Financial Data and Key Metrics Changes - For Q2 2026, net sales were $118.2 million, reflecting a 9% increase from $108.5 million in the prior year quarter, marking the ninth consecutive quarter of year-over-year sales growth [12] - GAAP operating income for the quarter was $9.0 million, or 7.6% of sales, compared to $11.7 million in the prior year quarter, which included a $5 million gain from the sale of a manufacturing facility [12][13] - The current quarter's operating income increased by 35% compared to adjusted operating income of $6.7 million or 6.1% of sales in the prior year quarter [13] Business Line Data and Key Metrics Changes - The increase in sales was primarily driven by higher unit volume in sourced soft seating products and pricing from tariff surcharges, partially offset by lower unit volume in made-to-order soft seating products and Homestyles branded ready-to-assemble products [12] - Sales order backlog at the end of the period was $82.4 million, which includes estimated tariff surcharges [12] Market Data and Key Metrics Changes - Industry demand remains uneven, with consumer behavior showing variability, influenced by economic uncertainty and inflation concerns [8] - Feedback from retail partners indicates that consumer engagement fluctuates, impacting overall industry demand [8] Company Strategy and Development Direction - The company is focusing on long-term value creation while navigating a dynamic external environment, emphasizing agility and discipline [4] - Investments in consumer insights, product development, and innovation are aimed at improving the effectiveness of new product launches [5] - The company is actively evaluating broader cost reduction opportunities and alternative supply chain options to strengthen its long-term position [10] Management's Comments on Operating Environment and Future Outlook - The management acknowledges that the U.S. economy shows resilience, but housing activity and discretionary spending remain inconsistent, weighing on overall industry demand [8] - Tariff policies are evolving, creating uncertainty for the furniture industry, and the company is prepared to adapt to these changes [9] - The management expresses confidence in the company's ability to manage near-term volatility while continuing to invest in growth platforms [10] Other Important Information - The company ended the quarter with a cash balance of $36.8 million and working capital of $126 million, with no bank debt [14] - The increase in working capital was driven by higher cost inventory due to tariffs and an intentional increase in safety stock of top-selling products [15] Q&A Session Summary Question: Can you talk about unit volumes and pricing as far as how that impacted the quarter? - The tariff revenue in the quarter was approximately $9.5 million, with unit volumes relatively flat compared to the prior quarter, although some categories saw gains while others experienced declines [19][20] Question: What portion of your sales is now coming from new products? - Over the last 6-8 quarters, 30%-40% of overall sales have been derived from new products, which is a substantial driver for gaining market share [22] Question: Are there additional retailers that you think you may be underpenetrated in? - The company has aligned its business model around 20 large independent retailers and sees potential for significant growth with both existing and emerging relationships [25][26] Question: How do you expect to offset tariff impacts going forward? - The company has been able to mitigate tariff impacts through pricing actions and cost savings initiatives, but expects some margin dilution in the second half of the fiscal year due to higher cost inventory burdened with tariffs [29][31] Question: Was there anything unusual regarding the tax rate this quarter? - There was a slight impact related to foreign taxes, but the tax rate going forward is expected to align more closely with the full-year tax rate [32]

Financial Data and Key Metrics Changes - Revenue increased by 3.3% to $353.6 million in Q3 2025 compared to Q3 2024, marking the second consecutive quarter of revenue growth [4][9] - Gross margin improved by 160 basis points to 35.6% in Q3 2025, reflecting effective price capture and inventory management [5][10] - Operating income rose by 18.5% to $26.3 million, with an operating margin of 7.4% [12] Business Line Data and Key Metrics Changes - U.S. revenue grew by 2.9%, while Canadian revenue improved by 12.3% in local currency [9] - The company experienced growth in its largest strategic accounts, although there was a decline in smaller, more transactional customers [4][9] Market Data and Key Metrics Changes - Federal government spending saw a decline due to timing and budget uncertainty, impacting overall performance [10] - State and local government segments showed positive growth, with a recovery noted in federal spending towards the end of October [21] Company Strategy and Development Direction - The company is reframing its go-to-market strategy to focus on key accounts and enhance customer relationships [6][15] - There is an emphasis on expanding product offerings and solutions to deepen existing customer relationships and increase market share [6][32] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in navigating market disruptions caused by tariffs and is focused on growth initiatives and potential strategic M&A [15] - The company anticipates continued year-over-year margin expansion in Q4, despite potential sequential margin pullback due to historical trends [11] Other Important Information - The company maintains a strong balance sheet with a current ratio of 2.2 to 1, $67.2 million in cash, and no debt [13] - A quarterly dividend of $0.26 per share was declared [14] Q&A Session Summary Question: Impact of price changes on the quarter - Management indicated that pricing actions taken in August contributed to a mid-single-digit price increase, with expectations for consistency or slight increase in Q4 [17][18] Question: Growth in large strategic accounts - Management confirmed continued momentum in strategic accounts and efforts to better serve their needs, with plans to realign the organization for 2026 [19][20] Question: Health of core SMB customers - Management reported healthy retention rates among core customers, with a focus on servicing these businesses effectively [29][30] Question: Total addressable market opportunity - Management is evaluating the total addressable market and plans to share insights in the future, indicating double-digit TAMs in industrial distribution [32][33] Question: SG&A expense growth - The increase in SG&A expenses is primarily attributed to variable compensation related to improved performance compared to the previous year [34][35]