David Kanen

David Kanen asked for an update on the CEO selection process, specifically inquiring about the number of candidates remaining and the expected timeframe for a decision.

Answer

Executive Chairman and Interim CEO Pasquale Natuzzi stated that the decision will be made upon finding the appropriate person for the position. He mentioned using weekend time for interviews and expressed hope to deliver good news in a very short period of time.

David Kanen of Kanen Wealth Management asked a series of questions regarding recent business trends, operational efficiency, and growth opportunities. He sought clarification on the improved order flow in Q4, the financial impact of the China factory relocation, the potential scale of the new contract division, and the company's new operating breakeven point.

Answer

CEO Antonio Achille confirmed a positive order trend in the last 10 weeks but remained cautious. He detailed that the China factory move, completed in September, is expected to yield a 200-300 basis point margin improvement materializing in 2025. Achille projected the new contract division could reach a 'EUR 20 million kind of ballpark' in revenue at a steady state and would be margin-accretive. He also affirmed that the company's operating breakeven point has been lowered to approximately EUR 75 million per quarter, implying significant profitability on revenue above that level.

David Kanen of Kanen Wealth Management inquired about the deployment of capital from the High Point building sale, the potential for a market recovery in China, the strategy for the wholesale gallery business, the new focus on the "trade and contract" channel, long-term U.S. store growth potential, and the company's e-commerce strategy.

Answer

CEO Antonio Achille stated the $12.1M in proceeds will prioritize restructuring and then selective U.S. retail expansion. He noted the China market remains soft but is hopeful about government stimulus, while highlighting new store commitments from local partners. He confirmed a net increase in galleries and a focus on upgrading existing ones. Achille and Chairman Pasquale Natuzzi detailed a revamped "trade and contract" strategy, moving from selling "products to projects" with new collections, in-store design studios, and dedicated teams, citing a recent multi-million dollar hotel contract. While acknowledging massive long-term U.S. store potential, Achille stressed a prudent, gradual expansion. He also conceded that the e-commerce strategy, particularly for Natuzzi Editions, is an area for future development.