FGI Industries Q4 2024 Earnings Report

FGI Industries EPS Results

• Actual EPS: -$0.07
• Consensus EPS: -$0.03
• Beat/Miss: Missed by -$0.04
• One Year Ago EPS: N/A

FGI Industries Revenue Results

• Actual Revenue: $35.59 million
• Expected Revenue: $33.09 million
• Beat/Miss: Beat by +$2.50 million
• YoY Revenue Growth: N/A

FGI Industries Announcement Details

• Quarter: Q4 2024
• Date: 3/26/2025
• Time: After Market Closes
• Conference Call Date: Thursday, March 27, 2025
• Conference Call Time: 9:00AM ET

FGI Industries (NASDAQ:FGI) supplies kitchen and bath products in the United States, Canada, Europe, and internationally. The company sells sanitaryware products, such as toilets, sinks, pedestals, and toilet seats; wood and wood-substitute furniture for bathrooms, including vanities, mirrors, laundry, medicine cabinets, and other storage systems; shower systems; and customer kitchen cabinetry and other accessory items under the Foremost, avenue, contrac, Jetcoat, rosenberg, and Covered Bridge Cabinetry brand names. It sells its products through home center retailers, online retailers, distributors, and independent dealers. The company was incorporated in 2021 and is headquartered in East Hanover, New Jersey. FGI Industries Ltd. is a subsidiary of Foremost Groups Ltd.

FGI Industries Q4 2024 Earnings Call Transcript

Presentation

[Operator]

Good morning, and welcome to the FGI Industries Inc. Fourth Quarter twenty twenty four Results Conference Call. All participants will be in listen only mode. To ask questions. Please note this event is being recorded.

[Operator]

I would now like to turn the conference over to Jay Chung, Vice President, Investor Relations and Corporate Development. Please go ahead.

[Jae Chung, Senior Vice President of Investor Relations & Corporate Development at FGI Industries]

Thank you. Welcome to FGI Industries twenty twenty four fourth quarter results conference call. Leading the call today are President and CEO, David Bruce and Chief Financial Officer, Perry Lynn. We issued a press release after the market closed yesterday detailing our recent operational and financial results. I would like to remind you that management's commentary and responses to questions on today's conference call may include forward looking statements, which by their nature are uncertain and outside of the company's control.

[Jae Chung, Senior Vice President of Investor Relations & Corporate Development at FGI Industries]

Although these forward looking statements are based on management's current expectations and beliefs, actual results may differ materially. For a discussion of some of the factors that could cause actual results to differ, please refer to the Risk Factors section of our latest filings with the SEC. Additionally, please note that you can find reconciliations of historical non GAAP financial measures in the press release issued yesterday and in the appendix of this presentation, which is available on the company's website. Today's call will begin with a performance review and strategic update from Dave Bruce, followed by a financial review from Perry Lynn. At the conclusion of these prepared remarks, we will open the line for questions.

[Jae Chung, Senior Vice President of Investor Relations & Corporate Development at FGI Industries]

With that, I'll turn the call over to Dave.

[David Bruce, CEO, President & Director at FGI Industries]

Thank you, Jay. Good morning, everyone, and thank you for joining our call today. I am pleased to share our fourth quarter results reflect the strategic investments we've made in our organic growth initiatives across our brands, products and channels or BPC strategy. FGI reported total revenue of $35,600,000 in the quarter, representing a year over year increase of 15%. Gross profit was $8,700,000 a decrease of 3.2% compared to the prior year.

[David Bruce, CEO, President & Director at FGI Industries]

Gross margin was 24.6% compared to twenty nine point two percent, a decline of four sixty basis points compared to the fourth quarter of twenty twenty three due in part to customer marketing support and costs related to new business and associated promotional expenses in bath furniture. The industry outlook remains relatively flat overall with our customers forecasting minimal growth in 2025, but our investments have driven revenue growth well above the market. FGI's fourth quarter revenue increased significantly compared to the third quarter twenty twenty three due to growth across all our businesses and geographies. Revenue grew 14.7%, nine point nine % and twenty three point three % in the quarter for The U. S, Canada and Europe markets respectively.

[David Bruce, CEO, President & Director at FGI Industries]

SANF Heavywear revenue increased 5.8% year over year in the fourth quarter compared to the prior year period. Our bath furniture revenue increased 40.2% year over year as our shift to market aligned program pricing and design outpaced our sales expectations driven by new business wins. The Shower Systems business reported an increase in revenue of 17% as demand trends remain positive further supported by our new customer programs and continued order growth from a broader customer base. In Custom Kitchen Cabinetry, covered bridge revenue increased 68.3% in the quarter, driven by continued order momentum, expanded geographies and higher dealer count. I La Porter or digital custom kitchen joint venture continues to establish relationships with the premium design community with on trend products via an AI backed digital sales platform.

[David Bruce, CEO, President & Director at FGI Industries]

Our geographic expansion in Europe and India holds significant promise of driving growth in coming quarters. Our strategic growth initiatives are progressing well and are expected to fuel above market organic growth. I commend our FGI team for the dedication to our long term objectives, positioning the company for success for the remainder of 2025 and beyond. Before I hand it over to Perry, I want to say a few words about tariffs. The increasing tariff environment in 2025 remains fluid.

[David Bruce, CEO, President & Director at FGI Industries]

FGI is working with our suppliers and customers to support one another as we navigate the new normal together. We went through a similar process during the first Trump administration's tariff increases, so this is not new to us. We are confident that we can work through outcomes given the close relationships we have cultivated over the years with our vendors and customers. With that, I'll hand it over to Perry for a more detailed financial review.

[Perry Lin, Chief Financial Officer at FGI Industries]

Thank you, Dave, and good morning, everyone. I will begin by providing additional details on the quarter, followed by an update on our current liquidity and balance sheet. Finally, I will conclude with our guidance for the full year 2025. As Dave mentioned, for the fourth quarter twenty twenty four, revenue totaled $35,600,000 an increase of 15% compared to the fourth quarter of twenty twenty three. Gross profit was RMB 8,700,000.0 in the quarter, a decrease of 3.2% year over year.

[Perry Lin, Chief Financial Officer at FGI Industries]

Our gross margin declined to 24.6% in the quarter compared to 29.2% in the prior year. Our operating expenses increased 28.4% to RMB10 million from RMB7.8 million in the prior year due to primarily investing in initiatives related to our BPC growth strategy. GAAP operating income was negative RMB1.3 million in the quarter, down from a positive RMB1.2 million in the prior year. Lower gross margin and higher operating expenses due to investing in our growth initiative accounted for the loss. Moving to our balance sheet.

[Perry Lin, Chief Financial Officer at FGI Industries]

At the end of fourth quarter, FGI had RMB 15,600,000.0 in total liquidity, which we believe is more than sufficient to fund our growth initiative. We are providing our initial twenty twenty five guidance as follows. Our revenue guidance is $135,000,000 to 145,000,000 The adjusted operating income guidance is negative RMB2 million to positive RMB1.5 million. The adjusted net income guidance is negative RMB1.9 million to positive RMB1 million. Please note that the guidance for adjusted operating income excludes certain non recurring items.

[Perry Lin, Chief Financial Officer at FGI Industries]

Adjusted net income excludes certain recurring items and include an adjustment for minority interest. That concludes our prepared remarks. Operator, we are now ready for the question and answer portion of our call.

[Operator]

We will now begin the question and answer session. The first question comes from Greg Gieves with Northland Securities. Please go ahead.

[Greg Gibas, Vice President & Senior Research Analyst at Northland Securities, Inc]

Hey, thanks. Good morning, Dave and Terry. Thanks for taking the questions. Wanted to follow-up on your tariff commentary. I guess if you could elaborate maybe more on the expected impact of the business, how you're maybe working to remediate the impacts as well?

[David Bruce, CEO, President & Director at FGI Industries]

Yes. Like we sort of mentioned, we've been through this before and you see the news like we do. And we've been working closely with our suppliers as well as our customers to mitigate as best we can through some support on costs. Obviously, some of the tariffs are quite high. We're not going to be able to obviously support all of that, but we'll do our best.

[David Bruce, CEO, President & Director at FGI Industries]

And at the same time, we continue as we've spoken before to look at diversifying sourcing and we're in the midst of doing that now with certain things, certain categories. And I think that we feel pretty comfortable based on our expectation of where the tariffs are going to go and how we can partner with our suppliers and our customers to navigate through this. And this is not new and we feel pretty comfortable with our planning right now going into the middle of the year.

[Greg Gibas, Vice President & Senior Research Analyst at Northland Securities, Inc]

Okay, got it. And yes, hey, if I could just follow-up too on kind of the outlook. Wondering if you could just expand on, I guess, kind of the assumptions that go into that as it relates to obviously some of the headwinds, but you've talked about still expecting, I guess, projections are for roughly flat industry related growth in 2025. So just I guess your assumptions and confidence that you can kind of continue to see growth in your PPC strategy?

[David Bruce, CEO, President & Director at FGI Industries]

Yes. No, it's a great question and it's something we've mentioned before is that we do expect the industry to be relatively flat. But as we demonstrated in Q4, we have a lot of new programs out there. We're expanding in our markets and channels and that's all incremental growth. And quite frankly, that's where we see the majority of the growth that you saw and Perry mentioned on our guide, right.

[David Bruce, CEO, President & Director at FGI Industries]

So we're very happy and confident with the new programs that are many of which have been already agreed to and are now in the implementation stage and there's others that hopefully we get to that point in the second half of this year. And that's pretty much how we've built our guide. And despite a flat market and it's something we've talked about for quite a while, how our expectation has been with the BPC strategy to outpace the market despite any flattening out there. And for sure that's what we anticipate for the broader part of the market this year.

[Greg Gibas, Vice President & Senior Research Analyst at Northland Securities, Inc]

Got it. That's helpful. I'll pass it on.

[David Bruce, CEO, President & Director at FGI Industries]

Okay.

[Operator]

The next question comes from Reuben Garner with Benchmark. Please go ahead.

[Reuben Garner, Equity Research Analyst at The Benchmark Company LLC]

Thank you. Good morning guys and excuse any duplicate questions. I missed the first few minutes of the prepared remarks. So the just a question on your outlook for operating income, I guess, kind of flattish or breakeven at the midpoint. If I can you just kind of help me with the components of how you get there?

[Reuben Garner, Equity Research Analyst at The Benchmark Company LLC]

You're probably going to have, I don't know, roughly $8,000,000 in incremental revenue, so $1,500,000 in incremental profits on that. I thought there were some things that occurred in 2024 that were kind of non recurring and maybe would reverse or you'd get back this year. Are there other offsets? Are you including kind of tariff pressures already in that outlook?

[Greg Gibas, Vice President & Senior Research Analyst at Northland Securities, Inc]

Can you just walk me through the bridge on the earnings

[Reuben Garner, Equity Research Analyst at The Benchmark Company LLC]

side?

[David Bruce, CEO, President & Director at FGI Industries]

Yes, no, it's a great question. Yes, the majority of what you're seeing here is we are looking at tariff pressure in the guide. And there is a potential upside to that depending on where that lands. But we obviously are trying to be relatively conservative with the outlook and understand that it is real, the tariff pressure.

[David Bruce, CEO, President & Director at FGI Industries]

And it's coming at the beginning of the year, if you remember, there was not a lot of understanding in the market as to when tariffs may be impacted in the industry and things have moved a lot quicker. So we've sort of adjusted for that to understand that that's going to impact business for more time in the calendar year. So that's the majority of why you see that sort of flattish range to slightly positive because of tariffs. Outside of that, we're very like I mentioned just on the previous comment, we're quite happy with our new growth, particularly some of the new markets and some of the newer programs and some of the larger new customers we have. So that's the upside, right?

[David Bruce, CEO, President & Director at FGI Industries]

So now it's a matter of just balancing that tariff headwind and trying to maximize what we can to mitigate that as best we can.

[Reuben Garner, Equity Research Analyst at The Benchmark Company LLC]

So you guys weren't public last time we went through this or solve this as an industry or country even. What can you talk about how it works? I mean, do you use surcharges for things like this or do price increases go through? And then if it's good, I understand it's a fluid dynamic, right? And so one day it's a 20% tariff, the next day it's a 45%.

[Reuben Garner, Equity Research Analyst at The Benchmark Company LLC]

How do you operate the pricing side in that sort of volatile backdrop?

[David Bruce, CEO, President & Director at FGI Industries]

Yes, it's a great question. It's a little complex, but we generally work closely with customers. Customers also need help as to how they implement something like this. And then we work with our suppliers on trying to maximize any cost that we can get and support from their side. And then we adjust for timing on both sides.

[David Bruce, CEO, President & Director at FGI Industries]

We work with our customers and understand that there's an inventory mix when product starts to come in at the tariff cost. So we work with them on timing. And yes, I wouldn't there are some companies that would call it a surcharge. They might even surcharge on invoice, but it's generally a little bit more consistent for us to adjust price as necessary when we know what that price would be. And then if things change, we can make that adjustment as well.

[David Bruce, CEO, President & Director at FGI Industries]

Our new SAP system, of course, we implemented makes that a bit easier. Now that's part of the reason we implemented it. It allows us for some flexibility and allows us flexibility for our customers and our suppliers as well.

[Reuben Garner, Equity Research Analyst at The Benchmark Company LLC]

And do the specific tariffs on China make it likely or possible that you would need to find product elsewhere or is it not to that level yet? Are there other sourcing adjustments or offsets that can be made or is this all strictly you will have to put through price to keep up with the cost pressures you see?

[David Bruce, CEO, President & Director at FGI Industries]

No. As a matter of fact, we've been active in diversifying our sourcing. And so some of that diversification will positively impact this situation. As far as how much and how do we account for that, we've built that into some degree, but that's a fluid situation as far as moving some of our sourcing to impact 2025. But yes, we've already been doing that and there's probably more to come as we navigate through this.

[David Bruce, CEO, President & Director at FGI Industries]

We have other options and things. But as you can imagine, that's quite a fluid situation. That's a day to day, week to week type thing.

[Reuben Garner, Equity Research Analyst at The Benchmark Company LLC]

Great. And then last one for me is the kind of flattish end market outlook. I recognize you guys are mostly exposed to kind of the R and R panel. What are your thoughts on risks versus upside there? Consumer confidence is obviously taking a big hit here of late.

[Reuben Garner, Equity Research Analyst at The Benchmark Company LLC]

Is the feeling just that it's been a tough couple of years and so we're kind of likely to bottom out even if consumer confidence isn't so great or does that put that outlook at risk? I know it's kind of developing just over the last thirty days or so here.

[David Bruce, CEO, President & Director at FGI Industries]

Yes. I think originally if you went back to the later part of last year, everybody was looking at this year as sort of a level set year for particularly let's talk about the R and R market in particular. And if you look at some of the forecast in R and R, it was essentially forecasted flat to down a couple of points. It's still there. It's anywhere from down one or two points up to up one or two points by the end of the year.

[David Bruce, CEO, President & Director at FGI Industries]

I think what's maybe muted some optimism for the second half has been the tariffs and the unknown with macro environment with what's going on now. So I don't think the overall R and R outlook has changed much other than maybe being extended flat through the whole year, but it's such a fluid situation two to three months from now that whole outlook could change for the back half. So our saving grace is sort of what I mentioned before. Our new programs and implementations, our new business wins and our new market growth is our buffer to that flat market outlook, right? So we're comfortable that these new programs will be implemented and help us outpace that market as per our guide.

[Reuben Garner, Equity Research Analyst at The Benchmark Company LLC]

And so last one for me, just a clarification on that. I mean, is it fair to say that the new business wins are in the range of that kind of $8,000,000 at the midpoint in your guide and the rest is just kind of flattish market or is it something lower than that and there's some price in there from the tariffs?

[David Bruce, CEO, President & Director at FGI Industries]

Yes, it's all a blend.

[David Bruce, CEO, President & Director at FGI Industries]

I mean, because there's going

[David Bruce, CEO, President & Director at FGI Industries]

to be tariff pricing impact. There is going to be a little bit of organic growth with some of our larger customers. Then of course, we have the incremental share growth from the new programs, right? So we've blended all that together. And again, each one of those elements outside of the new stuff, I mean, outside of the new programs, a lot of that's fluid.

[David Bruce, CEO, President & Director at FGI Industries]

We look potentially for us as we implement the new programs, we feel so confident about the success of them If they ramp up quicker than we had expected and they perform better than we expect, we might even have an upside. But of course, we're being cautious because again the market is a little topsy-turvy right now and it's just a little unknown. So we want to make sure that we're not over exaggerating our wins here and just make sure that we can outpace the market as we expect.

[Reuben Garner, Equity Research Analyst at The Benchmark Company LLC]

Great. Thanks for the detail guys and good luck.

[David Bruce, CEO, President & Director at FGI Industries]

Sure. Thank you.

[Operator]

This concludes our question and answer session. I would like to turn the conference back over to David Bruce for any closing remarks.

[David Bruce, CEO, President & Director at FGI Industries]

Thank you for your time and interest today. We really do appreciate your continued support of FGI. Stay well. And if we don't connect during the quarter, we look forward to speaking with you on our next quarterly call. Thanks.

[Operator]

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

Participants

Executives

• Jae Chung, Senior Vice President of Investor Relations & Corporate Development
• David Bruce, CEO, President & Director
• Perry Lin, Chief Financial Officer

Analysts

• Greg Gibas, Vice President & Senior Research Analyst at Northland Securities, Inc
• Reuben Garner, Equity Research Analyst at The Benchmark Company LLC