J.Jill (JILL) Q1 2026 Earnings Call June 11, 2025 08:00 AM ET Company Participants Mary Ellen Coyne - President & CEOMark Webb - EVP, CFO & COODana Telsey - CEO & Chief Research OfficerJonna Kim - DirectorCorey Tarlowe - SVP - Equity ResearchMarni Shapiro - Managing Partner Conference Call Participants Janine Stichter - Managing Director & Analyst - Consumer Retail & Lifestyle Brands Operator Ladies and gentlemen, thank you for standing by. My name is Krista, and I will be your conference operator today. At ...

Financial Data and Key Metrics Changes - Total company sales for Q1 2025 were approximately $154 million, down 4.9% compared to Q1 2024, with comparable sales declining 5.7% [13][14] - Q1 gross profit was about $110 million, a decrease of $7 million compared to Q1 2024, with a gross margin of 71.8%, down 110 basis points year-over-year [14][15] - Adjusted EBITDA for the quarter was $27.3 million, compared to $35.6 million in Q1 2024, while adjusted net income per diluted share was $0.88, down from $1.22 last year [15][16] - Cash generated from operations was about $5.3 million, resulting in ending cash of approximately $31 million with no borrowings against the ABL [16][22] Business Line Data and Key Metrics Changes - Store sales for Q1 were down about 4.4% compared to Q1 2024, while direct sales, representing about 47% of total sales, were down 5.4% [14] - The increase in SG&A expenses was primarily driven by store expenses associated with five new stores and OMS-related costs, totaling approximately $91 million for the quarter [15] Market Data and Key Metrics Changes - The macroeconomic environment remained volatile, impacting customer behavior, particularly in April and May, leading to a more discerning customer spending pattern [12][13] - Total reported inventories were up about 14% at the end of Q1 compared to the previous year, primarily due to an extra week in the supply chain initiated last year [17] Company Strategy and Development Direction - The company is focused on leveraging investments made in stores, marketing, and systems, with a commitment to maintaining a disciplined approach to inventory management and strategic pricing [9][20] - The new CEO emphasized the importance of building authentic connections with customers and identified opportunities for multichannel expansion and product assortment improvements [5][7] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the long-term resiliency of the customer base but acknowledged near-term uncertainties related to tariffs and macroeconomic conditions [13][20] - The company has withdrawn its prior full-year guidance to allow the new CEO time to assess the business and develop future strategies [19][56] Other Important Information - The company plans to maintain its quarterly dividend of $0.08 per share and continue share repurchase activities, with approximately $21 million remaining on the repurchase authorization [21][22] - The OMS system cutover was successful, although it had a slightly larger impact on Q1 performance than anticipated, with ongoing efforts to ramp up ship-from-store capabilities [12][38] Q&A Session Summary Question: What strategies were implemented during tariffs at J. McLaughlin, and what are the opportunities for J. Jill? - Management discussed strategies around tariff exposure, including vendor negotiations and order adjustments, while emphasizing the importance of newness in the product assortment [28][30] Question: How is the company planning to roll out new products while managing tariff dynamics? - The company is making small adjustments to the product line and focusing on inventory positioning to align with current demand trends [43][45] Question: What are the plans for new store openings and their performance? - The company has lowered its new store opening guidance due to timing but remains optimistic about long-term growth opportunities, with new stores performing in line with expectations [75][76]

Financial Data and Key Metrics Changes - Q1 net sales increased by over 8% year over year to $3,120,000,000, exceeding the high end of guidance [7][18] - Adjusted net income for Q1 was $148,900,000, representing an 8.6% increase year over year [22] - Gross margin for Q1 was 29.6%, with a year-over-year expansion of approximately 60 basis points when adjusted for one-time items [19][20] - Adjusted EBITDA for Q1 was $192,700,000, reflecting a 6.2% adjusted EBITDA margin, which is a year-over-year increase of approximately 50 basis points [10][22] - Free cash flow generated in Q1 was nearly $50,000,000 [11] Business Line Data and Key Metrics Changes - Autoship customer sales reached $2,560,000,000, representing approximately 82% of total Q1 net sales, with a growth of nearly 15% year over year [7][18] - Hardgoods experienced a notable year-over-year growth of 12.3% [7] - Active customers increased to 20,800,000, reflecting a 3.8% year-over-year growth [8][18] Market Data and Key Metrics Changes - The pet industry is estimated to grow at approximately 3% to 4% this year, with Chewy's guidance indicating a plan to grow at roughly two times the market growth [36] - Chewy is capturing approximately $0.50 of every dollar moving online in the pet market, indicating an increase in market share compared to previous quarters [75] Company Strategy and Development Direction - Chewy is focused on expanding its Chewy Vet Care (CVC) initiative, with plans to open 8 to 10 new clinics in fiscal year 2025 [12] - The company is transitioning the Chewy Plus membership program out of beta, aiming to enhance customer loyalty and engagement [13] - Chewy's long-term adjusted EBITDA margin target is set at 10%, with a strong emphasis on strategic growth initiatives [14] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the company's ability to deliver on its strategic roadmap and long-term financial model [14] - The company anticipates that approximately 80% of adjusted EBITDA will convert into free cash flow for the full year 2025 [23] - Management noted that the active customer growth is driven by improved retention and acquisition strategies [50] Other Important Information - The CFO, David Reeder, will be leaving the company to pursue a CEO role in the semiconductor industry, with a smooth transition planned [15] - Chewy remains debt-free with a liquidity position of approximately $1,400,000,000 [24] Q&A Session Summary Question: Customer growth expectations for the full year - Management indicated that low single-digit growth remains a reasonable framework for customer count growth, with current momentum exceeding expectations [30][31] Question: Industry growth outlook - The industry is expected to normalize, with household formation remaining flat and overall market growth estimated at 3% to 4% [35][36] Question: Advertising investments and opportunities - Management highlighted strong progress in sponsored ads and the successful migration to a new platform, enabling off-site advertising [40][41] Question: Sustainability of active customer growth - Management expressed confidence in the sustainability of active customer growth, driven by improved marketing strategies and product offerings [49] Question: Chewy Plus program adoption rates - The Chewy Plus program has shown strong membership growth and positive customer feedback, with higher engagement metrics compared to non-members [56][57] Question: Autoship customer growth and hardgoods performance - Autoship customer sales have increased significantly, and hardgoods growth is attributed to improved assortment and customer experience [64][70]

Financial Data and Key Metrics Changes - The company raised $219 million from its IPO in February 2025, providing significant financial flexibility and a cash runway extending into 2028 [54][55] - The market for cystic fibrosis treatments is currently valued at $11 billion and is projected to grow to $15 billion in the near term [53] Business Line Data and Key Metrics Changes - The company has concluded Phase I trials for both CYON719 and CYON451R2, reporting positive data indicating both compounds were well tolerated and exceeded pharmacokinetic (PK) targets [8][9] - CYON719 will advance into Phase IIa as an add-on to standard care, while CYON451 will be used in a dual combination study [11][12] Market Data and Key Metrics Changes - The company aims to drive incremental clinical benefits above the standard of care, specifically targeting a 10 millimole improvement in sweat chloride levels compared to Trikafta [27][40] - The company is focused on stabilizing the NBD1 region of the CFTR protein, which is critical for correcting cystic fibrosis [18][22] Company Strategy and Development Direction - The company's mission is to transform the standard of care in cystic fibrosis through differentiated NBD1 stabilizers [5][6] - The strategy includes a dual combination approach with NPD-one as the anchor, aiming to achieve fully normal CFTR function for more patients [7][21] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the potential of NPD-one to deliver clinically meaningful benefits, emphasizing the need for further data to guide future decisions [44][52] - The company is optimistic about the upcoming Phase IIa data and its implications for both the add-on and dual combination strategies [42][45] Other Important Information - The company has prioritized two complementary mechanisms, Cyon2222 and Cyon109, for future studies based on their favorable profiles [46][48] - The company plans to conduct a drug-drug interaction (DDI) study to ensure that the addition of CYON719 does not affect the components of Trikafta [34][36] Q&A Session Summary Question: Can you provide an overview of Ciona's story and strategy? - Ciona was formed as a spinout from Sanofi in late 2019, with a mission to transform cystic fibrosis care through innovative therapies [3][4] Question: What are the key milestones for the company in the next 12-18 months? - Key milestones include the initiation of Phase IIa for CYON719 and a healthy volunteer study for CYON451, both expected to yield data by mid-2026 [14][16] Question: How does the company plan to ensure the efficacy of its treatments? - The company aims for a 10 millimole improvement in sweat chloride levels, which has been shown to correlate with meaningful improvements in FEV1 [27][40] Question: What is the rationale behind the dual combination strategy? - The dual combination strategy is expected to provide a differentiated treatment option that could lead to fully normal CFTR function, addressing the limitations of current therapies [21][52] Question: How does the company view the commercial opportunity in the cystic fibrosis market? - The company believes that its dual combination approach could become the new standard of care, with significant commercial potential given the size of the market [52][53]

Financial Data and Key Metrics Changes - Nasdaq reported net revenues of $4.6 billion for 2024, with adjusted non-GAAP net revenues of $4.7 billion, reflecting a 9% increase from 2023 [12] - Annualized recurring revenue reached $2.8 billion, representing a 7.5% increase year over year [12] - The company returned $145 million in stock repurchases and $541 million in quarterly dividends during 2024 [12] Business Line Data and Key Metrics Changes - The Capital Access Platforms division achieved 10% revenue growth, driven by strong index performance and 180 IPOs raising $23 billion in proceeds [13][14] - The Financial Technology division also saw 10% revenue growth and 12% annual recurring revenue growth, with significant client engagement [15][16] - The Market Services division reported record full-year revenue, driven by increased volumes in US equities and derivatives [17] Market Data and Key Metrics Changes - Nasdaq maintained its position as the top U.S. exchange for IPOs, achieving an 80% win rate among eligible company IPOs [14] - The index franchise experienced a 31% revenue growth, with record assets under management [15] Company Strategy and Development Direction - Nasdaq's strategic priorities for 2024 included "Integrate, Innovate, and Accelerate," focusing on enhancing operational efficiency and innovation [18] - The integration of Acxiom SL and Calypso is seen as pivotal in advancing Nasdaq's platform company journey [16] - The company aims to exceed $100 million in run rate revenue from cross-sells by the end of 2027 [19] Management's Comments on Operating Environment and Future Outlook - Management noted that recent policy shifts and potential tariffs have created short-term volatility, impacting global GDP growth expectations [20] - Nasdaq's diversified business model positions it for resilient growth despite macroeconomic challenges [21] - The company expressed confidence in achieving its medium-term outlook and continuing to create shareholder value [21] Other Important Information - The meeting was held virtually, with procedures in place to ensure shareholder participation [3][4] - The company highlighted the importance of its markets and infrastructure during recent trading volatility [20] Q&A Session Summary Question: How does the Compensation Committee use compensation actually paid total compensation figures in its calculation of CEO target total compensation award for the upcoming year? - The Compensation Committee emphasizes linking pay to performance, with decisions informed by competitive market data and actual CEO performance [26][28] - The variability in compensation figures reflects the effectiveness of this philosophy [28]

Financial Data and Key Metrics Changes - The company expects to generate approximately $600 to $700 million in revenue for FY 2025, marking a significant increase from the previous year [5][18] - EBITDA guidance for FY 2025 has been raised to $200 to $280 million, up from $108 million in FY 2024, indicating a substantial growth trajectory [15][18] Business Line Data and Key Metrics Changes - The company has two commercial assets and a total of 28 assets in various stages of development, which is the largest biosimilars program globally [11][12] - The company has launched biosimilars in over 25 countries outside the US, with plans for three major approvals in the next six months [7][8] Market Data and Key Metrics Changes - The biosimilars market is maturing, with only 14 out of 62 biologic drugs that have gone off patent seeing launches, indicating significant growth potential [24][25] - The company targets a total addressable market of $185 billion with its existing pipeline of 28 drugs [27] Company Strategy and Development Direction - The company is focused on ramping up biosimilar launches and integrating R&D operations from its recent acquisition in Sweden [8][9] - The company employs a partnership model, selling through established players in each market, which allows for shared investment and risk [29][30] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the biosimilars market's growth, citing a long tail of opportunities due to many biologics still off patent [26][24] - The company anticipates a significant increase in revenue, projecting $1.5 billion by 2028, with product revenues contributing 80-85% of this total [19][20] Other Important Information - The company expects minimal CapEx requirements moving forward, with $60 to $70 million expected in FY 2025 and $25 million annually for the next three years [23] - The company has a favorable tariff position due to its operations in Iceland, which has low tariff rates [64][66] Q&A Session Summary Question: What are the key differentiators for Alvotech? - The company highlighted its close integration between R&D and manufacturing, a custom-built platform, and an exceptional management team as key differentiators [3][4] Question: What is the focus for the next 12-18 months? - The focus will be on executing biosimilar launches, obtaining major approvals, and integrating R&D operations from the recent acquisition [6][8] Question: What led to the raised guidance for 2025? - The raised guidance was due to the acquisition of Xbrain and the potential for partnerships and milestone income from new assets [13][15] Question: How does the company view the biosimilars market? - The company is excited about the biosimilars market, noting significant growth opportunities and a large addressable market [24][27] Question: How does the company structure its partnerships? - The company typically has a 60-40 revenue split in favor of the commercial partner, allowing it to mitigate commercial risks [41][42] Question: What is the impact of the IRA on the biosimilars market? - The IRA may disincentivize smaller players but could benefit larger biosimilar companies like Alvotech [58][59] Question: How does the company view tariffs? - The company expects minimal impact from tariffs due to its low tariff rates and the structure of its contracts with commercial partners [64][66]

Financial Data and Key Metrics Changes - The company reported net revenues of RMB 21,700,000 for Q1 2025, representing a 15% decrease from RMB 25,500,000 in Q1 2024, primarily due to reduced revenues from district-level projects as resources were prioritized for school-based projects with longer revenue recognition periods [7][14][17] - Gross margin for Q1 2025 was 36.2%, down from 38.4% in Q1 2024 [16] - Net loss on a GAAP basis for Q1 2025 was RMB 30,900,000, a decrease of 44.8% from RMB 56,100,000 in Q1 2024 [16][19] - Adjusted net loss (non-GAAP) for Q1 2025 was RMB 22,400,000, down 47.5% from RMB 42,700,000 in Q1 2024 [19][20] - Cash reserves as of March 2025 were RMB 3,333,300,000, compared to RMB 359,300,000 as of December 31, 2024 [21] Business Line Data and Key Metrics Changes - The SaaS subscriptions business saw growth as more educational organizations adopted AI-powered solutions, leading to a strong retention rate and increased adoption of value-added offerings [7][11] - The district-level teaching and learning staff business remained steady, contributing significantly to revenue recognition [9] Market Data and Key Metrics Changes - There was heightened demand for offerings in partner schools, reflected in a higher retention rate, with over 90% of renewal customers opting to continue their subscriptions [11] Company Strategy and Development Direction - The company is focusing on AI-powered product upgrades to enhance teaching and learning efficiency, aiming to transform education services from knowledge transmission to competency development [7][10] - The strategic importance of the school-based subscription business is emphasized, with plans to prioritize resource allocation to this segment [10] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the long-term sustainability of the business and the importance of monitoring financial performance [8] - The company aims to maintain growth momentum through enhanced operational efficiency and a commitment to enriching learning experiences [24] Other Important Information - The company welcomed Mr. Rui Jia as an independent director and appointed Ms. Sishi Zhou as the acting Chief Financial Officer [21][22] - The company is committed to aligning with national strategies for educational digital transformation [24] Q&A Session Summary - No questions were raised during the Q&A session, and the call concluded without any inquiries [26][27]

Financial Data and Key Metrics Changes - The company reported net revenues of RMB 21.7 million for Q1 2025, a 15% decrease from RMB 25.5 million in Q1 2024, primarily due to reduced revenues from district-level projects as resources were reallocated to school-based subscription models [7][14][17] - Gross margin for Q1 2025 was 36.2%, down from 38.4% in Q1 2024 [15] - The net loss on a GAAP basis for Q1 2025 was RMB 30.9 million, a significant decrease of 44.8% from RMB 56.1 million in Q1 2024 [15][19] - Adjusted net loss (non-GAAP) for Q1 2025 was RMB 22.4 million, down 47.5% from RMB 42.7 million in Q1 2024 [15][20] Business Line Data and Key Metrics Changes - The SaaS subscriptions business saw growth as more educational organizations adopted AI-powered solutions, leading to a strong retention rate and increased adoption of value-added offerings [7][10] - The district-level teaching and learning staff business remained steady, contributing significantly to revenue recognition [8][10] Market Data and Key Metrics Changes - The company experienced heightened demand for its offerings in partner schools, reflected in a higher retention rate, with over 90% of renewal customers opting to continue their subscriptions [11] Company Strategy and Development Direction - The company is focusing on AI-powered product upgrades to enhance teaching and learning efficiency, aiming to transform education services from knowledge transmission to competency development [7][10] - Strategic market penetration is prioritized through diversified distribution methods and collaborations, aligning product development with emerging educational trends [13] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the long-term sustainability of the business, emphasizing the importance of operational efficiency and strategic decision-making [8] - The company aims to maintain growth momentum while enhancing operational efficiency and driving long-term stable development [24] Other Important Information - The company welcomed Mr. Rui Jia as an independent director and appointed Ms. Sushu Zhou as the acting Chief Financial Officer, highlighting their extensive experience in fintech and education sectors [21][22] - The company has cash reserves of RMB 333.3 million as of March 31, 2025, down from RMB 359.3 million as of December 31, 2024 [15][21] Q&A Session Summary - No questions were raised during the Q&A session, indicating a lack of immediate inquiries from participants [25]

Financial Data and Key Metrics Changes - The company reduced general and administrative expenses by nearly 50% compared to Q1 of the previous year, reflecting stronger operational discipline [13] - A $3,500,000 line of credit was secured from Core Capital Partners, providing additional financial flexibility [14] Business Line Data and Key Metrics Changes - The iSky platform was officially launched, generating strong early traction across multiple industries, indicating a positive market response [7] - The partnership with Swiss Life Global Solutions aims to deliver secure generative AI solutions across its global network, highlighting the platform's versatility [9] Market Data and Key Metrics Changes - The automotive sector is seeing increased momentum, with strong relationships established with OEMs and dealership networks, suggesting potential for future production contracts [19][20] - The company is also expanding into healthcare and life sciences, with expectations for pilots to convert into production deployments [19] Company Strategy and Development Direction - The company is focused on executing its strategy of delivering practical, scalable AI solutions and expanding into new verticals [12] - The acquisition of Catanelle is expected to transform the ad tech industry, allowing brands to manage their entire customer journey [11][14] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the traction being seen and the potential for continued growth, emphasizing the importance of partnerships and product capabilities [12] - The company is energized by the market validation and is looking forward to adding large household names to its customer list [12] Other Important Information - The company is preparing to integrate the planned acquisition of Catanelle, which is expected to enhance its product capabilities [15] Q&A Session Summary Question: What contributed to revenue in the quarter? - All pilots are paid, contributing to revenue, although not significantly yet [18] Question: Visibility into collaborations leading to production contracts? - Anticipation of conversions in healthcare and life sciences, with strong momentum in the automotive space [19] Question: Clarification on the automotive rollout status? - Finalizing rollout with high-value use cases tested and demoed to dealerships, with ongoing integration efforts [22]

Financial Data and Key Metrics Changes - The company reduced general and administrative expenses by nearly 50% compared to Q1 of the previous year, reflecting stronger operational discipline [13] - A $3,500,000 line of credit was secured from Core Capital Partners, providing additional financial flexibility [14] Business Line Data and Key Metrics Changes - The iSky platform was officially launched, generating strong early traction across multiple industries, indicating a positive market response [7] - The partnership with Swiss Life Global Solutions aims to deliver secure generative AI solutions across its global network, highlighting the platform's versatility [8] Market Data and Key Metrics Changes - The automotive sector is showing promise, with strong relationships established with OEMs and dealership networks, indicating potential for rapid pilot-to-production conversions [20][21] - The company is also expanding into healthcare and life sciences, with expectations for pilots to convert into production deployments [20] Company Strategy and Development Direction - The company is focused on executing its strategy of delivering practical, scalable AI solutions and expanding into new verticals [12] - The acquisition of Catanelle is expected to transform the ad tech industry, allowing brands to manage their entire customer journey [11][14] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the traction being seen and the positioning of the company for continued growth [12] - The CEO emphasized excitement about upcoming opportunities and the company's progress in the market [28] Other Important Information - The company is preparing to integrate the planned acquisition of Catanelle, which is expected to enhance product capabilities and financial foundation [15] Q&A Session Summary Question: What contributed to revenue in the quarter? - All pilots are paid, contributing to revenue, although not significantly yet [18][19] Question: Visibility into collaborations leading to production contracts? - Anticipation of conversions to production deployments in healthcare and life sciences, with optimism in the automotive space [20] Question: Clarification on automotive rollout status? - Finalizing rollout with high-value use cases tested and demoed to dealerships, with pilot deployments in progress [23][24]