Q4 2024 Duluth Holdings Inc Earnings Call
Operator: Good morning, and welcome to the Duluth Holdings Inc. fourth quarter 2023 earnings conference call. All participants will be in listen-only mode.
Good morning, and welcome to the Duluth Holdings, Inc. First quarter 'twenty twenty-three earnings conference call.
All participants will be in listen only mode.
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Operator: Please note this event is being recorded. I would now like to turn the conference over to Nitza McKee. Please go ahead. Thank you and welcome to today's call to discuss Duluth Trading's fourth quarter and full year financial results. Our earnings release, which was issued this morning, is available on our investor relations website at ir.duluthtrading.com under the press release section. I'm here today with Sam Sato, President and Chief Executive Officer, and Hina Agarwal, Senior Vice President and Chief Financial Officer. On today's call, management will provide prepared remarks, and then we will open the call to your questions. Before we begin, I would like to remind you that the comments on today's call will include forward-looking statements, which can be identified by the use of words such as estimate, anticipate, expect, and similar phrases. Forward-looking statements, by their nature, involve estimates, projections, goals, forecasts, and assumptions and are subject to risk and uncertainties that could cause actual results or outcomes to differ materially from those expressed in the forward-looking statement.
Please note this event is being recorded.
I would now like to turn the conference over to meet the Mckee. Please go ahead.
Thank you and welcome to today's call to discuss Duluth, Trading's fourth quarter and full year financial results. Our earnings release, which was issued this morning is available on our Investor Relations website at IR Dot Duluth trading dotcom under press releases I'm here today, with Sam Sato, President and Chief Executive.
Officer, and he Niagara Ball Senior Vice President and Chief Financial Officer on today's call management will provide prepared remarks, and then we will open the call to your questions.
Before we begin I would like to remind you that the comments on today's call will include forward looking statements, which can be identified by the use of words, such as estimate anticipate expect and similar phrases.
Forward looking statements by their nature involve estimates projections goals forecasts and assumptions and are subject to risks and uncertainties that could cause actual results or outcomes to differ materially from those expressed in the forward looking statements.
Nitza McKee: Such risk and uncertainties include, but are not limited to, those that are described in our most recent annual report on Form 10-K and other SEC filings as applicable. These forward-looking statements speak only as of the date of this conference call and should not be relied upon as predictions of future events. And with that, I'll turn the call over to Sam Sato, President and Chief Executive Officer.
Such risks and uncertainties include but are not limited to those that are described in our most recent annual report on Form 10-K, and other SEC filings as applicable.
These forward looking statements speak only as of the date of this conference call and should not be relied upon as predictions of future events.
And with that I'll turn the call over to Sam Sato, President and Chief Executive Officer Sam.
Samuel M. Sato: Thank you for joining today's call. Before I share some of the details of our business performance and progress on key strategic initiatives, I'd like to first introduce Hina and welcome her to the Duluth family. Ina is joining us as our Senior Vice President and Chief Financial Officer. And with more than 20 years of finance and leadership expertise, HENA brings a breadth of experience across different facets of global finance, accounting, and mergers and acquisitions. Heena was recently with Contour Brands holding the position of Global Wrangler and Global Contour Supply Chain Chief Financial Officer.
Thank you for joining today's call.
I share some of the details of our business performance and progress on key strategic initiatives I'd like to first introduce and welcome her to the Duluth family.
You know is joining us as our senior Vice President and Chief Financial Officer.
And with more than 20 years of finance and leadership expertise <unk> brings a breadth of experience across different facets of global finance accounting and mergers and acquisitions.
You know, what's recently with contour brands holding the position of global Wrangler, and global contour supply chain Chief Financial Officer.
Samuel M. Sato: We're thrilled to have attracted such a seasoned executive to fill the important chief financial officer position at such a pivotal time for Duluth Trading. HENA's extensive experience and strong finance and leadership acumen will play a critical role in the evolution of Duluth's long-range plans as we remain steadfast on executing the pillars of our Big Dam blueprint. As a brief review of our fourth quarter performance, net sales increased approximately two percent. The quarter was highlighted by growth in both the Duluth and AKHC brands, driven by strong outperformance in our women's business, which registered year-over-year growth of 12 percent. We were particularly pleased with the continued momentum in our AKHG women's business, posting stellar year-over-year quarter growth of more than 20 percent.
We're thrilled to have attracted such a seasoned executive to fill the important chief financial officer position at such a pivotal time for Duluth trading.
He has extensive experience and strong finance and leadership acumen will play a critical role in the evolution of Duluth long range plans as we remain steadfast on executing the pillars of our big gambler trend.
As a brief review of our fourth quarter performance net sales increased approximately 2%.
Our quarter was highlighted by growth in both the Duluth and AKG brands driven by strong outperformance in our women's business, which registered year over year growth of 12%.
We were particularly pleased with the continued momentum in our 8-K G women's business posting stellar year over year quarter growth of more than 20%.
Samuel M. Sato: Product performance highlights in our women's business included positive momentum in our newest hero product, the Heirloom Gardening Bib, which we introduced a line version of, making it suitable for year-round wear. Finals and bras also played a significant role in our fourth quarter growth, with both categories up strong double digits. In Flannels, our improved in-stock position benefited sales during the peak gift-giving period. In bras, the success we are seeing is a testament to our unique product innovation and growing brand loyalty, and our T-Lux bra was the number one style in its launch season. The broad-based positive trends and exceptional customer responses across our women's business indicate continued growth potential. However, in the fourth quarter, our men's apparel business was flat.
Product performance highlights in our women's business included positive momentum in our newest hero product the heirloom gardening bed in which we introduced aligned version, making it suitable for year round, where.
Vinyls and Bra has also played a significant role in our fourth quarter growth with both categories up strong double digits.
And finally, our improved in stock position benefited sales during the peak gift giving period.
In broad the success, we are seeing is a testament to our unique product innovation and growing brand loyalty and our T looks broad was the number one style in its launch season.
The broad based positive trends and exceptional customer responses across our women's business indicate continued growth potential.
In the fourth quarter, our men's apparel business was flat.
Samuel M. Sato: Men's AKHG First Layer Woven Tops and Bottoms grew as our unique products continue to resonate with our loyal customer base. However, this was partially offset by softer trends across our cold weather categories of outerwear, sweaters, and footwear, which were impacted by the warmer weather. Product performance highlights in our men's business included double-digit growth in underwear, double-flex denim, and flannel. Success with DoubleFlex Denim was driven in part by the introduction of new, elevated washes and was brought to market through our monumentally durable campaign. Men's underwear with humorous photorealistic prints resonated with consumers, and flannels were bolstered by new pattern designs, color palettes, and a strong in-stock position.
With AK G first layer woven tops and bottoms grew as our unique products continue to resonate with our loyal customer base.
This was partially offset by softer trends across our cold weather categories of outerwear, sweaters, and footwear, which was impacted by the warmer weather.
Product performance highlights in our men's business included double digit growth in underwear double flex denim and panels.
Success with double Flex denim was driven in part by the introduction of new elevated washes and was brought to market through our monumentally durable campaign.
Men's underwear with humorous photo real prints resonated with consumers and flannels, we're bolstered by new pattern designs color pallets and a strong in stock position.
Samuel M. Sato: During the quarter, the industry saw consumers gravitate toward promotional purchases; we saw a significantly higher portion of our holiday sales occur during the Thanksgiving through mid-cyber week period when we ran our global event. Our Black Friday sales were the strongest in our company's history, and we saw a pull-forward of sales from the following week. In January, we introduced new product innovation and saw sequential improvement with our full price sales trend. Let me spend a few moments on our product innovation strategy. Within our core categories, as well as our AKHG brand, we introduced more newness than ever before. Most of these introductions came in the form of soft launches, but the successful initial results and consumer excitement highlight our ability to develop, design, and deliver innovative and unique first-to-market fabrications and features that set Duluth apart in the marketplace.
During the quarter the industry saw consumers gravitate to promotional purchasing.
We saw a significantly higher portion of our holiday sales occur during the Thanksgiving through mid cyber week period, when we ran our global event.
Our black Friday sales were the strongest in our company's history, and we saw a pull forward of sales from the following weeks.
In January we introduced new product innovation and saw sequential improvement with our full price sales trend.
Let me spend a few moments on our product innovation strategy within our core categories as well as our ADHD brand, we introduced more newness than ever before.
Most of these introductions came in the form of soft launches of the successful initial results and consumer excitement highlights our ability to develop design and deliver innovative and unique first to market fabrications and features that set dilute apart in the marketplace.
Samuel M. Sato: Key new offerings late in the fourth quarter included a new addition to our iconic Firehose Pant Collection featuring the strongest Flex Work Pant fabric on the market with a lighter weight than our original Firehose. This product, we've named Flex Firehose HD, comes in two styles and truly represents the next generation of workwear. We also expanded our core Buck Naked category by offering Men's Buck Smooth, which provides the same comfort and function as the fan-favorite Buck Naked, but adds a smoother, more vibrant, and patterned construction.
Key new offerings late in the fourth quarter included a new addition to our electronic fire hose Pet collection, featuring the strongest flex work pant fabric on the market with a lighter weight than our original firehouse. This product we've named Flex fire hose HD comes in two <unk>.
<unk> and truly represents the next generation of workwear.
We also expanded our core Buck naked category by offering mens box mood, which provides the same comfort and function as the fan favorite Buck naked, adding a smoother more vibrant and pattern construction.
Samuel M. Sato: Our quick-drying, dry-on-the-fly technology was expanded into tees and underwear across both men's and women's. And finally, we launched AKHG Fitness, our first ever fitness apparel offer. The assortment built for Nature's Gem, for both women and men, includes tanks, shorts, hybrid jackets, and after-sweat sweats.
Our quick drying dry on the fly technology was expanded into Ts and underwear across both mens and womens.
And finally, we launched AK HG fitness, our first ever fitness apparel offer.
The assortment built for Nature's gym for both women and men includes tanks shorts hybrid jackets and after sweat sweats.
Samuel M. Sato: Our fitness apparel includes features and technologies that stretch, wick, breathe, and dry in a flash, and is offered in sizes up to 3X. AKHG Fitness is off to a great start, and although a small contributor to the business today, we see this as a whitespace opportunity to build on our unique fabrics, features, and functions to create and support AKHG Fitness as a growing and year-round category. To bring awareness to our innovation and product offerings, our marketing and creative teams ramped up our investments in social influencers, which delivered meaningful engagement and strong growth from new, younger consumers. We continue to balance brand awareness and high-converting digital tactics to optimize our return on investment and consistently deliver relevant content to both existing and new consumers with creative concepts across streaming video and audio, as well as cable TV.
Our fitness apparel includes features and technologies that stretch wick.
Reed and dry in a flash and as operating sizes up to three X.
Ak's G fitness is off to a great start and although a small contributor to the business today, we see this as a white space opportunity to build on our unique fabrics features and functions to create and support AKG fitness as a growing and year round category.
To bring awareness to our innovation and product offerings, our marketing and creative teams ramped up our investments in social Influencers, which delivered meaningful engagement and strong growth from new younger consumers.
We continued our balanced brand awareness and high converting digital tactics to optimize our return on investment and consistently deliver relevant content to both existing and new consumers with creative concepts across streaming video and audio as well as cable TV.
Samuel M. Sato: Throughout the year, we strategically retargeted past consumers, leading to an 11% increase in reactivated buyers during the fourth quarter. Personalized content re-engaged lapsed consumers, reinforcing the trust and loyalty they have in our brand. In addition, new buyers grew in Q4 as our high-quality, solution-based product appealed to consumers who had not previously purchased from Duluth. Our strategic shift towards targeting a younger consumer is gaining traction as our new consumers are, on average, five years younger than our existing consumers. Additionally, our previous investment in re-platforming the DuluthTrading.com website to the next generation of e-commerce tailored for mobile usability is paying off. Our goal is to enhance accessibility and provide a frictionless shopping experience.
Throughout the year, we strategically we targeted past consumers, leading to an 11% increase and reactivated buyers during the fourth quarter.
Personalized content Reengage lapsed consumers reinforcing the trust and loyalty they have in our brand.
In addition, new buyers grew in Q4 as our high quality solution based product appeal to consumers, who had not previously purchased from Duluth.
Our strategic shift towards targeting a younger consumer is gaining traction as our new consumers are on average five years younger than our existing consumers.
Our previous investment in re platforming, the Duluth trading Dot Com web site to the next generation of ecommerce tailored for mobile usability is paying off.
Our goal is to enhance accessibility and provide a frictionless shopping experience and because of our investment we saw high single digit direct channel growth driven by higher traffic and conversion in mobile more than offsetting retail softness.
Samuel M. Sato: And because of our investment, we saw high single-digit direct channel growth driven by higher traffic and conversion in mobile, more than offsetting retail software. In fact, fourth-quarter mobile sales increased over 20% from a year ago, and mobile now represents our largest channel for consumer interaction and purchases, accounting for over half of our total direct channel sales. Shifting to the foundational drivers of the business, we remain steadfast in our commitment to the pillars outlined in our Big Dan Blueprint. As initially introduced in 2021, the five pillars of our Big Band Blueprint include One, leading with a digital mindset, to intensify our efforts to optimize our own DTC channels. 3. Evolve the company's platform to grow into a multi-brand and multi-channel business 4.
In fact fourth quarter mobile sales increased over 20% from a year ago and mobile now represents our largest channel for consumer interaction and purchases accounting for over half of our total direct channel sales.
Shifting to the foundational drivers of the business, we remain steadfast on our commitment to the pillars outlined in a big dam blueprint.
As initially introduced in 2021, the five pillars of our Big Dam Blueprint included.
One lead with a digital mindset.
To intensify our efforts to optimize our own DTC channels.
Three evolve the company's platform to grow into a multi brand and multichannel business.
For prioritize cheskin learned to unlock long term growth.
Samuel M. Sato: Prioritize, test, and learn to unlock long-term growth. And lastly, five, future-proof the business through investments in capabilities and infrastructure. I'm extremely proud of the tremendous progress we've made on related key strategic initiatives. The benefits of these investments are reflected in a greater penetration of digital sales, especially mobile, lower variable fulfillment costs, and future gross margin expenses. These investments will also enable us to drive revenue growth opportunities in the future. Let me update you on the progress we made in 2023. First, as mentioned on previous calls, we went live with our new highly automated fulfillment center in October and are achieving our plan to process up to 60% of all online orders and store replenishment volume through this facility, in addition to shortening delivery times to keep pace with evolving consumer expectations. The enhanced automation in this center drove lower variable costs per unit to fulfill an order in this facility, which was 42% of the average cost of our three legacy fulfillment centers during the last four months of the fiscal year.
And lastly, five future proof the business through investments in capabilities and infrastructure.
I'm extremely proud of the tremendous progress we've made on related key strategic initiatives.
The benefits of these investments are reflected in a greater penetration of digital sales, especially mobile lower variable fulfillment costs and future gross margin expansion.
These investments will also enable us to drive revenue growth opportunities in the future.
Let me update you on the progress we made in 2023.
First as mentioned on previous calls we went live with our new highly automated fulfillment center in October and are achieving our plan to process up to 60% of all online orders and store replenishment volume through this facility.
In addition to shortening delivery times to keep pace with evolving consumer expectations.
Enhanced automation in this center drove lower variable cost per unit to fulfill an order in this facility, which was 42% of the average cost of our three legacy fulfillment centers during the last four months of the fiscal year.
Samuel M. Sato: As this approximately $55 million investment represented the largest individual capital expenditure in the history of Duluth, I'm proud of the cross-functional team's ability to execute and deliver the results we expected. This step change in logistics capabilities allows us to further optimize our own DTC channels and serve as a significant enabler to future-proof and scale the enterprise. Second, we've meaningfully advanced our sourcing and product innovation functions, which we believe is another critical strategic unlock, allowing us to bring to market high-quality, innovative products more frequently, increase our speed to market, and significantly reduce our product costs. Several team members were hired during the year, including our new vice president of sourcing during the fourth quarter.
As this approximately $55 million investment represented the largest individual capital expenditure in the history of Duluth.
I'm proud of the cross functional teams ability to execute and deliver the results we expected.
This step change and logistics capabilities allows us to further optimize our owned <unk>.
TC channels and serve as a significant enabler to future proof and scale of the enterprise.
Second we have meaningfully advanced our sourcing and product innovation functions, which we believe is another critical strategic unlock allowing us to bring to market high quality innovative products more frequently increase our speed to market and significantly reduce our product costs.
Several team members were on boarded during the year, including our new Vice president of sourcing during the fourth quarter.
Samuel M. Sato: Our sourcing and product innovation team is accelerating this initiative, and the benefits will begin to materialize in 2024 and continue to build over time. Finally, we made great strides completing several foundational initiatives to execute our technology transformation roadmap, the continuation of which will become the primary focus of our capital expenditure outlook. These initiatives will enable the optimization of the business, focusing on a centralized data repository, customer data, and analytics, as well as tools to maximize the logistics network capabilities and strategic planning and assortment decisions.
Our sourcing and product innovation team is accelerating this initiative and the benefits will begin to materialize in 2024 and continue to build over time.
Finally, we made great strides completing several foundational initiatives to execute our technology transformation roadmap, the continuation of which will become the primary focus of our capital expenditure outlays.
These initiatives will enable the optimization of the business focusing on our centralized data repository customer data and analytics as well as tools to maximize the logistics network capabilities and strategic planning and assortment decisions.
Samuel M. Sato: Our focus for 2024 will accelerate the operational improvements of the strategic roadmap by expanding our pipeline of new and innovative products, optimizing our marketing mix, improving gross margin rates, and controlling what we can control by prudently managing expenses and inventory. In closing, I'm proud of the progress we've made on our foundational initiatives and remain steadfast in our strategic roadmap. With that, I'll turn the call over to Hina to discuss Q4 and the full year 23 financials in our 2024 outlook. Thanks, Sam. And good morning.
Our focus for 2024 will accelerate the operational improvements of the strategic roadmap by expanding our pipeline of new and innovative products.
Optimizing our marketing mix, improving gross margin rates and controlling what we can control by prudently managing expenses and inventories.
In closing I am proud of the progress we've made on our foundational initiatives and remain steadfast in our strategic roadmap.
With that I'll turn the call over to Hana to discuss Q4, and the full year 'twenty three financials and our 2020 for outlook.
Thanks, Dan and good morning.
Hina Agarwal: First, I'd like to express how thrilled I am to have joined the Duluth Trading family. In just shy of four weeks in my new role as CFO, I have had the pleasure of meeting with our board of directors and the entire leadership team. I visited several stores and toured our fulfillment centers in Adairsville and Belleville.
I'd like to express how thrilled I am to have joined the Duluth trading family in just shy of four weeks in my new role as CFO I have had the pleasure of meeting with our board of directors and the entire leadership team I visited several stores and doing the alkali business Center.
In today's world and bad debt.
Hina Agarwal: I'm impressed by the strength of our brands, consumer loyalty, innovative product design, engaging storytelling, and the strategic choice to invest in infrastructure to capitalize on growth opportunities. I look forward to partnering with SAM and the entire leadership team as we further pursue our growth initiatives. I firmly believe Duluth Trading is uniquely positioned to expand its reach, and I am excited to leverage my experience to drive our next phase of profitable growth. Let me begin with a review of our full year 2023 and Q4 financial results. Today, we reported full year 2023 net sales of $646.7 million, adjusted EBITDA of $33.4 million, and a negative $0.28 EPS. Our Q4 reported results were net sales of $245.6 million, adjusted EBITDA of $21.1 million, and EPS of $0.21.
I'm impressed by the strength of our brands consumer loyalty innovative product design engaging storytelling and the strategic choice to invest in infrastructure to capitalize on growth opportunities.
Look forward to partnering with <unk> and the entire leadership team as we further pursue our growth initiatives.
I firmly believe Duluth trading is uniquely positioned.
And its reach and I am excited to leverage my experience to drive our next phase of profitable growth.
Let me begin with a review of our full year 2023, and Q4 financial results.
Today, we reported full year 2023, net sales of $646 7 million adjusted EBITDA of $33 4 million and EPS of negative 28.
Our Q4 reported results like net sales of $245 6 million adjusted EBITDA of $21 1 million and EPS of 21.
Hina Agarwal: Starting with the top line, for the full year 2023, net sales were $646.7 million, down 1%. In Q4, we saw a trend reversal from prior quarters as net sales grew 1.6% to $245.6 million, powered by acceleration in women and AKHGs. Women's business grew double digits across both Duluth and AKHG brands, driven by flannels, intimates, fitness, and garden collections. The men's apparel business reversed its trend from prior quarters and was flat to last year with growth in AKHG and growth in cold Duluth categories of first layer, bottoms, and woven tops, offset by declines in cold weather categories of outerwear, sweaters, and footwear impacted by warmer winter weather.
Starting with the top line for the full year 2023, net sales were $646 7 million down 1% in Q.
Q4, we saw a trend reversal from prior quarter as net sales grew one 6% to $245 6 million followed by acceleration in women and <unk>.
Women's business grew double digits across both daily and ADHD brands, driven by Flannels, intimates fitness and Garden collection.
About his business reversed trend from prior quarter and was flat to last year.
Growth in <unk> and growth in core Duluth categories of pause.
Buttons and woven tops offset by decline in cold weather categories of outerwear and footwear impacted by warmer winter weather.
Hina Agarwal: From a channel perspective, our retail channel sales declined 12%, but this was more than offset by our direct channel sales growing 9% through higher conversion and greater penetration of mobile. As Sam mentioned, mobile grew 20-plus percent and moved up to our number one sales channel for the quarter. Moving on to gross margin. For full year 2023, our gross margin contracted 230 basis points to 50.3%. Our fourth quarter gross margin was 48.2%, down 300 basis points, as we saw our highest ever Thanksgiving through mid-Cyber Week sales contribution in the fourth quarter, during which we ran our global event. I will provide fiscal 2024 guidance details shortly. But through the acceleration of our sourcing and product innovation initiatives, I want to reiterate that we expect growth margin benefits over the next several years. Now on to SG&A. For full year 2023, SG&A decreased by 1% to $333.8 million and was flat as a percentage of sales at 51.6%. For the quarter, SG&E decreased 3.8% to $108.8 million and leveraged 250 basis points to 44.3% of sales.
From a channel perspective, our retail channel sales declined 12%. This was more than offset by our direct channel sales growing 9% to highest end version and greater penetration of mobile as Sam mentioned mobile grew 20 plus percent and moved up to number one.
Sales channel for the quarter.
Moving to gross margin for full year 2023, our gross margin contracted 230 basis points to 53%.
Fourth quarter gross margin was 48, 2% down 300 basis points as we saw our highest ever Thanksgiving through cyber week sales contribution in the fourth quarter Youre English be then a global event.
I will provide fiscal 2024 guidance detail shortly but through acceleration of our sourcing and product innovation initiatives.
I want to reiterate that we expect gross margin benefit over the next several years.
Now onto SG&A.
For full year 2020, SG&A decreased by 1% to $333 8 million and was flat to last year as a percentage of sales at 51, 6%.
For the quarter SG&A decreased three 8% to 108 8 million and leveraged 250 basis points to 44, 3% of sales.
Hina Agarwal: The Q4 leverage was driven by lower fulfillment costs across the network primarily due to efficiencies from Adair's will, further maximization of our marketing spend, and prudent management of our general and administrative expenses. Full year adjusted EBITDA was $33.4 million, or 5.2% of sales. The whole year net loss was negative $9.4 million, or negative $0.28 per diluted share.
The Q4 leverage was driven by lower fulfillment cost across the network, primarily due to efficiencies from a day.
Further the maximization of our marketing spend and prudent management of our general and administrative expenses.
Full year, adjusted EBITDA was $33 4 million.
Five 2% of phase.
Full year net loss was negative $9 4 million or negative <unk> 28 <unk>.
Lower diluted share.
Hina Agarwal: EPS was weighed down by non-cash depreciation expenses from infrastructure investment. Q4 net income was $7 million, or $0.21 per diluted share, compared to net income of $7.5 million, or $0.23 per diluted share, last year. Fourth quarter adjusted EBITDA was $21.1 million, an increase of 2.4% over last year, and it expanded slightly as a percent of sales to 8.6%. Moving on to the balance sheet, we ended the year with $32.2 million of cash and no outstanding debt on our credit line, leaving us with liquidity of $232 million. Inventory was down 19%, or $29.2 million.
<unk> was weighed down by noncash depreciation expenses from infrastructure investment.
Q4, net income was $7 million up 21 cents per diluted share compared to net income of seven 5 million or <unk> 23 cents per diluted share last year.
Fourth quarter, adjusted EBITDA was $21 1 million, an increase of two 4% over last year and expanded slightly as a percent of sales to eight 6%.
Moving onto the balance sheet.
Ended the year with $32 2 million of cash and no outstanding debt on our credit line, leaving us with liquidity of $232 million.
Inventory was down 19% or $29 2 million.
Hina Agarwal: Our inventory composition is healthy, with 90% of current products and a 30% decrease in clearance items. Our capital expenditures for 2023 of $53.2 million were funded by cash and were primarily used to invest in strategic infrastructure initiatives, including our new Fulfillment Center in Adelaideville and digital capabilities as per our IT Roadmap. Now turning to our outlook for fiscal year 2024. Our full-year net sales guidance is $640 to $660 million, including the 53rd week, which is worth approximately 150 basis points of growth. We expect the first half to be down low to mid-single digits as we continue to navigate a dynamic macro environment.
<unk> composition is healthy with 90% in current products and a 30% decrease in clearance items.
Capital expenditures for 2020 fee of $53 2 million was funded by cash and was primarily used to invest in strategic infrastructure initiatives, including unusual settlement centre in today's world and digital capabilities as part of IP roadmap.
Now turning to our outlook for fiscal year 2024.
Our full year net sales guidance at 642 $616 million, including the 50, <unk> week, which is worth approximately 150 basis points of growth.
We expect the first half to be down low to mid single digits.
We continue to navigate a dynamic macro environment.
Hina Agarwal: We expect growth margin for the full year to be up 200 basis points, with improvement expected to begin in Q1 and build throughout 2024, driven by our sourcing and product development initiatives. As I mentioned earlier, we expect further improvement in margin in the coming years as we continue to optimize our sources. We expect SG&A to deleverage by approximately 100 basis points in the coming year, mainly driven by higher fixed costs and depreciation from strategic investments.
We expect gross margin for the full year to be up 200 basis points with improvement expected to begin in Q1 and built throughout 2024, driven by our sourcing and product development initiatives.
As I mentioned earlier, we expect further improvement in margin in the out years as we continue to optimize our sourcing.
We expect SG&A to deleverage by approximately 100 basis points in the coming year, mainly driven by higher fixed costs and depreciation from strategic investments.
Hina Agarwal: Although partially offset by improvements in variable costs, benefits are being realized from these investments. Advertising expenses are planned to be in line with sales growth and approximately 11% of sales as we plan to continue to invest behind our brands, support new product innovation, and drive omnichannel sales. Variable expenses, or selling expenses, which include outbound shipping costs, as well as labor across our contact centers, fulfillment centers, and store fleet, will continue to leverage, driven by optimizing our logistics and fulfillment center networks. Fixed expenses, or general and administrative expenses, will increase in 2024 primarily from annualizing depreciation and fixed costs from strategic initiatives.
Chile offset by improvements in variable cost benefits being realized from these investments.
Advertising expenses I plan to be in line with sales growth and approximately 11% of things as we plan to continue to invest behind our brands support new product innovation and drive Omnichannel sales.
Variable expenses, our selling expenses, which include outbound shipping costs as well as labor across the contact center.
Element, Santa and store fleet will continue to leverage driven by optimizing our logistics and fulfillment Center network.
Fixed expenses, our general and administrative expenses will increase in 2024, primarily from Annualizing depreciation and fixed costs from strategic initiatives.
Hina Agarwal: We expect our year-over-year EBITDA improvements to outpace net income and EPS growth as we bear the depreciation impact of strategic investments in our P&L. With that, our full year adjusted EBITDA guidance is $39 to $45 million and EPS in the range of negative $0.22 to negative $0.07. This includes estimated diluted shares of approximately $33 million and a tax rate of 25%.
We expect our year over year EBITDA improvements to outpace net income and EPS good as the bag the depreciation impact of strategic investments in our CNS.
With that our full year adjusted EBITDA guidance is 39 to 45 million and EPS in the range of negative 22% to negative seven cents. This include estimated diluted shares of approximately $33 million and if that rate of 25%.
Hina Agarwal: Our capital expenditure spend will be reduced by more than half to approximately $25 million, and the primary focus will shift from the logistics network to our strategic technology roadmap, enabling efficiencies and scalability. In closing, we are being prudent in our outlook for 2024 and are beginning to see the benefits from our foundational investment, fueling adjusted EBITDA growth. Our capital expenditures are normalizing, and our liquidity remains strong.
Our capital expenditure spend will be reduced by more than half to approximately $25 million and the primary focus let's shift from the logistics network to a strategic technology roadmap, enabling efficiencies and scalability.
In closing we are being prudent in our outlook for 2024 and are beginning to see the benefits from our foundational investments fueling adjusted EBITDA growth.
Capital expenditures are normalizing and our liquidity remains strong.
Operator: With that, we'll open the call for questions. We will now begin the question and answer session. To ask a question, you may press star, then 1 on your telephone keypad. If you are using a speakerphone, please pick up your handset before pressing the key.
That will open the call for questions.
We will now begin the question and answer session to.
To ask a question you May press Star then one on your telephone keypad.
If you are using a speakerphone please pick up your handset before pressing the keys.
Operator: To withdraw your question, please press star then 2. At this time, we will pause momentarily to assemble the roster, and our first question will come from Janine Stichter of BTIG. Please go ahead.
To withdraw your question. Please press Star then two.
At this time, we will pause momentarily to assemble the roster.
And our first question will come from Janine Stichter of BT I G. Please go ahead.
Janine Marie Hoffman Stichter: Hi, good morning, and welcome, Hina. I wanted to ask you a bit about the promotional strategy. If we think about the past few quarters, it's the fact that consumers are shopping more around promotions than they have in the past. That's impressing growth margins. So as you think about the growth margin expanding 200 basis points next year, is that entirely due to the sourcing initiatives? I'm curious what you're assuming about planned promotions and then consumer shopping behavior around those promotions. Yeah, hi Janine.
Hi, good morning, and welcome to Dana.
Wanted to ask a bit about the promotional strategy. If we think about the past few quarters. It's been the fact that consumers are shopping more around the promotions and then they have in the past that's impression growth margins as you think about the gross margin expanding 200 basis points next year is that entirely due to the sourcing initiatives I'm curious what you're assuming for.
Our planned promotions and then the consumer shopping behavior around the promotion.
Yeah, Hi, Janine, so maybe I'll just I'll answer at a top top level, then and then I know he's got some comments.
Samuel M. Sato: So maybe I'll just answer at a high level, then, and then I know he has got some comments. You know, we expect there to be ongoing consumer headwinds. And, you know, last year was heavily promotional. And, you know, we anticipate something similar this year.
We expect there to be ongoing consumer headwinds and last year.
<unk> was heavily promotional and we anticipate.
Something similar this year, having said that.
Samuel M. Sato: Having said that, you know, a lot of the strategic initiatives we've put in place, specifically around product development and sourcing, we believe will start to show benefits this coming year, beginning with Q1. As Hina stated, gross margin improvement of 200 basis points is contemplated in our guidance over the course of the year. But we think that there's ongoing upside. And so, you know, we're going to remain balanced in our approach to pricing and competitiveness with brand integrity and really rely more on our product development strategy to bring more newness more frequently. And, you know, as I said in my prepared remarks, we delivered more newness than ever before in the pipeline as we go through Q4. It looks really strong. Yeah, thanks, Sam. And hi Janine.
A lot of the strategic initiatives, we've put in place specifically around product development and sourcing.
We believe we will start to show benefits in this coming year, beginning with Q1.
As he stated gross margin improvement of two.
200 basis points as contemplated in our guidance over the course of the year, but we think that there is ongoing upside and so we're going to remain balanced in our approach to <unk>.
Pricing and competitiveness with.
Brand integrity and really rely.
More on our product development strategy to bring more newness.
More frequently and as I said in my prepared remarks, we delivered more newness than ever before in the pipeline as we go through Q4 looks really strong.
Yeah, Thanks, Anthony Hi, Jeanine and thanks for your question.
Hina Agarwal: Thanks for your question. So, you know, yes, we did see a significantly higher portion of our holiday sales occur during Thanksgiving through the mid-cyber week period when we ran our global event. And our sales during this period were the strongest in our company's history. We are evaluating the season's performance, and we will continue to monitor the macroeconomic and competitive environment. Our guidance for 2024 assumes AUR to be similar to what we experienced in 2023. Consequently, we are being prudent in our sales outlook and inventory management for 2024. As Sam mentioned, our sourcing and product development initiatives are enabling greater and more frequent introduction of new products, which positions us to drive more full-price sales. Our expectation for topline is to be down low to mid-single digits in the first half, and our guidance for the full year reflects gross margin up 200 basis points, as said in my prepared remarks, and that is mainly driven by a sourcing and product development initiative while maintaining A And as Sam mentioned, we expect further improvement in margin in the coming years as we continue to optimize our sourcing strategy. Great, that's helpful.
So you know, yes, we did see a significantly higher portion of our holiday sales I'll go during Thanksgiving.
Giving through mid cyber week period, when we ran our global event and I think during this period were the strongest in our company's history.
Evaluating the seasons performance and we will continue to monitor the macroeconomic and competitive environment.
Our guidance for 2024 assumed AUR to be similar to what we experienced in 2023.
We're being prudent in our sales outlook and inventory management for 2024.
As Sam mentioned, our sourcing and product development initiatives are enabling greater and more frequent introduction of new products, which positions us to drive more full price sales.
Our expectation on topline is to be down low to mid single digits in the first half and our guidance for the full year reflects gross margin up 200 basis points as said in my prepared remarks, and that and that is mainly driven by our sourcing and product development initiatives, while maintaining AUR.
Year on year.
And as Sam mentioned, we expect further improvement in margin in the out years as we continue to optimize our sourcing strategy.
Great. That's helpful. And then maybe along the lines of some of the sourcing initiative, enabling quicker product development can you talk about some of the top launches that you mentioned in the prepared remarks, and how quickly you can chase into a broader a broader launch of that that doesn't hurt them.
Samuel M. Sato: And maybe along the lines of some of the sourcing initiatives, enabling quicker product development, can you talk about some of the soft launches that you mentioned in the prepared remarks, how quickly you can chase into a broader, broader launch of those sort of things? Yeah, so you know, as I said earlier, items like Flex Fire Hose HD, as we build on our iconic fire hose pant program, came in, and the reception to that was really strong. Bucksmooth is interesting.
Yes, so ed.
As I said earlier.
Items.
Items like.
Flex fire hose HD.
As we build on our our iconic <unk>.
Your host Pant program came in and and the reception to that was was really strong book smooth as interesting we've talked about book smoothed, leading up to Q4.
Samuel M. Sato: We've talked about Bucksmooth leading up to Q4 as being a new innovation in fabric that allows us to actually print kind of a photorealistic print on there, and that was met with overwhelming success. I would also add, you know, our Intimates program and women's, we've introduced some new bras, the T-Lux bra being our number one bra in its first season. And then, you know, on our last call, we talked about the excitement around our AKHG fitness category, and that came in the last week or so of December and really came out of the gate strong. And we think that across AKHG in total, but specifically AKHG fitness, there's a long runway. So, you know, a lot of these things are not just about products. They're kind of strategic building blocks to some of our other key merchandising initiatives, like our strategic focus on growing the women's business. The women's penetration was 30%, and it increased to 200 BIPs.
As being a new innovation in fabric that allows us to actually print kind of photo real print on there and.
That that was met with overwhelming.
Success I.
I would also add.
R R.
MS program in women's we've introduced some new bra <unk> bra.
Our number one bra in its first season, and then last call we talked about the excitement around our AKG fitness category and that came in the last the last week or so of December and really came out of the gate strong than we think.
Across <unk> in total, but specifically AKG fitness that there's a long runway. So you know a lot of these things are not just about items there, they're kind of strategic building blocks to some of our other key merchandising initiatives like our strategic focus.
<unk> on growing the women's business the womens penetration.
Was 30% and it increased.
Samuel M. Sato: And so, you know, we've mentioned in the past that we think the women's opportunity to be a larger business in total and a larger share of our business, and we're starting to see, you know, some traction in that regard. And, you know, women's, again, double-digit increase for the quarter, up high single digits for the year. And so, you know, a lot of these soft launches were, yes, item driven, but, you know, a critical component of the strategic building blocks to some of these other longer-term product initiatives. Great, thanks so much for the caller, and best of luck.
<unk>.
200 bps and so we've mentioned in the past that we think the women's opportunity to be a larger business in total and a larger share of our business.
We're starting to see some traction.
In that regard and women's again double digit increase for the quarter up high single digits for the year.
So a lot of these soft launches, where we're yes item driven but.
Critically.
Critical component of the strategic building blocks of some of these other longer term product initiatives.
Great. Thanks, so much of the color and best of luck.
Janine Marie Hoffman Stichter: Thanks, Janine. The next question comes from Jonathan Komp of Baird. Please go ahead. Yeah, I thank you. Good morning.
Thanks Jeanine.
The next question comes from Jonathan Komp of Baird. Please go ahead.
Yes, hi, Thank you good morning, I wanted to follow up I know there was reference to.
Jonathan Robert Komp: I want to follow up. I know there was reference to seeing an inflection in the business during the fourth quarter. If you could just maybe share a little bit more, are there some underlying metrics or whole price selling or anything that you would highlight just because, from a reported perspective, we are still seeing gross profit dollars declining? It's hard to see signs of the inflection. So just hoping you can maybe share more more insight there. Yeah, hi Jonathan.
Seen an inflection in the business during the fourth quarter. If you could just maybe share a little bit more or theres, some underlying metrics or full price selling or anything that you would highlight just because from a reported perspective spilt scene.
Gross profit dollars declining.
Hard to see signs of inflection. So just hoping you could maybe share more insight there.
Yes, hi, Jonathan well, so a couple of things I'll say one is.
Samuel M. Sato: Well, there are a couple of things I'll say. One is, the holiday, or the Black Friday weekend through the midpoint of cyber week, was the strongest sales results we've seen in the history of the company. It was, as we've done seriously over that time period, that's where we run our global event, and there are competitive aspects to that. And because of the global event plus the amount of demand, it drove a bit of the top line, but the flow through clearly wasn't what we expected or what we've seen in the past. And so, that was a bit of a drag on us. But as the holiday season played out, it was clear that it pulled us down. It pulled sales forward from the week leading up to Christmas, where we typically do more business at higher margins, and so that was a bit tough.
The holiday or the Black Friday week.
Weekend through the midpoint of cyber week.
Was the strongest sales results we've seen in the history of the company.
It was as we've as we've traditionally done over that time period, that's where we run our global event and there's competitive aspects of that.
And because of the global event plus the amount of demand.
It drove.
A bit of a top line, but the flow through clearly wasn't.
What we expected or what we've seen in the past and so.
That that was a bit of.
Of a drag.
Drag on us it also.
As the holiday season played out it.
It was clear that it is pulled.
It pulled sales forward from.
The weeks, leading up to Christmas, where we typically do.
More business at higher margins and so that.
That was a bit tough, but then as we go back and we're assessing the business both today and during during the quarter, we did see.
Samuel M. Sato: But then, as we go back and, you know, we're assessing the business both today and during the quarter, we did see a sequential improvement in our regular price sales bucket as a percent to total sales, especially as we started to bring in early these new spring goods and launch them in, you know, the back end of the fourth quarter. And so January in particular, as you know, all of those items I just mentioned to Janine, as those new items started to hit in the last week of December, it really moved the needle for us from a regular price perspective in January. And so we expect, you know, while we expect kind of the headwinds to remain challenging as we go through the first half of this year, we're also optimistic about the sales on early launched goods, as well as what the product development and sourcing initiative is bringing us. And so we believe that while the top line will be challenged, we're going to get better flow through over the course of the year. Yeah, thanks for that color.
A sequential improvement in our regular price.
Sales bucket as a percent to total sales, especially as we started to bring in early these new spring goods and launch them in.
The back end of the fourth quarter and so of January.
Gary in particular as you know all of those items I just mentioned to Janine.
As those new items started to hit the last week of December it really move the needle for us from a regular price perspective in January.
And so we expect you know, while we expect kind of the headwinds to remain.
Challenging as we go through the first half of this year. We're also we're also.
Optimistic about.
The sales on early launched goods as well as what the product development and sourcing initiative is bringing us and so we believe that while the top line will be challenged we're going to get better flow through over the course of the year.
Yes, thanks for that color that's helpful and just as a follow up could you maybe just speak to.
Jonathan Robert Komp: That's helpful. Sam, just as a follow-up, could you maybe just speak to... ideally, or from a target perspective, what percentage of product would you like to sell at full price? And, and how far off are you today?
Yes.
From a target perspective, what percentage of product, where do you like to sell them at full price.
And how far off are you today.
Samuel M. Sato: And then, really, a broader strategic question, just, you know, what needs to change in sort of the focus? If you look at the guidance here for the year, still..., still not possible on a net basis, even though you're realizing benefits now from some of the multi-year supply chain initiatives. So, you know, what needs to change and if you could share any more insight on the strategy or on the price. Yeah, yeah, absolutely.
Then.
Yeah, really a broader strategic question.
What needs to change in sort of a focus.
Yes, if you look at the guidance here for the year.
Sure.
So they are not profitable at a net basis, even though youre realizing benefits now from some of the multiyear <unk>.
Fly chain initiatives, so what needs to change and if you could share anymore.
Sure. So a couple of coal price yeah, yeah, absolutely. So a couple of things the.
Samuel M. Sato: So a couple of things. The Product Development and Sourcing Initiative, as you know, is about creating more newness, more new innovation, more frequently, which is now just kind of starting to ramp up. You know, we really started this initiative last year, and so this is kind of the first full year based on our order timeline where the work that was done last year starts to come to retail. And so, you know, we expect, as Hina mentioned, gross margin improvements, and yes, while today it's still adding up to a negative, you know, when you think about the last year and a half or so with where our margins have moved towards from And then, you know, Adairsville really just kind of got up and running in Q4 of last year, really in October, so call it the end of Q3.
The product development and sourcing initiative as you know is about.
Creating more newness more new innovation more frequently.
This is now just kind of starting to ramp up.
We really started this initiative last year and so this is this is kind of the first full year based on our order timeline that that the work that was done last year starts to come to retail.
And so we expect that as as Gina mentioned gross margin improvements and yes, while while today, it's still adding up to a negative you think about over the last year and a half or so with where our margins have moved towards from a competitive perspective. This becomes.
Kind of starting point for us to move the margin.
Upwards as we move through 'twenty, four and beyond and then and then Theres real really just kind of got up and running in Q4 of last year really October so call at the end of Q3 and as I shared on the Q3 call. We saw some some benefits and some of the metrics.
Samuel M. Sato: And, you know, as I shared on the Q3 call, we saw some benefits in some of the metrics, whether it was, you know, CPU or time delivery in that last month of Q3. And then, in Q4, we saw lower variable cost per unit, and the actual number is it's about 42% of our average legacy FC cost per unit. And so, as we go through this year, you know, we expect to see the variable costs coming out of that fulfillment center helping us leverage the total cost, total variable cost of our FC network. So, I guess what I would say is, you know, a lot of the things we've invested in are now starting to show some benefit, and I think, you know, 24 becomes the year where we start to realize them over the course of the full year.
Whether it was CPU or time to delivery in that last month of Q3, and then Q4.
We saw lower variable cost.
Per unit.
And the actual the actual number is.
It's about 42% of our average legacy FC.
Cost per unit. So as we go through this year, we expect to see the variable costs coming out of that fulfillment center help.
Helping us leverage the total cost total variable costs of our FC network. So.
I guess, what I would say as you know a lot of the things. We've invested in are now starting to show some benefit and I think 24 becomes the year, where we start to realize them over the course of the full year and as we start building on top of those you'll see incremental improvements in gross margin for instance.
Samuel M. Sato: And as we start building on top of those, you'll see incremental improvements in gross margin, for instance. Okay, and just last question for me, but I mean, would it make sense to maybe, you know, change focus instead of targeting top line growth, and it looks like you're embedding inflection as the year goes on for total revenue. But would it make sense in the short term to focus back on profits instead of revenue in terms of how you're managing the organization or just any thoughts there? Thanks again.
Okay, and just last question for me, but I mean, what it makes sense to maybe.
Change focus instead of <unk>.
Target and topline growth.
It looks like you're embedding inflection as the year goes on for total revenue, but would it make sense in the short term to focus back on.
On profit instead, and so our revenue in terms of how you are managing.
Managing the organization or just any thought there, but thanks again, yeah I think yeah.
Samuel M. Sato: Yeah, I think, yeah, I think it's a combination of both. We have to be focused on the top line. And that's, that's what's driving, a big part of our product development and sourcing is, how do we create, you know, a pipeline of more frequent new products? Because that also drives, to your earlier question, greater full-price sell-throughs, which then translates to greater, you know, bottom-line profits at the company. And so I think it's a combination of both.
It's a combination of both we have to be focused on the top line and that's what's driving.
No.
A big part of our product development and sourcing is is how do we create a pipeline of more frequent new products because that that also drives to your earlier question greater full price sell throughs, which then translates to greater.
Bottom line profits of the company and so I think it's a combination of both what I'll tell you is that the.
Samuel M. Sato: What I'll tell you is that the variable costs of our business will continue to improve as we move forward and leverage as a percentage to sales. Where our costs continue to grow a bit are on the fixed side of things because of the investments we've made in these strategic initiatives. So, you know, our P&L, as you know, is hampered a bit by the depreciation associated with those investments. But in terms of the manageable costs and the benefits we're getting out of these investments, that part of the expense structure is starting to level off. And that's what we're looking for right now.
The variable costs of our business will continue to improve.
As we move forward.
And leverage as a percentage to sale.
Where where our costs are.
Continue to grow a bit or on the fixed side of it because of the investments we've made in the strategic initiatives. So our P&L as you know.
Is is is hampered a bit by the depreciation associated with those investments, but in terms of the manageable costs and the benefits we're getting out of these investments.
That part of the expense structure is starting to lever and that's what we're looking for right now and then there becomes this inflection point as we move forward specifically Capex is now going to be less than half of its high last year, and that's largely going to be associated with our tech.
Hina Agarwal: And then there becomes this inflection point as we move forward, specifically, you know, CapEx is now going to be less than half of its high last year, and that's largely going to be associated with our technology roadmap that should result in improved sales and margin because of our ability to better allocate by style, size, color, and location, as well as enable other opportunities for us. So I think we're being prudent about how we're managing the business, and we're doing it in a very intentional way without cutting our noses off despite our faces. Hina, do you have anything you want to add to that?
Knowledge roadmap that should result in improved sales and margin because of our ability to better allocate by style size.
Color and location as well as Abel other opportunities for us so.
I think I think we're being prudent about how we're managing the business and we're doing it in a very.
Intentional way without cutting our nose off despite our face in or do you have any thing you want to add to that yeah. I would say the focus for 2024, it will be to accelerate the operational improvements.
Hina Agarwal: Yeah, I would say our focus for 2024 will be to accelerate the operational improvements we're seeing from the strategic roadmap by expanding our pipeline of new and innovative products, optimizing our marketing mix, improving gross margin through our sourcing initiatives, and controlling what we can control by prudently managing expenses and inventories. The other point I would make is, as I said in my prepared remarks, we are seeing capital investment cut in half in 2024, and we will continue to see EBITDA, adjusted EBITDA, outpace net income and EPS as we get through the depreciation that the capital investment we've already made in the past years hits our P&L. Okay, I appreciate all the color.
But we are seeing from the strategic roadmap by expanding our pipeline of new and innovative products.
Optimizing our marketing mix, improving gross margin through our sourcing initiatives and controlling what we can control by prudently managing expenses and inventories.
The other point I would make is you know as I said in my prepared remarks, we are seeing capital investment cut in half in 'twenty four and we will continue to see EBITDA adjusted EBITDA outpaced net income and EPS.
As we get through the depreciation that from the capital investment we've already made in the past years.
Hit our P&L.
Okay I appreciate all the color. Thank you.
Jonathan Robert Komp: Thank you. Thanks, Jonathan. The next question comes from Dylan Carden of William Blair. Please go ahead. Thanks. Yeah, kind of similar line of questioning a bit.
Thanks, Jonathan.
The next question comes from Dylan Carden of William Blair. Please go ahead.
Thanks, Yes, it kind of similar.
And then a question a bit I guess.
Dylan Douglas Carden: I guess I'm trying to think about the decline in gross margin over the years, you know, 700, 600 basis points going back to 2015, 2016. Is that all best understood as an increase in promotion, and then, Can you quantify, or even directionally, sort of the margin drag from the retail channel, kind of over that same period you've seen productivity in your stores effectively halve? Just sort of taking those two things together to kind of think about how then you glide back up to above the line on profitability, that there's a risk around kind of having your customers now so used to higher promotions, et cetera, et cetera, and sort of how you maybe get the retail chain back on some firmer footing. Thanks. Thanks, Dylan.
I'm trying to think about the <unk>.
Decline in gross margin over the years 700, 600 basis points on deck for 2015 2016 is that all best understood as.
An increase in promotion and then.
Can you quantify or even directionally sort of the the margin drag from the retail channel.
Over that same period, you've seen productivity in your stores effectively have.
Taking those two things together to kind of think about how the new glide path back to above the line on profitability.
If theres a risk around kind of having your customers now so used to higher promotions et cetera et cetera.
Are you.
Maybe you could retail chain.
That comes from firmer footing. Thanks.
Thank you Helen go ahead.
Hina Agarwal: Yeah. So, you know, on your long-term gross margin question, we've meaningfully advanced our sourcing and product development initiatives, and as I mentioned in my guidance, we are expecting 200 basis points of improvement, which will continue to build over the coming years and get back to our pre-pandemic levels in a few years. So, we see a path forward to get back to those higher gross margins. But is that – can I stop you there? But does that – but the promotional impact? I get the sourcing and the benefits that that can do, but as far as how much you're embedding as far as being able to get back to a higher price point, higher initial mark on whatever – however you want to quantify it relative to what was pre-pandemic. For 2024, we are being prudent in our outlook, and we are not assuming any AUR improvement in our guidance.
So.
On your long term gross margin question.
Meaningfully advanced our sourcing and product development initiatives and as.
As I mentioned in my guidance, we are expecting 200 basis points of improvement, which will continue to build over the coming years.
And get back to a pre pandemic levels.
And in a few years.
So the we see a path forward to get back to those higher gross margins, but is that can I stop you there.
But does that the promotional impact.
The sourcing and the benefits that can do but as far as how much you're embedding as far as being able to get back to a higher price point higher initial mark on whatever however, you want to quantify it relative to what it was plenty plenty for 'twenty 'twenty four we're being prudent in our outlook and we're not assuming any AUR improvement.
Okay.
Hina Agarwal: But we are looking at how performance is and how to optimize it, and also how a new innovation can position us to drive more full-price sales. So, that's 1 thing, and then on the store question, you know, I've been able to visit several of our stores, which have a unique and engaging experience for the consumer. And they are part of our omnichannel strategy along with digital and mobile, and they create an ecosystem where it helps us. Get consumers and retain them, and so they are a critical part of our strategy going forward. All of our stores are cash flow positive.
But we are looking at what else he led performances and how to optimize it.
And also how are new and new innovation can drive position us to drive more full price sales.
Okay.
That's one thing and then on the store question.
You know I've been able to visit several of our stores, which have a unique and engaging experience for the consumer.
And they are part of our Omnichannel strategy along with.
Digital and mobile.
And then create an ecosystem that is world class.
Cynthia Myers and retain them and so they are a critical part of our <unk>.
Strategy going forward.
All of our stores are cash flow positive, having said that we do have an opportunity to them in the context of the omnichannel environment look at.
Hina Agarwal: Having said that, we do have an opportunity to, in the context of the omni-channel environment, look at the size, the format, and the depth of the assortment to make them even more efficient and profitable. So we will be instituting more rigor as we think about new locations going forward. Okay, thank you. This concludes our question and answer session. The conference has now also concluded. Thank you for attending today's presentation, and you may now disconnect. The Ultimate Parody Site!
Besides the format the desktop assortment to make them, even more efficient and profitable itself.
So we will be instituting more rigor as we think about new location.
Going forward.
Okay. Thank you.
Okay.
This concludes our question and answer session. The conference has now also concluded. Thank you for attending today's presentation.
Now disconnect.
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Yes.
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