Mattress Firm Announces Second Fiscal Quarter Financial Results

Mattress Firm Announces Second Fiscal Quarter Financial Results

Net Sales Increased 15.5%

Opened 35 New Stores

Earnings per Diluted Share of $0.41 on a GAAP Basis, $0.43 on an Adjusted Basis

Updates Financial Guidance for Fiscal Year 2013

HOUSTON--(BUSINESS WIRE)-- Mattress Firm Holding Corp. (the "Company") (NAS: MFRM) today announced its financial results for the second fiscal quarter (13 weeks) ended July 30, 2013. Net sales for the second fiscal quarter increased 15.5% to $302.5 million, reflecting incremental sales from new and acquired stores, offset by a comparable-store sales decline of 0.3%. The Company reported second fiscal quarter earnings per diluted share ("EPS") on a generally accepted accounting principles ("GAAP") basis of $0.41, and EPS on a non-GAAP adjusted basis, excluding acquisition-related and ERP system implementation costs ("Adjusted"), of $0.43. Diluted EPS on a GAAP basis and Adjusted basis are reconciled in the table below:


Second Fiscal Quarter Reconciliation of GAAP to Adjusted EPS

See "Reconciliation of Reported (GAAP) to Adjusted Statements of Operations Data" for Notes

     Thirteen Weeks Ended   Twenty-Six Weeks Ended
July 31, 2012   July 30, 2013July 31, 2012   July 30, 2013
GAAP EPS$0.30$0.41$0.59$0.77
Acquisition-related costs (1)0.12-0.140.01
ERP system implementation costs (2) - 0.02 - 0.03
Adjusted EPS$0.42$0.43$0.73$0.81

"Our exciting growth story continued in the second quarter of 2013, as we added 35 new stores organically, bringing our total company-operated store count to over 1,100," stated Steve Stagner, Mattress Firm's president and chief executive officer. "We saw revenues increase by 15% over the prior year to $303 million, which evidences that our growth is outpacing the mattress industry, which has experienced mid-single digit growth during the comparable period. The former Mattress Giant stores continue to generate strong sales growth that is driving operating margin expansion, while sales at our legacy stores in those acquisition markets have also improved year over year, further validating the strength of our relative market share strategy. We expect that the second half of the year will benefit from a return to higher industry-level advertising media spend relative to recent quarters that we anticipate will drive improvement in customer traffic and sales trends in our business."

Second Quarter Financial Summary

  • Net sales for the second fiscal quarter increased 15.5% to $302.5 million, reflecting incremental sales from new and acquired stores, offset by a comparable-store sales decline of 0.3%.
  • Opened 35 new stores and closed 10 stores bringing the total number of Company-operated stores to 1,121 as of the end of the fiscal quarter.
  • Income from operations was $25.9 million. Excluding $1.0 million of acquisition-related costs and ERP system implementation costs, Adjusted income from operations was $26.9 million, representing an increase of $3.4 million, or 14.3%, over Adjusted income from operations for the comparable prior year period. Please refer to "Reconciliation of Reported (GAAP) to Adjusted Statements of Operations Data" for a reconciliation of income from operations to Adjusted income from operations and other information.
  • Adjusted operating margin decreased 10 basis points to 8.9% of net sales as compared to 9.0% in the same quarter of fiscal 2012, and consisted of a 30 basis-point increase in gross margin, a 40 basis-point improvement in sales and marketing expense leverage, a 60 basis-point decline in general and administrative expense leverage and an aggregate 20 basis-point operating margin decline in other categories.
  • Net income was $14.1 million and GAAP EPS was $0.41. Excluding $0.6 million, net of income taxes, of acquisition-related and ERP system implementation costs, Adjusted net income was $14.7 million and Adjusted EPS was $0.43, an increase of 3.7% over Adjusted EPS for the comparable prior year period. Please refer to "Reconciliation of Reported (GAAP) to Adjusted Statements of Operations Data" for a reconciliation of net income and GAAP EPS to Adjusted net income and Adjusted EPS, respectively, and other information.


With respect to the acquisitions of former Mattress Giant stores in November 2011 and May 2012, the rebranding of the acquired stores was substantially complete by the end of fiscal 2012. The per store sales results of those stores for the months since the date of rebranding and for one year thereafter are demonstrated by the charts accompanying this release.

Year-to-Date Financial Summary

Net revenues increased $106.7 million, or 22.6%, to $578.5 million, for the two fiscal quarters (twenty-six weeks) ended July 30, 2013, from $471.8 million in the comparable prior year period, reflecting incremental sales from new and acquired stores, offset by a comparable-store sales decline of 2.5%.

The Company opened 81 new stores while closing 17 stores during the first half of fiscal 2013, adding 64 net store units.

Net income was $26.1 million for the two fiscal quarters ended July 30, 2013 and GAAP EPS was $0.77. Excluding acquisition-related and ERP system implementation costs, adjusted net income was $27.5 million for the two fiscal quarters and Adjusted EPS was $0.81. See "Reconciliation of Reported (GAAP) to Adjusted Statements of Operations Data" below for a reconciliation of net income as reported to adjusted net income.

Liquidity and Capital Resources

The Company had cash and cash equivalents of $6.4 million at the end of the second fiscal quarter. Net cash provided by operating activities was $24.7 million for the second fiscal quarter. As of July 30, 2013, there was $5.0 million of borrowings outstanding under the revolving portion of the 2012 Senior Credit Facility (as defined in the Company's filings with the Securities and Exchange Commission) and approximately $1.4 million in outstanding letters of credit, with additional borrowing capacity of $93.6 million.

Financial Guidance

The Company is updating its guidance for the fiscal year (52 weeks) ending January 28, 2014 ("fiscal year 2013"), which was originally issued in March 2013.


Prior Guidance Range


Updated Range

Full Fiscal Year Ending January 28, 2014

Net sales (in billions)$1.237 to $1.250$1.194 to $1.207
New stores110 to 120130 to 140
Net store unit increase90 to 95105 to 110
GAAP EPS$1.81 to $1.89$1.66 to $1.74
Acquisition-related costs per share$0.01$0.01
ERP system implementation costs per share$0.07 to $0.09$0.07 to $0.09
Adjusted EPS$1.90 to $1.98$1.75 to $1.83
Comparable-store sales growthlow single digitflat

Call Information

A conference call to discuss second fiscal quarter results is scheduled for today, September 6, 2013, at 8:30 a.m. Eastern Time. The call will be hosted by Steve Stagner, Chief Executive Officer, and Jim Black, Chief Financial Officer.

The conference call will be accessible by telephone and the internet. To access the call, participants from within the U.S. may dial (877) 407-3982, and participants from outside the U.S. may dial (201) 493-6780. Participants may also access the call via live webcast by visiting the Company's investor relations web site at

The replay of the call will be available from approximately 11:30 a.m. Eastern Time on September 6, 2013 through midnight Eastern Time on September 20, 2013. To access the replay, the domestic dial-in number is (877) 870-5176, the international dial-in number is (858) 384-5517, and the passcode is 419608. The archive of the webcast will be available on the Company's web site for a limited time.

Net Sales and Store Unit Information

The components of the net sales increase for the thirteen and twenty-six weeks ended July 30, 2013 as compared to the corresponding prior year period were as follows (in millions):

     Increase (Decrease) in Net Sales
Thirteen Weeks   Twenty-Six Weeks
July 30, 2013July 30, 2013
Comparable-store sales$(0.7)$(11.5)
New stores33.562.4
Acquired stores11.461.7
Closed stores (3.7) (5.9)
$40.5 $106.7 

The composition of net sales by major category of product and services were as follows (in millions):

     Thirteen Weeks Ended  Twenty-Six Weeks Ended
July 31,  % of  July 30,  % ofJuly 31,  % of  July 30,  % of
Conventional mattresses$112.442.9%$148.549.1%$197.841.9%$270.146.7%
Specialty mattresses127.648.7%129.242.7%233.949.6%259.044.8%
Furniture and accessories 17.26.6% 19.16.3% 31.36.6% 38.36.6%
Total product sales257.298.2%296.898.1%463.098.1%567.498.1%
Delivery service revenues 4.81.8% 5.71.9% 8.81.9% 11.11.9%
Total net sales$262.0100.0%$302.5100.0%$471.8100.0%$578.5100.0%

The activity with respect to the number of Company-operated store units was as follows:

     Thirteen Weeks   Twenty-Six Weeks

July 30, 2013

July 30, 2013
Store units, beginning of period1,0961,057
New stores3581
Closed stores(10)(17)
Store units, end of period1,121 1,121 

Forward-Looking Statements

Certain statements contained in this press release are not based on historical fact and are "forward-looking statements" within the meaning of applicable federal securities laws and regulations. In many cases, you can identify forward-looking statements by terminology such as "may," "would," "should," "could," "forecast," "feel," "project," "expect," "plan," "anticipate," "believe," "estimate," "predict," "intend," "potential," "continue" or the negative of these terms or other comparable terminology; however, not all forward-looking statements contain these identifying words. The forward-looking statements contained in this press release, such as those relating to our net sales, GAAP and Adjusted EPS and net store unit change for fiscal year 2013, are subject to various risks and uncertainties, including but not limited to downturns in the economy; reduction in discretionary spending by consumers; our ability to execute our key business strategies and advance our market-level profitability; our ability to profitably open and operate new stores and capture additional market share; our relationship with our primary mattress suppliers; our dependence on a few key employees; the possible impairment of our goodwill or other acquired intangible assets; the effect of our planned growth and the integration of our acquisitions on our business infrastructure; the impact of seasonality on our financial results and comparable-store sales; our ability to raise adequate capital to support our expansion strategy; our success in pursuing and completing strategic acquisitions; the effectiveness and efficiency of our advertising expenditures; our success in keeping warranty claims and comfort exchange return rates within acceptable levels; our ability to deliver our products in a timely manner; our status as a holding company with no business operations; our ability to anticipate consumer trends; risks related to our controlling stockholder, J.W. Childs Associates, L.P.; heightened competition; changes in applicable regulations; risks related to our franchises, including our lack of control over their operation and our liabilities if they default on note or lease obligations; risks related to our stock and other factors set forth under "Risk Factors" in our Annual Report on Form 10-K for the fiscal year ended January 29, 2013 filed with the Securities and Exchange Commission ("SEC") on April 1, 2013 and our other SEC filings. Forward-looking statements relate to future events or our future financial performance and reflect management's expectations or beliefs concerning future events as of the date of this press release. Actual results of operations may differ materially from those set forth in any forward-looking statements, and the inclusion of a projection or forward-looking statement in this press release should not be regarded as a representation by us that our plans or objectives will be achieved. We do not undertake to publicly update or revise any of these forward-looking statements, whether as a result of new information, future events or otherwise.

Non-GAAP Financial Measures

Adjusted EBITDA is defined as net income before income tax expense, interest income, interest expense, depreciation and amortization ("EBITDA"), without giving effect to non-cash goodwill and intangible asset impairment charges, gains or losses on store closings and impairment of store assets, gains or losses related to the early extinguishment of debt, financial sponsor fees and expenses, non-cash charges related to stock-based awards and other items that are excluded by management in reviewing the results of operations. We have presented Adjusted EBITDA because we believe that the exclusion of these items is appropriate to provide additional information to investors about our ongoing operating performance excluding certain non-cash and other items and to provide additional information with respect to our ability to comply with various covenants in documents governing our indebtedness and as a means to evaluate our period-to-period results. In evaluating Adjusted EBITDA, you should be aware that in the future we may incur expenses that are the same as or similar to some of the adjustments in this presentation. Our presentation of Adjusted EBITDA should not be construed to imply that our future results will be unaffected by any such adjustments. We have provided this information to analysts, investors and other third parties to enable them to perform more meaningful comparisons of past, present and future operating results and as a means to evaluate the results of our ongoing operations. Management also uses Adjusted EBITDA to determine executive incentive compensation payment levels. In addition, our compliance with certain covenants under the credit agreement between our indirect wholly owned subsidiary, Mattress Holding Corp., certain lenders, and UBS Securities LLC, as sole arranger, bookrunner, and lender, are calculated based on similar measures and differ from Adjusted EBITDA primarily by the inclusion of pro forma results for acquired businesses in those similar measures. Other companies in our industry may calculate Adjusted EBITDA differently than we do. Adjusted EBITDA is not a measure of performance under U.S. GAAP and should not be considered as a substitute for net income prepared in accordance with U.S. GAAP. Adjusted EBITDA has significant limitations as an analytical tool, and you should not consider it in isolation or as a substitute for analysis of our results as reported under U.S. GAAP.

The following table contains a reconciliation of our net income determined in accordance with U.S. GAAP to EBITDA and Adjusted EBITDA for the periods indicated (in thousands):

     Thirteen Weeks Ended   Twenty-Six Weeks Ended
July 31,  July 30,July 31,  July 30,
Net income$10,085$14,123$19,821$26,132
Income tax expense5,3268,96511,48816,639
Interest expense, net2,2142,7954,2885,642
Depreciation and amortization5,4717,23110,17513,441
Intangible assets and other amortization 607  612 1,187  1,153
EBITDA 23,703  33,726 46,959  63,007
Loss on store closings and impairment of store assets5448371744
Financial sponsor fees and expenses51125124
Stock-based compensation4939671,0021,854
Vendor new store funds (a)25096633983
Acquisition-related costs (b)5,8931247,049450
Other (c) (856) 595 (764) 1,164
Adjusted EBITDA$29,588 $36,003
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