Good day, and thank you for standing by. Welcome to Bassett Furniture Quarter 4 2024 Earnings Conference Call. [Operator Instructions] Please be advised today's conference is being recorded. I would now like to hand the conference over to your speaker today, Mike Daniel, CFO. Please go ahead.

Thank you, Gigi, for the introduction. Welcome to Bassett Furniture's earnings call for the fourth quarter ending November 30, 2024. Joining me today is our Chairman and CEO, Rob Spilman. We issued our news release yesterday after the market closed and it's available on our website. After today's remarks about our quarter, we will open the call up for a Q&A session. We will post the transcript of the call on our investor site within 48 hours of this call. During today's call, certain statements we make may be considered forward-looking and inherently involve risks and uncertainties that could cause actual results to differ materially from management's present view. These statements are made pursuant to the safe harbor provision of the Private Securities Litigation Reform Act of 1995. The company cannot agree or cannot guarantee the accuracy of any forecast or estimate nor does it undertake any obligation to update such forward-looking statements. For more information, including important cautionary notes, please see the company's annual report on Form 10-K for the fiscal year ending November 30, 2024, to be filed next week. Other filings with the SEC describing risks related to our business are available on our corporate website. Now I'll turn it over to Rob for comments about the fourth quarter. Rob?

Thank you, Mike. Good morning, everyone, and thank you for joining us today. Our industry has long been tied to housing and with persistent sluggish home sales, depleted levels of housing inventory and higher mortgage interest rates, furniture sales lagged again in the fourth quarter. We took appropriate steps in 2024 to right-size our business through a comprehensive restructuring plan that we announced in July, and we've been executing since then. We are pleased to have returned Bassett to profitability for this quarter. While the major components of our restructuring plan were complete at the end of November, we continue to evaluate opportunities for increasing efficiency, leveraging our cost structure and influencing our mindset to run a leaner business on an ongoing basis. We focus a significant amount of time on analyzing how we can run our business smarter while we navigate the ongoing challenging housing environment. In 2024, existing home sales were at the level they were in 1995, 30 years ago. Our entire industry is in search of the elusive bottoming out of demand to enable better planning of our business. Industry forecasts point to only a slight uptick in the existing home sales for 2025, so we prepared our strategic plan to weather another year of tepid demand. Let me now turn to more details on the results of the fourth quarter. While consolidated sales were down by 11% for the quarter, written retail sales decreased by only 0.006%. We were pleased with our performance over the two-week Black Friday promotion, where retail written sales were up 25.1% over last year's promotion, generating strong customer deposits and a better backlog to begin 2025. Wholesale orders were down by 3.1% for the quarter, while wholesale orders received from corporate stores increased by 1.8% for the period. The majority…

Thanks, Rob. In my commentary, the comparisons I will discuss will be the fourth quarter of fiscal 2024 compared to the fourth quarter of fiscal 2023, unless otherwise noted. For the fourth quarter, total consolidated revenue declined $10.4 million or 11%, primarily due to a 14% decrease in wholesale sales and an 8.4% decrease in retail sales through our company-owned stores. Consolidated gross margins increased 230 basis points due primarily to better margins in the wholesale segment from improved margins in our Club Level product, coupled with better margins in our domestic upholstery manufacturing operation. Although we're pleased with our very strong consolidated gross margins during the quarter, we do expect a slight moderation during 2025 due to the expectation that we will be more aggressive with pricing on the retail side, as Rob mentioned earlier. We reported consolidated operating income of $900,000 compared to a loss of $4.5 million for the fourth quarter of 2023. However, if you normalize the operating income for both 2024 and 2023 for the special charges, operating income would have been $2.3 million or 2.7% of sales as compared to $900,000 or 0.9% of sales for 2023. Now I'll provide information regarding our wholesale operations. Net sales decreased $8.3 million or 14% from the prior year period due primarily to a 13% decrease in shipments in both the store network and the open market, partially offset by a 22% increase in shipments for Lane Venture. Gross margin for the three months ended November 30, 2024, increased 290 basis points over the prior year, primarily due to the expected improvement in the Club Level business and the improved mix of customers for the Lane Venture operation. Although SG&A expenses decreased year-over-year, SG&A expense as a percent of sales increased slightly due to deleverage of fixed…

Thank you. [Operator Instructions] Our first question comes from the line of Anthony Lebiedzinski from Sidoti & Co LLC.

Good morning everyone, and thanks for taking the questions. So first, great to see Bassett returning to profitability, and maintaining a strong balance sheet. I know you touched on the written sales, so good to see that also relatively improving. Just curious as to what you guys have seen, I guess, since the election. I guess we've heard from some other companies, seeing relatively better trends. Also wondering if you could comment on what you've seen thus far, first two months of the - your new fiscal year, just overall, whether it's written sales, or just overall trends in the business that you're seeing, that would be great to get an update on that?

Okay. Anthony, good morning. This is Rob. So as we pointed out, it seemed like we got a brief period of euphoria around Black Friday, as we mentioned, and that was, of course, right after the election. Since that time, we would say we've kind of settled back down to where we were to a certain extent. We own a - and now I'll qualify that by saying that last year in our fiscal calendar, it was a six-week December. And this year was a five-week. So we had one less week to deal with. But we were up mid-single-digits in December. And we're - that's kind of the trend that we're seeing. I'm talking about at retail. And so when I say where we were, slightly better, but we're not seeing a sense of euphoria out there at the moment, but a little better.

Little better sounds good, certainly. So you highlighted Bassett Design Studio. Can you give us an update, as to like how many of those you have in place now? And what is your expectation, if you have one as far as number of those design studios that, you plan to have by the end of fiscal '25?

Well, we - now we are around 43 or 44 of those things. It changes from day-to-day, of course, as we get the report in from the field. Honestly, I don't want to say how many we're going to have at year-end, but you think about it, nine months, we've been opening about five per month. And I'm not sure we're going to be able to continue that pace, but we are getting a lot of interest in this program, and we expect it to grow significantly in terms of the amount of dealers that we have in 2025.

Got you. Okay. And then, you've talked about the True Custom Upholstery program you guys have had. It sounds like you guys have been certainly recognized for those efforts, based on your comment about the furniture today. Now is this something you plan to highlight more in terms of your marketing messaging, whether it's like you said, I think direct mail you'll do more of, or anything else so that you think that you plan to do to highlight that?

I would say in conjunction with the custom studio, Anthony, we were definitely - we've done some trade advertising, which we haven't done in a long time. And I think, there's a community of dealers out there, and a lot of them think we are a store company, and that we don't - maybe not interested in their business, let's say. And we're only in about half the states with stores. And so, we think there's a lot of opportunity to communicate just how strong this custom upholstery is, which has been a hallmark of our retail concept, for a number of years. So yes, we will be continuing to highlight our competencies on True Custom in the stores as always, but we're also going to be a little more aggressive out there in the field, in our dedicated distribution opportunities.

Got you. And then my last question, before I pass it on to others. So obviously, the gross margin was impressive in Q4. I know you mentioned that you expect that to moderate a bit, because of pricing. That being said, when housing does recover at some point, how should we think about potential gross margins in the future?

Well, we're answering the question from almost an all-time high, I think - so I think I don't see them climbing significantly, beyond where we are even if housing comes back. We want to, we still want to offer value, and we think we can leverage that volume to lower the SG&A, and have better operating margins. That's really the plan. We are very focused now given the environment for two years on, offering good value to our customers. We think we have, but we really want to start communicating that. So I think the gross margin, is kind of going to stay in this neighborhood, if I had to guess.

That makes a lot of sense. Well, thank you very much and best of luck.

Thanks, Anthony.

Thank you. One moment for our next question. Our next question comes from the line of Brian Gordon from Water Tower Research.

Hi, guys. It's Mike McCormack from Water Tower. How are you?

Hi Mike, we're doing great. Thank you.

Hi, just a little more color on the margin commentary. You talked about a step back, I guess, as we go forward this year. Can you just give us a hint on what that degree might look like?

Ask that one more time. Mike?

Yes, gross margins obviously were very impressive, but you talked about, maybe taking a step back.

Right. Right. I mean...

Just trying to get a sense for what that might look like?

Yes. I'd say, again, as we alluded to, we think we're going to get a little bit more aggressive - well, two things, get more aggressive on pricing related to retail, or in our retail stores as well as making sure that, we're moving through clearance goods as quickly, as we need to be moving them through. As Rob has said to us many times, inventory does not get more valuable as it sits in warehouses. So we just want to make sure that we're moving that through. Now that's not going to be - those together are not going, to be that much pressure on the margins. But we do. We are proud of the fact that we did have, what we consider to be a record margin. But just not comfortable to say that, that's going to be sustainable and particularly, with those added pressures on the margin. But again, it's not going to be a, we don't see it as a drastic shift of any kind.

I would add Mike that it's similar to Anthony's question, we don't see this trend continuing to rise necessarily, and that's by design. And although I think as Mike said, we're going to moderate it, I think, slightly. It's not - we're not talking about a huge decline in margin, but we don't see it. This trend we've been on continuing this year, but we don't want to drop much either. So it's - we're just setting expectations really.

That's right.

Understood. Thank you. And then I guess just on the natural disasters, between the hurricanes and the wildfires, any impact in the business?

The North Carolina hurricane back in September was - caused an effect. I mean, we had to close our operations down for a couple of days, a few days there in the Hickory area. Also, we have a very strong independent dealer base in that area in North Carolina. That's a very strong - and it affected other areas too, South Carolina, et cetera. So a lot of our dealers were affected by that, and that hurt our incoming business. As far as the California fire tragedy. We did have one store out there that had to shut down for a few days. But I wouldn't say that it caused a whole lot of upheaval to our operations.

Thank you, guys.

Thank you. At this time, I would now like to turn the conference back over to Rob Spilman, Chairman and CEO, for closing remarks.

Thank you, Gigi, and thank everyone for your interest in Bassett, and for your questions. We know that our decisions to right-size our cost structure put us on the road, to improve profitability. We delivered that in the fourth quarter. We're optimistic that our growth driving initiatives, will deliver for customers and shareholders this year. We are excited about our new collections, strengthening our dedicated distribution programs, and reaching more consumers through our e-commerce site, and price value messaging. Thank you very much, and have a great day.

This concludes today's conference call. Thank you for participating. You may now disconnect.