Q4 2025 Oxford Industries Inc Earnings Call

March 26, 2026

Speaker #1: Good evening and welcome to the Oxford Industries Inc. 4th quarter fiscal 2025 earnings conference call. At this time, all participants are in a listen-only mode.

Speaker #1: A question and answer session will follow the formal presentation. If anything should require operator assistance, please press star zero on your telephone keypad. It is now my pleasure to introduce your host, Brian Smith of Oxford Industries.

Speaker #1: Thank you. You may begin.

Speaker #2: Thank you. Good afternoon. Before we begin, I would like to remind participants that certain statements made on today's call and in the Q&A session may constitute forward-looking statements within the meaning of the Federal Securities Laws.

Speaker #2: Forward-looking statements are not guarantees and actual results may differ materially from those expressed or implied in the forward-looking statements. Important factors that could cause actual results of operations or our financial condition to differ are discussed in our press release issued earlier today and in documents filed by us with the SEC.

Speaker #2: Including the risk factors contained in our form 10-K. We undertake no duty to update any forward-looking statements. During this call, we will be discussing certain non-GAAP financial measures.

Speaker #2: In the fourth quarter fiscal 2025, we changed our measure of profitability from segment and operating income to segment EBITDA. You can find a reconciliation of non-GAAP financial measures including segment EBITDA in our press release issued earlier today, which is posted under the investor relations tab on our website at oxfordinc.com.

Speaker #2: And now I'd like to introduce today's call participants. With me today are Tom Chubb, Chairman and CEO, and Scott Grassmyer, CFO and COO. Thank you for your attention, and now let's turn the call over to Tom Chubb.

Speaker #3: Good afternoon, and thank you for joining us. I'm glad to be here today to discuss our fourth quarter results and the progress we made in fiscal 2025, as well as our outlook for fiscal 2026.

Speaker #3: We were pleased that fourth quarter net sales and adjusted earnings per share, helped by late January momentum of our largest brand, Tommy Bahama, landed at the midpoint of our guidance ranges, excluding charges associated with the bankruptcy of SAX Global that were not known when we last updated our outlook.

Speaker #3: While we operated against an uneven consumer backdrop during the holiday season, with pressured traffic and conversion trends, across much of our portfolio, and a highly promotional marketplace, the actions we took throughout the year to strengthen our business helped deliver improving trends late in the fourth quarter.

Speaker #3: The holiday quarter unfolded broadly in line with the pressures we described last quarter, particularly in categories and assortments most affected by tariff-related sourcing decisions and a highly promotional market.

Speaker #3: Despite the challenges of higher tariff costs and a competitive environment, our efforts to strengthen the supply chain and diversify sourcing helped us protect stronger margins and maintain healthy inventory levels.

Speaker #3: Importantly, absent the impact of higher tariff costs, gross margin would have increased versus the prior year. As fiscal 2025 concluded, we were encouraged by the improvement we saw as we exited the holiday season and entered our important resort and early spring period.

Speaker #3: Comparable sales led by mid-single-digit positive comps at Tommy Bahama improved and turned positive for the total company in late January. In the first quarter of fiscal 2026 to date, comps at Tommy Bahama have remained mid-single-digit positive, while comps for the total company have remained modest to positive.

Speaker #3: At Lilly Pulitzer, first quarter comps have run below our plan, which we believe is largely attributable to colder weather along the eastern seaboard, including Florida and the Southeast, the brand's most important markets.

Speaker #3: At Donny Was, while comps remain negative, the business is performing in line with our expectations and improving through the quarter as our marketing and merchandising effectiveness actions begin to take hold.

Speaker #3: Quarter to date, business in the emerging brands group is quite strong, with comps well into double digits. We are especially encouraged that performance improved as we moved into resort and early spring when our product offerings were better aligned with customer demand compared with our holiday assortments.

Speaker #3: We view that improvement as particularly meaningful because these are seasons when our brands are especially well positioned, given their connection to warm-weather lifestyles and the occasions that matter most to our customers.

Speaker #3: While the environment remains uncertain, these trends reinforce our confidence that the actions we have taken are gaining traction. We also made meaningful progress in fiscal 2025 to strengthen our operational foundation. Shortly after year-end, we completed construction of our new state-of-the-art distribution center in Lyons, Georgia, and began receiving initial inventory shipments.

Speaker #3: Lyons, which represents the most significant infrastructure investment Oxford has made in many years, and we are proud of the teams who brought it to this point.

Speaker #3: As we indicated previously, we do not expect meaningful near-term financial benefit during the early stages of the ramp, but reaching this milestone is an important step in strengthening our long-term operating platform.

Speaker #3: In addition to completing Lyons, we continue to invest in technology, data and analytics, and artificial intelligence, while also advancing our strategic sourcing initiatives to further diversify our sourcing profile.

Speaker #3: Early in fiscal 2025, approximately 40% of our apparel and related products were expected to be sourced from producers located in China. Through the actions we took during the year, that figure declined slightly less than 30% of our product purchases in fiscal 2025, and our annualized run rate entering fiscal 2026 has been reduced to approximately 15%.

Speaker #3: Together, these actions have increased our flexibility and better positioned us to navigate continued uncertainty in the marketplace. Turning to fiscal 2026, our outlook assumes that we build on the encouraging momentum we have seen early in the first quarter, particularly at Tommy Bahama.

Speaker #3: While the tariff situation remains fluid and we face meaningful tariff pressure in Q1 that we did not incur last year, we believe the actions we have taken to diversify sourcing and improve execution across the business will help limit the impact on earnings as we move through fiscal 2026, and allow us to leverage low single-digit sales growth into meaningful earnings improvement.

Speaker #3: That will provide more detail on the factors shaping our outlook, but our priorities are clear: sustainable momentum, improved profitability, and continued strengthening of our brands for the long term.

Speaker #3: Stepping back, our operational priorities remain consistent and straightforward regardless of the macro environment: serving our customer, protecting the integrity of our lifestyle brands, and generating cash so we can reinvest thoughtfully in the business, maintain a strong balance sheet, and create long-term shareholder value.

Speaker #3: In an uncertain consumer environment, success comes from controlling what we can control and staying focused on execution. Each of our brands has specific priorities for fiscal 2026 tailored to its opportunities, but they share a common thread of focus on what makes each brand special: the product, the storytelling, and the experiences that keep customers engaged.

Speaker #3: At Tommy Bahama, our top priority in fiscal 2026 is to build on the momentum the brand has generated, with comps in the mid-single-digit range in the first quarter to date.

Speaker #3: We believe that momentum reflects the work the team has done to improve assortment balance, strengthen key in-stock programs, and better align product offerings with customer demand.

Operator: Greetings, and welcome to the Oxford Industries, Inc. Q4 fiscal 2025 earnings conference call. At this time, all participants are in a listen-only mode. A question and answer session will follow the formal presentation. If anyone should require operator assistance, please press star zero on your telephone keypad. It is now my pleasure to introduce your host, Brian Smith of Oxford Industries, Inc. Thank you. You may begin.

Operator: Greetings, and Welcome to the Oxford Industries, Inc. Q4 Fiscal 2025 Earnings Conference Call. At this time, all participants are in a listen-only mode. A question and answer session will follow the formal presentation. If anyone should require operator assistance, please press star zero on your telephone keypad. It is now my pleasure to introduce your host, Brian Smith of Oxford Industries, Inc. Thank you. You may begin.

Speaker #3: In fiscal 2026, we are focused on sharpening merchandising and elevating brand storytelling, improving hospitality performance, and evolving our marketing approach to build demand depth and retention, and reach new audiences.

Speaker #3: We believe that the combination positions Tommy Bahama to deliver improved, profitable growth while reinforcing its position as a leading premium lifestyle brand. At Lilly Pulitzer, we are focused on a set of strategic levers designed to unlock more sustainable profitability while positioning the brand for long-term growth.

Brian Smith: Thank you and good afternoon. Before we begin, I would like to remind participants that certain statements made on today's call and in the Q&A session may constitute forward-looking statements within the meaning of the federal securities laws. Forward-looking statements are not guarantees, and actual results may differ materially from those expressed or implied in the forward-looking statements. Important factors that could cause actual results of operations or our financial condition to differ are discussed in our press release issued earlier today and in documents filed by us with the SEC, including the risk factors contained in our Form 10-K. We undertake no duty to update any forward-looking statements. During this call, we'll be discussing certain non-GAAP financial measures. In the Q4 of fiscal 2025, we changed our measure of profitability from segment operating income to segment EBITDA.

Speaker #3: We see meaningful opportunities to sharpen our assortment strategy, improve pricing architecture, and allocation effectiveness, strengthen our connection with the core customers through more personalized storytelling, and optimize Lily's distribution and channel mix in ways that support both growth and brand awareness.

Speaker #3: At Johnny's, our priority remains executing the brand revitalization plan we have been building. That begins with product, as we work to bring greater cohesion to the design process, refine assortments, and create a more seamless commercial model across retail, e-commerce, and wholesale.

Brian Smith: You can find a reconciliation of non-GAAP to GAAP financial measures, including segment EBITDA, in our press release issued earlier today, which is posted under the Investor Relations tab of our website at oxfordinc.com. Now I'd like to introduce today's call participants. With me today are Tom Chubb, Chairman and CEO, and Scott Grassmayer, CFO and COO. Thank you for your attention, now I'd like to turn the call over to Tom Chubb.

Speaker #3: At the same time, we remain focused on the merchandising discipline, go-to-market consistency, and marketing effectiveness needed to improve execution and stabilize performance over time.

Speaker #3: We believe these actions, along with the leadership changes we announced in the third quarter, will strengthen the foundation of the business and better position the brand for the future, and result in a meaningfully improved EBITDA for the year.

Tom Chubb: Good afternoon, and thank you for joining us. I'm glad to be here today to discuss our Q4 results, the progress we made in fiscal 2025, and our outlook for fiscal 2026. We were pleased that Q4 net sales and adjusted earnings per share, helped by late January momentum of our largest brand, Tommy Bahama, landed at the midpoint of our guidance ranges, excluding charges associated with the bankruptcy of Saks Global that were not known when we last updated our outlook. While we operated against an uneven consumer backdrop during the holiday season with pressured traffic and conversion trends across much of our portfolio and a highly promotional marketplace, the actions we took throughout the year to strengthen our business helped deliver improving trends late in the Q4.

Speaker #3: Within our emerging brands group, our focus in fiscal 2026 is on accelerating brand heat, expanding distribution into disciplined ways, and continuing to leverage our shared operating platform to drive profitable growth.

Speaker #3: This group continues to provide encouraging growth and energy in fiscal 2025, and we believe there is meaningful opportunity to build on that momentum through stronger storytelling, better merchandising tools, and more effective allocation across channels.

Speaker #3: Across our portfolio, we're taking a disciplined, phased approach to developing our data and AI capabilities. Initially, we're focused on areas where we see the clearest near-term return on investment, including marketing and e-commerce use cases, enterprise productivity tools, and selected IT applications such as developer productivity.

Tom Chubb: The holiday quarter unfolded broadly in line with the pressures we described last quarter, particularly in categories and assortments most affected by tariff-related sourcing decisions and a highly promotional market. Despite the challenges of higher tariff costs and a competitive environment, our efforts to strengthen the supply chain and diversify sourcing helped us protect strong gross margins and maintain healthy inventory levels. Importantly, absent the impact of higher tariff costs, gross margin would have increased versus the prior year. As fiscal 2025 concluded, we were encouraged by the improvement we saw as we exited the holiday season and entered our important resort in early spring periods. Comparable sales, led by mid-single-digit positive comps at Tommy Bahama, improved and turned positive for the total company in late January.

Speaker #3: We are starting with practical use cases while continuing to strengthen the data foundation needed to support more advanced capabilities over time. As always, I want to express my deep appreciation for our teams across the enterprise.

Speaker #3: Their resilience, creativity, and focus on our customer are the foundation of everything we do. With that, I'll turn the call over to Scott for more detailed commentary on our financial performance and outlook.

Speaker #3: Thank you, Tom. As Tom mentioned, we finished the fourth quarter and full fiscal year '25 with top-line results within our guidance range, and bottom-line results within our guidance range, excluding $0.19 per share of charges related to the SAX Global bankruptcy.

Speaker #3: Consolidated net sales in fiscal 2025 decreased 3% to $1.48 billion. Sales in our full-priced brick-and-mortar locations and e-commerce were down 3%, driven by a total DTC comp of -4%, partially offset in our retail channel by the addition of new store locations.

Tom Chubb: In the Q1 of fiscal 2026 to date, comps at Tommy Bahama have remained mid-single digit positive, while comps for the total company have remained modestly positive. At Lilly Pulitzer, Q1 comps have run below our plan, which we believe is largely attributable to colder weather along the eastern seaboard, including Florida and the Southeast, the brand's most important markets. At Johnny Was, while comps remain negative, the business is performing in line with our expectations and improving through the quarter as our marketing and merchandising effectiveness actions begin to take hold. Q1 to date, business in the emerging brands group is quite strong, with comps well into double digits. We are especially encouraged that performance improved as we moved into resort and early spring, when our product offerings were better aligned with customer demand compared with our holiday assortments.

Speaker #3: Outlet sales were also down 2%. Our food and beverage locations grew by 4%, driven primarily by the addition of four new food and beverage locations added during the year.

Speaker #3: Partially offset by a slightly negative comp. Our wholesale channel, which has continued to be pressured primarily from the decline in the specialty store market, decreased $13 million, or 5%.

Speaker #3: Despite the decline of the specialty market, we have been pleased with our sales through our most important department store customers and our ability to grow or at least maintain market share.

Speaker #3: Brand sales declined at Tommy Bahama and Johnny's, which were driven by negative comps in the high-single- and low-double-digit range, respectively. Brand sales at Lilly Pulitzer were driven by positive comps in the low-single-digit range.

Speaker #3: Our emerging brands continue to be a bright spot with sales growth in the low double-digit range as the brand continues to grow and mature.

Speaker #3: Adjusted gross margin contracted 190 basis points to 61.3%, driven primarily by higher tariffs of $30 million, or 200 basis points. Absent tariffs, a higher proportion of net sales occurred during promotional clearance events at Tommy Bahama and Lilly Pulitzer, which were partially offset by lower freight costs to customers from successful contract renegotiations during the year, along with a change in sales mix with a higher proportion of DTC sales.

Tom Chubb: We view that improvement as particularly meaningful because these are seasons when our brands are especially well positioned given their connection to warm weather lifestyles and the occasions that matter most to our customers. While the environment remains uncertain, these trends reinforce our confidence that the actions we have taken are gaining traction. We also made meaningful progress in fiscal 2025 to strengthen our operational foundation. Shortly after year-end, we completed construction of our new state-of-the-art distribution center in Lyons, Georgia, and began receiving initial inventory shipments. Lyons represents the most significant infrastructure investment Oxford has made in many years, and we are proud of the teams who brought it to this point. As we indicated previously, we do not expect meaningful near-term financial benefit during the early stages of the ramp, but reaching this milestone is an important step in strengthening our long-term operating platform.

Speaker #3: Across our three major brands, consumer response has continued to be stronger during our promotional indices and clearance events, and to new and innovative fashion products, continuing a trend from the last couple of years.

Speaker #3: Adjusted SG&A expenses, which had been adjusted in the current year to remove depreciation and amortization, increased 4% to $815 million, compared to $784 million in fiscal '24.

Speaker #3: During fiscal '25, we incurred higher expenses related to the 10 net new retail stores opened in fiscal 2025, including four new food and beverage locations, along with 30 net new stores added during fiscal '24.

Speaker #3: Combined, these locations accounted for almost half of the SGA increase during the year. We also incurred higher costs related to software and professional service fees, credit losses primarily related to the SAX bankruptcy, partially offset by lower advertising costs.

Speaker #3: The result of this yielded adjusted EBITDA of $107 million, or a 7.2% EBITDA margin, compared to adjusted EBITDA of $193 million, or 12.7% of net sales, in the prior year.

Tom Chubb: In addition to completing Lyons, we continue to invest in technology, data and analytics, and artificial intelligence while also advancing our strategic sourcing initiatives to further diversify our sourcing profile. Early in fiscal 2025, approximately 40% of our apparel and related products were expected to be sourced from producers located in China. Through the actions we took during the year, that figure declined to slightly less than 30% of our product purchases in fiscal 2025, and our annualized run rate entering fiscal 2026 has been reduced to approximately 15%. Together, these actions have increased our flexibility and better positioned us to navigate continued uncertainty in the marketplace. Turning to fiscal 2026, our outlook assumes that we build on the encouraging momentum we have seen early in Q1, particularly at Tommy Bahama.

Speaker #3: Moving beyond EBITDA, adjusted depreciation and amortization was flat compared to fiscal '24. We incurred $4 million of higher interest expense, resulting from higher average debt levels.

Speaker #3: And we had a higher adjusted effective tax rate. With all this, we ended with $2.11 of adjusted EPS, which includes 19 cents of charges related to the SAX bankruptcy.

Speaker #3: I'm now moving on to our balance sheet, beginning with inventory. At the end of fiscal '25, inventory decreased 1% on a LIFO basis, which was impacted by a large increase in our LIFO reserve.

Speaker #3: Inventory increased 2% on a FIFO basis. The increase was driven by a $11 million of incremental tariff costs capitalized into inventory, relating to tariffs implemented during fiscal '25.

Speaker #3: Inventory was up just slightly in all brands, except for Johnny Was, primarily due to the additional tariff costs. With tariffs, I also want to address some important points.

Tom Chubb: While the tariff situation remains fluid and we face meaningful tariff pressure in Q1 that we did not incur last year, we believe the actions we have taken to diversify sourcing and improve execution across the business will help limit the impact on earnings as we move through fiscal 2026 and allow us to leverage low single-digit sales growth into meaningful earnings improvement. Scott will provide more detail on the factors shaping our outlook, but our priorities are clear. Sustain momentum, improve profitability, and continue strengthening our brands for the long term. Stepping back, our operational priorities remain consistent and straightforward regardless of the macro environment. Serving our customer, protecting the integrity of our lifestyle brands, and generating cash so we can reinvest thoughtfully in the business, maintain a strong balance sheet, and create long-term shareholder value.

Speaker #3: During fiscal '25, we paid approximately $40 million of tariffs imposed under IBA. That was struck down by Supreme Court. While those payments could potentially translate into a receivable, the time collectibility remained uncertain.

Speaker #3: No potential recovery was included in our fiscal '25 results or is included in our fiscal '26 guidance. We ended the year with outstanding long-term debt of $116 million, up from $31 million at the end of the prior year.

Speaker #3: Our $120 million of cash flow from operations in fiscal '25 were outpaced by our capital expenditures of $108 million, primarily related to the Lions Georgia Distribution Center project and the addition of new brick-and-mortar locations.

Speaker #3: $55 million of share repurchases and $42 million of dividends. I will now spend some time on our outlook for 2026. For the full year, we expect net sales to be between $1.475 billion and $1.53 billion.

Speaker #3: Approximately flat to 4% compared to the sales of 1.478 billion in 2025. The sales plan in 2026 includes growth in the Tommy Bahama and Lily Pulitzer emerging brand segments, partially offset by a decrease at Johnny was.

Tom Chubb: In an uncertain consumer environment, success comes from controlling what we can control and staying focused on execution. Each of our brands have specific priorities for fiscal 2026 tailored to its opportunities, but they share a common thread. A focus on what makes each brand special, the product, the storytelling, and the experiences that keep customers engaged. At Tommy Bahama, our top priority in fiscal 2026 is to build on the momentum the brand has generated with comps in the mid-single-digit range in Q1 to date. We believe that momentum reflects the work the team has done to improve assortment balance, strengthen key in-stock programs, and better align product offerings with customer demand. In fiscal 2026, we are focused on sharpening merchandising, elevating brand storytelling, improving hospitality performance, and evolving our marketing approach to build demand, deepen retention, and reach new audiences.

Speaker #3: A total comp of approximately flat to positive 3%, with some additional lift from non-comp locations opened in 2025. By distribution channel, the sales plan consists of mid-single-digit increases in brick-and-mortar and retail channels, along with a low double-digit increase in food and beverage locations.

Speaker #3: That includes the annualization of four new locations from 2025. The wholesale channel is expected to contract in the mid-single-digit range, due primarily to continued declines in the specialty store market.

Speaker #3: More broadly, our guidance balances the modestly positive first quarter-to-date comps with the uncertainty we continue to see in the consumer environment. This includes the potential for additional pressure from the conflict involving Iran, and the possibility that higher oil prices could weigh on consumer spending, freight, and raw material costs.

Speaker #3: Moving on to gross margin, we first lay out the tariff assumptions embedded in our outlook. We're assuming tariff rates for the full year fiscal '26 will remain generally consistent with the incremental tariff rates put in place during fiscal '25.

Tom Chubb: We believe that combination positions Tommy Bahama to deliver improved profitable growth while reinforcing its position as a leading premium lifestyle brand. At Lilly Pulitzer, we are focused on a set of strategic levers designed to unlock more sustainable profitability while positioning the brand for long-term growth. We see meaningful opportunities to sharpen our assortment strategy, improve pricing architecture and allocation effectiveness, strengthen our connection with the core customer through more personalized storytelling, and optimize Lilly's distribution and channel mix in ways that support both growth and brand awareness. At Johnny Was, our priority remains executing the brand revitalization plan we've been building. That begins with product as we work to bring greater cohesion to the design process, refine assortments, and create a more seamless commercial model across retail, e-commerce, and wholesale.

Speaker #3: These rates are consistent with the rates reflected in our inventory balances at the beginning of fiscal '26 and what we expect for future receipts during the year.

Speaker #3: We are not incorporating any benefit from the recent Supreme Court decision or any related subsequent actions on other tariff matters. We are also not assuming any refunds of tariffs previously paid.

Speaker #3: Using these assumptions, we expect total IBA-related tariff headwinds of $50 million during fiscal '26, or an incremental $20 million or $150 basis points of gross margin impact, and a dollar per share impact.

Speaker #3: On top of the $30 million of tariff headwinds we absorbed in fiscal '25, the additional tariff costs are not expected to be evenly distributed throughout the year, as we have discussed previously.

Speaker #3: We recognize very little incremental tariff costs in the first quarter of fiscal '25. Due to the timing of when tariffs were enacted, and our efforts to accelerate large portions of our inventory purchases, as a result, we expect an approximate $12 million, or 300 basis points, headwind to gross margin in the first quarter of 2026.

Tom Chubb: At the same time, we remain focused on the merchandising discipline, go-to-market consistency, and marketing effectiveness needed to improve execution and stabilize performance over time. We believe these actions, along with the leadership changes we announced in Q3, will strengthen the foundation of the business and better position the brand for the future and result in a meaningfully improved EBITDA for the year. Within our emerging brands group, our focus in fiscal 2026 is on accelerating brand heat, expanding distribution in a disciplined way, and continuing to leverage our shared operating platform to drive profitable growth. This group continued to provide encouraging growth and energy in fiscal 2025, and we believe there is meaningful opportunity to build on that momentum through stronger storytelling, better merchandising tools, and more effective allocation across channels.

Speaker #3: Beginning in the second quarter, we expect the incremental tariff impact to moderate significantly, as we anniversary periods of fiscal '25 that did include more substantial tariff impacts.

Speaker #3: After Q1, we expect year-over-year tariff headwinds of approximately $2 to $4 million, or 50 to 100 basis points per quarter. Outside of tariffs, we expect a full year of benefit from price increases, a change in sales mix with a greater proportion of direct-to-consumer sales, and a slightly lower promotional cadence to result in a modest adjusted gross margin expansion to approximately 62%.

Speaker #3: The price increases implied in our guidance range from 4% to 8%, and vary by brand. These increases reflect a more elevated assortment, as well as higher pricing for new product.

Speaker #3: With relatively limited like-for-like increases from existing product, moving beyond tariffs and gross margin, we expect SG&A (which now excludes depreciation and amortization) to grow in the low single-digit range, primarily due to increased software-related costs, the annualization of incremental SG&A from the 10 new stores added during fiscal '25 and a handful of locations, including new Tommy Bahama onboard in fiscal '26, and increased incentive compensation, primarily due to lower payouts in recent years.

Tom Chubb: Across our portfolio, we are taking a disciplined, phased approach to developing our data and AI capabilities, initially focused on areas where we see the clearest near-term return on investment, including marketing and e-commerce use cases, enterprise productivity tools, and selected IT applications, such as developer productivity. We are starting with practical use cases while continuing to strengthen the data foundation needed to support more advanced capabilities over time. As always, I want to express my deep appreciation for our teams across the enterprise. Their resilience, creativity, and focus on our customers are the foundation of everything we do. With that, I'll turn the call over to Scott for more detailed commentary on our financial performance and outlook.

Speaker #3: Also within the EBITDA, we expect royalties and other income to increase by approximately $2 million in fiscal 2026. Additionally, our fiscal '26 guidance includes the unfavorable impact of increased losses of $5 million or $0.25 per share related to the opening of our new Lions DC.

Speaker #3: These losses reflect the ramp-up costs of opening and operating the facility before we have achieved targeted inventory levels, and the costs of operating two facilities while we transition out of the old facility and into the new facility.

Speaker #3: We expect that significantly all of the incremental costs to operate the new Lions DC in fiscal '26 will be depreciation-related, with some offsetting reductions in cash operating costs.

K. Scott Grassmyer: Thank you, Tom. As Tom mentioned, we finished Q4 and full fiscal year 2025 with top-line results within our guidance range and bottom-line results within our guidance range, excluding $0.19 per share of charges related to the Saks Global bankruptcy. Consolidated net sales in fiscal 2025 decreased 3% to $1.48 billion. Sales in our full price brick-and-mortar locations and e-commerce were down 3%, driven by a total DTC comp of -4%, partially offset in our retail channel by the addition of new store locations. Outlet sales were also down 2%. Our food and beverage locations grew by 4%, driven primarily by the addition of 4 new food and beverage locations added during the year, partially offset by a slightly negative comp.

Scott Grassmyer: Thank you, Tom. As Tom mentioned, we finished Q4 and full fiscal year 2025 with top-line results within our guidance range and bottom-line results within our guidance range, excluding $0.19 per share of charges related to the Saks Global bankruptcy. Consolidated net sales in fiscal 2025 decreased 3% to $1.48 billion. Sales in our full price brick-and-mortar locations and e-commerce were down 3%, driven by a total DTC comp of -4%, partially offset in our retail channel by the addition of new store locations. Outlet sales were also down 2%. Our food and beverage locations grew by 4%, driven primarily by the addition of 4 new food and beverage locations added during the year, partially offset by a slightly negative comp.

Speaker #3: We also expect an increase in non-operating items, including anticipated higher interest expense of $1 million for the year, and an approximate $0.05 EPS impact from anticipated higher average debt levels.

Speaker #3: We also expect a higher adjusted effective tax rate of approximately 28% compared to 24% in 2025, which results in approximately $2 million of additional tax expense, or a $0.15 per share impact.

Speaker #3: The increase in the effective tax rate is primarily due to expected shortfalls in stock-based compensation investing during fiscal 2026. Consider all of these items we expect 2026 adjusted EPS to be between $2 and 10 cents and $2 and 70 cents, versus adjusted EPS of $2 and 11 cents, last year that included the '19 cents of charges related to the taxable bankruptcy.

K. Scott Grassmyer: Our wholesale channel, which has continued to be pressured primarily from the decline in the specialty store market, decreased $13 million or 5%. Despite the decline of the specialty market, we have been pleased with our sell-throughs at most of our most important department store customers and our ability to grow or at least maintain market share. By brand, sales declines at Tommy Bahama and Johnny Was were driven by negative comps in the high single-digit and low double-digit range, respectively. Our sales at Lilly Pulitzer were driven by positive comp in the low single-digit range.

Scott Grassmyer: Our wholesale channel, which has continued to be pressured primarily from the decline in the specialty store market, decreased $13 million or 5%. Despite the decline of the specialty market, we have been pleased with our sell-throughs at most of our most important department store customers and our ability to grow or at least maintain market share. By brand, sales declines at Tommy Bahama and Johnny Was were driven by negative comps in the high single-digit and low double-digit range, respectively. Our sales at Lilly Pulitzer were driven by positive comp in the low single-digit range.

Speaker #3: Before moving on to the first quarter, I want to briefly discuss the completion of the new distribution center in Lyons. As Tom mentioned, we are still in the early ramp-up phase and bringing the facility online, and want to be careful about attributing specific financial benefits before fully operational and handling the level of volume we expect over time.

Speaker #3: Over the long term, we believe Lions will be an important asset for Oxford. The facility is designed to improve the efficiency and flexibility of our distribution network, supported by a more modern layout and state-of-the-art automation.

Speaker #3: In the near term, fiscal 2026 will include the additional depreciation costs mentioned earlier, as we move through the early stages of ramp-up, following the startup activity that occurred in 2025.

K. Scott Grassmyer: Our emerging brands continue to be a bright spot, with sales growth in the low double-digit range as the brand continues to grow and mature. Adjusted gross margin contracted 190 basis points to 61.3%, driven primarily by higher tariffs of $30 million or 200 basis points. And a higher proportion of net sales occurred during promotional and clearance events at Tommy Bahama and Lilly Pulitzer were partially offset by lower freight cost to customers from successful contract renegotiations during the year, along with a change in sales mix with a higher proportion of DTC sales. Across our three major brands, consumer responses continue to be strongest during our promotional and end-of-season clearance events and to our new and innovative fashion products, continuing a trend from the last couple of years.

Scott Grassmyer: Our emerging brands continue to be a bright spot, with sales growth in the low double-digit range as the brand continues to grow and mature. Adjusted gross margin contracted 190 basis points to 61.3%, driven primarily by higher tariffs of $30 million or 200 basis points. And a higher proportion of net sales occurred during promotional and clearance events at Tommy Bahama and Lilly Pulitzer were partially offset by lower freight cost to customers from successful contract renegotiations during the year, along with a change in sales mix with a higher proportion of DTC sales. Across our three major brands, consumer responses continue to be strongest during our promotional and end-of-season clearance events and to our new and innovative fashion products, continuing a trend from the last couple of years.

Speaker #3: Even at this early stage, Lions has already already providing several strategic benefits to the business. These include being able to eliminate two higher cost Los Angeles-based distribution facilities acquired with Johnny was in fiscal 2024.

Speaker #3: Reducing lease-based operations across other parts of our distribution network, increasing flexibility to continue to evolve our sourcing network, improving our ability over time to operate the business with lower inventory levels, and enhancing service to important Southeast and East Coast markets for Tommy Bahama, which have historically been serviced from the Auburn, Washington facility on the West Coast.

Speaker #3: Moving on to the first quarter of fiscal 2026, we expect sales of $385 to $395 million, compared to sales of $393 million in the first quarter of 2025.

K. Scott Grassmyer: Adjusted SG&A expenses, which have been adjusted in the current year to remove depreciation amortization, increased 4% to $815 million, compared to $784 million in fiscal 2024. During fiscal 2025, we incurred higher expenses related to the 10 net new retail stores opened in fiscal 2025, including 4 new food and beverage locations, along with the 30 net new stores added during fiscal 2024. Combined, these locations accounted for almost half of the SG&A increase during the year. We also incurred higher costs related to software and professional service fees, credit losses primarily related to the Saks bankruptcy, partially offset by lower advertising costs.

Scott Grassmyer: Adjusted SG&A expenses, which have been adjusted in the current year to remove depreciation amortization, increased 4% to $815 million, compared to $784 million in fiscal 2024. During fiscal 2025, we incurred higher expenses related to the 10 net new retail stores opened in fiscal 2025, including 4 new food and beverage locations, along with the 30 net new stores added during fiscal 2024. Combined, these locations accounted for almost half of the SG&A increase during the year. We also incurred higher costs related to software and professional service fees, credit losses primarily related to the Saks bankruptcy, partially offset by lower advertising costs.

Speaker #3: The sales planned for the first quarter include a flat to modestly positive comp in the low single-digit range. By chance, we expect low to mid single-digit increases in our retail and e-com direct consumer channels, and mid to high teen growth in our food and beverage channel to be partially offset by a low double-digit decrease in our wholesale channel.

Speaker #3: We also expect a $12 million of higher cost of goods sold or approximately $300 basis points of gross margin impact or 60 cents per share from higher tariff costs as I mentioned previously.

Speaker #3: Along with a higher mix of promotional and clearance sales, to be partially offset by a higher mix of direct-to-consumer sales. SG&A de-leveraging largely from the anniversary of new stores opened in '25, some additional costs related to the new Lions George facility, and increased incentive compensation as previously mentioned.

K. Scott Grassmyer: Result of this yielded adjusted EBITDA of $107 million or 7.2% EBITDA margin, compared to adjusted EBITDA of $193 million or 12.7% of net sales from the prior year. Moving beyond EBITDA, adjusted depreciation amortization was flat compared to fiscal 2024. We incurred $4 million of higher interest expense resulting from higher average debt levels, and we had a higher adjusted effective tax rate. With all this, we ended with $2.11 of adjusted EPS, which includes $0.19 of charges related to the Saks bankruptcy. I'll now move on to our balance sheet, beginning with inventory. At the end of fiscal 2025, inventory decreased 1% on a LIFO basis, which was impacted by a large increase in our LIFO reserve. Inventory increased 2% on a FIFO basis.

Scott Grassmyer: Result of this yielded adjusted EBITDA of $107 million or 7.2% EBITDA margin, compared to adjusted EBITDA of $193 million or 12.7% of net sales from the prior year. Moving beyond EBITDA, adjusted depreciation amortization was flat compared to fiscal 2024. We incurred $4 million of higher interest expense resulting from higher average debt levels, and we had a higher adjusted effective tax rate. With all this, we ended with $2.11 of adjusted EPS, which includes $0.19 of charges related to the Saks bankruptcy. I'll now move on to our balance sheet, beginning with inventory. At the end of fiscal 2025, inventory decreased 1% on a LIFO basis, which was impacted by a large increase in our LIFO reserve. Inventory increased 2% on a FIFO basis.

Speaker #3: Higher interest expense of approximately $1 million, and a higher effective tax rate of approximately 25%, compared to 24% in the first quarter of '25.

Speaker #3: We expect this to result in first quarter adjusted EPS between $1 and 20 cents and $1 and 30 cents compared to $1 and 82 cents in the first quarter of 2025.

Speaker #3: Excluding the additional $12 million or 60 cents per share in tariffs, adjusted EPS at low end or range is nearly flat with a year ago.

Speaker #3: Related primarily to the completion of the new Lions DC and significant reduction in new store openings, we expect total capital expenditures of approximately $65 million in fiscal 2026, compared to $180 million in fiscal '25.

Speaker #3: The $65 million includes approximately $20 million of final costs to complete the new Lions facility early in fiscal '26, which were previously planned to be incurred in late '25.

K. Scott Grassmyer: The increase was driven by $11 million of incremental tariff costs capitalized into inventory relating to tariffs implemented during fiscal 2025. Inventory was up just slightly in all brands, except for Johnny Was, primarily due to the additional tariff cost. On tariffs, I also want to address some important points. During fiscal 2025, we paid approximately $40 million of tariffs imposed under IEPA that were struck down by the Supreme Court. While those payments could potentially translate into a receivable, the timing and collectability remain uncertain and no potential recovery was included in our fiscal 2025 results or is included in our fiscal 2026 guidance. We ended the year with outstanding long-term debt of $116 million, up from $31 million at the end of the prior year.

Scott Grassmyer: The increase was driven by $11 million of incremental tariff costs capitalized into inventory relating to tariffs implemented during fiscal 2025. Inventory was up just slightly in all brands, except for Johnny Was, primarily due to the additional tariff cost. On tariffs, I also want to address some important points. During fiscal 2025, we paid approximately $40 million of tariffs imposed under IEPA that were struck down by the Supreme Court. While those payments could potentially translate into a receivable, the timing and collectability remain uncertain and no potential recovery was included in our fiscal 2025 results or is included in our fiscal 2026 guidance. We ended the year with outstanding long-term debt of $116 million, up from $31 million at the end of the prior year.

Speaker #3: The remaining capital expenditures in '26 will relate to ongoing investment in the execution of our pipeline of new stores in multiple bars, including one more lumbar expected to open in '26, and capital expenditures related to relocations and renovations of current brick-and-mortar locations.

Speaker #3: Across the company, we expect to open a handful of new locations at Tommy Bahama and Lilly Pulitzer, but expect to close some stores in other brands, which should result in a relatively flat store count for the year.

Speaker #3: Wrapping up our guidance, we expect cash flow from operations of approximately $130 million, which will allow us to pay down a significant portion of our debt while completing the previously mentioned investments and the payment of our quarterly dividend, which was increased by 1% to $0.70 per share by the board in our latest March meeting.

K. Scott Grassmyer: Our $120 million of cash flows from operations in fiscal 2025 were outpaced by our capital expenditures of $108 million, primarily related to the Lyons, Georgia distribution center project and the addition of new brick-and-mortar locations. $55 million of share repurchases and $42 million of dividends. I'll now spend some time on our outlook for 2026. For the full year, we expect net sales to be between $1.475 billion and $1.53 billion, approximately flat to up 4% compared to sales of $1.478 billion in 2025. The sales plan in 2026 includes growth in the Tommy Bahama, Lilly Pulitzer, and Emerging Brand segments, partially offset by a decrease at Johnny Was.

Scott Grassmyer: Our $120 million of cash flows from operations in fiscal 2025 were outpaced by our capital expenditures of $108 million, primarily related to the Lyons, Georgia distribution center project and the addition of new brick-and-mortar locations. $55 million of share repurchases and $42 million of dividends. I'll now spend some time on our outlook for 2026. For the full year, we expect net sales to be between $1.475 billion and $1.53 billion, approximately flat to up 4% compared to sales of $1.478 billion in 2025. The sales plan in 2026 includes growth in the Tommy Bahama, Lilly Pulitzer, and Emerging Brand segments, partially offset by a decrease at Johnny Was.

Speaker #3: Thank you for your time today. We now turn the call over for questions. Jamali, thank you. We will now be conducting a question-and-answer session.

Speaker #3: If you would like to ask a question, please press star one on your telephone keypad. A confirmation tone will indicate your line is in the question queue.

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Speaker #3: And one moment, please, while we queue for questions. Our first question comes from the line of Ashley Owens with KeyBank Capital Markets. Please proceed with your question.

Speaker #3: Hey, great. Thanks. And good afternoon. Maybe just to start on Tommy Bahama, you know, he's been very transparent around the assortment changes that you've been working to implement there.

K. Scott Grassmyer: A total comp of approximately flat to +3%, with some additional lift from non-comp locations opened in 2025. By distribution channel, the sales plan consists of mid-single-digit increases in brick-and-mortar and retail channels, along with a low double-digit increase in food and beverage locations, that includes the annualization of 4 new locations from 2025. The wholesale channel is expected to contract in the mid-single-digit range, due primarily to continued declines in the specialty store market. More broadly, our guidance balances the modestly positive Q1 to date comps with the uncertainty we continue to see in the consumer environment. This includes the potential for additional pressure from the conflict involving Iran and the possibility that higher oil prices could weigh on consumer spending, freight, and raw material cost. Moving on to gross margin. Let me first lay out the tariff assumptions embedded in our outlook.

Scott Grassmyer: A total comp of approximately flat to +3%, with some additional lift from non-comp locations opened in 2025. By distribution channel, the sales plan consists of mid-single-digit increases in brick-and-mortar and retail channels, along with a low double-digit increase in food and beverage locations, that includes the annualization of 4 new locations from 2025. The wholesale channel is expected to contract in the mid-single-digit range, due primarily to continued declines in the specialty store market. More broadly, our guidance balances the modestly positive Q1 to date comps with the uncertainty we continue to see in the consumer environment. This includes the potential for additional pressure from the conflict involving Iran and the possibility that higher oil prices could weigh on consumer spending, freight, and raw material cost. Moving on to gross margin. Let me first lay out the tariff assumptions embedded in our outlook.

Speaker #3: As you start to see that improvement, you know, with the mid-single-digit comps so far this quarter, could you just help further unpack what's driving that momentum?

Speaker #3: Are you seeing any encouraging signals across traffic, basket size, or conversion? Can you give us confidence that the trends you're seeing now could be sustainable?

Speaker #3: Yeah. Thank you, Ashley. You know, we're very excited about what we're seeing in Tommy Bahama because not only are we seeing the mid single-digit and it really goes back to the back half of January.

Speaker #3: So, very end of last year and then through quarter to today of this year. And it's been pretty consistent. It's not, you know—even this week, you know, it's been a good week.

Speaker #3: Yesterday was a great day for us on a Wednesday. So we're seeing the kind of consistent results that give us a lot of confidence.

Speaker #3: And then the next thing I would say, Ashley, is that it's very much about having the right product in the right depth in the stores is really and, you know, of course, online as well.

K. Scott Grassmyer: We are assuming tariff rates for the full year fiscal 2026 will remain generally consistent with the incremental tariff rates put in place during fiscal 2025. These rates are consistent with the rates reflected in our inventory balances at the beginning of fiscal 2026 and what we expect for future receipts during the year. We are not incorporating any benefit from the recent Supreme Court decision or any related subsequent actions on other tariff matters. We are also not assuming any refunds of tariffs previously paid.

Scott Grassmyer: We are assuming tariff rates for the full year fiscal 2026 will remain generally consistent with the incremental tariff rates put in place during fiscal 2025. These rates are consistent with the rates reflected in our inventory balances at the beginning of fiscal 2026 and what we expect for future receipts during the year. We are not incorporating any benefit from the recent Supreme Court decision or any related subsequent actions on other tariff matters. We are also not assuming any refunds of tariffs previously paid.

Speaker #3: But that's really what's driving it. So, a couple of best sellers, on the men's side, which is the biggest part of our business, have been the M Fielder Polo, which is, you know, our bed and bounder polo.

Speaker #3: It's made a couple of tweaks to it. It's a new and improved M Fielder Polo, but it's a M Fielder Polo. And then you're familiar with our Bora K Pant brand size that, you know, has been with us for quite a while now.

Speaker #3: It started with a chino way back when, and we added a short, then a five-pocket, then a new chino this past fall, which has performed very, very well for us.

K. Scott Grassmyer: Using these assumptions, we expect total IEPA-related tariff headwinds of $50 million during fiscal 2026 or an incremental $20 million or 150 basis points of gross margin impact and a $1 per share impact on top of the $30 million of tariff headwinds we absorbed in fiscal 2025. Additional tariff costs are not expected to be evenly distributed throughout the year. As we have discussed previously, we recognize very little incremental tariff costs in Q1 of fiscal 2025 due to the timing of when tariffs were enacted and our efforts to accelerate large portions of our inventory purchases. As a result, we expect an approximate $12 million or 300 basis points headwind to gross margin in Q1 of 2026.

Scott Grassmyer: Using these assumptions, we expect total IEPA-related tariff headwinds of $50 million during fiscal 2026 or an incremental $20 million or 150 basis points of gross margin impact and a $1 per share impact on top of the $30 million of tariff headwinds we absorbed in fiscal 2025. Additional tariff costs are not expected to be evenly distributed throughout the year. As we have discussed previously, we recognize very little incremental tariff costs in Q1 of fiscal 2025 due to the timing of when tariffs were enacted and our efforts to accelerate large portions of our inventory purchases. As a result, we expect an approximate $12 million or 300 basis points headwind to gross margin in Q1 of 2026.

Speaker #3: And then for this spring, the new Bora K short. We had a Bora K short before, but like the pant, this is a new and improved version of it, and that's really helping, drive business a lot.

Speaker #3: Then, on the women's side, dresses are performing well. wovens, shorts and pants, I believe, are all, all performing well. We're also seeing, Ashley, that what we're talking about in our marketing materials, like a mailer we did last month, that's what's selling too, and it's good to see, that connection.

K. Scott Grassmyer: Beginning the second quarter, we expect incremental tariff impact to moderate significantly as we anniversary periods of fiscal 2025 that did include more substantial tariff impacts. After Q1, we expect year-over-year tariff headwinds of approximately $2 to 4 million or 50 to 100 basis points per quarter. Outside of tariffs, we expect a full year benefit from price increases, a change in sales mix with a greater proportion of direct-to-consumer sales, and a slightly lower promotional cadence to result in a modest adjusted gross margin expansion to approximately 62%. The price increases implied in our guidance range from 4 to 8% and vary by brand. These increases reflect a more elevated assortment as well as higher pricing on new product, with relatively limited like-for-like increases on existing product.

Scott Grassmyer: Beginning the second quarter, we expect incremental tariff impact to moderate significantly as we anniversary periods of fiscal 2025 that did include more substantial tariff impacts. After Q1, we expect year-over-year tariff headwinds of approximately $2 to 4 million or 50 to 100 basis points per quarter. Outside of tariffs, we expect a full year benefit from price increases, a change in sales mix with a greater proportion of direct-to-consumer sales, and a slightly lower promotional cadence to result in a modest adjusted gross margin expansion to approximately 62%. The price increases implied in our guidance range from 4 to 8% and vary by brand. These increases reflect a more elevated assortment as well as higher pricing on new product, with relatively limited like-for-like increases on existing product.

Speaker #3: So we look at all these things, and we get, pretty excited. And then the last thing I'll tell you is that the results that we posted, so far, you know, this time of year, Florida is the most important part of our business, but Florida is still not as strong as we want it to be.

Speaker #3: And it's really the West that's driving the results. The great thing about that, Ashley, is that as we get into the second quarter, the West becomes proportionately more important to our business.

Speaker #3: So, the fact that we have a lot of momentum overall, but particularly out there, I think bodes well for our ability to sustain this momentum.

Speaker #3: And then again, it's, you know, it's all about product and having the products that the customer wants to see us see from us. And for a variety of that, reasons last year, a lot of them having to do with the tariffs, but other reasons as well.

K. Scott Grassmyer: Moving beyond tariffs and gross margin, we expect SG&A, which now excludes depreciation and amortization, to grow in the low single digit range, primarily due to increased software-related cost, the annualization of incremental SG&A from the 10 new stores added during fiscal 2025, and a handful of locations, including a new Tommy Bahama Marlin Bar in fiscal 2026, and increased incentive compensation primarily due to lower payouts in recent years. Also, within EBITDA, we expect royalties and other income to increase by approximately $2 million in fiscal 2026. Additionally, our fiscal 2026 guidance includes the unfavorable impact of increased losses of $5 million or $0.25 per share related to the opening of our new Lyons DC.

Scott Grassmyer: Moving beyond tariffs and gross margin, we expect SG&A, which now excludes depreciation and amortization, to grow in the low single digit range, primarily due to increased software-related cost, the annualization of incremental SG&A from the 10 new stores added during fiscal 2025, and a handful of locations, including a new Tommy Bahama Marlin Bar in fiscal 2026, and increased incentive compensation primarily due to lower payouts in recent years. Also, within EBITDA, we expect royalties and other income to increase by approximately $2 million in fiscal 2026. Additionally, our fiscal 2026 guidance includes the unfavorable impact of increased losses of $5 million or $0.25 per share related to the opening of our new Lyons DC.

Speaker #3: We just were not on that as much as we need to be. And we are this year, and it's working. Okay. Great.

Speaker #3: That's super helpful. And then maybe just one follow-up on the gross margin. Appreciate all the color you gave us there, but I think there was a comment about some of the channel mix shifts.

Speaker #3: So, you know, as that takes place and it moves more towards the D2C and food and beverage, how should we think about the margin implications and contribution to overall profitability in '26?

Speaker #3: Good. Definitely on gross margins, you know, with D2C growing and wholesale, we talked about pulling back a little bit. It certainly helps the gross margin.

Speaker #3: We, you know, we are performing well at, at the the wholesale doors, especially the majors. So, you know, we think we can get some momentum back at wholesale.

K. Scott Grassmyer: These losses reflect the ramp-up cost of opening and operating the facility before we have achieved targeted inventory levels and the cost of operating two facilities while we transition out of the old facility and into the new facility. We expect substantially all the incremental costs to operate the new Lyons DC in fiscal 2026 will be depreciation related with some offsetting reductions in cash operating cost. We also expect an increase in non-operating items, including anticipated higher interest expense of $1 million for the year or an approximate $0.05 EPS impact from anticipated higher average debt levels. We also expect a higher adjusted effective tax rate of approximately 28% compared to 24% in 2025, resulting in approximately $2 million of additional tax expense or $0.15 per share impact.

Scott Grassmyer: These losses reflect the ramp-up cost of opening and operating the facility before we have achieved targeted inventory levels and the cost of operating two facilities while we transition out of the old facility and into the new facility. We expect substantially all the incremental costs to operate the new Lyons DC in fiscal 2026 will be depreciation related with some offsetting reductions in cash operating cost. We also expect an increase in non-operating items, including anticipated higher interest expense of $1 million for the year or an approximate $0.05 EPS impact from anticipated higher average debt levels. We also expect a higher adjusted effective tax rate of approximately 28% compared to 24% in 2025, resulting in approximately $2 million of additional tax expense or $0.15 per share impact.

Speaker #3: but they both, you know, definitely on the gross margin line, they help. And then when the, D2C is coming through, you know, comp, it really falls to the bottom line.

Speaker #3: So if we can, you know, get, you know, comps meaningfully positive, it really does flow through. All right. Great. I'll pass along. Thank you again.

Speaker #3: Thank you, Ashley. Thank you. Our next question comes from the line of Dana Tulsey with Tulsey Advisory Group. Please proceed with your questions. Good afternoon, everyone.

Speaker #3: As you think about the— the sex and the loss of— the loss of sex, and you just mentioned about whole wholesale distribution, other places that you go or you would look to, is it— is it any of the existing, like the Dillard's, Macy's, or Nordstrom?

K. Scott Grassmyer: The increase in effective tax rate is primarily due to expected shortfalls in stock-based compensation vesting during fiscal 2026. Considering all of these items, we expect 2026 adjusted EPS to be between $2.10 and $2.70 versus adjusted EPS of $2.11 last year that included the $0.19 of charges related to the Saks Global bankruptcy. Before moving on to Q1, I wanna briefly discuss the completion of the new distribution center in Lyons. As Tom mentioned, we are still in the early ramp-up phase to bring the facility online and want to be careful about attributing specific financial benefits before it's fully operational and handling the level of volume we expect over time. Over the long term, we believe Lyons will be an important asset for Oxford.

Scott Grassmyer: The increase in effective tax rate is primarily due to expected shortfalls in stock-based compensation vesting during fiscal 2026. Considering all of these items, we expect 2026 adjusted EPS to be between $2.10 and $2.70 versus adjusted EPS of $2.11 last year that included the $0.19 of charges related to the Saks Global bankruptcy. Before moving on to Q1, I wanna briefly discuss the completion of the new distribution center in Lyons. As Tom mentioned, we are still in the early ramp-up phase to bring the facility online and want to be careful about attributing specific financial benefits before it's fully operational and handling the level of volume we expect over time. Over the long term, we believe Lyons will be an important asset for Oxford.

Speaker #3: How do you see the wholesale channel going forward? And you just mentioned Florida performance, I believe, was weaker than the West Coast. How much weaker is it than the West Coast than any takes there?

Speaker #3: And just lastly, as you think about the framework for margins and, and the income statement and balance sheet this year, the lower capex this year, what, what does that mean?

Speaker #3: How do you think of the opportunity for that cash, and how do you think about margins and SG&A spend as we go through the year?

Speaker #3: Thank you. Okay, I will start with Florida. Just to be very clear, Florida is actually getting stronger—it's improving. It's just that the West has really been kind of on fire.

Speaker #3: So I don't want to leave anybody with the impression that Florida is where it's been for a while. It is actually picking up. we've been glad to see it.

K. Scott Grassmyer: The facility is designed to improve the efficiency and flexibility of our distribution network, supported by a more modern layout and state-of-the-art automation. In the near term, fiscal 2026 will include the additional depreciation costs mentioned earlier as we move through the early stages of ramp up following the startup activity incurred in 2025. Even at this early stage, Lyons is already providing several strategic benefits to the business.

Scott Grassmyer: The facility is designed to improve the efficiency and flexibility of our distribution network, supported by a more modern layout and state-of-the-art automation. In the near term, fiscal 2026 will include the additional depreciation costs mentioned earlier as we move through the early stages of ramp up following the startup activity incurred in 2025. Even at this early stage, Lyons is already providing several strategic benefits to the business.

Speaker #3: February was extremely cold in Florida. You may have been down there, or have friends or family that were down there. February was a really cold month in Florida.

Speaker #3: And that didn't help. I think we're seeing really good signs out of Florida. The point, though, is just that the West is on fire, and that bodes well for us, especially as we get into second quarter.

K. Scott Grassmyer: These include being able to eliminate two higher cost Los Angeles-based distribution facilities acquired with Johnny Was in fiscal 2024, reducing lease space across other parts of our distribution network, increasing flexibility as we continue to evolve our sourcing network, improving our ability over time to operate the business with lower inventory levels, and enhancing service to important Southeast and East Coast markets for Tommy Bahama, which have historically been serviced from our Auburn, Washington facility on the West Coast. Moving on to Q1 of fiscal 2026. We expect sales of $385 to 395 million compared to sales of $393 million in Q1 of 2025. The sales plan in Q1 includes a flat to modestly positive comp in the low single-digit range.

Scott Grassmyer: These include being able to eliminate two higher cost Los Angeles-based distribution facilities acquired with Johnny Was in fiscal 2024, reducing lease space across other parts of our distribution network, increasing flexibility as we continue to evolve our sourcing network, improving our ability over time to operate the business with lower inventory levels, and enhancing service to important Southeast and East Coast markets for Tommy Bahama, which have historically been serviced from our Auburn, Washington facility on the West Coast. Moving on to Q1 of fiscal 2026. We expect sales of $385 to 395 million compared to sales of $393 million in Q1 of 2025. The sales plan in Q1 includes a flat to modestly positive comp in the low single-digit range.

Speaker #3: And as you know, Dana, for us, you have a good first quarter and second quarter. I mean, that's the making of a really good year there.

Speaker #3: So we're excited about that. And in terms of sex, look, we're rooting for them. We want them to be successful. Obviously, it's going to be a smaller footprint.

Speaker #3: We, you know, we like doing business with them. We think it's a great venue, especially for our Johnny Was brand, which has historically had a nice business with both the Saks side and the Neiman side of the business.

Speaker #3: So we're rooting for that. But I think, you know, there is some business to be had out there as they move away from certain locations and certain markets.

Speaker #3: And I believe it's the winners will be the people that you said, you know, Macy's, but more specifically, I think Bloomingdale's, as well as some of the top-tier doors at Macy's, and then Dillard's and Nordstrom, I think, are also in a position to win.

K. Scott Grassmyer: By channel, we expect low- to mid-single-digit increases in our retail and e-com direct-to-consumer channels and mid- to high-teens growth in our food and beverage channel to be partially offset by a low double-digit decrease in our wholesale channel. We also expect the $12 million of higher cost of goods sold or approximately 300 basis points of gross margin impact or $0.60 per share from higher tariff costs, as I mentioned previously, along with a higher mix of promotional and clearance sales to be partially offset by a higher mix of direct-to-consumer sales. SG&A deleveraging largely from the anniversaring of new stores opened in 2025, some additional costs related to the new Lyons, Georgia facility, and increased incentive compensation, as previously mentioned.

Scott Grassmyer: By channel, we expect low- to mid-single-digit increases in our retail and e-com direct-to-consumer channels and mid- to high-teens growth in our food and beverage channel to be partially offset by a low double-digit decrease in our wholesale channel. We also expect the $12 million of higher cost of goods sold or approximately 300 basis points of gross margin impact or $0.60 per share from higher tariff costs, as I mentioned previously, along with a higher mix of promotional and clearance sales to be partially offset by a higher mix of direct-to-consumer sales. SG&A deleveraging largely from the anniversaring of new stores opened in 2025, some additional costs related to the new Lyons, Georgia facility, and increased incentive compensation, as previously mentioned.

Speaker #3: I think if you look out across that perspective, we have, you know, we have good relationships with all of those. And we like doing business with all of them.

Speaker #3: and, you know, we'll we'll play to win, as the market evolves. And then on the capex and margin questions, I'll take that over to Scott.

K. Scott Grassmyer: Higher interest expense of approximately $1 million and a higher effective tax rate of approximately 25% compared to 24% in Q1 2025. We expect this to result in Q1 adjusted EPS between $1.20 and $1.30 compared to $1.82 in Q1 2025. Excluding the additional $12 million or $0.60 per share in tariffs, adjusted EPS at the low end of our range is nearly flat with a year ago. Related primarily to the completion of the new Lyons DC and significant reduction in new store openings, we expect total capital expenditures of approximately $65 million in fiscal 2026 compared to $108 million in fiscal 2025.

Scott Grassmyer: Higher interest expense of approximately $1 million and a higher effective tax rate of approximately 25% compared to 24% in Q1 2025. We expect this to result in Q1 adjusted EPS between $1.20 and $1.30 compared to $1.82 in Q1 2025. Excluding the additional $12 million or $0.60 per share in tariffs, adjusted EPS at the low end of our range is nearly flat with a year ago. Related primarily to the completion of the new Lyons DC and significant reduction in new store openings, we expect total capital expenditures of approximately $65 million in fiscal 2026 compared to $108 million in fiscal 2025.

Speaker #3: Yeah, yeah. So, lower capex, so a little, you know, obviously the lines to see. We still have some that carry forth from last year, but quite a bit lower.

Speaker #3: And, lower in stores. So we plan to you know, we we raised our dividend, modestly. And then we plan to pay, debt down. so we think we can take a, you know, a meaningful bite out of, our debt level.

Speaker #3: So that's, you know, the current plans with the cash. And then your margin question was—can you repeat that one, Dana? I'm sorry.

Speaker #3: Sure. As you think about the margin going through this year, the puts and takes on the levers on gross or SG&A, the quarterly cadence of what you're looking for—what could be a headwind or a tailwind?

K. Scott Grassmyer: The $65 million includes approximately $20 million of final cost to complete the new Lyons facility early in fiscal 2026, which were previously planned to be incurred in late 2025. Remaining capital expenditures in 2026 will relate to ongoing investments in the execution of our pipeline of new stores and Marlin bars, including one Marlin bar expected to open in 2026, and capital expenditures related to relocations and renovations of current brick-and-mortar locations. Across the company, we expect to open a handful of new locations at Tommy Bahama and Lilly Pulitzer, but expect to close some stores in other brands, which should result in a relatively flat store count for the year.

Scott Grassmyer: The $65 million includes approximately $20 million of final cost to complete the new Lyons facility early in fiscal 2026, which were previously planned to be incurred in late 2025. Remaining capital expenditures in 2026 will relate to ongoing investments in the execution of our pipeline of new stores and Marlin bars, including one Marlin bar expected to open in 2026, and capital expenditures related to relocations and renovations of current brick-and-mortar locations. Across the company, we expect to open a handful of new locations at Tommy Bahama and Lilly Pulitzer, but expect to close some stores in other brands, which should result in a relatively flat store count for the year.

Speaker #3: Yeah. But I think for the year, you know, depending on where in the sales guidance range we come, and if we can be closer to the upper end of it, you know, we should be able to leverage SG&A.

Speaker #3: a little bit, which would be nice and having a little bit of growth, growth there, gross margin percentage. Also, you know, as far as there there won't be too wild swings, year over year, on the percentage, maybe a little bit more in, Q2 than Q1.

Speaker #3: but but relatively flatish on on gross margin percentage, by quarter. So no wild swings there. and then, you know, just with some of the price increases, I think even though we have the tariff headwinds, we think we can overcome that in our gross margin, which I think is important.

K. Scott Grassmyer: Wrapping up our guidance, we expect cash flow from operations of approximately $130 million to allow us to pay down a significant portion of our debt while completing the previously mentioned investments and the payment of our quarterly dividend that was increased by 1% to $0.70 per share by the board in our latest March meeting. Thank you for your time today. We now turn the call over for questions. Shamali?

Scott Grassmyer: Wrapping up our guidance, we expect cash flow from operations of approximately $130 million to allow us to pay down a significant portion of our debt while completing the previously mentioned investments and the payment of our quarterly dividend that was increased by 1% to $0.70 per share by the board in our latest March meeting. Thank you for your time today. We now turn the call over for questions. Shamali?

Speaker #3: And then, obviously, there's a lot of upside if, you know, we did bake in that the IFA rates, and, you know, today the rates are lower—no telling what's going to happen.

Speaker #3: So if they held where they are today, they're certainly some upside. And again, we did not build in any refund for, what we paid last year.

Speaker #3: So, there's certainly some upside out there depending on where the tariffs go. Thank you. Thank you, Dana. Thank you. Our next question comes from the line of Janine Sticker with BTIG.

Operator: Thank you. We will now be conducting a question-and-answer session. If you would like to ask a question, please press star one on your telephone keypad. A confirmation tone will indicate your line is in the question queue. You may press star two to remove yourself from the queue. For participants using speaker equipment, it may be necessary to pick up the handset before pressing the star keys. One moment please while we pull for questions. Our first question comes from the line of Ashley Owens with KeyBanc Capital Markets. Please proceed with your question.

Speaker #3: Please proceed with your question. Hey, you've got Ethan on for Janine. Thanks for taking the questions. First, just, you know, I think you said you're looking to take down—pay down—a meaningful amount of debt this year. Just wondering if you have a level you're looking to end the year at.

Speaker #3: And then where does it rank in your overall capital allocation plans for the year? Yeah, we hope to take it down, absent any refunds of tariffs, you know, $30 to $40 million reduction.

Ashley Owens: Hi. Great, thanks, and good afternoon. Maybe just to start on Tommy Bahama. You know, you've been very transparent around the assortment changes that you've been working to implement there. As you started to see that improvement, you know, with the mid-single digit comps so far this quarter, could you just help us further unpack what's driving that momentum? Are you seeing any encouraging signals across traffic, basket size, or conversion that give you confidence that the trends you're seeing now could be sustainable?

Speaker #3: As our current plan shows, and, yeah. And on the capital allocation, nothing's really changed there, Ethan. As you know, we believe paying a dividend is important.

Speaker #3: And have paid one every single quarter since we went public in 1960. our dividend CAGR over the last 10 years has actually somewhere around 10%.

Tom Chubb: Yeah. Thank you, Ashley. No, we're very excited about what we're seeing in Tommy Bahama because not only are we seeing the mid-single digit, and it really goes back to the back half of January, so very end of last year and then through quarter to date of this year. It's been pretty consistent. It's not, you know, even this week, you know, it's been a good week. Yesterday was a great day for us on a Wednesday. We're seeing the kind of consistent results that give us a lot of confidence. Then the next thing I would say, Ashley, is that it's very much about having the right product in the right depth in the stores is really, and, you know, of course, online as well, but that's really what's driving it.

Speaker #3: and we increased it by a penny a quarter, the board did earlier, this week. So dividends part of it, debt repayment, the capex will come way down this year.

Speaker #3: Scott outlined in his comments, and I think, you know, the big sort of blob of capex that we had over the last two years is largely behind us.

Speaker #3: A little bit carried over into this year. That was really just a timing thing that, you know, what we've seen going this year and going forward is that we'll be at much more normalized levels of capex.

Speaker #3: And so there should be you know, plenty of cash flow and free cash flow. Got it. That's super helpful. And then just one more for me.

Tom Chubb: A couple of the best sellers on the men's side, which is the biggest part of our business, have been the Emfielder polo, which is, you know, our bread and butter polo. It's made a couple of tweaks to it. It's a new and improved Emfielder polo, but it's the Emfielder polo. You're familiar with our Boracay pant franchise that, you know, has been with us for quite a while now. It started with a chino way back when, and we added a short, then a five pocket, then a new chino this past fall, which has performed very, very well for us. For this spring, the new Boracay short. We had a Boracay short before, but like the pant, this is a new and improved version of it, and that's really helping drive business a lot.

Speaker #3: Could you just give us a little more detail on exactly what the marketing and merchandising actions that Johnny was—will look like this year, as you look to reinvigorate the brand?

Speaker #3: Yeah. So the marketing is really about more elevated, better storytelling—storytelling that emphasizes what's special and unique about the brand and presents it in an elevated way.

Speaker #3: And also one that hopefully reaches a bit of a broader audience than we had in the past. We had a very dedicated fan base that Johnny was, but we think there are more people out there that we can appeal to.

Speaker #3: And that is some of that already showing up. and then from a product and merchandising standpoint, it's really about making sure that we have the right silhouettes, the right fabrications, very importantly, the right price points.

Tom Chubb: On the women's side, dresses are performing well. Wovens, shorts and pants, I believe, are all performing well. We're also seeing, Ashley, that what we're talking about in our marketing materials, like a mailer we did last month, that's what's selling too, and it's good to see that connection. We look at all these things, and we get pretty excited. The last thing I'll tell you is that the results that we posted so far, you know, this time of year, Florida is the most important part of our business, but Florida is still not as strong as we want it to be, and it's really the West that's driving the results. The great thing about that, Ashley, is that as we get into Q2, the West becomes proportionately more important to our business.

Speaker #3: That we're offering innovation and newness, all consistent with the Johnny Was DNA, and then investing appropriate levels of inventory in it. And this is a big project that we've had going.

Speaker #3: And it started really last summer, and we are starting to see the results of some of it already. We have a weekly report that we look at every week that's got a core sales margin and a couple other KPIs.

Speaker #3: And one of the great things about it is that, you know, this year, pretty much every week we're seeing almost all green on that report, whereas for a couple of years it was largely red.

Speaker #3: And now, it's almost all green, but we're also seeing the benefits of some of that merchandising work that we did show up. So, for example, that work indicated that dresses in the $200 to $300 price bucket were very important.

Tom Chubb: The fact that we have a lot of momentum overall, but particularly at outlets, I think bodes well for our ability to sustain this momentum. Again, it's, you know, it's all about product and having the products that the customer wants to see from us. For a variety of reasons last year, a lot of them having to do with the tariffs, but other reasons as well, we were not on that as much as we needed to be. We are this year, and it's working.

Speaker #3: We invested more inventory dollars in that for spurring, and it's paying off. It's—it's really—it's working well. So those are the kinds of things that we're doing.

Speaker #3: What I'll tell you, Ethan, though, is the full impact of the work really doesn't show up until the fall product. It's the floor, which is, you know, 7/30—July 30 is, you know, when we shut fall.

Ashley Owens: All right. Great. That's super helpful. Then maybe just one follow-up on the gross margin. Appreciate all the color you gave us there, but I think there was a call about some of the channel mix shift. You know, as that takes place and it moves more towards the D2C and food and beverage, just how should we think about the margin implications and contribution to overall profitability in 2026?

Speaker #3: And then you'll see, I think, a more complete extent of the work that we've done there. Another thing that I would be remiss if I didn't mention is the inclusion of some items that I think we're calling essentials or core essentials, but these are solid pieces.

K. Scott Grassmyer: Yeah. Definitely on gross margins, you know, with DTC growing and wholesale, we talked about pulling back a little bit. It certainly helps the gross margin. We, you know, are performing well at the wholesale doors, especially the majors. You know, we think we can get some momentum back at wholesale. They both, you know, definitely on the gross margin line, they help. When the DTC is coming through, you know, comps, it really falls to the bottom line. If we can, you know, get, you know, comps meaningfully positive, it really does flow through.

Scott Grassmyer: Yeah. Definitely on gross margins, you know, with DTC growing and wholesale, we talked about pulling back a little bit. It certainly helps the gross margin. We, you know, are performing well at the wholesale doors, especially the majors. You know, we think we can get some momentum back at wholesale. They both, you know, definitely on the gross margin line, they help. When the DTC is coming through, you know, comps, it really falls to the bottom line. If we can, you know, get, you know, comps meaningfully positive, it really does flow through.

Speaker #3: There's like a top pant, a skirt, maybe one or two other things, and they come in, I believe, three solid colors. The merchandise pairs beautifully with all our, you know, embroidered and printed product, but they give a woman a way to come in and, you know, see what's in that printed top, but would prefer to have a solid pant or skirt to go with that.

Speaker #3: We've got it for so it's a way to, you know, let her complete the outfit in our store, which will be a plus. and then it also, from a visual merchandising standpoint, just helps break up the all the embroidery and print that we've got in the store.

Ashley Owens: All right. Great. I'll pass it along. Thank you again.

Tom Chubb: Thank you, Ashley.

Operator: Thank you. Our next question comes from the line of Dana Telsey with Telsey Advisory Group. Please proceed with your question.

Dana Telsey: Hi, good afternoon, everyone. As you think about the Saks and the loss of Saks, and you just mentioned about wholesale distribution, other places that you would go or you would look to, is it any of the existing, like the Dillard's, Macy's, or Nordstrom? How do you see the wholesale channel going forward? You just mentioned Florida performance, I believe, was weaker than the West Coast. How much weaker is it than the West Coast and any takes there? Just lastly, as you think about the framework for margins and the income statement and balance sheet this year, the lower CapEx this year, what does that mean? How do you think of the opportunity for that cash? How do you think about margins and SG&A spend as we go through the year? Thank you.

Speaker #3: And sort of in concert with that, we're also, I would say, calming down the interiors of our store a little bit to make them a little less overwhelming and easier to shop in.

Speaker #3: A lot of this is well in flight. A lot of it will take a little bit longer to fully come to fruition, but we're super excited about it.

Speaker #3: One of the things that we love, Ethan, is that one of our very important wholesale customers, when they came in to see fall, they absolutely loved it.

Speaker #3: They bought into it. They loved what we were doing. And I actually upped their budget for the buy for us, which is a very very strong indicator of of what they think about the the line.

Tom Chubb: Okay. I will start with Florida. Just to be very clear, Florida is actually getting stronger. It's improving. It's just that the West has really been kind of on fire. I don't wanna leave anybody with the impression that Florida is where it's been for a while. It is actually picking up. We've been glad to see it. February was extremely cold in Florida. You may have been down there or have friends or family that was down there. February was a really cold month in Florida, and that didn't help. I think we're seeing really good signs out of Florida. The point, though, is just that the West is on fire, and that bodes well for us, especially as we get into Q2.

Speaker #3: And I think that's an early indicator. Obviously, ultimately, the consumer is the one that votes, but you know, retailers that are great merchants, you know, their their opinions tend to be pretty good indicators of of where you're headed.

Speaker #3: Yeah, absolutely. That's really great to hear, and I appreciate all the color. I'll pass it on. Thanks, Ethan. Thank you. And to allow everyone a chance to ask a question, we ask that everyone in the queue please limit themselves to only one question and one follow-up.

Speaker #3: Again, please limit yourself to only one question and one follow-up to allow everyone a chance to answer a question. Ask a question. Our next question from the line of Mauricio Serna with UDS.

Speaker #3: Please proceed with your question. Great, good morning. Thanks for taking my question. I guess I'm just trying to understand, from the guidance that you laid out for the year...

Tom Chubb: As you know, Dana, for us, you have a good Q1 and Q2. I mean, that's the makings of a really good year there. So, we're excited about that. Then in terms of Saks, look, we're rooting for them. We want them to be successful. Obviously, it's gonna be a smaller footprint. We, you know, we like doing business with them. We think it's a great venue, especially for our Johnny Was brand, which has historically had a nice business with both, the Saks side and the Neiman's side of the business. So we're rooting for that. But I think, you know, there is some business to be had out there as they move away from certain locations and certain markets.

Speaker #3: I think it implies some acceleration of recent, if you look at the ranges. I think, like, you know, first in Q1 versus what you're projecting for the year.

Speaker #3: Maybe could you just help us reconcile that? Also, could you give us more details on, you know, what you're seeing to really pull it through? I think, you know, you alluded to like the soft start of the year, maybe because of weather. How are you thinking about that business improving as the year progresses?

Speaker #3: Thank you. Yeah. Mauricio, I think you're referring to comps accelerating a little bit in the guidance, and part of it is February was extremely cold.

Speaker #3: We had, you know, February was not a great comp month, and it's really—we're time bombs, really—overcome that with some mention with the West Coast business.

Tom Chubb: I believe it's the winners will be the people that you said, you know, Macy's, but more specifically, I think Bloomingdale's, as well as some of the top-tiered doors at Macy's. Dillard's and Nordstrom, I think, are also in a position to win. I think if you look out across that perspective, we have, you know, we have good relationships with all of those, and we like doing business with all of them. You know, we'll play to win as the market evolves. On the CapEx and margin questions, I'll kick that over to Scott.

Speaker #3: Lily has started a bit behind on comp and behind our initial plan on comp, but they are such East Coast-centric, and East Coast is where weather patterns have.

Speaker #3: They don't have the West Coast all set. So, so with the weather normalizing, we really believe, you know, we'll have a little bit better comp because of that.

Speaker #3: And we're seeing that more in March, especially at Tommy. And then on, yeah, on the Lily thing—I mean, it's the, you know, in February, as Scott mentioned, it was not a great comp month.

Speaker #3: And Florida is an enormous part of Lily's business all year, but especially in the spring, we did a really interesting look back where we looked at the weather patterns in Florida over the last, I don't know, seven or eight years, something like that.

Speaker #3: And when it's cold in February, comps are weak. And by cold, I mean when the average temperature is colder than normal. On a daily basis, the comps tend to be weak.

K. Scott Grassmyer: Yeah. Lower CapEx. A little, you know, obviously the Lyons DC, we still have some that carry forward from last year, but quite a bit lower and lower in stores. We plan to, you know, we raised our dividend modestly, and then we plan to pay debt down. We think we can take a, you know, meaningful bite out of our debt level. That's, you know, the current plans with the cash. Your margin question was. Can you repeat that one, Dana? I'm sorry.

Scott Grassmyer: Yeah. Lower CapEx. A little, you know, obviously the Lyons DC, we still have some that carry forward from last year, but quite a bit lower and lower in stores. We plan to, you know, we raised our dividend modestly, and then we plan to pay debt down. We think we can take a, you know, meaningful bite out of our debt level. That's, you know, the current plans with the cash. Your margin question was. Can you repeat that one, Dana? I'm sorry.

Speaker #3: When the weather is warmer than normal on an average daily basis, the comps are good. In this year, we're just in the habit, Lily, you know, so dependent on Florida, especially at that time of year.

Speaker #3: and a whole East Coast, they do a lot in the Northeast, as you know from where you live. there was just so much snow up there, but I think that heavy an impact on us in all of our brands you know, Lily is the warmest of a bunch of warm weather brands.

Dana Telsey: Sure. As you think about the margins going through this year, any puts and takes on the levers on growth or SG&A, the quarterly cadence of what you'd be looking for, what could be a headwind or a tailwind?

K. Scott Grassmyer: Yeah. I'd say for the year, you know, depending on where in the sales guidance range we come, if we can be closer to the upper end of it, you know, we should be able to leverage SG&A a little bit, which would be nice and having a little bit growth in our gross margin percentage also. You know, as far as there won't be too wild swings year over year on the percentage, maybe a little bit more in Q2 than Q1. But relatively flattish on gross margin percentage by quarter, so no wild swings there.

Scott Grassmyer: Yeah. I'd say for the year, you know, depending on where in the sales guidance range we come, if we can be closer to the upper end of it, you know, we should be able to leverage SG&A a little bit, which would be nice and having a little bit growth in our gross margin percentage also. You know, as far as there won't be too wild swings year over year on the percentage, maybe a little bit more in Q2 than Q1. But relatively flattish on gross margin percentage by quarter, so no wild swings there.

Speaker #3: And I think we saw it not only in the financial results, but in terms of what was selling—the dress business, which, you know, in colder weather, dresses are going to be less popular.

Speaker #3: was the weakest category, and the strongest categories for things like pants and jackets that, you know, go better with cooler weather. So we look at the product.

Speaker #3: We don't think we have any issue there. We think, you know, the weather will turn, and is turning. And we expect things to pick up, but we've obviously factored what we've seen today into our forecast.

K. Scott Grassmyer: You know, just with some of the price increases, I think even though we have the tariff headwinds, we think we can overcome that in our gross margin, which I think is important. Obviously, there's a lot of upside if, you know, we did bake in the IIFA rates. You know, today, the rates are lower. No telling what's gonna happen. If they held where they are today, there's certainly some upside. Again, we did not build in any refund for what we paid last year. There's certainly some upsides out there depending on where the tariffs go.

Scott Grassmyer: You know, just with some of the price increases, I think even though we have the tariff headwinds, we think we can overcome that in our gross margin, which I think is important. Obviously, there's a lot of upside if, you know, we did bake in the IIFA rates. You know, today, the rates are lower. No telling what's gonna happen. If they held where they are today, there's certainly some upside. Again, we did not build in any refund for what we paid last year. There's certainly some upsides out there depending on where the tariffs go.

Speaker #3: Got it. very helpful. A couple of follow-ups maybe on the on the on the margins. First, on gross margin, I think you alluded to first quarter still being impacted with promotions, I think.

Speaker #3: Or some, like, you know, higher proportion of sales happening during promotional events. But then, like, for the full year, I think it's like the opposite.

Speaker #3: So, or less promotions, or trying to reconcile that. And then, specifically on January, was there anything that you can tell us in terms of how you're thinking about the margin outlook of this business for the year? Or maybe, like I said, more of a top-line first recovery—how you think about that, the inflection of that business, or how much inflection we should see in 2026.

Dana Telsey: Thank you.

Tom Chubb: Thank you, Dana.

Operator: Thank you. Our next question comes from the line of Janine Stichter with BTIG. Please proceed with your question.

[Analyst] (BTIG): Hey, you got Ethan on for Janine. Thanks for taking the questions. First, just, you know, I think you said you're looking to pay down a meaningful amount of debt this year. I was just wondering if you have a level you're looking to end the year at, and then where does it rank in your overall capital allocation plans for the year?

Ethan Saghi: Hey, you got Ethan on for Janine. Thanks for taking the questions. First, just, you know, I think you said you're looking to pay down a meaningful amount of debt this year. I was just wondering if you have a level you're looking to end the year at, and then where does it rank in your overall capital allocation plans for the year?

Speaker #3: Thank you. Yeah. Yeah. I think, Johnny, was it's going to be a little bit more of a gross margin story, which will get better after the first quarter.

Speaker #3: We saw some goods to clear and still had to have some, you know, a little more promotions. The number of promotional days are expected to come way down.

K. Scott Grassmyer: We hope to take it down absent any refunds of tariffs, you know, $30 to 40 million dollar reduction is what our current plan shows.

Speaker #3: Our inventory levels are in really good shape, and so we think some part of the gross with the promotional cadence is, you know, Johnny Was will get less promotional.

Scott Grassmyer: We hope to take it down absent any refunds of tariffs, you know, $30 to 40 million dollar reduction is what our current plan shows.

Speaker #3: As the year goes on, as you know, we buy better, buy more in the right categories, and by appropriate levels, we think the amount of promotions we'll have to do is less.

Tom Chubb: Yeah, on the capital allocation, nothing's really changed there, Ethan. As you know, we believe paying a dividend is important and have paid one every single quarter since we went public in 1960. Our dividend CAGR over the last 10 years is actually somewhere around 10%. We increased it by a penny a quarter, the board did earlier this week. Dividend's part of it, debt repayment. The CapEx will come way down this year, as Scott outlined in his comments. I think, you know, the big sort of blob of CapEx that we had over the last 2 years is largely behind us. A little bit carried over into this year.

Speaker #3: So, for the year, we have Johnny, with gross margins maybe moving backwards slightly in Q1, but for the year, they move forward. So, that's kind of a strong part of the promotional comments that we had.

Speaker #3: Gotcha. Thanks so much. Mm-hmm. Thank you. Thank you, Mauricio. Thank you. Our next question comes from the line of Joseph Sella with Truist Securities.

Speaker #3: Please proceed with your question. Hey, guys, thanks so much for taking my question. The first one, just on the, you know, the inventory planning stuff that you've done with Johnny was—I think you were talking about kind of porting that over to the other brands.

Speaker #3: Can you just talk about, you know, what we should be expecting there, I guess, near- and long-term, and what the impacts might be?

Tom Chubb: That was really just a timing thing that, you know, what we think going this year and going forward is that we'll be at much more normalized levels of CapEx. There should be, you know, plenty of cash flow and free cash flow.

Speaker #3: Yeah, so we are porting it over, really, across the entire company. I think after Donnie was, the next one up was Lily. But they're several months behind Johnny was, so the time period before they'll start to really see impact will be pushed out a bit, too.

[Analyst] (BTIG): Got it. That's super helpful. Just one more for me. Could you just give us a little more detail on exactly what the marketing and merchandising actions at Johnny Was will look like this year as you look to reinvigorate the brand?

Ethan Saghi: Got it. That's super helpful. Just one more for me. Could you just give us a little more detail on exactly what the marketing and merchandising actions at Johnny Was will look like this year as you look to reinvigorate the brand?

Speaker #3: And then the big brands—Tommy was the last—and they're really getting going on it now. So there's, you know, there's probably really, for Tommy, more Spring '27 before you see anything.

Tom Chubb: Yeah. The marketing is really about more elevated, better storytelling that emphasizes what's special and unique about the brand and presents it in an elevated way, and also one that hopefully reaches a bit of a broader audience than we had in the past. We have a very dedicated fan base at Johnny Was, but we think there are more people out there that we can appeal to, and some of that's already showing up. From a product and merchandising standpoint, it's really about making sure that we have the right silhouettes, the right fabrications, very importantly, the right price points that we're offering innovation and newness, all consistent with the Johnny Was DNA, investing appropriate levels of inventory.

Speaker #3: But in Lilly, you'll get some probably in the later part of this year. The key things that I think it helps, ultimately, are, you know, the most important things: sales, margin, customer satisfaction. It's pretty good.

Speaker #3: And Joe, I think the potential to really transform the profitability of our business pretty materially is very real. I don't want to put too much on '26 just because of the timing of when this happened.

Speaker #3: But I think as we get into, you know, into ’27, we'll get some in ’26, but as we get into ’27, you'll see a lot more.

Speaker #3: Got it. Sounds good. And then, just on the Alliance facility, I know that the financial benefits are sort of down the road.

Speaker #3: Can you talk about, like, the logistical lift you might get from having it closer to the core of the Tommy market? Yeah. You know, right now, a lot of the East Coast store replenishment, a lot of the East Coast e-commerce, is being fulfilled from Auburn, Washington.

Tom Chubb: This is a big project that we've had going and it started really last summer. We are starting to see the results of some of it already. We have a weekly report that we look at every week that's got, of course, sales and margin and a couple other KPIs. One of the great things about it is that we look at it, you know, this year, pretty much every week we're seeing almost all green on that report, whereas for a couple of years it was largely red and now it's almost all green. We're also seeing the benefits of some of that merchandising work that we did show up. For example, that work indicated that dresses in the $200 to 300 dollar price bucket were very important.

Speaker #3: So just having fulfilled closer to the source, we'll take a lot of the guys' work out of the retail replenishment, and we'll be really replenishing what the stores really need.

Speaker #3: It will lead to, once we have the rhythm to us being able to carry less inventory because we'll have, you know, and this individual stores can carry less knowing they can get replenished very quickly.

Speaker #3: so that that's going to be a huge benefit. And one that, you know, we obviously got to get up and running. and getting the right volumes in there.

Speaker #3: And then getting the confidence level of the stores so they can, you know, cut back on their buffer stocking, get replenished very quickly with the right things.

Speaker #3: So, and we'll continue to add the amount of Tommy behind when it goes in this facility as the facility ramps up. Got it.

Speaker #3: Thanks so much. I appreciate it. Thank you. Thanks, Jeff. Thank you. Our next question comes from the line of Paul DeJues with Didi Group.

Tom Chubb: We invested more inventory dollars in that for spring, and it's paying off. It's working well. Those are the kinds of things that we're doing. What I'll tell you, Ethan, though, is the full impact of the work really doesn't show up until the fall product hits the floor, which is, you know, 30 July. 30 July is, you know, when we ship fall, and then you'll see, I think a more complete extent of the work that we've done there. Another thing I would be remiss if I didn't mention is the inclusion of some items that I think we're calling essentials or core essentials. These are solid pieces.

Speaker #3: Please proceed with your question. Thank you. It's pretty cogent, filling in for Paul. And two questions. The first, I think you guys mentioned it was traffic and conversion that would be issues in working.

Speaker #3: And I'm wondering which of the metrics has really changed and improved as you were talking about the improvement quarter-to-date. And then I think in your prepared remarks, you mentioned optimizing Lilly's distribution and channel mix, and changing their pricing architecture.

Speaker #3: And I was just hoping you could go into a little more detail on that. Thank you. So, on the pricing architecture, it's really that same thing I was talking about, and Donnie was, where we implemented a tool that helped us to do much more detailed analytics on what price points really work well from—I'm sure you're familiar with GMROI, or gross margin return on investment.

Tom Chubb: There's like a top, a pant, a skirt, maybe one or two other things, and they come in, I believe, three solid colors that merchandise beautifully with all our, you know, embroidered and printed product. But they give a woman a way to come in and, you know, if she wants to buy a printed top but would prefer to have a solid pant or skirt to go with that, we've got it for her. It's a way to, you know, let her complete the outfit in our store, which will be a plus. It also, from a visual merchandising standpoint, just helps break up all the embroidery and print that we've got in the store.

Speaker #3: So, looking at the business on a very granular basis and understanding the best places to invest our inventory dollars—in the example I gave in Johnny, it was dresses in the $200 to $300 price point bucket, where historically, according to the data, we were a bit underinvested.

Speaker #3: We were overinvested, and some other places, and it's really trying to adjust those, you know, those, I guess, imbalances, if you will, in the line.

Speaker #3: And when you know where you need to be, you can design into it. So it's not like you, you know, you’ve got to raise prices or cut prices together.

Tom Chubb: Sort of, in concert with that, we're also, I would say, calming down the interiors of a store, our store a little bit to make them a little less overwhelming and easier to shop. A lot of this is well in flight. A lot of it'll take a little bit longer to fully come to fruition, but we're super excited about it. One of the things that we love, Ethan, is that one of our very important wholesale customers, when they came in to see fall, they absolutely loved it. They bought into it. They loved what we were doing, and they actually upped their budget for their buy for us, which is a very strong indicator of what they think about the line. I think that's an early indicator.

Speaker #3: You just, you know, design your future line into the, you know, into the price architecture that, you know, the analytics indicate will work best.

Speaker #3: And again, on the Johnny Was example, that finding came out, I guess, back in the summer. And we were able to action it, at least to some degree.

Speaker #3: And it's working. And there are a lot of others, too, but that's the idea. And it's basically, Tracy, about having better tools and processes.

Speaker #3: We've got great merchants across the company, and across the country. We've got, you know, just superb merchants, but it's about putting better processes and tools in their hands and letting them do their job better.

Speaker #3: Thank you. And then, on the quarter-to-date traffic conversion—yes. What I would tell you is that, you know, the big star of the show has really been the average order value, which is a combination of both the average unit price and the units per transaction, and the trend lines on those are really good.

Tom Chubb: Obviously, ultimately, the consumer is the one that votes, but you know, retailers that are great merchants, you know, their opinions tend to be pretty good indicators of where you're headed.

[Analyst] (BTIG): Yeah, absolutely. That's really great to hear, and I appreciate all the color. I'll pass it on.

Ethan Saghi: Yeah, absolutely. That's really great to hear, and I appreciate all the color. I'll pass it on.

Tom Chubb: Thanks a lot, Ethan.

Speaker #3: Traffic has been okay. You know, conversion has still been, you know, a little bit of a challenge, but the very strong positives, I would say, are the—or is the—average order value growth.

Operator: Thank you. To allow everyone a chance to ask a question, we ask that everyone in the queue to please limit themselves to only one question and one follow-up. Again, please limit yourself to only one question and one follow-up to allow everyone a chance to ask a question. Our next question comes from the line of Mauricio Serna with UBS. Please proceed with your question.

Speaker #3: That's kind of the story. Great, thank you very much. Okay, thank you. Thank you. We have reached the end of the question and answer session.

Mauricio Serna: Great. Good morning. Thanks for taking my question. I guess I'm just trying to understand from the guidance that you laid out for the year. I think it implies some acceleration, at least if you look at the ranges. I think like, you know, first being Q1 versus what you're projecting for the year. Maybe could you just help us reconcile that? Also, could you give us more details on, you know, what you're seeing on Lilly Pulitzer? I think, you know, you alluded to like a soft start of the year maybe because of weather. How are you thinking about that business improving as the year progresses? Thank you.

Speaker #3: I would like to turn the floor back over to CEO Tom Chubb for closing remarks. Okay. Thank you, Camilla. And thank you for your interest, everybody.

Speaker #3: We look forward to talking to you again in June, and I hope all is well until then. Thank you. Thank you. This concludes today's conference, and you may disconnect at this time.

K. Scott Grassmyer: Yeah. Mauricio, on the. I think you're referring to comps accelerate a little bit in the guidance from. Part of it is February was extremely cold. You know, February was not a great comp month, and it's really where our Tommy Bahama has really overcome that, as Tom mentioned, with the West Coast business. Lilly Pulitzer has started a bit behind on comp and behind our initial plan on comp, but they are so East Coast-centric and East Coast is where weather patterns had. They don't have the West Coast to offset. With the weather normalizing, we really believe, you know, we'll have a little bit better comp because of that. We're seeing it more in March, especially at Tommy.

Scott Grassmyer: Yeah. Mauricio, on the. I think you're referring to comps accelerate a little bit in the guidance from. Part of it is February was extremely cold. You know, February was not a great comp month, and it's really where our Tommy Bahama has really overcome that, as Tom mentioned, with the West Coast business. Lilly Pulitzer has started a bit behind on comp and behind our initial plan on comp, but they are so East Coast-centric and East Coast is where weather patterns had. They don't have the West Coast to offset. With the weather normalizing, we really believe, you know, we'll have a little bit better comp because of that. We're seeing it more in March, especially at Tommy.

Tom Chubb: Then on the Lilly Pulitzer thing, I mean, it's, you know, in February, as Scott mentioned, it was not a great comp month. Florida is an enormous part of Lilly Pulitzer's business all year, but especially in the spring. We did a really interesting look back where we looked at the weather patterns in Florida over the last, I don't know, seven or eight years, something like that. When it's cold in February, comps are weak. By cold, I mean, when the average temperature is colder than normal on a daily basis, the comps tend to be weak. When the weather is warmer than the normal on an average daily basis, the comps are good. This year we just didn't have it.

Tom Chubb: Lilly Pulitzer, you know, is so dependent on Florida, especially at that time of year, and the whole East Coast. They do a lot in the Northeast, as you know, from where you live. There was just so much snow up there, but I think that had an impact on us. Of all of our brands, you know, Lilly Pulitzer is the warmest of a bunch of warm weather brands. I think we saw it not only in the financial results, but in terms of what was selling. The dress business, which, you know, in colder weather, dresses are gonna be less popular, was the weakest category, and the strongest categories were things like pants and jackets that, you know, go better with cooler weather. We look at the product, we don't think we have any issue there.

Tom Chubb: We think, you know, the weather will turn and is turning, and we expect things to pick up. We've obviously factored what we've seen to date into our forecast.

Mauricio Serna: Got it. Very helpful. A couple of follow-ups maybe on the margins. First one, on gross margin, I think you alluded to Q1 still being impacted with some promotions, I think, or some, like, you know, higher proportion of sales happening during promotional events. Like, for the full year, I think it's, like, the opposite or less promotions. Trying to reconcile that. Specifically on Johnny Was, anything that you can tell us in terms of, like, how you're thinking about the margin outlook of this business for the year? Or maybe, I guess, like I said, more of a top line first recovery. How should we think about that, the inflection of that business, or how much inflection we should see in 2026? Thank you.

Tom Chubb: Yeah. I think Johnny Was, it's gonna be a little bit more of a gross margin story, which will get better after Q1. We still have some goods to clear and still had to have some, you know, little more promotions. The number of promotional days are expected to come way down. Our inventory levels are in really good shape. We think part of the gross or the promotional cadence is, you know, Johnny Was will get less promotional as the year goes on. As, you know, we buy better, buy more in the right categories, and buy appropriate levels, we think the amount of promotions we'll have to do is less.

Scott Grassmyer: Yeah. I think Johnny Was, it's gonna be a little bit more of a gross margin story, which will get better after Q1. We still have some goods to clear and still had to have some, you know, little more promotions. The number of promotional days are expected to come way down. Our inventory levels are in really good shape. We think part of the gross or the promotional cadence is, you know, Johnny Was will get less promotional as the year goes on. As, you know, we buy better, buy more in the right categories, and buy appropriate levels, we think the amount of promotions we'll have to do is less.

Tom Chubb: For the year, we have Johnny Was gross margins maybe moving backwards slightly in Q1, but for the year, they move forward. That's kind of explaining part of the promotional comments that we had.

Scott Grassmyer: For the year, we have Johnny Was gross margins maybe moving backwards slightly in Q1, but for the year, they move forward. That's kind of explaining part of the promotional comments that we had.

Mauricio Serna: Got it, chief. Thanks so much.

Tom Chubb: Thank you. Thank you, Mauricio.

Scott Grassmyer: Thank you.

Tom Chubb: Thank you, Mauricio.

Operator: Thank you. Our next question comes from the line of Joseph Civello with Truist Securities. Please proceed with your question.

Joseph Civello: Hey, guys. Thanks so much for taking my question. First one, just on the, you know, the inventory planning stuff that you've done with Johnny Was. I think you were talking about kind of porting that over to the other brands. Can you just talk about, you know, what we should be expecting there, I guess, near and long term, and what the impacts might be?

Tom Chubb: Yeah. We are porting it over really across the entire company. I think after Johnny Was, the next one up was Lilly Pulitzer, but they're several months behind Johnny Was, so the time period before they'll start to really see impact will be pushed out a bit too. Then of the big brands, Tommy Bahama was the last, and they're really getting going on it now. You know, it's probably really for Tommy Bahama more spring 2027 before you see anything. In Lilly Pulitzer you'll get some probably in the later part of this year. The key things that I think it helps ultimately is you know, the most important things, sales, margin, customer satisfaction. It's pretty good.

Tom Chubb: Joe, it's, I think the potential to really transform the profitability of our business pretty materially is very real. I don't wanna put too much on 2026 just because of the timing of when this happened. But I think as we get into, you know, into 2027, we'll get some in 2026, but as we get into 2027, you'll see a lot more.

Joseph Civello: Got it. Sounds good. Just on the Lyons facility, I know that you know the financial benefits are further down the road, but can you talk about like the logistical lift you might get from having it closer to the core of the Tommy market?

Tom Chubb: Yeah. You know, right now, a lot of the East Coast store replenishment, a lot of the East Coast e-commerce is being fulfilled from Auburn, Washington. So just having fulfilled closer to source will take a lot of the guesswork out of the retail replenishment and will be really replenishing what the stores really need. It will lead to, once we have the rhythm, to us being able to carry less inventory 'cause we'll have, you know, and the individual stores can carry less knowing they can get replenished very quickly.

Scott Grassmyer: Yeah. You know, right now, a lot of the East Coast store replenishment, a lot of the East Coast e-commerce is being fulfilled from Auburn, Washington. So just having fulfilled closer to source will take a lot of the guesswork out of the retail replenishment and will be really replenishing what the stores really need. It will lead to, once we have the rhythm, to us being able to carry less inventory 'cause we'll have, you know, and the individual stores can carry less knowing they can get replenished very quickly.

Tom Chubb: That's gonna be a huge benefit and one that, you know, we obviously gotta get up and running, and getting the right volumes in there, and then getting the confidence level of the stores that they can, you know, cut back on their buffer stock and get replenished very quickly with the right things. We'll continue to add the amount of Tommy Bahama that goes into this facility as the facility ramps up.

Scott Grassmyer: That's gonna be a huge benefit and one that, you know, we obviously gotta get up and running, and getting the right volumes in there, and then getting the confidence level of the stores that they can, you know, cut back on their buffer stock and get replenished very quickly with the right things. We'll continue to add the amount of Tommy Bahama that goes into this facility as the facility ramps up.

Joseph Civello: Got it. Thanks so much, guys. Appreciate it.

Tom Chubb: Thank you. Thanks, Joseph.

Scott Grassmyer: Thank you.

Tom Chubb: Thanks, Joseph.

Operator: Thank you. Our next question comes from the line of Paul Lejuez with Citigroup. Please proceed with your question.

Tracy Kogan: Thank you. It's Tracy Kogan filling in for Paul. I had two questions. The first, I think you guys mentioned it was traffic and conversion that were the issues in Q4, and I'm wondering which of the metrics has really changed and improved as you're talking about the improvement quarter to date. I think in your prepared remarks, you mentioned optimizing Lilly Pulitzer's distribution and channel mix and changing their pricing architecture. I was just hoping you could go into a little more detail on that. Thank you.

Tom Chubb: On the pricing architecture, it's really that same thing I was talking about in Johnny Was, where we've implemented a tool that helps us to do much more detailed analytics on what price points really work well from, I'm sure you're familiar with GMROI or gross margin return on investment. Looking at the business on a very granular basis and understanding the best places to invest our inventory dollars. The example I gave in Johnny Was was dresses in the $200 to $300 price point bucket, where historically, according to the data, we were a bit underinvested. We were overinvested in some other places. It's really trying to adjust those, you know, I guess, imbalances, if you will, in the line.

Tom Chubb: When you know where you need to be, you can design into it. It's not like you know, you have to raise prices or cut prices to get there. You just, you know, design your future line into the, you know, into the price architecture that, you know, the analytics indicate will work best. Again, on the Johnny Was example, that finding came out, I guess back in the summer, and we were able to action it at least to some degree, and it's working. There are a lot of others too, but that's the idea. It's basically, Tracy, about having better tools and processes. We've got great merchants across the company and across the country.

Tom Chubb: We've got, you know, just superb merchants, but it's about putting better processes and tools in their hands and letting them do their job better.

Tracy Kogan: Thank you. On the quarter to date traffic conversion improvement.

Tom Chubb: Yeah. What I would tell you is that, you know, the big star of the show has really been the average order value, which is a combination of both the average unit price and the unit per transaction, which the trend lines on those are really good. Traffic has been okay. You know, conversion has still been, you know, a little bit of a challenge, but the very strong positives I would say is the average order value growth. That's kind of the story.

Tracy Kogan: Great. Thank you very much.

Tom Chubb: Okay. Thank you.

Operator: Thank you. We have reached the end of the question and answer session. I would like to turn the floor back over to CEO Tom Chubb for closing remarks.

Tom Chubb: Okay. Thank you, Shamali, and thank you for your interest, everybody. We look forward to talking to you again, in June, and I hope all is well until then. Thank you.

Operator: Thank you. This concludes today's conference, and you may disconnect your line at this time. We thank you for your participation.

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