Build-A-Bear Workshop(BBW) - 2026 Q3 - Earnings Call Transcript

Financial Data and Key Metrics Changes - Revenue for Q3 2025 grew nearly 3% to almost $123 million, while pre-tax income declined by $2 million to nearly $11 million, impacted by approximately $4 million in negative tariff effects [5][20] - Year-to-date revenue increased over 8% to over $375 million, with pre-tax income rising by 15% to almost $46 million, also inclusive of about $5 million in negative tariff impact [5][20] - Gross margin was 53.7%, a decline of 40 basis points compared to last year, primarily due to tariffs, which reduced gross profit by about $4 million in the quarter [23][24] Business Line Data and Key Metrics Changes - Direct-to-consumer sales saw a decline of 10.8% in e-commerce demand, primarily due to challenging comparisons from a strong license product launch last year [22] - Commercial revenue, mainly from wholesale sales, grew 4.2% for the quarter and 15.3% year-to-date, with expectations of over 20% growth for the year [23][24] Market Data and Key Metrics Changes - Domestic store traffic outperformed the national benchmark, although there was a slight transaction decrease driven by a 1% decline in traffic [21] - The company opened 24 net new experience locations, with 70% of those outside the United States, bringing the total to 651 locations across 33 countries [7][8] Company Strategy and Development Direction - The company aims to expand its experiential retail footprint, advance digital transformation, and leverage brand equity beyond workshops while returning capital to shareholders [6][27] - The introduction of the Mini Beans collection has been successful, with nearly 3 million units sold and over 60% growth in Q3 alone, indicating a strategy to reach broader markets [15][46] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in reaffirming full-year guidance, expecting revenue to exceed $500 million for the first time in company history despite ongoing tariff headwinds [3][5] - The company is focused on executing strategic objectives while managing external challenges, including tariffs and inflationary pressures [27] Other Important Information - The company returned over $26 million to shareholders through dividends and buybacks, contributing to more than 24% EPS growth for the first three quarters of the fiscal year [5][24] - The company has maintained significant flexibility with about $70 million remaining under its board-approved repurchase authorization [24] Q&A Session Summary Question: What are the opportunities to reduce tariff impacts next year? - Management indicated that while tariffs will continue to impact, they are working on mitigating costs through partnerships and selective price increases [30][32] Question: How is the diversification in pricing affecting customer engagement? - Management noted that diversification allows for appealing to different customer segments, with 40% of sales coming from teens and adults, enhancing pricing flexibility [35][38] Question: What trends are seen with Mini Beans sales? - Mini Beans have shown strong sales growth, with plans to expand distribution beyond workshops, indicating a successful product line [45][46] Question: How does promotional activity compare year over year? - Management stated that promotional activity has been managed more stringently, resulting in lower discount rates while focusing on enhancing customer experience [43][44] Question: How does the company leverage its presence in malls? - Management highlighted that having multiple locations in major malls enhances foot traffic and strengthens partnerships with mall operators [57][59]