Purple(PRPL) - 2020 Q4 - Earnings Call Transcript

Financial Data and Key Metrics Changes - In Q4 2020, net revenue increased by 39.9% to $173.9 million compared to $124.3 million in Q4 2019 [41] - For the full year 2020, net revenue was $648.5 million, up 51.4% from $428.4 million in 2019 [49] - Adjusted EBITDA for Q4 2020 was $12.2 million, a 114% increase from $5.8 million in Q4 2019 [48] - The company reported a net income of $10.9 million for 2020, compared to a net loss of $12.4 million in 2019 [53] Business Line Data and Key Metrics Changes - Direct-to-consumer (DTC) revenue grew by 57% in Q4 2020, while wholesale channel revenue increased by 9% [41] - For the full year, DTC channel revenue increased by 83%, while wholesale revenue remained relatively consistent with the prior year [49] - Innovative pillows and seat cushions saw over 140% year-over-year growth, with over 1 million lifetime units sold for each category [17] Market Data and Key Metrics Changes - The company estimates its overall U.S. mattress market share to be over 3%, with nearly 6% in the premium category above $1,000 [17] - The wholesale business faced challenges in Q4 due to unanticipated store closures, particularly in Canada, affecting sales [19] Company Strategy and Development Direction - The company is focusing on three main themes for 2021: customer lifetime value, multi-category expansion, and product differentiation [20][21][22] - Six specific initiatives to support these themes include expanding manufacturing capacity, growing wholesale presence, launching a new e-commerce platform, accelerating showroom rollout, introducing new products, and launching a new brand campaign [24] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the company's ability to navigate challenges and adapt to changing consumer behavior during the pandemic [11] - The company expects full-year revenue growth of 30% to 36% over 2020, with adjusted EBITDA between $90 million and $100 million [39][60] - Management noted that 2021 is an investment year, with a focus on building capacity and infrastructure to support growth [88][92] Other Important Information - The company ended 2020 with cash and cash equivalents of $123 million, up from $33.5 million at the end of 2019 [57] - Capital expenditures for 2021 are projected to be between $45 million and $50 million, primarily for the new Georgia manufacturing facility and showroom expansion [61] Q&A Session Summary Question: Regarding the slowdown in the wholesale channel in December - Management acknowledged that while wholesale demand has not rebounded as quickly as anticipated, the DTC business continues to grow at healthy rates [75] Question: Outlook for wholesale accounts and supply - Management confirmed that they are currently meeting all orders and have no partners on allocation, indicating strong capacity [77] Question: Revenue growth guidance for Q1 - Management stated that the guidance reflects current expectations, with improving demand trends noted in January [116] Question: Impact of mix shift on revenue growth - Management indicated that the mix shift towards wholesale has affected revenue growth rates, but unit sales remain in line with expectations [112] Question: Economics of new showroom units - Management shared that early signals from new showrooms indicate strong economics, with a target return on investment around 12 months [109]