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| Statement |
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| One of our competitive strengths is our strong debt free balance sheet and the financial flexibility it affords us |
| And we think that as we move through the year, we should see sequential acceleration in the deliveries and net revenue as we move through the year |
| So we're excited to get these kind of products delivered in clients homes and then start to see some nice product cost and gross margin expansion sequentially in the back half |
| But what we're seeing is, as we've been saying all along, last year was strong, very strong |
| So more to come from that, but really excited about what we'll see through the rest of the year there |
| We are very pleased to be able to return value to our shareholders, while retaining the balance sheet strength that will allow us to continue investing in the Arhaus growth |
| So really, really pleased with the performance that we've seen within the company and our ability to return this value to shareholders |
| We are seeing some really great engagement and traffic results, particularly on digital, with those campaign |
| As impressive as this growth and the execution by our team has been, it is our future potential that is so significant and has me so excited |
| So I think just to reiterate what John was saying, we feel so great about the new product introductions, the marketing materials, the new showrooms that were opened in the fourth quarter of last year, we're so excited with how those are performing and the clients engagement within those locations |
| And I think we as a marketing team are just thrilled to really be able to share those stories and let people see in to our world |
| Remember, our new showroom economics are very strong and we target new traditional showrooms who generate at least $10 million in revenue by year three, with target adjusted EBITDA margins averaging 32% and average investment payback in two years or less |
| So I think as we're thinking about the demand cadence that, that will impact a little bit in the first quarter, but really feeling great about all of our offerings, how we're engaging with clients and switching to think about net revenue |
| And we just -- we have a really strong balance sheet |
| I would just reiterate that the Board was really pleased to be able to return capital to shareholders |
| Once we got through the first two weeks, we actually saw positive trends for the last two weeks of January, and then, of course, in the February |
| Our product is strong |
| So I feel good about where we'll be positioned in the next quarter and the buy plan for the year |
| Last year, I told you I thought 2023 was going to be the best year ever in new product lineup and I think we have exceeded even that very high bar with the product introductions and category expansions in 2024 |
| It's resonating very, very strongly |
| So feeling good about kind of where the inventory is sitting as we continue to clear through those price action SKUs in the first half of this year and then really excited for the newness that is going to be launched or that was launched earlier this year and that we have a fall launch as well |
| So we feel great that the price actions that we took in June of 2023 really positioned us pretty well as we exited 2023 |
| I mean, that's the biggest thing, sets us up for a great, great, great future for many years to come |
| We think better than anybody, certainly any of our competitors that I see in remodeling, staying fresh, staying appropriate |
| Turning to our 2023 performance, it was another exceptional year for Arhaus, fueled by our long-term growth strategies to one, increase brand awareness; two, expand our showroom base; three, enhance our omni-channel capabilities and technology; and four, invest in growth to build scale and to enhance long-term margins |
| I'm excited about our technology roadmap and the long-term advantages and expected margin enhancements it will create for us |
| These are near and long-term prospects combined with the team's strong and disciplined execution of our strategic priorities and buttress by our debt free balance sheet has us well-positioned to deliver on our financial and operational goals |
| So we've got great product |
| The results so far have been incredible on us |
| So we think we're in good shape |
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| I mean, the news scared the hell out of basically everybody in the country except California and Florida, I think, and rightfully so there was some nasty weather there |
| So Q1 sales got a little bit worse than we thought |
| Adjusted EBITDA in the quarter decreased $23 million to $51 million from $74 million in the fourth quarter of 2022 |
| We expect full year adjusted EBITDA margins to be lower than 2023 |
| So as we think about demand in the first quarter, January was a bit soft |
| Gross margin as a percent of net revenue decreased 330 basis points to 41%, driven primarily by product mix related to the sell-through of SKUs that were price-actioned in June of 2023, as well as increased showroom costs and transportation investments |
| Fourth quarter 2023 net income decreased $16 million to $31 million |
| So if you think about those drivers who are out there, if there's really icy conditions or snowy conditions that are particularly difficult at times, they will delay those deliveries |
| Quarter-to-date, our demand comp in January declined high-single-digits as weather impacted traffic, with February accelerating to mid-single-digit demand comp growth |
| As the range indicates, in the first quarter of 2024, we expect net revenue to be down low-teens compared to the first quarter of 2023 |
| Our fourth quarter gross margin decreased $17 million to $141 million, driven primarily by lower net revenue, transportation costs, and showroom expenses, partially offset by lower costs related to the reduction in net revenue |
| We expect significant adjusted EBITDA deleverage in the first quarter |
| Full year 2023 net income decreased $11 million to $125 million |
| With the warehouse management system rolling out in Q1, I guess it's probably causing a little bit of sales lag |
| Yes, so as we're thinking about the macro, there certainly continues to be a lot of uncertainty |
| For the first quarter of 2024, we expect net revenue of $260 million to $270 million, a comp decline of 23% to 20%, net income of $1 million to $3 million, and adjusted EBITDA of $11 million to $15 million |
| Of the deleverage approximately a third is coming from gross margin due to deleverage of fixed costs on the revenue decline and continued delivery of price action SKUs |
| With continued macroeconomic uncertainty and lapping prior year backlog delivery, we have assumed a range for comp growth of negative 4% to negative 2% |
| Again, things have gotten softer, curvier |
| Gross margin as a percent of net revenue decreased 70 basis points to 42%, primarily reflecting higher showroom expense, transportation investments and credit card fees, which were partially offset by favorable product costs |
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