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FIGS (FIGS) investor relations material
FIGS Goldman Sachs 32nd Annual Global Retailing Conference 2025 summary
Complete event summary combining all related documents: earnings call transcript, report, and slide presentation.
Strategic growth initiatives
Focus on expanding both U.S. and international markets, with significant opportunity in underpenetrated geographies and new channels such as B2B (Teams).
Community hubs (physical stores) are being expanded, with three new locations planned in major U.S. cities, aiming to drive both customer acquisition and retention.
Product innovation remains central, with growth in non-scrub categories (outerwear, footwear, accessories) and a successful partnership with New Balance.
The Teams B2B platform is a key lever for international growth, targeting institutions and leveraging technology for seamless large-scale orders.
Marketing investments include a multi-year Olympic partnership with Team USA’s medical team, enhancing brand visibility and customer engagement.
Market dynamics and competitive landscape
Healthcare apparel is a replenishment-driven, non-seasonal industry with high repeat purchase rates and strong customer loyalty.
The market remains fragmented, with most competitors being subscale and focused on emulating the brand’s model.
Word-of-mouth is the largest driver of new customer acquisition, supported by high engagement within healthcare communities.
International growth is accelerating, especially in Mexico, Europe, and the Middle East, with localization strategies proving effective.
Operational and financial outlook
Tariffs will increasingly impact margins through 2025 and 2026, but mitigation strategies across the P&L are in place, including cost efficiencies and freight optimization.
No pricing increases are currently planned; pricing remains a last resort for offsetting inflation or tariff pressures.
Inventory growth is aligned with product innovation, with unit growth expected to slightly outpace sales growth, and dollar growth impacted by tariffs.
Promotional activity is being intentionally reduced, focusing on key healthcare events and major retail moments like Black Friday, to support long-term brand strength.
Distribution center efficiencies are improving, with cost leverage expected as capacity utilization increases.
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