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MFB > SEC Filings for MFB > Form 10-Q on 9-Aug-2012All Recent SEC Filings

Show all filings for MAIDENFORM BRANDS, INC. | Request a Trial to NEW EDGAR Online Pro

Form 10-Q for MAIDENFORM BRANDS, INC.


9-Aug-2012

Quarterly Report


Item 2. Management's Discussion and Analysis of Financial Condition and Results of Operations

You should read the following discussion and analysis in conjunction with our financial statements and related notes included elsewhere in this report. This report contains forward-looking statements relating to future events and our future performance within the meaning of Section 27A of the Securities Act of 1933, as amended, and Section 21E of the Securities Exchange Act of 1934, as amended, including, without limitation, statements regarding our expectations, beliefs, intentions or future strategies that are signified by the words "anticipates," "believes," "estimates," "expects," "intends," "plans," "potential," "predicts," "projects" or similar words or phrases, although not all forward-looking statements contain such identifying words. All forward-looking statements included in this report are based on information available to us on the date hereof. It is routine for our internal projections and expectations to change as the year or each quarter in the year progress, and therefore it should be clearly understood that the internal projections and beliefs upon which we base our expectations may change prior to the end of each quarter or the year. Although these expectations may change, we assume no obligation to update or revise publicly any forward-looking statements whether as a result of new information, future events or otherwise. Actual events or results may differ materially from those contained in the projections or forward-looking statements. Factors that could cause or contribute to such differences include those discussed below and elsewhere in this report, particularly in the section captioned "PART II - OTHER INFORMATION, Item 1A - Risk Factors."

Management Overview

We are a global intimate apparel company with a portfolio of established, well-known brands, top-selling products and an iconic heritage. We design, source and market an extensive range of intimate apparel products, including bras, panties and shapewear. We sell our products through multiple distribution channels, including department stores and national chain stores (including third party distributors and independent stores), mass merchants (including warehouse clubs), other (including specialty retailers, off-price retailers and licensees), our company-operated outlet stores and our websites.

We sell our products under some of the most recognized brands in the intimate apparel industry. Our Maidenform, Control It!, Flexees, Lilyette and Maidenform's Charmed brands are sold in department stores and national chain stores. Our Bodymates, Inspirations, Self Expressions and Sweet Nothings brands are distributed through mass merchants. These mass merchant brands leverage our product technology, but are separate brands with distinctly different logos. In addition to our owned brands, we also supply private brands to certain retailers, including the Jennifer Lopez brand that launched at Kohl's during the third quarter of 2012. We also sell the Donna Karan and DKNY licensed brands in the department stores and chains channel, domestically and internationally, as a result of our license agreement. This agreement grants us the rights to design, source and market a full collection of Donna Karan and DKNY women's intimate apparel products.

Trends in our business

We operate in two segments, wholesale and retail. Our wholesale segment includes both our domestic and international wholesale markets. Our retail segment includes our company-operated outlet stores and our websites.

We have identified near-term opportunities for growth and operational improvements, as well as challenges, including general macro-economic conditions that may affect our customers and our business. In particular, management believes that there are many factors influencing the intimate apparel industry, including but not limited to: consistent demand for foundation garments, consumer demand for innovative and leading brands, sourcing and supply chain efficiencies, continued growth of the mass merchant channel, pressure from retailers brought about by the consolidation in the retail industry, increases in the cost of the raw materials used in intimate apparel products and uncertainty surrounding import restrictions.

We believe we are well-positioned to capitalize on or address these trends by, among other things:

† continuing to launch innovative products and new brands;

† increasing our presence in department stores and national chain stores through the use of Maidenform, Control It!, Flexees, Lilyette and Maidenform's Charmed brands;

† expanding distribution of our Donna Karan and DKNY licensed brands;


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†          expanding shapewear awareness;

†          increasing our presence in the mass merchant channel through the use
of Bodymates, Inspirations, Self Expressions and Sweet Nothings brands;

†          expanding our international presence;

†          increasing consumer identification with our brands through further
marketing investments;

†          marketing, rather than manufacturing our brands, including the

introduction of a new brand architecture that will redefine Maidenform as a women's bodywear company;

† making selective acquisitions, entering into license agreements, and developing and marketing new products that will complement our existing products or distribution channels; and

† merchandising, marketing and selling private brand products to selected retailers.

Wholesale segment

The following trends are among the key variables that will affect our wholesale segment:

Department stores and national chain stores. The department stores and national chain stores are where we generally sell the Maidenform, Control It!, Flexees, Lilyette and Maidenform's Charmed brands. We plan to continue to invest in increasing our net sales with department store and national chain store customers, which we believe is important to our long-term positioning in the channel. While we have grown our sales in the past several years with department stores and national chain stores, we expect the rate of our future net sales growth to be moderate. We have customers located outside the United States that purchase our Maidenform, Control It!, Flexees, Lilyette and Maidenform's Charmed brands. The majority of these net sales are included in the department stores and national chain stores channel. In addition to our owned brands, we also supply private brands to certain retailers, including the Jennifer Lopez brand to Kohl's. We also sell the Donna Karan and DKNY brands in this channel, domestically and internationally, as a result of our license agreement. This agreement grants us the rights to design, source and market a full collection of Donna Karan and DKNY women's intimate apparel products.

Mass merchants. The mass merchant channel includes both mass merchants and warehouse clubs. We intend to improve our penetration with mass merchants through the use of our Bodymates, Inspirations, Self Expressions and Sweet Nothings brands. We have experienced meaningful growth in this channel over the past several years and expect to continue to achieve modest growth in the future as we are able to increase both the floor space and number of doors in which our products are sold, both domestically and internationally. We expect that both our net sales to this channel and our net sales to this channel as a percentage of our total net sales are likely to increase over time. The volume and mix of net sales of our brands in the mass merchant channel can vary from period to period based upon strategic changes that our customers may implement from time to time. Net sales to customers in the mass merchant channel that are located outside the United States are included in this channel.

Other. Net sales from the other channel, include sales to specialty retailers, off-price retailers and royalty income from licensees. We supply private brands to specialty retailers as opportunities present themselves and we continually evaluate this channel for new opportunities. The volume and mix of net sales of private label in the other channel can vary significantly from period to period based upon new product introductions. We expect net sales to decline in this channel in the near future. Net sales to customers in the other channel that are located outside the United States are included in this channel.

We selectively target strategic acquisitions, licensing opportunities or brand start-ups to grow our consumer base and would utilize any acquired companies and licenses to complement our current products, channels and geographic scope. We believe that acquisitions and licenses can enhance our product offerings to retailers and provide growth opportunities. We believe we can leverage our core competencies such as product development, brand management, logistics and marketing to create significant value from the acquired businesses and licenses as we did with the intimate apparel license agreement for the Donna Karan and DKNY brands.

We also generate net sales from licensing our brand names to qualified partners for natural line extensions in the intimate apparel market such as girls bras, swimwear and bra accessories. Licensing royalties account for less than 1% of our total net sales. Our licensed products are sold at department stores, at national chains and mass merchants, at our company-operated outlet stores and through our websites. We believe that we can potentially expand our licensing activities beyond our current offerings.


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Retail segment

We believe our retail sales volume is driven by our ability to service our existing consumers and obtain new consumers, as well as overall general macro-economic conditions that can affect our consumers and ultimately their levels of overall spending and choice of retail channel for their purchases. Additionally, identifying optimal retail outlet locations, favorable leasing arrangements, and improving our store productivity are factors important to growing our retail segment's net sales. We also sell our products through our websites, www.maidenform.com and www.maidenform.co.uk. Although we currently do not generate a significant amount of net sales through these sites, we do expect it to continue to grow.

Our objectives in our retail segment are to continue to increase the productivity of our portfolio of stores through effective merchandising and focused advertising, as well as selectively closing less productive locations and potentially opening new stores in more productive locations. Even in those situations where we selectively close less productive outlet stores and do not open a new store in that region, we believe those consumers still purchase many of our Maidenform brands from our other outlet stores, our websites or our wholesale segment customers that carry these brands. Our company-operated outlet stores reduce our dependence on off-price retailers and increase brand awareness through direct-to-consumer sale of our products. We had 75 retail outlet stores as of June 30, 2012 compared to 74 retail outlet stores as of July 2, 2011.

Results of Operations

Included in this presentation are discussions and reconciliations of operating income and net income in accordance with generally accepted accounting principles ("GAAP") to operating income and net income excluding a litigation settlement. Each of these adjustments was selected because our management uses these non-GAAP measures in discussing and analyzing our results of operations and because we believe the non-GAAP measures provide investors with greater transparency by helping to illustrate the underlying financial and business trends relating to our results of operations, financial condition and comparability between current and prior periods.

                                                      Three Months Ended                                                Six Months Ended
                                             June 30,                           July 2,                        June 30,                       July 2,
                                               2012                               2011                           2012                           2011
OPERATING DATA: (in millions)
Wholesale sales                  $                          141.4         $              153.8       $                       286.2      $              305.8
Retail sales                                                 16.1                         16.2                                28.8                      27.8
Net sales                                                   157.5                        170.0                               315.0                     333.6
Cost of sales                                               103.9                        110.9                               218.5                     218.8
Gross profit                                                 53.6                         59.1                                96.5                     114.8
Selling, general and
administrative expenses                                      34.6                         34.3                                67.7                      66.5
Litigation settlement                                           -                          6.8                                   -                       6.8
Operating income                 $                           19.0         $               18.0       $                        28.8      $               41.5

                                                                              As a Percentage of Net Sales
                                                    Three Months Ended                                               Six Months Ended
                                          June 30,                          July 2,                        June 30,                        July 2,
                                            2012                             2011                            2012                            2011
OPERATING DATA:
Wholesale sales                                        89.8 %                         90.5 %                            90.9 %                      91.7 %
Retail sales                                           10.2                            9.5                               9.1                         8.3
Net sales                                             100.0                          100.0                             100.0                       100.0
Cost of sales                                          66.0                           65.2                              69.4                        65.6
Gross profit                                           34.0                           34.8                              30.6                        34.4
Selling, general and
administrative expenses                                21.9                           20.2                              21.5                        19.9
Litigation settlement                                     -                            4.0                                 -                         2.1
Operating income                                       12.1 %                         10.6 %                             9.1 %                      12.4 %


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Our net sales are derived from two segments, wholesale and retail. Our net sales within the wholesale segment are grouped by channel, based upon the brands we sell and the customers to whom we sell, as follows: (1) department stores and national chain stores (including third party distributors and independent stores), (2) mass merchants (including warehouse clubs) and (3) other.

Our department stores and national chain stores channel (including third party distributors and independent stores) primarily consists of sales of our Maidenform, Control It!, Flexees, Lilyette and Maidenform's Charmed brands on a worldwide basis to customers within this category. Within the mass merchant channel (including warehouse clubs), we sell brands such as Bodymates, Inspirations, Self Expressions and Sweet Nothings that are primarily dedicated to specific customers. These brands are all sold on a worldwide basis to mass merchants and, to a lesser degree, warehouse clubs. Our remaining sales are grouped within a channel designated as other and include private brand products sold to specialty retailers and all brand sales to off-price retail stores on a worldwide basis. In addition, we include licensing income in our other channel.

                             Three Months Ended                           Six Months Ended
                   June 30,    July 2,       $        %        June 30,    July 2,       $        %
                     2012        2011     change    change       2012        2011     change    change
                               (in millions)                               (in millions)
Department
stores and
national chain
stores            $     70.4   $   69.7   $   0.7      1.0 %  $    129.0   $  133.4   $  (4.4 )   (3.3 )%
Mass merchants          48.2       56.8      (8.6 )  (15.1 )       107.2      114.8      (7.6 )   (6.6 )
Other                   22.8       27.3      (4.5 )  (16.5 )        50.0       57.6      (7.6 )  (13.2 )
Total wholesale        141.4      153.8     (12.4 )   (8.1 )       286.2      305.8     (19.6 )   (6.4 )

Retail                  16.1       16.2      (0.1 )   (0.6 )        28.8       27.8       1.0      3.6

Total
consolidated
net sales         $    157.5   $  170.0   $ (12.5 )   (7.4 )% $    315.0   $  333.6   $ (18.6 )   (5.6 )%

In addition, our mix of products sold worldwide between bras, shapewear and panties for the three and six-month periods ended June 30, 2012 and July 2, 2011, respectively, is summarized below:

             Three Months Ended     Six Months Ended
            June 30,     July 2,   June 30,   July 2,
              2012        2011       2012      2011
Bras               59 %       57 %       57 %      57 %
Shapewear          34         37         36        37
Panties             7          6          7         6
                  100 %      100 %      100 %     100 %

Net sales

Consolidated net sales decreased by $12.5 million, or 7.4%, from $170.0 million for the three months ended July 2, 2011 to $157.5 million for the three months ended June 30, 2012. Consolidated net sales decreased by $18.6 million, or 5.6%, from $333.6 million for the six months ended July 2, 2011 to $315.0 million for the six months ended June 30, 2012.

Wholesale segment net sales decreased by $12.4 million, or 8.1%, from $153.8 million for the three months ended July 2, 2011 to $141.4 million for the three months ended June 30, 2012. Total international net sales, which are included in our wholesale segment, decreased by $1.9 million, or 11.4%, from $16.7 million for the three months ended July 2, 2011 to $14.8 million for the three months ended June 30, 2012. The international sales decrease was driven by lower sales in our major European markets, such as the United Kingdom and the Benelux countries that was partially offset by increases in Canada and Mexico, along with unfavorable currency exchange rates. Our department stores and national chain stores channel net sales increased by $0.7 million, or 1.0%, from $69.7 million for the three months ended July 2, 2011 to $70.4 million for the three months ended June 30, 2012. During the second quarter of 2012, we shipped the Jennifer Lopez brand for the first time to a chain store customer which was partially offset by declines at a


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mid-tier department store as it transitions to a new pricing and merchandising strategy. Our mass merchant channel net sales decreased by $8.6 million, or 15.1%, from $56.8 million for the three months ended July 2, 2011 to $48.2 million for the three months ended June 30, 2012. This decrease was a result of a program shift at a warehouse club which will take place July of 2012 compared to June of 2011 and varying results with other mass merchant customers. Other channel net sales, which include sales to specialty retailers, off-price retailers and licensing income, decreased by $4.5 million, or 16.5%, from $27.3 million for the three months ended July 2, 2011 to $22.8 million for the three months ended June 30, 2012. This decrease was due primarily from lower anticipated sales to a specialty retailer that was somewhat offset by increased sales to off-price retailers.

Wholesale segment net sales decreased by $19.6 million, or 6.4%, from $305.8 million for the six months ended July 2, 2011 to $286.2 million for the six months ended June 30, 2012. Total international net sales increased by $1.3 million, or 4.3%, from $30.0 million for the six months ended July 2, 2011 to $31.3 million for the six months ended June 30, 2012, resulting from increased sales to major markets, such as Canada and the United Kingdom. Partially offsetting these increases were sales decreases in other major markets, such as the Benelux countries, and the impact of unfavorable currency exchange rates. Our department stores and national chain stores channel net sales decreased by $4.4 million, or 3.3%, from $133.4 million for the six months ended July 2, 2011 to $129.0 million for the six months ended June 30, 2012. The decrease was primarily due to a reduction in replenishment sales, as well as sales declines at a mid-tier department store as it transitions to a new pricing and merchandising strategy, and an assortment expansion in 2011 at one of our chain store customers that did not repeat in 2012. During the second quarter of 2012, we shipped the Jennifer Lopez brand for the first time to Kohl's which partially offset the sales decline. Our mass merchant channel net sales decreased by $7.6 million, or 6.6%, from $114.8 million for the six months ended July 2, 2011 to $107.2 million for the six months ended June 30, 2012 primarily resulting from the reasons mentioned above. Other channel net sales decreased by $7.6 million, or 13.2%, from $57.6 million for the six months ended July 2, 2011 to $50.0 million for the six months ended June 30, 2012 resulting primarily from lower anticipated sales to a specialty retailer.

Net sales in our retail segment decreased by $0.1 million, or 0.6%, from $16.2 million for the three months ended July 2, 2011 to $16.1 million for the three months ended June 30, 2012. Net sales in our retail segment increased by $1.0 million, or 3.6%, from $27.8 million for the six months ended July 2, 2011 to $28.8 million for the six months ended June 30, 2012. This increase of $1.0 million is a result of our e-commerce growth, partially offset by decreased customer traffic in our outlet stores. Same store sales, defined as sales from stores open more than one year, decreased 3.6% for the three months ended June 30, 2012, and remained flat for the six months ended June 30, 2012. Our internet sales increased by $0.5 million, or 27.8%, from $1.8 million for the three months ended July 2, 2011 to $2.3 million for the three months ended June 30, 2012 and increased by $1.3 million, or 39.4%, from $3.3 million for the six months ended July 2, 2011 to $4.6 million for the six months ended June 30, 2012.

Gross profit

Consolidated gross profit decreased by $5.5 million, or 9.3%, from $59.1 million for the three months ended July 2, 2011 to $53.6 million for the three months ended June 30, 2012. As a percentage of net sales, consolidated gross margins decreased by 80 basis points from 34.8% for the three months ended July 2, 2011 to 34.0% for the three months ended June 30, 2012. Consolidated gross profit decreased by $18.3 million, or 15.9%, from $114.8 million for the six months ended July 2, 2011 to $96.5 million for the six months ended June 30, 2012. As a percentage of net sales, gross profit decreased by 380 basis points from 34.4% for the six months ended July 2, 2011 to 30.6% for the six months ended June 30, 2012.

Gross profit as a percentage of net sales for our wholesale segment decreased by 110 basis points from 32.0% for the three months ended July 2, 2011 to 30.9% for the three months ended June 30, 2012. This decrease was primarily driven by increased promotional and off-price activity to drive inventory productivity. Partially offsetting this decrease was a favorable mix of sales by channel. Gross profit as a percentage of net sales for our wholesale segment was 27.6% for the six months ended June 30, 2012 as compared to 32.1% for the six months ended July 2, 2011. This decrease of 450 basis points is mainly a result of the reasons mentioned above.

Gross profit as a percentage of net sales for our retail segment increased by 40 basis points from 61.1% for the three months ended July 2, 2011 to 61.5% for the three months ended June 30, 2012, and increased 70 basis points from 60.1% for the six months ended July 2, 2011 to 60.8% for the six months ended June 30, 2012.


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Selling, general and administrative expenses ("SG&A")

Consolidated SG&A increased by $0.3 million, or 0.9%, from $34.3 million for the three months ended July 2, 2011 to $34.6 million for the three months ended June 30, 2012. As a percentage of net sales, SG&A increased from 20.2% for the three months ended July 2, 2011 to 21.9% for the three months ended June 30, 2012. Consolidated SG&A increased by $1.2 million, or 1.8%, from $66.5 million for the six months ended July 2, 2011 to $67.7 million for the six months ended June 30, 2012. As a percentage of net sales, SG&A increased from 19.9% for the six months ended July 2, 2011 to 21.5% for the six months ended June 30, 2012.

SG&A for our wholesale segment, which includes corporate-related expenses, decreased by $0.1 million, or 0.4%, from $25.8 million for the three months ended July 2, 2011 to $25.7 million for the three months ended June 30, 2012. As a percentage of net sales, wholesale segment SG&A increased from 16.8% for the three months ended July 2, 2011 to 18.2% for the three months ended June 30, 2012. The decrease of $0.1 million was primarily a result of lower professional fees of $0.8 million in addition to other department savings. Partially offsetting these decreases was an increase in payroll and related benefits of $0.9 million.

SG&A for our wholesale segment increased by $0.2 million, or 0.4%, from $50.0 million for the six months ended July 2, 2011 to $50.2 million for the six months ended June 30, 2012. The increase of $0.2 million was a result of the reasons mentioned above. As a percentage of net sales, wholesale segment SG&A increased from 16.4% for the six months ended July 2, 2011 to 17.5% for the six months ended June 30, 2012.

Retail SG&A increased by $0.4 million, or 4.7%, from $8.5 million for the three months ended July 2, 2011 to $8.9 million for the three months ended June 30, 2012. Retail SG&A increased by $1.0 million, or 6.1%, from $16.5 million for the six months ended July 2, 2011 to $17.5 million for the six months ended June 30, 2012. These increases were primarily the result of increased operating expenses, including costs associated with our e-commerce strategies, as well as store lease renewals.

Litigation settlement

We entered into a litigation settlement agreement in August 2011. In connection with the settlement, we paid $6.8 million ($4.1 million after tax).

Operating income

Our consolidated operating income, increased by $1.0 million, or 5.6%, from . . .

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