Ethan Allen Interiors (ETD) investor relations material

Executive summary

• Consolidated net sales for Q2 were $149.9 million, down 4.7% year-over-year, with retail net sales flat and wholesale net sales declining due to lower contract and government orders, but partially offset by higher average ticket prices and fewer returns.

• Gross margin was strong at 60.9%, up 60 basis points year-over-year, driven by sales mix, selective price increases, and lower headcount.

• Adjusted operating income was $13.5 million, with an adjusted operating margin of 9.0%, down from 11.5% last year.

• Adjusted diluted EPS was $0.44, down from $0.59 year-over-year; net income was $11.7 million, down 21.7%.

• Ended the quarter with $179.3 million in cash and investments and no outstanding debt.

Financial highlights

• Consolidated net sales reached $149.9 million, supported by higher retail backlog, higher average ticket price, incremental clearance sales, and fewer returns, but offset by lower contract sales and demand.

• Gross margin improved to 60.9% from 60.3% in the prior year.

• Adjusted diluted EPS was $0.44; diluted EPS was $0.46.

• Operating income for Q2 was $14.2 million (9.5% margin), down 21.6% year-over-year.

• Paid $10.0 million in cash dividends and made $2.9 million in capital expenditures.

Outlook and guidance

• Management expects continued macroeconomic and industry-specific challenges, including tariffs, inflation, and lower consumer sentiment, to impact demand.

• Positive written order growth in January and improving consumer traffic suggest a more favorable outlook for the third quarter.

• The company plans to open new design centers and continue investing in technology and marketing.

• Management expects to maintain strong gross margins due to operational improvements, talent, and technology, though volume remains a key factor.

• Recent product introductions are resonating with clients, supporting future growth.