Financial Data and Key Metrics Changes - The company reported revenues of $680.6 million for the fiscal year, down from $700.3 million the previous year, reflecting a category headwind of approximately 9% [54] - Gross margin for the fourth quarter increased by 70 basis points to 60.4% compared to 59.7% in the prior year period, driven by decreases in inbound and outbound transportation costs [58] - Net income for the fourth quarter was $35.3 million, or $2.13 per diluted share, compared to $31 million, or $1.87 per diluted share in the prior year period [61] Business Line Data and Key Metrics Changes - Net sales for the fourth quarter decreased by $9 million or 3.6% to $241.5 million compared to the prior year [56] - Showroom net sales decreased by 1.6% to $154.5 million, while internet net sales decreased by 9.7% to $70.5 million [56] - Sectional net sales decreased by 3.8%, while other net sales, including decorative pillows and accessories, increased by 2.7% [58] Market Data and Key Metrics Changes - The company experienced a decrease of 9.4% in omnichannel comparable net sales, partially offset by the addition of 27 new showrooms [56] - The overall home furnishings category continues to face challenges, with the company planning for a 5% full-year category decline [66] Company Strategy and Development Direction - The company aims to reach 3 million Lovesac households by 2030 and is focused on becoming a powerful brand in the home furnishings market [23] - The introduction of the EverCouch is expected to expand the addressable market significantly, effectively doubling it by entering the $14 billion couch category [20] - The company is actively diversifying its supply chain to reduce reliance on China, aiming to bring sourcing from China below 10% [47][108] Management's Comments on Operating Environment and Future Outlook - Management expressed optimism entering fiscal 2026, citing a strong position despite macro challenges [13] - The company believes it has the necessary ingredients to grow irrespective of category challenges, supported by innovative product offerings and strong customer relationships [26] - Management highlighted the importance of maintaining a healthy balance sheet to weather macro uncertainties and enhance returns on capital [62] Other Important Information - The company reported a healthy cash position of $83.7 million and a total merchandise inventory level up 26% to $124.3 million [62][63] - The company is committed to sustainability, aiming for zero waste and zero emissions by 2040, and has recycled over 300 million plastic bottles in fiscal 25 [51] Q&A Session Summary Question: Inventory strategy given tariff delays - Management indicated that they have built up inventory across all product lines and are actively working to source from dominant countries like Malaysia and Vietnam to stay in stock [78] Question: Consumer behavior trends in recent months - Management noted stable performance from customers, with no significant changes in spending patterns observed [82] Question: Clarification on Q1 revenue growth assumptions - Management confirmed that they expect flat to slightly positive growth, with some noise in year-over-year growth rates due to promotional strategy changes and timing of Easter [92] Question: Pricing strategy in response to tariffs - Management is exploring vendor concessions and believes that their structurally higher margins allow for smaller price increases without impacting demand [99] Question: Potential for moving sourcing out of China - Management stated that they are actively moving production out of China and are on track to reduce sourcing from China below 10% this year [108] Question: Impact of lower interest rates on housing market - Management expressed optimism that lower interest rates could unlock housing turnover, allowing the company to participate in market growth [112]

Core Viewpoint - The company RH is navigating uncertainties related to newly imposed tariffs while focusing on in-house initiatives and global market expansion to enhance growth prospects [1][6]. Group 1: Market Conditions and Company Response - Ongoing uncertainties regarding tariffs are particularly concerning for RH, which sources products from various international markets [1]. - The company is executing product transformation and platform expansion strategies to counter market turbulence [1]. - RH's stock price has shown an upward trend following the release of its fourth-quarter fiscal 2024 earnings, reflecting investor optimism [2][3]. Group 2: Supply Chain Management - RH has shifted a significant portion of its production from China to Vietnam, currently sourcing about 35% of its products from Vietnam compared to 23% from China [4]. - The company has also resourced a considerable amount of its China production to its factory in North Carolina [4]. - RH remains optimistic about potential tariff negotiations with Vietnam, which could positively impact its growth [5]. Group 3: Fiscal Guidance and Financial Performance - For fiscal 2025, RH expects revenue growth between 10% and 13%, with adjusted EBITDA margin growth anticipated between 20% and 21% [7]. - The company projects free cash flow of $250-$350 million for fiscal 2025, a significant improvement from the negative cash flow of $213.7 million reported in fiscal 2024 [8]. - Despite macroeconomic headwinds, RH's in-house capabilities are expected to drive a year-over-year estimated growth of 104.1% for fiscal 2025 [12]. Group 4: Earnings Estimates and Market Sentiment - Analysts have downgraded earnings estimates for RH by 17% in the past week due to uncertainties in the housing market and high mortgage rates [9]. - In contrast, RH's estimated growth outpaces that of its industry peers, which are expected to see declines in earnings estimates for fiscal 2025 [12].

Company Performance - RH reported fourth-quarter earnings with a revenue increase of 10% and a 17% jump in total demand on a comparable basis [2] - Despite decent results, the performance was slightly disappointing to Wall Street analysts, contributing to the stock's decline [2] Market Environment - The stock market is experiencing a downturn, with the S&P 500 down more than 4% [1] - RH's stock fell an astounding 44.1% as of late morning, driven by broader market conditions and specific company challenges [1] Tariff Impact - CEO Gary Friedman discussed the new tariff announcements, suggesting they were made for leverage in negotiations and may not be fully implemented [3] - The company is facing a higher-risk business environment due to uncertainty from tariffs, market volatility, and inflation risk, alongside operating in the worst housing market in almost 50 years [3] Strategic Adjustments - RH plans to navigate the current environment by adjusting its supply chain, specifically by exiting China-based manufacturing and transitioning to Mexico-based manufacturers [4] Investor Sentiment - The reaction in RH stock appears to be one of panic, which is generally unfavorable in investing [5] - Long-term investors are encouraged to conduct further research into RH and consider taking advantage of the current sell-off [5]

Financial Data and Key Metrics Changes - In Q4 2024, net revenue was $347 million, up 0.9% year-over-year, but comparable growth declined by 6.4% due to prior year backlog fulfillment [41][44] - Full year 2024 net revenue was $1.271 billion, down 1.3% year-over-year, with a comparable growth decline of 8% [44] - Q4 gross margin decreased by $2 million or 1.8% to $139 million, with a gross margin percentage of 40.0%, down 100 basis points [43] - Full year net income decreased by $57 million or 45.3% to $69 million, while adjusted EBITDA declined by $70 million or 34.5% to $133 million, resulting in an adjusted EBITDA margin of 10.5% [47][49] Business Line Data and Key Metrics Changes - Demand comparable growth in Q4 was 5.7%, driven by strong product assortment and marketing initiatives, while full year demand comparable growth declined by 2.2% [15][44] - The company opened 11 new showrooms and relocated 5 in 2024, marking the largest expansion in nearly 40 years [10][24] Market Data and Key Metrics Changes - The U.S. accounts for the largest share of net revenue, with a diversified global supply network [23] - The company anticipates full year 2025 net revenue between $1.36 billion and $1.40 billion, reflecting a comparable growth range of 0% to 3% [49] Company Strategy and Development Direction - The long-term strategy includes increasing brand awareness, expanding showroom footprint to 165 locations, enhancing omnichannel capabilities, and investing in growth [24][25] - The company aims to open an average of 5 to 7 new traditional showrooms annually, alongside design studios and relocations [13] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the ability to execute long-term strategies despite macroeconomic uncertainties, emphasizing product innovation and customer engagement [50][51] - The company noted that while the macro environment remains dynamic, its debt-free balance sheet provides financial flexibility for strategic investments [51] Other Important Information - The company introduced a new product line in 2024, focusing on expanded wood furniture selections and customizable designs [21] - The promotional strategy remains aligned with previous years, focusing on quality and value for clients [59][63] Q&A Session Summary Question: Can you speak to the line of product newness in 2025? - Management indicated that the 2025 product lineup is solid, with expectations for new styles and designs [55][56] Question: How did demand trend across price points in Q4? - Management noted a solid performance in Q4, with a focus on quality and value in pricing strategies [59][62] Question: What are the plans for store openings in 2025? - Management confirmed plans for 3 to 5 new store openings in 2025, with flexibility for design studios [79][80] Question: How is the promotional cadence planned for Q1? - Management stated that the promotional strategy aligns with previous years, considering calendar shifts for key shopping periods [135][141] Question: What is the outlook for gross margin and SG&A in Q1 2025? - Management expects slight deleverage in gross margin due to showroom occupancy costs, with increased SG&A expenses related to strategic investments [91][92]