•Net sales of $470 million; adjusted EBITDA of $37 million slightly ahead of expectations

•Reduced operating expenses by $24 million year-over-year (before restructuring costs) and remain on track to deliver $40 million to $45 million of operating expense reductions for the year

•Free cash flow increased $21 million compared with the prior year’s first quarter

•Reiterate full-year 2024 adjusted EBITDA outlook of $125 million to $145 million

MINNEAPOLIS – (April 24, 2024) – Sleep Number Corporation (Nasdaq: SNBR) today reported results for the quarter ended March 30, 2024.

“Our actions to increase operating model efficiencies drove first quarter adjusted EBITDA and gross margin rate ahead of our expectations. We also generated a significant year-over-year increase in free cash flow, as planned, and continue to prioritize paying down debt and reducing leverage,” said Shelly Ibach, Chair, President and CEO. “As we build a more durable operating model and as demand for our category improves from recessionary levels, we expect to capitalize on our significant opportunity as a sleep wellness technology company.”

•Net sales of $470 million declined 11% versus the prior year, including approximately four percentage points of pressure from year-over-year order backlog changes

•Gross margin of 58.7% compared with 58.9% last year; the first quarter gross margin rate represented a significant sequential improvement from the back-half of the prior year

•Operating expenses were reduced by $24 million to $260 million (before restructuring charges) compared with $284 million last year

•Adjusted EBITDA of $37 million compared to $49 million last year, as ongoing cost reduction actions partially offset the year-over-year net sales decline

•Net cash provided by operating activities of $34 million in the first quarter, compared with $19 million for the same period last year

•Free cash flow of $24 million in the first quarter, compared with $3 million for the same period last year

•Leverage ratio of 4.2x EBITDAR at the end of the first quarter versus covenant maximum of 5.0x

The company reiterates its outlook for 2024 adjusted EBITDA of $125 million to $145 million. We continue to expect a mid-single digit net sales decline for the year on a low-single digit demand decline. The company expects approximately 100 basis points of gross margin rate improvement and $14 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. EDT (4 p.m. CDT; 2 p.m. PDT) 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 nearly 26 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 4,000 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 building a more durable business model as the bedding industry demand environment improves from recessionary levels 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; (414) 732-9840; julie.elepano@sleepnumber.com

 

			Three Months Ended
			March 30, 2024						% of Net Sales						April 1, 2023						% of Net Sales
Net sales			$	470,449					100.0		%				$	526,527					100.0		%
Cost of sales			194,275						41.3		%				216,262						41.1		%
Gross profit			276,174						58.7		%				310,265						58.9		%
Operating expenses:
Sales and marketing			208,512						44.3		%				230,488						43.8		%
General and administrative			39,079						8.3		%				39,401						7.5		%
Research and development			12,441						2.6		%				14,443						2.7		%
Restructuring costs			10,600						2.3		%				—						—		%
Total operating expenses			270,632						57.5		%				284,332						54.0		%
Operating income			5,542						1.2		%				25,933						4.9		%
Interest expense, net			12,299						2.6		%				9,102						1.7		%
(Loss) income before income taxes			(6,757)						(1.4		%)				16,831						3.2		%
Income tax expense			725						0.2		%				5,366						1.0		%
Net (loss) income			$	(7,482)					(1.6		%)				$	11,465					2.2		%
Net (loss) income per share – basic			$	(0.33)											$	0.51
Net (loss) income per share – diluted			$	(0.33)											$	0.51
Reconciliation of weighted-average shares outstanding:
Basic weighted-average shares outstanding			22,506												22,296
Dilutive effect of stock-based awards			—												287
Diluted weighted-average shares outstanding			22,506												22,583

For the three months ended March 30, 2024, 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.

  

			March 30, 2024						December 30, 2023
Assets
Current assets:
Cash and cash equivalents			$	2,068					$	2,539
Accounts receivable, net of allowances of $1,090 and $1,437, respectively			21,833						26,859
Inventories			100,904						115,433
Prepaid expenses			20,655						16,660
Other current assets			35,589						44,637
Total current assets			181,049						206,128
Non-current assets:
Property and equipment, net			167,037						179,503
Operating lease right-of-use assets			387,942						395,411
Goodwill and intangible assets, net			66,579						66,634
Deferred income taxes			21,181						20,253
Other non-current assets			84,685						82,951
Total assets			$	908,473					$	950,880
Liabilities and Shareholders’ Deficit
Current liabilities:
Borrowings under revolving credit facility			$	523,500					$	539,500
Accounts payable			125,304						135,901
Customer prepayments			50,262						49,143
Accrued sales returns			22,415						22,402
Compensation and benefits			28,296						28,273
Taxes and withholding			16,661						17,134
Operating lease liabilities			81,300						81,760
Other current liabilities			58,454						61,958
Total current liabilities			906,192						936,071
Non-current liabilities:
Operating lease liabilities			343,447						351,394
Other non-current liabilities			104,697						105,343
Total non-current liabilities			448,144						456,737
Total liabilities			1,354,336						1,392,808
Shareholders’ deficit:
Undesignated preferred stock; 5,000 shares authorized, no shares issued and outstanding			—						—
Common stock, $0.01 par value; 142,500 shares authorized, 22,326 and 22,235 shares issued and outstanding, respectively			223						222
Additional paid-in capital			20,262						16,716
Accumulated deficit			(466,348)						(458,866)
Total shareholders’ deficit			(445,863)						(441,928)
Total liabilities and shareholders’ deficit			$	908,473					$	950,880

 

			Three Months Ended
			March 30, 2024						April 1, 2023
Cash flows from operating activities:
Net (loss) income			$	(7,482)					$	11,465
Adjustments to reconcile net income to net cash provided by    operating activities:
Depreciation and amortization			17,487						18,218
Stock-based compensation			4,117						4,639
Net loss on disposals and impairments of assets			2,500						12
Deferred income taxes			(928)						(3,252)
Changes in operating assets and liabilities:
Accounts receivable			5,026						2,717
Inventories			14,529						(2,747)
Income taxes			1,587						8,736
Prepaid expenses and other assets			5,473						(11,056)
Accounts payable			(2,765)						(574)
Customer prepayments			1,119						(4,639)
Accrued compensation and benefits			30						(593)
Other taxes and withholding			(2,060)						(711)
Other accruals and liabilities			(4,888)						(3,634)
Net cash provided by operating activities			33,745						18,581
Cash flows from investing activities:
Purchases of property and equipment			(9,308)						(15,556)
Issuance of notes receivable			(2,942)						—
Net cash used in investing activities			(12,250)						(15,556)
Cash flows from financing activities:
Net decrease in short-term borrowings			(21,396)						(384)
Repurchases of common stock			(570)						(3,363)
Proceeds from issuance of common stock			—						389
Net cash used in financing activities			(21,966)						(3,358)
Net decrease in cash and cash equivalents			(471)						(333)
Cash and cash equivalents, at beginning of period			2,539						1,792
Cash and cash equivalents, at end of period			$	2,068					$	1,459

 

			Three Months Ended
			March 30, 2024						April 1, 2023
Percent of sales:
Retail stores			88.2		%				87.1		%
Online, phone, chat and other			11.8		%				12.9		%
Total Company			100.0		%				100.0		%
Sales change rates:
Retail comparable-store sales			(10		%)				1		%
Online, phone and chat			(19		%)				(18		%)
Total Retail comparable sales change			(11		%)				(2		%)
Net opened/closed stores and other			0		%				2		%
Total Company			(11		%)				0		%
Stores open:
Beginning of period			672						670
Opened			6						12
Closed			(17)						(11)
End of period			661						671
Other metrics:
Average sales per store ($ in 000's) 1			$	2,786					$	3,239
Average sales per square foot 1			$	903					$	1,060
Stores > $2 million net sales 2			63		%				75		%
Stores > $3 million net sales 2			23		%				36		%
Average revenue per smart bed unit 3			$	5,765					$	5,848

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
			March 30, 2024						April 1, 2023						March 30, 2024						April 1, 2023
Net (loss) income			$	(7,482)					$	11,465					$	(34,234)					$	46,001
Income tax expense (benefit)			725						5,366						(9,107)						17,437
Interest expense			12,299						9,102						45,892						25,960
Depreciation and amortization			17,145						17,991						71,633						68,934
Stock-based compensation			4,117						4,639						14,333						13,729
Restructuring costs 1			10,600						—						26,328						—
Asset impairments			—						12						660						204
Adjusted EBITDA			$	37,404					$	48,575					$	115,505					$	172,265

 

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:

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

2 The income tax expense is calculated using the estimated U.S. federal and state statutory tax rate of 23.7%.

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