Weekly European Monitor: He said, She said

-- For specific questions on anything Europe, please contact me at to set up a call.


No Current European Positions in the Hedgeye Virtual Portfolio


Asset Class Performance:

  • Equities:  The STOXX Europe 600 closed down -3.05% week-over-week vs +1.5% last week. Bottom performers: Spain -7.3%; Romania -6.4%; Finland -5.0%; Germany -4.6%; Denmark -4.6%; Portugal -4.1%; Austria -3.7%. Top performers:  Greece +3.4%; MICEX +1.4%; Poland +1.2%; Hungary +0.3%.
  • FX:  The EUR/USD is down -0.83% week-over-week vs -2.01% last week.  W/W Divergences: RUB/EUR -4.12%, HUF/EUR -1.74%, CZK/EUR -1.56%, GBP/EUR -1.24%, NOK/EUR -1.06%, PLN/EUR -0.93%.
  • Fixed Income:  Another crazy week of swings in yields. Germany hit record lows on the 10YR at 1.17%!!! Greece’s 10YR climbed for yet another week (big surprise!), gaining +17bps week-over-week to 30.69%.  Portugal gained +5bps to 11.98%. Belgium saw the biggest weekly decline at -17bps to 2.82%, followed by France -12bps to 2.26% and Italy -12bps to 5.74%, as Germany dropped -11bps.    On a month-over-month basis, the Greek 10YR yield is up a monster +1038bps!, while France fell -71bps and Germany fell -49bps over the period.

Weekly European Monitor: He said, She said - 11. yields



He said, She said:

In recent weeks we’ve worked hard to contextualize the ever-changing and moving parts in Europe under the assumption that to size up potential outcomes for Europe one must recognize that what Eurocrats “should” do (from a economic policy perspective) may be very different from what they “will” do. We’d direct you to our recent European Monitors titled “On Why Greeks Shouldn’t Leave the Eurozone/EU” on 5/18 and “Hold Your Horses on Greek Exit” on 5/25 for our thinking on the larger issues surrounding a Greek exit. [Email me at if you need a copy].


Our main update for this week is to stress that we believe much hinges on the Greek elections on June 17th. [Note that our EUR/USD is updated below]. Given the runway until then, we expect more stoking of the rumor mill, plenty of political foot in mouth syndrome, and market swings over even the slightest of comments from key Eurocrats.  We see—short of an overnight Greek bank-run—a strong likelihood that no concrete proposals (either Eurobonds, a Pan-European Deposit Guarantee facility, and/or another LTRO) will be issued before elections. We expect Eurocrats, directed by German Chancellor Merkel, to play the card that while fiscal consolidation targets may be grossly ambitious, an all-out rejection of austerity from a government is an unacceptable position, especially for a country like Greece that is receiving bailout money conditional to its austerity program.  Therefore, the call is being put to the Greeks to vote in a pro-austerity party (likely a coalition of New Democracy) versus the anti-austerity camp of Syriza.  


The latest collection of Greek party polls show a mixed picture, largely showing a single digit spread with both Syriza and New Democracy receiving the favor based on the poll. This mismatch is maybe best demonstrated by a poll out today from Kathimerini showing Syriza garnering 31.5% of the vote if held today versus 25.5% for New Democracy; however the poll also noted that 58% believe New Democracy will come in first and only 34% see Syriza winning. Go figure!


Importantly, it’s worth noting that the last Greek opinion poll will be this Sunday, June 3rd, and therefore we’ll largely be in the dark from a sentiment polling perspective ahead of June 17th.


As Greece remains in the crosshairs over the next weeks, we expect talks to heat up on the ESM, the €500B bailout packages expected to come online on July 1stand work in concert with the remaining EFSF, and in particular to discuss adding clauses that explicitly define how it can be used to recapitalize European banks.


Meanwhile, we saw quite a week of weak data, namely in mostly bombed out PMI Manufacturing figures in MAY vs APR; weaker confidence figures across the region; Eurozone unemployment elevating to a 17 year high of 11.0%. One bright spot was CPI, which came in 20bps lower at 2.4% in May Y/Y versus 2.6% in April. (See the Data Dump section below for more). 




Below is an updated EUR/USD price level chart. Our immediate term TRADE and intermediate term TREND levels of support are both at $1.22. Our TRADE resistance level is $1.25. Our call remains that if $1.22 breaks, look out below! We’re not EUR parity folks because we see Eurocrats stepping in to prevent it, however the runway of uncertainty until June 17thelections puts significant downside risk in play. However, we’re well cognizant that the pair could see a bounce on any optimism around discussions concerning any number of proposals on the table, including: Eurobonds, a Pan-European Deposit Guarantee facility, another LTRO, and the ESM.


Weekly European Monitor: He said, She said - 11. eur



Call Outs:

Finland anti Eurobonds - Finnish Prime Minister Jyrki Katainen said in a speech that he was against taking on a bigger financial burden to help address the sovereign debt crisis in Europe. He noted that the government's stance on Eurobonds has been "extremely critical or negative".


Irish say Yes - Ireland approves the Fiscal Compact by a vote of 60.2% to 39.8%.


ECB and LTRO - ECB Governing Council member Ignazio Visco said that the central bank has not ruled out a third longer-term refinancing operation. However, he added that another LTRO is not necessary at the moment given that there is no liquidity problem. Visco, like ECB President Draghi, also argued that the ESM should be allowed to directly recapitalize troubled banks.


Greece - Euler Hermes, the world’s biggest credit insurer, said it will no longer cover new shipments of goods to Greece due to concerns about the country leaving the euro and customers defaulting on payments, which raises the prospect that certain goods will no longer reach Greek companies and stores. Recall Austria’s OeKB Versicherung said earlier this week that it will also drop coverage of new shipments to Greece, while Coface of France said it is only doing business with “the healthiest Greek companies.”


Rehn and Eurobonds - EU Economic and Monetary Affairs Commissioner Olli Rehn told a conference that the euro needs to be underpinned by closer cooperation between member countries to survive and prosper. However, he added that going straight to a discussion about Eurobonds would be a "false debate", as countries first need to bring budgetary policies more into line and move towards a fiscal union.


Draghi on the Eurozone - ECB President Mario Draghi urged Eurozone leaders to intensify their efforts to combat the crisis, noting that the central bank cannot fill the vacuum of the lack of action by national governments on fiscal growth, nor can it fill the vacuum of their lack of action on structural problems. On the banking front, Draghi said a banking union would need to be supervised centrally and require the introduction of a European deposit scheme and resolution fund. He also said that when it comes to recapitalizations, "it is better to err by too much in the very beginning rather than by too little


Eurozone Club Membership - The European Central Bank (ECB) has said that none of the eight countries that are supposed to join the euro are ready yet. The countries include: Bulgaria, the Czech Republic, Latvia, Lithuania, Hungary, Poland, Romania, and Sweden. 


CDS Risk Monitor:


Week-over-week CDS were largely up.  Spain saw the largest gain in CDS w/w at +70bps to 606bps, followed by Italy +63bps to 571bps, France +15bps to 219bps. Portugal was the sole decliner of the countries we track at -18bps to 1177bps.  


Weekly European Monitor: He said, She said - 11. cds a


Weekly European Monitor: He said, She said - 11. cds b


Data Dump:


Weekly European Monitor: He said, She said - 11. pmi manu


Eurozone Unemployment Rate 11% APR [17 year high]  vs 10.9% MAR revised to 11%

Eurozone Business Climate Indicator -0.77 MAY (exp. -0.67) vs -0.51 APR

Eurozone Consumer Confidence -19.3 MAY Final (-19.3 initial) vs -19.9 APR

Eurozone Economic Confidence 90.6 MAY (exp. 91.9) vs 92.9 APR

Eurozone Industrial Confidence -11.3 MAY (exp. -10.2) vs -9.0 APR

Eurozone Services Confidence -4.9 MAY (exp. -2.8) vs -2.4 APR


Weekly European Monitor: He said, She said - 11. economic confidence


Weekly European Monitor: He said, She said - 11. manu and services confidence


Eurozone CPI 2.4% MAY Y/Y (exp. 2.5%) vs 2.6% APR

Eurozone M3 2.5% APR Y/Y vs 3.1% MAR


Germany CPI 2.1% MAY Prelim. Y/Y (exp. 2.2%) vs 2.2% APR   [-0.3% MAY Prelim. M/M (exp. 0.0%) vs 0.1%]

Germany Unemployment Rate 6.7% MAY vs 6.8% APR

Germany Unemployment Chg 0K MAY vs 18K APR

Germany Retail Sales -3.8% APR Y/Y (exp. 0.3%) vs 3.2% MAR   [0.6% APR M/M (exp. 0.2%) vs 1.6% MAR [sales increased for second straight month]

Germany Import Price Index 2.3% APR Y/Y (exp. 2.6%) vs 3.1% MAR    [-0.5% APR M/M vs 0.7% MAR]


France Producer Prices 2.7% APR Y/Y vs 3.7% MAR

France Consumer Spending 0.4% APR Y/Y vs -1.7% MAR


UK Nationwide House Prices -0.7% MAY Y/Y vs -0.9% APR  [0.3% MAY M/M (exp. 0.1%) vs -0.3% APR (1st rise in 3 months)]

UK GfK Consumer Confidence -29 MAY (exp. -32) vs -31 APR (1st positive number in 4 months)

UK M4 Money Supply -3.8% APR Y/Y vs -4.8% MAR


Italy CPI 3.5% MAY Prelim. Y/Y vs 3.7% APR

Italy Unemployment Rate 10.2% APR Prelim (highest in 12 years!!) vs 10.1% MAR

Italy PPI 2.5% APR Y/Y vs 2.8% MAR

Italy Business Confidence 86.2 MAY vs 89.1 APR


Spain Total Housing Permits -27.8% MAR Y/Y vs -36.2% FEB

Spain CPI 1.9% MAY Prelim Y/Y vs 2.0% APR

Spain Retail Sales -11.3% APR Y/Y vs -4% MAR


Switzerland Retail Sales 0.1% APR Y/Y vs 4.7% MAR

Switzerland KOF Swiss Leading Indicator 0.81 MAY (exp. 0.40) vs 0.43 APR

Switzerland Q1 GDP 0.7% Q/Q (exp. 0.0%) vs 0.5% in Q4   [2.0% Y/Y (exp. 0.7%) vs 2.0% in Q4]


Sweden Q1 GDP 1.5% Y/Y (exp. 0.9%) vs 1.0% in Q4   [0.8% Q/Q vs -1.0% in Q4]

Sweden Consumer Confidence 5.9 MAY vs 4.7 APR

Sweden Manufacturing Confidence 0 MAY vs -1 APR

Sweden Economic Tendency Survey 100.9 MAY vs 101.5 APR

Sweden Household Lending 4.8% APR Y/Y vs

Sweden Retail Sales NSA 0.8% APR Y/Y vs 4.2% MAR


Norway Manufacturing Wage Index 0.7% in Q1 Q/Q vs 1.4% in Q4

Norway Unemployment Rate 2.3% MAY vs 2.6% APR

Norway Retail Sales -3.7% APR Y/Y vs 9.6% MAR

Norway Consumer Confidence 22.4 in Q2 vs 17 in Q1

Norway Unemployment Rate 3% MAR vs 3.2% FEB


Finland Business Confidence -12 MAY vs -2 APR

Finland Consumer Confidence 12 MAY vs 10.4 APR

Denmark Q1 GDP 0.3% Q/Q (exp. 0.0%0 vs -0.2% in Q4   [0.2% Y/Y (exp. 0.2%) vs 0.4% in Q4]


Austria PPI 1.1% APR Y/Y vs 1.4% MAR

Belgium Unemployment Rate 7.4% APR vs 7.3% MAR

Belgium CPI 2.81% MAY Y/Y vs 3.18% APR


Greece Retail Sales -15.1% MAR Y/Y vs -11% FEB

Ireland Retail Sales -2.7% APR Y/Y vs -0.9% MAR

Ireland Unemployment Rate 14.3% MAY vs 14.3% APR


Portugal Retail Sales -9.0% APR Y/Y vs -4.5% MAR

Portugal Industrial Production -7.4% APR Y/Y vs -4.7% MAR

Portugal Consumer Confidence -52.6 MAY vs -53.3 APR

Portugal Economic Climate Indicator -4.6 MAY vs -4.7 APR


Hungary Economic Sentiment -24.9 MAY vs -19.3 APR

Hungary Business Confidence -14 MAY vs -9 APR

Hungary Consumer Confidence -55.9 MAY vs -48.8 APR


Interest Rate Decisions:

(5/29) Turkey Benchmark Repo Rate UNCH at 5.75%

(5/29) Hungary Base Rate UNCH at 7.00%



The Week Ahead:


Sunday: Final Opinion Polls for the Greek Election


Monday: Apr. Eurozone PPI


Tuesday: May Eurozone PMI Composite and Services - Final; Apr. Eurozone Retail Sales; May Germany PMI Services - Final; Apr. Germany Factory Orders; May UK BRC Shop Price Index, Lloyds Business Barometer; May France PMI Services – Final; Spain PMI; Italy PMI Services;1Q Finland GDP


Wednesday: ECB Interest Rate Decision; 1Q Eurozone GDP, Household Consumption, Gross Fix Cap, Government Expenditure – Preliminary; Apr. Germany Industrial Production; May UK PMI Construction, BRC Sales Like-For-Like, Halifax House Prices (June 6-8); Apr. Spain Industrial Output


Thursday: UK BoE Asset Purchase Target and Announces Rate; May UK PMI Services, Official Reserves; 1Q France Unemployment Rate; Mar. Greece Unemployment Rate


Friday: Apr. Germany Exports, Imports, Current Account, Trade Balance; May UK BoE/GfK Inflation Expectation Survey, PPI Input and Output, New Car Registrations, Consumer Price Index; 1Q UK GDP – Final; Apr. France Central Government Balance, Trade Balance; Apr. Italy Industrial Production; Apr. Greece Industrial Production


Extended Calendar Call-Outs:


JUNE: Greece to Identify 5.5% of GDP in Austerity Measures


10 June: France – first round of parliamentary elections


14 June: Eurogroup Meeting


15 June: G20 Summit of Finance Ministers


17 June: Greece – probable date for next general election, France – second round of parliamentary election


18-19 June: G20 Summit in Los Cabos, Mexico


20-21 June: Eurogroup Meeting; Ecofin Meeting in Luxembourg


22 June: Greek T-Bill Redemption for 1.3 Billion EUR


28-29 June: EU Summit in Brussels, aim to formally sign off on growth proposals; EC meets to discuss Institutional Affairs


30 June:  Deadline for EU Banks to meet €106B capital target/the 9% Tier 1 capital ratio, Iceland – Presidential election


JULY:  France – extraordinary session of parliament in July is due to re-draft the 2013 budget 


1 July:  ESM to come into force


5 July: ECB governing council meeting


19 July: ECB governing council meeting


18-19 October: Summit of EU Leaders



Matthew Hedrick

Senior Analyst



The Economic Data calendar for the week of the 4th of June through the 8th is full of critical releases and events. Attached below is a snapshot of some (though far from all) of the headline numbers that we will be focused on.



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This turnaround story has been in place since mid-2010.  We got behind it then and, while it has not worked in a straight line, the stock has generally worked well as the company has taken share from Bar & Grill competitors. The Brinker story does not end there.


From the outset of this turnaround, Brinker has repeatedly invoked the McDonald’s “Plan to Win” of 2003/2004.  The question is whether or not Chili’s can enjoy as lengthy a period of success as McDonald’s has enjoyed for much of the past decade.  Over that period, McDonald’s has dominated its main rivals, Wendy’s and Burger King, on nearly every metric.  Even today, both chains are still struggling to keep pace with the finely tuned machine in Oakbrook.





Two years into the turnaround, there are a number of similarities we can point to between the Brinker turnaround and the one that McDonald’s engineered almost a decade ago.  We see an opportunity for Brinker to take significant market share over the next five years, expanding its competitive horizons beyond the Bar & Grill category and its traditional competitors like Applebee’s and Ruby Tuesday. 


The Bar & Grill category is on its last legs.  Historically, Chili’s was a hamburger concept that morphed into a Bar & Grill concept as it developed into a national chain.  Over the past ten years, the Bar & Grill space has become hyper-competitive with many of its constituent companies pushing to expand their menus to gain share.  Strained balance sheets, thinned out management teams and the sea change in consumer behavior that came about as a result of the Great Recession have hampered companies’ ability to do so, however. 


Despite this, the financial crisis was in some ways positive for Brinker only in that it compounded prior errors on the part of management to the extent that, for the sake of its survival, the company had no choice but to attack every aspect of its operations to endure.  When Doug Brooks announced his company’s version of the Plan to Win, Chili’s had posted its sixth consecutive quarter of negative same-store sales.  Central to management’s survival strategy was attacking the middle of the P&L – food and labor costs – and the company has seen plenty of success, thus far, following that strategy.


Having sold off non-core assets and now with Chili’s posting its fourth consecutive quarter of positive same-store sales, the future looks bright for Brinker as the benefits of its revitalization plan are beginning to show up in the numbers.  While we see Chili’s as a brand that is strengthening, Applebee’s is a company in a deleveraging process that is also somewhat restricted by its heavily franchised business model in that emulating the advancements Chili’s has made would be difficult if not impossible to bring about in an expeditious manner.  Ruby Tuesday’s is clearly a brand in decline.  Likewise, when McDonald’s began its turnaround, its competitors were also struggling; Wendy’s was dealing with activist investors and several CEO’s while Burger King was being starved of capital by multiple owners.  This allowed McDonald’s to take a measured approach to establishing itself as the best in its segment and then expand the scope of its business to take share from others within the restaurant space.  We see Brinker as being in the process of executing a similar strategy within casual dining.  The company is entering phase two, which is moving management to measure itself against a new group of competitors.





Chili’s is, in our view, leaving its traditional competitors behind.  Ruby Tuesday is a struggling concept and Applebee’s is lagging Chili’s in terms of technology.  One quote from management that spoke to this point came on 4/23/12 when CEO Doug Brooks, said, “we have made a lot of changes at Chili’s and one of the most significant changes we’ve made is how we look at ourselves.  We’re holding ourselves up to what we call benchmark competitors in the industry today”.


The investment Brinker is making in its Chili’s store base is ongoing and, in speaking with store managers we know that the benefits are far reaching in terms of customer satisfaction and food and labor efficiency.  The full benefit of this turnaround will not be evident until 2013 when the entire Chili’s system has been retro-fitted with the “Kitchen of the Future” format.  McDonald’s transitioning from batch cooking to a continuous cooking process in 2004 was a similarly important milestone for that company’s turnaround, enabling it to better serve its customers while also helping the stores to operate more efficiently.


Chili’s is nearing completion of a strategy that Darden and other casual dining companies would possibly do well to replicate; it has stopped growing and has focused on maximizing the profitability of its existing assets.  Comparing itself to the likes of BJRI, BWLD, PNRA and other concepts will only serve to maintain management’s current focus.


As we near the end of the kitchen remodel program, we expect a ramp up in new product platforms being introduced to the Chili’s customer.  We also anticipate significant implications for the company’s top line momentum as a result.  The question is whether or not Chili’s can go on a three- or four-year run of positive same-store sales.  We think it can.


While McDonald’s and Brinker operate in different segments of the restaurant industry, their respective turnarounds are similar in that they have centered on attacking the middle of the P&L.  With margins approaching 20%, if Chili’s can produce a string of positive same-store sales results, the flow through to the bottom line will be substantial.


EAT - STRAIGHT UP THE MIDDLE - eat mcd turnaround





Chili’s offering steak obviously pits the company against the likes of Texas Roadhouse and Outback Steakhouse.  Technological improvements in the Chili’s kitchen have allowed the company to add platforms, like steak, to its menu without adding undue labor to the P&L.  For example, the Impinger oven, which we have seen in action in several Chili’s stores, allows the company to easily produce flat bread and pizza.  We believe that this places BJRI, another new competitor, in Chili’s cross hairs. 


In conclusion, we believe that Chili’s has been executing its turnaround extremely well given the economic circumstances it faces.  One stark dissimilarity between the McDonald’s turnaround and Brinker’s is that the economic backdrop today is a world apart from what it was in 2004.  Our view of the casual dining category is sensitive to the macroeconomic outlook, particularly employment, but for any investors looking to increase exposure to casual dining, we believe that EAT will outperform over the longer term.



Howard Penney

Managing Director


Rory Green






HedgeyeRetail: Chart of the Day

Personal income ticks down materially in conjunction with a weak jobs report. But personal consumption does not. Instead, the personal savings rate (down 40bps to 3.4% -- the lowest rate since 8/08) acted as a buffer and allowed Americans to execute on its most consistent behavioral pattern – spend regardless of changes in the day to day Macro climate. This story does not have a pretty ending.


 HedgeyeRetail: Chart of the Day  - Piggy bank chart of the day

VRA: Q1 Report Card




The irony with VRA is that positives actually outweighed the negatives with this print – albeit modestly – and the stock is still down 10%. Apparently short interest as a percent of float at 47% was not a factor. Our long-term (which is evolving into intermediate term -- i.e. reality) concerns remain 100% in tact, and there was little in the quarter that we heard to change that. Consider the following:


On the plus side…

  1. The print came in ahead of our expectations. It was driven by costs, some of which was timing-related, some was not. Nonetheless, not what we will pay up for in looking at a name like VRA. A beat, yes. But not a clean one.
  2. The company is accelerating door growth at Dillard’s by nearly 2x. Initial plans were to add another 60 doors this year. VRA opened 41 new doors in Q1 alone and increased its plan to add 110 new doors (175 in total).
  3. In addition, VRA announced its second department store partnership with the mid-west chain Von Maur. With 27 stores, it’s not exactly a national retailer with incremental door expansion opportunity, but a net positive and vote of confidence from the department store channel and incremental boost to Indirect revenues.
  4. Inventories look good down -3% with the sales/inventory spread up +7pts to +19%. It turns out that timing artificially boosted this figure due to a ~$7mm push of inventory into 2Q. But even after adjusting for the event, the +12% spread looks good. 

On the negative side…

  1. The company continues to move at a feverish pace to open large wholesale accounts. We still think that the motherload for VRA will be in connecting with JCP for a shop-in shop. That would be a big channel fill/short squeeze event. It would also do wonders for eroding its relationships with 3,400 wholesale customers – and its salesforce that serves them.
  2. Indirect sales were up +1.3% at the low end of management’s guidance.While the growth at DDS is very real and sustainable, we remain concerned about contraction at VRA’s small independent retail account base – a trend that even increased growth in the department store channel will not be able to offset over the intermediate-term.
  3. Comps came in up +4.3% a bit shy of expectations of +4.8% reflecting a continued deceleration in both the 1Yr and 2Yr demand. This is perhaps the most concerning trend as the company looks to aggressively ramp distribution. The underlying demand is not as strong as we’d like to see for a company looking to grow as aggressively as VRA is planning.
  4. A timing shift in marketing spend pushed into Q2 likely added $0.02 in EPS to the quarter. These costs don’t simply go away and the SG&A outlook for Q2 suggests that management is still expecting higher costs through 1H. We expect higher costs to continue due in part to investments made in 2H that we don’t expect to lever until Q4.

We’re not sure if this is a positive or negative, but in an effort to drive demand, the company is starting to enter categories that it thinks make substantially more sense than its foray into rolling luggage – an incremental positive if it can pull it off. While VRA now offers cell phone covers, the more notable addition is its bigger bet in the baby category with an expanded line of bags, throws and comforters to be launched next year. This is a positive change on the margin and could help reinvigorate demand, BUT we’re still a year out from when this product will hit shelves and VRA is not helping scarcity value by accelerating door growth in the meantime. The ultimate key will be to spend the right dollars in the right places, and take on the right licensing partners under the right terms.


All in, we’re shaking out at $0.35 for Q2 and $1.65 and $1.67 in EPS for F13 and F14 respectively 17% below the Street next year (F14). While the company is beginning to expand into categories that make more sense for the brand (i.e. baby), internationally into Japan, and further in the department store channel, we think these efforts are not enough to offset the declining core wholesale business as it becomes cannibalized by VRA’s own retail stores. We think that the best way to ensure success will be to spend behind it, and we’re not convinced that this is happening. Our model has SG&A and capex climbing in 2H and 2013. 


What Drove the Beat?

Top-line sales came in modestly better than expected driven primarily by new store growth and e-commerce coupled with deferred spending resulting in the $0.02 EPS beat of $0.31 vs. $0.29E and our $0.27 estimate.


VRA: Q1 Report Card - VRA S


Outlook: In order to properly measure performance relative to original expectations, we look at management’s Q1 results relative to management guidance as well as any updates to previously provided full year 2013 outlook:


VRA: Q1 Report Card - VRA MgmtOutlook


Highlights from the Call:


  • EPS $0.31
  • Revs +16%
    • +34% rev growth in Direct
    • Opened 5 full price, 1 outlet - new store showing some of strongest new productivity to date
    • Now have 53 full price; 9 outlets
    • E-comm +26%
    • Added 41 DDS locations
    • Expecting some near term revenue headwinds primarily in the indirect channel via the retirement of some carry over patterns

Product Launches:

  • Summer collection has been well received by customers
  • 2 fall releases : 1 in July with back to campus, 1 in August each with 3 styles and expanded assortment
  • Will launch Ribbons for breast cancer awareness in September and a winter collection in October
  • Recently launched cases for I phones currently featured in 100 Verizon stores nationwide in a licensing deal
  • VRA launching new Baby category next year

Indirect: +1.3%

  • Some of specialty retailers impacted by underperformance of carry over patterns which is impacting re order activity
  • Will continue to grow indirect segment through furthering relationship with specialty retailers to grow productivity

Department Stores:

  • Opened additional 41 DDS doors in Q bring current total to 106
  • Plan to accelerate the addition of DDS from 60 to 110 bringing the total to 170+ this year
  • New Partnership with Von Maur with 27 store footprint concentrated in the central US

Continue to be optimistic re long term opportunity in Japan


Direct: +34%

  • Significant growth across all channels
  • 51% of revs in Q1 vs. 44% LY
  • Sales +63% by owned stores
  • +4.3% comp increase
  • e-commerce +26% (19% of sales)
    • Driven by higher traffic and modest increase in conversion
    • Have reduced size and scope of markdowns as the channel shifts to a more full price model
  • Outlet revenues in line with expectations at $11mm

Gross Margin 55.7% in line with LY

  • Reflects higher cotton and labor offset by favorable channel mix

SG&A: deleveraged by 80bps due to F12 infrastructure investments made last year and a shift of marketing spend that will take place in Q2 of this year



  • Inventory: -4%
  • ~$7mm in inventory received in Q2 that was expected in Q1 accounting for 7pt difference inventory growth (would have been +3%)


F2013 Outlook:



Revs $121-$123mm

MSD comp

Indirect revenue growth of LSD as VRA addresses issues of carry over inventory

GM in line with prior year as they work through remainder of high cost cotton

SG&A $48-49

Other income $1.5mm

EPS $0.34-$0.36

Tax 39%

Share count 40.5mm


3Q indirect sales growth expected to be LSD-MSD


Full year:

  • Net revs $535-$540mm
  • Included indirect growth of LSD
  • Expect 2H growth to be LSD-MSD as assortment changes
  • Comps MSD-HSD for the full year
  • GM expect to improve ~90bps for the full year up from previous guidance of 50bps
  • Better visibility in input costs
  • Favorable channel mix
    • EPS $1.68- $1.71
    • 39% tax rate
    • 40.5mm shares


Expected to open 19 stores

Capital spending remains at ~36mm





Revenue Guidance:

  • No expectation for higher churn in the channel
  • Primary reason is the weakness in spring product assortment and its impact on independent retailers working through carry over inventory
  • Reduction reflects reorder size vs initial orders

Back to College Strategy:

  • Optimistic re 2H due to marketing campaigns around back to college
  • Working hand in hand with partners to better understand the brand wide marketing that’s going on to help focus individual store marketing
  • Traditional marketing elements going to all doors

Direct Operating Margins:

  • Primary driver- earlier occupancy on some stores opening earlier expecting 8 stores in Q2, and 5 in Q3
  • Outlet sales - primary promotion is about $11mm welcoming loyal shoppers and moved through older inventory which impacted margins
  • Continue to strike the right balance of pricing in the outlet channel

Monthly Comp Cadence:

  • Nothing particularly dramatic


  • The balance between EOPs and reorders if 50/50 - currently a little heavy in EOP vs reorder but would prefer EOP to be less than 50% of reoders
  • Some retailers have too much inventory and the wrong assortment in stores
  • 25% of retailers dealing with some level of too much inventory or assortment
  • At any given time with 3300 retailers there is always some level of the element in the channel
  • Underperformance of Fall and Winter has increased the impact to some degree
  • Some of the problems stem of independents trying to have every style in every color
  • Reorders: focusing on synching supply and demand to fulfill orders with shorter lead times into the indirect segment.
  • Q1 sales growth negative when excluding DDS stores


  • Originally anticipated $5mm but have not updated guidance given incremental openings
  • Sales/foot productivity in line with direct performance

Von Maur – New Dept. Store Distribution:

  • Launching into all 27 of their stores in conjunction with July release
  • Roughly half of what is currently in Dillard's, not unlike the start at DDS
  • DDS roughly 150 square feet, will start under 100 at Von Maur
  • Von Maur not starting with Bedding but rather core assortment
  • Expecting the GM to be slightly below that of the specialty store but OM essentially the same given the lack of labor cost

Carry Over Patterns:

  • Those launched last July and September which collectively underperformed
  • Patterns challenged the indirect segment
  • Independents have a little too much
  • Working to make sure independents are buying into the top selling patterns

New Store Productivity

  • Have been getting more favorable real estate
  • Focusing on having the right teams to open the store
  • Please with performance of stores that have opened YTD

Inventory Levels:

  • Result of internal efforts to evolve supply chain processes
  • Comfortable with ability grow inventory in line with sales over the long term

Mother Day Performance in Direct Stores:

  • Pleased with Mothers day - in line with expectations

Expansion plans:

  • Goal of expanding into central US
  • Continue to see a lot of data points pointing to the opportunity in the western US
  • A lot of e-commerce traffic growth is coming from the central to west US
  • 4 of top 5 markets of  e-commerce traffic channel growth coming from West and Hawaii

Third Quarter sales Decline

  • For indirect only


  • No major change in ticket
  • Core drivers traffic and conversion

Rolling Luggage category:

  • In line with expectations overall though still a small piece of the business
  • Have recently been brought into DDS and is not quite meeting expectations
  • Have new styles coming out in the Fall that should have positive impact

VRA Baby

  • A historical challenged with new categories has been channel of distribution
  • A number of independent partners are right for the category
  • The real opportunity for baby gifting items are partners like DDS and Von Mar
  • Dillard's showed a favorable response to seeing some of the baby product two weeks ago
  • Will drive excitement and full price selling in the e-commerce channel

DC under Construction

  • Currently all of the channels distributed out of current DC which is at capacity
  • New DC will create capability to serve all of the various channels in a more specialized way