•Fourth quarter net sales declined 14% versus the prior year with demand down low-single digits

•Full year diluted loss per share of $0.68; full year “as adjusted” loss per share of $0.14, excluding $16 million of restructuring costs recorded in the fourth quarter

•Reduced operating expenses by $85 million in 2023; expect a further expense reduction of $40 million to $45 million in 2024 for a two-year total reduction of approximately $130 million (before restructuring costs)

•Expect 2024 adjusted EBITDA of $125 million to $145 million

MINNEAPOLIS – (February 22, 2024) – Sleep Number Corporation (Nasdaq: SNBR) today reported results for the year ended December 30, 2023.

“While the consumer environment remains challenging for the mattress industry, our swift actions to improve demand and reduce costs allowed us to make better progress in the fourth quarter than we expected,” said Shelly Ibach, Chair, President and CEO. “Through broad-based restructuring actions to streamline our cost structure, restore margins and strengthen our balance sheet, we are transforming our operating model to improve our financial resilience and position our business for accelerating growth as the mattress industry demand environment improves. Importantly, our long-term opportunity remains intact as we lead through this transformation.”

•Net sales decreased 14% to $430 million, with demand down low-single digits year-over-year

•Gross margin of 56.6% was up 190 bp versus the prior year, primarily benefiting from pricing actions, easing commodity prices and operating cost reductions, partially offset by increased promotions

•Operating expenses were reduced by $24 million to $247 million (before restructuring charges) compared with $271 million last year

•Loss per diluted share of $1.12; “as adjusted” diluted loss per share of $0.58, excluding $16 million of restructuring costs recorded in the fourth quarter

•Net sales decreased 11% to $1.89 billion in 2023

•Gross margin increased to 57.7% of net sales, compared with 56.9% for the prior year, including the benefit of pricing actions, easing commodity prices and other cost reduction initiatives

•Loss per diluted share of $0.68; “as adjusted” diluted loss per share of $0.14, excluding $16 million of restructuring costs recorded in the fourth quarter

•Net cash used in operating activities of $9 million, compared with $36 million of cash provided by operating activities last year

•Leverage ratio of 4.1x EBITDAR at the end of the fourth quarter versus covenant maximum of 5.0x

•Adjusted ROIC of 7.8% for the trailing twelve months

•The company’s broad-based cost management initiatives are progressing as planned. Operating expenses were reduced by $85 million in 2023, with $40 million to $45 million of additional operating expense reductions planned for 2024

•Reduced workforce to approximately 4,100 team members at end of 2023, 7% lower than 2019

•Expect specific ongoing workstreams including product value engineering, service simplification, streamlining suppliers and reprioritizing spend to accelerate near-term growth and efficiency

The company expects mattress industry demand to remain pressured in 2024. Against this backdrop, the company expects adjusted EBITDA of $125 million to $145 million in 2024, with net sales down mid-single digits versus prior year on a low-single digit demand decline. The company expects approximately 100 basis points of gross margin rate improvement and $12 million of restructuring charges for the year. The company expects to generate $60 million to $80 million of free cash flow with capital expenditures of $30 million.

Management will host its regularly scheduled conference call to discuss the company’s results at 5 p.m. EST (4 p.m. CST; 2 p.m. PST) today. To access the webcast, please visit the investor relations area of the Sleep Number website at https://ir.sleepnumber.com. The webcast replay will remain available for approximately 60 days.

Sleep Number is a wellness technology company. We are guided by our purpose to improve the health and wellbeing of society through higher quality sleep; to date, our innovations have improved over 15 million lives. Our wellness technology platform helps solve sleep problems, whether it’s providing individualized temperature control for each sleeper through our Climate360® smart bed or applying our 24 billion hours of longitudinal sleep data and expertise to research with global institutions.

Our smart bed ecosystem drives best-in-class engagement through dynamic, adjustable, and effortless sleep with personalized digital sleep and health insights; our millions of Smart Sleepers are loyal brand advocates. And our almost 4,100 mission-driven team members passionately innovate to drive value creation through our vertically integrated business model, including our exclusive direct-to-consumer selling in over 650 stores and online.

To learn more about life-changing, individualized sleep, visit a Sleep Number store near you, our newsroom.  and investor relations sites, or SleepNumber.com

Statements used in this news release relating to future plans, events, financial results or performance, such as the statement that the company is positioned for accelerating growth as the bedding industry demand environment improves and the company’s financial outlook, including the company’s expected adjusted EBITDA, in 2024 and future capital expenditures and operating expenses, are forward-looking statements subject to certain risks and uncertainties including, among others, changes in economic conditions and consumer sentiment and related impacts on discretionary consumer spending; increases in interest rates, which have increased the cost of servicing our indebtedness; availability of attractive and cost-effective consumer credit options; ability to achieve savings and efficiencies from cost savings plans related to operating model transformation and to avoid unexpected adverse effects; dependence on, and ability to maintain working relationships with key suppliers and third parties; fluctuations in commodity costs or third-party delivery or logistics costs and other inflationary pressures; risks inherent in global-sourcing activities, including tariffs, foreign regulation, geo-political turmoil, war, pandemics, labor challenges, foreign currency fluctuations, inflation, and climate or other disasters, and resulting supply shortages and production and delivery delays and disruptions; operating with minimal levels of inventory, which may leave us vulnerable to supply shortages; the effectiveness of our marketing strategy and promotional efforts; the execution of our Total Retail distribution strategy; ability to achieve and maintain high levels of product quality and to improve and expand the product line; ability to protect our technology, trademarks, and brand and the adequacy of our intellectual property rights; ability to effectively compete; risks of disruption in the operation of our facilities and operations, including manufacturing, assembly, distribution, logistics, field services, home delivery, headquarters, product development, retail or customer service operations; ability to comply with existing and changing government regulations and laws; pending or unforeseen litigation and the potential for associated adverse publicity; the adequacy of the company’s and third-party information systems and costs and disruptions related to upgrading or maintaining these systems; our ability to identify and withstand cyber threats that could compromise the security of our systems, result in a data breach or business disruption; risks associated with advancements in or adoption of artificial intelligence technologies; our ability, and the ability of our suppliers and vendors, to attract, retain and motivate qualified and effective personnel; the volatility of Sleep Number stock, our removal from various stock indices, and the potential negative effects of shareholder activism or of changes in coverage by securities analysts; environmental, social and governance risks, including increasing regulation and stakeholder expectations; and our ability to adapt to climate change and readiness for legal or regulatory responses thereto. Additional information concerning these and other risks and uncertainties is contained in the company’s filings with the Securities and Exchange Commission, including the Annual Report on Form 10-K and other periodic reports. We have no obligation to publicly update or revise any of these forward-looking statements.

# # #

Investor Contact: Dave Schwantes; (763) 551-7498; investorrelations@sleepnumber.com

Media Contact: Julie Elepano; julie.elepano@sleepnumber.com

 

			Three Months Ended
			December 30, 2023						% of Net Sales						December 31, 2022						% of Net Sales
Net sales			$	429,518					100.0		%				$	497,528					100.0		%
Cost of sales			186,609						43.4		%				225,562						45.3		%
Gross profit			242,909						56.6		%				271,966						54.7		%
Operating expenses:
Sales and marketing			198,032						46.1		%				219,224						44.1		%
General and administrative			35,477						8.3		%				37,217						7.5		%
Research and development			13,276						3.1		%				14,613						2.9		%
Restructuring costs			15,728						3.7		%				—						—		%
Total operating expenses			262,513						61.1		%				271,054						54.5		%
Operating (loss) income			(19,604)						(4.6		%)				912						0.2		%
Interest expense, net			12,687						3.0		%				7,633						1.5		%
Loss before income taxes			(32,291)						(7.5		%)				(6,721)						(1.4		%)
Income tax benefit			(7,103)						(1.7		%)				(1,291)						(0.3		%)
Net loss			$	(25,188)					(5.9		%)				$	(5,430)					(1.1		%)
Net loss per share – basic			$	(1.12)											$	(0.24)
Net loss per share – diluted			$	(1.12)											$	(0.24)
Reconciliation of weighted-average shares outstanding:
Basic weighted-average shares outstanding			22,483												22,249
Dilutive effect of stock-based awards			—												—
Diluted weighted-average shares outstanding			22,483												22,249

For the three months ended December 30, 2023 and December 31, 2022, potentially dilutive stock-based awards have been excluded from the calculation of diluted weighted-average shares outstanding, as their inclusion would have had an anti-dilutive effect on our net loss per diluted share.

 

			Twelve Months Ended
			December 30, 2023						% of Net Sales						December 31, 2022						% of Net Sales
Net sales			$	1,887,482					100.0		%				$	2,114,297					100.0		%
Cost of sales			798,952						42.3		%				912,001						43.1		%
Gross profit			1,088,530						57.7		%				1,202,296						56.9		%
Operating expenses:
Sales and marketing			847,442						44.9		%				919,629						43.5		%
General and administrative			146,621						7.8		%				153,266						7.2		%
Research and development			55,797						3.0		%				61,521						2.9		%
Restructuring costs			15,728						0.8		%				—						—		%
Total operating expenses			1,065,588						56.5		%				1,134,416						53.7		%
Operating income			22,942						1.2		%				67,880						3.2		%
Interest expense, net			42,695						2.3		%				18,985						0.9		%
(Loss) income before income taxes			(19,753)						(1.0		%)				48,895						2.3		%
Income tax (benefit) expense			(4,466)						(0.2		%)				12,285						0.6		%
Net (loss) income			$	(15,287)					(0.8		%)				$	36,610					1.7		%
Net (loss) income per share – basic			$	(0.68)											$	1.63
Net (loss) income per share – diluted			$	(0.68)											$	1.60
Reconciliation of weighted-average shares outstanding:
Basic weighted-average shares outstanding			22,429												22,396
Dilutive effect of stock-based awards			—												456
Diluted weighted-average shares outstanding			22,429												22,852

For the year ended December 30, 2023, potentially dilutive stock-based awards have been excluded from the calculation of diluted weighted-average shares outstanding, as their inclusion would have had an anti-dilutive effect on our net loss per diluted share.

  

			December 30, 2023						December 31, 2022
Assets
Current assets:
Cash and cash equivalents			$	2,539					$	1,792
Accounts receivable, net of allowances of $1,437 and $1,267, respectively			26,859						26,005
Inventories			115,433						114,034
Prepaid expenses			16,660						16,006
Other current assets			44,637						39,921
Total current assets			206,128						197,758
Non-current assets:
Property and equipment, net			179,503						200,605
Operating lease right-of-use assets			395,411						397,755
Goodwill and intangible assets, net			66,634						68,065
Deferred income taxes			20,253						7,958
Other non-current assets			82,951						81,795
Total assets			$	950,880					$	953,936
Liabilities and Shareholders’ Deficit
Current liabilities:
Borrowings under revolving credit facility			$	539,500					$	459,600
Accounts payable			135,901						176,207
Customer prepayments			49,143						73,181
Accrued sales returns			22,402						25,594
Compensation and benefits			28,273						31,291
Taxes and withholding			17,134						23,622
Operating lease liabilities			81,760						79,533
Other current liabilities			61,958						60,785
Total current liabilities			936,071						929,813
Non-current liabilities:
Operating lease liabilities			351,394						356,879
Other non-current liabilities			105,343						105,421
Total non-current liabilities			456,737						462,300
Total liabilities			1,392,808						1,392,113
Shareholders’ deficit:
Undesignated preferred stock; 5,000 shares authorized, no shares issued and outstanding			—						—
Common stock, $0.01 par value; 142,500 shares authorized, 22,235 and 22,014 shares issued and outstanding, respectively			222						220
Additional paid-in capital			16,716						5,182
Accumulated deficit			(458,866)						(443,579)
Total shareholders’ deficit			(441,928)						(438,177)
Total liabilities and shareholders’ deficit			$	950,880					$	953,936

 

			Twelve Months Ended
			December 30, 2023						December 31, 2022
Cash flows from operating activities:
Net (loss) income			$	(15,287)					$	36,610
Adjustments to reconcile net income to net cash provided by    operating activities:
Depreciation and amortization			74,043						67,401
Stock-based compensation			14,855						13,223
Net loss on disposals and impairments of assets			2,898						291
Deferred income taxes			(12,295)						(8,646)
Changes in operating assets and liabilities:
Accounts receivable			(854)						(287)
Inventories			(1,399)						(11,560)
Income taxes			(5,969)						1,356
Prepaid expenses and other assets			(5,220)						19,379
Accounts payable			(28,934)						(4,743)
Customer prepayments			(24,038)						(56,318)
Accrued compensation and benefits			(2,943)						(19,821)
Other taxes and withholding			(519)						179
Other accruals and liabilities			(3,366)						(926)
Net cash (used in) provided by operating activities			(9,028)						36,138
Cash flows from investing activities:
Purchases of property and equipment			(57,056)						(69,454)
Proceeds from sales of property and equipment			21						49
Issuance of notes receivable			(1,317)						—
Investment in non-marketable equity securities			—						(1,202)
Net cash used in investing activities			(58,352)						(70,607)
Cash flows from financing activities:
Net increase in short-term borrowings			73,463						97,647
Repurchases of common stock			(3,747)						(64,188)
Proceeds from issuance of common stock			428						1,131
Debt issuance costs			(2,017)						(718)
Net cash provided by financing activities			68,127						33,872
Net increase (decrease) in cash and cash equivalents			747						(597)
Cash and cash equivalents, at beginning of period			1,792						2,389
Cash and cash equivalents, at end of period			$	2,539					$	1,792

 

			Three Months Ended												Twelve Months Ended
			December 30, 2023						December 31, 2022						December 30, 2023						December 31, 2022
Percent of sales:
Retail stores			85.9		%				84.8		%				86.8		%				86.3		%
Online, phone, chat and other			14.1		%				15.2		%				13.2		%				13.7		%
Total Company			100.0		%				100.0		%				100.0		%				100.0		%
Sales change rates:
Retail comparable-store sales			(14		%)				(3		%)				(12		%)				(8		%)
Online, phone and chat			(20		%)				10		%				(15		%)				4		%
Total Retail comparable sales change			(15		%)				(1		%)				(12		%)				(6		%)
Net opened/closed stores and other			1		%				2		%				1		%				3		%
Total Company			(14		%)				1		%				(11		%)				(3		%)
Stores open:
Beginning of period			678						662						670						648
Opened			9						14						36						49
Closed			(15)						(6)						(34)						(27)
End of period			672						670						672						670
Other metrics:
Average sales per store ($ in 000's) 1			$	2,853					$	3,281
Average sales per square foot 1			$	926					$	1,081
Stores > $2 million net sales 2			65		%				76		%
Stores > $3 million net sales 2			24		%				36		%
Average revenue per smart bed unit 3			$	5,541					$	5,361					$	5,755					$	5,403

1 Trailing twelve months Total Retail comparable sales per store open at least one year.

2 Trailing twelve months for stores open at least one year (excludes online, phone and chat sales).

3 Represents Total Retail (stores, online, phone and chat) net sales divided by Total Retail smart bed units.

We define earnings before interest, taxes, depreciation and amortization (Adjusted EBITDA) as net income plus: income tax expense, interest expense, depreciation and amortization, stock-based compensation, restructuring costs and asset impairments. Management believes Adjusted EBITDA is a useful indicator of our financial performance and our ability to generate cash from operating activities. Our definition of Adjusted EBITDA may not be comparable to similarly titled definitions used by other companies. The table below reconciles Adjusted EBITDA, which is a non-GAAP financial measure, to the comparable GAAP financial measure:

			Three Months Ended												Trailing Twelve Months Ended
			December 30, 2023						December 31, 2022						December 30, 2023						December 31, 2022
Net (loss) income			$	(25,188)					$	(5,430)					$	(15,287)					$	36,610
Income tax (benefit) expense			(7,103)						(1,291)						(4,466)						12,285
Interest expense			12,687						7,633						42,695						18,985
Depreciation and amortization			17,984						17,843						72,479						66,626
Stock-based compensation			3,982						4,638						14,855						13,223
Restructuring costs 1			15,728						—						15,728						—
Asset impairments			198						17						672						295
Adjusted EBITDA			$	18,288					$	23,410					$	126,676					$	148,024

 

1 Represents costs related to business restructuring actions initiated in the fourth quarter of fiscal 2023.

 

Note - Our Adjusted EBITDA calculations and Free Cash Flow data are considered non-GAAP financial measures and are not in accordance with, or preferable to, "as reported," or GAAP financial data. However, we are providing this information as we believe it facilitates analysis of the Company's financial performance by investors and financial analysts.

Our calculation of Net Leverage Ratio under Revolving Credit Facility was changed effective with the amendment of our credit facility on November 2, 2023. Prior to the amendment, the calculation included capitalized operating lease obligations based on a multiple of six times annual rent expense. The amendment replaced this line item with operating lease liabilities included in our financial statements under ASC 842. The calculations in accordance with the November 2, 2023 amendment are presented below. The prior year is presented in conformity with the November 2, 2023 amendment.

 

1Reflects operating lease liabilities included in our financial statements under ASC 842. The prior period has been updated to reflect this calculation.

Note - Our Net Leverage Ratio under Revolving Credit Facility, Adjusted EBITDA and EBITDAR calculations are considered non-GAAP financial measures and are not in accordance with, or preferable to, "as reported," or GAAP financial data. However, we are providing this information as we believe it facilitates analysis of the Company's financial performance by investors and financial analysts.

 

Adjusted ROIC is a financial measure we use to determine how efficiently we deploy our capital. It quantifies the return we earn on our adjusted invested capital. Management believes Adjusted ROIC is also a useful metric for investors and financial analysts. We compute Adjusted ROIC as outlined below. Our definition and calculation of Adjusted ROIC may not be comparable to similarly titled definitions and calculations used by other companies. The tables below reconcile adjusted net operating profit after taxes (Adjusted NOPAT) and total adjusted invested capital, which are non-GAAP financial measures, to the comparable GAAP financial measures:

			Trailing Twelve Months Ended
			December 30, 2023						December 31, 2022
Adjusted net operating profit after taxes (Adjusted NOPAT)
Operating income			$	22,942					$	67,880
Add: Operating lease interest 1			27,777						25,912
Less: Income taxes 2			(11,851)						(23,542)
Adjusted NOPAT			$	38,868					$	70,250
Average adjusted invested capital
Total deficit			$	(441,928)					$	(438,177)
Add: Long-term debt 3			539,819						460,020
Add: Operating lease liabilities 4			433,154						436,412
Total adjusted invested capital at end of period			$	531,045					$	458,255
Average adjusted invested capital 5			$	496,612					$	400,038
Adjusted ROIC 6			7.8		%				17.6		%

1 Represents costs related to business restructuring actions initiated in the fourth quarter of fiscal 2023.

2 Reflects annual effective income tax rate, before discrete adjustments, of 23.4%.

Note - Our "as adjusted" data is considered a non-GAAP financial measure and is not in accordance with, or preferable to, "as reported," or GAAP financial data. However, we are providing this information as we believe it facilitates year-over-year comparisons for investors and financial analysts.

GAAP - generally accepted accounting principles