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Greetings! And welcome to the La-

Thank you, Kelly. And good morning everyone and thank you for joining us to discuss our fiscal 2023 third quarter results. With us this morning are Melinda Whittington, La-

Thank you Kathy and good morning everyone. Yesterday afternoon, following the close of market we reported fiscal 2023 third quarter results. Highlights for the period included excellent sales, earnings and cash performance for the enterprise in total, with record non-GAAP operating profit and margin delivery for our company-owned retail segment and positive written same-store sales for the retail segment. Our company owned La-

Thank you Melinda and good morning everyone. As a reminder, we present our results on both a GAAP and non-GAAP basis. We believe the non-GAAP presentation better reflects underlying operating trends and performance of the business. Non-GAAP results exclude items which are detailed in our press release and in the tables in the appendix section of our conference call slides. For the quarter, non-GAAP results excluded a non-cash charge of $0.17 per share related to the closure of our Torreón Mexico manufacturing facility, primarily reflecting the impairment of equipment and lease assets. On a consolidated basis, fiscal 2023 third quarter sales increased to $573 million versus the prior year quarter with pricing and surcharge actions and the positive effects of product and channel mix offsetting lower unit volume. Consolidated GAAP operating income increased to $43 million and non-GAAP operating income increased to $53 million, a record for a third quarter and an increase of 34% versus last year third quarter, primarily driven by strong performance in our retail segment. Consolidated GAAP operating margin increased to 7.5% from 6.9% and non-GAAP operating margin increased to 9.3% from 7% in last year's third quarter. GAAP diluted EPS increased to $0.74 for the fiscal 2023 third quarter versus $0.65 in the prior year quarter. Non-GAAP diluted EPS increased 40% to $0.91 in the current year quarter versus $0.65 in last year's third quarter. Over the past 12 months, non-GAAP diluted EPS was $3.94 a 35% increase versus the year ago period. In the third quarter consistent with Q2, a number of our wholesale customers still had warehouse constraints that limited their ability to take delivery of new product during the quarter. These short term dealer constraints again allowed us to focus more on deliveries for our own retail business during the quarter, delighting consumers and driving strong operating margin through fixed costs leverage of our company owned retail business. As I move to the segment discussion, my comments from here will focus on our non-GAAP reporting unless specifically stated otherwise. Starting with our retail segment, delivered sales increased by 27% to $251 million as we made significant progress towards returning to pre-pandemic lead times. For the quarter, delivered same-store sales increased 23% versus year ago. Retail posted record high operating profit dollars contributing 83% of the enterprise's operating income for the period. Operating margin increased to best ever 17.6% versus 12.2% in the prior year quarter, driven by higher delivered sales relative to selling expenses and fixed costs. Our retail team continues to execute at an extraordinarily high level through our consumer first focus, an excellent selling proposition including design services, and improve service through shorter lead times as well as an increase in our in-stock position. All of this has contributed to the segment's on-going success as total written sales in Q3 were up 11% sequentially from Q2, and we congratulate our retail team for its outstanding performance. As Melinda noted earlier, growing a La-

Thanks Bob. As we look to our last quarter of fiscal 2023, we acknowledge short-term uncertainty, and we're managing the business prudently undertaking appropriate scenario planning and conserving cash. At the same time, we're playing offense with a consumer first mind set and prioritizing investments in our brands and underlying capabilities to drive long-term profitable growth through Century Vision. I remain extremely optimistic about the future of La-

We will now open the queue to question. Please review the instructions Kelly for getting into the queue to ask questions.

Certainly, at this time, we will be conducting the question-and- answer session. [Operator Instructions] Your first question is coming from Bobby Griffin at Raymond James, Please pose your question. Your line is live.

Good morning, everybody. Thanks for taking my questions. So I guess the first thing I wanted to dive into was the written trends, a nice improvement to see those move to positive. So maybe, can you can you talk a little bit, did the performance carry in through February in your own stores with the recent Presidents Day period? And was there anything interesting kind of in the order set price point wise or anything to glean from a little bit of looks like a nice improvement from what we were seeing before?

Yes, we're definitely pleased to see the positive trends. And fundamentally, I would say its execution, right. We've gotten our lead times back down to sort of normal levels with a compelling proposition there. And then in store, the care we're giving to the consumer, with traffic improving, because of the marketing expense, that are the marketing investments that we're making, and then just execution in store for how we're caring for that consumer is just really paying off. There's no one individual item, I'd say it's end-to-end execution. Overall, we saw trends improved through Q3. And that improvement has continued into this fourth quarter with a strong a strong holiday President's Day.

Good. That's, that's good news. And Bob, maybe to follow up on the EBIT guidance, pretty wide range there for the fourth quarter, is that more of just a function that if you get the top end of the revenue, it flows through really nicely with the fixed cost leverage or is it is it more that retail could move back to a more normalized mix of the business, which does have a profit impact?

That's you nailed it, it's both of those things. And the fact that if we're able to get more products out the volume, the volume impact relative to that additional retail volume, volume will help the overall consolidated margin, if we see that be a little bit less than what we think then we're going to see at the on the lower end of that range. That's why we gave the wider range on that. And just to be just to be clear, there's also just a lot of potential things that could happen over the next over this quarter. There's just a lot going on, both from an economic perspective, as well as a geopolitical perspective. And we just wanted to give ourselves a range to be able to manage within what we think might be happening out there over the next quarter.

Okay, and then I guess, I guess lastly, for me, it's more just kind of high level industry question. We're starting to see a little bit of minor relief, maybe in some certain raw materials, I call it when that's when that started to happen. Are you seeing the industry from a competitive standpoint hold on to the pricing that they that the industry passed through over the last called 18 to 24 months? Or are you starting to see companies roll back their pricing a little bit to reflect the changes in the raw material or shipping environment?

We've seen some companies certain competitors roll back some prices, a lot of that had to do with the freight, the ocean freight rates going down. And there's some of those competitors are at the lower end of the, what I'll call the furniture industry from a price point perspective. As a result of that, we've taken some action as it relates to sharpening price points at some of our opening price point levels, products that we that we sell. And we've done that to maintain competitiveness against some of those lower price competitors that are taking some of the reductions. But we haven't seen a broad reduction across the entire industry. So we continue our policy or our strategy is to remain price competitive. And we take prices and pricing actions as we see fit to do that. And we did that in the quarter. And we saw we're pretty pleased with the response that we get out of that.

Thank you. Very helpful and best of luck here at the upcoming High Point furniture market.

Thank you.

Your next question is coming from Anthony Lebiedzinski with Sidoti and Company. Please pose your question. Your line is live.

Oh, yes. Good morning. And thank you for taking the questions. And I'll echo Bobby's comments about the written comp sales trends. It's really good to see that moving in a positive direction. So just wondering have you seen any notable differences on their regional basis or are you seeing consistent trends throughout the country? How do describe that?

Good morning Anthony. I would say yes no real dramatic differences by region. Of course, Canada business comps over the last year or so when Canada opened up and began to recover, you might see a little bit of a trend change there. But even that has really sort of leveled out at this point.

Okay, got you. Okay. And then and just, I'd be curious to know, like, what's your outlook is for just overall industry? Obviously, you guys give guidance here for this quarter here. But just wondering, as far as like, how would you assess the industry outlook for the calendar 2023? How do you see that? And how do you see guys, perhaps outperforming versus your competitors?

It's that old crystal ball we keep looking for? Right, Anthony?

Right.

So what I would tell you is, as you know, as well as I, you can, you can find a prognosticator that can, can give you a pretty wide range of, of the worst is behind us, or we've only just begun, right. And I think you have to assume that things are going to continue to get tougher for the consumer. Certainly over this calendar year. Thus far for our consumer, which is a little more on the upper end of sort of that middle end consumer, we simply haven't seen that. And so, we're planning prudently. And that speaks even in a Bob's point to Bobby's question around, kind of a kind of a wide range of potential outcomes relative to how bad might it get out there. Now that said, as we've put our head down and focused on execution, across, again, supply chain and how and how we're delivering in shorter lead times, and then how we're taking care of the consumer, when they interact with us, particularly in our own retail. We've been bucking the trends, and we're taking it month to month, quarter to quarter, and making sure that we're still investing, investing in marketing and execution and growing our capabilities. And that's working for us. So I guess I'd say, I'm cautiously optimistic, particularly for the things that we're where we can control our execution that I think we just continue to get stronger every day. But we recognize that, none of us know exactly what the total external environment is going to look like, over the next year.

Understood. And then last question for me. I mean do you plan to close any additional manufacturing facilities or was the Torreón facility closure a kind of a one-off?

Yes, with what we, with what we see right now on volume trends, we feel good about the footprint that we have.

Got it. Well, thank you very much, and best of luck.

Thank you.

Thank you.

Your next question is coming from Brad Thomas with KeyBanc. Please pose your question. Your line is live.

Great. Hi, good morning, everybody. Thanks for taking my question. A couple from me, like the first one, just be around distribution, and relationship with some of the wholesale partners that you have. And Melinda, I was hoping you could talk a little bit about number one, inventory and the channel, if you will, outside of your, your own stores, and where those levels stand today and how you think that's going to play out. And then how things are going and in conversations with your larger wholesale partners, or potential partners, and how you think that may change, if at all, over perhaps the year ahead?

Sure. When we think about our wholesale business, we have both, about half of our furniture galleries that are independently owned, and then a very significant portion of our business that’s selling to partners that for a wide variety of manufacturers products. I would say overall, we're starting to see some relief in those all-time kind of high inventory levels that particularly a lot of our, our more general dealer customers, experienced as they went from the all-time high kind of pandemic demand to things slowing down a bit. And, we know across the industry, we had inventory levels where folks were holding a lot of stock inventory. And we're start we're seeing that bit by bit clear up and I think the end is in sight to open that up. An important thing is because of our custom offerings, we're always a good bet in that we give the consumer something special beyond just the stock they have the ability to, to have much more choice in their product. And now that we're down to shorter lead times, we expect that to begin to help us across all of our channels. And then even more, more benefited by the fact that we just don't have customers with just warehouses stocked up but in some cases over the last six months, or even impacting their ability to deliver on customer orders.

That's helpful. Thanks, Melinda. And then if I could ask a follow up just on the outlook for margins, and I mean, this is probably a little more broad reaching than just thinking about the quarter ahead here. What do you think of this kind of the major puts and takes for margins? Obviously, there's some select inputs, like perhaps lumber that could be coming down, ocean freight coming down, but still other inflationary pressures on things like labor? How do you think about the major puts and takes on margins as you look forward here?

Brad, you I think you hit on a couple of the things that will be headwinds or tailwinds as it relates to input costs coming down. And ocean, ocean freight, for sure is down input costs, some of the commodities are starting to come down. But we're seeing some of their increases in areas where there's labor involved, whether it be mechanisms, or anything, anything requiring some kind of a waiver input. So I think those are generally speaking positive, our ability to capture those who can be a function of how folks in the environment, how folks in the industry react relative to pricing. If all of that is given back to the consumer, then that's going to bring, that won't be a margin help to the overall industry or for us, for that matter. As we as we move through, and we're now through the backlog, the excess backlog we've had, we were going to get to kind of a going volume level undergoing sales level that will be lower than what we've had over the last couple of years. That will be a margin headwind that we'll be trying that we'll be dealing with, and we're working on in our plants, how do we get ourselves to improve the efficiencies in our plant and work a combination of the input materials as well as the plant efficiencies, to be able to offset and manage that volume decline that we're going to see.

That's helpful. Thanks so much.

Thanks Brad.

There are no questions in queue at this time, and we've reached the end of the question-and-answer session. I would now like to turn the call back over to Kathy Liebmann for any closing remarks.

Thank you for participating in our call this morning. Should you have any follow up questions, please be in touch. In the meantime, have a great day. Bye bye.