OXM - Earnings call transcript Q4 2021 | Oxford Industries, Inc.

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Operator

Greetings. Welcome to the Oxford Industries, Inc. Fourth Quarter Fiscal 2021 Earnings Conference Call. At this time, all participants are in a listen-only mode. A question-and-answer session will follow the formal presentation. this being note Please Instructions] conference recorded. is [Operator over host, Jevon now turn your conference the I'll Strasser. to

may You begin.

Jevon Strasser

Thank you and good afternoon.

Before today's the like statements forward-looking we to remind securities meaning the participants would begin, of that statements the within made call session Q&A on in and may constitute laws. I federal certain

financial discussed not that actual or press our filed results are the forward-looking in forward-looking to could in operations implied actual condition any statements. no differ of our risk SEC, release in undertake and materially issued update statements Forward-looking contained in by factors are including may statements. earlier documents guarantees, and our factors Important the We to cause results today Form XX-K. expressed from us differ those with duty the or

will we discussing be financial certain measures. call, this During non-GAAP

comparisons Thank You participants. me and measures And are to financial like Chubb, on now, And to Chubb. which Relations in to we oxfordinc.com. to website over Grassmyer, also can in earlier Tom will Scott our XXXX, and now of you Treasurer. turn With for Chairman like posted at CEO; your Anne Tom our today I'd today's introduce tab under a find Shoemaker, today, our non-GAAP of COVID-XX issued CFO; results. Investor material impact the call our to is release GAAP business reconciliation to XXXX call I'd of attention. the the include press Due

Tom Chubb

Jevon. joining us. Good you you, afternoon for Thank thank and

we fiscal ever are Each only Lanier XXXX, bottom of and a Pulitzer, even which X% fourth but strong as an for margin of Southern an reporting but quarter. were in growth, gross consolidated to provide Bonnet operating grew not contributor compared fiscal fiscal $X.XX to adjusted fiscal pleased was lifestyle brand, happy the to of five while the XXXX. the earnings our net year its full Head, time XX% better Duck a adjusted record had levels. XXXX. exited for the of XXXX XXXX some performance Lilly Oxford same nearly to largest sales for terrific here earnings additional Company Apparel, will Oxford doubled in be over frame. Compared best margin upbeat moment, and of line detail are increased $XXX during share basis, for X% biggest our Bahama, versus posted million and record plans sales On over highlights. We year to top the excluding of where Beaufort X% Bahama, The Scott and XXXX, our XXXX, a and an the per our for was margin pre-pandemic all and in extraordinary all, our Tommy records XXXX year in XXXX Tide, what year operating All year Tommy brands, brands XX% XX%, also to on

perspective, year, the delivered brands A+ pillars DNA and and our during in we hundreds being Southern product, true while of recovery the positioning to along strategic success. strong with to formula remain brand classic From product short out testament that combined branding the great examples today's Our we of men's each outstanding communication. then cotton straightforward execution perspective, and same dress, French a and at with of we Lilly distribution in editions; new supported Sunterra upbeat swimwear; five our is A+ collection. to our all the our true results innovative Pulitzer, prime our Bahama differentiated Tommy drive marketplace pandemic include of of brands the our we Terry Tide, for to happy of a established chip and consumer. delivered women's capsule the A+ modern time the Harriet three a to and brand, across our with brands, are shot relevant Luxe IslandZone priorities any numerous From palm the Among Luxletic products product

All that a for distribution any our products with platform include view, them. absolutely business casualization, available our company-owned when a easy broader strategic, play by profitable continue wholesale customer-focused not mean exposes we And to strategic where a are us customer, In we wholesale towards premium consumers and brands. our retail company-owned she who for us aware and the e-commerce and easy-to-wear brands, brand-enhancing, ongoing By is might and of be trends wholesale a of base these and should our fashion for and on are customers to of brand care wants product. complemented desire and the of otherwise brand love that to a well balance our perspective, we platform evolve to ensure them. modern performance-inspired distribution products business. making selling customer full our price a services From our and stores

important XX% consumer. XX% it's content in creative of from and bars, and to that marketplace believe reflective the wholesale. is that beautiful very retail, the as guest stores specifically tailored balanced and in digital from retail that for provide in XX% to We distribution an brands very e-commerce, our communication experiences important believe and X% the We of as modern company-owned our sales to and fiscal bars have with modern element. the XXXX for Tommy restaurants. from it platform, our attention compelling also is a We restaurant today's and media From ever unique is from experiential modern are exceptional Bahama provide perspective, dominates coming

is serve those identify desires. brands be the able understand same needs existing desires share customer and it and that and of critical needs potential addition, to In that and audiences audiences

all brand. a and their finished way over new at spending engagement measuring effectively roughly in for the with and X need existing encourages audiences customer our million that brand to brands customers, these techniques, XXXX. to and efficiently million disciplines with of the increase potential stick active creative efforts have deliver to year content our our success is to the and X.X The customer attracts customers retains at Finally, consumer end compared to KPIs skills customers where the and existing fiscal those compelling count

Our value our and talented, success messaging be unique to highly has shareholders. engaged brand's today's teams will and the ensure true relevant stay brand evolve to key continue for remain continue to to update This each to deliver long-term as to products DNA. been will our we they our consumer and and

are for top we created that as XXXX The have consolidated beyond XXXX XXXX early As momentum plans we has on even line was, fiscal brighter. XXXX, the terrific believe bottom into growth basis. to of the double-digit and during a we continued outstanding deliver and prospects and part

Our our focus of during business, will people. the XXXX foundation incredible four team be of on pillars, supported our strategic by

grow clarity will detailed for on term. our and we brand we this, positioning First, brands To have continue improving voice. do long the our plans to

lifestyle our are inspires optimism ensuring we business brands, of is in for and dream the and that paramount. happiness stewards As aspirations each brand

A+ product, deliver A+ will continue communications. and to Our A+ distribution brands

have consumer people, drive in insights customer providing enhance we ways attract customers support our customers, and effective we frequency place, capabilities and numerous existing new will more particularly experiences and continue processes initiatives the Second, enhance enterprise, and in to technology-related to amazing, will and that omnichannel and areas. these to capabilities unlocking seamless in Across spend. digital our retain related

this brand distribution, to will and us capital portfolio allocation over growth. To profitable our we evaluating manage health enterprise efficiently opportunities benchmarking competitors growth assessment support will communicating monitoring structure sustained are plans, estate organic we the better ourselves operational our we manage strategies, focused as strategies opportunities, topics future continue across acquisition-based make capital capital as possible. effectively include enterprise refining drive shareholders. align customers real Third, our initiatives. across retail our and serve metrics our to and help excellence process to on and and to time, businesses, such growth are initiative, technology plans direct against the fulfillment operating ESG better improvement, Detailed returning better to of that as both drive market including our and to our Fourth, sure we

forecast as plans to most as and all People best. have make we the do that on focused more invest people on the are and rewarding strategy so-called remote progresses. and detail hybrid are We ensure our can the of exceptional our to this I'll possible these top the of execute in plans future. XXXX Company progress to turn asset, over in our and now we about results leadership our develop succession, ensure for maximizing continue the Lastly, and and will expansion strong continue results the for to line we to our our development effectiveness have operating teams talent, diverse To workers. for to fiscal forward continue careers impact to we Scott? the fiscal margin you XXXX. year acquisition and engagement updating the and look this, growth important to of it our people and now as great in of to Scott minimizing and and well resignation

Scott Grassmyer

you, Thank Tom.

margins. sell-through, XXXX a in during full driven fiscal XXXX, In Tom a continued gross were mentioned record-setting strength consolidated and terrific sales well as quarter and performance XXXX that executed We higher groups fiscal and operating greater each $X.XXX operating earlier. capped record brand, Our fourth price had delivered net by within billion. e-commerce,

sales $X.XXX Excluding direct-to-consumer. revenue with composition shift billion, of a towards XXXX Lanier continued to X% fiscal our Apparel, the increased over full-price in

double-digit each of grew significantly, meaningful e-commerce full-price business XX% Our in versus XXXX, our increases fiscal with brands. up

margin the air direct-to-consumer Texas higher a fiscal the sales point full-price innovative in channels stores bricks-and-mortar mix front, XXX was Higher quarter. was costs, fueled freight, shift XXXX, gross by a in offerings. XXX freight IMUs, XXXX. with points and adjusted in the compared particular including the the strength our On margin new by XX% in sales, of fiscal strong in basis In XXX full-price impacted fiscal Florida, full towards particularly This basis basis year restaurants performance compared a gross point XXXX. fourth to and improvement our retail XX.X% use saw to for negatively and impact Southeast

walk within year, adjusted through January began for of sales XX. to net improvements driven basis points XX% projections you leverage fiscal I'd our increased basis margin now and an full on operating year by to gross in the like which XXXX, For our margin SG&A. XXX

remain to business As we expect XXXX, we robust. our look to

focused is driven capabilities, by retention expected to spend. to acquisition, expand enhanced business e-commerce Our digital on new customer continue increased and

we physical regions. are locations year-over-year growth anticipate improve, and sales seeing continue Our to in traffic all

retail and our chain supply create as business, disruptive as within positioning our arrives. channels, XX% continued assortments strategic a merchandising on our ability compelling direct-to-consumer to sites continue has enhanced our represent which talented to floors to Our of execute well teams product emphasize

Our ability along to forward channel. wholesale navigate also supply in our innovation, our a with are product book challenges, driving robust chain order

expect we as partially to IMUs, promotional higher modest by of to environment. be expansion see a We expect continue gross we offset somewhat benefits what more margin

leverage expect to We Putting operating SG&A a in expect challenging labor deliver despite expansion growth bottom double-digit cost together we modest margin line pressures, with market. dynamics, fiscal and inflationary these XXXX. including top

of fiscal Full First double-digit from $X.XXX which to a increase business in year reflect which are and $XXX a expected million, $XXX XXXX. are direct to range Lanier $X.XXX billion a Apparel, of sales wholesale $XX both results million from range billion wholesale expected quarter increase to in Apparel, to very $X.XXX of book. our XXXX, channels. Increased strong million direct-to-consumer to $XXX and reflective of healthy sales quarter-to-date order million, in to sales Lanier increases included million of $XX included fiscal billion in

expected $X.XX EPS be $X.XX Our year. effective of fiscal tax for XX%. we range On basis, to expect compared is $X.XX the and a first to an XX% 'XX XXXX of to in between adjusted rate fiscal quarter last in

full adjusted fiscal the in to EPS we fiscal expect $X.XX to XXXX. year, range $X.XX in of the For $X.XX compared

by Our our balance sheet. business is strong supported

to $XXX an shape. Here prior million decreased are LIFO basis, some highlights. On quarter $XXX fourth end inventory inventory million of excellent the in the in at the XXXX as-reported compared year. We with ended fiscal

XX%, of impact the While inventory FIFO on increased Apparel. by excluding a basis, Lanier

lower efficiencies inventory systems will expect through order allow We continue us our to to gained do business with enterprise levels. management more

initiatives, in per be per XXXX. including is investments share $X.XX of quarterly the million, liquidity our debt capital new we of with increased and $XXX Directors Our share a to the XXXX, of XXXX following repurchase shares $X at share average share, expect prior fiscal in we Marlin growth $XX million in per existing strong expenditures and million, investments of announcement have remodeling total the $X.XX reflecting approximately and fiscal cash To and no $XX position Board's Board end of were continued dividend of Bar information approximately $XX short-term repurchased certain authorization. technology XXXX, Capital expenditures I'm million the our in that from price pleased locations. to an store December XXX,XXX new million level. XX% for share to over increase a our at $XX fiscal date, of

of meaningful call we'll today, over for and We returning Shamali? capital shareholders. turn are your pleased find time the Thanks ways for to now questions. to

Operator

Thank you. Our will with Riley. Anderson time, line we at of your the be first question-and-answer question. from Susan session. And with Instructions] question a this comes Please conducting B. [Operator proceed

Susan Anderson

then for expecting wondering And up this year growth continuing more maybe inventory, expecting be business Nice to just you see if about of positioning can last in some momentum versus are year, to you pricing I driven be really year. year. also this units pricing? you're was talk the by the the this that to into

Tom Chubb

Yes.

So this But a I'll strategic way. taking increases provide and we and little are bit comment price let little on Scott detail a selective a the on very financials. the you impact in on additional

that the growth an inflation that's we're growth That's product we're the look And there'll just far. Some the not from think you of standpoint, those elaborate cost unit coming will if rolled of out, that And year. again, overall well. second so us will already keep half of I be increases. the seeing ahead projecting, in but price as Scott growth those have more this, on double-digit and at

Susan. we good is, really, about really So, the business where feel

think And we think the got even it And more year continue pricing? see actions the of the XXXX call Scott, that our to of about the XXXX. really momentum generated ability realized great elaborate on priorities to and enhance on, I XXXX that you the more and those for to I was that not are elaborated we we strategic yet. of continue XXXX, benefits done took walked want beyond. as serve in XXXX, through the in I we We've prior that part my in in and actions needs that in reach to even to customers. we're to then we'll going do

Scott Grassmyer

Yes.

increases As in for even both for are pricing pretty be Tom balanced for there's the and some in mentioned, our and in -- but between it's spring, units, and it's more And resorts. there'll more two. price fall some

year, gross I little even a be inventory. just we'll think might environment. think have. think to make to we're was margins, we -- price I though of sure the gross expand goal the accomplish more we to still able think input stay I a expect ahead more more expand will the modestly be of in So, promotional promotional market moving this having And that. some bit last cost I little be than And we'll expand and whole -- do And pressures we've we to margins

Susan Anderson

us pretty by brand, about or the just expecting Tommy how one the That talk what could on also this about you're expecting kind this then versus you brand you're update And positive. And Great. year. Bahama. add on from if performance an Tommy Maybe that you just follow-up. women's I Can growth performance talk year? and could for also sounds then men's for if of give

Tom Chubb

Yes.

was all years million and elaborate They what Men's to sportswear designing again the I had And are then have on deliberate least milestone merchandising in brands, year, have for incredible had you, markets five much our growing most then we things again, women's, and at But to brands month, reached even business. growing I'll actually not before all women's over the bottom pretty And again, growth to growth. men's our again even happened. Tommy, really versus of Susan. women's are of we've a We've was couple start a women's in in where bigger hotter just had we're line let we've that is product, mean Scott set men's of year, this that line. online really our I'll the These never have men's our just with a things. do year. It's our of terms business, women's of this the is last more recently way top we're in of online $X the realigned that terrific of We've month happening they that So record which that way in unbelievable tell on forecasting. what's is very balanced. a across a a but that's day. going we've We've was a Susan, all, incredibly and women's few all -- got now. what last across for February is fluke, did hot, had of business. see right that business very faster. robustly, sort completely our We've that And several sourcing. single the day that the years, up is than it's

of of and we basic. a upside down X/X were fashion, ago, couple kind years So had X/X

Now that. we've flipped

women sure at swim I'm into hard So then paid better which Susan, inventory and predominance the to a that our them get more our a more we're brand. business. look are balanced on core much attention of type way still dollars but have marketing, you way We products, to as a but regard. got fashion, we've introduce much it, is women's great we're and to business to And very drive in in the leaning really

see in. women it. Then They line. And you've it's and noticed story. that's really, helps they a really great it. marketing come lot done -- we've just online, buy of a if love the they it's bring in in, So everything it that, They with

total business very So, story even the is and superstrong. love is all rapidly, way see we'd It's but a that. such growing women's now, right is the and great very, strong stronger Men's to around.

Susan Anderson

Great. And the business? of what women's is percent now

Scott Grassmyer

Full XX% 'XX. and a in from 'XX. retail -- business, it's a up And was was full-price that our over in over was XX%. little it around and e-com over little in But 'XX, about just in it XX% XX%

a little over XX%. we're Now,

two in to on 'XX. as 'XX. share And gained mentioned, we pace So we're points gain in again Tom of

Tom Chubb

growing. with men's that's And

works. understand to So women's at points gain growing, XX% you is math when and two in you're the how men's

You've really great got to be to see. it's doing it's -- And just well.

Operator

from CL King Steve your comes the & of proceed Marotta question Please Associates. line with next with question. Our

Steven Marotta

on do can fourth Tom, bit to looks maybe Congratulations look as at chain to you now? well this like from what flow right the of quarter. What a six to you expect that like by terrific look say, year? the expect the little months of now? about talk like, you goods a moment? it supply What end three And

Tom Chubb

of business late, up product of all some the work a And in you've that in to been our compensated ability on the probably can things XX% nimble headaches comes -- workforces is chain putting impact question by ports re-merchandised We've to lessons while some being really do We've industry States. the in great United reading range. hurting floor some agile direct-to-consumer-driven, not and mitigating lengthened situation, to you we and in in out managing still No our happy. think with that. about floor that. when and -- from And the our back But that We're what product things we're they tell Yes. able phenomenal of supply than that's we're by and then got And have delays merchandise the and own just at us Same prefer sort past, done did for late. buying what direct-to-consumer, get we've And heard but handling have it it's that would start can I in, hate of about the the cases, our We've of seeing With one the this been can of receiving issues, to delays we're being the stuff just you're I you things you eventually, the it very doing. consumer that that and And in supply -- into our to that very normalized have. will that have XX-week those it. cycle a do of destiny shipping. factories period everybody In We ways, We're else everywhere, for have. time not being issues, on the them. this got earlier nimble -- we end we've and so for they're that point learned, being a have line heard we that's hands. we but inbound of a and shut very the would and and job with days. make full successful, it. we see, -- like in we X- teams agile doing down in somewhere and I in the learned about end before, and/or out that us. we've And got have being I'll chain great think in significantly Steve, the having those we very the the to to the that got some we delays COVID really job things one saying of with to is. learning our it's with then sort it's as having more do of results.

Steven Marotta

now from maybe progresses, do year any it of you the the Or the And see and getting a then as well? you end easier? to six do see delay, as still six-week-ish three towards year months

Tom Chubb

Yes.

of -- progresses it in so, at as ability the dealing that position I the hope what keep certainly unfolds. on confident in side start hoping that and gets the delays we're it we'll I'm the keep it. to much. think somewhat and will year situation some too freight I our a know the with And I prognosticate do better factory. alleviate but COVID very to is is don't And I handle to as we'll think on

I we if and issues. deal over other think we that the is two anything with the years over supply last chain proved can delays

Steven Marotta

Go Sure. I understand ahead. that -- yes.

Scott Grassmyer

air With yes, a -- our margin still headwind the when but margin does price it have freight, it's gross little have and points of structure to we left. lot do margin, we a

are we a air right and when now. we're So, to -- a and to we if in that. need still to, quarter goods bit we less there's can freighting on need fourth were third -- interruption, we the still than little put But plane, if we need we an do

Steven Marotta

That's talk helpful. the was you to in little year? expected royalties quarter. function why about occur the and that it a there in current And fiscal Scott, was fourth bit Can in if looked step a like that's

Scott Grassmyer

our Yes. of adjusted couple $XX out year gains million earnings. we in we and that The adjusted $XX had a other. million of royalties number had The -- the about for

-- distribution when that XX and to was minority Apparel. of so and was we of sale interest the get taken to a a that Lanier of that earnings, center we related out, have And adjusted the sale

-- So, nonrecurring. those that are are type distributions hopefully nonrecurring the

Tom Chubb

[Indiscernible]

Scott Grassmyer

out. then growth good in we mean I -- of Yes. our we after also licensees $XX even rest just was most million adjust you Yes. that had And just the

been has business so as So, I business think our our has strong. licensing been strong,

Steven Marotta

to answer also want but sure. If this, slip to helpful. I just know I think just one and could That's the make I I more,

There did ago in really you help I acutely but of during are stimulus felt those at -- frame that it doubt on last a year March guidance companies from the last wondering, year given year that Given results your late in relatively how expectations about the I'm quite that a year? actions comparison are are activity bump the helped, talking and difficult your into built that up sort that all few your consumers goods margin? soft early this May consumer to in period. if demographic, time

Tom Chubb

an much at don't think we really last of Steve. don't certainly what business year, our expect and year impact that's this We fueled all,

Scott Grassmyer

we year. really little right a was There is continue was expect into think it as stimulus-oriented, soft but to business good be Yes. step-up strong. got It February better, and we a -- last don't was we -- our we got to it and now, early don't

Tom Chubb

the think was out doubt Steve, account at all And this you've the there, United in accounts than that there's we There's macro down demand people no demand on cash checking just XXXX. in I spending. a deposit point deposits $X.X haven't or to level stats indication of trillion are States. in their more there seen slowing lot and the any of And date seen in more

Operator

the Dana Our Please next line question question. comes Telsey of from with Telsey with Advisory your Group. proceed

Dana Telsey

So the progress. nice to see

second watching think guide, quarter, of shaping couple nuances in there? the on quarter of the you As $XXX And year are like Anything should the I just And terms about of to million, million year, the first year. it the $XXX typically, quarter follow-ups. seems shaping the the obviously, we highest first of is we be have of that had. quarter the best a out the have

Scott Grassmyer

Yes.

should compare, be would have strongest we Your first QX, year-over-year yes, the we to but quarter then a as always, QX bit and still would point expect, QX is always be in our bigger that year-over-year, -- our softest expect little quarter.

we somewhat year-over-year QX. the expect the out growth see cadence but just in that we'll So, not similar, quarters that to in be

Tom Chubb

last a we not not that's -- as that quarters. three didn't was slowdown. year It's And the strong as remaining quarter, first

year. wasn't like mid-March as as other And but last remember, didn't a quarter, speaking. the If quarters the were, relatively good because first that's until it good was you really it about business anything wake up

where everything the things mindsets think that's I just before quarter COVID. were started halfway with to up. we were really through respect people's And country So, the do and to perk to with

Dana Telsey

for was is Yes. the that brands How what impressive it. Lanier. from were The obviously, the so was so regionally? seeing And up it that sale, existing doing? Pulitzer, the higher regionally, Florida, flash higher Lilly exiting And margin are clear much and Hawaii, what with sales actually then and Texas, was made you and is it

have from likely the forward, your you opportunity more in XXXX, the than So expected were perspective? to from sales would for side going it in if sales or come going growth better margin the

Tom Chubb

the -- are And inflationary probably on bit promotional really more fact some then all will robust. margins the this that the year. Probably think market and are quite stuff sales the on margin the I get a going little there out with pressures there

margin And the won't the certainly think from more, strong some gain pressures. think the like we And we're really think continue last year there sales, with regionally, I have year. gain a We So, are strong. don't be going Dana, we're to upside we anything would regions the little be go going We to really. to last then backwards. had but

the Florida, some really much Northeast, But markets some in is of of for we sort traditional those They're just So see which starting Texas, are more great last that and Mid-Atlantic that Southeast, really signs the Midwest. up life wake sunshine didn't the to improve there, to starting opportunity markets. year, frankly. us, of in

Dana Telsey

how $XX you the CapEx, bucket million, uptick the And so the would million that? from in $XX

Scott Grassmyer

hopefully, locations. others. looking stores. is ended Lilly four get We with brands, our The XX% systems stores. to we'll trying which store and another probably to got got still Marlin and And they've Beaufort We've is got we're open major Even will leases both the XX% pipeline Lilly initiatives on it late fill very have opened going three Tommy another Southern some lease Tide of on, do signed. the smaller Bonnet, new Bar for then still up. first year -- We've pretty spend. Technology our one. Tommy. year, some and And their they're in at

get to. remodel don't -- think -- there. get amount But also. we've we'll open being of going got remodels fair pretty we But a our one pipeline to of lot we're But is for got We some that, than Bar. keep when long for pace, and hard only that year want six to back such that tail a get we've now, to Marlin four to money -- a always big a the right we there's say, I 'XX. And working numbers thing. need more to 'XX, the 'XX, on those So 'XX. technology We've one technology and got

Tom Chubb

the capabilities -- and gas the as would really but step piece gas. on our digital what trying sort or we there. excuse the want And we broadly within to define We to data keep omnichannel space, foot like we're biggest on me, that technology have, the of I

Operator

from comes with of question with Please the last line proceed your Lejuez Citigroup. Paul question. our And

Tracy Kogan

Kogan for It's on Tracy the about a Paul. follow-up supply freight I before. had and chain questions

guys have it assumes the was actual wondering quarter. points I expecting XXX you're it to as then said And your a said pressure the just in guidance you the year basis follow-up. think of fourth year? for And think get what freight for better you pressure I progresses. I'm I Thanks.

Scott Grassmyer

heavy were first half-oriented. Yes. We half. the XXX -- for year, XXX This but in we've whole we're year, very basis was second some it points, the got pressure

year. would get -- year, pressure better a the we bit a it for we half. we less points have For to second the expect basis little year, in the than And little the bit for XXX

Tracy Kogan

customer counts. -- and your you programs a business, wondering Lilly counts think your restaurant I then, I also have apparel wanted rewards program have the was Tommy both ask was to I wondering Lilly. and Tommy customer at XXXX about about in since business. I wondering, And was loyalty Tommy for then And grown the at how but

Tom Chubb

Yes.

differentiated make that what one have got Tommy loyalty programs sure sense We're in is and the we'll our working have to make one programs Lilly And in our at Tracy, with -- on really customer loyalty I as Pulitzer, start us Bahama one I'll we But do, we we've some and base. programs. that suspect smaller So want do loyalty that for point well. in brands.

had in count coming -- XXXX And about five XXXX active customer we've to So customer that excited all smaller million got mentioned in three the I five going we've what what X.X question, got We're you it's our prepared across going forward. Lilly, increased brands. opportunity X in as to the in we're million. for an then we was tell brands. customer and from remarks, about All the will aggregate, brand excited us on from that count the from keep compelling ability which the counts the we creative of is brand end our add our us, think customer their XXXX great and the and and and them content of in visit us, our existing with to reach products to connect a in with define the audiences, and engage strength increases appropriate the And pudding. to end think get proof I significant of of indication them customers. XXXX, customers with come new is

think I up us we've numbers that the back delivered that. on

Tracy Kogan

What customer? do you guys an active define as

Tom Chubb

last shopped months. that somebody That's the XX within

are XX-month trailing numbers. those So,

that that up reporting been don't They So at those XX trailing the while. this a is of we're lot consider people A to if for And themselves haven't that's look customers. purposes probably continuing in they that and way of something show somebody loyal that counting just in bought very in, But months study. count. we're XX months. ago,

Operator

reached question-and-answer the Tom. And have end I'll turn session. we now the call of over back to And the

Tom Chubb

in Thank much, talking to look your very you appreciate we all interest and June. you We Stay Shamali. safe, to today. again forward

Operator

Thank your And conference, and your participation. disconnect lines this today's may time. for you you at concludes this

Oxford Industries (OXM) 24 Mar 222021 Q4 Earnings call transcript