Flexsteel (FLXS) Q3 2026 Earnings Transcript

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DATE

Tuesday, April 21, 2026 at 9:00 a.m. ET

CALL PARTICIPANTS

• President and Chief Executive Officer — Derek Schmidt
• Chief Financial Officer — Michael Ressler

TAKEAWAYS

• Net Sales -- $115.1 million, up 1%, primarily reflecting pricing from tariff surcharges, offset by reduced unit volumes in made-to-order, ready-to-assemble, and case goods.
• GAAP Operating Income -- $8.2 million, or 7.1% of sales, compared to a GAAP operating loss of $5.1 million in the prior year due to a $14.1 million impairment charge partially offset by a $0.8 million building sale gain in the prior year.
• Adjusted Operating Margin -- 7.1%, a decrease of 20 basis points from the prior year's 7.3%, driven by higher SG&A investments in consumer insights, innovation, demand generation, and customer experience.
• Cash Position -- $57.3 million at quarter-end with no bank debt, indicating a strong liquidity profile.
• Working Capital -- $142.2 million, supporting ongoing operational flexibility.
• Cash Flow from Operations -- $22.1 million, mainly from a $14.5 million inventory reduction after bringing in elevated inventory before anticipated tariff increases.
• Order Backlog -- $79.5 million at quarter-end, up 1.5% year over year, but sequentially down 3.5% from the second quarter.
• Orders -- Down approximately 2.4%, reflecting uneven demand and more cautious inventory management by retail partners.
• Sales Mix -- Pricing actions relating to tariffs accounted for around 11% of sales, largely offset by unit volume declines.
• New Product Mix -- New products comprised 40%-45% of company-level sales, with strategic accounts and health and wellness categories showing unit volume growth despite overall declines.
• Operating Model -- Ongoing cost savings, productivity, and operational efficiencies mitigated margin impacts from tariffs.
• Inventory -- Sequential reduction of 15%, normalized after preemptive restocking, with expectation for modest growth in the next quarter as new collections stock.
• Strategic Focus -- Ongoing investments in innovation, marketing, product development, and consumer insights are prioritized to support future growth and competitive positioning.

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RISKS

• Derek Schmidt said that the company "beginning to see cost pressures increase, particularly related to higher fuel and energy costs stemming from the developments in the Middle East," which are directly impacting domestic transportation costs and could affect ocean freight and product costs in upcoming quarters.
• Derek Schmidt cited a fire at a large Texas chemical factory as "hindering production of polyol, a key chemical used in the production of phone for upholstered furniture," leading to rising prices and allocations that may cause product shortages and extended lead times as soon as May.
• Schmidt described the tariff environment as "highly fluid and uncertain," with potential for new tariffs and changes related to Section 232 and USMCA that could influence both demand and cost structure in future periods.
• Derek Schmidt expects the near-term demand environment to remain "challenging," with sales likely to be relatively flat and operating margins similar to third quarter performance due to persistent macroeconomic and geopolitical uncertainty.

SUMMARY

Management referenced stable net sales performance in a period marked by severe weather and heightened geopolitical uncertainty. SG&A spending grew for initiatives in consumer insights, innovation, and demand generation as part of a long-term growth strategy. Inventory levels normalized after preparing for higher tariffs, contributing to strong operating cash flow and a debt-free balance sheet. Operating discipline and strategic product portfolio management continue to drive margin support despite reduced unit volumes. The company identified near-term risks from cost inflation, chemical supply constraints, and dynamic tariff policies.

• The CFO identified that roughly 11% of sales this quarter stemmed from pricing actions to offset tariff surcharges.
• Management stated that retail partners are exercising more caution, managing inventory levels closely, and taking a "more measured approach to replenishment."
• Schmidt characterized the backlog as both up year over year and down sequentially, signaling fluid order patterns across quarters.
• Resilient strategic account relationships and the health and wellness category maintained volume growth even as broader demand pressures persisted.
• SG&A investments are framed as "catalysts for future growth" despite their effect on near-term margins.

INDUSTRY GLOSSARY

• Polyol: A chemical compound used as a key input for foam manufacturing in upholstered furniture, essential in Flexsteel's supply chain.
• Section 232 Tariffs: U.S. import duties enacted under Section 232 of the Trade Expansion Act, typically affecting steel, aluminum, and occasionally specialized product categories like upholstery furniture.
• USMCA: United States-Mexico-Canada Agreement, the trilateral trade deal governing tariff and trade relations among the three countries.

Full Conference Call Transcript

Operator: Good day, and welcome to the Flexsteel Industries Third Quarter Fiscal Year 2026 Earnings Conference Call. [Operator Instructions] I would now like to turn the conference over to Mike Ressler, Chief Financial Officer for Flexsteel Industries. Please go ahead.

Michael Ressler: Thank you, and welcome to today's call to discuss Flexsteel Industries third quarter fiscal year 2026 financial results. Our earnings release, which we issued after market close yesterday, Monday, April 20, and is available on the Investor Relations section of our website at www.flexsteel.com under News and Events. I'm here today with Derek Schmidt, President and Chief Executive Officer. On today's call, we will provide prepared remarks, and then we will open the call to your questions. Before we begin, I would like to remind you that the comments on today's call will include forward-looking statements which can be identified using words such as estimate, anticipate, expect and similar phrases.

Forward-looking statements, by their nature, involve estimates, projections, goals, forecasts and assumptions that are subject to risks and uncertainties that could cause actual results or outcomes to differ materially from those expressed in the forward-looking statements. Such risks and uncertainties include, but are not limited to, those that are described in our most recent annual report on Form 10-K as updated by our subsequent quarterly reports on Form 10-Q and other SEC filings as applicable. These forward-looking statements speak only as of the date of this conference call and should not be relied upon as predictions of future events.

Additionally, we may refer to non-GAAP measures, which are intended to supplement, but not substitute for the most directly comparable GAAP measures. The press release available on the website contains the financial and other quantitative information to be discussed today. And with that, I'll turn the call over to Derek Schmidt, Derek?

Derek Schmidt: Good morning, and thank you for joining us today. As we reflect on our third quarter performance, we are operating in an environment that continues to be increasingly uncertain and dynamics. Over the course of the quarter, we saw a meaningful shift in demand patterns driven by a combination of factors, including severe weather early in the quarter and more recently, heightened macroeconomic uncertainty stemming from the conflict in the Middle East. These conditions have impacted consumer confidence, increased volatility in financial markets and contributed to rising energy costs, all of which are influencing both demand and our cost structure.

Against this backdrop and a strong prior year comparison, we delivered relatively stable year-over-year sales performance in the quarter and maintained solid operating margins of approximately 7%. While our year-over-year growth moderated this quarter, I'm encouraged by how our teams continue to execute and manage the business with discipline. Our results reflect the progress we've made building a more resilient operating model, 1 that allows us to respond quickly to changing conditions while maintaining focus on long-term value creation. Importantly, our underlying growth drivers remain intact. Our strategic accounts, new product introductions and health and wellness category all continued to perform well during the quarter. although at more moderate growth levels than we've experienced in recent periods.

This gives us confidence that while near-term demand is under pressure, the foundational elements of our growth strategy are working. Demand trends were uneven throughout the quarter. January and February were impacted by unusually severe weather across several regions. In March, we saw a more noticeable slowdown in orders as macroeconomic uncertainty increased. Overall, orders were down approximately 2.4% in the quarter and we continue to see variability in consumer traffic and purchasing behavior. Retail partners are responding cautiously managing inventory levels closely and taking a more measured approach to replenishment. From a profitability standpoint, we continue to benefit from the operating discipline and productivity improvements we've implemented over the past several years.

However, we are beginning to see cost pressures increase, particularly related to higher fuel and energy costs stemming from the developments in the Middle East. These pressures are impacting domestic transportation costs immediately and are expected to expand the ocean freight and product cost later in the fourth quarter and into the first quarter of fiscal year 2027. As we consider potential actions to mitigate these impacts, including pricing and cost initiatives, we are being thoughtful given the current sensitivity of the consumer and the broader demand environment.

Compounding near-term supply pressures is a fire last month at a large chemical factory in Texas that is hindering production of polyol, a key chemical used in the production of phone for upholstered furniture. Not only is this further elevating prices on this key furniture input, but most North American phone manufacturers are now on allocation from chemical suppliers for polyol which could lead to product shortages and extended manufacturing lead times for furniture as soon as May. In addition to these supply chain and macroeconomic pressures, the tariff environment remains highly fluid and uncertain. We are closely monitoring potential new tariffs being pursued by the administration and how they may interact with existing Section 232 tariffs on upholstery furniture.

There is also uncertainty around future trade negotiations, including USMCA, which could impact our operations and sourcing in Mexico. These factors represent additional variables that could influence both demand and our cost structure in future periods. As we look ahead, we do expect near-term conditions remain challenging. Demand is likely to remain uneven, and we currently anticipate fourth quarter sales to be relatively flat with prior year levels and operating margins similar to third quarter performance. The duration and severity of these challenges will depend on how macroeconomic conditions, geopolitical events and trade policy evolves. That said, our strategy and focus remains unchanged.

We are operating with agility, maintaining disciplined cost control and continuing to invest in the capabilities that support our long-term growth strategy. These include investments in consumer insights, innovation, product development, marketing and customer experience, areas that we believe are critical to sustaining share gains over time. We believe our strong balance sheet and improved operating model positions us well to navigate this period of uncertainty, while continuing to strengthen our competitive position and drive long-term shareholder value. And with that, I'll turn the call over to Mike, who will give you some additional details on the financial performance for the third quarter and our financial outlook.

Michael Ressler: Thanks, Derek. For the third quarter, net sales were $115.1 million or growth of 1% compared to net sales of $114 million in the prior year quarter. The increase was primarily driven by pricing from tariff surcharges, offset by lower unit volume, particularly in our made-to-order ready to assemble in case goods categories. Sales order backlog at the end of the period was $79.5 million. The backlog is up approximately 1.5% compared to the same period in the prior year. On a sequential basis, backlog is down approximately 3.5% from second quarter.

From a profit perspective, the company delivered GAAP operating income of $8.2 million or 7.1% of sales in the third quarter compared to an operating loss of $5.1 million in the prior year quarter. The prior year quarter GAAP operating loss included a $14.1 million impairment charge on the right-of-use assets associated with our Mexicali lease, offset by a $0.8 million gain on the sale of a building in Honeyberg, Indiana. Current quarter operating margin decreased 20 basis points compared to adjusted operating margin of 7.3% of sales in the prior year quarter. The decrease is primarily driven by higher SG&A investments and consumer insights, innovation, demand generation and customer experience, which we believe will be catalysts for future growth.

The impact of tariffs on operating margin in the quarter was mitigated through a combination of cost savings initiatives, operational efficiencies and pricing actions. Moving to the balance sheet and statement of cash flows. The company ended the quarter with a cash balance of $57.3 million, working capital of $142.2 million and no bank debt. Cash flow from operations in the quarter was $22.1 million, primarily due to a $14.5 million reduction in inventory. As mentioned last quarter, we brought in elevated levels of inventory prior to the anticipated tariff increase on January 1. During the quarter, we normalized our inventory stocking position while maintaining high service levels.

With that, I'll turn the call back over to Derek to share his closing perspectives.

Derek Schmidt: Thanks, Mike. As we look ahead, we recognize that the operating environment has become more complex and uncertain over the past several months. The combination of geopolitical and macroeconomic volatility, rising energy costs and supply chain disruptions is creating near-term pressure on both demand and cost with limited visibility into how conditions may develop in the near term. Despite this, our strategy remains clear and our focus remains unchanged. Our teams are operating with discipline and urgency, adapting to evolving conditions, managing costs responsibly and staying focused on the initiatives that we believe will drive long-term growth. I'm proud of how our organization continues to perform in the face of heightened uncertainty.

Additionally, we are navigating this period from a position of strength with a solid balance sheet, an improved operating model and a clear strategic road map, which gives me confidence in our ability to manage through these near-term challenges while continuing to build a stronger, more competitive business over time and deliver long-term shareholder value. With that, we'll open the call to your questions. Operator?

Operator: Operator Instructions] The first question comes from Anthony Lebiedzinski with Sidoti.

Anthony Lebiedzinski: Thank you, and good morning, everyone. Certainly nice to see the better-than-expected profitability in the quarter. Just wondering if you guys maybe could -- maybe try to put a number as far as the impact of the severe weather on your sales, any way to kind of put that into context as to what you think that was?

Michael Ressler: Anthony, it's really hard to put a specific number on it. But what I would tell you is we got direct feedback from several of our large retailers that were impacted in it had a meaningful impact on their business, which translates to lower replenishment orders for stock to Flex deal. So hard to put a number on it, but we certainly heard a lot from retailers on the impact of their business. What I would tell you is January, February, we've seen just really choppy demand on a week-over-week basis. So that was probably 1 of the things that stood out to us in terms of how the weather played a role in that.

And then we talked about it in the call. But March orders, we've seen kind of more of just -- I would say, more of a broader pullback as we're starting to, I think, field effects of consumer confidence and all the things going on in the Middle East and the economic uncertainty.

Derek Schmidt: And the only thing I'd add to that, Anthony. I mean in terms of March, difficult to really determine whether it's something more structural longer term or temporary. Clearly, they'll given what Mike cited around conflict in the Middle East, rising energy costs, I mean we're seeing more cautious consumer behavior and more conservative inventory management from our retail partners. So difficult at this point to determine whether there's a structural change in demand, but more of a period of, I think, heightened uncertainty, where visibility is pretty limited and conditions, I think, can shift quickly here depending on how things unfold on the geopolitical stage.

Anthony Lebiedzinski: Got you. Okay. And then just in terms of the pricing versus unit volumes, can you give some additional color as to what the impact of those 2 things were in the quarter?

Michael Ressler: Yes, Anthony. So the tariff pricing we took, it was meaningful in the quarter. So somewhere around 11% of our sales composition is from pricing we took to partially offset tariff surcharges. And obviously, that was largely offset by unit volume declines. Encouragingly, there were categories where we actually did have unit volume increases in some of our key growth areas like strategic accounts and health and wellness. So that gives us confidence that our structural growth strategies are intact and working albeit with a more challenging external environment.

Anthony Lebiedzinski: Understood. You also did a nice job with your gross margins, which were -- you cited favorable impact or favorable mix of higher-margin products. Can you share more color on this? And do you expect this to continue?

Michael Ressler: Yes, Anthony. I mean, we've talked about product portfolio, life cycle management being a significant driver in terms of our operating margin improvement over the last several years as well as a catalyst for cost mitigation and maintaining margins going forward. I would say the mix of new product sales is probably somewhere in that 40% to 45% range. kind of at a company level. And I would say you dive deeper down into the categories, and that looks a little bit different.

But I'd say, overall, I feel good about what we're doing in terms of focusing on bringing new product to market with better cost and profit profiles, and we're going to continue to focus on that as we move forward.

Derek Schmidt: And to add to that, Anthony, not surprising, we're -- certainly, we see higher margins in the portfolios where we have differentiated innovation that clearly meets an underserved or unmet consumer need. And that's a huge focus for us in terms of continuing that investment. So I believe that if we can continue to execute well on that front around innovation, around the consumer insights, we'll continue to see certainly favorable margins from our new product portfolio.

Anthony Lebiedzinski: Got you. And then can you just give a comment as far as the competitive landscape, I mean do you think that given all the disruptions that you're seeing, could this perhaps be an instance where the silver lining here is that you are able to gain market share?

Derek Schmidt: Yes. I think, Anthony, you're absolutely right. Even though we're certainly in a challenging period, a very dynamic period that in the event that the Middle East conflict were to drag out or disruption in the energy markets would continue, I think that's going to be a huge drag certainly on the industry. As we've stated, I believe we're in a position of strength that we're well capitalized. We've got a strong balance sheet. We have the luxury of being profitable and being able to continue our growth investments.

And I believe that is a competitive advantage that should enable us to continue to gain share in this environment where some competitors who are not in the strongest financial position, we'll inevitably have to pull back on investments. And again, I think that will further highlight our advantages. So that's the way we're thinking about it, Anthony. It's we say every market is a growth market, and we've got an opportunity here, I think, to continue to gain share. And we can't control what's happening in the external environment, but we'll continue to focus on executing what we can, which is delivering value to consumers through innovation, putting powerful marketing and customer experience for our retailers.

And I think we just continue to do that and execute that well, we'll continue to gain share.

Anthony Lebiedzinski: Absolutely. Okay. And then so as you mentioned, you have a strong balance sheet. You had a really strong cash flow quarter. Your inventory was down 15% on a sequential basis. I know you touched on this in your prepared remarks. But just maybe can you give us a sense as to where you think inventories might end at the end of the fiscal year? And what do you plan to do with the cash which you have more than what you've historically had?

Michael Ressler: Yes, Anthony, inventory came down. We talked about -- there was a -- we bought ahead in some of our best sellers ahead of anticipated tariff increases. And this quarter was largely about kind of bringing those stocking levels back in line kind of with what our targets are based on the needs of the business while maintaining really high service levels, would expect inventory to probably grow here in the quarter modestly. We've got several new product collections that performed really well at market that are starting to flow, and we hope to get those things in stock, so we can start fulfilling orders. As far as cash flow, our capital allocation strategy remains intact.

Number one, we want to maintain a strong balance sheet and gives us flexibility to navigate near-term kind of market challenges, but also optionality to reinvest back into the business and those growth initiatives that we believe will create long-term value. And honestly, lastly, we've talked about returning excess cash to shareholders through dividends and buybacks kind of based on the needs of the capital needs of the business.

Anthony Lebiedzinski: All right. Well, it sounds good. Thank you very much, and best of luck.

Derek Schmidt: All right. Thank you, Anthony.

Operator: This concludes our question-and-answer session. I would like to turn the conference back over to Derek Schmidt for any closing remarks.

Derek Schmidt: In closing, I want to thank all of our Flexi employees for their hard work and dedication in driving the company's solid performance during the third quarter. I'm also thankful to all of you for participating in today's call. Please contact us if you have any additional questions, and we look forward to updating you on the next call. Thank you.

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

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