Sleep Number Corp (SNBR) 8-K Earnings Release

MINNEAPOLIS - (October 24, 2018) - Sleep Number Corporation (NASDAQ: SNBR) today reported third quarter 2018 results for the period ended September 29, 2018.

“Our business has gained significant momentum since completing the transition to all Sleep Number 360^®smart beds, including 19% year-over-year sales order growth in the last seven weeks of the third quarter,” said Shelly Ibach, President and CEO of Sleep Number. “The timing of robust sales order growth in the quarter shifted deliveries from the third to the fourth quarter. Double-digit sales order growth has continued into October. We are confident in the performance of our business and reiterate our 2018 full-year EPS guidance midpoint of $1.85.”

Third Quarter Overview


•	Net sales increased 3% to $415 million, with flat comparable sales; one week of deliveries ($24 million) shifted into the fourth quarter due to the timing of accelerated sales order growth; adjusted net sales increased 12% (see page 10: Reconciliation of Non-GAAP Financial Measures tables)


•	Earnings per diluted share (EPS) were $0.52 compared with $0.62 for the prior year; adjusted EPS for the third quarter increased 34% compared to the adjusted prior year EPS (see page 10: Reconciliation of Non-GAAP Financial Measures tables)

Capital Deployment Review


•	Generated $134 million in net cash from operating activities year-to-date while investing $34 million in capital expenditures and returning $195 million to shareholders through share repurchases


•	Ended the quarter with a $165 million net liquidity cushion against our credit facility compared with $183 million at the end of the prior year’s third quarter (excluding approximately $3 million letters of credit from both periods)


•	Return on invested capital (ROIC) was 13.7% for the trailing twelve-month period compared with our high single-digit weighted average cost of capital

Financial Outlook

The company reiterates the midpoint of its previous 2018 earnings outlook of $1.85 per diluted share. The outlook assumes mid-single-digit sales growth for 2018. The company anticipates 2018 capital expenditures to be approximately $50 million.

Conference Call Information

Management will host its regularly scheduled conference call to discuss the company’s results at 5 p.m. EDT (4 p.m. CDT; 2 p.m. PDT) today. To listen to the call, please dial 800-593-9959 (international participants dial 517-308-9340) and reference the passcode “Sleep.” To access the webcast, please visit the investor relations area of the Sleep Number website at http://www.sleepnumber.com/eng/aboutus/InvestorRelations.cfm. The webcast replay will remain available for approximately 60 days.

Sleep Number Announces Third-quarter 2018 Results – Page 2 of 10

About Sleep Number Corporation

As the leader in sleep innovation, Sleep Number Corporation delivers the best quality sleep through effortless, adjustable comfort and biometric sleep tracking. Sleep Number’s proprietary SleepIQ^® technology platform -- one of the most comprehensive databases of biometric consumer sleep data - is proving the connection between sleep and wellbeing. With breakthrough innovations such as the revolutionary Sleep Number 360^®smart bed, Sleep Number is redefining the future of sleep and shaping the future of health and wellness. To experience better quality sleep, visit one of the over 560 Sleep Number® stores located in all 50 states or SleepNumber.com. For additional information, visit our newsroom and investor relations site.

Forward-looking Statements

Statements used in this news release relating to future plans, events, financial results or performance are forward-looking statements subject to certain risks and uncertainties including, among others, such factors as current and future general and industry economic trends and consumer confidence; the effectiveness of our marketing messages; the efficiency of our advertising and promotional efforts; our ability to execute our company-controlled distribution strategy; our ability to achieve and maintain acceptable levels of product and service quality, and acceptable product return and warranty claims rates; our ability to continue to improve and expand our product line; consumer acceptance of our products, product quality, innovation and brand image; industry competition, the emergence of additional competitive products, and the adequacy of our intellectual property rights to protect our products and brand from competitive or infringing activities; availability of attractive and cost-effective consumer credit options; pending and unforeseen litigation and the potential for adverse publicity associated with litigation; our “just-in-time” manufacturing processes with minimal levels of inventory, which may leave us vulnerable to shortages in supply; our dependence on significant suppliers and our ability to maintain relationships with key suppliers, including several sole-source suppliers; the vulnerability of key suppliers to recessionary pressures, labor negotiations, liquidity concerns or other factors; rising commodity costs and other inflationary pressures; risks inherent in global sourcing activities; risks of disruption in the operation of either of our two primary manufacturing facilities; increasing government regulations, which have added or may add cost pressures and process changes to ensure compliance; the adequacy of our management information systems to meet the evolving needs of our business and to protect sensitive data from potential cyber threats; the costs, distractions and potential disruptions to our business related to upgrading our management information systems; our ability to attract, retain and motivate qualified management, executive and other key employees, including qualified retail sales professionals and managers; and uncertainties arising from global events, such as terrorist attacks, political unrest or a pandemic outbreak, or the threat of such events. Additional information concerning these and other risks and uncertainties is contained in the company’s filings with the Securities and Exchange Commission (SEC), including the Annual Report on Form 10-K, and other periodic reports filed with the SEC. The company has no obligation to publicly update or revise any of the forward-looking statements in this news release.

# # #

Investor Contact: Dave Schwantes; (763) 551-7498; investorrelations@sleepnumber.com

Sleep Number Announces Third-quarter 2018 Results – Page 3 of 10

SLEEP NUMBER CORPORATION

AND SUBSIDIARIES

Consolidated Statements of Operations

(unaudited – in thousands, except per share amounts)



	Three Months Ended
	September 29, 2018		% of Net Sales		September 30, 2017		% of Net Sales

Net sales	$	414,779	100.0	%	$	402,646	100.0	%
Cost of sales	164,262		39.6	%	149,181		37.1	%
Gross profit	250,517		60.4	%	253,465		62.9	%

Operating expenses:
Sales and marketing	188,458		45.4	%	174,800		43.4	%
General and administrative	29,385		7.1	%	32,645		8.1	%
Research and development	7,353		1.8	%	6,991		1.7	%
Total operating expenses	225,196		54.3	%	214,436		53.3	%
Operating income	25,321		6.1	%	39,029		9.7	%
Other expense, net	1,836		0.4	%	248		0.1	%
Income before income taxes	23,485		5.7	%	38,781		9.6	%
Income tax expense	5,228		1.3	%	13,178		3.3	%
Net income	$	18,257	4.4	%	$	25,603	6.4	%

Net income per share – basic	$	0.53			$	0.63

Net income per share – diluted	$	0.52			$	0.62

Reconciliation of weighted-average shares outstanding:
Basic weighted-average shares outstanding	34,231				40,755
Dilutive effect of stock-based awards	808				760
Diluted weighted-average shares outstanding	35,039				41,515

Sleep Number Announces Third-quarter 2018 Results – Page 4 of 10

SLEEP NUMBER CORPORATION

AND SUBSIDIARIES

Consolidated Statements of Operations

(unaudited – in thousands, except per share amounts)



	Nine Months Ended
	September 29, 2018		% of Net Sales		September 30, 2017		% of Net Sales

Net sales	$	1,119,750	100.0	%	$	1,081,218	100.0	%
Cost of sales	442,868		39.6	%	404,675		37.4	%
Gross profit	676,882		60.4	%	676,543		62.6	%

Operating expenses:
Sales and marketing	511,481		45.7	%	488,564		45.2	%
General and administrative	89,947		8.0	%	95,233		8.8	%
Research and development	21,146		1.9	%	20,950		1.9	%
Total operating expenses	622,574		55.6	%	604,747		55.9	%
Operating income	54,308		4.9	%	71,796		6.6	%
Other expense, net	3,814		0.3	%	668		0.1	%
Income before income taxes	50,494		4.5	%	71,128		6.6	%
Income tax expense	7,945		0.7	%	21,842		2.0	%
Net income	$	42,549	3.8	%	$	49,286	4.6	%

Net income per share – basic	$	1.18			$	1.18

Net income per share – diluted	$	1.15			$	1.16

Reconciliation of weighted-average shares outstanding:
Basic weighted-average shares outstanding	36,204				41,740
Dilutive effect of stock-based awards	873				819
Diluted weighted-average shares outstanding	37,077				42,559

Sleep Number Announces Third-quarter 2018 Results – Page 5 of 10

SLEEP NUMBER CORPORATION

AND SUBSIDIARIES

Consolidated Balance Sheets

(unaudited - in thousands, except per share amounts)

subject to reclassification



	September 29, 2018			December 30, 2017
Assets
Current assets:
Cash and cash equivalents	$	1,241		$	3,651
Accounts receivable, net of allowance for doubtful accounts of $579 and $714, respectively	24,128			19,312
Inventories	90,980			84,298
Income taxes receivable	1,229			—
Prepaid expenses	9,772			17,565
Other current assets	31,007			27,665
Total current assets	158,357			152,491

Non-current assets:
Property and equipment, net	199,452			208,646
Goodwill and intangible assets, net	75,952			77,588
Deferred income taxes	—			2,625
Other non-current assets	36,307			30,484
Total assets	$	470,068		$	471,834

Liabilities and Shareholders’ (Deficit) Equity
Current liabilities:
Borrowings under revolving credit facility	$	135,800		$	24,500
Accounts payable	138,735			129,194
Customer prepayments	46,118			27,767
Accrued sales returns	20,535			19,270
Compensation and benefits	31,988			34,602
Taxes and withholding	15,951			24,234
Other current liabilities	49,858			46,822
Total current liabilities	438,985			306,389

Non-current liabilities:
Deferred income taxes	4,638			—
Other non-current liabilities	80,797			76,289
Total non-current liabilities	85,435			76,289
Total liabilities	524,420			382,678

Shareholders’ (deficit) equity:
Undesignated preferred stock; 5,000 shares authorized, no shares issued and outstanding	—			—
Common stock, $0.01 par value; 142,500 shares authorized, 33,216 and 38,813 shares issued and outstanding, respectively	332			388
Additional paid-in capital	—			—
(Accumulated deficit) retained earnings	(54,684		)	88,768
Total shareholders’ (deficit) equity	(54,352		)	89,156
Total liabilities and shareholders’ (deficit) equity	$	470,068		$	471,834

Sleep Number Announces Third-quarter 2018 Results – Page 6 of 10

SLEEP NUMBER CORPORATION

AND SUBSIDIARIES

Consolidated Statements of Cash Flows

(unaudited – in thousands)

subject to reclassification



	Nine Months Ended
	September 29, 2018			September 30, 2017
Cash flows from operating activities:
Net income	$	42,549		$	49,286
Adjustments to reconcile net income to net cash provided by operating activities:
Depreciation and amortization	46,655			46,000
Stock-based compensation	10,098			11,809
Net (gain) loss on disposals and impairments of assets	(17		)	229
Deferred income taxes	7,263			3,729
Changes in operating assets and liabilities:
Accounts receivable	(4,816		)	(1,402		)
Inventories	(6,682		)	(4,191		)
Income taxes	(13,777		)	(147		)
Prepaid expenses and other assets	5,195			(1,713		)
Accounts payable	26,007			33,325
Customer prepayments	18,351			13,722
Accrued compensation and benefits	(2,685		)	15,277
Other taxes and withholding	4,265			758
Other accruals and liabilities	2,044			9,372
Net cash provided by operating activities	134,450			176,054

Cash flows from investing activities:
Purchases of property and equipment	(34,012		)	(37,613		)
Proceeds from sales of property and equipment	174			36
Net cash used in investing activities	(33,838		)	(37,577		)

Cash flows from financing activities:
Net increase in short-term borrowings	94,147			(6,194		)
Repurchases of common stock	(198,239		)	(120,158		)
Proceeds from issuance of common stock	2,084			3,040
Debt issuance costs	(1,014		)	(10		)
Net cash used in financing activities	(103,022		)	(123,322		)
Net (decrease) increase in cash, cash equivalents and restricted cash	(2,410		)	15,155
Cash, cash equivalents and restricted cash, at beginning of period	3,651			14,759
Cash, cash equivalents and restricted cash, at end of period	$	1,241		$	29,914

Note - Effective December 31, 2017, we adopted the provisions of Accounting Standards Update No. 2016-18, Restricted Cash, on a retrospective basis. Amounts for prior periods have been retrospectively adjusted to conform to the current period presentation.

Sleep Number Announces Third-quarter 2018 Results – Page 7 of 10

SLEEP NUMBER CORPORATION

AND SUBSIDIARIES

Supplemental Financial Information

(unaudited)



	Three Months Ended						Nine Months Ended
	September 29, 2018			September 30, 2017			September 29, 2018			September 30, 2017
Percent of sales:
Retail	92.6		%	92.8		%	91.7		%	91.7		%
Online and phone	6.9		%	6.5		%	7.3		%	6.8		%
Wholesale/other	0.5		%	0.7		%	1.0		%	1.5		%
Total	100.0		%	100.0		%	100.0		%	100.0		%

Sales change rates:
Retail comparable-store sales	(1		%)	5		%	0		%	1		%
Online and phone	10		%	9		%	11		%	17		%
Company-Controlled comparable sales change	0		%	5		%	1		%	2		%
Net opened/closed stores	3		%	6		%	3		%	8		%
Total Company-Controlled Channel	3		%	11		%	4		%	10		%
Wholesale/other	(21		%)	(65		%)	(31		%)	(38		%)
Total	3		%	9		%	4		%	8		%

Stores open:
Beginning of period	565			549			556			540
Opened	9			6			33			30
Closed	(5		)	(2		)	(20		)	(17		)
End of period	569			553			569			553

Other metrics:
Average sales per store ($ in 000's) ¹	$	2,635		$	2,567
Average sales per square foot ¹	$	977		$	985
Stores > $1 million net sales ²	98		%	98		%
Stores > $2 million net sales ²	62		%	59		%
Average revenue per mattress unit ³	$	4,387		$	4,385		$	4,432		$	4,239

¹Trailing twelve months Company-Controlled comparable sales per store open at least one year.

²Trailing twelve months for stores open at least one year.

³Represents Company-Controlled Channel total net sales divided by Company-Controlled Channel mattress units.

Sleep Number Announces Third-quarter 2018 Results – Page 8 of 10

SLEEP NUMBER CORPORATION AND SUBSIDIARIES

Earnings before Interest, Taxes, Depreciation and Amortization (Adjusted EBITDA)

(in thousands)

We define earnings before interest, taxes, depreciation and amortization (Adjusted EBITDA) as net income plus: income tax expense, interest expense, depreciation and amortization, stock-based compensation and asset impairments. Management believes Adjusted EBITDA is a useful indicator of our financial performance and our ability to generate cash from operating activities. Our definition of Adjusted EBITDA may not be comparable to similarly titled definitions used by other companies. The table below reconciles Adjusted EBITDA, which is a non-GAAP financial measure, to the comparable GAAP financial measure:



	Three Months Ended				Trailing-Twelve Months Ended
	September 29, 2018		September 30, 2017		September 29, 2018		September 30, 2017
Net income	$	18,257	$	25,603	$	58,340	$	60,573
Income tax expense	5,228		13,178		12,064		25,731
Interest expense	1,836		278		4,044		935
Depreciation and amortization	15,483		14,770		61,658		60,404
Stock-based compensation	3,356		3,933		14,052		14,498
Asset impairments	30		222		135		267
Adjusted EBITDA	$	44,190	$	57,984	$	150,293	$	162,408

Free Cash Flow

(in thousands)



	Three Months Ended				Trailing-Twelve Months Ended
	September 29, 2018		September 30, 2017		September 29, 2018		September 30, 2017
Net cash provided by operating activities	$	105,319	$	87,247	$	131,003	$	182,438
Subtract: Purchases of property and equipment	12,671		10,481		56,228		56,696
Free cash flow	$	92,648	$	76,766	$	74,775	$	125,742

Note - Our Adjusted EBITDA calculation and our "free cash flow" data are considered non-GAAP financial measures and are not in accordance with, or preferable to, "as reported," or GAAP financial data. However, we are providing this information as we believe it facilitates analysis of the Company's financial performance by investors and financial analysts.

GAAP - generally accepted accounting principles in the U.S.

Sleep Number Announces Third-quarter 2018 Results – Page 9 of 10

SLEEP NUMBER CORPORATION AND SUBSIDIARIES

Calculation of Return on Invested Capital (ROIC)

(in thousands)

ROIC is a financial measure we use to determine how efficiently we deploy our capital. It quantifies the return we earn on our invested capital. Management believes ROIC is also a useful metric for investors and financial analysts. We compute ROIC as outlined below. Our definition and calculation of ROIC may not be comparable to similarly titled definitions and calculations used by other companies. The tables below reconcile net operating profit after taxes (NOPAT) and total invested capital, which are non-GAAP financial measures, to the comparable GAAP financial measures:



	Trailing-Twelve Months Ended
	September 29, 2018			September 30, 2017
Net operating profit after taxes (NOPAT)
Operating income	$	74,427		$	87,108
Add: Rent expense ¹	77,797			72,260
Add: Interest income	21			129
Less: Depreciation on capitalized operating leases ²	(20,012		)	(18,384		)
Less: Income taxes ³	(34,751		)	(46,004		)
NOPAT	$	97,482		$	95,109

Average invested capital
Total (deficit) equity	$	(54,352	)	$	104,297
Add: Long-term debt ⁴	136,683			—
Add: Capitalized operating lease obligations ⁵	622,376			578,080
Total invested capital at end of period	$	704,707		$	682,377
Average invested capital ⁶	$	710,325		$	689,467
Return on invested capital (ROIC) ⁷	13.7		%	13.8		%

¹ Rent expense is added back to operating income to show the impact of owning versus leasing the related assets.

² Depreciation is based on the average of the last five fiscal quarters' ending capitalized operating lease obligations (see note 6) for the respective reporting periods with an assumed thirty-year useful life. This is subtracted from operating income to illustrate the impact of owning versus leasing the related assets.

³ Reflects annual effective income tax rates, before discrete adjustments, of 26.3% and 32.6% for 2018 and 2017, respectively.

⁴ Long-term debt includes existing capital lease obligations, if applicable. In conjunction with increasing our revolving credit facility to $300 million in the first quarter of 2018, we include borrowing under that agreement, including borrowings classified as short term.

⁵ A multiple of eight times annual rent expense is used as an estimate for capitalizing our operating lease obligations. The methodology utilized aligns with the methodology of a nationally recognized credit rating agency.

⁶ Average invested capital represents the average of the last five fiscal quarters' ending invested capital balances.

⁷ ROIC equals NOPAT divided by average invested capital.

Note - Our ROIC calculation and data are considered non-GAAP financial measures and are not in accordance with, or preferable to, GAAP financial data. However, we are providing this information as we believe it facilitates analysis of the Company's financial performance by investors and financial analysts.

GAAP - generally accepted accounting principles in the U.S.

Sleep Number Announces Third-quarter 2018 Results – Page 10 of 10

SLEEP NUMBER CORPORATION AND SUBSIDIARIES

Reconciliation of Non-GAAP Financial Measures

(unaudited - in million, except per share amounts)



Net sales

		1st Quarter		2nd Quarter			3rd Quarter			4th Quarter (E)				Full-Year (E)
2018	As Reported	$	389	$	316		$	415		$	408		⁶	$	1,528	⁶
	Backlog shift¹	—		—			24			(24		)		—
	As-Adjusted	$	389	$	316		$	439		$	384			$	1,528

		1st Quarter		2nd Quarter			3rd Quarter			4th Quarter				Full-Year
2017	As Reported	$	394	$	285		$	403		$	363			$	1,444
	Backlog shift²	—		25			(25		)	—				—
	Hurricane impact³	—		—			13.5			(13.5		)		—
	As-Adjusted	$	394	$	310		$	391		$	350			$	1,444

Earnings per diluted share
		1st Quarter		2nd Quarter			3rd Quarter			4th Quarter (E)				Full-Year (E)
2018	As Reported	$	0.52	$	0.10		$	0.52		$	0.73		⁶	$	1.85	⁶
	Backlog shift^1,4	—		—			0.23			(0.23		)		—
	As-Adjusted	$	0.52	$	0.10		$	0.75		$	0.50			$	1.85

		1st Quarter		2nd Quarter			3rd Quarter			4th Quarter				Full-Year
2017	As Reported	$	0.56	$	(0.02	)	$	0.62		$	0.39			$	1.55
	Backlog shift^2,5	—		0.12			(0.12		)	—				—
	Hurricane impact^3,5	—		—			0.06			(0.06		)		—
	As-Adjusted	$	0.56	$	0.10		$	0.56		$	0.33			$	1.55

¹ Midpoint of estimated net sales and earnings per share impact (21 to 25 cents) related to strong demand late in the quarter which shifted a week

of deliveries from the third to fourth quarter of 2018; third-quarter 2018 ending order backlog was higher than forecasted, reflecting the

additional week of deliveries shifted to the fourth quarter

² Estimated net sales and earnings per share impact related to a temporary vendor related inventory shortage which shifted a week of deliveries

from the second to third quarter of 2017

³ Midpoint of estimated net sales ($12 to $15 million) and earnings per share impact (5 to 8 cents) of Hurricanes Harvey and Irma, which negatively

impacted third-quarter 2017 results and positively impacted fourth-quarter 2017 results as lost sales were recovered

⁴ Reflects annual effective income tax rate, before discrete adjustments, of 24.3% for 2018

⁵ Reflects annual effective income tax rate, before discrete adjustments, of 33.3% for 2017

⁶ Fourth quarter and full-year 2018 estimates based on midpoint of 2018 full-year outlook of $1.85 per share

(E) = estimate

Note: The information above provides reconciliations of the comparable financial measures in accordance with generally accepted accounting principles (GAAP financial measures) to the presented non-GAAP financial measures. The company believes that non-GAAP financial measures, when reviewed in conjunction with GAAP financial measures, can provide more information to assist investors and management in evaluating current period performance and in assessing future performance. The estimates above are based on historical experience, current trends and other factors that management believes to be relevant, and as such requires the use of judgment. These non-GAAP financial measures should be considered in addition to, and not preferable to or as a substitute for, the GAAP financial measures presented in this earnings release and the company’s financial statements and other publicly filed reports. Non-GAAP measures as presented herein may not be comparable to similarly titled measures used by other companies.

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Sleep Number Corp provided additional information to their SEC Filing as exhibits

Exhibit 99.1: Additional Exhibits

Ticker: SNBR
CIK: 827187
Form Type: 8-K Corporate News
Accession Number: 0000827187-18-000051
Submitted to the SEC: Wed Oct 24 2018 4:50:34 PM EST
Accepted by the SEC: Wed Oct 24 2018
Period: Wednesday, October 24, 2018
Industry: Household Furniture