Stitch Fix(SFIX) - 2025 Q2 - Earnings Call Transcript

Financial Data and Key Metrics Changes - The company reported Q2 revenue of $312.1 million, down 5.5% year-over-year and 2% quarter-over-quarter, but above guidance due to sustained strength in Average Order Value (AOV) which was up 9% year-over-year and 4% quarter-over-quarter [31][38] - Adjusted EBITDA for Q2 was $15.9 million, representing a margin of 5.1%, up 380 basis points year-over-year and 90 basis points quarter-over-quarter [38] - Gross margin for Q2 was 44.5%, up 110 basis points year-over-year, driven primarily by AOV upside and improved product margins [35] Business Line Data and Key Metrics Changes - The men's business and Freestyle channel returned to year-over-year revenue growth, with men's category seeing significant improvements in Cashmere and performance workwear, up over 400% and nearly 150% respectively [10][16] - Women's category growth was led by dresses and denim, with workwear dresses generating a positive year-over-year sales comp of more than 60% [16] - The contribution margin in Q2 was 33%, marking the fourth consecutive quarter above the historical range of 25% to 30% [36] Market Data and Key Metrics Changes - Active clients ended the quarter at 2.4 million, down 16% year-over-year and down 2.6% quarter-over-quarter, in line with expectations [33] - Revenue per active client (RPAC) for the quarter was $537, up 4% year-over-year and relatively flat sequentially [34] - The company noted that January was a particularly positive month, benefiting from a well-positioned assortment to meet client needs [31] Company Strategy and Development Direction - The company is focused on enhancing client experience through improved inventory management, AI merchandising tools, and strengthening stylist-client relationships [12][20] - Investments in Freestyle, the personalized direct e-commerce platform, are expected to complement the fixed offering and capture greater wallet share [21][60] - The company is raising its annual revenue and EBITDA guidance based on the strength seen in Q2, indicating confidence in returning to overall revenue growth during FY '26 [40][41] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in navigating the macroeconomic environment and does not expect tariffs to impact client prices or margins in the second half of the fiscal year [25][26] - The company is optimistic about the momentum in business performance, with improvements in client metrics and a focus on long-term sustainable growth [29][106] - Management highlighted the importance of adapting to consumer sentiment and maintaining a strong value proposition to attract clients across various income levels [52][56] Other Important Information - The company ended Q2 with net inventory of $109.6 million, down 13% year-over-year and down 8% quarter-over-quarter due to improved inventory management [38] - Free cash flow was negative $19 million in Q2, in line with expectations due to timing of working capital requirements related to inventory purchases [39] Q&A Session Summary Question: Customer demographics and market size - Management noted that the client base spans various household income levels and emphasized the importance of providing solutions for shopping challenges [48][49] - Freestyle is seen as critical for expanding the total addressable market (TAM) and capturing greater wallet share [56][60] Question: Impact of tariffs on pricing and brand mix - A tariff task force is in place to mitigate the impact of tariffs, with a focus on maintaining profitability within private brands [66][68] - The company will continue to be client-led in balancing private and national brands based on demand [70][72] Question: Outlook for gross margins and trends - Management indicated that gross margins are expected to remain in the range of 44% to 45% for the full year, with typical seasonality affecting Q2 [82] - Positive trends in February and March were noted, with expectations for continued momentum [84][90] Question: AOV and active client growth - AOV has been a strong driver, but future growth may face challenges due to higher comps [99][100] - Management sees opportunities for growth in both active client engagement and spend per client [102][103]