forecast.
Got it that's helpful. And then my second question just with regard to the comments you made around the color launches and maybe a more muted response to those launches on the part of your consumers. So first of all you can probably go up a few questions here for you guys or what have you seen this before was there a difference between how your newer let's say your existing.
<unk> customers and new customers are reacting and then.
As you know assuming you actually actually have played around some price promotions are you seeing a response when you when you put price promotions in place.
So on our color launches.
Be clear were still seeing a strong lift in both our color and our product launches and our customer surveys are telling us that our health care professionals love new colors and that is a big purchase driver for them.
That being said, we're learning fast and we're leveraging our insights to evolve our strategy. There color is still in its going to continue to be a very big driver of the business.
But we have a lot of new innovation coming and we're going to take a more holistic approach to style and color launches and really integrating the stories together I would also say as a reminder, that color is more geared to repeat customers and so that's where we're seeing kind of that bigger impact on repeat frequency, but I'll kick it over to Trina just talk a little more about our color and product launch strategy.
Thanks, Daniela, Yes, I think if you think about our launches right Theres really two things that we're adjusting for.
First thing is we're really aligning our launch frequency with the demand trends that we're seeing and how frequency rates have come down a bit as healthcare professor professionals are spreading out their purchases over a longer period of time. The second thing that we're doing is we're evolving our launch strategy to really be more holistic and focus on product innovation and you saw that.
Even with our launch of our cargo collection with our launch of our Raphaela scrub jumpsuit, which is a huge hit and sold out very quickly our packable tougher and so these are some examples where we're really leaning into innovation, where our health care professionals are coming to us because we are bringing true functionality.
Really helping them in so many aspects of their job.
Okay.
I appreciate it thank you.
Thanks, Brian for your question Sir.
Our next final question comes from the line of Ed <unk> with Piper Sandler.
Your line is now open.
Hey, good afternoon, guys. Thanks for taking the questions I guess first just a click down a little bit on the change in accounting for the charitable contributions could you just make us maybe understand a little bit more of how that changed in kind of impacted the P&L.
If there is an impact going forward and then as a bigger picture question you guys put out a $1 billion bogie by 2025.
I guess in context of the current environment, how do you how do you feel about that target. Thank you.
Yeah.
So in relation to the change in our accrual methodology. This was an update that we made to our methodology to be more consistent.
For charitable contributions over time, it's about 190 basis points of impact and it's something that we don't expect to repeat in the future.
And Trina will take your second question.
So as it relates to the $1 billion target, we're still incredibly focused working toward our goal of $1 billion, but recognize that there is a lot of volatility in the macro and therefore the timing of this goal is a bit more uncertain, but.
But we do see an incredible amount of opportunity in front of us including product innovation like what I just talked about international you saw the growth for the quarter and developing our teams business.
From a product innovation standpoint, we have a number of newer categories and outerwear as it relates to fixed pro are under Scrubs category. We believe these can be incredibly large businesses in and of themselves.
We also are actually launching completely new categories that our customers our health care professionals are asking for and we're incredibly excited about that separately, we talked about it on the call, but we are soft launching extended sizes three XL to six XL and that's incredibly important as we are positioning ourselves to address an underserved.
<unk> segment of our community and.
Another area of growth International you saw it in the third quarter, we're still in the very early innings of what this will become we're serving.
<unk> care professionals in 13 countries and we're learning so much about their behavior and how they want to interact with fig.
Our teams business, we haven't really talked much about this this is our <unk> business is completely.
Untapped at this stage as we've been very focused on our D to C business, but now with our extended sizes were really able to build out our platform around what growth for our teams business.
And lastly, we are continuing to evolve not only our launch strategy as I discussed, but also our marketing strategy is we're really looking to be more impactful develop deeper connections and really customize our messaging across channel.
So.
We're working towards the 1 billion, we're doing what's right for this brand over the long run focusing on the development the growth and the health of the company, we're making moves to continue to create significant and sustainable competitive advantage.
We continue to deliver industry leading value creation.
Thanks, so much.
Thank you for your question Sir.
Our next final question comes from the line of Adrienne <unk> with Barclays. Your line is now open.
Thank you very much good afternoon everybody.
Gina I wanted to get back to the color, you've historically done very well with the color launches and I'm sure that you'll continue.
To innovate with call it being.
Primary drivers. So I guess the question really is how do you use your data.
To do testing on what colors are gonna Uptrend, and then to do more of a test and reorder reading that demand such that in the future you'll be creating the product that the the demand warrants. So that's my first question and then for daniella its going to be on the inventory half the business is in that core styles.
On the other half of it what portion of that accommodate extended sizing.
And how many weeks of supply.
I think you said that mid next year, you think you'll have the inventory more in line with sales.
Are you canceling orders are you reducing your open to buy what are the actions that are being taken to get that in line. Thank you very much.
Thank you. So in terms of color drops we continue to see a lift in sales from our color drops and to your point. The data tells us that our customers love our color launches but.
As we look forward, it's really being more strategic and thoughtful about our drop.
We saw it with the cargo collection the cargo collection came in new colors right, but what we did there was we really leaned into innovation of the styles. The innovation around a silhouette the innovation around our functionality in the utility that those products brought to bear.
And so as we look forward, we believe theres an opportunity to more effectively in line with what I'm, saying, we're effectively merchandise the color. So we're taking a more holistic approach across style color and overall product innovation, creating more aspirational messaging around our launches to drive improved sell through and and buying more shallow.
Really buying shop more shallow in terms of our launches to drive that sell through and drive that flywheel going forward.
And Adrian as it relates to inventory I think it's helpful to just.
Remind everyone that as a uniform business our product is largely replenishment driven Additionally, 50% is in our core offering so its season less always in stock and really limits our risk of obsolescence.
As you can recall, we intentionally increased our weeks of supply on our core products and we brought in color and product launches earlier due to lingering supply chain issues that we were experiencing and additionally, a portion of our inventory did come in sooner than expected.
We are looking at kind of the noncore products. This is still a uniform historically, we have been able to move through this inventory without taking deep discounts and we do expect our discount rate to remain roughly in line with 2019 2020 levels. We plan to move through some of this inventory during our Black Friday cyber Monday event.
And we're expecting that event to look similar to 2020 in terms of discount rate. So overall, we expect to be in a better inventory position by mid 2023 going forward, we plan to make more shallow buys for our product launches, we've reduced our pose for our core product to <unk>.
Our weeks of supply in the future and we're also making enhancements to our supply chain like diversification, which we believe will make us even more nimble and enable us to improve flow in the future. We have a strong balance sheet to support our business from a working capital perspective, as we navigate these challenges in the near term.
And we think we'll be able to move through this inventory balance.
Thank you that's very helpful best of luck.
Adrian.
Thank you for your questions ma'am.
Our next one question comes from the line of wine Brooke Roach Goldman Sachs. Your line is now open.
Good afternoon, and thank you so much for taking our question Karina Daniela I wanted to talk about your holistic thoughts around the cost structure of the business today versus where it was a few years ago and some of the investments that youre looking to make over the course of the next year.
Specifically in corporate G&A, and maybe excluding stock based compensation expense, you talked a little bit about investments for product innovation and international expansion. We also have an inflationary cost environment and many companies are taking a tighter look at corporate costs.
Not a lot of noise here, but can you talk to us about how you're thinking about the run rate G&A level of the business.
As you emerge from some of this near term noise.
Maybe second half of 'twenty, three or into 2020 for what that might run rate look like.
Thanks, Brooks, so we've always been focused on balancing growth and profitability. So this is a mindset that will continue for us I think in a more uncertain macro environment, we will likely look to prioritize investments, where we feel more certain about the return where we can maximize ROI and no.
Really incorporate impacts from the macro into our near term assessments, specifically on the G&A side, we are investing in product innovation and technology and automation, but looking over the long term. We do believe this is a line item, where we can drive efficiencies.
But you know, making these investments at an earlier stage will set us up for more profitable growth in the future and that's how we're really thinking about it.
That's really helpful and maybe just as a follow up for Trina can you provide a little bit more information on the growth opportunity that you see in your team's business. How important is that to near term growth as you enter 2023, and how should we be thinking about that as a contributor as you seek to get back to your long term algorithm of $30.
Loan growth.
Yeah, I mean, I think our chances. This is something that is incredibly exciting we build a first of its kind platform. So that administrators could order for their entire department their entire clinics or entire office.
And we make it really seamless to do that to order hundreds thousands effect describes for your entire team.
And so that experience has become more and more seamless with extended sizes. It makes it even.
A bigger opportunity because I don't know what other business out there, where if one or two or 10 people can't fit into your their uniform the entire team.
Won't be part of the brand and so we're really excited about the future of teams.
Two.
In the shorter term, we're still building out we're really.
Encouraged over the long run this is going to be big.
Okay.
Thank you very much.
Thank you for your questions ma'am.
Our next line of question comes from the line of one Michael Binetti with Credit Suisse. Your line is now open.
Hey, guys. Thanks for taking my question here so.
I don't think I heard you speak about this earlier, but you mentioned that the consumer survey showed the health care professionals pulling back a little bit on discretionary within your consumer insights have you witnessed any changes in conversion of shifting between price points.
On the site and can help you inform you as to how you approach planning the assortment and how to be agile with what the consumers asking for with forward inventory buys for next spring.
And then I guess as a follow up.
I understand the demand line change in fourth quarter to date, but can you help us think a little bit more about the EBITDA margin guide I think it's implied a little bit below 10.
And a lot of the deleverage is tied to lower sales lower sales expectation, where some of the building blocks that are less tied to sales that you.
Have a line of sight to today that you can recapture for next year would be afraid or temporary warehousing costs.
Michael So working at our consumer survey as we mentioned that.
They are potentially stretching their purchases a little bit longer, but they're still really loyal to the brand they're still really excited about <unk>.
What we're seeing on the site is as we've discussed <unk> is higher and so we are driving that through both higher <unk> and higher AUR, that's really driven by our lifestyle and so we are seeing customers that when they come they are really excited to build out their car and spend even more with us.
Transaction.
Looking at adjusted EBITDA and.
The fourth quarter and kind of what we're expecting to continue into 2023 I think that was your second question right.
Yeah Yeah.
Yes.
So looking at the fourth quarter, what we're seeing with gross margin is that our outlook is unchanged.
We're seeing better than expected ocean and air freight rates and that's being offset by higher promotions turning to selling expense, we are expecting to see higher fulfillment expense than in the third quarter, because we are going to be having an entire quarter of these additional storage cost for inventory. The fact that inventory was shipped earlier than we expected and also.
That storage vacancy rates were up 1%. This wasn't a cost that we had fully anticipated.
Looking at marketing, we're expecting that to be just modestly above the 15% and G&A, we are expecting to see an increase as a percent of sales due to.
An increase for our accrual for inventory donations and for some sox implementation costs.
That looks like in 2023 on gross margin, we do expect the first half to be impacted by higher promotions year over year. We're seeing some additional margin pressure also from the product that we sell that was air freighted in 2022, and this should be partially offset by easing freight rates and we are expecting gross margin to norm.
<unk> more as we get into the back half of the year and Ah.
See better promotions year over year, and also an easing of freight rates with selling.
We are expecting to see higher costs related to additional storage in the first half and a continuation of the higher shipping rates. We also expect to see some increase in our ongoing fulfillment expenses throughout the year related to initiatives that we discussed to improve flexibility and scale.
We plan to maintain marketing and approximately 15% of net revenue as we really continue to focus on being first order profitable.
G&A, we will see some modest deleverage related to investments in product innovation, particularly as it relates to new categories as well as costs related to tech enhancements and automation.
While we are increasing investments in our business. We're also looking to continue to find ways to drive efficiency and we do expect there to be some offsets as well so like always really continued on focusing on both growth and profitability as we continue to scale.
Thanks, a lot for us.
Thank you for your questions Michael.
Our next line of questions comes from the line of Richard <unk> with Raymond James Your line is now open.
Thank you and good afternoon, everyone.
I was hoping you could talk about lifestyle products, maybe dig deeper there on what's working what's not and where you have the most conviction to drive scale and just given the slowdown in replenishment of scrubbed, what do you see is the right.
Penetration for that segment of the business going forward.
Yeah.
Thanks, Rick so approximately 35% of our active customers have purchased our lifestyle product, we're incredibly pleased with the growth.
65% year over year, it's almost 17%.
It was about 17% of our sales. So we're really excited about how we're going to continue to grow without the three categories that are really driving that is our outerwear business.
Our packable tougher is pretty amazing so I'll check that out of area.
Our footwear with new balance on your balance collaboration continues to be an incredible growth driver as it relates to lifestyle and finally, our under scrubbed and under scrubbed isn't just the long sleeve under scrub underneath your scrub top and Pan it's kind of everything that you are wearing underneath your scribes.
From our sports Bras are lagging.
So really looking to build that out over time so.
Those are kind of the areas of focus there's a lot of other categories that we haven't even launched that will become part of our layering system and so we're incredibly excited about the future of not only our scrubber business, but also our lifestyle offerings.
And can you also tell us what the mix of ocean freight versus air freight will be in the fourth quarter and how that compares to the year to date trend. Just curious also when you can get back to it.
A more normalized cadence of leaning into ocean freight as well.
About 2023.
So as you have seen an easing in the supply chain. We are forecasting that we will see some benefit in gross margin in the fourth quarter as it relates to better than forecasted ocean and air freight rates.
We also expect to see a year over year benefit in <unk> and airfreight from lower utilization and a decrease in rates year over year. So we're forecasting airfreight expense for the fourth quarter to be around $2 million. So we are seeing some benefits there.
So yes, I think looking now we are getting into a more normalized place and we expect that normalization to continue into next year. As a reminder, we will be incurring some air freight as we sell through the products that we brought in in 2022 into 2023, but we are really minimizing the amount of air freight that we're.
Using for receipts going forward.
Yeah.
Thank you all the best this holiday.
Yes.
Thank you.
Thank you for your question Sir.
Our next line of question comes from the line of one Lorraine Hutchinson with Bank of America.
Your line is now open.
Thanks, Good afternoon.
You spoke a lot about right sizing the inventory by the middle of 2023 is part of that forecasting process.
Can you shed some light on how Youre planning first half sales will be did you expect it to be in line with current trends or are there levers you can pull to reaccelerate that growth a little bit earlier.
So in light of the current macro environment, it's a little too soon for us to be providing 2023 guidance, but we will talk a little about what we're seeing and what we're thinking about for next year, we do expect trends to improve from the fourth quarter, but as you might assume we are expecting a challenging first.
Half, particularly in the first quarter due to macro as well as efforts to move through our inventory.
Going into the back of the year, we would expect to see more strength in the fourth quarter of next year as we're lapping easier comps I would say while the macro is more of a headwind we're continuing to drive our business forward we're executing on.
<unk> are non scrubber continuing to dive deeper international and also continuing to build just really deep connections with our community. So we will provide more detailed information on 2023 on our next call, but that's what we're seeing today.
Thank you.
Thank you for your question.
Our next line of question comes from the line of one Loren shrink with Morgan Stanley .
Your line is now open.
Great. Thanks, Amit a few quick modeling ones. If I can are you seeing any increased churn of existing customers or is it really just the frequency and <unk>.
Second is there any way that you could help parse out sort of the <unk>.
Freight versus promotional and product mix shifts and the 210 basis points in the third quarter and then just wanted to clarify that October is similar to the second half of October and then October has not gotten worse. Thank you.
So.
Looking at your first question, which I think was about.
<unk> churn and what we're seeing in our cohorts, we have seen a modest increase in churn among newer cohorts, while our older cohorts have remained stable.
Some of that is customers are showing up and reactivation.
We saw a record number of reactivation in the third quarter. So a portion of that churn as health care professionals buying less frequency, but not leaving the brand. They are coming back in month, 13, 14 and 15.
And continuing also to spend more with us as we deliver newness and are layering system. So as we look at these numbers, we're really focused on driving engagement with our customers through the expansion of our lifestyle offering improved sizing and fit through increased personal personalization and so theres a lot that we're doing as we look at churn for the few.
<unk> for.
For your second question.
It was around can you actually just repeat it fairly quickly.
Yes, just on the third quarter, the 210 basis points of gross margin just how much is freight versus promotional versus product mix.
So year over year.
Freight rate had a negative 220 basis points impact on gross margin.
Other components of the deleverage was unfavorable sales mix shift to promotions and product mix.
And we saw a little bit of an offset there from better returns driving gross margin up.
And then looking at them.
October .
We're not really speaking to quarter to date trends, but given the supply chain environment. Overall, we are seeing customers waiting to purchase as opposed to last year and so our forecast does reflect the trends that we saw in October kind of continuing through the balance of the year, but we're not speaking specifically.
What we're seeing month over month.
Okay. Thank you.
Thank you for your questions ma'am.
Our next line of question comes from the line of one Bob durable with Guggenheim. Your line is now open.
Hi.
Good evening.
Can you talk a little bit about the competitive landscape.
Seeing consumers really.
On the market or the <unk>.
With care apparel segment with what Youre seeing competitively.
And then can you expand a little bit more on some of those early on the international but any color on which markets have performed better for you or worse. The next president.
Thanks.
Sure.
So from the competitive standpoint, we're not really seeing much from a change perspective, we.
We continue to take we're continuing to gain market share and our next closest competitor from a DTC perspective is still about 110th of our size.
Most try to compete on lower price, but the quality of their product is just not the same right and so.
Customers remember quality, they don't remember price and.
I think we've set ourselves apart and we're continuing to set ourselves apart from everyone else as it relates to every single thing we bring to deliver and serve this community.
As it relates to international.
<unk>.
We're really.
Just been Super encouraged by the growth, 49% year over year and we've seen.
A lot of health care professionals really.
Coming to the brand, Canada and U K are a huge focus of ours we've seen.
That those two countries to really drive that growth and in a bigger way as we were building up the other newer countries we've entered.
So couldn't be more excited about international and what we'll continue to do there. We're localizing the experience, we're bringing translations were real.
<unk> targeting <unk>.
Each country with localized marketing effort.
So as we become a truly global brand.
We're excited to serve the entire global health care community.
Great. Thank you very much.
Thank you for your question Sir.
Our next final question comes from the line of Dana Telsey with Telsey Advisory Group. Your line is now open.
Hi, good afternoon, everyone as you seek to adjust the inventory levels. What channels are you going to reduce inventories through I know you've done some things like in L. A sometimes and you have an event to get rid of inventory how do you see that how do you see how do you see disposing of the inventory and second on the <unk>.
Performance enhancements that you're making.
What should we see how and over what time period and is there a specific cost allocated to that and then just have a follow up thank you.
So looking at our inventory, we really don't expect discount rate to be meaningfully different than 2019, and 2020 levels. We do think we can move through this inventory at a discount rate that looks like our historical levels, we have multiple channels and event.
Through which to move inventory, so we have our black Friday cyber.
Event, that's coming up.
We also are planning to launch an evergreen sales section to our website to drive more consistent performance between launch and non launch days and this feature will also enable customers to come back and purchase their favorite prior colors on our sales tab at anytime.
We can move through inventory similarly through Amazon or B to B business. So we're evaluating all of our channels and determining the best way to approach it and meet the customer where they are with the colors that they are really excited to see.
Can you I'm sorry can you repeat your second question well.
Fulfillment, you talked about making enhancements to fulfillment what what what are you doing and whats the timeframe to complete what you want is there a cost to that that's why the permanent that's part of part of your your your margin a part of the margin structure or some transitory that goes away after you implement it.
So on fulfillment or really kind of in the process of evaluating this right now so we will be giving a more fulsome update on our next call, but we're looking to continue to build to drive more flexibility to improve efficiency and to ensure that we can really provide the best experience to our customers.
We are expecting this to come at a higher rate, but we do think that it's the best thing for the business over time.
Don't have the specifics today, but we are planning to do an update on our next call.
Okay.
And then just lastly, you've added some new talent, whether it's in merchandising or in marketing.
Any updates to the processes that they are bringing or that the opportunity that they foresee in three and a half.
How you look at working with them in order to move the ball forward.
Yes, I mean this is really exciting we recently brought on Sunil cocky as our Chief marketing Officer. He comes from an extensive background from Amazon Intuit Beach body.
Really brings not only digital knowledge and know how but also really has a lot of deep.
Round in brand building and community engagement and so we couldnt be more excited about him joining us and I think what youre going to see over time is really.
US capitalize on a larger opportunity to align our creative align our messaging with the appropriate channel and the appropriate audience and this is something that we are actively implementing today and we couldnt be more excited about it.
And in the future.
Thank you.
Thank you for your questions ma'am.
Our last question comes from the line of John Kernan with Cowen.
Your line is now open.
Great. Thanks, just wanted to go back to.
Some of the points on fulfillment and distribution it looked like selling expenses per order were was up pretty significantly in the third quarter any specific dynamics related to that and how should we think about selling expense as we get through into Q4 and next year.
So the film and expense was higher in the third quarter because of these additional storage costs for our inventory as we said.
Inventory shipped earlier than planned and storage vacancy rates were at less than 1%. So it was more costly than anticipated to store. This inventory looking into the fourth quarter, we're expecting to have a full quarter of these additional costs and so we would expect that to continue to remain pressured and probably looking into the <unk>.
First half of 2023, we will see some pressure from this additional storage line item.
Understood. Thanks, just one more question.
On the inventory.
That's about $100 billion on a cost basis on the balance sheet about 142% year over year, we back into the <unk>.
Inventory turn is a little over one time, how do we think about dsos and inventory turns.
As we get into next year.
So we are expecting to be in a better inventory position by mid 2023 on a turn and a day's perspective.
As a reminder, our product is largely replenishment driven it's a uniform. So we would expect to have higher inventory days and a traditional apparel company, we want to make sure that we have this product it's always in stock always in style and we can serve our health care community. So we're looking we're actively making updates to bring that down and we.
We're expecting it to be in a better position by mid 2023, but we would expect to be higher than a traditional apparel company.
Understood. Thank you.
That's what.
Okay.
Thank you.
Thank you for your questions sorry, Okay. So I think we got.
Okay. So I think we got a few questions from our shareholder community through the same platform I really just wanted to address a key topic that came up.
Through the platform around the integrity of figs, and how we are addressing that and I think I'm a lot of the noise around this really stems from our recent litigation with a company called Spi Spi has spent though has spent the last four years spreading lies and also about our.
Company and myself personally my co founder how their house and personally and I think over the last one.
Over the last few years four years, we've really done a good job about putting blinders on and just focusing on growing our business focusing on serving our community.
But I'm really proud to say that after four years.
It's been a it's a profound feeling to finally have our day in court and we were in.
Federal quarter over the last three weeks were finally, the truth came out.
After three weeks of trial the jury unanimously found in our favor on every single issue.
They found that we did nothing wrong.
And as painful as this experience was.
Glad that Justice was served but I'm also what it showed us is that.
It's just it showed us how much fix has revolutionized this industry.
And we're not stopping here, we are going to continue to revolutionize the industry and change the game for health care professional that is why we wake up every single day to show up in <unk> and so that's where we're going to continue to do thank.
Thank you all for joining us. Thank you all for joining our third quarter call and we look forward to speaking with you again soon.
And with that we will conclude todays <unk> third quarter fiscal 2022 earnings conference call.
Thank you for your participation.