Summary of Bath & Body Works Conference Call Company Overview - **Company**: Bath & Body Works (NYSE: BBWI) - **Industry**: Home fragrance, body care, soaps, and sanitizers - **Annual Sales**: Over $7 billion - **Global Presence**: More than 2,400 stores worldwide [1][2] Core Insights and Arguments - **Market Position**: Bath & Body Works operates in fast-growing consumer categories with growth rates in the mid-single-digit to high-single-digit range, maintaining a competitive moat with its own distribution and a large base of active loyalty members [3][4] - **Core Strengths**: The company has a vault of iconic fragrances, with some franchises generating over $100 million in revenue, which positions it favorably against competitors [4][5] - **Strategic Review Findings**: The previous strategy to expand into adjacencies (e.g., laundry, men's products) did not yield the expected growth or attract new customers, leading to a refocus on core categories that drive 90% of the company's value [5][6] - **Consumer-First Formula**: A new strategy aimed at achieving long-term, consistent, and profitable growth, focusing on product innovation, brand relevance, marketplace presence, and internal efficiency [8][12] Key Strategic Pillars 1. **Innovative Products**: Focus on creating disruptive and effective products in core categories, responding to consumer demand for cleaner and more effective formulas [12][13] 2. **Brand Relevance**: Reignite the brand's presence through modern marketing strategies, including influencer partnerships and cohesive messaging [12][13] 3. **Marketplace Engagement**: Expand digital presence and accessibility, ensuring the brand meets consumers where they shop [13][20] 4. **Internal Efficiency**: Streamline operations to reduce silos and improve responsiveness to consumer needs [14][25] Digital Strategy - **Digital Presence**: The company aims to enhance its digital experience, currently lagging behind competitors, with online penetration in soaps and sanitizers at 20% compared to the industry average of 40% [21][22] - **Amazon Strategy**: Plans to reclaim market share on Amazon, addressing issues with grey market products and enhancing the consumer experience [23][24] Consumer Engagement - **Loyalty Base**: Bath & Body Works has 40 million active loyalty members, with a strong retention rate among older consumers, but is losing traction with the 20-30 age demographic [29][30] - **Long-Term Focus**: The company is committed to building sustainable growth by appealing to younger consumers, recognizing their importance in the beauty industry [31][32] Financial Outlook - **Adjacencies vs. Core Business**: Currently, adjacencies account for about 10% of the business, with a strategic shift back to core categories where the company has a competitive advantage [33][34] - **Promotional Strategy**: While promotions are integral to the brand, the company plans to balance promotional activities with product innovation and brand building to avoid eroding brand equity [35][36] - **2026 Expectations**: The company does not expect to return to growth in 2026, focusing instead on implementing strategies that will become visible in the latter half of the year [47][59] Additional Insights - **Market Competitiveness**: The beauty industry is increasingly competitive, but Bath & Body Works believes its established market position and consumer loyalty provide a strong foundation for future growth [18][19] - **Operational Improvements**: The company is working on simplifying store layouts and improving product navigation to enhance the shopping experience for new consumers [63][64] This summary encapsulates the key points discussed during the conference call, highlighting Bath & Body Works' strategic direction, market positioning, and future outlook.

Bath & Body Works® Q3 2025 Earnings & 2025 Guidance November 20, 2025 Bath & Body Works® 2 Forward-looking Statements Q3 Earnings Call Participants Daniel Heaf Chief Executive Officer Eva Boratto Chief Financial Officer Luke Long VP Strategy & Investor Relations Safe Harbor Statement Under the Private Securities Litigation Reform Act of 1995 We caution that any forward-looking statements (as such term is defined in the Private Securities Litigation Reform Act of 1995) contained in this presentation or made ...

Core Insights - The retailer reported weaker-than-expected quarterly adjusted earnings and sales, indicating potential challenges in its operational performance [1] - The company has revised its fiscal-year outlook downward, suggesting a more cautious approach to future expectations [1] Financial Performance - The quarterly adjusted earnings fell short of market expectations, reflecting a decline in profitability [1] - Sales figures also did not meet forecasts, indicating potential issues with consumer demand or inventory management [1] Outlook - The company has slashed its fiscal-year outlook, which may impact investor confidence and stock performance moving forward [1]

Financial Data and Key Metrics Changes - The company aims for mid-single-digit growth while expanding margins, indicating a focus on profitability alongside revenue growth [5][30] - The CFO noted that mixed adjusted average unit retails (AURs) were up low single digits, reflecting a less promotional strategy [25] Business Line Data and Key Metrics Changes - The core business categories, including body care, home fragrance, soaps, and sanitizers, are growing and will see innovation and sharper storytelling to accelerate growth [17] - The company is focusing on a smaller number of categories to improve productivity and drive full-price selling [20] Market Data and Key Metrics Changes - The company has expanded its distribution into 600 college bookstores, targeting a younger demographic of seven million students [15] - The management highlighted that 80% of the supply chain is U.S. sourced, with only 10% from China, positioning the company well against tariff pressures [23] Company Strategy and Development Direction - The company plans to enhance its digital presence and consumer experience, relaunching its app and mobile web to drive online sales [10][11] - There is a strategic shift towards direct-to-consumer and wholesale channels, recognizing that consumers shop brands rather than channels [15] Management's Comments on Operating Environment and Future Outlook - The management expressed confidence in the growth potential of the brand, emphasizing the need to attract new consumers while retaining existing ones [9] - The CEO noted that the current consumer environment is value-seeking, which will influence promotional strategies moving forward [27] Other Important Information - The company is rolling out new packaging to better communicate product efficacy and benefits, starting with its aromatherapy line [14] - The loyalty program has grown to 39 million members, with ongoing enhancements to increase customer engagement and retention [32] Q&A Session Summary Question: What is the expectation for the consumer environment in the second half of 2025? - Management expects the consumer environment to remain about the same as the first half [34] Question: How do you view price elasticity and consumer response to pricing changes? - The CEO indicated that consumers will pay for well-marketed products, but there will be moments when value-seeking behavior will drive traffic [36] Question: What are the expectations for inventory growth and potential supply chain disruptions? - The company does not anticipate disruptions in shipments and expects inventory to be up in the second half, though not as significantly as in the first half [37] Question: How are non-tariff margin drivers expected to change? - Management does not foresee meaningful changes in freight, wages, or materials costs and will continue to manage these pressures [37] Question: What is the strategy regarding market share consolidation in light of recent bankruptcies? - The CEO emphasized a clear strategy focused on taking market share and leveraging the company's profitable platform for growth [38] Question: What changes were made to the semi-annual sale, and how did it perform? - The semi-annual sale was pushed back two weeks to align with consumer mindset, and the performance was positively received due to strategic changes and effective marketing [40]

Financial Data and Key Metrics Changes - The company aims for mid-single-digit growth while expanding margins, indicating a focus on profitability alongside revenue growth [5][30] - The CFO noted that 80% of the supply chain is U.S. sourced, with 10% from China and 7% from Mexico, which positions the company well against tariff pressures [23] Business Line Data and Key Metrics Changes - The core business categories, including body care, home fragrance, soaps, and sanitizers, are all growing, and the company plans to innovate and sharpen stories in these areas [17] - The company is focusing on fewer categories to drive productivity and better full-price selling, moving away from overwhelming assortments [19][20] Market Data and Key Metrics Changes - The company has launched products into 600 college bookstores, targeting a younger demographic and expanding its market reach [15] - The semi-annual sale performed well, with strategic changes made to timing and assortment to align with consumer mindset [40] Company Strategy and Development Direction - The company is committed to putting the consumer at the center of every decision, emphasizing the importance of understanding consumer needs through direct engagement [6][8] - There is a strategic shift towards enhancing digital presence and improving product efficacy, with plans for new packaging to better communicate product benefits [10][14] Management's Comments on Operating Environment and Future Outlook - Management acknowledges the need to attract new consumers to capture growth in the sector, despite strong repeat purchases from existing customers [9] - The CEO expressed confidence in the company's ability to mitigate tariff impacts through supply chain optimization and assortment adjustments [23] Other Important Information - The loyalty program has grown to 39 million members, with ongoing enhancements to increase customer engagement and retention [32] - The company is exploring new distribution channels to reach consumers more effectively, indicating a shift in how brands are perceived by consumers [15] Q&A Session Summary Question: What is the expectation for the consumer environment in the second half of 2025? - Management expects consumer spending habits to remain about the same as the first half of the year [34] Question: How do you view price elasticity and consumer response to pricing changes? - There is price elasticity, and consumers will pay for well-marketed products, but there will also be moments when value-seeking behavior drives traffic [36] Question: What are the expectations for inventory growth and potential shipment disruptions? - Inventory is expected to increase in the second half, but no disruptions in shipments are anticipated [37] Question: How are non-tariff margin drivers expected to change? - No significant changes in costs are expected, and the company will continue to manage external pressures effectively [37] Question: What are the thoughts on market share consolidation in light of recent bankruptcies? - The company is focused on taking market share and leveraging its profitable platform to drive growth [38] Question: Can you discuss the changes made during the semi-annual sale? - The semi-annual sale was pushed back to better align with consumer mindset, and leveraging social influencers helped create buzz [40]

Q1 2025 Financial Highlights - Net sales reached $1.4 billion, a 2.9% increase year-over-year, hitting the high end of guidance[17, 67, 69] - Gross profit rate improved by 160 basis points to 45.4%[17, 67, 69] - Operating income increased by 11.7% year-over-year to $209 million[17, 67] - Diluted earnings per share (EPS) grew by 28.9% year-over-year to $0.49, exceeding the high end of guidance[17, 67] Channel Performance - Store sales in the U S & Canada increased by 4.3% to $1.1 billion, benefiting from Buy Online, Pickup In Store (BOPIS) which contributed approximately 2 percentage points[62, 65] - Direct sales in the U S & Canada decreased by 4.3% to $250 million, negatively impacted by BOPIS by approximately 7 percentage points, with BOPIS representing about 30% of total direct demand[63, 65] - International sales increased by 10.1% to $64 million[64, 65] FY 2025 Guidance - The company maintains net sales growth guidance of 1% to 3% and earnings per diluted share guidance of $3.25 to $3.60[72, 74] - The company expects to repurchase approximately $300 million of shares in FY 2025[74] Q2 2025 Guidance - The company expects net sales to be flat to up 2%[75, 76] - The company expects earnings per diluted share to be $0.33 to $0.38[75]