Escalade (ESCA) Q2 2026 Earnings Call Transcript

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DATE

Thursday, July 30, 2026, at 11 a.m. ET

CALL PARTICIPANTS

• Vice President of Financial Reporting and Investor Relations - Wes Smith
• President and Chief Executive Officer - Patrick J. Griffin
• Chief Financial Officer - Stephen Wawrin

TAKEAWAYS

• Net Sales -- $57.7 million, increasing 6% year over year driven by new archery products and contributions from the Gold Tip acquisition.
• Net Income -- $9.4 million, or $0.68 per diluted share, for the second quarter of 2026.
• Gross Margin -- 26.2%, expanding 146 basis points due to higher fixed cost absorption on increased volumes and a favorable sales mix.
• EBITDA -- $13.2 million, an increase of $9.3 million compared to $3.9 million in the prior year period.
• Tariff Recovery -- $9.9 million, representing a nonrecurring benefit to operating profit and EBITDA from recovered costs paid in prior quarters.
• Selling, General and Administrative Expenses -- $12.5 million, an increase of $2.2 million primarily related to recent acquisitions and higher variable compensation.
• Cash Flow from Operations -- $8.7 million, compared to $13.3 million in the prior year period, reflecting increased cash used for working capital.
• Cash and Equivalents -- $16.4 million as of June 30, 2026, an increase of $3.3 million from the end of the first quarter.
• Total Debt -- $14.9 million, all of which is classified as current debt as of the end of the second quarter.
• Debt Repayment -- $1.8 million, representing the amount of long-term debt repaid during the second quarter.
• Total Inventory -- $73.6 million, declining $1.5 million year over year despite inventory additions from two acquisitions completed in late 2025.
• Inventory Turns Target -- 3x, representing the company's long-term target for working capital efficiency.
• Gold Tip Archery Acquisition -- Completed in September 2025, the business provided incremental sales and was accretive to second quarter results.
• Archery Category Growth -- Driven by Bear Archery and new product launches in the Trophy Ridge accessory line, including sights, releases, and stabilizers.
• Pickleball Product Expansion -- ONIX Pickleball launched the Hype Lite and Adapt MAX paddles, the latter featuring MAXRev technology and a carbon fiber power frame.
• Basketball Category Expansion -- Introduced the Goalrilla Hydro Dunk pool hoop, utilizing corrosion-resistant materials to enter the backyard pool market.
• Billiards Category Innovation -- Launched the Lucasi Halo carbon fiber shaft, engineered with T700 carbon fiber for low deflection performance.
• Safety Category Growth -- Driven by new product placements in canopy weights and plastic chain.
• Outdoor Games Category -- Experienced softer consumer demand, which partially offset growth in other recreational categories.
• Capital Allocation -- Management indicated a growing pipeline of strategic accretive acquisitions that enhance existing platforms and competitive positioning.

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RISKS

• Griffin stated, "Looking ahead to the second half of 2026, we remain mindful of potential macroeconomic headwinds, including inflationary pressures such as the higher energy costs and elevated prices across the broader economy, which could weigh on consumer spending while creating incremental pressure on our cost structure," acknowledging potential threats to demand and margins.

SUMMARY

Escalade (NASDAQ:ESCA) management reported net sales growth driven by strategic acquisitions and innovation across core categories like archery and basketball, despite softer demand in outdoor games. The company achieved a net cash position while realizing a significant nonrecurring tariff refund, which is being deployed to enhance operational efficiency and offset inflationary pressures. Strategic focus remains on inventory turn improvements and disciplined capital allocation for accretive acquisitions that strengthen the competitive portfolio in the sporting and recreational equipment markets.

• CEO Griffin stated that the company plans to deploy the $9.9 million tariff refund to "absorb some of the additional freight expenses" and support "incremental promotions in the third and fourth quarters."
• The company is expanding its Goalrilla brand "beyond the driveway into the backyard pool market" with the launch of salt and chlorine-safe basketball systems.
• Management expects inventory levels to decline further in the second half of 2026 as they progress toward a long-term target of 3x inventory turns.
• Griffin noted that the new Adapt MAX pickleball paddle is built for players who "demand precision and durability," combining advanced carbon fiber technology with performance-driven construction.
• The company maintained its current pricing strategy despite freight and commodity inflation, utilizing tariff refunds to avoid near-term price increases.
• Bear Archery gained market share through new product launches at the ATA show, specifically within the Trophy Ridge accessory line of sights and stabilizers.
• The company moved to a net cash position after repaying nearly $1.8 million of debt while benefiting from a favorable cash arbitrage in the current interest rate environment.

INDUSTRY GLOSSARY

• ATA Show: The Archery Trade Association's annual trade show where manufacturers debut new archery and bowhunting products.
• T700 Carbon Fiber: A high-strength, industrial-grade carbon fiber used in sports equipment to provide durability and consistent performance.
• EBITDA: Earnings before interest, taxes, depreciation, and amortization, a measure of a company's operating performance.
• Net Cash Position: A financial state where a company's total cash and equivalents exceed its total debt.
• Salt and Chlorine-Safe: Materials treated or engineered to resist corrosion from chemicals found in swimming pool environments.
• Inventory Turns: A ratio showing how many times a company has sold and replaced inventory during a specific period.

Full Conference Call Transcript

Operator: Good day, and welcome to the Escalade Second Quarter 2026 Results Conference Call. [Operator Instructions] Please note this event is being recorded. I would now like to turn the conference over to Mr. Wes Smith, Vice President of Financial Reporting and Investor Relations. Please go ahead.

Wes Smith: Thank you, operator. On behalf of the entire team at Escalade, I'd like to welcome you to our second quarter 2026 results conference call. Leading the call with me today is President and CEO, Patrick Griffin; and Stephen Wawrin, our Chief Financial Officer. Today's discussion contains forward-looking statements about future business and financial expectations. Actual results may differ significantly from those projected in today's forward-looking statements due to various risks and uncertainties, including the risks described in our periodic reports filed with the SEC. Except as required by law, we undertake no obligation to update our forward-looking statements. At the conclusion of our prepared remarks, we will open the line for questions.

With that, I would like to turn the call over to Patrick.

Patrick J. Griffin: Thank you, Wes, and welcome to everyone joining us on today's call. Our second quarter results reflected the strength of our innovative product offering, growing market share across a broad range of customers, disciplined cost management, strong operational execution and effective capital allocation. We delivered solid year-over-year improvements on both top and bottom line as compared to the second quarter of last year. These results were further enhanced by nonrecurring refund of tariffs paid in prior quarters that had weighed on those periods. The recovery of those refunds strengthens our ability to execute the strategic priorities I will discuss later in the call. Net sales increased 6% in the second quarter compared to the prior year.

This growth was driven by stronger sales of our new archery products and the incremental contribution from our September 2025 Gold Tip Archery acquisition, along with continued strength in our safety, table tennis and basketball categories. This was partially offset by softer demand in our outdoor games category. The operating leverage we have built over the past several quarters was evident in our second quarter profitability. Gross margin expanded by approximately 146 basis points year-over-year to 26.2%. This expansion was driven by higher fixed cost absorption on increased sales volumes. Gross margin also benefited from a favorable sales mix. We also continue to make progress improving asset utilization.

Despite the additional inventory from the two acquisitions completed in the second half of last year, total inventory declined $1.5 million year-over-year in the second quarter, reflecting our ongoing focus on working capital efficiency as a driver of free cash flow generation. We expect inventory levels to decline further in the second half of this year as we progress toward our longer-term target of approximately 3x inventory turns. Our second quarter operating income and EBITDA included approximately $9.9 million of recovered tariff costs incurred in prior quarters, further strengthening our already solid results for the period. We plan to deploy these refunds to help offset higher costs, particularly freight, commodity prices and announced and potential new tariffs.

We also intend to invest a portion of the refund in the growth of our business through consumer and trade promotions and product innovation. In addition, we plan to invest in capital improvements at our facilities in order to increase the efficiency of our operations. Looking ahead to the second half of 2026, we remain mindful of potential macroeconomic headwinds, including inflationary pressures such as the higher energy costs and elevated prices across the broader economy, which could weigh on consumer spending while creating incremental pressure on our cost structure. That said, we believe our business is well positioned to manage through this environment.

Our planned new product launches, the operating leverage we have built into the business and our continued focus on execution should enable us to keep growing our top line profitably despite ongoing macroeconomic uncertainty. During the second quarter, we continued to build our pipeline of fresh and innovative new products across our portfolio. ONIX Pickleball introduced several new pickleball paddles during the second quarter. These include the Hype Lite pickleball paddle, which builds on earlier Hype launch, but is lighter weight, making it easier to control, limiting fatigue to maximize performance on the court. We also launched the Adapt MAX pickleball paddle with MAXRev technology for enhanced spin, a raw carbon fiber surface and patented carbon fiber power frame.

The Adapt MAX is built for players who demand precision and durability, combining advanced paddle technology with performance-driven construction to help athletes play with greater confidence and control. The Adapt MAX paddle is now available in bold blue and sunset colorways. We also expanded product offerings within our basketball category, introducing the Goalrilla Hydro Dunk pool hoop. The new Goalrilla Hydro Dunk hoop brings our pro game basketball engineering poolside with the corrosion-resistant salt and chlorine-safe hoop system. The regulation size rim, backboard and anchor mount make it perfect for new pool installations. It's how we're expanding Goalrilla beyond the driveway into the backyard pool market. Within billiards, we launched the Lucasi Halo carbon fiber shaft during the second quarter.

This shaft is engineered with T700 carbon fiber to deliver low deflection performance, repeatable cue ball control and a smooth consistent stroke for serious billiards players. These new product launches are just a few examples of how we use innovation to expand market share in our core categories. Strengthening the balance sheet remains a priority. During the second quarter, we repaid nearly $1.8 million of long-term debt while increasing our cash balance by $3.3 million compared to the end of the first quarter of 2026, moving us to a net cash position. Given our low-cost fixed rate bank debt and the current interest rate environment, we continue to benefit from favorable cash arbitrage.

Our consistent free cash flow and strong balance sheet also position us to supplement organic growth with M&A. We remain focused on strategic accretive acquisitions that enhance our existing platforms, expand our presence in attractive categories and strengthen our competitive positioning. We are encouraged by our growing pipeline of acquisition opportunities that meet these criteria. In closing, our second quarter provided further validation of our strategy to deliver profitable growth even in the face of a difficult and uncertain macroeconomic environment. We delivered margin expansion while improving our working capital efficiency and strengthening our balance sheet.

Looking ahead to the second half of 2026 and beyond, we expect our operating model, robust capital allocation, strong execution and financial flexibility to drive continued growth, generating long-term value for our shareholders. With that, I will turn the call over to Stephen to walk through our second quarter financial results.

Stephen Wawrin: Thank you, Patrick. For the 3 months ended June 30, 2026, Escalade reported net income of $9.4 million or $0.68 per diluted share on net sales of $57.7 million. For the second quarter, the company reported gross margins of 26.2% compared to 24.7% in the prior year period. The 146 basis point increase in gross margin was primarily the result of lower operational costs driven by better absorption, operating leverage and a favorable sales mix. The favorable sales mix shift included the benefit of the Gold Tip acquisition, which was completed in the third quarter of 2025 and accretive to our second quarter results.

Selling, general and administrative expenses were $12.5 million during the second quarter, a $2.2 million increase compared to the prior year period, largely related to costs associated with the AllCornhole and Gold Tip businesses acquired late in 2025 and an increase in variable compensation. Earnings before interest, taxes, depreciation and amortization increased by $9.3 million to $13.2 million in the second quarter of 2026 versus $3.9 million in the prior year period. In addition to the year-over-year improvement in our gross profit, this increase reflects recoveries of previously paid tariffs, representing a $9.9 million benefit to operating profit.

Total cash flow from operations for the second quarter of 2026 was $8.7 million compared to $13.3 million in the prior year period. The year-over-year decrease in operating cash flow primarily reflects an increase in cash flow used for working capital purposes. As of June 30, 2026, the company had total cash and equivalents of $16.4 million. As of June 30, 2026, we had $14.9 million of total debt outstanding, all of which was current as of the end of the quarter. With that, operator, we will open the call for questions.

Operator: [Operator Instructions] And the first question will come from Rommel Dionisio with Aegis Capital.

Rommel Dionisio: Just two questions. The first one, could you talk about -- obviously, you're facing some higher costs from increased freight rates and commodity inflation. You're clearly not alone in that. But how do you guys think about near-term price increases to pass along some of that? Obviously, we're seeing inflationary pressures on the consumer spending impacting consumer spending. But yes, how do you -- I just wanted to see how you guys think about passing along some of those increased commodity costs and freight costs through price increases going forward?

Patrick J. Griffin: Hey Rommel, this is Patrick calling. That's a great question. We feel like our pricing is pretty good right now with the current environment. We're hoping that the freight will be transitory with the geopolitical situations that winds down, hopefully. But we feel like the -- some of the tariff refund we have, we can absorb some of that with promotional efforts on the pricing side. So we don't expect to change our pricing here in the near term.

Rommel Dionisio: Patrick, sorry. Thank you. Just to clarify, when you said absorb promotional, so is the thought to continue with promotions or to reduce that in light of lower pricing, or just use the cash that you got from tariff rebates to?

Patrick J. Griffin: Yes, we'll absorb some of the additional freight expenses with the refund, and then we're going to continue with maybe some incremental promotions in the third and fourth quarters and so support that with some of the tariff refunds as well.

Rommel Dionisio: Got you. Okay. And my second question, you alluded to some market share gains helping drive really strong results, [ 6.2% ] growth year-over-year in the quarter on the top line. Could you maybe just a little more granularity on what were some of the new products or the categories where you gained some share during the quarter?

Patrick J. Griffin: Yes. No, that's a great question. On our Bear Archery side, our Trophy Ridge accessory line, we did a lot of new product launches in that at the last ATA show at the beginning of the year, and those products have been accepted well into the market with our sites and releases and stabilizers. And so we're seeing nice traction there with that. So that's where we're seeing a lot of market share gains. And then on the safety side, we have some new placements there with our canopy weight range and then some plastic chain as well, and that's helping grow that safety business as well.

Operator: [Operator Instructions] And this will conclude our question-and-answer session. I would like to turn the conference back over to Mr. Wes Smith for any closing remarks. Please go ahead.

Wes Smith: Thank you, operator. Once again, thank you for your interest in Escalade and joining our call. Should you have any questions, please feel free to contact us at ir@escaladeinc.com, and a member of our team will follow up with you. This concludes our call today. You may now disconnect.

Operator: The conference has now concluded. Thank you for attending today's presentation. You may now disconnect.

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