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- **Strong Financial Performance**: Full year revenue $3.7B, EPS $1.90 (+12%). Q4 gross margin 52.2% (100bps expansion).
- **Strategic Momentum**: LCOD consultations 5,000+/week, Sally Ignited remodels driving 15% UPT/ATV lift. Fuel for Growth program $74M cumulative savings.
- **2026 Targets**: 1-3% sales growth, 3-5% operating earnings growth, 10%+ EPS growth. Focus on digital expansion, owned brands, and new categories (fragrance, skin care).

**【CEO Summary Section】**
- **Q4 and Full Year Results**: Delivered Q4 comparable sales growth of 1.3% and full year revenue of $3.7 billion. Adjusted diluted EPS grew 12% to $1.90, driven by gross margin expansion and cost control.
- **Strategic Initiatives**: Advanced Sally Ignited (30 store remodels completed), licensed colors on-demand (LCOD) consultations averaging 5,000+ weekly, and digital expansion via marketplaces (e.g., Uber Eats). Fuel for Growth program generated $46 million in benefits, with $74 million cumulative run rate savings.
- **2026 Outlook**: Targets 1-3% net sales growth, 3-5% adjusted operating earnings growth, and 10%+ EPS growth. Focus on customer activation, digital value, product innovation, and new growth pathways.

**【CFO Financial Commentary】**
- **Q4 Financials**: Consolidated net sales $947 million (+1.3%), gross margin 52.2% (100bps expansion). Adjusted operating margin 9.4%, EPS $0.55 (+10%). Full year free cash flow $275 million, used for debt paydown ($119M) and share buybacks ($50M).
- **2026 Guidance**: Net sales $3.71-3.77 billion, adjusted EPS $2-2.10. Capital expenditures $10 million, free cash flow $200 million. Store count expected flat with 40 new openings and 40 closures.
- **Fuel for Growth**: Anticipates $45 million in 2026 savings (2/3 gross margin, 1/3 SG&A), bringing cumulative run rate to $120 million.

**【Q&A Highlights】**
- **Consumer Trends**: Resilient Sally customers despite government shutdowns; BSG stylists buying smaller, more frequent orders. Color category strong (Sally +8%, BSG +5%).
- **Store Remodels**: Sally Ignited stores show 15% higher UPT and ATV; 50 more remodels planned for 2026. Fragrance expansion into 1,000 stores for holiday.
- **Promotional Environment**: Shorter promo windows in Sally, heavier BSG promotions for holiday. Shifting to emotional messaging (e.g., "save while you skip the salon").

Sally Beauty Holdings, Inc.(SBH)-20251113-2025 Q4 Earnings call transcript

Revenue

Sales and Services Revenue

Financing Services Revenue

Other Revenue

Cost of Revenue

Cost of Goods and Services

Cost of Financing Services

Other Cost

Gross Profit

Other Operating Income

Operating Expenses

Selling, General and Administrative Expenses

Selling and Marketing Expenses

General and Administrative Expenses

Research and Development Expenses

Loss on Bad Debts

Loss on Impairment of Other Assets

Loss on Disposal of Assets

Other Operating Expenses

Operating Income

Non-Operating Income (Loss)

Income (Loss) from Affiliates

Income (Loss) from Associates

Income (Loss) from Joint ventures

Gain (Loss) on Other Investment

Gain (Loss) on Change in Fair Value

Gain (Loss) on Foreign Currency Exchange

Other Non-Operating Income (Loss)

Net Interest Expense

Interest Expense

Interest Income

Pretax Income From Continuing Operations

Income Tax Expense

Current Income Tax

Deferred Income Tax

Income Tax Adjustments

Net Income from Continuing Operations

Income from Discontinued Operations

Other Items Before Net Income

Net Income

Net Income Attributable to Minority Interests

Net Income Attributable to Owners of the Company

Preferred Stock Dividends

Other Adjustments

Net Income Attributable to Common Stockholders

Other Comprehensive Income

Total Comprehensive Income

Total Comprehensive Income Attributable to Minority Interests

Total Comprehensive Income Attributable to Owners of the Company

Basic EPS

Basic EPS from Continuing Operations

Basic EPS from Discontinued Operations

Diluted EPS

Diluted EPS from Continuing Operations

Diluted EPS from Discontinued Operations

SBH

SBH fundamentals

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