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SCSS > SEC Filings for SCSS > Form 10-Q on 26-Oct-2012All Recent SEC Filings

Show all filings for SELECT COMFORT CORP

Form 10-Q for SELECT COMFORT CORP


26-Oct-2012

Quarterly Report


ITEM 2. MANAGEMENT'S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS

Management's Discussion and Analysis of Financial Condition and Results of Operations ("MD&A") is intended to provide a reader of our financial statements with a narrative from the perspective of management on our financial condition, results of operations, liquidity and certain other factors that may affect our future results. Our MD&A is presented in seven sections:

• Risk Factors

• Overview

• Results of Operations

• Liquidity and Capital Resources

• Non-GAAP Data Reconciliations

• Off-Balance-Sheet Arrangements and Contractual Obligations

• Critical Accounting Policies

Risk Factors

The following discussion and analysis should be read in conjunction with the Condensed Consolidated Financial Statements and the Notes thereto included herein. This quarterly report on Form 10-Q contains certain forward-looking statements that relate to future plans, events, financial results or performance. You can identify forward-looking statements by those that are not historical in nature, particularly those that use terminology such as "may," "will," "should," "could," "expect," "anticipate," "believe," "estimate," "plan," "project," "predict," "intend," "potential," "continue" or the negative of these or similar terms. These statements are subject to certain risks and uncertainties that could cause actual results to differ materially from our historical experience and our present expectations or projections.

These risks and uncertainties include, among others:

• Current and future general and industry economic trends and consumer confidence;

• The effectiveness of our marketing messages;

• The efficiency of our advertising and promotional efforts;

• Availability of attractive and cost-effective consumer credit options, including the impact of recent changes in federal law that restricts various forms of consumer credit promotional offerings;

• Our ability to execute our retail distribution strategy;

• Our ability to continue to improve our product line and service levels, and consumer acceptance of our products, product quality, innovation and brand image;

• Our ability to achieve and maintain acceptable levels of product quality and acceptable product return and warranty claims rates;

• Pending and unforeseen litigation and the potential for adverse publicity associated with litigation;

• Industry competition and the adequacy of our intellectual property rights to protect our products and brand from competitive or infringing activities;

• Our "just-in-time" manufacturing processes with minimal levels of inventory, which may leave us vulnerable to shortages in supply;

• Our dependence on significant suppliers and our ability to maintain relationships with key suppliers, including several sole-source suppliers;

• Rising commodity costs and other inflationary pressures;

• Risks inherent in global sourcing activities;

• Risks of disruption in the operation of either of our two manufacturing facilities;

• Increasing government regulation;

• The adequacy of our management information systems to meet the evolving needs of our business and existing and evolving regulatory standards applicable to data privacy and security;

• Our ability to attract and retain senior leadership and other key employees, including qualified sales professionals; and

• Uncertainties arising from global events, such as terrorist attacks or a pandemic outbreak, or the threat of such events.

Additional information concerning these and other risks and uncertainties is contained under the caption "Risk Factors" in our Annual Report on Form 10-K.

We have no obligation to publicly update or revise any of the forward-looking statements contained in this quarterly report on Form 10-Q.


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Overview

Business Overview

Select Comfort Corporation is leading the industry in delivering an unparalleled sleep experience by offering consumers high-quality, innovative and individualized sleep solutions and services, which include a complete line of Sleep Numberฎ beds and bedding. We are the exclusive manufacturer, marketer, retailer and servicer of the revolutionary Sleep Number bed, which allows individuals to adjust the firmness and support of each side at the touch of a button. We offer further personalization through our solutions-focused line of Sleep Number pillows, sheets and other bedding products.

As the only national specialty-mattress retailer, we generate revenue by selling products through two distribution channels. Our Company-Controlled channel, which includes Retail, Direct Marketing and E-Commerce, sells directly to consumers. Our Wholesale channel sells to and through the QVC shopping channel and wholesale customers in Alaska, Hawaii and Australia.

Mission, Vision and Strategy

Our mission is to improve lives by individualizing sleep experiences. Our vision is to become the world's most beloved brand by delivering an Unparalleled Sleep Experience.

We are executing against a defined strategy which focuses on the following key components:
• Everyone will know Sleep Number and how it will improve their life;

• Innovative Sleep Number products will move society forward with meaningful consumer benefits;

• Sleep Number will be easy to find and customers will interact with us when and how they want;

• Customers will love their Sleep Number experience and enthusiastically recommend Sleep Number to their family and friends; and

• Leveraging our unique business model to fund innovation and growth will benefit our customers, employees and shareholders.

Results of Operations

Quarterly and Annual Results

Quarterly and annual operating results may fluctuate significantly as a result of a variety of factors, including increases or decreases in sales, the timing, amount and effectiveness of advertising expenditures, changes in sales return rates or warranty experience, the timing of store openings/closings and related expenses, changes in net sales resulting from changes in our store base, the timing of promotional offerings, competitive factors, changes in commodity costs, any disruptions in supplies or third-party service providers, seasonality of retail and bedding industry sales, timing of QVC shows, consumer confidence and general economic conditions. As a result, our historical results of operations may not be indicative of the results that may be achieved for any future period.

Highlights

Financial highlights for the three months ended September 29, 2012 were as follows:

• Net income increased 52% to $26.2 million, or $0.46 per diluted share, compared with net income of $17.2 million, or $0.31 per diluted share, for the same period one year ago.

• Net sales increased 24% to $246.8 million, compared with $199.6 million for the same period one year ago, primarily due to a 21% comparable sales increase in our Company-Controlled channel.

• Operating income improved to $40.2 million, or 16.3% of net sales, for the three months ended September 29, 2012, compared with $26.5 million, or 13.3% of net sales, for the same period one year ago. The operating income improvement was driven by strong comparable sales growth and continued efficiency enhancements. Retail sales-per-store (for stores open at least one year), on a trailing twelve-month basis, increased by 31% from one year ago to $2.1 million.

• Cash provided by operating activities totaled $97.6 million for the nine months ended September 29, 2012, compared with $74.5 million for the same period one year ago.

• At September 29, 2012, cash, cash equivalents and marketable debt securities totaled $193.2 million compared with $146.3 million at December 31, 2011, and we had no borrowings under our revolving credit facility. In the third quarter of 2012, we repurchased 365,798 shares of our common stock under our Board approved share repurchase program at a cost of $10.0 million ($27.36 per share).


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The following table sets forth, for the periods indicated, our results of operations expressed as dollars and percentages of net sales. Figures are in millions, except percentages and per share amounts. Amounts may not add due to rounding differences.

                                           Three Months Ended                                  Nine Months Ended
                                                             October 1,                                          October 1,
                                September 29, 2012              2011               September 29, 2012               2011
Net sales                   $    246.8         100.0 %   $ 199.6     100.0 %   $    714.4         100.0 %   $ 554.1     100.0  %
Cost of sales                     86.1          34.9 %      73.8      37.0 %        257.8          36.1 %     202.8      36.6  %
Gross profit                     160.7          65.1 %     125.8      63.0 %        456.6          63.9 %     351.4      63.4  %

Operating expenses:
Sales and marketing              101.7          41.2 %      83.9      42.1 %        296.1          41.5 %     234.7      42.4  %
General and
administrative                    16.9           6.9 %      14.3       7.2 %         50.1           7.0 %      43.1       7.8  %
Research and development           1.7           0.7 %       1.0       0.5 %          4.3           0.6 %       3.0       0.5  %
Asset impairment charges           0.1           0.0 %         -       0.0 %          0.1           0.0 %       0.1       0.0  %
CEO transition costs                 -           0.0 %         -       0.0 %          5.6           0.8 %         -       0.0  %
Total operating expenses         120.5          48.8 %      99.3      49.8 %        356.2          49.9 %     280.9      50.7  %
Operating income                  40.2          16.3 %      26.5      13.3 %        100.4          14.0 %      70.5      12.7  %
Operating income - as
adjusted (1)                      40.2          16.3 %      26.5      13.3 %        106.0          14.8 %      70.5      12.7  %
Other income (expense),
net                                0.1           0.0 %         -       0.0 %          0.1           0.0 %         -       0.0  %
Income before income
taxes                             40.3          16.3 %      26.5      13.3 %        100.5          14.1 %      70.4      12.7  %
Income tax expense                14.1           5.7 %       9.2       4.6 %         34.9           4.9 %      25.3       4.6  %
Net income                  $     26.2          10.6 %   $  17.2       8.6 %   $     65.6           9.2 %   $  45.1       8.1  %
Net income - as adjusted
(1)                         $     26.2          10.6 %   $  17.2       8.6 %   $     69.3           9.7 %   $  45.1       8.1  %

Net income per share:
Basic                       $     0.47                   $  0.31               $     1.18                   $  0.82
Diluted                     $     0.46                   $  0.31               $     1.15                   $  0.80
Diluted - as adjusted (1)   $     0.46                   $  0.31               $     1.21                   $  0.80

Weighted-average number of common shares:
Basic 55.4 55.2 55.6 55.0 Diluted 57.0 56.5 57.2 56.3

(1) This non-GAAP measure is not in accordance with, or preferable to, GAAP financial data. However, we are providing this information as we believe it facilitates annual and year-over-year comparisons for investors and financial analysts. See page 20 for a reconciliation of this non-GAAP measure to the appropriate GAAP measure.

GAAP - generally accepted accounting principles

The percentage of our total net sales, by dollar volume, from each of our channels was as follows:

                             Three Months Ended               Nine Months Ended
                        September 29,     October 1,    September 29,     October 1,
                             2012            2011            2012            2011
Percent of net sales:
Company-Controlled             97.8 %          96.8 %          96.8 %          96.2 %
Wholesale                       2.2 %           3.2 %           3.2 %           3.8 %
Total                         100.0 %         100.0 %         100.0 %         100.0 %


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The components of total sales growth, including comparable net sales changes, were as follows:

                                            Three Months Ended                       Nine Months Ended
                                     September 29,         October 1,       September 29,          October 1,
                                         2012                 2011               2012                 2011
Sales growth rates:
Retail comparable-store sales              21 %                 29 %               28 %                 28 %
Direct and E-Commerce                      14 %                 (2 %)              13 %                 (6 %)
Company-Controlled comparable
sales growth                               21 %                 26 %               27 %                 24 %
Net store openings/closings                 4 %                  0 %                3 %                 (1 %)
Total Company-Controlled channel           25 %                 26 %               30 %                 23 %
Wholesale                                 (15 %)                (1 %)               9 %                 (6 %)
Total sales growth                         24 %                 25 %               29 %                 21 %

Other sales metrics were as follows:

                                           Three Months Ended                     Nine Months Ended
                                     September 29,       October 1,        September 29,         October 1,
                                         2012               2011                2012                2011
Company-Controlled retail
stores:
Average sales per store(1) ($ in
thousands)                         $        2,108      $      1,611
Average sales per square foot(1)   $        1,314      $      1,071
Stores > $1 million in net
sales(1)                                       98 %              90 %
Stores > $2 million in net
sales(1)                                       48 %              18 %
Average mattress sales per
mattress unit -
Company-Controlled channel         $        2,692      $      2,252     $         2,493        $      2,191

(1) Trailing twelve months for stores open at least one year.

The number of Company-Controlled retail stores was as follows:

                                           Three Months Ended                   Nine Months Ended
                                     September 29,       October 1,      September 29,       October 1,
                                         2012               2011             2012               2011
Company-Controlled retail stores:
Beginning of period                        381                375              381                386
Opened                                      15                  3               37                  9
Closed                                      (2 )               (4 )            (24 )              (21 )
End of period                              394                374              394                374

Comparison of Three Months Ended September 29, 2012 with Three Months Ended October 1, 2011

Net sales
Net sales increased 24% to $246.8 million for the three months ended September 29, 2012, compared with $199.6 million for the same period one year ago. The sales increase was primarily driven by a 21% comparable sales increase in our Company-Controlled channel and the sales from 20 net new stores opened in the past 12 months. Company-Controlled mattress units increased 6% compared to the prior-year period. Average mattress sales per mattress unit in our Company-Controlled channel increased by 20%. Sales of other products and services increased by 14%.

The $47.2 million net sales increase compared with the same period one year ago was comprised of the following: (i) a $35.6 million increase in sales from our Company-Controlled comparable retail stores and a $10.5 million sales increase resulting from net new store openings; (ii) a $2.1 million increase in Direct and E-Commerce sales; and (iii) a $1.0 million decrease in Wholesale channel sales.

Gross profit
The gross profit rate increased to 65.1% of net sales for the three months ended September 29, 2012, compared with 63.0% for the prior year period. Approximately 1.5 percentage points ("ppt.") of the gross profit rate increase was due to price increases and product


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mix changes resulting from product innovations over the last 12 months. In addition, the prior-year period included a $1.6 million (0.8 ppt.) charge related to customer-services reserves. These improvements were partially offset by a variety of factors that can fluctuate from quarter-to-quarter, including sales return and exchange costs, and year-over-year changes in QVC programming.

Sales and marketing expenses
Sales and marketing expenses for the three months ended September 29, 2012 increased 21% to $101.7 million, or 41.2% of net sales, compared with $83.9 million, or 42.1% of net sales, for the same period one year ago. The $17.8 million increase was primarily due to an $8.0 million, or 33%, increase in media spending, an increase in variable selling expenses due to the higher sales volume and the additional costs associated with operating 20 net new stores. The sales and marketing expense rate declined 0.9 ppt. compared with the same period one year ago due to the leveraging impact of the 24% net sales increase.

General and administrative expenses
General and administrative ("G&A") expenses increased $2.6 million to $16.9 million for the three months ended September 29, 2012, compared with $14.3 million in the prior year, but decreased to 6.9% of net sales, compared with 7.2% of net sales one year ago. The $2.6 million increase in G&A expenses was primarily due to (i) a $0.9 million increase in employee compensation expenses resulting from an increase in employee headcount to support the growth of the business, and salary and wage rate increases that were in line with inflation;
(ii) a $0.9 million increase in outside consulting expenses; (iii) $0.7 million of additional depreciation expense resulting from the increase in capital expenditures to support the growth of the business; and (iv) a $0.1 million net increase in miscellaneous other expenses. The G&A expense rate decreased by 0.3 ppt. in the current period compared with the same period one year ago due to the leveraging impact of the 24% net sales increase.

Research and development expenses
Research and development expenses for the three months ended September 29, 2012 were $1.7 million, or 0.7% of net sales, compared with $1.0 million, or 0.5% of net sales, for the same period one year ago. The $0.7 million change in R&D expenses was due to increased investments in product innovation during 2012.

Asset impairment charges
During the three months ended September 29, 2012 we recognized asset impairment charges of $108 thousand related to computer software and certain store assets. During the three months ended October 1, 2011 we recognized asset impairment charges of $7 thousand related to certain store assets.

Other income (expense), net
Other income, net was $73 thousand for the three months ended September 29, 2012, compared with other income, net of $23 thousand for the comparable period one year ago. The current-year improvement in other income, net was primarily due to an increase in our average cash, cash equivalents and marketable debt securities balance for the three months ended September 29, 2012 compared with the same period one year ago and a higher average yield on our portfolio in the current-year period.

Income tax expense
Income tax expense was $14.1 million for the three months ended September 29, 2012 compared with $9.2 million for the same period one year ago. The effective tax rate for the three months ended September 29, 2012 was 35.0% consistent with the prior-year period rate of 34.9%.

Comparison of Nine Months Ended September 29, 2012 with Nine Months Ended October 1, 2011

Net sales
Net sales increased 29% to $714.4 million for the nine months ended September 29, 2012, compared with $554.1 million for the same period one year ago. The net sales increase was primarily driven by a 27% comparable sales increase in our Company-Controlled channel. Company-Controlled mattress units increased 15% compared to the same period one year ago. Average mattress sales per mattress unit in our Company-Controlled channel increased by 14%. Sales of other products and services increased by 23%.

The $160.3 million net sales increase compared with the same period one year ago was comprised of the following: (i) a $128.8 million increase in sales from our Company-Controlled comparable retail stores and a $23.3 million sales increase resulting from net new store openings; (ii) a $6.3 million increase in Direct and E-Commerce sales; and (iii) a $1.9 million increase in Wholesale channel sales.

Gross profit
The gross profit rate increased to 63.9% of net sales for the nine months ended September 29, 2012, compared with 63.4% for the prior-year period. Product price increases over the last year and leverage from the higher sales volume resulted in an approximate 1.2 percentage points ("ppt.") improvement in the gross profit rate for the nine months ended September 29, 2012 compared with the same period one year ago. The 1.2 ppt. improvement was partially offset by (i) a 0.3 ppt. reduction in the gross profit rate resulting from the


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strong response to key consumer events which impacted product mix, including the first quarter 2012 close-out and re-launch of our classic series beds, and (ii) a 0.4 ppt. reduction in the gross profit rate due to a variety of factors that can fluctuate from year-to-year, including sales return and exchange costs, and higher logistics expenses associated with new stores and new product launches.

Sales and marketing expenses
Sales and marketing expenses for the nine months ended September 29, 2012 increased 26% to $296.1 million, or 41.5% of net sales, compared with $234.7 million, or 42.4% of net sales, for the same period one year ago. The $61.4 million increase was primarily due to a $26.7 million, or 39%, increase in media spending, an increase in variable selling expenses due to the higher sales volume, and an increase in customer financing expenses as a larger percentage of our customers took advantage of promotional financing offers. The sales and marketing expense rate declined 0.9 ppt. compared with the same period one year ago due to the leveraging impact of the 29% net sales increase.

General and administrative expenses
General and administrative ("G&A") expenses increased $7.0 million to $50.1 million for the nine months ended September 29, 2012, compared with $43.1 million in the prior year, but decreased to 7.0% of net sales, compared with 7.8% of net sales one year ago. The $7.0 million increase in G&A expenses was primarily due to (i) a $2.8 million increase in outside consulting expenses and year-over-year changes in contingent liabilities; (ii) a $2.3 million increase in employee compensation expenses resulting from an increase in employee headcount to support the growth of the business, salary and wage rate increases that were in line with inflation, and increased stock-based compensation expense; (iii) $1.5 million of additional depreciation expense resulting from the increase in capital expenditures to support the growth of the business; and
(iv) a $0.4 million net increase in miscellaneous other expenses. The G&A expense rate decreased by 0.8 ppt. in the current period compared with the same period one year ago due to the leveraging impact of the 29% net sales increase.

Research and development expenses
Research and development expenses for the nine months ended September 29, 2012 were $4.3 million, or 0.6% of net sales, compared with $3.0 million, or 0.5% of net sales, for the same period one year ago. The $1.3 million change in R&D expenses was due to increased investments in product innovation during 2012.

Asset impairment charges
During the nine months ended September 29, 2012, we recognized asset impairment charges of $115 thousand related to computer software and certain store assets. During the nine months ended October 1, 2011, we recognized asset impairment charges of $103 thousand related to production machinery, computer equipment and certain store assets.

CEO transition costs
In February 2012, we announced that William R. McLaughlin, then President and Chief Executive Officer would retire from the Company effective June 1, 2012. In recognition of Mr. McLaughlin's contributions to the Company, the Company's Compensation Committee approved the modification of Mr. McLaughlin's unvested stock awards, including performance stock awards. The performance stock awards are subject to applicable performance adjustments based on free cash flow and actual market share growth versus performance targets. During the nine months ended September 29, 2012, we incurred $5.6 million of non-recurring, non-cash expenses associated with these stock award modifications.

Other income (expense), net
Other income, net was $128 thousand for the nine months ended September 29, 2012, compared with other expense, net of $37 thousand for the comparable period one year ago. The current-year improvement in other income (expense), net was primarily due to a reduction in fees associated with our line of credit, an increase in our average cash, cash equivalents and marketable debt securities balance for the nine months ended September 29, 2012 compared with the same period one year ago, and a higher average yield on our portfolio in the current-year period.

Income tax expense
Income tax expense was $34.9 million for the nine months ended September 29, 2012, compared with $25.3 million for the same period one year ago. The effective tax rate for the nine months ended September 29, 2012 decreased to 34.7% compared with 36.0% for the prior-year period. The prior-year effective tax rate was impacted by additional expenses related to an increase in unrecognized tax benefits for certain federal and state tax matters. The current-year effective tax rate benefited from an increase in the tax deduction related to manufacturing activities and a reduction in our state income tax rate.


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Liquidity and Capital Resources

As of September 29, 2012, cash, cash equivalents and marketable debt securities . . .

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