Greetings. Welcome to the Columbia Sportswear Fourth Quarter 2025 Financial Results Conference Call. At this time, all participants are in a listen-only mode. A question and answer session will follow the formal presentation. If anyone should require operator assistance, please note, this conference is being recorded. I will now turn the conference over to your host, Reed Anderson. You may begin.

Good afternoon, and thanks for joining us to discuss Columbia Sportswear Company's fourth quarter results. In addition to the earnings release, we furnished an 8-K containing a detailed CFO commentary and financial review presentation explaining our results. This document is also available on our Investor Relations website investor.columbia.com. This conference call will contain forward-looking statements regarding Columbia's expectations, anticipations, or beliefs about the future. These statements are expressed in good faith and are believed to have a reasonable basis. However, each forward-looking statement is subject to many risks and uncertainties, and actual results may differ materially from what is projected. Many of these risks and uncertainties are described in Columbia's SEC filings. We caution that forward-looking statements are inherently less reliable than historical information. We do not undertake any duty to update any of the forward-looking statements after the date of this conference call to conform the forward-looking statements to actual results or to changes in our expectations. I'd also like to point out that during the call, we may reference certain non-GAAP financial measures, including constant currency net sales. For further information about non-GAAP financial measures and results, including a reconciliation of GAAP to non-GAAP measures, and an explanation of management's rationale for referencing these non-GAAP measures, please refer to the supplemental financial information section and financial tables included in our earnings release in the appendix of the CFO Commentary and Financial Review. Following our prepared remarks, we will host a Q&A period during which we will limit each caller to two questions so we can get to everyone by the end of the hour. Now I will turn the call over to Tim, our Chairman and Chief Executive Officer.

Hey, Reed, and good afternoon. With me on the call today are Co-Presidents Joe Boyle and Peter Bragdon, our Executive Vice President and Chief Financial Officer, Jim Swanson, and our Executive Vice President, Chief Administrative Officer, General Counsel, Rochelle Luther. This is our first earnings call for Joe and Peter in their new roles. As announced in November, these role changes are part of our ongoing process to advance our succession plans. I'm glad to have such a strong bench of leadership to help grow the company over the coming years. Now turning to the fourth quarter, we're pleased to have delivered net sales and profitability exceeding our guidance for the fourth quarter driven by better-than-expected demand in the U.S. While our U.S. business remains challenged, I'm encouraged with continued growth internationally combined with early signs of momentum. Indicating that the Columbia Accelerate Growth strategy is resonating with consumers, including new and enhanced product collections and differentiated marketing. I'd like to thank our global workforce whose hard work and dedication have enabled us to make this meaningful progress. Highlights from 2025 include international sales growth, which was strong and broad-based reflecting wholesale and DTC growth. The launch of Columbia brand Accelerate Growth strategy is beginning to attract younger consumers into the brand, with new product collections such as the Amaze Puff. The Engineered for Whatever campaign launched in August drove robust consumer engagement with key activations such as Expedition Impossible. Inventories are healthy and essentially flat as we exit 2025 inclusive of increased tariff costs in the U.S. The rate of SG&A growth has slowed as we optimize spending to allow us to increase the level of marketing to drive engagement and demand. We remain steadfast in our commitment to driving shareholder value, returning meaningful cash to shareholders, including $201…

Absolutely. At this time, we will be conducting a question and answer session. If you would like to ask a question, please press 1 on your telephone keypad. You may press 2 if you would like to remove your question from the queue. For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. One moment, please, while we poll. Once again, please press 1 if you have a question or a comment. The first question comes from Bob Drbul with BTIG. Please proceed.

Hi. Thank you. Good afternoon, and Peter, Joe, and Rochelle, welcome. And, Peter, let her do her job. Okay?

Thank you, Bob. Alright. So I guess the first question generally, Tim, is when you look at the trends in the business, the initiatives underway, and I would even say incorporating current weather, can you talk about how the business has developed over the last, let's call it December, January, into February? I think you talked about the order book. Yeah. I think maybe you said 85% complete. I guess your updated thoughts around what remains to be booked and how that might trend, given the trends that we're seeing today.

Yeah. Certainly. I mean, we're very encouraged. The bookings have been strong. We were quite cautious entering the sales period for spring '26. As were our retailers. The impact of tariffs was not fully known and frankly still not yet, but we were quite conservative in terms of our approach to winter products for the first quarter and our spring business. So the business could frankly have been a lot better had we been more aggressive. But the trends right now with, of course, the great weather we're having in the first quarter, inventory should be very low in the U.S. And I just see great things happening. Including the terrific acceptance of our Amaze collection, and other products which are really leading the fall categories. And then we've got some really exciting projects underway to create an impact on the brand and the awareness for the brand and products, which are quite differentiated. We don't think anybody else in our space can do these things. So we're very excited.

Great. And I guess just on the brand advertising and you talked about the progress that you're seeing. When you consider the marketing, the level of spend that you put into the business in '25, the needs to continue to invest in marketing in '26 generally, do you think you're at the right level? And I don't know if you could give us any more of the metrics around progress, for the brand equity, especially here in the U.S. Thanks.

Yeah, I think we could spend more. I don't think we need to spend a significant amount more than what we're spending today. And Jim will remind us what our delta in ad spend has been over the last several years. But I think we've found an efficient way to get noticed. We've found a way to break through the clutter in a way that's incredibly efficient. So I think we always could use some more, but I think we're in the right spot for right now.

Yeah, I think Bob just to add a couple of comments on to that. We do believe that the incremental investments that we're making in marketing allow us to have a louder voice in the marketplace. That's pretty clear from a differentiation standpoint over last year. Just in terms of the rate of spend, we were at 5.9% last year. This year, being '25, we finished at six and a half. So it's one of the major drivers of our increase in SG&A. And as we go into '26, our plan would be to more or less maintain a marketing spend. It's down slightly at 6.4%, but by and large, seeking to maintain the strategic investment that we're fully committed to behind the Accelerate strategy.

Great. Thank you very much. Good luck this year.

You too.

The next question comes from Laurent Vasilescu with BNP Paribas.

Good afternoon. Thank you very much for taking my question. Tim, I want to ask focus on your business, but over the last twenty-four hours, there's a lot of news around Eddie Bauer potentially closing 200 stores in North America. Love to get your take in terms of if there's an overlap there. I don't think your guide is assuming a potential liquidation of those 200 stores. Is there any way you can maybe, for the audience, quantify, like, what's the overlap if Eddie Bauer does liquidate? Thank you very much.

Okay. Well, we've actually been a supplier for many years at Eddie Bauer when it was more of a typical retail operation. And, of course, the brand is well known but it's certainly fallen on hard times. And the brand relied heavily on sort of its existing reputation as opposed to building in marketing efforts and marketing spend to make it a bigger business. It's well known. We don't overlap in every store that they have in centers. But we would expect that as they leave the centers, we'll be in a position to accept more responsibility. More business from outdoors folks who would typically buy that brand. That brand, I would say, generally is a notch below the Columbia pricing. So we hopefully will get some of that, but there'll be a question as to exactly how much.

Okay. Fair enough. Yeah. Unfortunate news, but the opportunity is for you to gain share. Jim, I'd love to focus on the gross margin. Your CFO presentation is always helpful. And I think in 3Q, you had $50 million to $20 million of unmitigated $20 million for 4Q. You know, if I do the quick math, the three hundred basis points of unmitigated for fiscal year '26, I think, is about $100 million. So I'm trying to understand, like, what's the cadence here? Like, I would think, like, it crescendos right now and then it tapers off. For the audience, maybe can you kind of walk us through, like, how do we think about that $100 million for fiscal year '26 over the coming quarters? Thank you very much.

Yeah. You bet. Thanks, Laurent. I think you're thinking about it best in the right way from an overarching standpoint. Maybe just to step back for a minute. When you think about the tariff, the unmitigated tariff cost we incurred in '25, of just over $30 million and an incremental 300 bps. Those are stacking. So effectively on a two-year basis, the impact of these unmitigated tariffs is about 400 basis points. And, of course, offsetting a fair amount of that through the price increases that Tim spoke to with high single-digit price increases for both spring '26 and fall '26. Keep in mind, as we get into the first part of this year, as we're continuing to sell fall winter goods, we did not increase price on that. So I think there'll be a disproportionate impact on gross margin, particularly in the front part of the year, Q1 in particular. You'd note that when you look at the outlook that we provided for Q1, which is weaker from an overall standpoint, both from a top line and from a gross margin perspective. And as we work our way through the year in particular, in the latter part of the year where there's more effect as it relates to those price increases, that we've planned into our margins. While still also allowing us some room in that gross margin outlook for the uncertainty of how consumers react to broad price-based increases and just making sure that we've got some room to move within that.

Very helpful. Thank you very much, Jim. And best of luck with this great weather.

Okay. Thanks, Laurent.

Next question comes from Peter McGoldrick with Stifel. Please proceed.

Hey, guys. Thanks for taking my questions. I wanted to get a sense of the health of the U.S. market, after pulling out some of the one-time items around the timing of wholesale shipments and then store closures, I was curious what's embedded in the outlook? Should we expect a return to growth in the fourth by the fourth quarter or just the shape of guidance to get to the annual guide of modest declines?

Yeah. The annual estimations for the company include a softer first half and a much stronger second half. So as we were saying, we've got over 80% of our fall order book in hand, and we know where our emphasis is going to be both from a marketing standpoint as well as how that will link to our customers' inventories. So we're excited about the possibilities for the business. In wholesale. And then in retail, we will just continue to improve on our performance there in terms of all the typical metrics of a retailer. Where we believe there's lots of room for improvement for the company.

And then Peter, just in thinking through the puts and takes from a revenue standpoint, as you look at the CFO commentary, you'll note that our U.S. wholesale business for the quarter was down a high teens percent. And just to unpack that a little bit, the wholesale shipment timing represents over half of that decline from an overarching standpoint. And then the balance is effectively the lower orders for the fall '25 season. Coupled with we did curtail some inventory purchases that Tim touched on at the height of the tariff announcements that left us a bit light on inventory that we're unable to fill some demand.

That's really helpful. And then Jim, to follow-up on Laurent's question about leaving some room in the gross margin guide, can you help us think about the puts and takes around the tariff mitigation strategy and the pathway to get gross profit dollars or to offset tariffs at the gross profit dollar line? Whether it be pricing or your other mitigation actions?

Well, certainly, the actions that we've taken to date in the most meaningful of them will be the price increases that we've put into the market. And on average, as we've described, it's a high single-digit percent price increase for both the spring '26 and fall '26 seasons. Those aren't stacking. That's a high single-digit percentage effectively for the year. So that's the major mitigation factor. We've also had some successes. We worked across our strategic factory groups in doing some degree of tariff cost sharing. And then to a lesser degree, there's also some work that we've done in terms of resourcing and moving production around to achieve the lowest tariff rate that we possibly can. So those are the major movers. And, of course, we're certainly focused on the balance of the P&L from an SG&A standpoint. And to the degree, we can't get it through SG&A, we're committed to ultimately driving operating margin leverage, but that is our goal for this year and then longer term you know we're going to stay after it. We know that we need to expand our gross margins. We've got to get our product margins back up to pre-tariff levels and beyond.

Excellent. Thank you.

The next question comes from Mitch Kummetz with Seaport Research. Please proceed.

Yes. Thanks for taking my questions. I must say, Tim, I did not have BearScat on my bingo card for today's call.

I know you've experienced a lot of winners, a lot of order books. When you kind of think about where we are today, with where channel inventory is, in the order of 80% in and the cold weather that we're experiencing right now across a lot of the country, you've seen things like that in the past. Do you see much out opportunities for the order book to improve from where it is today over the next, you know, two, three months?

Yeah. I think in my experience, the weather impact on our company is much larger than almost any other category of impact. And when we're talking about the weather that we have ongoing now, I would expect that we're going to get some small lift where retailers will go back and look at their order book, look at their carryover inventory, which should be quite negligible at this point. And they may impact their orders somewhat, but I think we've probably got what we've got for the foreseeable future. There might be one or two more percent left to be gotten, but the important thing that retailers are doing now is still trying to gauge the impact of the tariffs and what the flexibility will be on consumers in terms of how they would expect to be buying for next season. So still quite a bit of cautiousness out there.

And since we do take orders through March, you know, so there's still some opportunity to chase and we're still placing inventory through that period as well. So we'll look forward to providing an update, you know, as we wrap up taking that order book and sharing that in April.

Yeah. I guess I would also comment that our footwear deadlines are later than the apparel deadline. So there's very likely to be in the footwear category more.

I appreciate all that color. And then Jim, on the guide for the year, I'm struggling. I'm trying to pencil it out, and I'm having a hard time reconciling the range you've given for op margin. Based on the gross and the SG&A. Is there something unique happening on the licensing line, or am I missing something?

Well, the biggest thing that doesn't lap year over year are the impairment charges of $29 million that we took on Crown Mount hardware in '25. And so those are nonrecurring. That's effectively, I think, probably what your issue is, Mitch.

Okay. Great. Thanks again.

The next question comes from Paul Lejuez with Citigroup. Please proceed, Paul.

Thanks. It's Tracy Cogan filling in for Paul. I think you guys said your fall order book supports mid-single-digit growth. And I was just wondering how this breaks out by region. And if the U.S. is up a similar amount. Also just wondering what it looks like in units in the U.S. if we're assuming there's a high single-digit price increase in there. Thank you.

Yes. So the U.S. business has been, frankly, over the last period, our most challenged. So the biggest improvements are happening there. Our international businesses have been quite strong. And our expectations are that those businesses will continue to outperform the U.S. business. And then again, as I said, our back half of the year is going to be much improved over the front half of the year, U.S.

And then Tracy, just a couple more comments on that. As Tim touched on, we're incredibly pleased with what we're seeing in the fall '26 order book. From a geographic standpoint, you know, we would contemplate the international businesses outpacing growth from the U.S., and that's going to continue to be the region that we've described from China, Europe, and the distributor business. Just continued momentum in each of those markets. And then the U.S. will be a low to mid-single-digit rate of growth. And then excitingly, I think Tim indicated as well. We do anticipate growth across all four brands and the emerging brands. Growing at a faster rate than the Columbia brand.

Got it. And are you guys pretty much taking price increases in the U.S. only, or are you taking them globally to offset tariffs?

Yeah. The primary impact of price increases is in the U.S.

Got it. Thank you.

Next question comes from Mauricio Serna with UBS. Please proceed.

Our questions. Just a point of clarification. In the CFO presentation, you mentioned something about better conversion of fall 2025 U.S. wholesale orders. It's just, like, explain a little bit more what that means?

Yeah. Certainly. And that was the driver in terms of the revenue beat. In the quarter. Better conversion essentially consists of a combination of looking at our cancel rates, our reorder rates, and our replenishment metrics. And from an overarching standpoint, we look back over the last several seasons, this has been our best-performing season in several across those overall metrics. I would say there's a couple of different things that are underlying that. One of which is we've touched on we did curtail inventory purchases. And so the demand has exceeded supply in certain cases. So that's had an impact as retailers really needed that inventory. So we've seen better conversion on the order book. And then secondly, I do believe that the Engineered for Whatever campaign the new product collections that we have in the marketplace is sold through exceptionally well. So that's certainly aided our conversion rate as well.

Got it. And then just, like, maybe on the U.S. following up, like, you know, it's something you've mentioned that and I'm sorry you've mentioned this, but you expect the U.S. wholesale to return to growth in the second half like I guess, just curious on like, kind of growth would you be expecting in U.S. wholesale in the second half? And just on the DTC side, you know, is like, for the DTC business in the U.S., are you considering any new stores, new store openings for the business? And if that and if so, what's the cadence?

Yeah, so as it relates to the second half from a wholesale perspective in the U.S., our fall '26 order book is up for the wholesale business. It's up less than the international businesses. So with the overall book being up a mid-single-digit percent, the U.S. is going to touch the low end of mid-single to low single-digit rate of growth. In the second half. And then in terms of looking at our direct-to-consumer business, we have a modest degree of stores planned for opening this year worldwide. In the U.S. our new store openings more or less offset with closures as we continue to rationalize the fleet, make sure we're closing underperforming stores. Those essentially balance out.

Great. Thanks so much, and best of luck.

Once again, if you have a question or a comment, please press. The next question comes from Tom Nikic with Needham. Please proceed.

Hey, everybody. Thanks for taking my question. In terms of just kind of follow-up on U.S. wholesale. I think it was flattish in Q3 and down high teens, in Q4. So I guess that means something like that down high single digits for the season overall. You know, how did sell-through compare to sell-in? And, you know, is it safe to assume that, you know, given the improvement in order both for fall 2026 that, you know, the sell-throughs in fall '25 were better than sell-in.

Yeah. The sell-through was quite good this year, which indicates which gave us confidence in our order book for fall '26. And remember, the bulk of our fall '26 order book was taken prior to the great weather that we're seeing right now in much of the United States. So we're confident that we've got a good order book for fall '26, one that will we'll be delivering into empty shelves. So we're pretty excited about what the opportunities are.

And Tom, maybe just add a little bit more color. On that. You directionally you're accurate. When you look at combined second half, the U.S. wholesale business being down. A high single-digit percent despite the sell-in being lower when we look at the overall sell-in as Tim's touching on. I think we were up slightly. So, you know, but in that up slightly, that's up in dollars. So we're encouraged that, you know, despite lower sell-in, sell-through is actually better and the inventory in the marketplace is quite clean. I think spring '26 will be similar to that in terms of the order book and the softness that we saw in that from a wholesale standpoint. We'll look to capitalize on in-season demand and driving sell-through with the collections and the marketing campaigns.

Alright. Sounds good. And just a quick follow-up. So it sounds like for fall '26, U.S. wholesale order book is up, I guess, a little bit less than mid-single digits. With high single-digit pricing, which would imply that units are down a little bit. Is that just retailers being cautious given some of the uncertainty out there and then how would we think about potential upside if the consumer remains resilient, if inventories are really lean, etcetera.

Yeah. I think retailers that we deal with are still unsure about what the elasticity rate is going to be on some of these more expensive products. So you're right in the units have gone down slightly as the prices have gone up. But, you know, we'll have to see what happens. And, again, as I said earlier, weather is almost more impactful than almost any other variable.

Okay. We have reached the end of the question and answer session. I will now turn the call over to Tim Boyle for closing remarks.

Well, thank you for joining us today. We're very excited to see our Accelerate Growth strategy truly come to life. The Engineer for Whatever brand platform is driving strong energy and engagement. With this strategy and platform, combined with great new products, such as the Amaze collection, we are building momentum. We look forward to sharing our continued progress when we report our first-quarter results. Thanks very much for your support.

This concludes today's conference and you may disconnect your lines at this time. Thank you for your participation.