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Gaia, Inc. (GAIA)

Q4 2015 Earnings Call· Tue, Mar 15, 2016

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Transcript

Operator

Operator

Good afternoon, everyone, and thank you for participating in today's conference call to discuss Gaiam's Financial Results for the Fourth Quarter and Full Year ended December 31, 2015. Joining us today are Gaiam's Chairman, Jirka Rysavy; CEO, Lynn Powers; and CFO, Steve Thomas. Following the prepared remarks, we will open the call for your questions. Before we get started, however, I would like to take a minute to read the Safe Harbor language. The following constitutes the Safe Harbor statement of the Private Securities Litigation Reform Act of 1995. Except for historic information contained herein, the matters discussed in this call today are forward-looking statements and involve risks and uncertainties, including, but not limited to, general business conditions, integration of acquisitions, timely development of new business, impact of competition and other risk details from time-to-time as described in the SEC reports. The risks and uncertainties associated with the forward-looking statements are described in today's announcement and in the company’s filings with the Securities and Exchange Commission, including the company's reports on Form 10-K and Form 10-Q. Gaiam assumes no obligation to publicly update or revise any forward-looking statements. Today's call, taking place on March 15, 2016, includes non-GAAP financial measures within the meaning of SEC Regulation G. When required, a reconciliation of all non-GAAP financial measures to the most directly comparable financial measures calculated and presented in accordance with GAAP can be found in today's press release, as well as the company's website. I would like to remind everyone that this call will be available for replay through March 29, 2016 starting at 8:00 PM Eastern Time tonight. With that, I would like to now turn the call over to Gaiam's Chairman, Jirka Rysavy. Please go ahead.

Jirka Rysavy

Management

Thank you, and good afternoon, everyone. Revenue increased 5% to $57.9 million for the quarter and 13% to $188 million for the year. Excluding the planned reduction in catalog sales revenue was up 10% for the quarter and 19% for the year. Revenue from Gaia increased 35% for the quarter and 36% for the year. While a reduction in catalog sales hit our reported revenue by $7.6 million, it improved our operating income for $3.5 million. Income from operations for 2015 increased $9.3 million and cash flow from operations for the year improved $17.1 million. At December 31, cash was $13.8 million. Note that we continue to expand our brand store-within-a-store program adding about a 1,000 new doors in fourth quarter including a launch of 600 doors in Bed, Bath & Beyond to reach 19,000 store-within-a-store at the end of the year. Gaiam TV finalized its accelerated name change and rebranding to Gaia during the fourth quarter, instead of planned second quarter in 2016. The website changed to this new branding design and url to gaia.com. During the fourth quarter Gaia also finished implementing close captioning of these titles and launched its service on Amazon in early December. We expect the Gaia subscriber growth rate to increase meaningfully in this coming year. Since the beginning of 2016 subscriber number increased at 90% annual rate to current 155,000 paying members. We believe this market has significant and growing tailwinds. According to 2015 study completed by [Bespoke], streaming is far and away the preferred method for watching films, 48% of [indiscernible] prefer streaming more than double those prefer cable or satellite as well as DVD. 90% of Gaia content is available worldwide and 93% of content exclusive for streaming on Gaia. Gaia is positioned as a complementary to the entertainment dependent large…

Steve Thomas

Management

Thanks, Jirka, and good afternoon everyone. A quick reminder we updated our segment reporting in the fourth quarter of 2014. Our reported segments are Gaiam Brand and Gaia formerly Gaia TV. The Gaiam Brand segment includes all of our yoga, fitness and wellness products including media that are distributed through our retail partners and websites plus our eco travel service. The Gaia segment includes our global, digital video subscription service. All figures discussed today reflect our continuing operations from these business units. Beginning with the income statement, net revenue for the fourth quarter increased 5% from $55.4 million to $57.9 million. Net revenue for the year increased 13% to $188 million compared to $166.7 million in 2014. Gaiam Brand's net revenue for the year increased 11% to $174.6 million driven by the continued success of our apparel line with Kohl's. These revenues were partially offset by our successful transition away from catalog advertising in 2015 which impacted revenues by approximately $7.6 million for the year. Excluding these sales Gaiam Brand net revenue increased 18% in 2015. We also made the strategic decision to phase out third party products that we were selling to a top customer. The decision impacted the fourth quarter by $1.1 million and the total $1.8 million for the year. The year and fourth quarter were also impacted by a top five customer that recently filed under Chapter 11. Their problems leading up to this event were evident in our fourth quarter as year-over-year sales with this customer were down nearly 40% or $800,000 as orders were trimmed in advance of the filing. Gaia net revenue increased 36% from $9.9 million in 2014 to $15.5 million in 2015. Gross profit in the fourth quarter increased 10% to $27.5 million compared to $25 million in the year ago…

Lynn Powers

Management

Thanks, Steve. We continue to execute our vision to make yoga, fitness and wellness accessible to everyone. Now I'd like to give you some color on the quarter and the 2015 sales results. Our top line performance for the quarter includes double-digit comp sales growth at our top 25 customers excluding our largest account. Excluding the planned catalog declines, Gaiam Brand sales grew by 9% in the fourth quarter. Additionally we added Bed, Bath & Beyond as a key retail partner in the quarter and early results have been strong. This brings our total store-within-a-store presence to 19,000 doors, a 12% increase over this time last year. For the year we improved cash flow by over $17 million and Gaiam Brand revenues grew 18% excluding the planned $7.6 million decrease in catalog sales. Gaiam Brand contribution margin improved 106% from 2014 to 2015, showing the success of the business model. We are proud of our 2015 results, which includes several wins on our key initiatives. Number one, our largest customer will be doubling the square footage allocated to yoga products in 2016 across the majority of their doors and we are proud to say they have chosen to expand their partnership with Gaiam with this incremental shelf space. We have developed an exclusive good-better-best product strategy for them that launched in late February. Second, we improved profitability in the direct consumer business by $3.5 million. At the same time we invested in the business by redesigning our SPRI and Gaiam websites to be mobile first and deliver an exceptional brand experience. Now that those major transitions are complete we are focusing on growing consumer engagement through storytelling as well as social and mobile marketing. With the acquisition of Yoga Studio the leading paid yoga app for Apple, mobile, and tablet…

Operator

Operator

Thank you. [Operator Instructions]. We'll go to Chris Krueger with Lake Street Capital Markets first.

Chris Krueger

Analyst

I know you guys said that you had a 1,000 new doors in the fourth quarter including 600 at Bed Bath & Beyond. You are trying to do roughly 2,000 for the full year. Can you tell us what the other chains were, is it primarily Kohl's or what are some of the larger drivers of that?

Lynn Powers

Management

Yes. So it's primarily Kohl's.

Chris Krueger

Analyst

And going forward into 2016 do you have kind of a pipeline for expectations of continued new chains to enter?

Lynn Powers

Management

Correct. We really believe that the new wellbeing line which will -- belongs really in pharmacy and groceries has huge opportunity to grow to be probably one of our larger contributors to new store-within-a-store growth.

Chris Krueger

Analyst

At Walgreens have you been testing out a certain number of stores recently or how many doors are you in there?

Lynn Powers

Management

We are working with them right now on a test of approximately 30 doors and Rite Aid for considerably more than that. We are adding 100 doors in Macy's for store-within-a-store which launches in late 2016.

Chris Krueger

Analyst

And now that we are -- we have got two weeks to go in the first quarter, top line growth trends how do that compare to the fourth so far? Can you read into that?

Jirka Rysavy

Management

We really don’t want to comment on the first quarter yet, but I kind of said that TV that grew like 90% annualized growth rate, but I don’t think we even did grow in the first quarter too much right now.

Chris Krueger

Analyst

Can you repeat the subscriber count for Gaia TV?

Jirka Rysavy

Management

It went from like 135,000 -- 136,000 to 155,000 which is right now.

Chris Krueger

Analyst

155 okay. And is that somewhere near the third quarter as far as breakeven for that business?

Jirka Rysavy

Management

No. If you breakeven you can grow like 20% to 30%. Anything over that did, it's investing into the new customers, because we don't capitalize the customer so all the hits from the market [subtract]. So it -- too much anything over like that 20% to 30% would take from the P&L.

Chris Krueger

Analyst

All right. That's all I got. Thanks.

Lynn Powers

Management

Thank you.

Jirka Rysavy

Management

Thank you.

Operator

Operator

And with no additional questions I'd like to turn the conference back over to management.

Jirka Rysavy

Management

Thank you very much. We are planning to do our first quarter call somewhere early May. Thank you very much.