Financial Data and Key Metrics Changes - Net sales for Q2 2025 were $328 million, down 19.7% year over year, primarily due to a significant cut in marketing spend [22][24] - Gross profit margin remained flat at 59.1%, with reductions in material costs offset by unit volume deleverage and a shift towards lower-priced products [23] - Operating expenses were $185 million, down 21% year over year, reflecting cost-saving initiatives [24][26] - Adjusted EBITDA was $23.6 million, down $4.7 million from the prior year, with an adjusted EBITDA margin of 7.2%, which is 30 basis points higher than the prior year [24][25] Business Line Data and Key Metrics Changes - The company is focusing on optimizing its product portfolio and distribution channels, with plans to enhance the product lineup to meet a broader customer base [12][13] - Marketing efficiency has improved, with a 24% increase in conversion year over year in Q2 [15] Market Data and Key Metrics Changes - The company expects full-year net sales of approximately $1.45 billion, representing a 14% year-over-year decline, with second-half sales anticipated to be roughly comparable to the first half [29][30] - The promotional strategies implemented are driving a higher Average Revenue per Unit (ARU) while improving product mix [31] Company Strategy and Development Direction - The company is implementing a reset strategy focused on cost discipline, commercial and product improvement, and better cash flow management [21][26] - Plans include exploring digital-first retail partnerships and enhancing distribution channels while maintaining a strong margin profile [40][49] - The company aims to generate breakeven cash flow in the second half of the year, prioritizing debt repayment with any positive operating cash flow [28][34] Management's Comments on Operating Environment and Future Outlook - Management acknowledges that sales results are not yet in line with the industry but sees encouraging recent trends [27] - The company is actively engaged with lenders to improve its capital structure and is exploring refinancing options [28][16] - Management remains focused on executing the sales forecast and maintaining compliance with debt covenants [29][69] Other Important Information - The company has identified $130 million in cost reductions for 2025, exceeding the original target of $80 million to $100 million [26] - The organizational redesign has led to significant savings, with a 22% reduction in operating expenses compared to Q1 [26] Q&A Session Summary Question: Breakdown of additional cost savings expected this year - Management indicated that the $130 million in cost savings roughly follows the same percentages as previously announced, focusing on structural changes in G&A and R&D [36][37] Question: Consideration for digital-first retail partnerships - Management emphasized the importance of their vertically integrated model and the intent to enhance distribution without compromising margins [39][40] Question: Changes to product assortment and pricing strategy - Management is conducting significant consumer research to understand customer needs and will start rolling out new products in 2026 [44][46] Question: Advertising strategy and future marketing spend - Management aims to optimize marketing spend as a percentage of sales, expecting it to become more efficient and lower in the long term [53][54] Question: Guidance on gross margin expansion and tariff pressure - Management expects to mitigate tariff impacts through previous pricing actions and material cost reductions, maintaining confidence in their gross profit margin [62][63]

Financial Performance - Net sales for Q1 2025 were $393 million, a decrease of 16% compared to the prior year [8] - Gross profit margin expanded to 61.2%, up 250 basis points from last year, driven by operational efficiencies and product mix [8][9] - Adjusted EBITDA for the quarter was $22 million, a decrease of $15 million from the prior year, with an adjusted EBITDA margin of 5.6%, down 230 basis points [10] - Operating expenses, excluding restructuring and one-time costs, totaled $237 million, a $23 million or 9% improvement over last year [9] Business Lines and Market Performance - Positive consumer response to the Climate Series beds helped expand Average Revenue per Unit (ARU) by approximately 4% versus last year [8] - The company is focusing on marketing efficiency to drive sustainable returns [8] - The impact of tariffs is estimated to be approximately $30 million for 2025, with $17 million potentially offset through supplier partnerships [11] Company Strategy and Industry Competition - The company is undergoing significant changes to stabilize the business and enhance competitive advantages [4][5] - A new executive and senior leadership structure has been created to streamline operations and improve decision-making [20][21] - The focus is on customer obsession, leveraging data to understand customer needs and improve product offerings [19][30] Management Commentary on Operating Environment and Future Outlook - Management acknowledges challenges in the current consumer environment, with a decline in consumer confidence impacting spending [39] - The company is not providing full guidance due to the rapidly evolving macroeconomic environment [13] - There is an expectation of continued top-line pressure in the near term, but cost management strategies are in place to maintain gross profit margins [14][15] Other Important Information - The company anticipates annualized cost reductions of $80 million to $100 million compared to the 2025 cost structure [13][27] - A focus on optimizing the debt capital structure without diluting current shareholders is underway [12] Q&A Session Summary Question: What are the low-hanging fruit for improvement in 2025? - Management identified opportunities in marketing efficiency, organizational structure changes, and leveraging past innovations to meet current customer needs [33][34][36] Question: Can you provide color on quarter-to-date demand? - Management noted a challenging environment with declining consumer confidence impacting spending, but emphasized a focus on rightsizing the organization [39][40] Question: What are the biggest opportunities to strengthen the brand and messaging? - Management sees opportunities in leveraging new technologies for effective marketing and optimizing existing partnerships for maximum benefit [48][50][52] Question: Is there an increased appetite to explore wholesale distribution? - Management stated that everything is on the table and they are open to exploring various strategic options [53] Question: How does the company view its core value proposition? - Management emphasized the importance of communicating the core benefits of Sleep Number beds, focusing on comfort and quality sleep [58][60] Question: How is the company navigating tariffs and pricing? - Management is evaluating various strategies to manage tariff impacts, including potential pricing adjustments and maintaining core pricing for key products [77][78] Question: What is the strategy regarding store openings and closures? - Management plans to maintain the current strategy of store openings and closures while reviewing the overall distribution strategy [79]