Lands' End Inc · NASDAQ:LE
Lands' End — Investor Presentation (January 2023)
17 slides from Lands' End's investor presentation, Jan 9, 2023
Slide 1: Investor Presentation
JANUARY 6260623 Investor Presentation
Slide 2: Forward-looking statements
2 This presentation contains forward - looking statements that involve risks and uncertainties, including statements regarding the C ompany’s opportunities for growth and value creation, ability to build, positioning for long long - term success, focus on growing and retaining its customer base, abi
Slide 3: Key Investment Highlights
Lands’ End is an iconic American brand with two profitable, digitally - enabled e - commerce businesses, deep customer relationships and many opportunities for growth and value creation. Key Investment Highlights We have a tremendously loyal customer base with an average tenure of more than 18 years
Slide 4: Our Brand
4 Our Brand Every day comfort OUR PURPOSE An American family lifestyle brand. Inspired by life lived with purpose. OUR POSITIONING Timeless Quality. Products with Purpose. Trusted Service. Family Spirit. OUR CORE VALUES Product innovation. Direct Merchant value. Functionally Superior. Inspired by a
Slide 5: Our Competitive Advantages
5 Own the vacation #1 Online Retaile6r in women’s swim. #2 Online Retaile6r in total swim. Source: NPD 12 months through October 31, 2022 Own the weather We o6f6fe6r a 366rnc~f5 day oute6rwea6r collection 6featu6ring all - weathe6r p6rotection, wa6rm/wa6rme6r/wa6rmest designations, and indust6ry - l
Slide 6: Focused on Three Strategic Pillars
6 As we embark on the next phase of our strategy, we aim to capitalize on our strengths, simplify our approach and drive profitability. Ou6r m e6rchandising st6rategy is 6focused on growing key items, categories and franchises: We lead with a d igitally - native cultu6re and app6roach. Product Digit
Slide 7: Our Business
7 Women 31% Men 16% Swim 19% Kids 4 % Home 9 % Outerwear 14 % Footwear & Accessories 7 % We m eet our customers where they are and serve the whole family. US eCommerce 63% Retail 3 % Outfitters 16% Third Party 5 % Kohl’s, Amazon and others International eCommerce 14 % Our Business US eCommerce Produ
Slide 8: Lands' End Outfitters provides opportunity to reach new customers
Lands’ End Outfitters provides a compelling opportunity to reach new customers. 4,500 schools cu6r6rently pa6rtne6ring with Lands’ End ac6ross the US. ~ 12% o6f US p6rivate school ma6rket. Full 6range o6f school uni6fo6rm items available. Collabo6rating with la6rge businesses to delive6r high qualit
Slide 9: We Know our Customers
Our existing customers are extremely valuable to Lands’ End. Our new customers and prospects have high potential. 81% female Average age 59 College educated More affluent Married and more likely to have children at home Household income +209% vs. US population Existing customers spend +100% more in
Slide 10: We Know How to Meet Her and Keep Her
Lands’ End shows up when the customer is ready to buy. New customers are primarily acquired via search channels. We retain her with relevant contacts such as catalogs and connected digital campaigns. Social is increasingly important to all customer segments at all points in the funnel. 10 90% of our
Slide 11: Continued Digital Innovation
Continued Digital Innovation 11 ü Target gross profit optimization through continued build - out of Dynamic Promo. ü Drive cross - category shopping by interpretation of “next product to buy.” ü Integration of SKU optimization, demand forecasting and promotion planning. Artificial Intelligence & Mac
Slide 12: Outlook: driving brand expansion and profitability
Expanding on third party online marketplaces: Kohls.com , Amazon, Walmart.com and Target.com .. 75% of customers reached through these partners are new to brand or reacquired after 5+ years. Pursuing international growth opportunities and licensing of non - core product offerings to accelerate brand
Slide 13: Global Customer File
Global Customer File Our active customer file reached a record high in 2021 as customers came back to re - buy from categories such as swim, knits and outerwear. 4.3M Existing 1.1M New to Brand 5.4M Total 6260166 4.6M Existing 1.3M New to Brand 5.9M Total 626017 4.8M Existing 1.4M New to Brand 6.2M
Slide 14: Financial Profile
14 FY 626017 FY 626019 FY 6260621 TTM* $1.41B Total $171M Retail $259M Outfitters $179M International eCommerce $798M US eCommerce $1.64B Total $47M Retail $87M Third Party $254M Outfitters $222M International eCommerce $1.03B US eCommerce $1.58B Total $48M Retail $116M Third Party $267M Outfitters
Slide 15: Key Investment Highlights
Lands’ End is an iconic American brand with two profitable, digitally - enabled e - commerce businesses, deep customer relationships and many opportunities for growth and value creation. Key Investment Highlights We have a tremendously loyal customer base with an average tenure of more than 18 years
Slide 16: Appendix
APPENDIX
Slide 17: Reconciliation of Non-GAAP Measures
17 Reconciliation of Non - GAAP Measures (in millions) FY 2017 FY 2019 FY 2021 TTM* Net Income/ (loss) $28.2 $19.3 $33.4 $(2.1) Taxes (27.7) 2.1 12.6 (4.4) Interest 25.9 26.0 34.4 36.0 Depreciation 24.9 31.1 39.2 38.9 Other Adjustments 7.0 (0.6) 1.3 5.2 Adjusted EBITDA $58.3 $77.9 $120.9 $73.6 * TTM