Good day and welcome to the Xcel Brands First Quarter Earnings Conference Call. Please be advised that reproduction of this call in whole or in part is not permitted without prior written authorization of Xcel Brands. And as a reminder, this conference is being recorded. I would now like to turn the call over to Andrew Berger of SM Berger & Company. Thank you. Andrew, you may begin.

Good evening, everyone and thank you for joining us. We appreciate your participation and interest and hope that everyone is safe and well. With us on today’s call are Chairman and Chief Executive Officer, Robert D’Loren; Chief Financial Officer, Jim Haran; and Executive Vice President of Business Development and Treasury, Seth Burroughs. By now, everyone should have had access to the earnings release for the first quarter ended March 31, 2021 which went out a short while ago. And in addition, the company expects to file with the Securities and Exchange Commission its quarterly report on Form 10-Q by May 17. The release and quarterly report will be available on the company’s website at www.xcelbrands.com. This call is being webcast and a replay will be available on the company’s Investor Relations website. Before we begin, please keep in mind that this call will contain forward-looking statements. All forward-looking statements are subject to risks and uncertainties that could cause actual results to differ materially from certain expectations discussed here today. These risk factors are explained in detail in the company’s most recent annual report filed with the SEC. Xcel does not undertake any obligation to publicly update or revise any forward-looking statements, whether as a result of new information, future events or otherwise. In addition, the ongoing COVID-19 pandemic continues to have a significant impact on the company’s business, financial condition, cash flow and results of operations. There remains significant uncertainty about the duration and extent of the impact of the pandemic. The dynamic nature of these circumstances mean what is set on today’s call could change materially at any time. Finally, please note that on today’s call, management will refer to certain non-GAAP financial measures, such as non-GAAP net income, non-GAAP diluted earnings per share and adjusted EBITDA. Our management…

Thanks, Bob, and good evening, everyone. I will briefly discuss financial results for the quarter ended March 31, 2021. Please note that our financial results are described more fully in our quarterly report on Form 10-Q, which was filed this evening. Total revenues for the quarter was $7.8 million, a net decrease of approximately $1.7 million or 18% from the prior year quarter, primarily driven by a transition of Halston to a wholesale model for our interactive television channel distribution. As Bob mentioned, we expect to see the rebound from this for the remainder of the year as our wholesale business grows. Net product sales were down approximately $0.4 million year-over-year. Declines in wholesale apparel sales, primarily as a result of the economic impact of the ongoing COVID-19 pandemic, which did not impact us until Q2 of 2020, were partially offset by growth in our interactive television wholesales, sales of Judith Ripka products as well as significant growth in e-commerce sales of Longaberger branded products. From a trend perspective, this was our third consecutive quarter of product sales growth, with our net product sales increasing by approximately 35% as compared with the fourth quarter of 2020. Despite the year-over-year revenue declines, gross profit margin from product sales increased from 38% in the prior year quarter to 48% in the current quarter. Our decision to move away from certain licensing arrangements to wholesale and direct-to-consumer model gives us greater control of our product and the long-term benefits that we expect from increased revenues through volume and margin growth. Our operating expenses were $8.5 million for the current quarter, up 3.6% from $8.2 million in the prior year quarter, primarily driven by increases in payroll and marketing costs as we position ourselves for growth in 2021. Net loss, excluding non-controlling interest, was…

Thank you. [Operator Instructions] And our first question today will come from Jim Dowling with Jefferies Capital. Please go ahead.

Hey, Bob, could you update us if there is anything to say on what’s going on with Walmart and C. Wonder? Robert D’Loren: Sure. We are continuing with the online business with MGM and we added several new categories coming into this spring season. The footwear and accessories businesses are doing particularly well. Our handbag business is doing well there, and we are working on concepts now to present to Walmart for spring of ‘22 for in-store sales. And we won’t know until the buyers come in and do their review, but we’re excited about the potential of actually getting in store.

Is this a possible game changer? Robert D’Loren: I would say there – it will be a strong business if we get in with – into Walmart in store, but I would say there are other things that are also game changes here, Jim. Longaberger is one of the most exciting things we’re working on, not to diminish the importance of C. Wonder at Walmart, of course, but it’s good to be – to have 2020 behind us with some of the things that are happening, particularly with Longaberger and the possibilities with C. Wonder.

Okay, thank you. Robert D’Loren: Thank you.

And our next question will come from Howard Brous with Wellington Shield. Please go ahead.

Gentlemen, I’m glad everybody is well and the families are well. Bob, are you getting any sleep because of your little one or not? Robert D’Loren: So I’ve been blessed, Howard. It’s – this baby is very unusual. She goes to sleep at 7 p.m. and wakes up at 7 a.m. every day. I don’t know if it’s – that the baby is truly a gift or my wife’s doing a brilliant job. It’s probably a combination of both, but thank you. Yes, things are pretty good.

I’m sure it’s a combination of both. Let me focus on Longaberger for a moment. You had mentioned that by the end of last year, you were doing $2.5 million worth of revenue. Your expectations are $10 million by the end of this year. Can one assume that, that gives you profitability? Robert D’Loren: Yes. And just to be clear, Howard, we’re talking about run rate because the sales growth is so dramatic on a weekly basis. We’re looking at run rate as we go forward. And it’s a fascinating business as we recruit members, which is a key metric for us to look at as the business grows, the growth in stylist, each stylist that we recruit on board increase sales by $6,000 per year. So we’re running about 4,000 members now, 2,000 stylists and the goal is to have on-boarded by year end between another 3,000 to 5,000 which would put us at a very strong run-rate going into ‘22. It’s a very exciting business.

As you’re adding members and stylists, are you adding SKUs? And so many... Robert D’Loren: Yes, so we started with about 200 SKUs. Today, we’re close to 2,000. If you’re not familiar with this, about third of our business is marketplace. So we’ve built a marketplace for artisans around America that are making goods here in the U.S., and that is part of buying function as well as an onboarding function to bring more companies and artisans into the marketplace. And then about another third of our products are consumables, like home fragrance and food products. And then third are what we call value-driven products, products that we’re sourcing and of course, our core baskets, which we are still making in Dresden, Ohio. So SKU growth, we expect that – currently, we’re at about 2,000. The goal is to get to about 3,000 by year-end and continue to grow from there.

So looking at Longaberger, you’ve just described 2020 and 2021. How do I look at this thing over the next couple of years, because if you go back to Longaberger going 15, 20 years ago, this is a $1 billion business, so how can I look at it 2 to 3 years down the road? Robert D’Loren: I think the way you have to look at it is the way we do in terms of how we set the goals for the business. At 10,000 stylists, we should be on a $60 million run rate of revenue, and then it’s just math from there. At 20,000, you’re at $120 million and so on. So that’s how we look at it. We just recruited a very senior person from the direct selling business to come and head up sales and recruiting, and he’s building a national team, and that’s going to drive the recruiting. So it’s really a bit of a flywheel. The more you add to the base of stylist, the more your sales grow. So it’s really onboarding new artisans onto the marketplace to increase the product offering and recruiting stylists, and that drives the business, Howard. It’s the best of digital live streaming and direct selling. That’s what we did with the company to reposition it coming out of bankruptcy.

So live streaming represents how much of the potential revenue on a percentage basis looking for 2022 or even 2023 or ‘24? Just on your general thoughts, not asking for a projection? Robert D’Loren: Sure. So it should be about 25% of our Longaberger sales. We’re currently conducting live shows every first Monday of the month. The shows are doing exceptionally well. We are currently selling more per minute than most interactive television networks around the world, except for QVC U.S. And as that customer base grows, we think we could actually beat those QVC U.S. numbers say 7,000 to 10,000 per minute when we’re live streaming. So that’s the goal. And the customer base grows as we grow the stylist space because the way we set up the live streaming is we centralize the live streaming. We do it from here. We have the production room. Our stylists, they just need to invite their customers to the live stream event and then do the follow-up after the live stream event, and they get paid their marketing fees for just making the invite.

Alright. Let me then turn to Lori Goldstein for the 2021-2022 timeframe. What could I look at in terms of potential revenue coming off of a bad 2019 turnaround in ‘20 and ‘21? How do I look at Lori Goldstein? Robert D’Loren: So, one of the key things for us was to get Lori back into prime time, which we were able to do almost immediately after closing. There is a big difference in selling in prime time, as you well know, as opposed to selling in less prime hours. And now it’s doing product reviews to correct some of the mistakes that were made in product in 2019, which we think we have resolved. Certainly, the sell-throughs on new product are working very well. The goal is to get the Lori Goldstein business back to where it was, which would be almost double where it was when we closed on it.

You’re talking about a couple of hundred million dollars in? Robert D’Loren: Yes.

In revenue? Robert D’Loren: Yes. Well, in sales, Lori Goldstein product. And of course, for us, we’re recording licensing royalties. So in an ideal world, the goal would be to double the royalties from where we acquired them.

Alright. Let me address two other items, if I may, please. It isn’t often I look at a company that is selling 40% of book value. Book values are a little bit better than $4.50 a share that’s selling for $0.40 – 40%, excuse me, of book value. Any thoughts as to possibly why that situation exists? Robert D’Loren: It’s a hard question to answer, Howard. I think part of it is liquidity in the market, although trading volume has been good, not from the institutional community, but more from the retail community. I would say that in some regards, it’s hard for people to understand the value of intangibles, and that’s a big factor in valuing Xcel.

I understand that. You’ve taken down and you’ve paid almost two-thirds of $1 million, if I remember reading the Q, which just came out, for a $75 million acquisition line. What type of multiple of EBITDA are you looking at? 4x, as an example, for acquisition purposes? Robert D’Loren: So to date, we’ve acquired a new company and/or brand almost every 18 months since we started the business in ‘11. We’ve not paid more than 3 to 3.5x royalties and, generally speaking, less than 5x EBITDA. So I would say that is correct. That’s the target.

So although I know you can’t comment about the target. But if I looked at spending $50 million at 4x EBITDA, with the interest rate that you’re being charged, call it, 7% and adding $1 million to depreciation and amortization, you’re still talking about close to $0.40 pretax if you made an acquisition for $50 million at 4x EBITDA. Is that – my numbers sound right? Robert D’Loren: Your numbers do sound right. Generally speaking, that is the way it would work. That would be highly accretive to the shareholders. And depending on expense cuts, it could be more. If we are investing in the brand, it could be somewhat less, but generally speaking, that’s the way it works.

Bob, I wish all of you the best and thank you for your time. Robert D’Loren: Thank you, Howard.

Thanks, Howard.

And there are no further questions at this time. I’d like to turn the call back over to Mr. D’Loren for any closing remarks. Robert D’Loren: Ladies and gentlemen, thank you for your time this evening. We greatly appreciate your continued interest and support in Xcel Brands. As always, stay fit, eat well and be healthy.

The conference has now concluded. Thank you for attending today’s presentation. You may now disconnect your lines at this time.