Under Armour Management Discusses Q2 2012 Results - Earnings Call Transcript

Under Armour (UA)

Q2 2012 Earnings Call

July 24, 2012 8:30 am ET


Thomas D. Shaw - Director of Investor Relations

Kevin A. Plank - Founder, Chairman of the Board, Chief Executive Officer and President

Brad Dickerson - Chief Financial Officer and Principal Accounting Officer


Eric B. Tracy - Janney Montgomery Scott LLC, Research Division

Sharon Zackfia - William Blair & Company L.L.C., Research Division

Samuel Lee - ISI Group Inc., Research Division

Jim Duffy - Stifel, Nicolaus & Co., Inc., Research Division

Sam Poser - Sterne Agee & Leach Inc., Research Division

Camilo R. Lyon - Canaccord Genuity, Research Division

Robert F. Ohmes - BofA Merrill Lynch, Research Division



Good day, ladies and gentlemen, and welcome to the Under Armour Inc. Second Quarter Earnings Webcast and Conference Call. [Operator Instructions] As a reminder, this call may be recorded. I would now like to introduce your host for today's conference, Tom Shaw. Sir, you may begin.

Thomas D. Shaw

Thanks, and good morning to everyone joining us on today's second quarter conference call.

During the course of this call, we'll be making projections or other forward-looking statements regarding future events or the future financial performance of the company. We wish to caution that such statements are subject to risks and uncertainties that could cause actual events or results to differ materially. These are statements of uncertainties that are described in our press release and in the Risk Factors section of our filings with the SEC. The company assumes no obligation to update forward-looking statements to reflect events or circumstances after the day on which the statement is made or to reflect the occurrence of unanticipated events.

Joining us on today's call will be Kevin Plank, Chairman, CEO and President; followed by Brad Dickerson, our Chief Financial Officer, who will discuss the company's financial performance for the second quarter, followed by an update to our 2012 outlook.

After the prepared remarks, Kevin and Brad will be available for a Q&A session that will end at approximately 9:30 a.m. Finally, a replay of this teleconference will be available on our website at approximately 11:00 a.m. Eastern Time today. And with that, I'll turn it over to Kevin Plank.

Kevin A. Plank

Thanks, Tom, and good morning, everyone. The U.S. athletic business is in a very strong upcycle and our second quarter results speak to Under Armour's contribution to that growth. With revenues up 27% in the quarter, it's clear that our growing capacity to innovate and add value for the athlete is working. Equally important, our results today in 2012 are strong evidence that when we add that value for the athlete, we do not see consumer resistance to price.

Our innovation agenda, combined with our improved ability to sequence product, is enabling us to broaden both our distribution and our share of closet while maintaining our premium brand position.

We are growing on multiple fronts. We're growing our core categories like baselayer [Audio Gap]. We're seeing strong results in kids, golf and outdoor. We're expanding our distribution in categories like underwear where we believe we're just scratching the surface of this major growth opportunity for the brand. And we're getting meaningful traction in Footwear, as we launched UA Spine just last month.

While it's always easier to look for one single piece of compelling news on these conference calls, for Under Armour, the reality is that the whole is greater than the sum of its parts. And that has been a hallmark of our 20-plus percent top line growth over the past 9 quarters. We don't talk about it at majority because we know we are still in the early stages of where our brand can go. But we built a product engine that is starting to take full advantage of the strong equity we have built over the years in the Under Armour brand.

But I do want to talk a bit this morning about some of the parts that are working particularly well. I'll start, as I did last quarter, by talking about the strength in our Women's business. The momentum from the strong first quarter launch of our Armour Bra and Studio product continued in Q2, and we also saw great growth in Women's running apparel. While we've always had a loyal consumer, who understood the performance benefit of our Women's products, our teams' commitment and focus has enabled us to deliver a more Under Armour specific design language that is clearly connecting with our consumer across multiple categories.

In Men's, core categories like training and baselayer remain absolute strength, while we continue to see solid growth in golf, where we are speaking to a different demographics in our core younger athletes. In short, we are growing on the field and off. Our core team sport athlete remains a loyal Under Armour fan while we add both revenues and as I mentioned, to our brand in categories like golf, outdoor and underwear.

But as I said earlier, the whole is greater than the parts. One of the drivers of our growth has been our ability to create a steady cadence around our innovation and product sequence. While we're bringing new technology like ColdBlack to market this year, we are expanding our year 2 assortments and distribution for key products such as Charged Cotton and Storm. This cadence lets us broaden the end use of our apparel, while continuing to drive an innovation agenda that addresses the highest performance needs of athletes.

This focus comes from our taking a much more strategic approach to product development and assortment and better utilization of our wholesale distribution. We're now able to take initiatives like Charged Cotton and Storm Cotton and build platforms with hundreds of millions of dollars in revenues. Today, where just a few years ago, that revenue channel did not exist for the brand.

Our growth in Footwear is also a function of better understanding the need for that proper cadence. We're starting to have a lot to talk about in Footwear, whether it's the strong performance at retail of our football and baseball cleats or our new $100 UA Spine Footwear that is just now hitting store shelves.

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