• | Net sales increased to $67.97 million for Q3 2014 compared to $61.72 million for Q3 2013. Our Q3 2014 net sales consisted of online sales, representing 91.4% of the total (compared to 90.1% in Q3 2013), and offline sales, representing 8.6% of the total (compared to 9.9% in Q3 2013). The net sales increase was primarily due to an increase of $6.51 million, or 11.7%, in online sales. The sales channels growth is the result of a $2.94 million, or 6.7%, increase in our e-commerce sales channels and a $3.37 million, or 30.8%, increase in our online marketplaces. The $2.94 million increase in our e-commerce sales channels was driven by a 17.6% increase in conversion partially offset by a 9.0% decrease in traffic and 0.9% decline in average order value. The $3.37 million increase in our online marketplaces was driven by a 29.3% increase in orders. |
• | Gross profit increased by $0.51 million, or 2.8%, in Q3 2014 compared to Q3 2013. Gross margin rate decreased 1.9% to 27.1% in Q3 2014 compared to 29.0% in Q3 2013 was primarily due to our competitive pricing strategies for our private label and branded product which drove strong sales growth. |
• | Marketing expense was $10.28 million, or 15.1%, of net sales in Q3 2014, up from $9.39 million, or 15.2%, of net sales in Q3 2013. Online advertising expense, which includes catalog costs, was $4.46 million, or 7.2%, of online sales for Q3 2014, compared to $4.00 million, or 7.2%, of online sales for Q3 2013. The increase in online spend of 11.5% for Q3 2014 compared to Q3 2013 was due to greater spend across commercial and search engine websites which resulted in higher sales. Marketing expense, excluding online advertising, was $5.82 million, or 8.6%, of net sales for Q3 2014, compared to $5.39 million, or 8.7%, of net sales for Q3 2013. The increase was primarily due to higher labor costs of $0.35 million. |
• | General and administrative expense was $3.76 million, or 5.5%, of net sales in Q3 2014, down from $4.26 million, or 6.9%, of net sales in Q3 2013. The decrease of $0.50 million, or 11.7%, for Q3 2014 compared to Q3 2013, was primarily due to lower overhead, wages, and depreciation and amortization expense. |
• | Fulfillment expense was $5.26 million, or 7.7%, of net sales in Q3 2014 compared to $4.22 million, or 6.8%, of net sales in Q3 2013. The increase of $1.04 million was primarily due to increased variable wages related to a higher volume of inventory receipts as the Company built-up inventory levels to accommodate continued revenue growth. |
• | Technology expense was flat in Q3 2014 compared to Q3 2013. Technology expense was $1.23 million, or 1.8%, of net sales in Q3 2014, compared to $1.20 million, or 2.0%, of net sales in Q3 2013. |
• | Capital expenditures for Q3 2014 were $1.26 million compared with $1.86 million in Q3 2013. |
• | Cash and cash equivalents and investments were $1.29 million and total debt under our revolver was $10.87 million as of September 27, 2014 compared to $1.19 million and $8.30 million as of September 28, 2013. |
Q3 2014 | Q3 2013 | Q2 2014 | Q1 2014 | ||||||||||||
Conversion Rate 1 | 1.67 | % | 1.42 | % | 1.76 | % | 1.61 | % | |||||||
Customer Acquisition Cost 1 | $ | 7.14 | $ | 7.45 | $ | 7.11 | $ | 6.96 | |||||||
Marketing Spend (% Online Sales) 1 | 7.2 | % | 7.2 | % | 7.1 | % | 7.2 | % | |||||||
Unique Visitors (millions) 1 | 29.4 | 32.3 | 30.8 | 30.3 | |||||||||||
Number of Orders - E-commerce only (thousands) | 491 | 459 | 541 | 488 | |||||||||||
Number of Orders - Online Marketplace (thousands) | 243 | 188 | 291 | 264 | |||||||||||
Total Number of Internet Orders (thousands) | 734 | 647 | 832 | 752 | |||||||||||
Revenue Capture (% Sales) 2 | 83.9 | % | 83.2 | % | 85.6 | % | 84.9 | % | |||||||
Average Order Value - E-commerce only | $ | 113 | $ | 114 | $ | 113 | $ | 107 | |||||||
Average Order Value - Online Marketplace | $ | 65 | $ | 65 | $ | 64 | $ | 65 | |||||||
Average Order Value - Total Internet Orders | $ | 97 | $ | 100 | $ | 96 | $ | 92 |
1 | Excludes online marketplaces and media properties (e.g. AutoMD). |
2 | Revenue capture is the amount of actual dollars retained after taking into consideration returns, credit card declines and product fulfillment and excludes online marketplaces and media properties (e.g. AutoMD). |
Thirteen Weeks Ended | Thirty-Nine Weeks Ended | ||||||||||||||
September 27, 2014 | September 28, 2013 | September 27, 2014 | September 28, 2013 | ||||||||||||
Consolidated | |||||||||||||||
Net loss | $ | (2,494 | ) | $ | (1,399 | ) | $ | (4,473 | ) | $ | (14,309 | ) | |||
Interest expense, net | 283 | 285 | 774 | 696 | |||||||||||
Income tax provision | 15 | 1 | 68 | 91 | |||||||||||
Amortization of intangibles | 106 | 86 | 316 | 299 | |||||||||||
Depreciation and amortization | 2,213 | 2,472 | 6,833 | 9,736 | |||||||||||
EBITDA | 123 | 1,445 | 3,518 | (3,487 | ) | ||||||||||
Share-based compensation | 686 | 315 | 1,691 | 1,065 | |||||||||||
Impairment loss on property and equipment | — | — | — | 4,832 | |||||||||||
Impairment loss on intangible assets | — | — | — | 1,245 | |||||||||||
Inventory write-down related to Carson closure | — | — | 478 | — | |||||||||||
Restructuring costs | 410 | — | 1,035 | 723 | |||||||||||
Adjusted EBITDA | $ | 1,219 | $ | 1,760 | $ | 6,722 | $ | 4,378 |
September 27, 2014 | December 28, 2013 | ||||||
ASSETS | |||||||
Current assets: | |||||||
Cash and cash equivalents | $ | 1,255 | $ | 818 | |||
Short-term investments | 39 | 47 | |||||
Accounts receivable, net of allowances of $258 and $213 at September 27, 2014 and December 28, 2013, respectively | 3,958 | 5,029 | |||||
Inventory | 44,816 | 36,986 | |||||
Other current assets | 3,052 | 3,234 | |||||
Total current assets | 53,120 | 46,114 | |||||
Property and equipment, net | 17,321 | 19,663 | |||||
Intangible assets, net | 1,822 | 1,601 | |||||
Other non-current assets | 1,421 | 1,804 | |||||
Total assets | $ | 73,684 | $ | 69,182 | |||
LIABILITIES AND STOCKHOLDERS’ EQUITY | |||||||
Current liabilities: | |||||||
Accounts payable | $ | 21,715 | $ | 19,669 | |||
Accrued expenses | 6,902 | 5,959 | |||||
Revolving loan payable | 10,869 | 6,774 | |||||
Current portion of capital leases payable | 209 | 269 | |||||
Other current liabilities | 3,982 | 3,682 | |||||
Total current liabilities | 43,677 | 36,353 | |||||
Capital leases payable, net of current portion | 9,392 | 9,502 | |||||
Deferred income taxes | 321 | 335 | |||||
Other non-current liabilities | 1,854 | 2,126 | |||||
Total liabilities | 55,244 | 48,316 | |||||
Commitments and contingencies | |||||||
Stockholders’ equity: | |||||||
Series A convertible preferred stock, $0.001 par value; $1.45 per share liquidation value or aggregate of $6,017; 4,150 shares authorized; 4,150 shares issued and outstanding at September 27, 2014 and December 28, 2013 | 4 | 4 | |||||
Common stock, $0.001 par value; 100,000 shares authorized; 33,542 and 33,352 shares issued and outstanding at September 27, 2014 and December 28, 2013, respectively | 34 | 33 | |||||
Additional paid-in-capital | 170,969 | 168,693 | |||||
Common stock dividend distributable | 61 | 60 | |||||
Accumulated other comprehensive income | 395 | 446 | |||||
Accumulated deficit | (153,023 | ) | (148,370 | ) | |||
Total stockholders’ equity | 18,440 | 20,866 | |||||
Total liabilities and stockholders’ equity | $ | 73,684 | $ | 69,182 |
Thirteen Weeks Ended | Thirty-Nine Weeks Ended | ||||||||||||||
September 27, 2014 | September 28, 2013 | September 27, 2014 | September 28, 2013 | ||||||||||||
Net sales | $ | 67,965 | $ | 61,724 | $ | 212,940 | $ | 195,018 | |||||||
Cost of sales (1) | 49,551 | 43,817 | 153,405 | 138,360 | |||||||||||
Gross profit | 18,414 | 17,907 | 59,535 | 56,658 | |||||||||||
Operating expenses: | |||||||||||||||
Marketing | 10,278 | 9,385 | 31,356 | 31,762 | |||||||||||
General and administrative | 3,762 | 4,261 | 12,532 | 13,626 | |||||||||||
Fulfillment | 5,256 | 4,217 | 15,351 | 14,589 | |||||||||||
Technology | 1,228 | 1,204 | 3,640 | 4,035 | |||||||||||
Amortization of intangible assets | 106 | 86 | 316 | 299 | |||||||||||
Impairment loss on property and equipment | — | — | — | 4,832 | |||||||||||
Impairment loss on intangible assets | — | — | — | 1,245 | |||||||||||
Total operating expenses | 20,630 | 19,153 | 63,195 | 70,388 | |||||||||||
Loss from operations | (2,216 | ) | (1,246 | ) | (3,660 | ) | (13,730 | ) | |||||||
Other income (expense): | |||||||||||||||
Other income, net | 24 | 135 | 39 | 214 | |||||||||||
Interest expense | (287 | ) | (287 | ) | (784 | ) | (702 | ) | |||||||
Total other expense, net | (263 | ) | (152 | ) | (745 | ) | (488 | ) | |||||||
Loss before income taxes | (2,479 | ) | (1,398 | ) | (4,405 | ) | (14,218 | ) | |||||||
Income tax provision | 15 | 1 | 68 | 91 | |||||||||||
Net loss | (2,494 | ) | (1,399 | ) | (4,473 | ) | (14,309 | ) | |||||||
Other comprehensive income (loss), net of tax: | |||||||||||||||
Foreign currency translation adjustments | 23 | 6 | 19 | 31 | |||||||||||
Net unrecognized losses on derivative instruments | (48 | ) | — | (70 | ) | — | |||||||||
Unrealized gains on investments | — | 2 | — | 4 | |||||||||||
Total other comprehensive income (loss) | (25 | ) | 8 | (51 | ) | 35 | |||||||||
Comprehensive loss | $ | (2,519 | ) | $ | (1,391 | ) | $ | (4,524 | ) | $ | (14,274 | ) | |||
Basic and diluted net loss per share | $ | (0.08 | ) | $ | (0.04 | ) | $ | (0.14 | ) | $ | (0.44 | ) | |||
Shares used in computation of basic and diluted net loss per share | 33,532 | 33,218 | 33,459 | 32,493 |
(1) | Excludes depreciation and amortization expense which is included in marketing, general and administrative and fulfillment expense. |
Thirty-Nine Weeks Ended | |||||||
September 27, 2014 | September 28, 2013 | ||||||
Operating activities | |||||||
Net loss | $ | (4,473 | ) | $ | (14,309 | ) | |
Adjustments to reconcile net loss to net cash provided by (used in) operating activities: | |||||||
Depreciation and amortization expense | 6,833 | 9,736 | |||||
Amortization of intangible assets | 316 | 299 | |||||
Impairment loss on property and equipment | — | 4,832 | |||||
Impairment loss on intangible assets | — | 1,245 | |||||
Deferred income taxes | 60 | 109 | |||||
Share-based compensation expense | 1,691 | 1,065 | |||||
Stock awards issued for non-employee director service | — | 31 | |||||
Amortization of deferred financing costs | 61 | 61 | |||||
Gain from disposition of assets | (21 | ) | (39 | ) | |||
Changes in operating assets and liabilities: | |||||||
Accounts receivable | 1,071 | 2,536 | |||||
Inventory | (7,830 | ) | 2,550 | ||||
Other current assets | 106 | 475 | |||||
Other non-current assets | (9 | ) | 142 | ||||
Accounts payable and accrued expenses | 2,869 | (10,303 | ) | ||||
Other current liabilities | 227 | (864 | ) | ||||
Other non-current liabilities | (191 | ) | 515 | ||||
Net cash provided by operating activities | 710 | (1,919 | ) | ||||
Investing activities | |||||||
Additions to property and equipment | (4,292 | ) | (6,679 | ) | |||
Proceeds from sale of property and equipment | 27 | 42 | |||||
Cash paid for intangible assets | (200 | ) | — | ||||
Purchases of marketable securities and investments | (746 | ) | (4 | ) | |||
Proceeds from sale of marketable securities and investments | 745 | — | |||||
Purchases of company-owned life insurance | — | (106 | ) | ||||
Net cash used in investing activities | (4,466 | ) | (6,747 | ) | |||
Financing activities | |||||||
Borrowings from revolving loan payable | 14,233 | 16,667 | |||||
Payments made on revolving loan payable | (10,138 | ) | (24,590 | ) | |||
Proceeds from sale leaseback transaction | — | 9,584 | |||||
Proceeds from issuance of Series A convertible preferred stock | — | 6,017 | |||||
Payment of issuance costs from Series A convertible preferred stock | — | (847 | ) | ||||
Proceeds from issuance of common stock | — | 2,235 | |||||
Payment of issuance costs from common stock | — | (223 | ) | ||||
Payments on capital leases | (170 | ) | (126 | ) | |||
Proceeds from exercise of stock options | 265 | 22 | |||||
Net cash provided by financing activities | 4,190 | 8,739 | |||||
Effect of exchange rate changes on cash | 3 | (4 | ) | ||||
Net change in cash and cash equivalents | 437 | 69 | |||||
Cash and cash equivalents, beginning of period | 818 | 1,030 | |||||
Cash and cash equivalents, end of period | $ | 1,255 | $ | 1,099 | |||
Supplemental disclosure of non-cash investing and financing activities: | |||||||
Accrued asset purchases | $ | 801 | $ | 848 | |||
Property acquired under capital lease | — | 322 | |||||
Unrealized gain on investments | 70 | 4 | |||||
Supplemental disclosure of cash flow information: | |||||||
Cash received during the period for income taxes | $ | 34 | $ | 32 | |||
Cash paid during the period for interest | (744 | ) | (628 | ) |