• Adjusted EBITDA (Q4): Increased 43% year-over-year.
• Adjusted EBITDA (Full Year): $120 million, in line with guidance.
• Gross Margin (Q4): 59.9%, up 330 basis points year-over-year.
• Gross Margin (Full Year): 59.6%, a 190-basis-point increase over 2023.
• Net Sales (Q4): $377 million, down 12% year-over-year.
• Net Sales (Full Year): $1.68 billion, down 11% year-over-year.
• Operating Expenses (Q4): Reduced by $28 million year-over-year.
• Operating Expenses (Full Year): Reduced by $88 million.
• Free Cash Flow (Full Year): $4 million, up $70 million from the prior year.
• Store Count Reduction: 5% reduction year-over-year.

• Warning! GuruFocus has detected 10 Warning Signs with SNBR.

Release Date: March 05, 2025

For the complete transcript of the earnings call, please refer to the full earnings call transcript.

Positive Points

• Sleep Number Corp (NASDAQ:SNBR) achieved a 43% year-over-year increase in fourth-quarter adjusted EBITDA, demonstrating improved financial resilience.
• The company reported a gross margin rate improvement of 190 basis points for the full year, surpassing initial targets.
• Operating expenses were reduced by $88 million for the full year, nearly double the original target.
• The ClimateCool series outperformed expectations, contributing positively to the product mix and gross margin.
• Sleep Number Corp (NASDAQ:SNBR) has implemented structural changes to enhance margins and cash flow, positioning the company for long-term growth.

Negative Points

• Fourth-quarter net sales declined 12% year over year, falling slightly below expectations.
• The mattress industry faced a challenging demand environment, with 2024 US mattress volumes at their lowest since 2015.
• Consumer sentiment and purchasing power weakened, impacting sales during key periods like the President's Day event.
• The company reduced media spend by 18% year over year in Q4, which may have affected demand generation.
• The online sales channel experienced outsized declines, particularly at the lower end of the product line.

Q & A Highlights

Q: Can you discuss the improvements in gross margin and the strategies for further enhancement? A: Francis Lee, CFO, explained that the company has a robust program focusing on material cost reductions, supplier negotiations, and cost efficiencies. They plan to continue these efforts into 2025, benefiting from partial year improvements realized in 2024.

Q: What are the plans for store leases and new product launches? A: Shelly Ibach, CEO, highlighted the success of the ClimateCool series, which is outperforming expectations and contributing positively to gross margins. The company is focusing on higher-margin products and expects to benefit from this series in the coming quarters.

Q: How are tariffs impacting the cost of goods sold, and are there any pricing actions planned for 2025? A: Francis Lee noted that tariffs are a dynamic situation, with significant exposure from Mexico. The company is shifting suppliers and production to mitigate impacts. Shelly Ibach added that pricing decisions will be made carefully, considering the pressured consumer environment.

Q: What is the strategy for the online channel, given recent declines? A: Shelly Ibach stated that pressure is primarily at the low end of the product line. They are testing promotions, such as the c1 Smart Bed at $799, to boost online sales. The focus remains on maintaining high margins at the upper end of the product line.

Q: How is the company managing costs in light of potential continued softness in mattress demand? A: Francis Lee emphasized ongoing cost management, with team member count down 34% since 2021 and significant cost reductions achieved over the past two years. The company is prepared to implement additional contingency plans if necessary.

For the complete transcript of the earnings call, please refer to the full earnings call transcript.