lululemon athletica inc. (LULU)

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Lululemon Athletica (LULU)

Q3 2012 Earnings Call

December 06, 2012 9:00 am ET


Therese Hayes

Christine M. Day - Chief Executive Officer, President and Director

John E. Currie - Chief Financial Officer, Principal Accounting Officer, Executive Vice President and Treasurer

Sheree Waterson - Chief Product Officer


Erika K. Maschmeyer - Robert W. Baird & Co. Incorporated, Research Division

Adrienne Tennant - Janney Montgomery Scott LLC, Research Division

Omar Saad - ISI Group Inc., Research Division

Betty Y. Chen - Wedbush Securities Inc., Research Division

Dana Lauren Telsey - Telsey Advisory Group LLC

Roxanne Meyer - UBS Investment Bank, Research Division

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

Tal Woolley - RBC Capital Markets, LLC, Research Division

Lorraine Maikis Hutchinson - BofA Merrill Lynch, Research Division

Janet Kloppenburg

Ben Shamsian - Sterne Agee & Leach Inc., Research Division

Lizabeth Dunn - Macquarie Research

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

John Zolidis - The Buckingham Research Group Incorporated

Edward J. Yruma - KeyBanc Capital Markets Inc., Research Division

Camilo R. Lyon - Canaccord Genuity, Research Division

Kimberly C. Greenberger - Morgan Stanley, Research Division

Christian Buss - Crédit Suisse AG, Research Division

John D. Kernan - Cowen and Company, LLC, Research Division

Andrew Burns - D.A. Davidson & Co., Research Division

Rob Wilson - Tiburon Research Group, Inc.



Good day, ladies and gentlemen, and welcome to the lululemon athletica Q3 2012 Results Conference Call. [Operator Instructions] Later we will conduct a question-and-answer session. [Operator Instructions] I would now like to introduce your host for this conference call, Ms. Therese Hayes. You may begin, ma'am.

Therese Hayes

Hi. Good morning, everybody, and thanks for joining us on our third quarter 2012 conference call. A copy of today's press release is available in the Investor Relations section of our website and furnished on Form 8-K with the SEC and available on the commission's website at

Shortly after we end this morning, a recording of today's call will be available as a replay for 30 days, also on the website. And hosting our call today is Christine Day, the company's CEO; John Currie, the company's CFO; and Sheree Waterson our Chief Product Officer will also be available during the Q&A portion of the call.

We would like to remind everyone, of course, that statements contained on this call which are not historical facts may be deemed to constitute forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995. Actual results might differ materially from those projected in such statements due to a number of risks and uncertainties, all of which are described in the company's filings with the SEC.

[Operator Instructions] And with that, I will turn it over to Christine Day.

Christine M. Day

Thank you, Therese. Good morning, everyone, and thank you for joining us today to discuss our stellar third quarter results. I'm very proud of the team for achieving yet another strong quarter and coming in ahead of our expectations. Our robust financial results in the third quarter were largely driven by first-rate execution, beautiful product, community engagement and continued strength in our e-Commerce business.

During the course of the quarter, we celebrated the opening of an ivivva store, 3 stores in Australia and North American store openings in Omaha, Pittsburgh, New York, Memphis, Baltimore, Columbus, Franklin and Bridgewater, New Jersey. I am continually amazed with the creativity of our teams in enrolling their communities to the store opening events, which this quarter included the Gospel of Sweat at New York City's historic Upper West Side Riverside Church. Both the name of the event and the location were intentionally created to engage a conversation about spirituality and the mindfulness in New York City yoga studios, spin studios, fitness studios and the laps run around the reservoir. 200 yogis practicing mandala style mat-to-mat on the rooftop of the iconic Peabody Hotel in Memphis to celebrate the opening of that region's third store.

For the opening of our second store in Columbus, both stores came together for a huge community class, Om-H-I-O, where 500 yogis practiced yoga inside the Ohio State University Oval together. When we entered the Columbus market as a showroom 3 years ago, there was only 1 yoga studio, and today, there are 15 studios. This speaks volumes to the work both teams have done in their communities to cultivate yoga and be the resource for all things yoga related. It is this authentic connection with our guests and our community that differentiates us from many other retailers.

e-Commerce continued to be a significant growth driver for the business in the third quarter, with year-over-year increases up 89% in sales, the highest rate of growth in the active wear or vertical retail apparel categories.

In addition to our investments in bolstering our social, e-mail and blog activities to support our e-Commerce business, we are also laying the groundwork for future growth. We recently launched our Hong Kong, Singapore, U.K. and EU specific websites, which gives us access to 24 markets with local fulfillment, more localized content and the ability to connect more authentically with those communities. We established third-party logistics and distribution centers in Hong Kong and Rotterdam to better serve the Asian, European and U.K. markets.

We have said previously that we have been spending the past several months doing a lot behind the scenes work, and our international expansion is now entering a phase of more on-the-ground development. Based on the success of both Hong Kong showrooms, we are actively looking to secure real estate for a store in that market. In London, we will leverage the website and current infrastructure with the Chelsea showroom, with an additional showroom penetration in 2013. Overall, we intend to go deeper in showrooms in Europe and Asia over the next 24 months, and we will begin pre-seeding activities in up to 15 countries over the next 2 years.

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