Q3 2025 GigaCloud Technology Inc Earnings Call

Speaker #3: Good day and welcome to the Gigacloud Tech Third Quarter 2020 Earnings Call . All participants will be in a listen only mode . Should you need assistance , please signal a conference specialist by pressing star key , followed by zero .

Speaker #3: After today's presentation , there will be an opportunity to ask questions , to ask a question , you may press star , then one on your telephone keypad .

Speaker #3: To withdraw your question , please press star . Then two . Please note this event is being recorded . I'll now like to turn the conference over to Mr. Larry Wu , CEO .

Speaker #3: Please go ahead .

Speaker #4: Thank you, Operator. And welcome, everybody, to today's call. This quarter's performance is a strong testament to GigaCloud Tech's resilience and adaptability.

Speaker #4: Despite the challenges brought by global trade uncertainties , a cooling housing market and the wavering consumer confidence . We delivered a robust 10% year over over year growth .

Speaker #4: Returning to two digit increase . And setting a new record of $333 million in quarterly revenue and $0.99 in quarterly EPs . These results reflect our ability to move fast , stay lean and execute with precision , even in the face of macroeconomic headwinds where navigating today's environment with confidence .

Speaker #4: Guided by the disciplined execution of our long-term strategy, staying agile, and continuing to diversify for resiliency, our Noble House optimization is delivering fantastic results. Strategically adding new products and phasing out underperformers has fueled this success.

Speaker #4: Our first year-over-year revenue growth since we completely completed the acquisition. We are excited for the future value that we expect.

Speaker #4: This portfolio will unlock as we continue our optimization effort. As we have discussed many times before, we view M&A as a part of our long-term growth strategy.

Speaker #4: Nova House is a powerful validation of this strategy by combining product channels and vendor resources from Nova House with operational efficiency and the transformative marketplace of Gigacloud Tech. We have not only been able to turn a bankrupt company, losing nearly $40 million in 2023, into a profitable, growing asset in less than two years, but we have also expanded our product line and channeled our reach.

Speaker #4: This result is exactly why we view M&A as a cornerstone of our long-term growth. As we look forward, this is a playbook that gives us tremendous confidence in our strategy to continue unlocking new value for the future.

Speaker #4: With that said, I am very excited to share our plan to acquire new classic home furnishing, scheduled to close on January 1, 2026.

Speaker #4: As a traditional brick and mortar focused wholesaler , New Classic is a perfect strategic fit for Gigacloud Tech to further diversify our business and reach beyond e-commerce .

Speaker #4: As many of you know , Gigacloud Tech ecosystem has historically been more concentrated towards e-commerce . Big and bulky . This acquisition represents our strategic move to recalibrate our focus making brick and mortar wholesale a more significant and complementary part to our ecosystem , an area we see tremendous opportunities in .

Speaker #4: We have already proven the viability of our marketplace . The next step of evolution , naturally , is to bridge the digital and the physical world for truly channel agnostic ecosystem that empower buyers and sellers to trade seamlessly with the unparalleled reach and flexibility .

Speaker #4: Executing this next phase evolution in the current economic climate is a deliberate choice. While no company is immune to macro pressures, our focus.

Speaker #4: Our focus on execution, strong balance sheet, and use of identification as a hedging strategy allows us to navigate this turbulence more effectively than most.

Speaker #4: Secure and competitive advantages today . That will fuel our next chapter of growth . To that end , I will now turn the call over to Iman , who will provide more detailed on the progress .

Speaker #4: We will continue to make progress against our key operational goals.

Speaker #5: Thank you, Larry. Hello, everybody. Our marketplace continues to gain momentum, delivering another strong quarter of growth for the trailing 12 months ending September 30, 2025.

Speaker #5: Marketplace GMV rose approximately 21% , reaching nearly $1.5 billion , underscoring the scalability and resilience of our platform . Our active seller base continues to expand , up 17% year over year to 1232 , with GMV for this cohort climbing more than 24% on a trailing 12 month basis to over $790 million .

Speaker #5: Buyer growth also

Speaker #5: accelerated , update increasing 34% to 11,419 as more businesses looked for new efficiencies and risk optimization in a challenging environment . Our global revenues increased by 10% in the third quarter on a year over year basis , while the domestic US market faced headwinds .

Speaker #5: Our international markets acted as a powerful hedge, driving growth and offsetting domestic softness. Diversification and having a balanced portfolio is a core tenet of our strategy, ensuring we are not overly reliant on any single market.

Speaker #5: Europe continues to be a powerful growth engine , with year over year revenues up 70% to a record $100 million , making a major milestone in our global expansion .

Speaker #5: Our diversification efforts, however, are not limited to geographical expansion. We're also looking to create a more dynamic marketplace supported by a broader range of product offerings and distribution channels to accelerate this strategy.

Speaker #5: We leverage M&A to acquire key capabilities. Our approach has a two-pronged strategy: deepening our core capabilities through acquisitions and leveraging our ecosystem to make the acquired asset more efficient, competitive, and profitable.

Speaker #5: Our 2023 acquisition of Noble House is a prime example. It's not just an addition, but a strategic integration that deepens our product catalog and capabilities.

Speaker #5: We have made substantial progress with our noble House portfolio optimization since last quarter . We have introduced another 2300 new SKUs and retired 1100 underperforming SKUs , shaping a more streamlined , high performing portfolio built to scale .

Speaker #5: As shared earlier this year , our SKU rationalization efforts have successfully returned to portfolio to profitability while temporarily impacting our top line . I am pleased to report that in Q3 , this disciplined approach has paid off with the portfolio not only maintaining its profitability , but also returning to growth .

Speaker #5: We have effectively reset our foundation and are now reigniting growth from a much healthier foundation. Looking ahead, we plan to build on this momentum.

Speaker #5: Our strong balance sheet positions us to be highly active and disciplined in pursuing inorganic opportunities that align with our long-term strategic goals. Our pending acquisition of New Classics is a great example of the type of value-creating asset we are looking for.

Speaker #5: New classic is a well-respected , long standing US wholesaler with deep roots into brick and mortar furniture , space . The company has over 1000 primarily brick and mortar retailer relationships .

Speaker #5: Over 2,000 active SKUs, a high-performing team, and a wide network of vendors that specialize in products tailored for the specific channel.

Speaker #5: The acquisition is strategically targeted to dramatically widen our distribution and channel reach. By pairing the new Classics Network with Gigacloud Tech's marketplace ecosystem and logistics capabilities, we can accelerate growth.

Speaker #5: Excuse me, accelerate growth and unlock new efficiencies. We expect to close the transaction early in the first quarter of 2026 and anticipate 4 to 6 quarters of strategic initiatives to be reflected in our financial performance.

Speaker #5: Now, I'll turn things over to Erica for a discussion of third-quarter financials.

Speaker #6: Thank you . And hello , everybody . A quick note before we get into our results . All figures I cover today are rounded .

Speaker #6: And unless otherwise noted , comparisons are against the same period last year . Now let's take a look at this quarter's results . We delivered a great quarter , including double digit growth revenue of 10% to 333 million .

Speaker #6: A new quarterly high . Now let's break this down by revenue streams . Our service revenues declined 2% year over year , primarily driven by reduced US ocean shipping and drainage revenues .

Speaker #6: The uncertainties seen in recent months have resulted in significant declines in the demand for ocean shipping services to the U.S. for many industries. Lower demand has suppressed ocean spot rates, which translates to lowered ocean service revenues for the U.S.

Speaker #6: US revenue pressures were partially offset by strong year over year growth in similar services delivered to our European market . Sellers . Service margin came in at 9.1% , down 2.3% sequentially , primarily driven by higher last mile delivery costs in the US following pricing adjustments implemented by some of our ground transportation fulfillment partners .

Speaker #6: In response, we are actively recalibrating client pricing to reflect these updated cost structures. Total product revenue grew 16% year over year, driven by our strong performance of 69% growth in Europe.

Speaker #6: Growth was partially offset by a 5% decline in the U.S., which is reflective of the challenging macroeconomic pressures in the region. But more importantly, it is a direct outcome of our disciplined strategy, as communicated last quarter.

Speaker #6: We have implemented targeted price increases to address rising tariff costs. Our strategy is to prioritize margin integrity over pure volume, ensuring the growth we deliver is sustainable and valuable.

Speaker #6: Our commitment to margin integrity was put to the test this quarter , and proved effective . We faced a significant margin headwind from the sale of products sourced in Q2 under tariffs exceeding 100% , which we successfully navigated with strategic price increases , protecting our baseline profitability .

Speaker #6: Beyond this mitigation, we delivered a sequential product margin expansion of 70 basis points to 29.9%. As we grew our higher product margin channels, we benefited from lowered ocean shipping costs for GigaCloud as a whole.

Speaker #6: Gross margin was 23.2% for the third quarter, a 70 basis point sequential decline from the second quarter of 2025. Operating expenses declined 1.7% sequentially to 11%, primarily driven by lowered G&A expenses.

Speaker #6: This is a reflection of lower stock-based compensation this quarter, as most stock-based compensation is granted and vested in the second quarter of each year.

Speaker #6: Selling and marketing expenses remained flat sequentially at 8% of sales. This brings net income to $37 million, or 11.2% of revenue, reflecting an expansion of 50 basis points sequentially.

Speaker #6: I am also pleased to report a new record for quarterly EPS of $0.99 per share, driven by our team's focused execution and amplified by our ongoing share repurchase efforts.

Speaker #6: For the third quarter , we generated operating cash flows of 78 million , ending the quarter with total liquidity , which includes cash , cash equivalents and restricted cash and short term investments of 367 million .

Speaker #6: We remain debt-free and continue to execute on our capital allocation strategy of pursuing strategic acquisitions, such as new Classic, while simultaneously returning capital to shareholders through buybacks.

Speaker #6: Since the announcement of our 111 million share buyback plan in August, we have executed approximately 16 million in buybacks to date, or 15% of our latest plan limit.

Speaker #6: This brings our cumulative buyback total to 87 million as of date. Since our IPO in 2022, we plan on continuing to execute opportunistically, using buybacks as a flexible tool to return value to our shareholders.

Speaker #6: Finishing with our fourth quarter outlook, revenue is expected to be between $328 million and $344 million. Operator, we are now ready to begin the Q&A session.

Speaker #3: We will now begin the question and answer session . To ask a question , you must press star . Then one on your telephone keypad .

Speaker #3: If you are using a speakerphone, please pick up your handset before pressing the keys. If at any time your question has been addressed and you would like to withdraw your question, please press star, then two.

Speaker #3: At this time, we will pause momentarily to assemble our roster. Your first question today comes from Tom Forte from Maxim Group.

Speaker #3: Please go ahead .

Speaker #7: Great . Thanks . Congratulations on the quarter . One question and one follow up . So you talked about a new M&A acquisition .

Speaker #7: Can you talk about your thoughts on additional M&A acquisitions . Recently you've talked about looking for opportunities to expand in Europe . And then also looking for opportunities I think to add a technology perhaps on the software side , things of that nature .

Speaker #7: So that's my first question .

Speaker #8: Yeah, we're keep looking. You know, different opportunities by focusing on any opportunity can bring us more product or the fulfillment of capability.

Speaker #8: But right now I think we're more focusing on , you know , concluding the the closing of a new classic . But our team is definitely concurrently looking for new opportunity .

Speaker #8: But it's unlikely that this is a can happen , you know , in the coming few months because we'll be focusing on , you know , new classic for this moment .

Speaker #7: Okay . And then for my second question and thank you , Larry , for the answer on that one . The the good news for the housing market is that the fed has now had multiple rate cuts .

Speaker #7: I recognize that the housing market is still very challenged. Do you think any of these rate cuts are starting to translate into greater interest in home merchandise?

Speaker #7: And then the possibility for some sort of sales catalyst over the next 12 months.

Speaker #8: Yeah , that's obviously this , Larry . We were , you hopeful about the , you know , the bouncing back of the housing market , but we're trying to keep ourselves more focused on the execution micro level .

Speaker #8: You know , because we do have the toolbox of , you know , more diversified revenue . Avenue that that we can really enjoy .

Speaker #8: The flexibility to avoid any kind of , you know , reliance on any of the the macro , you know , positive of factor to happen to really provide the opportunity to grow that we're trying to deliver the growth regardless of what the macro economic is doing .

Speaker #7: Thank you, Larry. Thanks for taking my questions.

Speaker #8: Thank you .

Speaker #3: Thank you . Once again , if you have a question , please press star . Then one . Your next question comes from Joseph Gonzalez from Roth Capital Partners .

Speaker #3: Please go ahead .

Speaker #9: Hi , guys . Thank you for taking my question . It's great to see you guys kind of transform noble House . I want to see if you guys can unpack that here a little bit .

Speaker #9: Is there any chance you can just give us a cadence of how the quarter went and kind of the drivers for that growth there in Q3?

Speaker #9: Q .

Speaker #6: Okay . Thanks , Joseph . Yeah . Q3 I think overall went really well . The main drivers here are Noble Health outperforming in the US and also Europe .

Speaker #6: It's nothing new. Continuing to perform very strongly.

Speaker #9: Got it . And as it pertains to your core business it's like excluding noble House . Any drivers there you'd like to unpack for us as you come out , you know , with about double digit growth in the fourth quarter , through your guidance , just kind of what you guys are seeing in your early innings of four .

Speaker #9: Q and the confidence there.

Speaker #10: I think as of today, we're seeing kind of Q4.

Speaker #6: Going well .

Speaker #10: Kind of as expected .

Speaker #6: And this is this is reflected in the guidance that we gave just now . And this is , of course , inclusive of the expectation of Europe , which is mostly it is entirely organic .

Speaker #6: Continuing to perform strongly . Noble House and then , of course , our original non-acquired parts of the business , all three combined .

Speaker #9: Got it. It's good to hear you all are able to navigate during the dynamic environment. We'll go ahead and leave it there.

Speaker #9: Thank you guys .

Speaker #11: Thank you .

Speaker #3: Thank you. There are no further questions at this time. And with that, that does conclude our question and answer session.