Clorox Q1 2022 Earnings Call Transcript

Quartr
Provided by Quartr
August 3, 2021

There are 12 speakers on the call.

Operator

Thank you for standing by. Welcome to the Ralph Lauren First Quarter Fiscal Year 2022 Earnings Call. At this time, all participants are in a listen only mode. Later, we will conduct a question and answer session. Instructions on how to ask a question will be given at that time.

Operator

As a reminder, This conference is being recorded. I would now like to turn over the conference to our host, Ms. Corina Vandegenst. Please go ahead.

Speaker 1

Good morning, and thank you for joining Ralph Lauren's 4th quarter and full year fiscal 2021 conference call. With me today are Patrice Louvet, the company's President and Chief Executive Officer and Jay Nielsen, Chief Operating Officer and Chief Financial Officer. After prepared remarks, we will open up the call for your questions, which we ask that you limit to 1 per caller. During today's call, We will be making some forward looking statements within the meaning of the federal securities laws, including our financial outlook. Forward looking statements are not guarantees, and our actual results may differ materially from those expressed or implied in the forward looking statements.

Speaker 1

Our expectations contain many risks and uncertainties. Principal risks and uncertainties that could cause our results to differ materially from our current expectations are detailed in our SEC filings. To find disclosures and reconciliations of non GAAP measures that we use when discussing our financial results, You should refer to this morning's earnings release and to our SEC filings that can be found on our Investor Relations website. And now, I will turn the call over to Patrice.

Speaker 2

Thank you, Corey. Good morning, everyone, and thank you for joining today's call. As we close out this fiscal year, Ralph and I are proud and inspired by the way our teams have navigated through the pandemic. They have demonstrated their resilience, agility and ongoing passion for our brand and our consumers in a year unlike any other. Their commitment and execution shine through in our better than expected 4th quarter results.

Speaker 2

Against the volatile backdrop of the past year, we took action that has enabled us to emerge from this period a fundamentally stronger company than when we came into it. This includes, 1st, across all three regions, We accelerated our work to elevate our brands, while also strengthening and simplifying our brand portfolio. We're also engaging more meaningfully with consumers and driving increased marketing to deliver higher brand awareness and purchase intent coupled with higher AURs. 2nd, we repositioned each of our channels and reduced our exposure to secularly challenged areas of distribution, particularly in North America. Within wholesale, we focused our brick and mortar presence on our healthiest stores and significantly reduced our off price penetration.

Speaker 3

Within direct to consumer,

Speaker 2

we accelerated our shift to digital, step changing profitability by over 1,000 basis points as we added new connected retail capabilities and drove quality of sales.

Speaker 4

Confirm that you have The correct script.

Operator

Confirming with Alyssa right now. Okay, you may begin.

Speaker 1

Good morning, and thank you for joining Ralph Lauren's Q1 fiscal 2022 conference call. With me today are Patrice Louvet, the company's President and Chief Executive Officer and Jay Nielsen, Chief Operating Officer and Chief Financial Officer. After prepared remarks, we will open up the call for your questions, which We ask that you limit to 1 per caller. During today's call, we will be making some forward looking statements within the meaning of the federal securities laws, including our financial Forward looking statements are not guarantees, and our actual results may differ materially from those expressed or implied in the forward looking statements. Our expectations contain many risks and uncertainties.

Speaker 1

Principal risks and uncertainties that could cause our results to differ materially from our current expectations are detailed in our SEC filings. To find disclosures and reconciliations of non GAAP measures that we use when discussing our financial results, You should refer to this morning's earnings release and to our SEC filings that can be found on our Investor Relations website. And now, I will turn the call over to

Speaker 3

Thank you, Cory. Hey, if there's one thing we've learned over the past 18 months, it's agility and the importance of agility. So apologies for the false start. Now we're ready to go into our prepared remarks. So good morning, everyone, and thank you for joining today's call.

Speaker 3

Our teams delivered exceptional first quarter performance on both our top and bottom line results and across every geography. Our brand is resonating with consumers around the world as we lean into the breadth of our offering to deliver the products they are craving in this new normal. And all of our regions are on a healthier, more profitable growth trajectory. Even as we continue to execute through COVID Related challenges, it is clear that Ralph Lauren is back on offense. A few highlights to note.

Speaker 3

1st, Building on our consistent brand elevation work in direct to consumer business, we are now seeing accelerated demand and increased AUR in our wholesale channels. 2nd, our digital growth is accelerating following our pricing and promotional reset work last year. And our digital margins continue to be accretive across every region. And third, we continue to make strong progress toward our long term target of mid teens operating margins. We delivered the highest Q1 company operating margin since fiscal 2014 even as we more than doubled our marketing investment and continue to reinvest in key areas of growth like digital, key city ecosystem expansion and our consumer targeting and personalization.

Speaker 3

Our performance demonstrates consistent execution against the 5 strategic pillars that we outlined at the start of our Next Great Chapter plan. Let me share a few highlights from the quarter. First, on our efforts to win over a new generation. As we continue to invest in marketing, we are focused on New consumer acquisition and retention and both global and localized campaigns that capture consumers' optimism and desire to come together as we progressively emerge from the challenges of the past year. Some of our key campaigns in the Q1 included our summer of sports, which we kicked off with Our Olympics campaign in North America as the official outfitter of Team USA.

Speaker 3

In June, we amplified our Wimbledon campaign With a diverse group of athletes, celebrities and influencers such as South Korean superstar and Tottenham forward, Songhong Min British Pro Surfer, Lucy Campbell and G2 Esports League of Legends Superstar In the world of golf, we celebrated our brand ambassador, Yuka Saso's 1st major win at the U. S. Women's Open Championship and we were excited to welcome LPGA professional golfer, Andrea Lee as the newest face of our women's golf brand. Combined, these summer sports campaigns generated more than 8 1,000,000,000 total impressions globally in the quarter. And there's still more to come in August September with the 2021 Ryder Cup and the U.

Speaker 3

S. Open Tennis Championships right here in New York. We also announced our launch this quarter as the official outfitter of G2 Esports, one of the world's Premier Professional Esports Organizations. We are proud of this first of its kind partnership in fashion And gaming as we continue to drive new ways of reaching next generation consumers in key channels where they engage. In all, we added more than 1,000,000 new consumers to our direct to consumer channels alone this quarter.

Speaker 3

And our total social media followers continued to grow exceeding 46,000,000 globally led by Instagram. This takes me to our 2nd key initiative, energize core products and accelerate high potential underdeveloped categories. As markets reopen around the world, consumers are shifting back to many of the key categories that drove our business prior to the pandemic, while we also continue to develop new and high potential categories. While casual styles are still resonating, we're also seeing a progressive return to sophisticated casual. Given the breadth of our assortment, we have the unique ability to respond to consumer shifting appetite, reintegrating more elevated into our assortments as we scale back on stay at home categories.

Speaker 3

On the men's side, we're seeing a resurgence in polo shirts, Sports coats and trousers, denim, footwear and accessories for our core brands. In women's, we're seeing improvements across Dresses, elevated sweaters, novelty fleece, jackets and handbags. And we're also driving better performance in bottoms, including new fashion silhouettes like wide leg as well as new fabrications like silk and linen. We are rebuilding the penetration of these categories into fall 2021 beyond as consumers make the transition back to the office and social activities. Our spring performance gives us increased confidence that we will have the right assortments to meet consumers' needs moving forward.

Speaker 3

Other product highlights from the quarter included our first of several Special collections with Major League Baseball. These limited capsules celebrate the heritage of America's favorite pastime and evoke Ralph's lifelong love of the sport. Launched in May across all of our channels, including social, Digital, our stores and wholesale, the initial capsule generated over 5,000,000,000 media impressions, along with significantly higher spend compared to our average Polo consumer. Our spring polo shirt campaign included the launch of our Polo Color Shop, fully made to order customized polos and our updated Earth Polo in expanded colors. And we launched Polo Colonial Intense, an updated fragrance for a new generation and our new Stirrup Eyewear collection as we continue to elevate and innovate across our license categories as well.

Speaker 3

Moving on to our 3rd key initiative, drive targeted expansion in our regions and channels. With most of our key markets now fully reopened, we are back on offense this year with the build out of our brand elevating key city ecosystems around the world. This ecosystem approach ensures a consistently elevated experience across our digital, social and physical channels, both in our direct to consumer and wholesale networks. As part of this, in the Q1, we opened 18 new stores and concessions in priority locations globally, mostly in Asia and closed 11 locations. China continues to be a significant long term growth opportunity and our ecosystem approach delivered strong growth again this quarter with mainland sales up more than 50%.

Speaker 3

We are opening 2 new Emblematic store experiences this year in Beijing and Shanghai. With a smaller footprint than our existing flagships around the world, this new format offers consumers an elevated immersive brand experience at a significantly lower investment than our traditional flagships. Our Beijing store opened at the end of April in Sun Le Tung Mall, one of the top shopping locations in the country. In addition to featuring a Ralph's coffee, Sunlituan integrates innovative, Smart retail and digital activations throughout the store in partnership with Tencent. This includes endless aisle technology, virtual try ons and in store treasure hunt using QR codes and customization stations, where consumers use our WeChat Mini program to order customized products from their mobile phones.

Speaker 3

Though still early, the store has significantly outperformed our initial expectations and we're excited to build on our presence in China with the opening of our Emblematic Shanghai location in just a few weeks. Both stores will immerse consumers in the world of Ralph Lauren and will help further develop our ecosystems in these key markets, which already include our smaller format Polo boutiques, and sessions and digital presence across our own site and key partners such as Tmall. And as foreign tourism continues to be a headwind compared to fiscal 2020 levels, we have shifted more of our marketing, Clienteling and merchandising to capture local shoppers and regional tourists along with driving digital commerce. This takes me to our priority of leading with digital. Our global digital ecosystem, including our directly operated sites, departmentstore.com, pureplayers and social commerce, accelerated to more than 80% growth in the Q1 in constant currency, up from about 60% in Q4.

Speaker 3

While traffic is returning is starting to return to physical stores, the strength in digital is exceeding our expectations, driving a benefit to our overall operating margin mix. North America drove the biggest improvement this quarter, increasing more than 50% across both owned and wholesale digital channels. Meanwhile, Europe and Asia momentum continued with growth of more than 100% in each region in Q1, led by our wholesale digital and pure play channels. Our investments in digital continue to focus on Content creation for all of our platforms, enhanced digital capabilities to improve the user experience and continuing to leverage AI and data to serve our consumers even more effectively. Touching on our work to operate with discipline to fuel growth.

Speaker 3

We continued to drive expense discipline in the Q1 In order to fund our long term strategic investments in global expansion, digital and brand building, while also working toward our target of mid teens operating margins. We also successfully completed the sale of Club Monaco at the end of the Q1 as planned. And as previously announced, CHAPS will transition from our North America wholesale business to a license model in Q2. These actions will enable us to further focus our resources on our core namesake brands and elevated positioning in the marketplace. I also want to take a moment to highlight our ongoing work to integrate citizenship and sustainability into everything we do.

Speaker 3

In June, we published our annual Design the Change report, outlining our updated commitments and actions to drive our impact and champion the lives touched by our business. While I encourage all of you to download the full report from our corporate website, I'll highlight a few important additions this year. We committed to comprising our global leadership team of at least 20% underrepresented race and ethnic groups by 2023. As part of our comprehensive circularity strategy, We set a target to use 100% recycled cotton in our products by 2025 and to launch additional resale and recycle We also announced a goal to achieve net zero greenhouse gas emissions across our operations and supply chain by 2,040 as we continue to work on reducing our carbon footprint throughout our value chain. And beginning this fiscal year, we will incorporate key ESG metrics into our executive compensation plans.

Speaker 3

In closing, Ralph and I are very encouraged by the strong start to the fiscal year. Our teams are shooting with passion and continue to embrace the agility they demonstrated throughout the challenging and unpredictable last 18 months. While we will continue to monitor key macro challenges closely for the balance of the year, notably around inflation, supply chain disruptions, COVID resurgences and the pace of traffic recovery, the actions we took to strengthen the foundations of our brand and our business last year are enabling us to deliver results even earlier than we expected. Looking beyond this period of unusual COVID compares, We are increasingly confident in our ability to drive sustainable growth. More than ever, Led by Ralph's iconic vision, our teams are intensely focused on executing on our strategic plan to continue to protect and elevate our brand, while realizing the significant growth opportunities that exist for our business in every market.

Speaker 3

With their passion, talent and careful execution, Ralph and I are confident in our ability to deliver attractive Long term growth and value creation for all of our stakeholders. With that, I'll turn it over to Jane to discuss our financial results, And I'll join her at the end to answer your questions.

Speaker 4

Thank you, Patrice, and good morning, everyone. Our Q1 performance exceeded our expectations as our teams navigated challenges with agility, our brands connected with consumers And our strategy drove high quality growth. Upside performance this quarter was driven by Faster recovery in both North America and Europe, led by our wholesale channels, strong performance across Asia Despite extended COVID headwinds in Japan, accelerated digital growth with further digital margin expansion and continued brand elevation with high teens AUR growth. And we continue to drive expense discipline across our business while investing in high ROI initiatives to drive operating margins significantly above Our expectations. 1st quarter revenues increased 182% to last year on a reported basis and 176% in constant currency.

Speaker 4

Growth was positive in every region led by North America. Compared to Q1 fiscal 2020 or LLY, revenues declined 4%. However, This includes approximately 7 points of negative impact from last year's strategic reset to our distribution and to our CHAPS business, which transitions to a license model this month. Total digital ecosystem sales accelerated to more than 80% growth in constant currency, both to last year and LLY, including 50% growth in our own digital business. Our performance improved sequentially in every region, reflecting our strong assortments, expanded connected retail capabilities and high impact marketing.

Speaker 4

North America delivered the Strongest sequential improvement with digital ecosystem sales increasing more than 50%, up from low double digits last year. Digital margins also continued to strengthen and were strongly accretive to every region's profitability. Total company adjusted gross margin was 69.8 percent in the 1st quarter, down 200 basis points to last year on a reported basis and down 260 basis points in constant currency. This was significantly better than expected as we lapped last year's unusual COVID mix benefits driven by better pricing and promotion along with favorable product mix and the benefit of supply chain organization streamlining. Adjusted gross margins increased 5.30 basis points to double LY.

Speaker 4

1st quarter AUR growth grew 17%, marking our 17th consecutive quarter of AUR gained as we continue on our brand elevation journey. This came on top of 25% growth last year, while stores were closed. Adjusted operating expenses increased 39%, driven by higher compensation and rent as we lapped last year's furloughs and store closures during COVID shutdown. Adjusted expenses We more than doubled our 1st quarter marketing investments over the last year's substantially reduced levels at the start of the pandemic. Compared to Q1 fiscal 2020, Marketing increased 39% as we focused on digital initiatives and reactivating key brand moments as markets reopened around the world.

Speaker 4

We expect to maintain an elevated level of marketing this year at around 6% of sales to support consumer engagement, acquisition and our long term brand building initiatives. Adjusted operating margin for the Q1 was 16.8% compared to a margin loss of negative 35.7% last year and 460 basis points ahead of WLY operating margin. This was well above our guidance of 7% to 7.5% due to stronger than expected replenishment in our wholesale and digital channels, which generate highly accretive margins versus our total company rate. Moving on to segment performance, starting with North America. 1st quarter revenue increased 300% to last year, driven by strong spring assortments, improving consumer sentiment and expanded store reopenings as we lap The peak of store lockdowns last spring.

Speaker 4

Compared to LLY, North America revenues declined 8%, but included an 18% headwind from our strategic distribution resets and chaps. In North America retail, revenues grew 189% to last year. Comps increased 176% on improved traffic and nearly 40% AUR growth, reflecting our continued elevation around product, marketing and more targeted pricing and promotions. Brick and mortar comps increased 2 78%, driven by stronger AUR, basket sizes and traffic as most stores reopened. Although foreign tourist Sales improved significantly to last year, they were still nearly 70% below LLY due to continued softness in international traffic and travel.

Speaker 4

Comps in our owned digital commerce business grew 51% this quarter, accelerating from 25% in Q4 as we continue to focus on new consumer acquisition, product elevation and enhancing the user experience. While we expect continued momentum in this channel, we note the prior year compares Build sequentially after Q1. In North America wholesale, revenues increased to $250,000,000 compared to $23,000,000 last year as we carefully restocked into the channel and lapped last year's minimal shipment to customers during the shutdown. Sales meaningfully outperformed our expectations, driving the biggest upside to our guidance this quarter. The foundational work we completed through COVID to reset and elevate our inventories, Exit lower tier wholesale doors and significantly reduce our off price penetration is starting to deliver Strong early results across every key metric.

Speaker 4

In North America wholesale, full price sellout is exceeding our sell in. Total sellout was up high teens to WLY in Q1, led by market share gains in men's, Kids, home and women's footwear. And we are also encouraged by early sequential improvements in women's ready to wear. Wholesale AUR growth continues to accelerate, up more than 20% to WLY. This represents our strongest wholesale pricing gains in the last 6 years.

Speaker 4

And our focus on wholesale.com is working, with digital sellout up more than 50% in Q1 and more than 75% to LLY. Coming out of the pandemic, our wholesale partnerships are Stronger, healthier and more collaborative with a focus on marketing, improved digital capabilities and the right product assortment and an appropriate level of inventories as we build back into demand. And we see more to come as we are still in the early stages of driving our brand elevation strategy in this channel. Moving on to Europe. 1st quarter revenue increased 194% on a reported basis and 179% in constant currency, above our expectations.

Speaker 4

1st quarter comps increased at 98% with 154% increase in brick and mortar as stores reopened and a 23% increase in digital commerce. The strong early pent up demand that started in the UK this April was followed by better than expected reopening trends across France, Germany and Italy, despite extended lockdowns in the quarter. Approximately 20% of our stores were fully closed in Q1, with additional stores operating under partial closures or other restrictions. All of our major markets reopened by the end of June. Digital Commerce outperformed despite a challenging 44% comparison last year, when COVID related closures shifted more business online.

Speaker 4

While our digital comps partially benefited from Extended lockdowns across Europe this quarter. The results also reflected stronger spring assortments, growth in connected retail and our targeted marketing efforts. Europe wholesale exceeded our expectations again this quarter, driven by stronger sellout and reorders in both digital wholesale as well as traditional wholesale accounts. Turning to Asia. Revenues increased 68% on a reported basis and 61% in constant currency.

Speaker 4

Our Asia retail comps increased 43%, driven by similar performance across our brick and mortar stores and digital commerce. Our digital ecosystem continued to accelerate in Asia. In Q1, this was supported by our successful 5/20 GIPNEY campaign, 6/18 shopping event live streamed from our newly opened Stanley Toons store and momentum in our newest digital flagships in China, Japan and Hong Kong. Japan, our largest market in Asia, was negatively impacted by an extended state of emergency for the majority of the quarter. These restrictions drove a roughly 6 point headwind to the region's overall growth in Q1.

Speaker 4

Despite this, our teams were able to successfully mitigate these headwinds with stronger performance across the rest of the region. This was led by the Chinese mainland, which was up more than 50% to last year and 70% to WLY in constant currency, driven by a strong product assortment, localized marketing initiatives and new store openings. Korea was also up more than 30% to last year and 40% to LLY. Japan returned to normal operations in late June and started to ramp up vaccinations. However, The government declared another state of emergency in July ahead of the Olympic Games and we expect a slower recovery in Japan this year.

Speaker 4

Moving on to the balance sheet. We ended the year with $3,000,000,000 in cash and investments and $1,600,000,000 in total debt, which compares to $2,700,000,000 in cash and investments and $1,900,000,000 in total debt last year. We are confident in our ability to meet our debt leverage requirements ratio requirements in Q2 and eliminate capital allocation restrictions in our bank waiver. Net inventory increased 4% to support increasing demand. This compared to a 22% decline last year when we limited shipments to brick and mortar channels at the height of COVID shutdowns last spring.

Speaker 4

Supply chain challenges are increasing the variability of inventory flows quarter to quarter. Looking ahead, our outlook is based on our best assessment of the current macro environment, which includes Ongoing COVID related disruptions, the global supply chain challenge and the global supply chain challenges. We expect the quarter cadence this year to be volatile given dynamic conditions across our markets. This includes Potentially uneven pace of recovery by region and channel as well as the timing of investments as markets reopen. For fiscal 2022, we now expect constant currency revenues to increase approximately 25% to 30% to last year on a 53 week basis.

Speaker 4

Excluding approximately $700,000,000 in annualized revenues we deliberately reduced during the pandemic, Including department store exits, off price and Daigou reductions, Chaps and Club Monaco, this implies Revenues up slightly to fiscal 2020. Foreign currency is expected to contribute about 30 basis points to full year revenue growth. We now expect gross margin to expand 50 basis points to 70 basis points even as we lap meaningful geographic and channel mix benefits due to last year's COVID closures. This implies roughly 440 basis point increase to fiscal 2020. Our outlook includes slightly higher freight headwinds of approximately 100 to 120 basis points versus our previous expectation of about 100 basis points.

Speaker 4

However, this is more than offset by our expectation of stronger AUR growth of mid to high single digits above our long term guidance of low to mid single digits annually as we continue our long term elevation work. We now expect operating margin of 12% to 12.5%, up from our 11% outlook previously. This compares to a 4.8% operating margin last year and 10.3% in fiscal 2020. We expect operating margin for the remaining three quarters to moderate from Q1 levels based on Increased marketing investments as planned to get to our target of 6% of sales this year, increased freight pressure in the back half of the year and our assumption that the higher margin wholesale replenishment that we saw in the Q1 does not continue as demand start to normalize. For the full year, we expect operating profit dollars to increase meaningfully compared to fiscal 2020 pre COVID levels.

Speaker 4

For the Q2, which no longer includes Club Monaco, We expect constant currency revenues to increase approximately 20% to 22%. Foreign currency is expected to contribute about 50 basis points to revenue growth. We expect operating margin of about 13% to 14% in the 2nd quarter. This includes gross margin of flat to up 20 basis points as we continue to drive AUR and product mix, largely offset by higher freight as we lap last year's COVID mix benefits. We also expect Modest operating expense leverage and restructuring savings partially offset by higher marketing and new stores.

Speaker 4

We expect full year tax rate to be about 24% with the 2nd quarter tax rate about 24% to 25%. In closing, we are proud of our team's agility and execution around the world this quarter. As Patrice mentioned, We are still managing through a highly dynamic environment. We are firmly back on offense with this strong start to the year and this is only the beginning. Guided by Ralph's original vision and our purpose of inspiring the dream of a better life through authenticity and timeless style.

Speaker 4

We are connecting with consumers in more exciting and innovative ways than ever before. Over the coming quarters and beyond, You'll continue to see us driving our targeted strategic investments in key growth opportunities in order to deliver value for all our stakeholders. With that, let's open up the call for your questions.

Operator

The first question comes from Brooke Roche at Goldman Sachs.

Speaker 5

Good morning and thank you for taking our question. Can you please elaborate on what drove the outperformance in Q1 and perhaps where you see the most upside or downside risk to your updated fiscal 2022 guidance from here? And Jane, as a follow-up, with the 12% to 12.5% operating margin outlook in your sites for the year, how are you thinking about the levers to achieve your mid teen longer term operating margin target? Thank you.

Speaker 3

Hey, good morning, Brook. Thanks for your question to kick us off. So first off, I actually really want to take a moment to acknowledge The tremendous execution and agility of our teams in the Q1 as we got back on offense as a company. I'd say the key drivers of this quarter's outperformance were, 1st, the stronger than expected recovery in North America and Europe, especially in wholesale, which as you know is accretive to overall margins, just a couple of data points to illustrate that. Our North America wholesale AUR was up more than 20%.

Speaker 3

Our sell out Full price sellout was up in the high teens and our wholesale.com business was up more than 75% to double LY. All 3 of these numbers are versus double LY, which we think is the more relevant benchmark period. The reset work that we did to create a healthier foundation in wholesale Over the past few quarters is really starting to play out nicely and in a brand enhancing way. The second point I would call out is the fact that we drove the right elevated product and brand messaging with consumers. Ralph and our design team have done a great job of creating assortments that are resonating with consumers.

Speaker 3

We've been really pleased with our ability to win in casual, while at the same time winning in more sophisticated casual as the consumer pivots back into that direction. And the third point I'd call out is our pivot to digital and connected retail, which is really driving accelerated growth Across our digital channels. So therefore, I'd say we are feeling confident in the sustainability of our growth going forward, driven by a structurally healthier base, an important pivot in North America wholesale and digital and investments back into our business.

Speaker 4

And Brook, I would just add that many of the risk factors that we highlighted at the start of the year did not materialize in this quarter, and they were not as much of a headwind as we originally anticipated. And on the second part of your question, based on the strong Q1 beat, we felt comfortable raising our full year guidance On strength in digital and improved gross margin outlook with higher AURs and our ability to flow through Top line outperformance to operating margin. That being said, the global environment remains Volatile and our guidance continues to incorporate a number of factors. First, it's clear that COVID isn't over And we are watching the impact across our markets from both a demand recovery as well as from a supply chain perspective. And second, we expect to have increased inflationary pressures, whether it's from freight, raw materials or labor to be a headwind as we move through the year.

Speaker 4

And lastly, while we're focused on strong growth trajectory in fiscal 2022, we're very focused on long term growth and sustainable value creation. And as Patrice mentioned, we're going to continue to invest in profitable growth. And as we look towards a mid teens operating margin, which we still think is the right long term outlook for our business. We would say that we will continue we get to mid teens margins based Continued revenue recovery, although lower than our original expectation of a $7,000,000,000 revenue mark in our original Investment Day, thanks to the foundational work that we did through COVID, but it will continue to be a story of Expanded gross margin and SG and A expense leverage to the top line. And we can do this based on the expectation of a low single digit comp growth as we've noted earlier in prior quarters.

Speaker 4

We still feel confident about that. That's still our long term goal and we feel great about the progress we've made In this year and getting closer to that goal.

Speaker 1

Next question please, Angela.

Operator

Thank you. The next Question comes from Matthew Buff with JPMorgan.

Speaker 6

Great, thanks and congrats on a really nice quarter again guys.

Speaker 3

Thank you, Matt.

Speaker 6

So Patrice, 17% AUR growth is on top of 25% a year ago. Maybe by region or by Category, where are you seeing the greatest upside relative to plan as maybe you had laid it out, as it relates Pricing power. And then as we think moving forward, where do you see the greatest opportunity remaining as you continue down the brand elevation path?

Speaker 3

So you're right, it's 17% this quarter. And just to frame it for everyone on the call, this is our 17th quarter Of AUR growth. Okay. Now we know our AUR growth over the past 12 to 18 months has been outsized and our long term guidance on that is more Lowtomidsingle digits, but we're really pleased with the progress that the team has made on continuing to elevate the brand and drive AUR growth concurrently. Matt, the biggest areas of progression, the one thing I would really call out is actually the progress on North America wholesale, Because we haven't grown AUR in wholesale in North America in a long, long time, years.

Speaker 3

And I think through the great partnership that we have with our Wholesale players here in the market as well as the brand elevation work, the work on product, the work on marketing, the work on Presenting the brand in a more engaging way, it's translating into meaningful AUR growth. You think we quoted the number up Over 20% versus double LY in North America wholesale. And listen, this is not a 1 quarter pop. We are confident in our trajectory moving forward, working closely with our partners to continue to drive AUR in wholesale. The other area I would call out is actually North America, Our own website where we saw again very meaningful progression on AUR this quarter, I think up north of 40%.

Speaker 3

So quite healthy. Again, we're not pricing, we're not elevating AUR in a vacuum. This is the outcome of brand elevation work. Again, elevating the product, elevating our marketing, elevating our presentation. And as a result, we have the ability to drive AUR Through the four vectors that we've been talking historically together, 1 is being much more targeted in surgical and our promotional activity.

Speaker 3

2 is Strategic price increase is where we believe we can offer competitive value relative to our peer set. 3 is continuing to invest in product mix And you see us invest in outerwear, in home now and those products obviously carry much greater AR levels and then finally channel and country mix. So that's some specificity, but all in all, Matt, I mean, we've actually grown AUR really nicely Across the board and we're really pleased with our performance across regions, across channels, which indicates again that the brand elevation work that we are doing It's sticking and that the consumers see the value in what we have to offer. Yes.

Speaker 4

And Matt, I would just add that we are really at the start of this journey in North America. And we see significant upside. As Patrice mentioned, the wholesale pricing is very encouraging. You saw Strong AUR growth in North America. And I think we're really encouraged by the team's ability to Add levers of pricing as we move forward.

Speaker 4

Notably, our new consumer acquisition, with those new consumers Transacting at higher AURs and bigger basket sizes is a really nice additional lever that we feel confident in And confident that we've proved out the ROI of investing in that new consumer acquisition. So we feel like there is more upside as we move forward. I think North America is encouraging, but also we're encouraged by the pricing that we put up in our more developed markets like Asia, Which has led in terms of AUR levels, but continues to grow nicely as we continue our brand elevation journey.

Speaker 1

Thank you. Next question please.

Operator

Thank you. The next question comes from Michael Binetti with Credit Suisse.

Speaker 7

Hey guys, thanks for all the detail here. First, I'll offer my congrats. I know you guys did a lot of hard work to clean up the business last year. We can see the results of it here. A couple for me.

Speaker 7

Jane, similar to Matt's question on the AUR, how do you think about the sustainability of gross margins Sure. It's above the run rate's above what you thought about at the Analyst Day a couple of years back. It's been just such a source of upside to both our numbers and your plan for So many quarters and it doesn't sound like the underlying drivers are slowing down at all. So I'd love your thoughts there. And then I guess In the quarter, as you started to refill the North America wholesale channel, and Patrice, I heard in your voice, you're very happy with that, The growth rate improved by about 100 basis points sequentially compared to 4th quarter, so good numbers by any standards.

Speaker 7

And I don't mean to tempt you or sound greedy, but As we've watched some of the peers report here lately, I wonder if Ralph Lauren would have seen wholesale up even more. And the only reason I ask that is because You've been very measured about the pace of restocking that channel. And I wonder if you could try to dimensionalize for us how you think about the September quarter And North America wholesale channel trend, the gap between sell in and sell through, do you feel like you've held it back and that can continue to normalize? Or how should we think about

Speaker 4

Sure, Michael. That's a we've got a Power Pack's question there. But let me start on gross margin, because I think we really step back from our gross margin journey, which We didn't start during COVID. It started 4 years ago. It's really been a couple of big things.

Speaker 4

It's The power of our brand, our belief in it and our investment in it and the belief that we should be elevating all touch points to the consumer. That's what's given us the durability of our pricing journey and that's what's really Binnie allowed us to continue to expand gross margin. We still believe in that journey. We also see that we have stronger products than ever before at our breadth of categories and our strength at both opening price points, which we've maintained during this pricing journey and elevated price points, which our consumers are telling us that they have a strong and strong demand for has been an important part of our product mix journey and gives us confidence in our ability to continue to drive gross margin. We also see the durability of are tailwinds.

Speaker 4

Longer term, we should continue to see geographic benefits and channel benefits As we lean into direct to consumer and lean into digital, those are the things that underneath the covers are really driving our long term gross margin journey, which we believe is durable for the next several years. Maybe not at the pace that we've seen during COVID certainly, but strong but gross margin expansion. And you continue to see that in us taking up our guidance to now expanded margins for the balance of the year. And just a couple of comments on the wholesale channel. We're very pleased with what we saw in the wholesale trajectory this year.

Speaker 4

We've said throughout COVID That our sell out and sell in would start to normalize. While sell out exceeded sell in this Quarter, we expect that to normalize and be strong as we move through with our partners in recovery. We're very encouraged by the comp performance in our North America wholesale business, which was up double digits and we're very pleased by the Strong pace of growth that we saw in our digital wholesale business. I think we're working more collaboratively and in greater partnership with our wholesale partners than ever before.

Operator

Next

Speaker 3

question. I'm sorry, I would just double down on that. I think we've been really pleased with the partnership with our partners Just a data point to give you the context of the reset work that we've done on wholesale brick and mortar North America over the past 2 years. We're down 66% in terms of wholesale doors over the past 4 years, right? So we're seeing the benefit of that healthier brick and mortar base.

Speaker 3

And then we're also seeing the benefit of the amazing partnership we have on the digital front where you saw significant acceleration of our wholesale.com Performance and we expect that momentum to continue. And I think we are on the very same page when it comes to looking at assortment and continuing to elevate our assortment.

Speaker 1

Thank you. Next question.

Operator

Thank you. The next question comes from Erinn Murphy with Piper Sandler.

Speaker 8

Great. Thanks. Good morning. A couple from me. Good

Speaker 6

morning, Erin.

Speaker 1

First, I was hoping you

Speaker 8

could share a little bit more about the category outperformance. You named a number of categories, including polo shirts for men, kind of tailored bottoms, wide leg bottoms for women. And just going back to your Investor Day, You talked about non core categories as being a $500,000,000 of incremental growth. Just with what you've seen on consumer behavior, has of the categories in the non core area changed. Just curious on how you're thinking about the growth there?

Speaker 8

And then I've got one follow-up.

Speaker 3

Sure. So I'll take that one. I'm sure your follow-up is for Jane. So on men's, it's indeed A pivot towards newness and a pivot towards more elevated products. And so Sports jackets, sports coats, polo shirts, trousers, denim and footwear are the areas where we have over delivered over the past On women's, we're seeing the same shift towards newness and more sophisticated elevated casual dresses, novelty sweaters, Jackets and bottoms are the key areas, Erin, for women's.

Speaker 3

And as far as our We like to call them high potential categories as opposed to non core, but because over time they will become core for us. So these areas that we call out like outerwear, Denim, footwear, accessories and we're adding home to that. We still believe in the potential of those categories. If anything on outerwear, I think the opportunity is probably bigger than we initially estimated 3 or 4 years back, and we're going to continue to invest in that heavily. You will see that in Follow assortment as an illustration of that.

Speaker 3

And then across these different categories, I think we feel good about the capabilities we're building, the development of the product, We're activating from a marketing standpoint and really rethinking the way the product needs to show up from a distribution point. The most recent addition to that group is Home. It's very early days on that journey, but we're very bullish on the opportunity and Encouraged by the initial momentum we have on those.

Speaker 8

Great. And then my follow-up is just on the tourist level. I think You talked about it being down 70% versus LLY. Can you just share kind of your outlook over the next 12 to 18 months? Are there any signs of life, as Europe is reopening there or even here in North America and just kind of how we should think about the rebound as we look forward?

Speaker 8

Thank you.

Speaker 4

Sure. Erin, while we saw tourist sales improve slightly in North America, they're still down 69% to LLY. But we did see some improvement on a sequential basis, but international travel remained limited to most regions. Our assumption in fiscal 2022 is that we've assumed continued headwinds from tourist sales As we expect foreign travel to be under pressure through the fiscal year, foreign tourism tends to be a lagging indicator, So fortunately, we are focused on capturing more domestic travel opportunities coming out of the pandemic. And you've know we've noted our Stanley Toons store, which is outperforming in tourist market like Beijing And local domestic travel to some of our flagships is that we're also leaning into.

Speaker 4

And we have a limited presence in travel retail and We have anticipated that that will be slower to recovery, as we move forward. And we're very focused On building our business with the Chinese consumer within China. And you've seen our Mainland China growth, continued strong store build outs and really Increased marketing, which we doubled this quarter to engage with that consumer Before they start on their travel, as the markets start to recover. But our expectation is that will happen After fiscal 2022.

Speaker 1

Next question please.

Operator

Thank you. The next question comes from Omar Saad with Evercore ISI.

Speaker 9

Thanks very much for taking my question. Another great quarter. I wanted to ask a quick follow-up on all the discussions around your wholesale partners and the improved kind of Collaborative relationships you're having there. Do you have any thoughts on whether the kind of legacy markdown support vendor model vendor markdown support model Maybe kind of on the decline and less relevant going forward. And then I also wanted to get you to guys talk a little bit more about the e com acceleration with younger consumers, update with those consumers, what role do they play in the New pricing, new found pricing power of the brand.

Speaker 9

Thanks.

Speaker 3

Certainly, as we look at our global wholesale footprint, We want to drive greater focus, Omar, on just natural margin, right? And that's certainly where we're headed. And as we're seeing our improved AUR performance in North America less reliance on promotional activity. I think that's the direction of travel. So That's certainly the intent and that's where we're working towards.

Speaker 3

With our partners in a win win mindset so that we can expand our margins and they can also And there's in a sustainable way. When it comes to recruiting new consumers on Our e commerce sites, if I understood your question correctly, Omar, I mean, actually we're quite energized by the progress we're making in terms of New younger consumer recruiting on our site, it's the result of a combination of factors, right. 1, our marketing investments are up significantly. Just as a reminder, marketing this year 6% of revenue, 2 years ago 4.5% of revenue, so significant lift in marketing. And then we're playing a much broader palette of marketing activities ranging from these above the line big brand campaigns around the Polo shirts To our activities on sports, Olympics, Wimbledon, gaming, right?

Speaker 3

You saw that we signed a partnership With G2 and in particular with the Reco's, there's one of their superstars there because that's where the consumer And that's we want to appeal to that younger consumer where he or she consumers media, where he or she engages and we're seeing gaming as an important Components of that. And then we're continuing to inject product newness and surprise in our program. So Major League Baseball program, Frankly exceeded our expectations significantly. What we've seen in Asia and particularly in China with the partnership that we did with Edison Chen And the Cloth brand also significant excitement and very strong reaction from consumers. So we are going to continue to Appeal to a new generation, right?

Speaker 3

That's one of our 5 core strategic pillars. We think through our increased marketing and our more targeted approach, We have the ability to do that and I think the numbers would bear that out. To Jane's earlier point, what we like about the consumer beyond the fact that it's a new generation is Higher basket size, more full price and therefore a more profitable consumer for us. And then we also put a lot of attention and focus on retention, Right, because obviously the name of the game isn't just to bring them in, it's to make sure they stay in the family. And here are our ability to target them With much more personalized messaging through digital is proving to be a very effective tool for us.

Speaker 3

So it's a Journey to be continued, but we're excited and encouraged by the momentum we have with that next generation consumer.

Speaker 4

Omar, I just wanted to add just on your comment Vendor allowance and the relevant, full price selling takes vendor allowances off the table. And when I look at our progress this quarter, Our full price sell out was up almost 150% and it was up almost 20% on a LLY basis. That's the power that eliminates the need for vendor allowances. It's the power of our brand and that's What we're committed to delivering.

Speaker 1

Next question?

Operator

Thank you. The next question comes from Lauren Baliscu with Exane BNP Paribas.

Speaker 10

Good morning and congrats on great results. I just wanted to ask about The operating margin, Jane and Patricia, you just delivered nearly a 17% operating margin in 1Q. You're guiding for a 13% to 14% Operating margin, which would imply 2H operating margins would be single digits. Jane, any considerations on the gross margin SG and A front? And then secondly, I think Jane, I think you mentioned North America was down 8%, but on a 2 year stack, but then There were 18 points of headwind due to the strategic actions, which would suggest that North America on a core basis really did grow.

Speaker 10

Is that the right way to think about it? And if so, how do we think about North America growth on a 2 year stack basis for FY 2022?

Speaker 4

Well, we will have the headwinds of the reset that we did. So you're exactly right. North America was down 8 If you consider the reset, it was up about 3%. Yes.

Speaker 3

Up 10.

Speaker 4

Up 10. Is that right?

Speaker 3

Yes. Yes. Full company up 3.5 without the resets, North America specifically up 10.

Speaker 4

I apologize. So North America would be up 10% if you take out all of the resets in Q1, even though on a LLY basis it was down 8%. We're guiding now To 12% to a 12.5% operating margin, that puts us 200 basis points ahead of pre COVID levels on a lower revenue base. So we're feeling very good about our progress towards our mid teens operating margin. We do note as we move through the year that we had some exceptional replenishment opportunities in wholesale, Both digitally, digital pure players and our wholesale partners, which comes through at a high incremental margins, And don't anticipate that level of replenishment as we move forward.

Speaker 4

And we note that some of the freight pressures And some of the raw material pressures will continue to be a headwind in the balance of the year. You'll recall, Laurent, that we buy on long term Contracts and so some of that long term pricing starts to fade out as we move into higher price Layers as we move through the year. And we've incorporated this into our guidance, but we've taken up our freight impact From 100 basis points to 120 basis points for the year. The key lever For the balance of the year is really top line momentum. Now we're watching a number of factors, COVID, the delta variant and the supply chain very carefully, but we're very encouraged.

Speaker 4

It's still early in the year. We feel confident. We feel like we're back on offense and but we have a clear eyed view of Where the risk is and the opportunities across channels and the opportunities across our brand.

Speaker 1

Thank you. We'll take the last question please.

Operator

Thank you. The last question comes from Ike Boruchow with Wells Fargo.

Speaker 11

Hey, thanks for squeezing me in. Congrats, Patrice, Jane, great job. I guess maybe Jane, a question on margins. The digital commentary you guys are giving, you're not only seeing pretty meaningful revenue acceleration in that channel, especially in North America, but The ability metrics are pretty impressive. I think you've talked about 1400 basis points of margin improvement on a 2 year basis.

Speaker 11

I think you said that it's now accretive To the total company operating margin, which is implying its mid teens are better. How does that change the algorithm to get you to the mid teens margin, maybe even quicker Than what you would have thought prior at the Analyst Day, when you think about how digital is mixing in the margin drivers within that channel?

Speaker 4

Yes. So digital the digital reset is a key and powerful driver for us to get to our operating margin Expansion, even on a lower revenue base. So Ike, I just want to clarify, not only is it accretive to total company, Right. So but it's accretive to every region. And when you look at the operating margins of the region, they are meaningfully ahead Because they don't have the overhead charges of our total company margin.

Speaker 4

So to have it be accretive in every region is even a higher bar than accretive to total company and it's accretive in every region. We're very proud of that. That can be a lever that we can now lean into and have it be margin accretive. It's a critical strategic reset for us And I think we're only it's only securing and building our confidence in our ability to get to mid teens margin. So we are very encouraged by our continued expansion in digital margins this quarter.

Speaker 3

All right. Thank you everyone for joining us today. We look forward to sharing our Q2 fiscal 2022 results with you

Operator

Ladies and gentlemen, that does conclude your conference for today. Thank you for your participation. You may now disconnect.

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Earnings Conference Call
Clorox Q1 2022
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