Stitch Fix (NasdaqGS:SFIX) FY 2025 Conference January 12, 2026 01:30 PM ET Company ParticipantsMatt Baer - CEODylan Rutledge - Styling Team ManagerDylan RutledgeOh, hi, Mike. All right. Thank you for being here. For those of you that have wandered in and decided to eat lunch here, you're in for a real treat, so bless your luck. I have here Matt Baer, CEO of Stitch Fix, and I'm just going to read some quick disclosures here. As a reminder, this discussion may include forward-looking statements. These stateme ...

Financial Data and Key Metrics Changes - For fiscal year 2025, net revenue was $1.27 billion, down 3.7% year over year, but revenue for the second half of the year grew 2.5% [20][21] - Q4 net revenue was $311.2 million, representing a 4.4% year-over-year increase on an adjusted basis [21] - Adjusted EBITDA for the year was $49.1 million, or a 3.9% margin, up 170 basis points compared to fiscal year 2024 [21] - Gross margin for fiscal year 2025 was 44.4%, the highest since fiscal year 2021, driven by transportation leverage and operational efficiencies [20][21] Business Line Data and Key Metrics Changes - Both women's and men's business lines accelerated revenue growth in Q4, with men's business achieving double-digit growth [7][31] - Average order value (AOV) grew 12% year over year, marking the eighth consecutive quarter of AOV growth [6][21] - Revenue per active client increased by 3% year over year to $549, demonstrating high engagement from retained clients [23] Market Data and Key Metrics Changes - The company gained market share in the U.S. apparel market during Q4, outperforming the overall market growth [5][37] - Active clients totaled 2.3 million, down 7.9% year over year, but the year-over-year comp improved for the fifth consecutive quarter [22][23] Company Strategy and Development Direction - The company is focused on enhancing client experience through investments in generative AI and new features like AI style assistant and Stylist Connect [10][12] - Plans for fiscal year 2026 include creating more dynamic client engagement, deepening client-stylist relationships, and strengthening the product assortment [9][15] - The company aims to return to full-year revenue growth and improve active client growth rates while maintaining disciplined growth investments [15][25] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the company's ability to navigate the current macro environment and seize strategic opportunities for growth [27][48] - The company anticipates total revenue for fiscal year 2026 to be between $1.28 billion and $1.33 billion, with adjusted EBITDA expected between $30 million and $45 million [25][26] - Management highlighted the importance of personalized service in gaining market share from competitors who fail to meet consumer expectations [37][47] Other Important Information - The company achieved its highest contribution margin in the last decade and completed the year with positive free cash flow and no debt [9][21] - The company has added over 50 new brands since the start of fiscal year 2025, enhancing its product assortment [15] Q&A Session Summary Question: Where is the most growth coming from, and how are tariffs impacting AOV? - Management noted that growth is driven by both women's and men's business lines, particularly in non-apparel categories and established brands, with no impact from tariffs on AOV [31][33] Question: How is the company planning for the holiday season? - Management emphasized a focus on flexibility and improved assortment to drive promotions and gifting opportunities during the holiday season [39][40]