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    Ashley Owens • Unknown

    Ashley Owens's questions to RealReal Inc (REAL) leadership

    Ashley Owens's questions to RealReal Inc (REAL) leadership • Q2 2025

    Question

    Ashley Owens of KeyBanc Capital Markets delved into the record number of new consignors, asking about the specific strategies and tools driving this growth. She also requested an update on the rollout of the 'Athena' automation platform, including its current assortment coverage and impact on processing metrics.

    Answer

    President and CEO Rati Sahi Levesque attributed the new consignor growth to a full-funnel marketing reinvestment and the 'growth playbook,' which includes a new sales compensation structure, a richer referral program, and the 'Reconsign' feature. She stated that the Athena platform now covers 20% of units, with a target of 30-40% by year-end, and aims to cut 'multiple dollars' from the cost per unit in the medium term.

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    Ashley Owens's questions to RealReal Inc (REAL) leadership • Q4 2024

    Question

    Ashley Owens of KeyBanc Capital Markets asked for details on the expected drivers of SG&A leverage in 2025 and inquired about the planned pace of new store openings for the year.

    Answer

    CFO Ajay Gopal explained that SG&A leverage will come from both variable costs, through sales team efficiency gains via AI tools, and the fixed G&A cost base, which is now established and will provide leverage as revenue grows. CEO Rati Levesque reiterated the strategy of opening 1 to 3 stores per year, confirming one new store is planned for 2025 and noting the strong performance of the two stores opened in Q4 2024.

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    Ashley Owens's questions to RealReal Inc (REAL) leadership • Q3 2024

    Question

    Ashley Owens asked for an update on consumer price sensitivity and the expected balance between volume versus Average Order Value (AOV) growth for Q4. She also questioned the holiday marketing strategy and the sustainable level of marketing spend.

    Answer

    CEO Rati Levesque stated the business model is resilient, with strong demand driven by the intersection of value and luxury. On marketing, Levesque noted Q4 spend will be seasonally higher but the company will continue to drive efficiencies through better attribution and personalization. CFO Ajay Gopal added that recent marketing investments are being funded by operational efficiencies.

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    Ashley Owens's questions to Revolve Group Inc (RVLV) leadership

    Ashley Owens's questions to Revolve Group Inc (RVLV) leadership • Q2 2025

    Question

    Ashley Owens asked about the strategy for balancing owned brand price increases with demand elasticity and inquired about the company's current M&A outlook and target acquisition profile.

    Answer

    Co-Founder & Co-CEO Michael Mente emphasized that owned brands offer a 'luxury proposition at a premium price point,' providing significant value. On M&A, he stated the focus is on acquiring assets that can fill merchandising gaps and be accelerated by leveraging Revolve's scale and expertise to gain a greater share of the customer's wallet.

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    Ashley Owens's questions to Revolve Group Inc (RVLV) leadership • Q4 2024

    Question

    Ashley Owens requested quantification of the tariff impact within the gross margin guidance and the assumptions for owned brand penetration. She also asked about the merchandising strategy driving higher owned brand sales in physical stores.

    Answer

    CFO Jesse Timmermans did not quantify the tariff impact but noted that margin improvement is expected to come largely from the FWRD segment, with a 'slight to moderate' increase in owned brand mix for 2025. Co-CEO Michael Mente explained that the higher owned brand mix in stores is not due to optimized merchandising yet; rather, the products are simply 'performing incredibly well' in person, suggesting significant future upside.

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    Ashley Owens's questions to Boot Barn Holdings Inc (BOOT) leadership

    Ashley Owens's questions to Boot Barn Holdings Inc (BOOT) leadership • Q1 2026

    Question

    Ashley Owens asked how Boot Barn plans to market the pricing differential of its exclusive brands to consumers and whether the company intends to lean into additional marketing for its strong denim business.

    Answer

    CEO John Hazen stated the company will not run promotional campaigns around pricing but believes customers will notice the value difference online and in-store, especially at key psychological price points. For denim, the focus will be on in-store education with tools like fit guides for associates, rather than a large, dedicated marketing campaign.

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    Ashley Owens's questions to Boot Barn Holdings Inc (BOOT) leadership • Q4 2025

    Question

    Ashley Owens from KeyBanc Capital Markets inquired if the current pricing environment creates an opportunity to expand exclusive brand offerings into new styles or price points to capture more price-sensitive consumers.

    Answer

    CEO John Hazen responded that while the company is cautious about maintaining quality and not creating an overly entry-level product, the rising prices of third-party brands will inherently make Boot Barn's existing exclusive brands more attractive. He emphasized that the exclusive brand assortment already includes a 'good, better, best' structure, which will become even more price-competitive as market prices increase, rather than needing to introduce entirely new, lower-priced lines.

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    Ashley Owens's questions to Boot Barn Holdings Inc (BOOT) leadership • Q3 2025

    Question

    Ashley Owens asked about the components of the average transaction value (ATV) and a potential decline quarter-to-date, questioning if it was driven by pricing or mix shifts.

    Answer

    Interim CEO John Hazen clarified that strong comp performance has been primarily driven by transaction growth. He explained that for Q3, units per transaction (UPT) increased while average unit retail (AUR) was flat, and he expects this trend to continue. The Q4 guide reflects seasonality and tougher comps, not a change in transaction value.

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    Ashley Owens's questions to Oxford Industries Inc (OXM) leadership

    Ashley Owens's questions to Oxford Industries Inc (OXM) leadership • Q1 2026

    Question

    Ashley Owens of KeyBanc Capital Markets inquired about the key drivers of Lilly Pulitzer's strong performance, strategies to maintain its momentum, and the company's pricing plans for its other brands amidst tariff and promotional pressures.

    Answer

    Chairman and CEO Tom Chubb credited Lilly's success to focusing on its most dedicated customers with new, brand-aligned products. He noted that for Tommy Bahama, a sub-3% price increase for Spring 2026 is planned to recover gross margin dollars. CFO and COO Scott Grassmyer added that significant price adjustments for 2025 are limited, but modest increases are set for Fall 2025, with full tariff mitigation expected by Spring 2026.

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    Ashley Owens's questions to Oxford Industries Inc (OXM) leadership • Q4 2024

    Question

    Ashley Owens of Telsey Advisory Group inquired about the drivers of the Q1 2025 guidance, including the magnitude of headwinds by brand and assumptions for the full-year revenue range. She also asked for commentary on wholesale partner order trends and specific details on the Johnny Was turnaround plan.

    Answer

    CEO Tom Chubb and CFO/COO Scott Grassmyer responded. Chubb identified Lilly Pulitzer as the strongest brand, with other brands impacted by a softer consumer and the Easter calendar shift. Grassmyer noted that full-year guidance assumes new store openings will partially offset negative comps. Regarding wholesale, Chubb acknowledged potential pullbacks from major retailers but highlighted the strong sell-through performance of Oxford's brands as a mitigating factor. For Johnny Was, Chubb detailed a focus on improving retail execution, rebuilding wholesale, enhancing marketing efficiency, and shifting the assortment back towards its classic roots.

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    Ashley Owens's questions to G-III Apparel Group Ltd (GIII) leadership

    Ashley Owens's questions to G-III Apparel Group Ltd (GIII) leadership • Q1 2026

    Question

    Ashley Owens of KeyBanc Capital Markets inquired about G-III's strategy for implementing price increases, asking which brands and categories possess the most pricing power. She also asked about the financial impact of postponing the Sonia Rykiel launch on guidance and the company's approach to demand planning for the second half.

    Answer

    CEO Morris Goldfarb explained that G-III is working cooperatively with retailers on targeted price increases, leveraging the strong pricing power of owned brands like Donna Karan and Karl Lagerfeld, which have less historical price pressure. He noted the Sonia Rykiel launch was postponed due to production and tariff complexities, a decision made to avoid larger losses. CFO Neal Nackman added that while the order book is slightly slower, they remain cautiously optimistic for the second half due to new launches and are managing inventory prudently.

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    Ashley Owens's questions to G-III Apparel Group Ltd (GIII) leadership • Q4 2025

    Question

    Ashley Owens of KeyBanc Capital Markets Inc. inquired about the financial headwinds for the upcoming fiscal year, specifically the impact from the PVH license roll-offs and tariffs on non-outerwear categories. She also asked for color on sales trends in February and early March, and for an update on new opportunities and initiatives related to Artificial Intelligence (AI).

    Answer

    Executive Neal Nackman quantified the prior year's Calvin Klein business impact at approximately $200 million and detailed the tariff strategy, noting limited Q1 exposure but a larger impact in Q2, which is factored into forecasts. He mentioned price elasticity in outerwear could help mitigate costs. CEO Morris Goldfarb described February retail as 'tough' due to cold weather but stated that early March trends are 'good.' Regarding AI, he explained that G-III is actively evaluating its use across the business, including in design for new launches like Converse, where they can build futuristic systems from a 'blank canvas'.

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    Ashley Owens's questions to G-III Apparel Group Ltd (GIII) leadership • Q3 2025

    Question

    Ashley Owens inquired about the expected magnitude of gross margin expansion in the fourth quarter, how holiday promotions are comparing to expectations, and the company's confidence in maintaining bottom-line growth ahead of sales growth into next year.

    Answer

    Executive Neal Nackman stated that the shift toward higher-margin owned brands is the primary driver of gross margin expansion, with moderate freight costs also helping. He noted that holiday promotions have been in line with plans and not excessively aggressive. Chairman and CEO Morris Goldfarb confirmed that retailers are conducting normal seasonal promotions. For next year, Neal Nackman expressed bullishness, citing the continued positive impact of the brand mix shift and the opportunity to leverage the new, higher baseline of marketing investments as sales grow.

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    Ashley Owens's questions to G-III Apparel Group Ltd (GIII) leadership • Q2 2025

    Question

    An analyst on behalf of Ashley Owens asked for details on the confidence behind the expected Q4 performance step-up and requested information on any outperforming product categories.

    Answer

    Executive Neal Nackman explained that confidence in Q4 stems from comparing against the prior year's weakest quarter and the continued momentum from new initiatives and owned brands. CEO Morris Goldfarb highlighted the 'outsized growth' of Donna Karan, attributing its success to a powerful marketing campaign and strong retailer reception, which is leading to significant expansion in door counts and floor space.

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    Ashley Owens's questions to Figs Inc (FIGS) leadership

    Ashley Owens's questions to Figs Inc (FIGS) leadership • Q1 2025

    Question

    Chris Brazo, on for Ashley Owens, asked if the uncertainty in the U.S. market would accelerate FIGS's expansion plans in Asia. He also inquired about the potential for opportunistic domestic investments while competitors may be pulling back.

    Answer

    CEO Trina Spear clarified that the company's plans for Japan and South Korea are proceeding as planned and are not being altered by the current U.S. environment. She reiterated that FIGS is opportunistically investing in its key growth drivers—International, TEAMS, and Community Hubs (retail)—to build an iconic global brand. Spear emphasized the company is doubling down on serving its community and investing in its future, including opening new stores in Houston and two other locations this year.

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    Ashley Owens's questions to Figs Inc (FIGS) leadership • Q4 2024

    Question

    Ashley Owens asked about the long-term target for the non-scrubs mix and its margin impact, and sought details on the decision to further calibrate the fit initiative and delay its marketing.

    Answer

    CFO Sarah Oughtred reiterated that the non-scrubwear mix grows about one point annually. CEO Trina Spear explained they are taking more time on the fit initiative to 'get it right' for all customers, pushing the full launch and related marketing to the second half of 2025.

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    Ashley Owens's questions to Figs Inc (FIGS) leadership • Q3 2024

    Question

    Ashley Owens asked for a broader perspective on the international growth strategy, including key markets and brand-building approaches. She also inquired how the success of the Olympics campaign is shaping future marketing strategies.

    Answer

    Co-Founder and CEO Trina Spear highlighted Canada, Australia, and the UK as foundational international markets, with Mexico and the Philippines showing strong recent growth. She identified Asia, particularly Japan, as a key future opportunity. She explained that the Olympics success reinforces the strategy of telling authentic stories about healthcare professionals and product innovation to broaden community connection.

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    Ashley Owens's questions to Crocs Inc (CROX) leadership

    Ashley Owens's questions to Crocs Inc (CROX) leadership • Q1 2025

    Question

    Ashley Owens inquired whether the company is seeing its wholesale partners plan more prudently for the remainder of the year and how that is affecting the order book.

    Answer

    CEO Andrew Rees confirmed that major retail partners are planning future inventory conservatively, which is reflected in the order book. He stated that the company supports this cautious approach, as it is preferable to forcing excess inventory into the channel, which would be detrimental to long-term brand health.

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    Ashley Owens's questions to Crocs Inc (CROX) leadership • Q2 2024

    Question

    Ashley Owens of KeyBanc Capital Markets asked if the wholesale channel pressures for Heydude would create additional margin headwinds and how the company is balancing tighter inventory buys with the need to maintain product newness and collaborations.

    Answer

    CEO Andrew Rees confirmed the wholesale inventory cleanup is a significant, costly investment that will pressure margins in the second half. He explained the goal of this action is to refresh sales floors with current, new products, which are performing well. Therefore, the pullback on receipts is about cautious demand planning, not reducing the cadence of new product introductions, which remain a priority.

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    Ashley Owens's questions to Wolverine World Wide Inc (WWW) leadership

    Ashley Owens's questions to Wolverine World Wide Inc (WWW) leadership • Q1 2025

    Question

    Ashley Owens inquired about the magnitude and scope of planned price increases to mitigate tariff impacts. She also asked for segment-specific expectations and any guidance on gross margin for the second quarter.

    Answer

    CEO Christopher Hufnagel described the price increases as 'strategic and surgical,' citing mid-single-digit hikes on specific products, which will not fully offset tariff costs. CFO Taryn Miller provided Q2 segment guidance (Active Group high-single-digit growth, Work Group low-single-digit decline) but refrained from giving a specific gross margin outlook due to market volatility.

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    Ashley Owens's questions to Wolverine World Wide Inc (WWW) leadership • Q4 2024

    Question

    Ashley Owens asked for more color on the Q1 operating margin guidance being lower than the prior year, how margins are expected to scale throughout 2025, and for a 'state of the union' on Sweaty Betty, including underperforming categories and innovation plans.

    Answer

    CFO Taryn Miller attributed the lower Q1 operating margin to reduced operating leverage on what is historically the lowest revenue quarter, expecting sequential improvement as revenue grows. CEO Chris Hufnagel acknowledged Sweaty Betty's softer quarter but emphasized progress on full-year profitability, new marketing campaigns, and the recent addition of a new Chief Product Officer to drive the brand forward.

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    Ashley Owens's questions to Wolverine World Wide Inc (WWW) leadership • Q3 2024

    Question

    Ashley Owens asked for clarification on the Work Group's Q4 guidance, questioning if it fully captures demand missed in Q3. She also posed a broader question about Saucony's long-term growth potential and the key drivers for brand awareness in 2025.

    Answer

    CEO Christopher Hufnagel explained the Work Group's Q4 growth guidance is supported by three factors: recovering Q3 shipment delays, an easier prior-year comparison, and pulling forward some Q1 demand. Regarding Saucony, he highlighted its strategic pivot to a broader run consumer, strong innovation pipeline, and brand heat from collaborations, expressing high optimism for its future growth potential.

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    Ashley Owens's questions to Caleres Inc (CAL) leadership

    Ashley Owens's questions to Caleres Inc (CAL) leadership • Q4 2024

    Question

    Ashley Owens inquired about the assumptions underlying the full-year EPS guidance, the expected quarterly progression, and the potential timeline to return to a $4 EPS threshold. She also asked for insights into the resilience of the higher-priced contemporary brand segment.

    Answer

    CFO Jack Calandra explained that the guidance assumes sequential quarterly improvement driven by new product introductions at Famous Footwear and several growth initiatives in the Brand Portfolio, including lapping a prior year's SAP upgrade challenge, international growth, and the launch of Favorite Daughter. CEO John Schmidt added that the contemporary segment is benefiting from a consumer shift away from weaker designer brands and strong performance in fashion-forward categories.

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