Sonos - Q3 2023

Transcript

Operator (participant)

Good afternoon. My name is Emma, and I will be your conference operator today. At this time, I would like to welcome everyone to the Sonos Q3 fiscal 2023 earnings conference call. All lines have been placed on mute to prevent any background noise. After the speaker's remarks, there will be a question and answer session. If you would like to ask a question during this time, simply press star followed by the number one on your telephone keypad. If you would like to withdraw your question, again, press the star one. Thank you. James, James Baglanis, Head of Investor Relations, you may begin your conference.

James Baglanis (Head of Investor Relations)

Thanks, Emma. Good afternoon, and welcome to Sonos' Q3 fiscal 2023 earnings conference call. I'm James Baglanis, and with me today are Sonos CEO, Patrick Spence, and CFO and CLO, Eddie Lazarus. For those who joined the call early, today's hold music is a sampling from our Sunset Fuzz station. Before I hand it over to Patrick, I would like to remind everyone that today's discussion will include forward-looking statements regarding future events and our future financial performance. These statements reflect our views as of today only and should not be considered as representing our views of any subsequent date. These statements are also subject to material risks and uncertainties that could cause actual results to differ materially from expectations reflected in the forward-looking statements. A discussion of these risk factors is fully detailed under the captioned risk factors in our filings with the SEC.

During this call, we will also refer to certain non-GAAP financial measures. For information regarding our non-GAAP financials and a reconciliation of GAAP to non-GAAP measures, please refer to today's press release regarding our Q3 fiscal 2023 results posted to the investor relations portion of this website. As a reminder, the press release, supplemental earnings presentation, and conference call transcript will be available on our investor relations website, investors.sonos.com. I would also like to note that for convenience, we have separately posted an investor presentation to our investor relations website, which contains certain portions of our supplemental earnings presentation. I'll now turn the call over to Patrick.

Patrick Spence (Former CEO)

Thanks, James. Hello, everyone. Earlier this afternoon, we reported strong fiscal Q3 results. We are winning in the categories in which we play. I'm proud of the team's execution as we outperform the competition. The categories of consumer electronics that we participate in remain challenged, as conditions have not yet returned to what we would consider normal. We continue to see unprecedented levels of discounting by our competitors. Despite this, our brand and product portfolio continue to perform well. Consistent with past quarters, we have continued to gain significant market share in home theater in both the US and Europe. This is a testament to our continued investment in research and development, which remains focused on two things: raising the bar in the existing categories where we play and entering new categories in innovative ways.

Speaking of raising the bar in existing categories, our new Era family of products is off to a great start. We have seen media and consumers alike embrace Era 100 for its detailed stereo sound and deep bass, and Era 300 for its impressive out loud spatial audio listening with Dolby Atmos. Each product has earned stellar reviews from both media and consumers, with consumers rating both the Era 100 and the Era 300 at 4.8 out of 5 stars on sonos.com. A recent Forbes review of Era 300 noted it is nearly as perfect as any wireless speaker can be. The spatial audio performance is fantastic. Last quarter, I outlined what changed between our Q1 and Q2 earnings and how that affected our guidance for the H2 of this year.

We are tracking to those revised expectations, and thus, today, we are maintaining the midpoint of the guidance we issued for the H2 for revenue and Adjusted EBITDA. We saw a reduction in channel inventory in Q3, consistent with our expectation for registrations to outpace sell-in. We expect this to continue through Q4, particularly in Europe and Asia Pacific, where retailers continue to tighten up. As for underlying demand, strength in the Americas helped offset the impact of the tough economic climate in Europe and Asia Pacific. Specifically, in the Americas, we saw steady registration trends through the quarter, followed by a strong response to our Father's Day promo in mid-June. In both Europe and Asia Pacific, registration trends generally softened through the quarter, which we expect to continue through Q4.

As I've repeatedly said, we would reduce our spending, if necessary, to hit our EBITDA commitments while staying on track to deliver our ambitious roadmap, because harder times require a renewed commitment to rigor, focus, and efficiency. This commitment led us to announce a 7% reduction in force in mid-June. This right-sizing of our expense base will enable us to increase future profitability while making targeted investments in our exciting product roadmap. Our journey to drive more efficiency in the organization is never over. We will continue to closely scrutinize our cost base and do whatever it takes to deliver on the kind of long-term profitability we've targeted. Our focus remains on driving sustainable, profitable growth over the long term as we continue to release, release products in our now five existing categories, Sonos Pro was added this year, as well as three new categories we expect to enter.

We are in the early innings of our growth, as our more than 14 million households represent just 8% of the 172 million affluent households in our core markets. At the end of fiscal 2022, the average Sonos household had 2.98 products, up from 2.95 the prior year. This figure has steadily increased over the years, underscoring how the lifetime value of our customers continues to grow. As we have noted in the past, 40% of our households are single-product households, whereas our average multi-product household has 4.3 products. In other words, we are starting to get into the range we have previously discussed of four-six products for every mature Sonos household. We estimate that converting our single-product households to the average multi-product household install size represents a $5 billion revenue opportunity....

This highlights the long runway we have to further monetize our install base. I remain confident that Sonos is on the right track to continue to deliver value for customers and investors over the long term. There is no doubt in my mind that we will emerge from this challenging period as a stronger company, and resume making progress toward delivering on our long-term targets of $2.5 billion in revenue and $375 million-$450 million in Adjusted EBITDA. Now I'll turn the call over to Eddie to provide more details on our results and our outlook.

Eddie Lazarus (CFO and Chief Legal Officer)

Thank you, Patrick. Hello, everyone. Stepping back from the numbers for just a minute, I'd summarize Q3 as having two areas of intense focus. First, making sure that we deliver on the H2 revenue guidance we gave on our Q2 earnings call. Second, making sure that we deliver on our expense reductions, both to ensure that we meet the profitability guidance we gave last quarter, and to put us in a position to deliver our stated intention in FY 2024 to grow revenue faster than expenses and expand our Adjusted EBITDA margin. We are on track to do all these things. For the Q3 results. We reported revenues of $373.4 million, up 23% sequentially, and roughly flat year-over-year on both a reported and constant currency basis.

Americas grew 8% year-over-year to be 67% of total revenue, driven by resilient consumer demand, as well as a strong reception to our Father's Day promotion in June. EMEA and APAC each declined year-over-year, to be 28% and 4% of total revenue, respectively. This was due to soft consumer demand, consistent with the challenging economic climate in each region. We expect this softness in EMEA and APAC to continue through Q4. Though the shape of the H2 is a bit different than we had anticipated, in aggregate, our expectations are unchanged from what we outlined last quarter. I will discuss this further after I finish recapping this quarter's results. Quarterly registrations declined 2% year-over-year, while products sold declined 11%.

This divergence, with registrations outpacing selling, is consistent with what we outlined last quarter about reducing channel inventory in the H2 of the year. Favorable product and channel mix, as well as focused price increases, caused revenue to be roughly flat year-over-year, despite the 11% decline in products sold. Q3 gross margin expanded 270 basis points sequentially from Q2, to 46%, or 45.9%, excluding the impact of FX, consistent with last quarter's guidance. This expansion was driven by a full quarter of some targeted price increases, lower cost of components and favorable mix, partially offset by promotional activity, and the reserves and expenses we have taken related to our component inventory that we currently deem to be excess. These reserves are included in our cost of revenue and thus hit our gross margin.

This is a temporary consequence of sourcing components during a period of COVID-induced scarcity, followed by a period of slower demand. We expect to work the rest of the way through this gradually diminishing COVID overhang in mid-FY 2024. On a year-over-year basis, gross margin declined by 130 basis points due to lack of typical promotional activity in Q3 of fiscal 2022, partially offset by favorable product mix and fewer spot component purchases in Q3 of this year. Adjusted EBITDA was $34.3 million, ahead of our expectations, due to the combination of higher revenue and lower operating expenses. Foreign exchange was an approximately $0.7 million tailwind to Adjusted EBITDA.

Total non-GAAP adjusted operating expenses of $149.6 million declined by $4.4 million, or 3% from Q2, due to delayed program and advertising spend and lower bonus accrual. Please note that the mid-June RIF had little impact on our Q3 expenses, and that this expense figure excludes the $10 million restructuring charge we recorded associated with the RIF. We ended the quarter with $268 million of cash and no debt. Free cash flow was negative $7.8 million in the quarter, largely driven by a $31 million increase in accounts receivable, an $18 million decrease in accounts payable and accrued expenses, and $15 million of share repurchases, partially offset by a $23 million decrease in inventories.

Within inventories, finished goods were $240 million, down 13% sequentially. Looking ahead, our typical seasonality has us building inventory in fiscal Q4 ahead of the holidays. Our component balance of $58 million was up 12% sequentially. Over the last year, we moved swiftly to adjust our sourcing plan and our component purchase commitments. While we have made good progress, we still expect our component balance to continue to increase in the near term before reaching a peak sometime next FY. As I've said previously, managing our own inventory and improving cash conversion remains a top priority. Finally, before turning to guidance, we repurchased $15 million of stock in the quarter at an average price of $16.10 a share, representing 0.7% of common shares outstanding as of Q2.

As a reminder, we have approximately $55 million remaining of our previous $100 million share repurchase authorization. Turning to guidance. As I previously mentioned, our expectations for the H2 of fiscal 2023 are largely unchanged from last quarter. Today, we are adjusting guidance ranges to reflect being three quarters of the way through fiscal 2023, while maintaining the midpoint for revenue and Adjusted EBITDA. We now expect to report full-year revenues between $1.64 billion and $1.66 billion, down approximately 6% year-over-year. At the midpoint, our guidance of $1.65 billion is unchanged from last quarter. We expect Q4 revenue between $290 million and $310 million, down between 2% and 8% year-over-year.

Our Q4 guidance assumes that our Q3 promo overperformance pulled in some demand from Q4. While overall demand in the Americas is resilient, we expect EMEA and APAC to weigh on our results. Taken together with our Q3 revenue of $373 million, H2 revenue at the midpoint of our revised guidance is $673 million, unchanged from last quarter. We now expect gross margin will be in the range of 44-44.2%. The entirety of this revision is driven by higher excess component provisions. As a result, we now expect Q4 gross margin between 45.9% and 46.9%. At the midpoint, this outlook implies a H2 gross margin of approximately 46%, modestly below the midpoint of our prior guide of 47%.

Absent this excess component provision in Q4, our gross margin outlook would be in line with the prior guide. To size this for you, the full year impact of the provision is expected to be at least 100 basis points headwind to gross margin. As a reminder, we've also faced significant FX headwinds this year, adversely affecting gross margin by over 100 basis points as well. Excluding FX in the provision, gross margin would be well within our normal annual target of 45-47%. We now expect Adjusted EBITDA to be in the range of $148 million-158 million, representing a margin of 9-9.5%. At the midpoint, our guidance of $153 million is unchanged from last quarter.

We expect Q4 Adjusted EBITDA to be between $0-10 million, representing a margin of between 0-3%. Embedded in this Q4 Adjusted EBITDA guide is non-GAAP Adjusted Operating Expense of approximately $147 million in Q4, down modestly from Q3 due to realized RIF savings and lower bonus, partially offset by timing of program spend. Full year non-GAAP Adjusted Operating Expenses are expected to be approximately $623 million. Taken together with our Q3 Adjusted EBITDA of $34 million, H2 Adjusted EBITDA at the midpoint of our revised guidance is $39 million, again, unchanged from last quarter. As Patrick mentioned, in Q3, we took the painful but necessary step of reducing our workforce by approximately 7%. We have other expense reduction initiatives underway as well. For example, continuing the process of reducing our leased office space.

We recently amended our long-term lease in Boston, reducing our footprint by almost 50%. In Santa Barbara, we will be giving up our two current office locations and moving to a new consolidated office space early in the second quarter of 2024. We will continue to review our expense base in search of further areas of savings. Managing expenses and improving efficiency is of critical importance. We are in the throes of planning for fiscal 2024, and while it is too early to provide guidance, I do want to double down on our commitment to delivering operating leverage in fiscal 2024. We will provide further detail of this on our Q4 earnings call. Last but not least, let me touch briefly on our Google litigation.

In our Northern California case against Google, the jury awarded us $32.5 million based on Google's infringement of one of our Zone Scene patents. Post-trial motions are currently pending. In Google's two pending cases against Sonos at the ITC, a hearing was held in one case with an initial decision expected in September. In the second case, the judge delayed the expected July hearing and indicated that she would be issuing an order finding the Google patents at issue there to be invalid. We expect a written ruling shortly. With that, I'd like to turn the call over for questions.

Operator (participant)

As a reminder, if you would like to ask a question, press star, followed by one on your telephone keypad. Your first question comes from the line of Eric Woodring with Morgan Stanley. Your line is open.

Eric Woodring (Executive Director, Equity Research Analyst)

Awesome. Thank you, guys, and nice work in the quarter. Maybe Patrick or Eddie, I'm not sure which one, it's for either one of you, but, you know, just to confirm, I guess, the, the fiscal 3Q beat and fiscal 4Q guide down, that's largely, it seems like a product or a result of strong promotional activity, so you pulled forward some demand. There's also some incremental weakness in international markets. 1, just making sure those are the kind of the two key factors to think about for 4Q. The, the follow-up to that is just like, you know, how should we think about product registration growth or declines, I guess, as, as we then think about the September quarter? Should we think about the trajectory worsening just, just given the guide down?

Maybe if you could just share some color on how to think about that for, for the September quarter, that would be helpful. Then I have a follow-up. Thank you.

Eddie Lazarus (CFO and Chief Legal Officer)

Eric, thanks for that question. We've been intensely focused on our hitting our revised H2 top and bottom line targets, and obviously we're very happy that we're gonna be meeting those goals. As to the balance between Q3 and Q4. I, you know, I think you, you hit it, where we had a very successful Q3 promo, which no doubt pulled forward some revenue from Q4. We're also expecting some further channel tightening in, in EMEA and APAC, and you touched on that. Overall, we see the Americas holding steady with continued weakness in those other regions, consistent with the economic conditions in those other areas. For the whole year, I just want to emphasize this 'cause you asked about registration. For the whole year, registrations have been outpacing selling.

I, the underlying demand is actually a bit stronger than the headline revenue numbers. Our goal is to continue to compete effectively, which we've been doing, as we wait for our categories to recover, which they definitely will in time. I think you summarized things pretty well there, Eric.

Eric Woodring (Executive Director, Equity Research Analyst)

Awesome. Perfect, thank you for that. Then, maybe Patrick, you know, you continuously kind of talked about these four new categories. Obviously, now it's three new categories after the launch of Sonos Pro. You know, can you help us maybe think about the timeline to entering those new product categories? I know you don't want to give away any trade secrets, so maybe if I phrase the question as, you know, you've set a long-term target for $2.5 billion of revenue, $375 million-450 million of EBITDA. Do you need to enter those three new categories to reach that goal, or do you think you can reach that goal with, you know, kind of the, the exposure that you have in any subsequent product launches in existing categories already?

That's it for me. Thank you.

Patrick Spence (Former CEO)

Thanks, Eric. we entering the new categories, you know, that our strategy is both raising the bar in the existing categories, which is important to driving growth, and then the second element of that is entering new categories. So both of those, both parts of our strategy, just like acquiring new homes and as well getting our existing homes to purchase additional, are part of the strategy. It's all part of getting to our $2.5 billion in revenue. And as you alluded to, stay tuned, because we definitely don't foreshadow the product roadmap for competitive reasons. Thank you.

Eric Woodring (Executive Director, Equity Research Analyst)

Cool. Thank you, Patrick.

Operator (participant)

Your next question comes from the line of Brent Thill with Jefferies. Your line is open.

David Kelley (VP and Equity Research Analyst)

Thanks. Hey, guys, this is David on for Brent. Eddie, I wanted to start on the litigation. Appreciate the color you just gave. I'm curious just on, you know, kind of the go-forward path from here, how you guys are thinking about this. You know, maybe, one, I guess, what are the next mile markers that we should, as investors, should be watching for? Two, you know, how are you guys thinking about... You know, I know you guys have, in the past said that, you know, you think Google is infringing on, you know, more than just the five patents you guys have gone with. You know, kind of reloading that and coming with, with more patents down the road. Just curious to get an update on that.

Eddie Lazarus (CFO and Chief Legal Officer)

Well, the next milestone is going to be the post-trial motions in the case that we so far have prevailed in, in Northern California. The judge is holding a hearing actually tomorrow, and we should get a, I would think, a decision on that, you know, in relatively soon after the hearing. So that's, that's step one. Step two is going to be the oral argument in the Federal Circuit of the appeal from the case that we won at the ITC, finding five Google patents to be both valid, that Google was infringing five of our valid patents. Once that appeal. First of all, that appeal could benefit us significantly if we prevail in any respect there on our cross-appeal.

The second point there is that once that appeal is decided, the damages case for those five patents will begin in the Central District of California. Those are, you know, foundational patents that Google has been infringing for a very, very long time, and that we've already that have already withstood the test of litigation. That's, that's probably the next big event. Then we'll be getting a decision in their remaining case against us at the ITC, initial decision in September, final decision in January, you know, we're cautiously optimistic that that will come out well for us.

David Kelley (VP and Equity Research Analyst)

That's helpful. Then maybe just on the promotional activity, I know you guys have in the past talked about competitors being, you know, a little bit more aggressive on promotion activity. You know, obviously you guys weren't promoting, as much as you, last year as much as you are this year. Just curious, have you guys found yourself, you know, maybe promoting a little bit more than you would like? Just, just curious around that trend.

Eddie Lazarus (CFO and Chief Legal Officer)

I think we've... What, what I'd say is that, that our promotional strategy overall really hasn't changed. We're promoting in very particular moments in time when we think the consumers are really focused on on our product context, and that's proven very, very successful. While we have in some sense promoted more this year because we've been so successful with our promotions, it hasn't been because we've been on sale all the time. I think what, you know, that strategy has proven successful, and I expect that we're going to continue much the same way because we are gaining in market share, as, as Patrick described, very significantly in home theater, both here and abroad. so it, it, it just...

I, I think we've, we've, we've hit the right notes with a brand that's really, really strong right now and plays with these occasional moments as opposed to being on sale all the time.

David Kelley (VP and Equity Research Analyst)

That's helpful. Thanks, guys, appreciate it.

Operator (participant)

Your next question comes from the line of Jason Haas with Bank of America. Your line is open.

Jason Haas (Executive Director and Senior Equity Research Analyst)

Hey, good afternoon, thanks for taking my question. The commentary on the what's going on with the H2 shift has been really helpful. I'm curious if that changes your thinking at all, for the holiday period. I know it falls into next fiscal period, but just curious as we're getting a little bit closer to the holidays, if there's any change in your, your thinking there?

Eddie Lazarus (CFO and Chief Legal Officer)

No change in our thinking. We, we think we have a great product lineup and a good strategy that we're setting in place. And-

Jason Haas (Executive Director and Senior Equity Research Analyst)

Okay

Eddie Lazarus (CFO and Chief Legal Officer)

no, we, we can't tell exactly when the kind of cyclical issues in, in, in our space will, will turn. we're, we're gonna be ready to excel the moment that happens. Q1 is always a strong quarter for us, and we're looking forward to going through that again.

Jason Haas (Executive Director and Senior Equity Research Analyst)

That, that's, that's great to hear. In terms of, just curious to get a little bit more commentary on inventory levels, both your own... I appreciate, you know, all, all the commentary you gave on, on what's going on with components. But just more broadly speaking, how you feel about your inventory levels, and then also to the extent that you could, you know, see into your retail channel inventory levels if, you know, we're closer to getting to the end of this destocking that needs to happen. Again, you know, just given how important the holiday is for you, if there's any risk that.

Eddie Lazarus (CFO and Chief Legal Officer)

Yeah, sure.

Jason Haas (Executive Director and Senior Equity Research Analyst)

You know, retailers are having more need to reorder. Yeah. Thank you.

Eddie Lazarus (CFO and Chief Legal Officer)

Yeah. Sure. Look, we've brought inventory levels down by more than $100 million since the beginning of the year, and we feel good about that. With the bit of the slowdown of demand, they're somewhat elevated still, and we'll be building a little bit more into Q1, as typical for the holiday season. With respect to finished goods, we expect to return to a normal level exiting Q1. On the component side of things, we'll be taking a bit more onto our balance sheet as we exit from certain CM relationships, and also due to the aging of some inventory purchased during COVID and now held by some third parties. It's gonna take us a little longer to work through that temporary spike in our own in-inventory, but we expect to do so in FY 2024.

Little bit elevated right now, little bit of seasonality at work, but, but we will... we expect to be in very good shape next year, on, on, on that. Now, in terms of our retail partners, a little bit of, you know, tale of two cities. In, in EMEA, the, you know, we, we, the, our distribution pattern is much more diffused, but we're definitely seeing some tightening there. We've already experienced a lot of tightening here in the, in, in the US. You know, Best Buy has got many fewer weeks of cover than they used to, to hold, and that's fine. You know, we have great relationship there.

We've already seen, a lot of the, the squeeze, in that system, and as I said, that's why registrations have been outpacing, outpacing sell-in all year long.

Jason Haas (Executive Director and Senior Equity Research Analyst)

Great, really helpful. Thank you.

Operator (participant)

Your next question comes from the line of Mark Cash with Raymond James. Your line is open.

Mark Cash (VP and Equity Research Analyst)

Hey, thanks. Yeah, this is Mark on for Adam. Hey, Patrick, if I can start with you, since you brought up Sonos Pro, it'd be great if you can give an update on that? I understand it's early days, but, you know, how's interest, and have you learned anything since introduction that could, you know, help catalyze demand for Sonos SaaS offerings?

Patrick Spence (Former CEO)

Yeah, it is early days, like you mentioned, Mark. I think we're pleased with the customers that have adopted it and the interest that we've received. We haven't even, you know, really started to promote it yet, 'cause we wanna make sure that, you know, through marketing efforts, 'cause we wanna make sure that it's meeting the mark with the customers. It feels pretty good in terms of doing so. We think we have opportunity there. We think we have some work to do as well, to make it easy for customers to, to really adopt it even faster. I think we're on the right path for addressing the needs of the customers we've targeted with that, with that offering.

You know, we are going to continue to look for opportunities to add recurring revenue, flows to our business, wherever we can, in a, in a way that benefits customers. You know, we, we recognize the value of those types of offerings, and we'll continue to work on that.

Mark Cash (VP and Equity Research Analyst)

Okay, okay. Father's Day strength was called out, with promotional activity. I was wondering if you could give a sense of linearity in the quarter. You know, are things better now versus if you look back, back in April? I know, I understand that Father's Day may be skewed the middle of June somewhat. If you kind of give a sense of how things progressed throughout the quarter, that'd be great.

Eddie Lazarus (CFO and Chief Legal Officer)

I don't really have any more color for you on that other than to say, what I said earlier, which is we do think that that did pull forward, some, some revenue from Q4. You can, you can read into that. But that, you know, that effect over time will dissipate.

Mark Cash (VP and Equity Research Analyst)

Okay. I just wanted to circle back to the inventory topic. with, you know, installer channel and retailer, retail partners tightening, Can you give a sense of what kind of inventory levels they're holding now versus what you consider historical norms by these different go-to-market avenues?

Eddie Lazarus (CFO and Chief Legal Officer)

we don't actually give out those numbers, but what I would say is that, by historical standards, the retail partners here in the States, for example, have definitely tightened. so it's to the point where we're very comfortable with where those in-inventory levels are now.

Mark Cash (VP and Equity Research Analyst)

Okay

Eddie Lazarus (CFO and Chief Legal Officer)

... that over time, registrations and sell-in will now balance out, as opposed to registrations outstripping sell-in, as it has all year long.

Mark Cash (VP and Equity Research Analyst)

Okay, if I could just ask one more for Eddie. The gross margin headwinds you mentioned from the increased reserve, I think you mentioned you're getting through this in FY 2024, if that was right. If that's right, could... When do you see the headwinds subsiding, and would it still be a 100 basis impact for, for some of the year?

Eddie Lazarus (CFO and Chief Legal Officer)

It's, as I think the phrase I used is it's gradually diminishing, and we'll- and we should be all the way through it.

Patrick Spence (Former CEO)

in 2024.

Mark Cash (VP and Equity Research Analyst)

Okay. Okay, wonderful. Thank you for taking the questions.

Operator (participant)

Your next question comes from the line of Tom Forte with D.A. Davidson. Your line is open.

Sharon Gee (VP and Equity Research Analyst)

Hi, this is Sharon Gee on for Tom. Thank you so much for taking my question. I have one question and one follow-up. For my 1st question, how should investors think about the refresh rate for consumer electronics in general and your products in particular? It's our understanding that your products have longer refresh rates, given the relative build quality and the integrated software components.

Patrick Spence (Former CEO)

Yeah, thanks, Sharon. I think this is where we differ from pretty much every other company that participates in consumer electronics. You know, our model stands alone because the, the premise is ultimately that the products will last a long time, which I think from an investor standpoint, should be viewed as a higher return on investment from, you know, the, the investment we make in bringing a new product to market. You know, I think everybody would recognize it's also better for the, the world since we're not creating stuff that, you know, ends up in a landfill or recycled as well. Then the, the, the, the part of our model that's important is that people will add more over time, and we know from our cohort model that this continues to be the case and has been for 20 years.

This is why we're always focused more on the, the long-term value as opposed to, you know, that one-time purchase or some of the cyclical refreshes that so many other companies are. Because, as I mentioned, you know, we believe we have a $5 billion revenue opportunity alone, simply from being able to take our single product households to multi-product. So the way to think about it, I would say, is we're playing the long game and playing the, you know, adding more and more products over time, and getting higher ROI from our products.

Sharon Gee (VP and Equity Research Analyst)

Awesome. Thank you. For my follow-up: How, if at all, have you been impacted by consumers focusing their discretionary income on travel? So some recent examples, including a focus on international travel and live events, which are best exemplified by the Taylor Swift Eras Tour.

Patrick Spence (Former CEO)

Yeah. I think, you know, we, we've all seen and heard, you know, some of the services and travel versus goods spending on a macro level. That shift, you know, definitely isn't just new in Q3. I think we've been encountering that, throughout the, you know, throughout the year. We talked about that a little bit. But what I think is most important on that is that it's impacting the audio market overall as opposed to Sonos specifically. When we look at the category share, we think about market share.

In times like these, it's really important to understand, you know, how you're competing and how you're winning, and we're pleased to say that we are, you know, holding or gaining share in the categories that we play, despite not discounting to the levels that our competitors are. We feel very good about our position, our product portfolio, and our brand positioning in a difficult market right now. I think, you know, we look forward to the day that the spend on goods normalizes a bit from where it is today, and swings back from services. You know, we are that's why we're investing for the long term. We'll be in the best position of any company in audio to take advantage of that when things normalize.

Sharon Gee (VP and Equity Research Analyst)

Thank you.

Operator (participant)

As a reminder, if you would like to ask a question, press star, followed by the number one on your telephone keypad. We will pause for any last-minute questions. There are no further questions at this time. Patrick, I turn the call back over to you.

Patrick Spence (Former CEO)

All right. Thanks, Emma, and thanks to all of you for joining. We look forward to updating you again in November.

Operator (participant)

This concludes today's conference call. You may now disconnect.