Hooker Furnishings Q3 2024 Earnings Call Transcript

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December 7, 2023

There are 6 speakers on the call.

Operator

Good day and thank you for standing by. Welcome to the HookUp Furniture Fiscal 24 Third Quarter Earnings Conference Call. At this time, all participants are in a listen only mode. After the speakers' presentation, there will be a question and answer Please be advised today's conference call is being recorded. I would now like to turn the conference over to your speaker for today, Paul Huckfield.

Operator

The floor is yours.

Speaker 1

Thank you, Lisa. Good Welcome to our quarterly conference call to review our financial results for the fiscal 2024 Q3, which began July 31st and ended October 29, 2023. Joining me this morning is Jeremy Hoff, our Chief Executive Officer. We appreciate your participation. During our call, we may make forward looking statements, which are subject to risks and uncertainties.

Speaker 1

A discussion of factors which could cause our actual results to differ materially from management's Expectations is contained in our press release and SEC filings announcing our fiscal 2024 Q3 results. Any forward looking statement speaks only as of today, and we undertake no obligation to update or revise any forward looking statements to reflect events or circumstances after This morning, we reported consolidated net sales for our fiscal 2024 Q3 of 116,800,000 A decrease of $35,000,000 or about 23% compared to last year's Q3, driven by continued soft demand for home furnishings, as well as our exit from Accenture's home product line. Despite the sales decline, operating income and margin both increased due to decreased product costs at Hooker Branded and improved margin at Home Meridian due to the exit from unprofitable categories. Consolidated net income was $7,000,000 or $0.65 per diluted share for the quarter compared to 4,800,000 or $0.42 per diluted share in the prior year period. For fiscal 2024 9 month period, Consolidated net sales decreased by $115,000,000 or 25 percent to $336,000,000 as compared to last year's Same period.

Speaker 1

Consolidated net income was $9,300,000 or $0.85 per diluted share compared to $13,600,000 or $1.14 per diluted Now I'll turn the call over to Jeremy to comment on our fiscal 2024 Q3 results.

Speaker 2

Thank you, Paul, and good morning, everyone. On our call today, we'll discuss Q3 and 1st 9 months results and how our strategy to reposition the Home Meridian segment from a volatile high risk model, Position the Home Meridian segment from a volatile high risk model with unpredictable revenue and profitability to a low risk More sustainable profit model that is yielding tangible results. While the housing market slowdown, high interest rates And a shift in consumer discretionary spending away from home furnishings continued to challenge, we're encouraged by positive indicators like the normalization of ocean freight rates, eased supply chain constraints, more stable raw material costs and increased labor availability. As we have forecasted for some time now, profitability improved significantly as we moved into the second half of the year. The Home Meridian segment achieved a quarterly operating income for the first time since calendar year 2021, contributing $900,000 to income in the current year Q3 compared to $3,200,000 loss in the prior year Q3.

Speaker 2

Despite a challenging macroeconomic environment for the home furnishings industry, we're proud of our team for persevering through some difficult decisions And short term pain to create a more sustainable and profitable business model for the segment. After spending the last couple of years repositioning HMI to focus on its core products and businesses, it is encouraging to see HMI report a quarterly profit for the first time in 2 years and contribute to our overall profitability. HMI inventory levels decreased by $15,000,000 as compared to the year end and $46,000,000 compared to the prior year Q3. In addition, we have realigned our inventory mix to reflect our current business plan and reduced our footprint in the Georgia warehouse By 200,000 square feet in the 2nd quarter and entered into an agreement in the 3rd quarter to reduce another 200,000 square feet by early next year. Liquidating excess inventories, rightsizing our overhead and exiting unprofitable businesses has put us in a much stronger overall position.

Speaker 2

Our main focus continues to be execution of our strategic growth initiatives and the drivers we can control. Demand has decreased versus prior quarters, but consolidated orders are still up $12,700,000 or 15.7 percent for the 3rd quarter. For the 1st 9 months, consolidated orders increased by $75,800,000 or 33.5 percent. Most of the consolidated increase is driven by Home Meridian segment orders, which were unusually low in the prior year period. We've continued this quarter to bolster our financial position generating about $49,000,000 in cash from operations in the 1st 9 months of the fiscal year.

Speaker 2

At the end of the quarter, cash and cash equivalents were $40,000,000 an increase of $21,000,000 from the prior year end. Inventory levels decreased by $32,000,000 from the year end and $69,000,000 from this time a year ago. The recent fall High Point market was positive by all measurables across the company. Increased visibility is one of our major strategic objectives, Adding 2 smaller showrooms in Las Vegas and Atlanta, while moving our largest High Point showroom has created an exponentially larger audience for our products on the legacy side of our business as well as Sunset West. HMI also had a good market as they focus on strengthening the product assortment for Pulaski, Samuel Lawrence Furniture and PRI.

Speaker 2

The efforts by our team at HMI to reenergize and reposition the product offerings for growth Received a lot of positive retail feedback and new placements from our major customers. As reported before, The collective impact of our new showrooms in High Point, Atlanta and Las Vegas has increased our customer contacts from about 3,000 to around 14,000 annually, More than quadrupling the number of existing and potential customers. In this first half in the first half, we opened 1,000 new accounts As visibility and engagement increased, this quarter that pace continued as we added 150 new customers on average per month. The furniture industry as a whole continues to experience softer business conditions. However, we feel very good about all of our controllables.

Speaker 2

We're in a healthy inventory and overhead position. Most of our cost reductions other than warehousing are behind us and we do not expect more personnel reductions. Now I want to turn the discussion over to Paul, who will discuss highlights in each of our segments.

Speaker 1

Thanks, Jeremy. Beginning with Hooker Branded, soft home furnishings demand and short term delays with an impact of about $3,000,000 related to the implementation of our new ERP system over the Labor Day weekend drove a net sales decrease in the segment of about $17,000,000 or 31%. Without the ERP related delays, we believe sales would have been about 26% below the prior year. Despite the sales decline, Hooker Branded reported a solid operating income of $7,300,000 and an operating margin of 18.6 percent, an improvement compared to the 5,900,000 10.3% in the prior year quarter. For fiscal 2024 9 month period, net sales decreased by $35,000,000 or 23% due to decreased unit volume.

Speaker 1

Sales decreases underscore the softer demand for home furnaces. Gross profit And margin both increased for the fiscal 2024 Q3 despite the decline in net sales. This favorable outcome is attributed The significantly decreased product costs driven by lower ocean freight rates. In addition, warehousing costs were lower due to lower demurrage and drayage expenses as well as lower labor and compensation expenses due to the reduced shipping activities. The higher than average gross profit margin of 45.6% for the quarter Is expected to be temporary and it's a result of the timing of reduced freight and product costs and recent price reductions across the segment.

Speaker 1

While price decreases and promotions were implemented in August, the majority of inventory sold in the quarter still carry higher selling prices, which were implemented in the prior years to address massive freight cost increases, which resulted in unusually high gross margins. We expect Hooker Brands margins to normalize at historical levels in the coming quarters. Incoming orders increased by 7% compared to the prior year's 3rd quarter And this year's Q2. Although quarter end order backlog was lower than the prior year quarter end, It increased from this year's Q2 and remained nearly 70% higher than pre pandemic levels at the end of the fiscal 2023rd quarter. At Home Meridian, Home Meridian segment net sales decreased by $6,900,000 or 13% Compared to the prior year Q3, but increased compared to the 1st and second quarters of the current year.

Speaker 1

Sales decreases in the e commerce channel previously Served by Accentrix Home accounted for over 40% of the overall decrease in the segment due to our exit from that line. The remaining decreases in the segment were driven by sales decreases at Samuel Lawrence Furniture, PRI and Pulaski, all divisions That serve independent furniture stores and major retail chains. These decreases were partially offset by strong sales at Samuel Lawrence Hospitality, which reported sales increases of 152% 46% For the Q3 9 months, respectively. Despite the net sales decrease, HMI gross profit and margin increased by 9.40 basis Attributed to improved margin as we exited from unprofitable sales channels and product lines. Decreased product costs and increased profitability in our hospitality division also helped.

Speaker 1

Furthermore, decreased costs in the Georgia warehouse and decreased wage expenses due to organizational and personnel changes all contributed to the increase in gross profit For the fiscal 2024 9 month period, gross profit slightly decreased driven by sales decreases, While gross margin increased by 5.30 basis points due to the factors I've just mentioned, as well as the absence of warehouse transition and start up costs Incurred in the prior year Q1. Home Meridian recorded a quarterly operating income of $900,000 Compared to a $3,200,000 operating loss in the prior year Q3. The liquidation of inventories that were written down As in the Q4 of fiscal 2023, we're essentially completed during the quarter and we had an immaterial impact on gross profit. Incoming orders were 19% higher than the prior year Q3, but lower than the 1st and second quarter orders As our retail customers are matching their inventories and orders to soft due to current soft demand for home furnishings, The quarter end backlog was lower than the same period a year ago. At domestic upholstery, After 2 years of sales growth, domestic upholstery net sales decreased by $11,000,000 or 25% in the fiscal 2024 Q3 due to lower demand.

Speaker 1

All four divisions reported sales decreases for the quarter and the 9 month period. Gross profit and margin both decreased in 2024 Q3 9 month period driven by net sales decreases. Direct material costs were below prior year periods due to more stable raw material costs. However, these decreases were more than offset by under absorbed indirect costs, which were higher compared to the prior year Q3 9 month periods, primarily due to indirect labor costs. Incoming orders increased by 39% in comparison to the Q3 of the prior year, As for Addington Young, HF Custom and Shenandoah all recorded increased orders.

Speaker 1

Sunset orders remained flat as compared to the prior year Q3. Quarter end backlog for the segment slightly decreased from the 2nd quarter end as Branding and Young's but Branding and Young's backlog was 2.5 times that of pre pandemic levels, while backlogs at HF Custom and Shenandoah decreased to levels comparable to the fiscal 2020 year end. One of our core values of Hooker Furnishings is maintaining a strong balance sheet and financial position. As Jeremy mentioned earlier, We generated $49,000,000 in cash from operations during the 1st 9 months. That cash funded $12,000,000 of share repurchases, $7,000,000 of cash dividends to our shareholders, dollars 5,700,000 of capital expenditures including the investments in our new showrooms, $3,800,000 for the development of our cloud based ERP system and $2,400,000 to acquire Bobo Intriguing Objects in the 2nd quarter.

Speaker 1

On Tuesday, we announced our quarterly dividend of $0.23 per share, a 4.5% increase over the previous dividend, which will result in annual dividend yield just under 5%. This increase represents the 8th consecutive year in which we increased our dividend, reflecting our confidence in our business model and our commitment to providing a return to our shareholders. Also relating to shareholder value, During the Q3, we completed the share repurchase program, which began in the Q2 of last year. Over that time, we spent a Total of $25,000,000 in a little over a year to purchase and retire 1,400,000 shares of our common stock. With that, I'll turn the discussion back to Jeremy for his outlook.

Speaker 2

While economic indicators remain mixed and furniture retail traffic It's down about 15% from January through October 2023. The long term outlook has improved. Reduced housing activity, high mortgage and interest rates are Still challenging, but several positives have emerged since last quarter. Core inflation is at the lowest level since 2021. The U.

Speaker 2

S. Economy grew nearly 5% last quarter. Unemployment remains at record lows and the risk of recession appears to be moderating. As we look to the next quarter, we see flat sales for our Hooker legacy brands, but a continued short term reduction for HMI sales until the new retail placements Begin to generate more sales sometime in the Q1 next year. Early indications in the Q4 signal that incoming order activity is returning to better levels we experienced most of this year, we believe our growth initiatives will continue to gain traction in the first half of twenty twenty four.

Speaker 2

Our focus on reducing cost, keeping our balance sheet strong and judiciously deploying capital along with our investments Higher visibility and future growth continued to put us in the strongest possible position to leverage return of furniture demand to more typical levels. This ends the formal part of our discussion. And at this time, I will turn the call back over to our operator, Lisa, for questions.

Operator

Thank you. Our first question today will be coming from Anthony Lebiedzinski Of Sidoti, your line is open.

Speaker 3

Good morning and thank you for taking the questions. Nice to see the bottom line outperformance and Certainly a stronger balance sheet from a year ago. So, yes, sure. So, as So I guess HMI, certainly big improvement of profitability versus a year ago. The gross margin there was about 20 So is this how we should think about segment gross margins going forward?

Speaker 3

Or was there anything unusual in the quarter that maybe this Pace of gross margin expansion is not sustainable?

Speaker 1

That's close to our targets. There's a little bit of fixed cost in there with our warehousing costs. But that could dip with Sales declined a little bit, but that's the ballpark in a normalized environment. I think that is what you should be thinking about.

Speaker 3

Okay. So that's certainly better than it used to be historically. So that's encouraging.

Speaker 2

Well, the encouraging Well, the encouraging The margin historically been getting covered up by the bad That we exited.

Speaker 3

Correct. Right. Okay. And then the gross margin at Hooker branded was unusually strong as you pointed out. Do you think you'll see any sort of benefits from the higher priced Products in the Q4 or do you think you pretty much flushed out all of that in the Q3?

Speaker 2

We believe that we have flushed a lot of that out, but we still think there may be some benefit left partially in the 4th quarter.

Speaker 3

Yes. Got you. And in terms of your outlook, so for the Q4, you gave us Some quantifiable numbers for the Hooker branded, you're you think Sales will be kind of flat down at HMI. There was no mention really about domestic upholstery. So I guess With the orders coming in 16% higher, which is encouraging, but Yes, talk of softer demand.

Speaker 3

So in total, how should we think about the 4th quarter revenue, I guess, if we put all the pieces together?

Speaker 2

So I'll speak to that somewhat generally, but and then Paul can fill in the blanks. But You have to remember the backlogs that we were coming out of from last year versus this year in our order. So they were Extremely high and so the order rate was extremely low against a lot of those businesses. So These high percentages of order rates up are just really filling the backlogs back up for probably closer to a normalized business level versus the increases it looks like in the order rate. Okay.

Speaker 2

That makes sense.

Speaker 3

Yes. Okay. All right. Sounds good. And then lastly, before I pass the Call to others.

Speaker 3

So as far as the buyback, you completed the repurchase authorization. What is your appetite for doing another share buyback? Or would you say your preference would be to pay off whatever debt you have given the higher interest rate environment?

Speaker 1

I think right now our objective is to make sure that we're right about the economy and Keep and maintain the strong balance sheet and fund organic growth. And if you've looked at our investor presentation, we've got a lot of pretty aggressive growth targets. We've got some And I think our primary objective now is to fund those organic growth strategies. We've got Bobo and we've got Sunset West that we expect to grow pretty significantly. So I think for the short term, those are our higher priorities than another share buyback.

Speaker 1

And of course, we maintain our dividend. We're very proud of the dividend and we just increased the dividend again for the 8th consecutive year. So So I think those are all higher priorities than another share repurchase.

Speaker 3

Understood. All right. Well, thank you very much and best of luck.

Speaker 2

Thank you, Anthony. Thanks.

Operator

Thank you. One moment for the next question. Our next question will be coming from David Storoz of Stonegate. Your line is open.

Speaker 2

Good morning. Hi, David. Good morning.

Speaker 4

So just wanted to start with some of the normalization in demand and kind of how you think about Productivity and capacity specifically in like the Home Meridian segment, I noticed that orders were up, but backlog was down. Is this just efficiency is going way up or is there more capacity that you could get out of that segment?

Speaker 2

Really the timing of the order rate increasing on the HMI side, didn't happen until later in the Q3, Which created a lower backlog situation as you mentioned. And that is why we're saying A lot of the placements we have out there, we have a lot of good indicators that those are working and we're starting to get Significantly increased orders on the HMI business and that's why we believe the backlog will spend its time getting larger during 4th quarter and that's also why we believe the Q1 will be significantly better for HMI in the Q1.

Speaker 1

Right. The Lunar New Year will change some of the shipping patterns too. Right. But as

Speaker 2

it relates to backlog and as it relates The orders, it's really the timing of when the orders really improved on the HMI side.

Speaker 4

Understood. Does that help? Yes. No, it does. Thank you.

Speaker 4

And then just when we're thinking about the increased visibility you have going forward As you open up your new showrooms and such, how what kind of runway do you think there is For that to improve demand and then ultimately turn into new orders.

Speaker 2

As it relates to the visibility, which is really when we're talking about the Hooker legacy side of our business, That increased visibility, is as we mentioned also allowing us to Be able to try and sell a lot more of a customer base than we've had previously. Selling that customer base and the particular types of customers we're talking about takes some time to Really get into their wheelhouse of what they're doing from a project level, whether it be the interior designers and the things we're trying to work on. So step 1 is the visibility. Step 2 is opening the accounts. Step 3 is the engagement level that we're able to achieve with those additional accounts, which takes some But we but from our history of doing this with thousands of accounts before We somewhat know that it will eventually kick in and we believe it's a significant growth opportunity for us.

Speaker 4

Okay. And then just one follow-up on that. What kind of timeline do you expect around going from Making contacts to opening accounts to that turning into sales.

Speaker 2

I would say from when we started The higher visibility, I would say, I believe that it's from now another 12 to 18 month Timeline to really see significant boost on that legacy side due to the visibility exercise.

Speaker 4

That's very helpful. Thank you very much and I'll pass it on.

Speaker 2

Okay. Thank you. Thank

Operator

Our next question is coming from Budd Bugatch of Water Tower Research. Your line is open.

Speaker 5

Good morning, Jeremy, and good morning, Paul. Good morning. And congratulations on the profit performance in the quarter. Thank you. And then that's notable.

Speaker 5

Hard to do that with down sales.

Speaker 2

I really appreciate it. Thank you.

Speaker 5

Lisa, you talk about getting back to normalized margins, gross margins in the Hooker Legacy Business, what are those now after having gone through COVID and supply chain and Inflation and disinflation and what are those normalized margins today?

Speaker 1

Okay. On the Hooker Branded, yes, I mean it's been a long time since we've seen normalized margins. But I think in that Low 30 percent, high 20%, low 30% is a more normal margin. Obviously, there are a lot of dynamics that can still affect it, but that would be sort of a once we get through this last round Of mismatched prices and costs, which right now are working in our favor, it should be back in that low 30% range For Hooker branded. Hooker the other part of our Hooker legacy business is the domestic upholstery business And that's a mid to low 20s margin.

Speaker 1

It's a manufacturing business. It's a different side

Speaker 2

Bud, our goal was never to increase our Hooker branded margins and to increase our prices because We wanted more margin. Our goal was to keep our margins historically where they were, while we went through the incredible fluctuations in Cost of freight and ocean freight and demurrage, I mean you name it and any furniture people on the call know exactly what I'm talking about too. But It was pretty crazy the gyrations we had to go through as a business. So we also protected our backlog for our customers that had orders Customers going into that all of that chaos, which we took hits on the other side of that, negatively, Which impacted us, but it was the right we believe it was the right thing to do, because we've said publicly, we believe And that's a big part of what we do and who we what we believe we are. So, we did that on the front end.

Speaker 2

Well, on the back end, we're getting some Cost reductions that are helping us temporarily, but we have as we promised all of our customers, we have reduced our prices to What we believe they were close to where they were from a value proposition standpoint previous to all the crazy Freight rates and everything that we had going on.

Speaker 5

As a former retailer, I can tell you that I remember the angst that was created when the price prevailing Fras was bandied around the industry through a previous inflationary time period and you do too, I'm sure.

Speaker 2

I do, absolutely. I do, you're right.

Speaker 5

So my question is how long does it take to get back to those normalized margins? That sounds like that mix is somewhere at Low 20s, high low 30s, high 20s kind of range and that's a notable time notable delta. How long does it take to get back to that normalized gross margin?

Speaker 1

We expect that it will be 1st quarter We'll be back to what we said normalized margins.

Speaker 5

Okay. That's encouraging. And the next question is, I'm confused a little bit about the 14,000 contact number. Those are not unique accounts. That's if you're seeing you see the same account multiple times beside that number and

Speaker 2

No, no, those are unique. We don't and we don't count individuals, we count accounts. And in fact, we had 2 significant Entertainment evenings in High Point, 1 was a celebration of our opening showroom and we do it kind of once a market. We don't count those numbers when the attendance boost because we believe those are kind of the same people candidly coming back multiple times You know to have some fun. So we try to make it as we really want the real picture for ourselves, not just for you.

Speaker 2

We want to understand what's actually going on, So we can anticipate what will happen. So we were somewhat we knew it would be better than what we were on the 10th floor of Commerce Before versus where we are now, we also thought it would improve from our Las Vegas showroom and our Atlanta showroom. We had no idea we would more than quadruple. So this is we're pretty excited about it and we think that this has Really set us up for a very good future for our company for growth And really across the board, but the legacy in particular from those showroom moves.

Speaker 5

So help me out here. Hooker has always been known to have a wide It will be very widely distributed with a lot of accounts. I mean, so Those are notable numbers and maybe just give us a comparison of High Point. How much did the moving to show plays from the 10th floor Increase that those contracts or those

Speaker 2

indirect? The increase in High Point in April was around 92 And the increase in October, I'm just doing April from April previous showroom and October increase Was in the 80s, I believe it was around 84%. I think it was 88%. 88%, Paul believes 88%. But the point is we've almost doubled Our attendance in that showroom versus our old showroom.

Speaker 2

And to answer the first part of your question, Yes. We sell a lot of brick and mortar, a lot of retailers. There's only so many retailers at the point you were making, but There's a lot more designers. We used to not let designers in our showroom period. And so that's and a lot of our industry was the same way.

Speaker 2

So Obviously, that changed years ago, but we continue to drive that strategy. And for us, it's a very significant part of our growth strategy.

Speaker 5

So that's and that's exactly where I was going to go next because I mean that seems to be the growth, the delta. Are there is there a level of volume for even some of the small designers that make it an Unprofitable account to handle or do you have to how do you manage the profitability of an account?

Speaker 2

Well, You'll remember this. There's so much digital now. You don't have all the catalog cost. You don't have all of the sending out a Price list, you don't have there's a lot of things that have changed the dynamics of what it costs to sell an account. So with those dynamics along with some other things we're doing, we've managed to Figure out how to make that work financially.

Speaker 5

Okay. It's fascinating. And of the 14,000, Can you separate for us maybe the retailers versus the designer or the different type of the alternative type of distribution?

Speaker 2

No, I really can't right now, Budd. I'm sorry.

Speaker 5

Okay. That's okay. I understand that that's competitive and it's certainly Fair for you to tell me, but that's our job is to ask.

Speaker 2

No, I appreciate the question.

Speaker 5

Okay.

Speaker 2

Thank

Operator

Thank you. That concludes the Q and A session for today. I would like to turn the call back over to Jeremy Haupp for closing remarks. Please go ahead.

Speaker 2

Thank you, Lisa. I would like to thank everyone on the call for their interest in Hooker Furnishings and wish you all a happy holiday season. We look forward to sharing our fiscal 24 full year results in April next year. Take care.

Operator

This concludes today's conference call. Thank you all for joining. You may now disconnect.

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