Good day, everyone, and welcome to today’s Singing Machine Announces Third Quarter Earnings Call. At this time, all participants are in a listen-only mode. Later, you’ll have an opportunity to ask questions during the question-and-answer session. [Operator Instructions] Please note, this call may be recorded, and I will be standing by should you need any assistance. It is now my pleasure to turn the conference over to Brendan Hopkins. Please go ahead.

Thank you, Nikki. Thank you, everyone for joining us today. We have a brief Safe Harbor and then we will get started. Except for historical information contained herein, the statements in this conference call are forward-looking statements that are made pursuant to the Safe Harbor provisions of the Private Securities Litigation Reform Act of 1995. Forward-looking statements involve known and unknown risks and uncertainties that may cause our actual results in future periods to differ materially from forecasted results. With that said, I would like to turn the call over to Gary Atkinson, CEO of The Singing Machine.

Thank you, Brendan. Good afternoon, everyone. My name is Gary Atkinson, Chief Executive Officer of The Singing Machine Company. I want to thank you all for taking the time to join our earnings call for our third quarter ended December 31, 2021. Joining me on the call today is Lionel Marquis, Company’s CFO; and Bernardo Melo, VP of Global Sales and Marketing. I’d like to start the call today by saying I couldn’t be more pleased with the results and the effort from the entire team during the 2021 year. As you were all aware, there were many, many supply chain challenges last year. In fact, it was the most disruptive year we have ever experienced from a supply chain perspective. So I’m particularly proud of these results, given the shortage of containers and significant unexpected rise in freight costs that we encountered last year, semiconductor and component shortages that we faced during production and significant port and trucking delays that we faced when we finally built our products and brought them into the states. So with that being said, I’m thrilled to say that despite all of those challenges, we successfully overcame all of those obstacles. During the third quarter ended December 31, we defended and expanded our retail presence, while driving revenue for the quarter up 25% to $21.2 million compared to the same quarter of the prior year. We successfully grew year-to-date revenue for the nine-month period by 6%, now up to $44.7 million. Income from operations for the quarter increased 13% up to $1.7 million. In summary, we not only survived the supply chain challenges of last year, but we thrived. I also have some positive news to share regarding our new recurring music content business. Through our strategic key partnership with the Stingray Group, we…

Thank you, Gary. Good afternoon, everyone. I’d like to cover some key financial highlights for our third quarter ended December 31, 2021, compared to our third quarter ended December 31, 2020. As Gary mentioned earlier, net sales were $21.1 million compared to $17.0 million for the three-month periods ended December 31, 2021, and 2020 respectively. These results represent an increase of $4.2 million or a 24% increase. Net sales for the nine-month period were $44.7 million, compared to $42.3 million an increase of $2.4 million or approximately 6%. As Gary mentioned earlier, despite significant global challenges and delays in transporting goods from China and additional delays extracting goods from the port of LA, our major customers were flexible and extended season of delivery deadlines and that allowed us to continue shipping late into the holiday season and continue to support strong product demand. Vice President of Sales and Marketing will expand on the customer relations issue in his discussion later. Our gross profit for the three month periods with $5.3 million compared to $5.0 million, representing an increase of approximately $300,000. Gross profit for the nine month periods were $10.2 million compared to $11.8 million and that represented an increase of $1.6 million. We experienced a drop in gross profit margin of approximately 500 basis points, primarily due to cost increases in components that had limited supply due to the supply chain disruptions during the global pandemic. As well as significant increases in transportation cost also related to the global supply constraints of 2021. Income from operations for the three-month period were $1.7 million compared to $1.5 million, that was an increase of $200,000. Income from operations for the nine-month period were $2.0 million compared to $3.2 million a decrease of approximately $1.2 million. The company was successful in executing…

Thank you, Lionel. I appreciate the update. At this point of the call, I want to turn it over to Bernardo Melo, our VP of Global Sales and Marketing, who will give us an update on sales. Go ahead, Bernardo.

Thanks, Gary. And thank you all for joining. I’ll continue the same narrative as everyone. I mean, overall our third quarter was strong for The Singing Machine at retail. The category – the karaoke – the Home Karaoke category remained strong a year after a lot of the stimulus pandemic spike that we saw. And in some cases across retailer an increase. So the demand for Home Karaoke is still top of mind for consumers. Our top two discount retailers, as Target had been a years. The Walmart toy department held strong in all three inline items with coverage on all 3,900 stores for those products, remaining top in the game youth electronic category at Walmart. The annual event in Black Friday occurred once again, three weeks prior to the traditional Thanksgiving weekend, which we saw strong sales results with 98% sell through for both .com and in line. Target once again, carried out items in above 1,700 plus stores as part of the legacy electronic. Our two day item, during the holiday was well with almost 100% sell through. And then the rest of the items saw the same strong sell through throughout, even though we had to increase some of the MSRPs. We didn’t see a lag in sales at all in some of those items. And in particular, the party Bluetooth microphone continued strong sales in year two. And now is accounting for about 20% of our overall sales. So that category continues to do well. For our other regional and national stores whether discount or specialty stores, we still saw strong demand going right into holiday. And we were able to fulfil a lot of those orders by having the inventory, even though it might have come in a little bit late. So we were still…

Perfect. Perfect. Thank you, Bernardo. I do believe we have a lot of callers on the line today and I want to be mindful of time. So I think let’s open it up for some Q&A, so we can make sure we can address everyone’s questions.

[Operator Instructions] We’ll take our first question from Eric Nickerson with Third Century. Please go ahead. Your line is open.

Hi guys. Yes, interesting here. You talked a little bit about the inventory situation and you did a message earlier about sell through. I get the – maybe add a little color. Tell me if my impression is correct. On the plus side, we’ve got – we had great sell through during Christmas, so there’s not going to be a lot of returns from retailers. And on the minus side, we’ve got some inventory sitting around because it didn’t arrive in time for Christmas. Lionel said that, we’ll get it all sold this year and it’s all current inventory. But do I have a basically correct impression there? Maybe you can add some color.

Yes. That’s a great question. Thanks. Thanks, Eric. I appreciate that. I know Lionel touched on it a little bit in his statements earlier about inventory. We did end up with more inventory than we typically like to coming out of the holiday season, but the reason for that I think was pretty clear, the Port of LA was having significant delays and backlog in terms of processing vessels and containers. So we ended up taking in a lot of inventory late that we just simply was no time to move. So we do have we do have good inventory. All of the inventories that we have is it’s active items, they’re all – it’s good product that we currently ship to all of our customers. And I think the nice silver lining to this is if supply chain challenges continue through this year and we believe they will. We have inventory that’s good. That’s already in our warehouse ready to go. So maybe Lionel or Bernardo, if you guys have any extra color you want to add to it?

Yes. And I think one of the key things on that is, normally you’ll like to have sell thorughs in like the 85%, because that means that you stock the retail and you planned it correctly. We had some sell throughs in the 98% to 100%. And if we would’ve even added some additional inventory in time that means that we left some additional sales on the two table, which bodes wells for us. And like Gary said the inventory’s good, so we’ve already gotten some early commitments on, on some of that inventory and we feel real confident in moving that through 2022.

Okay. Yes, I guess, I have basically the right impression then. You mentioned the supply chain this year, the ships are still backed up at Long Beach, they’re still there. And I think Brendan mentioned a while back, you’d considering maybe reducing the size of the product so that we could ship more stuff in a container and maybe cut our shipping costs. Shipping costs are really – I guess they’re going to stay high this year. Don’t you think? How do you see the supply chain going forward?

So we’re seeing pretty much the same, the status quo on supply chain. We’re still seeing container costs that remain high, maybe not as high as the peak of last. They’re still hovering right around that sort of $15,000 for a 40 foot container. So we’re not expecting supply chain to just magically ease up for this year. But the way we’re approaching it is now we have advanced knowledge of it. So we’re building, I know Bernardo and the sales team, they’re aggressively building in those increased transportation costs into our new programs for 2022. And the other initiative that Bernardo’s hard to work on is we’re actually trying to transition a lot of our customers over to an FOB China program. And so what that means is our customers will actually take possession of the inventory from the port in China. So that way we don’t...

Walmart do, don’t they?

Yes. Walmart does that currently now. They’ve been one of the biggest in terms of – because Walmart, they have the best global supply chain of probably any company in the world. So they’re in a much better position to deal with increased freight costs and containers, and they’re just better at it than we are. And we think our other customers are also better at it and they can pass along those cost savings to their customers. So we’re using that to go in and renegotiate some of our programs and just try to push that risk back off onto the retailers to deal with those supply chain challenges.

Yes. And Eric just to add a little bit on that. It’s a well known world issue and with our partnerships in our retailers, we’ve been full transparent saying, hey, we’re quoting future programs based on X price of containers. And they’ve been made aware of it from the get go. So it’s something that that’s been talked about. It’s something that, that we are including in future quotations. And like Gary said, we’re trying to mitigate some of those issues by also switching some of the programs from a domestic to a direct input.

Yes, that’ll help. Okay. I got some more stuff, but I’ll slip back in the queue here, unless somebody else have a chance. Thank you.

Thanks, Eric.

[Operator Instructions] We will move next with Jordan, Private Investor. Please go ahead. Your line is open.

Thank you. Hi. What is the major strength of your product compared to the product from your competitors? Why I want to buy your product? And then second question is the manufacturing in China, right, in case, supply chain problem becomes still more serious or China use a relationship or continue work, do you have on alternative place to input the your product?

I could take the first one, Gary, maybe you could handle the second one.

Okay, sure.

And that’s a great question about the products, we’re celebrating our 40-year this year in business. We are – we’ve been around since 1982 and we’re the leader, I mean, 90% – 99% or 100% of our business is karaoke. So we tend to lead with technology. Our products are mostly true karaoke products, which is the true karaoke experience of having the product synchronized well with the onscreen lyrics. So you’re – we’re not just a single long per – single long solution, which is what most of the competitors are doing. We are a true karaoke solution. With our partnership with Stingray, we offer an end-to-end solution with that, that works well with machine and app and music, and we – like I said, we just tend to have better quality, pay attention more to the products and that’s why the retailers really rely on us to drive this category forward. And I’ll pass on the second half to Gary to talk about manufacturing.

Hi Jordan, so if I understood the second part of your question, right, I think you’re asking supply chain and what happens if it gets worse?

Yes.

Were you referring to manufacturing or just to transportation and ports?

Both, both.

Both, okay.

In case the China less U.S. relation it become worse and both supply chain. Yes.

Yes. So we remain committed to looking at supply chain from a global perspective. So we’re – we’ve looked and investigated at working with other contract manufacturers based outside of China. So we’ve looked at Thailand, we’ve looked at Malaysia, we’ve looked at a few other South Asian countries, particularly when the trade war was going on with China. So we’ve got some relationships that we could leverage if we needed to if the supply chain situation gets significantly worse. I think the challenge though is that most of the components that go into our product, they all come right out of China. Lot of the manufacturing of the PCBA boards, the wood, the plastic inject, and a lot of other related components, they all stem from China. So even buying goods from let’s say Thailand or Malaysia, they’re still sourcing those components from China. So that’s been the challenge trying to diversify our supply chain away. But we do have relationships if we need to where we could divert some of our manufacturing to other countries. And we’ve also looked into if supply chain continues to worsen, we know that there’s a dock worker union out in the port of LA, and we know that context coming up here in the summer of 2022. So we’re looking now and investigating different ports to bring our products into, just to ensure that if these problems continue to worsen, at least we’ll have a plan B and a plan C in case it gets to that. So hopefully that, that, that answers your question.

Yes. Thank you so much.

Thank you.

We will move next with Mike Schellinger with MicroCapClub. Please go ahead.

Hello. Given the supply chain issues to what extent do you have sales that shifted from fiscal Q3 to fiscal Q4?

Fiscal Q3, so our – so the quarter that we just announced this morning, we had not a lot, I don’t think right. Bernardo, I mean, we’ve – we were able to capture.

We saw some of our direct import switch over from Q2 to Q3 that, it – that number wasn’t too significant. Our Q3 numbers domestically was because there was an increased demand and we were shipping domestic later than usual. Usually, we try close most of our domestic shipments into the clubs and into the stores to hit the DCs in November, because of all the traffic that’s going into. This year we saw some strong demands and we extended that into December week two, December week three in some instances. So that’s where some of the increases happened. And some of the stuff that came in domestically for us, we still supplemented our direct import business with domestic extra demand stuff. So yes, it was a combination of two, but it was that retailers accepted this year for us to break that normal mode of second week of November into December week two and week three due to some of those unexpected and high demand.

Okay. Thank you.

We will move next with Eric Nickerson with Third Century. Please go ahead.

Yes, I guess I’m back. All right. So I guess, there’s a big project a foot here to a place to our shares from the OTCQX market to NASDAQ. Can you tell me how that’s going? Is that on track or what can you tell us about that?

Yes, sure. I’d be happy to answer that for you, Eric. So I need to be a bit careful. We can’t talk about NASDAQ, but what I can say is that we are working on up listing from the OTC up onto a national exchange and that project continues to move forward. So we’ve submitted an application to one of the national exchanges already, and we’re in pretty regular communication with their team. It’s our belief. We think we meet all requirements right now for an uplisting, with the exception of our stock price, obviously. And also the total number of shareholders we need to have at least I think 300 round off shareholders for an uplist. So in terms of how we’ve responded to those challenges, we’ve – during our last annual meeting, we successfully receive support from shareholders to do a reverse stock split. So that way we can meet the share requirement, if we do get successfully uplisted. And also we’ve engaged with probably one of the best law firms in the country when it comes to handling uplist. So we think we’re going to be able to successfully resolve any and all deficiencies right now in the application. And we think we’re in an excellent position to move forward with a pretty timely and efficient uplisting onto one of those national exchanges. So we’re excited about this, because we think it has great potential to unlock a lot of shareholder value. OTC is a – it’s a fine exchange, but I think most people would agree that it’s not a national exchange, like a NASDAQ and NYSE. So we think it’s going to be a great event for the company.

Okay. Yes, it’s good enough. Thanks very much. I’m done.

Great. Thanks, Eric.

[Operator Instructions] Your next question from Kritik Gupta, Private Investor. Please go ahead.

Hi. I’m invested in Singing Machine for last four months. Recently, I saw one of the electric vehicle company Tesla, basically announcing the karaoke for the car. Any plans you have to work with the other automotive companies like General Motors or Ford or Toyota to co-brand your karaoke systems and sell it like with them.

That’s a great observation. I’m glad you brought that up. We obviously saw that news the day it came out Tesla making that announcement. And to be clear, so Tesla announced just for the China market that they are going to be releasing in car microphones that work with their karaoke entertainment system. So we know we work with Stingray. Stingray is the company that powers Tesla’s karaoke content in the car. So we already have that great strategic relationship with Stingray. And I guess, I can say right now, we’re pushing towards trying to establish that relationship with Tesla. We obviously were the first to move with the Carpool Karaoke microphones that we launched. So we know the space. We know – we’re seeing the growth in the in-car karaoke entertainment category, and we think it’s a vibrant category to continue to be in. And we think it makes perfect sense, we’re – we see that karaoke dreams are very, very popular inside of automobiles. And we think we have the right relations already in place to take advantage of it and we already know the category. So I think I mean, it’s nothing that’s been ironed out yet, but I think we make a good partner for this category and we definitely want to be in it.

Thank you.

[Operator Instructions] And we show no further questions over the phone at this time.

Okay. Well, thank you very much everybody. We certainly appreciate all the spirited questions today and appreciate everyone taking time out of their busy days to get an update on our third quarter fiscal – third fiscal quarter updates. And we look forward to sharing new developments and new progress as we close out the fiscal year end. So we’ll look forward to talking to everybody soon. Thank you everybody. Take care. Have a great day.

Yes. Thank you. Bye-bye.