RH (RH) 2016 Q1 法說會逐字稿

At this time, I'd like to welcome everyone to the RH first quarter FY16 conference call.

(Operator Instructions)

I'd now like to turn the call over to Ms. Cammeron McLaughlin, RH Investor Relations.

Thank you.

Good afternoon, everyone.

Thank you for joining us for RH's first quarter FY16 Q&A conference call.

Joining me today, are Gary Friedman, Chairmen and Chief Executive Officer, and Karen Boone, Co-President, Chief Financial and Administrative Officer.

Prior to this call, we posted a video presentation to our Investor Relations website, ir.restorationhardware.com, highlighting the Company's continued evolution and recent performance.

Before we start, I'd like to remind you of our legal disclaimer that we will make certain statements today that are forward-looking within the meaning of the Federal Securities Laws including statements about the outlook for our business and other matters referenced in our press release and video presentation issued today.

These forward-looking statements involve a number of risks and uncertainties that could cause actual results to differ materially.

Please refer to our SEC filings as well as our press release issued today for a more detailed description of the risk factors that may affect our results.

Please also note that these forward-looking statements reflect our opinions only as of the date of this call and we undertake no obligation to revise or publicly release the results in any revision to these forward-looking statements in light of new information or future events.

Also, during our call today, we may discuss non-GAAP financial measures, which adjust our GAAP results to eliminate the impact of certain items.

You will find additional information regarding these non-GAAP financial measures and a reconciliation of these non-GAAP to GAAP measure in today's financial results press release.

A live broadcast of this call is also available on the Investor Relations website at ir.restorationhardware.com.

With that, I'll turn it over to the Operator to take our first question.

(Operator instructions)

Peter Benedict, Robert Baird.

(Technical difficulties) relocating much of that to a different floor or are those items, a lot of those items, part of the SKU rationalization?

Peter, we missed the first part of that question.

Can you repeat that?

Sorry.

It's around the first lower product that is getting replaced by the Modern in the fall.

Where is that product going?

Is it going to different floor or is that part of the SKU rationalization?

Yes, those products will be marked down and just in a floor model sell-off activity.

There are still very productive SKUs that are in our stores.

Our stores generally reflect our most productive assortment.

And just to clarify the remodel and refresh of the floor set is, we're talking about the legacy gallery, so they really do only have one floor.

So it's really just taking a certain product off and replacing it with other product.

It's not necessarily that it can go to a different floor.

The front third of the stores will become RH Modern and part of the middle of the floor will be some of our new interiors collections.

Okay, good.

That's helpful.

The other follow-up would be, you mentioned simplifying the supply chain.

I was just wondering if you could give some more color around that?

You mentioned it in the video, but any more color on how what you're doing and the timing of that would be helpful.

Thank you.

Sure.

I think our bias today after a pretty fulsome review is to really simplify our distribution points and hold inventory in fewer distribution centers as opposed to spreading it out across multiple distribution centers.

Our previous plans were to continue to open more distribution centers.

Our analysis says that the inefficiencies and extra inventory you had to buy and hold to be in stock across multiple DCs was causing us inventory deleverage and bloating our balance sheet and also making it difficult to be in stock in the right DC, driving DC to DC transfers up, transportation costs up, et cetera.

So our view is to hold inventory in fewer locations and fewer DCs.

And that will improve our in-stocks, reduce our working capital needs and inventory, improve our return on invested inventory and simplify things for both our internal teams who are leading the managing inventory and our vendors.

Okay, great.

Thanks for that, Gary.

Adrienne Yih, Wolfe Research

Thank you very much.

Good afternoon.

Two quick questions.

The first one is inventory obviously growing faster than sales.

Can you give us some color qualification on what is the content and composition of that inventory because there's still delays elsewhere?

And then my second is a follow-on to that.

What percentage of current orders are being fulfilled within an acceptable delivery window and do you feel like the worst of the delayed inventory is now behind you?

Thank you very much.

Sure, let me take a couple of those points and I'll let Karen also address it.

But as Karen's addressed earlier, we expect inventories to significantly come down in the back half of the year.

Some of that will be from the actions we've just articulated and that we're taking.

We are, I think, way past the worst of the issues RH Modern and the launch.

The in-stocks today at RH Modern are sitting at slightly above 80% and we expect those in-stocks to reach 88% by the end of August, and 91% in September, and 95% in October.

Our current total Company backorders are running at some of the lowest levels that we've experienced in the last couple of years.

Some of that is due to the fact that we have some of the highest inventory levels compared to our sales growth, so that is one of the outcomes.

But overall, I would say our execution is significantly better today.

That's why you see the difference that Karen articulated as far as the cost as it related to the RH Modern issues and some of the customer experience issues we were dealing with, mostly related to Q1 and lower in Q2.

And then with respect to the composition of the inventory, it is the overstock if you will, the 27% that we were up, we had kind of said we were 30% at Q4, we were going to stay at about 30%.

So we were little bit under, but that is all core and interiors and outdoor and overstock product.

Some of it I'd say the composition of it is very healthy because we don't have to market down very low to move it.

But we are getting more aggressive and that's where we're talking about accelerating some of the few rationalization efforts.

So the SKU rationalization is getting rid of SKUs that we don't think we need any longer in the assortment.

So there's certainly some of that.

The other stuff we'll work through by the end of the year just by lower receipts on some of our continuing product.

Okay, perfect.

Great.

Thank you very much and best of luck.

Brad Thomas, KeyBanc Capital Markets.

Yes, thank you for taking my question.

A question about the outlook for sales and what has changed the most in terms of how you're looking forward to sales for the balance of the year as we think about the different between new 1% to 3% guidance in the prior low to mid single-digit guidance?

Thank you.

I think we articulated that as one, really being the macro factors that are affecting the luxury market that we believe is an accelerating headwind and I think that's seen pretty clearly across our industry and anybody who's serving that luxury market today.

The other issue that I think it relates to is, as we pushed out the fall books and as we -- excuse me, the spring books to fall, as we're looking at the early trends there, we believe we probably are going to take a bigger hit in the short-term than we had anticipated.

And so I would expect that to affect us in Q2 and Q3.

So we've taken sales down further because of the shift out of the book.

And third, one of the other key issues here is the longer selling cycle that we're seeing with RH Modern.

While we're very happy with the adoption rate, we're very happy with the average order size, one of the learnings here in the very early first several weeks of the program is that the urgency to close a sale that has been kind of artificially imposed with end of sale events is now not there.

So you've got projects are getting bigger but they are now transacting over a longer period.

So what we've done is as we've reforecasted the business, we've got an effect where you're pushing sales in each quarter forward and that includes pushing sales from Q4 into next year.

And so that has an effect on us taking down revenues for the year.

Especially when you compare it to the last year's Q4 where we were highly promotional.

Specifically, that reference the Grey Card.

I know Gary mentioned RH Modern at the beginning.

I just want to make sure that description was regarding Grey Card.

Got you.

Thank you very much.

Adam Sindler, Deutsche Bank.

Good evening, everyone.

First on the SKU rationalization.

I know when you launched Modern initially, you had talked about going light on total product that you were going to sell because you really need to see how sales trends develops and that's why you're light on inventory and chase of sales.

Is the inventory rationalization in Modern or is it across the board was my first question?

Really across the board.

The SKU rationalization is not really focused on Modern.

There's a few things obviously in Modern we missed on and we might be disappointed to.

So you've got really small issues there.

It's really across the broader business and how to optimize inventory across our broader offering in RH Interiors.

The follow-up to that is, I know everyone does a lot of work around their own in-stock checks.

As you talk about in-stock at close to 80% today or above, we did our own work last week, and over 760 SKUs came with and in-stock of 60%.

Several categories were in the 40% range.

What are we missing there?

Are you close to 100% in-stock in other categories?

Or as we think about in-stock as you discuss it, how do you define that?

In-stock in the products where it says be in-stock and one, I don't know how you're characterizing special orders, which is a big component of the upholstery business.

This is excluding special orders.

Excluding special orders, then I'd tell you maybe go through and count all the SKUs because maybe you took a portion of the SKUs and you were in some categories that were better than other categories.

But we look at this every day.

Of course.

But that's the question, right?

And so I guess even the last follow-up to that is, is that as you look at this, there was pretty significant variation between some of the categories.

Is it limited to certain vendors?

What categories are very good and which categories are weak?

It's more related to collections within the categories.

So we have several collections that have significantly longer lead times as either there was production issues with those or we may have under bought those and they've performed higher than our expectations.

There's obviously quite a few SKUs.

So 700 SKUs isn't anywhere near that offering.

So maybe your sample is a little skewed just by which categories or how you counted it.

But 80%, slightly better than 80% is the current number.

Okay, very good.

I appreciate it.

Across all the SKUs.

Brian Nagel, Oppenheimer.

Hello, good afternoon.

My question maybe two parts.

But with what's all what's going on and the steps you're taking to strengthen the business now, is there any thought given to potentially slowing down?

Recognizing you're still early and (technical difficulties).

But has there been any thought to intentionally slowing that down further?

And then related to that, with the changes to the outlook today, any -- how should we be thinking about the capital generation and funding the growth over the next few years?

Thanks.

I'm not sure we heard the word after you said slowing down, slowing down what?

Well, the question I'm asking is, I don't know what you heard so I'll ask again is that, with all that's going on now and the retrenchment steps you're taking, is there any thought to slowing down the rollout of the large format stores?

I think we mentioned that we were going to be, in the last call or two, we were being more selective in real estate and only doing very favorable deals right now.

And that's why we took the growth numbers down in real estate.

But based on what we've communicated most recently, that's where we are.

We're not taking it down any further than where we are today.

Yes, we have four this year.

Two were in Q3.

Two were in Q4.

And then we have five to six that we're looking at for next year depending on where some of the latter ones in Q4 fall.

So it's really not big.

We have a couple other ones that are signed that will probably push to 2018.

But to us, that feels like a much more measured pace than what we were looking at even if 18 months ago, two years ago.

If you step back here, when you look about a retrenching or if you think about the actions we're taking, this is not a company that all of a sudden is running negative 10% or negative 15% comp.

We're still performing in a positive sales growth versus very aggressive numbers over the last several years.

So we see these moves as short-term in nature.

We believe moving the book out is going to have a pretty significant drag on Q2 and Q3.

The book begins to get in home in the middle Q3, will be all in home by the beginning of the Q4, and we expect the business to begin to accelerate in Q4.

And are very optimistic about the content and the goods and we're going to have the most significant refresh of new products at retail in the history of our Company.

And we're going to remodel the stores and install design ateliers, expand our design services.

So, I wouldn't think about the fact that we've got a broken top line model.

We have some difficulties in the short-term.

We're taking some actions to fix those.

We're making long-term investments that we think are right for the business and the brand long-term.

So we feel very good about the long-term strategy, very good about the real estate strategy and the product expansion strategy.

And then with respect to capital generation, we feel like we're in a really good shape as far as where the balance sheet is right now, even after the acquisition of Waterworks, our cash on hand.

We funded that from existing cash balances and we're projecting to end of the year with significant cash available and plenty of room on both our back-to-back line and a lot of time left on our two converts.

In addition to that, we feel really good about our cash generation just internally in our free cash flow.

We think that this year, just given some of the short-term factors we are experiencing, we're tapering off.

And as far as will we be really positive free cash flow or slightly negative or a about breakeven?

So that's still something that were chasing and we're very committed to.

But we don't have any concerns about the long-term capital generation of the Company.

I think the other thing I'd say because it's come up quite a bit, a lot of people are trying to point to another company that tried to get off promotions and change their strategy and have similar worries about our move to a membership program and to the Grey Card.

And this doesn't resemble that other company.

That other company lost one-third of their revenues and that's not happening here.

Even though we've taken revenue guidance down, you're going to see this Company -- there's multiple reasons here for the revenue guide down.

We're not happy about it, but it's not a broken model.

This is going to be a business that reaccelerates as we get into Q4.

Some of that reacceleration will be masked because of the longer selling cycle and we're up against the most promotional Q4 in our history.

But we will come up against the kind of miss steps that we had with Modern in Q1 and in Q2.

I think I'm as bullish as I've ever been when I think about this Company cycling into 2017.

I appreciate all the color.

Thank you.

Matt Fassler, Goldman Sachs.

Thanks so much and good afternoon.

I want to focus a bit on Grey Card and the selling cycle and what you think it's done to it.

You talked about the change in urgency given that you don't have the artificial deadlines associated with sales.

How prolonged does the selling cycle essentially become?

And related to that, I'm wondering if the insight on the deferral of the fee is what seems like it probably would have been embedded in your numbers and I noticed a significant drag.

On the P&L this year, what was originally contemplated in your guidance?

Thanks so much.

One, it's very early and as we said in our press release and video, we're pleased with the adoption rates and higher average orders, Matt.

But we believe that the current selling cycle is longer.

We have data that says that it is and as these transactions are not closed with the same urgency as artificially imposed promotional deadlines.

And that's, I think, we probably should have done a better job anticipating that.

We're seeing it, but at the same time, we're seeing the flipside of higher average orders.

Meaningfully higher average orders with Grey Card and so we're very encouraged about that.

But it's going to take us a few quarters to really understand what's happening here.

We've got to get far enough past our most recent promotional periods.

So, we're not that far past a very promotional fourth quarter and promotions that were still happening in the first quarter of this year.

So I think we've got to get a full couple of quarters away from that to start to change behavior and expectations with our customers and reestablish those expectations.

I think change is hard.

It requires building new habits and we'll keep you posted.

But at this point, we're optimistic.

And again, if for some reason, we're really wrong here and we see the business really decelerate and we think we're giving away a lot of business long-term, we can always turn promotions back on.

This is not like do or die.

This is not like we made a change and if it doesn't work, we're just going to kind of stay the course and drive the business down.

That's not our goal here.

We think this is a right long-term move for the Company.

We're making long-term decisions and investments for the brand in business and we think they are the right ones.

But if for some reason we're wrong, I can tell you -- being I think I'm still the biggest shareholder in the Company, I'm going to change course and we will make decisions that are the right decisions for the business, the brand and the shareholders.

But there's some short-term pain for long-term gain and we believe we're going to have long-term gain here.

It's going to take us a few quarters and we're going to have to cycle through it.

But we think we're going to come out -- you're going to see in the fourth quarter the business start to accelerate.

It's going to be slightly masked because of push in revenues.

It's going to be slightly masked because we're eliminating stocking stuffers and nostalgic knickknacks in the stores at holiday.

So we're going to give some low-quality low margin business back.

But I think you'll see in our operating results as we get into Q4, that the Company's going to look very different as the books get in-home, as we finish the remodels and the resets, as we roll out design ateliers in all the stores, as we've expanded our number of designers, they've we went through new training and education and we have what I believe is going to be the most compelling product assortment we've ever had at retail and the most productive.

Remember, one of the data points we have here is we've now tested RH Modern and we tested it in several stores.

The most significant test I believe we tried to point out, was in New York City.

In New York City, we had a clear arbitrage move where we took off a floor of existing core.

And you can only imagine that the goods in New York City, being our highest volume gallery, are all highly productive, our most productive goods.

So we took off one-third of the assortment and put on one-third of the assortment that we had no data on.

So that was the biggest risk in my mind.

That was the biggest single risk we took.

If we would have taken off one-third of the product in New York City, and put in new product with no data, not even knowing if it is the best of Modern, we had no data on the Modern.

My sense is New York could have easily been down 10%.

We could have had a negative arbitrage.

Instead, we're up 35% and New York has the strongest growth in the entire Company.

And it's being driven by RH Modern.

Now, New York is New York.

New York is not -- some of the other markets, we don't expect to have the same response to Modern.

But we also had a very similar response in a different way in Los Angeles.

We opened a freestanding Modern store three blocks from our Melrose Gallery, which is again, right there with New York.

Our highest performing gallery in the Company.

And we didn't have a negative effect on Melrose.

We had an incremental lift.

So we believe we've created a new and bigger market.

We now have data on the product and what products sell.

We now know what is the best of Modern.

And we've now done the math and we know what products to take off our current gallery floors, our existing legacy galleries, and we're going to remove about one-third of the product and replace it with one-third of the best of Modern.

We believe there is a meaningful positive arbitrage there.

Do we think it's 35% across all the galleries?

Of course not.

We wish they all acted like New York.

We don't expect them to.

If they are one-third as good as New York, or one-quarter as good as New York, you can do that math.

But there's going to be a positive arbitrage that we have here at retail and we're going to support that with marketing and an expanded book and deeper mailing.

So we feel very good about it.

And then Matt, with respect to your question about the deferral of the revenue, you're absolutely right, that has been contemplated in our guidance.

It has been for awhile.

That's how it was designed.

What we're trying to do, because we've received a lot of questions and confusion on this, is that membership fee, so the revenue we're retaining from the customer, when we designed the program and we're going to a deeper discount rate at the 25% off than we typically do other than last Q4, that was the membership fee is intended to offset that.

But because we're recognizing it over that 12-month period, there's obviously a step up and ramp-up of that time period where we're recognizing it.

We didn't necessarily quantify the margin impact because we had zero data.

Now, we're just trying to be clear about what exactly that looks like and the complexion that has on our gross margins just from a pure having that revenue and it's all being 100% deferred versus having these sales now come through at the 25% discount.

It's really just going to be about a year until we build up and are starting to recognize the full months of revenue for the corresponding product sales.

So my follow-up I promise will be very brief because you guys were very generous in answering my first question.

So Kevin, it sounds like the changes to the outlook that are incremental then would be the inventory rationalization $0.30 to $0.35 and then the residual reflects just the core business sales, et cetera, given the environment.

Is that accurate?

And the push forward of sales into next year.

Yes, it's really sales, which is overall environment and a longer selling cycle with Grey Card, sales is the biggest one.

And then the incremental expense items.

We did have some SKU rationalization inventory optimization in our forecast.

We're just going a little bit quicker and a little bit deeper, so it's having more of an impact.

And then our Delight costs are a little bit bigger obviously than we first anticipated.

But that's only about $0.08 or so on the year.

Got it.

Thank you so much guys.

Jessica Mace, Nomura Securities.

Hello, good afternoon.

My first question is just a quick clarification on the previous question to understand that the $0.30 to $0.35 on the Grey Card membership deferral cost only reflects the accounting of that revenue.

The incremental sales push forward is a separate impact on the guidance.

Is that correct?

Yes, absolutely correct.

Okay, thank you.

And then my second question I was wondering if you could just talk a little bit about the decision to open more outlets and how that fits into the overall strategy?

Thank you.

Sure.

That's to support our more aggressive stance in rationalizing our SKU base and reducing our inventories.

And a couple of those are very short-term leases, so we got some great occupancy deals.

We can move through the inventory and get out of those.

It's not necessarily that we plan to open that many outlets year over year over year.

As I mentioned, we believe we can offset some longer-term investments in opening new DCs long-term.

So we were scheduled to have a shovel in the ground this year and begin construction on another distribution center.

And we believed it was better to accelerate the SKU rationalization, move through inventory, and believed we could probably push out the next distribution center two years to three years.

And in total, with inventory and savings and capital probably over the next two years save the Company about $200 million to $250 million.

Great, thank you very much.

Budd Bugatch, Raymond James.

Thank you very much for taking my questions and I apologize for getting into some of the weeds.

But I just want to make sure I've got the numbers right.

If you collected $6 million in Grey Card fees, that implies about 60,000 members.

Is that correct and how did that portray over the quarter?

Yes, it is 60,000 and we got a little -- and we didn't launch it until the middle of the quarter.

So that is over a six week time period.

And we're not going to probably get into the specific weeks, but at the very beginning, we had people buying the membership without even buying a sale yet just because they were so excited.

So there's certainly a little immediate pop and then it was a little more normalized.

(Multiple speakers).

The revenues, how much of the revenues would you attribute to Grey Card of the $455 million of revenues?

What would be the corresponding Grey Card associated revenue?

That we have not disclosed and don't plan to at this time but I would just say it's a much larger percentage of the dollars.

But then there's certain orders that are very small dollars that those folks are the ones we expected and who wouldn't buy the Grey Card.

I see.

And I think in your presentation, you said $0.34 in the first quarter was due to the accommodation costs and the Grey Card deferral?

And if I did the math right, it looks like $0.27 for the accommodation of the $0.30 that you're saying for the year?

Is that right?

$0.27 was basically the Modern and other customer accommodations.

That's the amount in Q1.

And then we're only expecting another $0.03 Q2.

And then again, we don't expect to have much of that beyond Q2 because our backorders and in-stocks would be back to kind of a normalized level.

So that issue is about $0.30.

Then separately, we did have about, call it, $0.08 or so from -- if we had been able to recognize the $100 at the same time as the sales instead of deferring it over time, that would have been a benefit and we expect to continue that throughout the year.

And that's the $0.30 to $0.35 range for that item.

Yes, that got me to the $0.34 I think you said was in the first quarter pull forward, right?

Yes.

And that would get you to the $0.29.

Okay.

Next question on the savings that you're expecting, the $20 million, when will that start to appear?

Is that starting already or is that -- and how much is there of a charge of the severance charge?

That's an annualized number that will start later and some of it has started.

But it will start in Q2 and there will be a severance charge and it's still -- we haven't disclosed that yet, but we will disclose it as part of our Q2 close.

I see, but is it -- so is it $20 million net of the severance or is that above the severance?

That is above the severance.

The severance we're considering one-time and nonrecurring.

I see.

Okay.

And you had talked, Gary, about increasing the number of designers and the training for the designers and I think that's all great.

Can you give us maybe a feel of how many designers you have now and maybe what the growth of that is over last year?

Yes, we haven't disclosed how many designers we have but we have a design team in every one of our galleries today.

That's proportional to the business and we're expanding that effort and we're -- there's two things to think about as we mail the fall books.

One, the other point I think that's probably not -- everybody's not aware of, but the mailing of the fall books will really be the first real advertising of the Grey Card.

And we will also have significant marketing behind our design services and our new design ateliers.

So if you've seen Chicago or seen the video in Chicago or seen some of our newer, large galleries, the next-generation galleries that we opened, we tested these design ateliers fully integrated spaces for architects, interior designers and customers to plan projects and plan their home and their designs.

And so we're very pleased with the results and what we're seeing in the average orders in those locations and we're rolling that out to the entire Company as well expecting to have an uptick in design projects because of that and are ramping up and expanding our training and education in that area.

The other thing is that to remember is that the books are going to go out and for the first time ever, you're going to see our catalogs that show the regular price and then the Grey Card price.

Previously, if you just take an example of our cloud sofa, our cloud sectional and say it was $10,000, you would have seen $10,000 in our books previously and the only customers that would have known that sofa was on sale, if we were having an event previously or even today, are people that are on our email file.

And our email file is not as big anywhere near as big as our mailing file.

And we'll be mailing meaningfully past the number of people on our email file.

And they will now see instead of the $10,000, they'll see regular price $10,000, member price $7,500 and at $2,500 savings on a $10,000 item.

We think that's very compelling.

So the Grey Card launch is only being supported with email, which is limited and we ran a couple of ads and we've done some online advertising and retargeting and so on and so forth.

But we think the big impact is going to happen when we mail these books this fall.

I got you.

And just a couple of other questions if I could?

Karen, in your guidance for the second quarter gross margin, I think you have 210 basis points to 310 basis points of net other.

Can you help us as what that net other might be?

Yes, so one, we've quantified the very specific items within product margin that we had been talking about.

So the SKU rationalization, the Grey Card membership and the customer accommodations.

There's also just, we're up against a much lower discount rate from last year.

So when we look across and know that now we have a 25% for the entire year discount rate, when you come up against different periods that have more or less promotions from the prior-year, you're going to see more or less just general upside or downside in the gross margin depending on what we are anniversarying.

Q2 is one of the lower discount rates last year.

Q4, for example, was one of the much higher.

So it's just going to change and have some variability in how much of other product margin we have.

The other two things are we step up our retail occupancy, both from the outlet openings but also, we start a little bit more preopening rent for some of the full line design galleries.

And then, the DC occupancy.

With that Northern California DC, that wraps in Q3.

So that's when we, those stop having a drag in our DC occupancy.

I see.

So that $210 million to $310 million is much of that is the Grey Card differential for the Grey Card members?

Is that what you're saying?

Is that the way I look at it?

No, it's retail occupancy, DC occupancy, a little bit more product margin and a little bit of shipping.

So it's a hodgepodge of the rest.

I see, okay.

And oftentimes, you give us order growth in numbers.

If I missed it, I apologize.

But did you have an idea of order growth and backlog today?

No, we've never given that.

Last quarter, in Q4, we gave --

Oh, demand.

Yes, we did for Q4, just because it was such a big delta between because of the Modern issues where it created all this demand.

That's not something we plan on giving going forward.

But it's much more in line where that delta isn't nearly as wide as it had been in the past.

Again, that was such an anomalous result, so we gave the demand versus the shift or revenue for that one period.

Okay.

Thank you very much.

Thank you for taking my questions.

Oliver Chen, Cowen.

Hello, thank you.

We had a question regarding the guidance and what does the guidance assume in terms of your thoughts on how the demand environment may evolve?

Just because there's a fair number of variables that aren't necessarily within your control and the environment seemed to get a lot worse than people had expected.

So as we think about risk management and if the demand environment does get worse, what are some levers you can execute on just to manage the business in a tougher than expected scenario?

And also related to that question is just does this new guidance incorporate a continuation of the demand environment now or does it have other factors you contemplate happening?

And then I know, Gary, you talked a lot about the last mile a little bit in your prepared remarks.

It sounded like you wanted to engage in a degree of vertical integration just to ensure that the customer experience is holistic and executed in a luxury-like fashion.

So, I was just curious about your thoughts on once your diagnosing the business need versus what exists now in terms of how you execute all the way to the customer?

Thanks.

Sure, Oliver.

Let's try to start at the top of your questions.

The demand environment and the evolution and we have, we believe we've taken how we see the consumer responding today which we think that there's definitely a slowdown.

We've incorporated those trends in our go-forward guidance and we believe we've been appropriately conservative in how we've guided.

So that's how we think about it.

If there's another meaningful step down, we're not anticipating that today.

So if there's another meaningful step down, we'll have to reevaluate our business.

But there's obviously multiple levers that we can pull in the business, whether it's reducing orders and reducing inventories so inventories grow slower.

We can always become somewhat more promotional.

Even with the Grey Card, there's ways to promote.

You just saw us just recently, Grey Card members get generally 10% off clearance and we increased that to 20% off clearance for a limited time to accelerate the movement of clearance.

So there's things we can do there and other promotions we can also run if for some reason we get into a scenario where there's another meaningful step down.

But we look at it as a continuation of the current environment and then we've got the bridge of all the actions we are taking and movements that are happening, whether it's the book moving out, the selling cycles now, we know are longer, so we've adjusted for that.

We've adjusted, now we've got a few weeks where the books were in home last year.

We could see where the business is trending and it looks like we didn't anticipate the business to fall as much when we came up against the books, so we've I think appropriately taken that down.

So we feel pretty good about the top line and the demand and how we forecasted that today.

And if there's not a change to the current environment, I would characterize it as conservative when we look at it in the back half of the year.

So I'd say today, if I had to characterize it, I think there's more upside than downside as we get into Q4, as the books get in home and the galleries, the legacy galleries, are all remodeled and the new goods are out on the floor.

And the first time we have broad-based advertising of the Grey Card and the 25% off that the Grey Card gets you.

As it relates to the final mile and how we think about that, it's a continuation of what we articulated before.

We have a bias I think at the high-end of the business, and working the luxury end of the business, there are higher expectations from our consumers.

And we have a bias to take more control than less control especially as it relates to entering a customer's home and delivering products into a customer's home.

So today, we mostly, it's generally all outsourced, that last delivery.

It's been a cost decision in the past, not a service decision.

Obviously, we believe we can deliver better service if there are people and it's our equipment and it's consistent.

And so, we are testing that right now in the Bay area and we are ramping up and doing a complete test and understand the impact.

And we believe we will make -- long-term, we will be making investments to take more control and elevate the customer experience.

If you were making cost decision, you would probably outsource your sales force in all of our galleries.

But we have people come into our home and there are people, and then we are going into their home and they're not necessarily our people.

And so, we think we could probably long-term do a better job.

Does it pencil out in every single market where the volumes are lower?

It may not.

And as we look at this more, we'll make those decisions.

But the goal is to operate at a luxury level and have the best service in the industry.

We believe we have the best product, we believe we're building the best retail environments and the best print materials and we'll be building the best website experience and it's all got to be first-class and it's all got to be best-in-class.

And Oliver, with the final mile, I would say that we are now underway with the last modules of that bigger program is in a pilot.

We've been on it now for over three weeks and that is going really well.

We've had no issues.

We're seeing great benefits from the centralized scheduling.

We have better inventory visibility, which is not only good from a control and shrink end perspective but also just in getting better information to the customer.

And we're now using the paperless -- everything else before was paper and pen.

When you get a delivery now, it's all done on a tablet.

So we're really pleased with how that pilot's going.

It took us a little bit longer to get there.

The rollout is going to be going through 2017.

But so far, we couldn't be more pleased with what that's enabling with a somewhat -- prior to that, we couldn't see a lot of the product, couldn't see a lot of the things announced.

Just a lot more systems versus manual processes that we had in the past.

Great.

Our final question, Karen and Gary, about (inaudible) SKU rationalization.

Just the science of matching supply and demand.

And it's risky either way just because you want to make sure you're rationalizing the right items to get the right good at the right price at the right time.

So for modeling purposes, Karen, will this continue to weigh on gross margin on the back half?

And then strategically, how do we get comfort over making the right decisions here?

Because it's probably iterative in terms of determining how to optimize across different categories and price points.

And another concern I had is if there's items you get rid of that were actually traffic stimulants that are just hard to decipher until you figure it out later.

I'm just curious about those topics as it applies to risk around what seems like a very good decision to sell more with less, but it's just not easy in retail.

All good questions and all of our strategies here and decisions are based on a lot of math and science.

And a lot of data evaluating the selling of not just the product, but the collections, the number of sizes, the number of finishes things are carried in, and so on and so forth.

And we've been testing collections versus collections, finishes versus finishes, what happens when we edit sizes or edit finishes, how much transfers to another size or another finish, what's the right amount to optimize the top line and optimize the bottom line?

So again, we have new data everyday as we're making these decisions and working through it.

We think we're going to be a lot more right than wrong, but it's not absolutely perfect science.

But we're generally pretty good at making these kind of decisions, whether it's adding product or editing product.

But it's all based on the math and the productivity of the SKUs and the investment behind the SKUs and how much it costs to carry the inventory across the network, should the inventory be in all four DCs, in three DCs, two DCs, one DC or no DCs.

We look and it should be marketed in the books, in the stores, just online.

There's multiple things we go through here.

We don't just decide we're not going to like it, we're going to mark it down.

It's all math.

And Oliver, I would just say too, there's different flavors of it that just like Gary said, there's certain items we might have three sizes in and there's one size that just doesn't make sense.

So it's not going away altogether, there's finishes that aren't selling as well.

And then there's SKUs that are going away out of the assortment altogether because they're highly unproductive.

But there's also ones where we've decided we can have it in one BC and so it's part of the stocking strategy.

So it's multifaceted.

It's been certain things going to special order, certain things going to stock.

We're always doing those kind of things.

This is just a much bigger effort to really take a target and look at the overall inventory.

The two ways that we are doing that is clearance and these outlets.

So we have a big clearance event going on now.

We're going to keep many things on clearance in Q3 and then have another clearance event in Q4.

So when we talked about that $0.30 to $0.35, it's more pronounced in Q2 and Q4.

Okay, that's helpful.

Gary, just lastly, you have a really great view of retail.

How do you think Amazon has impacting the way maybe the RH consumer is thinking about the retail experience overall and expectations shifting in terms of consumer touch points and frictionless shopping, generally as well?

Yes, I mean specifically on Amazon, I think about it a couple of ways.

One, almost every consumer is becoming an Amazon consumer because of the breadth of their assortment and the simplicity that they bring to the consumer for many goods and especially durable goods that you need and repeatable purchases.

So look, I'm a big Amazon customer.

Does Amazon serve the customer at every level in a way that is relevant?

I'd say no.

I don't think Amazon is going to be the only retailer left on the planet and I highly admire them.

They are, I would say short-term, their advantaged because they don't have the same earnings hurdles that many traditional retailers have today.

So you have retailers that are out there that have been making 8% to 15% operating margins and all of a sudden Amazon's coming in with 1% or 2% operating margins and eating their lunch.

It would be an interesting world to see if all the other retailers lowered their operating margins to 1% to 2%, what would the fight look like?

So it's a little bit of an unfair fight because Amazon is not being held to the same standards from a profitability point of view.

But today, the market's allowing that and actually rewarding that.

So I think their advantaged.

Listen, I think Jeff's a very smart guy and he's using that advantage for all it's worth, and he's been using it and he's been killing them.

So God bless.

We can all learn from a lot of things that Amazon's done and what they continue to do.

So we're big students of Amazon and big fans of what they do.

As it relates to our business, I think it is more protected.

If you think about the fact that we have a hard time getting these goods, we're -- product of this quality has never been made in quantities.

We're building a new railroad.

We have a powerful platform of designers, artisans, manufacturers -- so, we've got advantages of our own and we like the advantages we have.

We also think we're -- just like Amazon's reinventing online retailing and we're learning from them.

We believe that we are reinventing physical retailing and we're building advantages that nobody else has on the physical side of the world.

But look, today, everything is changing in our industry.

And if you're not a complete student of the entire retail business no matter what channel, you're going to get behind.

So we just, I think, we just announced we're hiring a new Chief Digital Officer.

We've just hired someone.

They haven't started yet.

They've got great experience here in that area.

We're making other significant investments to upgrade our digital strategy.

But I think we're about as well protected against the Amazon effect as anyone.

I don't want to jinx us by saying that.

I don't want to motivate Basos and his team to come after us.

But I wouldn't pick us, we'd be way down on the priority list if I had his job.

Thank you.

It's really helpful.

Thanks for the illumination and best regards.

Steven Forbes, Guggenheim Securities.

Hello, guys.

I think I'll start with a question for Gary.

How would you assess the organizational capacity for change in an absolute sense and how, if at all, does the New York structure influence future innovation and the Company's ability to avoid disruption to the customer experience?

We like to say that we have to be willing to destroy today's reality to create tomorrow's future.

It's part of who we are at our core and part of our values.

I think if you look back at the last point in time that markets were difficult and whether it was 2008 and 2009, and the actions we took.

We simplified our business.

We redesigned our way of doing business.

We turned the model upside down and went from an inside out design-driven, sourcing-driven model to a platform model that, what I call an outside in model, that we were building the best platform.

We bring in the best thinkers, designers and developers in the world to sell on this platform.

We're always finished and on the move and it's in our DNA to constantly innovate and improve.

So this is just who we are and I think the organization changes we're making and it begins with the Co-President structure is really designed first and foremost to leapfrog the business forward and the way we operate forward and to really breakdown silos that naturally build in organizations as they grow.

I don't know one company that goes through growth periods with management structures that don't become siloed.

And when you become siloed, you become less efficient and you wind up getting people working really hard on all the wrong things because they don't have a holistic view of the business and understand all the interconnectiveness.

The view here is that the Co-President structure is going to operate as thought partners and operating partners in the business.

It's going to have a much more holistic view.

Is going to be allergic to silos and it's going to break those things down and work through problems in a more holistic manner in a much more integrated fashion.

We're already seeing it happening.

The team has spent time together and relooked and remapped out and assess the organization, assess the architecture of the organization and how we're working.

And it's simplified how we're going to work.

And believe we can just move much faster and be much more decisive and eliminate a lot of the redundancies and inefficiencies that just happen.

They happen everywhere in every company I've ever seen.

And I think it's just part of the process of shedding your old skin and looking at things fresh and new all the time and that's what we're doing.

And again, it's part of our DNA.

We're a company -- if you think about it, when we went public, we just introduced our first new gallery on Beverly Boulevard is our first new resto.

Now, that's not even in our portfolio anymore as a Restoration Hardware.

It's now an RH Modern for God's sake and we built the store three times the size of Melrose.

We are engineered for innovation and constant improvement.

So it's just who we are.

And I think, by the way, it's going to have to be the norm to win in the future.

Everything is changing around us all the time, how we communicate, how we move.

So moving from point A to point B used to mean, in my generation, you had to have a car.

In my daughter's generation, everything's about Uber.

It's about a different way to communicate.

It's a different way to move through the world.

I like to tell people here that I go to breakfast with my daughters and they order their French toast and before they take a bite, 35 friends have liked it on Instagram.

It's just a completely different way to communicate and I think you'll see us adopting these new ways and adopting change faster than others and lead rather than follow.

We're very excited about all of the things we're doing.

I know it's a tough day.

It's a tough day for our shareholders and myself being one of them.

But we don't like to disappoint.

We don't like to miss our numbers.

We came out of the gate and we were the perfect public company for three years.

But there's change that's needed now and we're making those changes.

And I think the changes we're making and the investments we're making, whether it's the new galleries, the investments in Modern, the design ateliers, the new books that we have, relooking at our organizational structure, relooking at our supply chain network strategy, all of it, it reminds me of 2008 and 2009.

I think this is another leapfrog moment for RH.

I know there's going to be people on the sidelines that think that the model is broken because we missed guidance that we just gave you.

I apologize for that.

But I think you'll find that we're very quick learners and we adapt and change very quickly.

And I think we're going to be sitting here a year from now and it's going to be a very different tone and you're going to be seeing us moving very quickly and creating much more separation between us and anybody else in our industry.

So like I said, there's a lot of people out there that are making restructurings, that are announcing bad earnings, that are reducing costs and workforce.

And their strategies of where they're going next are not real clear besides we're going to work harder or we're going to focus on our core business, or we're going to close stores or we're going to do things like that.

There's no real offense.

We have a big offense here.

We know how to play offense.

We know how to build businesses and we know how to win.

We make mistakes and we learn from them and we will change quickly.

But don't underestimate us.

Think you for that.

And just a follow-up.

Given all the change you outlined, has anything changed as it relates to the margin drivers underlying your long-term operating margin target?

Not at all.

I think what we're going to go through with the organizational changes that we're going through with a network redesign of the distribution centers, with how we think about inventory, capital requirements and needs and capital investments, long-term, if we're more right than wrong on these assumptions, those numbers could prove conservative.

But today, there's no reason to change them.

The product expansion strategy is working.

Modern was not a demand problem.

It was a supply problem and we're fixing that.

All of our new galleries are exceeding our pro formas and our plans.

Like I tell the team, for the most part, our brand is invisible in the marketplace except for places like Chicago and Los Angeles and the markets where we've done these new big galleries.

When we change the physical impression of this brand, it's going to massively change our top line and our operating performance.

And nobody's got a strategy like that in retail today.

No, I don't think anybody has a similar strategy or a better long-term upside.

Again, painful day, don't like being here, but we made some mistakes and we are adjusting and we will be back from here.

Thank you.

There are no further questions at this time.

I'll turn the call back over to Gary Friedman.

Okay.

Well, thank you, everyone.

Again, we look forward to better performance in the future and we will fight hard to make that happen.

So we look forward to talking to you next quarter.

This concludes today's conference call.

You may now disconnect.