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Lands’ End Inc (NASDAQ:LE)Q3 2019 Antithesis CallDec 3, 2019, 8:30 a.m. ET

Operator



Ladies and gentlemen, acknowledge you for continuing by, and acceptable to the Lands’ End Third Division 2019 Antithesis Appointment Call. At this time, all participants are in a listen-only mode. After the apostle presentation, there will be a question-and-answer session. [Operator Instructions]

I would now like to duke the appointment to your apostle today, Bernie McCracken, Chief Accounting Officer. Please go ahead, sir.



Bernie McCracken — Chief Accounting Officer

Good morning and acknowledge you for abutting the Lands’ End antithesis alarm for altercation of our third division budgetary 2019 results, which we appear this morning and can be begin on our website landsend.com.

On the alarm today, you will apprehend from Jerome Griffith, our Chief Executive Officer and President; and Jim Gooch, our Chief Operating Officer and Chief Banking Officer. After the company’s able remarks, we will conduct a question-and-answer session.

Please additionally agenda that the advice we’re about to altercate includes advanced statements. Such statements absorb risks and uncertainties. The company’s absolute after-effects could alter materially from those discussed on this call. Factors that could accord to such differences include, but are not bound to those items acclaimed and included in the company’s SEC filings, including our anniversary address on Form 10-K and annual letters on Form 10-Q. The advanced advice that is provided by the aggregation on this alarm represents the company’s angle as of today and we do not undertake any obligation to amend advanced statements fabricated by us. Consecutive contest and developments may annual the company’s angle to change.

During this call, we’ll be apropos to non-GAAP measures. These non-GAAP measures are not able in accordance with about accustomed accounting principles. A adaptation of non-GAAP banking measures to the best anon commensurable GAAP measures can be begin in our antithesis absolution issued beforehand today, a archetype of which is acquaint in the Investor Relations breadth of our website at landsend.com.

With that, I will about-face the alarm over to Jerome Griffith.

Jerome Griffith — Chief Executive Officer and President

Thank you, Bernie. Acceptable morning. We are actual admiring to accept delivered both able antithesis beforehand for the third division and a abundant beforehand on our cardinal initiatives aloft our businesses. Briefly highlighting our banking results. Acquirement added about 5% aback adapted for Sears closures with beforehand led by our US business. In the US, e-commerce sales grew 7.4%, while our US aggregation operated retail food already afresh delivered able commensurable sales beforehand of 8.3%. Adapted EBITDA grew about 20% to $18.8 actor constant from gross allowance amplification of about 110 abject points, apprenticed by added acclimatized promotional strategies, as able-bodied as amount controls.

While we face sales headwinds accompanying to unseasonably balmy temperatures beforehand in the quarter, we saw an uptick in affairs trends, decidedly in added outerwear as colder acclimate arrived. The beforehand we are authoritative aloft our abundant cardinal initiatives continues to put us on clue to accomplish our abiding banking targets. During the third quarter, we abide to beforehand our beforehand strategies, which abide centered on accepting the artefact right, operating as a digitally led company, active a uni-channel action and convalescent business processes and infrastructure.

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Our mission is to deepen our relationships with amount barter while alluring new barter to Lands’ End. This accomplishment begins with consistently carrying artefact with purpose, and we are active our artefact action through four basic objectives, own the water, own the weather, layers, layers, layers, and we fit every body. During the third division we saw favorable acknowledgment to accession in our array as we added leveraged our abstracts to acquaint artefact decisions. We were decidedly admiring with the double-digit beforehand in our knits and sleepwear categories, which represent a allusive allocation of melancholia sales.

We saw backbone in our denim and broadcast capricious businesses in both men’s and women’s. Our denim business grew double-digits in the division absorption favorable acknowledgment to a active and broadcast assortment. Our added array of capricious products, alien this abatement additionally resonated with customers. Capricious plays a key role as we attending to accommodate our chump with buy now, abrasion now artefact ambrosial to their claimed preferences and arcade habits and abbreviation assurance on capricious melancholia weather. Aural this assortment, we saw backbone in our new rain coats and in several of our outerwear franchises, squall, 3-in-1, as able-bodied as our Thermacheck 100 Fleece. Our sweaters and added outerwear businesses while apathetic through best of the division did see a allusive auto with the colder added adapted acclimate in October.

Entering winter, we will focus on our warmest outerwear abacus to acknowledged key franchises, including our campaign collection. These successes acquaint us that we can drive incremental beforehand by accretion in categories breadth we see opportunity. Overall, we will abide to advantage abstracts analytics to added carefully adjust our alms with chump appeal and optimize our assortment.

Across our businesses, we abide focused on advancement advantageous gross allowance achievement accurate by an added AI based promotional and markdown strategy. As we use AI to analysis and learn, we are accepting absorption in active added able and assisting promotions and markdowns. We accept additionally bigger our amount accuracy acquaintance breadth we acutely affectation the promotional amount to our customer, by accretion the afterimage for our chump in added affairs channels.

With the aggregate of activating promotions and amount clarity, we will abide to appraise which offers best actuate purchasers, while arresting the adapted antithesis amid sales beforehand and profitability. We abide to advance in acceptable our adaptable acquaintance as we apperceive this is how our chump prefers to shop, abnormally during the active anniversary season. To this end, we implemented a adaptable redesign and reengineering accomplishment during the quarter.

Among the enhancements we fabricated was a 75% abridgement in amount time on the artefact detail page, which has already resulted in a cogent access in adaptable about-face rates. We accept additionally enabled her to add to her bag added seamlessly and bound on her smartphone by simplifying the checkout process, which should advice to drive college conversions as able-bodied as drag the chump experience. Currently, our adaptable about-face is over 2.5 times the industry boilerplate amount of about 1.8%.

Turning to our uni-channel strategy. Our ambition charcoal to action our artefact wherever, about and whenever our chump wants to shop, whether it be through our agenda or concrete channels. Our e-commerce access represents over 90% of absolute sales and with our able ancestry we abide committed to architecture aloft our agenda capabilities and arcade acquaintance aloft our business.

We delivered able US atone beforehand of 8.3% in our company-operated stores, which comedy a allusive role in architecture cast awareness. Our 2018 openings are comping aloft expectations absorption enhancements to our new format. Notably, we are seeing an incremental sales lift aloft the accession of the new abundance in a accustomed barter breadth aback we accessible a store. This supports our continuing retail amplification action as this indicates we’re accepting cast acquaintance in accession to aperture accretive stores.

We abide to absorb new learnings aloft our absolute abundance base. During the third quarter, we opened one abundance and in November, we opened three added food bringing us to 25 US locations. We abide to booty a acclimatized access to accretion our cast in adjustment to best advantage our able cast ancestry and abound cast awareness.

Building on our business efforts in the third quarter, we auspiciously collection aerial single-digit access in new chump accretion through our abstracts apprenticed agenda strategies, which accomplish it accessible for -to-be barter to ascertain and accretion articles that fit their needs. We abide to body chip agenda campaigns to ambition affairs that behave like our absolute customers. We appearance up in accordant searches to acknowledgment questions like flannel adjoin bleed pajamas and targeting media, including Facebook and Connected TV acute accessories that highlight the allowances of our products. And we use apparatus learning, auto behest technology and paid chase to win the bang at the point of acquirement decision.

As we attending to body greater connectivity with our customers, we launched a branded Lands’ End Visa and clandestine characterization acclaim agenda in October. The agenda allows barter to adore chargeless shipping, 5% accolade amount on Lands’ End purchases and up to 2% accolade amount at Lands’ End on added purchases. We appearance these allowances as a agency to architecture stronger relationships with our barter and greater loyalty.

Looking at our Outfitters business, we abide on clue with our American Airlines launch. We were actual admiring with the success of our Delta barrage and apprehend American Airlines to go appropriately well. We are appreciative that the bigger and added bigger airlines in the apple accept entrusted us with their compatible needs. Longer term, we will abide to accompany new relationships by leveraging these and added partnerships that allegorize our capabilities to assassinate all-embracing civic programs. In the academy compatible business, we saw a allusive advantage advance as we collection college gross margin.

Turning to the basal line, we abide to focus on active assisting top band beforehand and leveraging SG&A amount to advance our EBITDA growth. We see opportunities to abate costs by leveraging the IT investments we are currently authoritative in areas such as adjustment management, which Jim will altercate in added detail. In affiliation with the advance we are authoritative on our amount initiatives, we accept been alive to aggrandize our business by exploring new beforehand avenues as we advantage our brands able heritage. To that end, we would like to accommodate you with highlights on a few of the opportunities we are pursuing.

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First, third-party marketplaces. We accept we can augment our adeptness and enhance our beforehand by accretion our attendance to new third-party marketplaces. As you know, we accept a attendance on Amazon and abide to see about 50% of orders advancing from new customers. We are alive to abound our business with Amazon, as able-bodied as aggrandize to new ally that are cast appropriate. Second, we are additionally attractive to selectively access licensing agreements for articles and categories breadth ally can advice us to advance our reach. We see these as opportunities to actualize new aerial allowance acquirement streams, but added chiefly as avenues for accretion our cast attendance aloft a broader and accordant audience. And third, we are alive on collaborations, as an example, in 2020 we will be introducing a swimwear accord with Draper James, Reese Witherspoon’s accoutrement company, which will be offered in both our retail and e-commerce channels in aboriginal spring. This is a allusive branding befalling as we advantage our artefact capabilities to drive incremental beforehand and cast awareness.

While these were in the alpha stages, we are aflame by the befalling to advantage our able cast and artefact capabilities to drive beforehand over the connected term. We attending advanced to afterlight you on these activities as they progress.

In conclusion, we’re aflame about the backbone in the amount business and the beforehand we abide to accomplish adjoin our cardinal initiatives. Before axis it over to Jim, I appetite to booty a moment to allotment that Lands’ End was afresh accustomed by Newsweek as one of America’s Best Chump Service online accoutrement retailers.

We apperceive that it is important for brands to affix with barter and we accept that we accept a able aggressive bend with the cast ancestry that Lands’ End carries. This accumulated with our charge to putting the chump at the centermost of aggregate we do creates the foundation for us to bear constant assisting beforehand over the connected term.

With that, I will about-face the alarm over to Jim to analysis our banking achievement and analysis our angle for our fourth division and the abounding year.

James Gooch — Executive Vice President, Chief Operating Officer, Chief Banking Officer and Treasurer

Thank you, Jerome and acceptable morning. For the third division absolute aggregation acquirement decreased hardly to $340 actor compared to $341.6 actor in the aforementioned aeon aftermost year. Our achievement reflects 89 beneath Lands’ End Shops at Sears and a slower alpha to our added outerwear business. After adjusting for the Shops at Sears, our acquirement added 4.7%.

We saw connected backbone in our US e-commerce business, which added 7.4% as able-bodied as connected beforehand in commensurable sales at our company-operated stores. While outerwear and algid acclimate categories were challenged with unseasonably balmy weather, we were admiring to see solid achievement aloft abounding of our categories, decidedly with backbone in our women’s denim and broadcast capricious businesses in both men’s and women’s.

Our sweaters and added outerwear business began to advance backward in the quarter, with the accession of colder weather. While we abide to accomplish able beforehand in new chump acquisition, constant with our all-embracing performance, absolute buyers were almost flat. We afresh delivered able achievement in our US company-operated food with an 8.3% atone abundance access for the quarter. We’re seeing atone improvements aloft both our bequest food as able-bodied as our newer food we opened in 2018, which are carrying alike stronger achievement in their added year.

We additionally abide admiring with the achievement of our new stores. We opened one abundance in the third division and three added food in November, giving us 25 US company-operated stores. As we accepted with the cogent cardinal of Sears abundance closures, our all-embracing retail sales decreased from $27.8 actor to $14.4 million. We concluded the division with 36 shops at Sears, all of which are in defalcation and accept leases expiring this year.

Within Outfitters, our sales added $1.1 million. In our academy compatible business, we fabricated the cardinal accommodation to abate promotions. While we saw basal abrogating appulse on sales, we still grew sales for the division acumen above increases in both gross accumulation dollars and gross margin. We’ve fabricated cogent beforehand on our American Airlines barrage with antecedent shipments alpha in November. To date, we alien about $20 actor of the accepted $40 actor to $50 actor launch. We abide to accept the majority of the barrage acquirement will be accomplished in the fourth division of 2019.

Gross allowance in the third division was up about 110 abject credibility to 45.3%. The gross allowance access was primarily accompanying to added acclimatized promotional strategies and use of analytics to optimize our markdowns. Based on our accepted trends, we apprehend gross allowance to already afresh aggrandize in the fourth quarter.

Selling and authoritative costs were collapsed due to our planned college business spend, annual by the abatement in the cardinal of Sears locations and connected able administration of our amount structure.

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Income tax was an amount this division of $1.3 actor compared to $4 actor annual aftermost year. Net assets for the division was $3.6 actor or $0.11 per allotment compared to a net assets of $3.3 actor or $0.10 per allotment aftermost year.

In accession to the GAAP measures that we categorical above, adapted EBITDA is an important advantage admeasurement that we use to administer our business internally. For the division adapted EBITDA was $18.8 million, but that’s about 20% access adjoin aftermost year and aural our advice ambit of $17 actor to $20 million.

Turning to the antithesis sheet. Absolute banknote at the end of the division was $15.9 actor compared to $105.9 actor aftermost year. The lower banknote antithesis accumulated with our borrowings beneath the ABL is a absolute aftereffect of both our autonomous accommodation of $100 actor of our appellation accommodation and our college annual antithesis compared to aftermost year.

Inventories at the end of the division were $499.9 million, that’s up $67.9 actor compared to the end of the third division of aftermost year. The access was apprenticed by third division receipts in alertness for the fourth division barrage of American Airlines, accumulated with the accommodation to advance shipments to abstain some of the appulse from the assessment increase. We abide actual adequate with our accepted annual levels, which are both seasonally adapted and at historically low age-old levels. We apprehend all-embracing inventories to acknowledgment to a normalized akin by the end of the fourth quarter.

Now I’d like to absorb a few annual discussing our IT initiatives. After the achievement of our ERP rollout aftermost quarter, we started to apparatus our Enterprise Adjustment Administration system, which is on plan from both a timing and annual perspective. This division we implemented antecedent phase, which accommodate a all-around annual visibility, we’ll bear consecutive phases in aboriginal 2020 which we apprehend will advice access our annual abundance and advance our adeptness to action and accomplish orders through added centralized and alien channels. This should aftereffect in opportunities for both top band beforehand and alive basic improvement.

Before axis to guidance, I appetite to booty a moment to reiterate the appulse from the implemented tariffs. We apprehend the access in tariffs to accept a gross appulse of $8 actor to $10 actor in the accepted budgetary year. We still advanced actuality able to annual about 50% of these tariffs through accelerated receipts advanced of the increase, negotiating appraisement with the bell-ringer abject and attractive at added accumulation opportunities in our business. Attractive advanced to 2020 and beyond, we advanced added abbreviation our acknowledgment to China to about 20% of our absolute shipments. As a result, we apprehend our advancing net appulse from the added tariffs to be about $7 actor to $9 actor per year.

Now axis to our guidance. For the abounding year, we apprehend net acquirement to be amid $1.45 billion and $1.46 billion, abbreviating our ambit from our antecedent advice of amid $1.45 billion to $1.5 billion. However, we are accretion our net assets angle to be amid $18 actor and $21 actor and adulterated antithesis per allotment to be amid $0.55 and $0.64, which includes the assessment appulse that I mentioned earlier. We’re additionally alteration our adapted EBITDA angle to be amid $75 actor to $79 million, that’s at the aerial end of our above-mentioned guidance.

For the fourth quarter, we apprehend net acquirement to be amid $545 actor and $555 million, apprenticed by beforehand in our e-commerce business and our American Airlines launch, partially annual by the abridgement of 49 shops at Sears compared to aftermost year. We apprehend net assets of $24 actor to $27 actor and adulterated antithesis per allotment to be amid $0.74 and $0.83. We apprehend adapted EBITDA in the ambit of $46 actor to $50 million. Finally, we apprehend capex of about $40 million, apprenticed by our new Enterprise Adjustment Administration arrangement and added abundance openings.

And with that, we’ll accessible up the alarm for questions.

Jerome Griffith — Chief Executive Officer and President

Actually Jim. Before we get started with the Q&A, I aloof appetite to accomplish one animadversion because I don’t appetite to get the catechism about Cyber Week. Keep in apperception that Black Friday and Cyber Monday and Tuesday are three of our bigger aggregate canicule of the year. Overall, we’re actual admiring with our achievement so far during this active arcade period, we’re still in the average of it, but we’re in band with our expectations.

So now with that, let’s accessible it up for questions.

Operator

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Thank you. [Operator Instructions] Our aboriginal catechism comes from Steve Marotta with CL King & Associates. Your band is now open.

Steven L. Marotta — CL King & Associates — Analyst

Good morning, Jerome and Jim. Congratulations on the quarter. Jerome, aloof afterward up with your animadversion apropos Cyber Monday, I’m assuming, accustomed the acclimate about the country that the colder acclimate categories performed well, but maybe you appetite to bark that onion aback one band on Black Friday through Cyber Monday and the categories that you’re best aflame about, and alike the promotional accent over the weekend as well?

Jerome Griffith — Chief Executive Officer and President

Sure. We saw a lot of gift-giving action absolutely over the weekend. Big categories accept been assuming able-bodied for us and these should be absolutely no abruptness to you. Xxx has been accomplishing acutely well, we were affairs over a 1,000 a minute for several hours over the weekend. Personalized Christmas stockings, pajamas, [Indecipherable] had been accomplishing actual well, flannel, shirts, we awash a lot of and bodies accept been personalizing lots of artefact as well. And cardinal one Monogram has been mom. So far cardinal two has been dad. So lots of gift-giving activity.

Cold weather, yeah for abiding it helps and we absolutely saw that as we were advancing into November and yes, it’s OK for the weekend, but absolutely candidly it’s the allowance giving time of year and that’s what we accept been affairs lot of aggregate wise.

Steven L. Marotta — CL King & Associates — Analyst

I see. Jim, can you allocution a little bit about mitigating factors abutting year for tariffs, are they agnate from a bell-ringer acknowledgment standpoint. I apperceive that you’re acutely affective as fast as you can out of China. From a amount access standpoint, can you allocution a little bit about what your apprehension is for abutting year in ambitious to abate the assessment headwind?

James Gooch — Executive Vice President, Chief Operating Officer, Chief Banking Officer and Treasurer

Yeah, Steve. I advanced the things that we were able to do this year to advice abate were a brace of things that you accent there. Alive with the vendors, but again we were additionally able to advance receipts in advanced of the assessment increase. Obviously, we don’t accept that befalling abutting year, but abutting year we are action to abide to attending to move aggregate out of China. As we’ve said a brace of times now, we’re attractive at that cardinal actuality abutting to 20% of our absolute shipments abutting year, which is bottomward decidedly from breadth we were this year and absolutely breadth we’ve been in above-mentioned years.

Steven L. Marotta — CL King & Associates — Analyst

Okay. Lastly, Jerome. I advanced you mentioned leveraging abstracts analytics during the able remarks, can you allocution a little bit about what analytics you’re currently accepting now adjoin a year ago and how you advanced that will advice in markdown accent and promotional action and annual management?

Jerome Griffith — Chief Executive Officer and President

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A brace of things. Part of it is we put tighter [Phonetic] teams calm internally and assignment with our abstracts in adjustment to accept better. What the chump is absolutely attractive for so as we’re architecture the band accomplishing the band plans, aggravating to accomplish smarter decisions upfront, but the bigger advance is absolutely AI based article we alarm activating promo. It’s aggravating to aerate the gross allowance and sales aggregate with all of your items through annual numbers and additionally through colors and sizes. So we’ve been alive and accept gone through several banknote in this accomplished year, aggravating to get the algorithms aloof adapted in adjustment to aerate amount for the chump and aerate our gross margins. We’ve apparent some appealing acceptable headway, so far, and we’ll abide to agreement with this action into the advancing year, and we advanced we appetite to assignment bottomward aloft aloof appearance and admeasurement and blush into chump attributes as we run through 2020.

Steven L. Marotta — CL King & Associates — Analyst

Helpful. Acknowledge you.

Operator

Thank you. [Operator Instructions] Our abutting catechism comes from Alex Fuhrman with Craig-Hallum Capital. Your band is now open.

Alex Fuhrman — Craig-Hallum — Analyst

Great, acknowledgment for demography my question. And congratulations on adopting the advice for the year. One affair I capital to ask about is, you accept this nice American Airlines affiliation that’s about to barrage soon. Obviously, that’s a actual nice allotment of acquirement as you advanced about your three-year banking targets, is it all-important that in 2020 there will be addition big compatible win in adjustment to abound EBITDA and acquirement on top of what you’ve been able to do for this year? If you could aloof allocution a little bit about how you antithesis the array of approved advancing business with some big new annual wins and how those can accord to accepting to that goal?

Jerome Griffith — Chief Executive Officer and President

I advanced it’s abundant Alex, that we get these — lot of aplomb from a lot of these above companies, you advanced of American and Delta, the bigger airlines in the world, we do Chase Bank. So Chase is the bigger coffer in America. That’s great, but those things can be a little bit choppy, decidedly about times aback you accept a barrage of new articles adjoin aloof day in day out business. One of the things we will be apperception on in the advancing year is absolutely our chump armpit for our LEO business. There’s a lot of baby and mid-size businesses out there that we advanced we accept a lot of befalling in growing and authoritative the armpit acquaintance a lot added seamless for the chump that comes on there. There’s added companies out there, which accept been gotten into this business and accept developed appealing rapidly and we advanced that there is bazaar allotment that we could booty if we accomplish the affairs acquaintance a lot easier for the customer, decidedly aback it comes to accepting your logo on products.

The added affair that we’ve been apperception on and accept had predicted acceptable success with in this year has been our academy compatible business and managing that at a abundant beneath promotional amount point. Jim talked about a little bit, breadth the margins came out, in business Outfitters and we were actual admiring with that. It is absolutely one of the things that we’re alive on over the abutting two, three years is continuing to aces up our gross allowance with how we’re managing amount credibility and how we’re managing appraisement in advanced of the consumer.

Alex Fuhrman — Craig-Hallum — Analyst

Okay, great, thanks. That’s absolutely helpful. And again if I could ask additionally aloof about the inventory, this looks like the added division in a row. It was up appealing decidedly and you mentioned the American launches as able-bodied as proactively bringing in some articles advanced of tariffs. Can you allocution a little bit about aloof the agreement of that inventory, do you feel assured that as you assignment adjoin added normalized levels at the end of Q4, as you adumbrated that the agreement of that annual won’t be heavily abounding adjoin any of your melancholia categories?

James Gooch — Executive Vice President, Chief Operating Officer, Chief Banking Officer and Treasurer

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Yeah, I think, aboriginal of all we feel actual assured in the agreement of the inventory. As I said, it’s actual seasonally appropriate. American Airlines, aloof the timing of that, we alpha to booty orders, adapted at the alpha of November and so all of that annual was sitting in the balances that we discussed with no sales adjoin it at that point in October. So that will adapt during the advance of the launch. The assessment was article that we carefully did and it had ample amount abstention adjoin it. We feel that that’s additionally action to adapt by the end of the year. The third allotment of it, which is the aboriginal allotment is acutely our top band sales were a little bit bendable in the third quarter, but the benevolence was apprenticed by our colder acclimate categories and as we mentioned as the acclimate air-conditioned off at the end of the third division into the fourth quarter, we started to see a auto in those categories. And so we still feel actual adequate that by the end of the fourth quarter, we’re action to be able to assignment to a normalized level.

Alex Fuhrman — Craig-Hallum — Analyst

Okay, that’s actual helpful. Acknowledge you.

Operator

[Operator Closing Remarks]

Duration: 27 minutes

Bernie McCracken — Chief Accounting Officer

Jerome Griffith — Chief Executive Officer and President

James Gooch — Executive Vice President, Chief Operating Officer, Chief Banking Officer and Treasurer

Steven L. Marotta — CL King & Associates — Analyst

Alex Fuhrman — Craig-Hallum — Analyst

More LE analysis

All antithesis alarm transcripts

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