ONE Group Hospitality Q1 2025 Earnings Report

ONE Group Hospitality EPS Results

• Actual EPS: $0.14
• Consensus EPS: -$0.18
• Beat/Miss: Beat by +$0.32
• One Year Ago EPS: N/A

ONE Group Hospitality Revenue Results

• Actual Revenue: $211.13 million
• Expected Revenue: $202.87 million
• Beat/Miss: Beat by +$8.26 million
• YoY Revenue Growth: N/A

ONE Group Hospitality Announcement Details

• Quarter: Q1 2025
• Date: 5/6/2025
• Time: After Market Closes
• Conference Call Date: Wednesday, May 7, 2025
• Conference Call Time: 4:30PM ET

ONE Group Hospitality (NASDAQ:STKS), a restaurant company, develops, owns, operates, manages, and licenses restaurants and lounges worldwide. It operates through STK, Kona Grill, and ONE Hospitality segments. The company also provides turn-key food and beverage services for hospitality venues, including hotels, casinos, and other locations. Its hospitality food and beverage solutions include developing, managing, and operating restaurants, bars, rooftops, pools, banqueting, catering, private dining rooms, room service, and mini bars; and offers hospitality advisory and consulting services. The company operates restaurants primarily under the STK and Kona Grill brands. The ONE Group Hospitality, Inc. was founded in 2004 and is based in Denver, Colorado.

ONE Group Hospitality Q1 2025 Earnings Call Transcript

Key Takeaways

• ONE Group reported Q1 revenues rose 148% year-over-year to $211.1 million, while adjusted EBITDA jumped 233% to $25.2 million, both reaching or exceeding the high end of guidance.
• Restaurant-level EBITDA improved to 16.4% (Benihana 20.1%, STK 17.7%) driven by operational efficiencies and positive comparable sales trends, including a 4.1% transaction gain at STK.
• Integration of Benihana and Rasushi is on track to yield at least $20 million in annual synergies by 2026 through workforce optimization, centralized purchasing, and supply-chain consolidation.
• Growth momentum continued with openings of company-owned Benihana in San Mateo and STK in Topanga, and a pipeline targeting 5–7 new venues in 2025, alongside accelerating an asset-light franchising strategy toward 400 Benihana and 200 STK global locations.
• The company ended the quarter with nearly $68 million in liquidity (cash and revolver availability), no financial covenants on its term loan, and remains focused on balance-sheet flexibility and shareholder returns including share repurchases.

Presentation

[Operator]

and welcome to the ONE Group First Quarter twenty twenty five Earnings Conference Call. At this time, all participants are in a listen only mode. A brief question and answer session will follow the formal presentation. As a reminder, this conference is being recorded. I would now like to turn the conference call over to Mr. Tyler Loy. Please go ahead.

[Tyler Loy, Chief Financial Officer at One Group Hospitality]

Thank you, operator, and hello, everyone. Before we begin our formal remarks, let me remind you that part of our discussion today will include forward looking statements. These forward looking statements are not guarantees of future performance and you should not place undue reliance on them. These statements are also subject to numerous risks and uncertainties that could cause actual results to differ materially from what we expect. Please also note that these forward looking statements reflect our opinion only as of the date of this call.

[Tyler Loy, Chief Financial Officer at One Group Hospitality]

We undertake no obligation to revise or publicly release any revisions of these forward looking statements, considering new information or future events. We refer you to our recent SEC filings for a more detailed discussion of the risks that could impact our future operating results and financial condition. During today's call, we will discuss certain non GAAP financial measures which we believe can be useful in evaluating our performance. However, the presentation of these measures or other information should not be considered in isolation or as a substitute for results prepared in accordance with GAAP. For reconciliations of these measures, such as adjusted EBITDA, adjusted net income, restaurant EBITDA, comparable sales, and total food and beverage sales at company owned, managed, licensed, and franchised units to GAAP measures, along with a discussion of why we consider these measures useful, please see our earnings release issued today.

[Tyler Loy, Chief Financial Officer at One Group Hospitality]

With that, I'd like to turn the call over to Manny Hilario.

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

Thanks, Tyler, and hello, everyone. Thank you for joining us today and for your continued interest in The ONE Group. Let me start by thanking our over 11,000 teammates across our STK, Benihana, Samurai, Kona Grill, Rasushi and Southwater Social Brands. Their dedication to creating unforgettable guest experiences is what truly differentiates our company and gives me tremendous confidence that we can achieve our vision of becoming the global leader in five dining. Let's review our first quarter's highlights and our progress against our strategic initiatives.

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

We were pleased that first quarter revenues, comparable sales and adjusted EBITDA reached or exceeded the high end of our guided ranges. We increased revenues by almost 150% to $211,000,000 fueled by a full quarter of Benihana and Ross Sushi contributions and the strength of our new units. This was driven by another quarter of sequential improvement in our combined comparable sales trend, positive comparable sales at our Benihana restaurants and strong positive transaction growth of 4.1% at our flagship STK brand. We grew restaurant level EBITDA to 16.4%, representing a 50 basis point improvement year over year through strategic operational efficiencies across our portfolio. Notably, both our Benihana and STK concepts achieved industry leading rational level EBITDA margins at 20.117.7%, respectively, for the quarter.

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

We also increased adjusted EBITDA by over 230% to $25,200,000 meaningfully exceeding our top line growth and demonstrating our ability to increase profitability through the execution of our initiatives, tight cost management and our growing economies of scale. Our growth strategy gained momentum in March with the opening of a company owned Benihana in San Mateo, California, our first new Benihana restaurant since acquiring the brand last year. We then continued our expansion in April, just after the quarter's end, by unveiling a new company owned STK restaurant Topanga, California, further strengthening our presence in Los Angeles market. Now, me provide an update on our four strategic priorities. First, driving sales across our brands by executing our strategic pillars.

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

Our mission is to create great guest memories by offering the best restaurants in every market that we operate by delivering exceptional and unforgettable guest experiences to every guest every time. Our success is built on three fundamental pillars: operations, flawless daily execution in every location culinary, masterful preparation and innovative menu development and marketing, drive strategic guest engagement through thoughtful marketing that creates meaningful connections. Each element works together to ensure that we consistently exceed expectations and create the dining memories that our guests deserve. While we saw positive comparable sales at our Benihana restaurants and strong positive transaction growth at our flagship STK brand, we are still seeing some dining shifts across our restaurants, because of the challenge and volatile economic environment. We see a growing preference for alternative dayparts like happy hour, and particularly in our steakhouse business, and an increase in guests sharing dishes and thoughtfully managing their average check.

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

As a result, we continue to focus on our value driven offerings, while maintaining our premium positioning. Our strategic dual tier approach features exciting happy hour menus with $3.06 dollars and $9 selections across all brands. We also offer midweek complete dining experiences with beverage pairings at $69 for STK and $39 for all our other brands, creating accessible value driven entry points. Simultaneously, we're elevating our culinary program with premium items for discerning guests, including Australian and Japanese Wagyu offerings at STK and Benihana. We're also laser focused on improving throughput during our peak Friday and Saturday periods, leveraging our centralized logistics and reservation systems to enhance stable turn times and overall efficiency.

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

We're also leveraging our $39 Taste of Benihana menu in the bar to increase seating capacity, so we can accommodate more guests during our peak dinner service hours of six to nine p. M. On weekends. Holiday dining represents a consistent strength across our brand portfolio. Building on our Valentine's Day success, we capitalized on our specially curated Easter menus and are now gearing up for Mother's Day menus this week.

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

These celebratory occasions truly showcase what makes our restaurant concept special. We continue to leverage our digital marketing infrastructure to drive awareness of both our value propositions and exceptional offerings, creating targeted messaging that resonates with distinct customer segments. Our database currently consists of approximately 7,000,000 contacts that we can strategically target. Additionally, we have soft launched our friends with benefits rewards program designed to enhance our guest dining experiences across all our restaurant concepts. This exciting new program will allow guests to earn points seamlessly through our family of restaurants with one point awarded for every dollar spent at STK, Benihana, Samurai, Kona Grill, Southwater Social, or Rasushi.

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

These points can be converted into food and beverage offerings redeemable during future visits at any one of the one group restaurants throughout The United States. As a special touch, there will be exclusive rewards for both birthdays and half birthdays, giving guests even more reasons to celebrate special occasions with us. In other words, by combining strategic pricing, culinary innovation, and targeted marketing with flawless execution, we are confident that we can navigate the current market challenges and drive sustainable long term sales growth. Our second key priority is the successful integration of Benihana and delivering on our cost initiatives. By uniting two premier entertainment brands, we have secured a key position as a global leader in vibe dining.

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

Our integration efforts have already yield significant results with synergies realized from streamline operations at both the restaurant and support levels. We've optimized workforce efficiency, consolidated professional services and insurance, centralized purchasing, and streamlined supply chain management, with expected annual synergies of at least $20,000,000 in 2026. Our enhanced scale has strengthened our negotiating power with suppliers across all brands. My main thing in the industry's most competitive cost structure, while delivering exceptional customer experiences, we're positioned to increase profit margins as traffic grows. And notably, our diversified product mix across brands also provides resilience against commodity fluctuations.

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

We have also successfully applied our operational expertise, marketing skills and culinary innovation to strengthen Benihana and Rasushi. From unified reservation system to enhanced digital strategies and menu development, these improvements combined with streamlined back office operations have created a powerful platform for continued transaction growth and operational excellence across our dining portfolio. Third, we are focused on our next phase of growth balancing company owned development and asset light growth. After opening six new restaurants last year, our twenty twenty five expansion is off to a strong start. As I mentioned earlier, we celebrated a significant milestone in March with the opening of our San Mateo Benihana, the first Benihana restaurant opened under our ownership.

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

This was followed by our successful April launch of the company owned STK at the Westfield Topanga Mall in the San Fernando Valley, further strengthening our California presence. This is our second successful opening in the high end mall. While early, both restaurants are off to a strong start. We continue to develop company owned locations while pursuing asset light expansion with high margin royalty streams through managed and licensed properties. We plan to open a franchise Benihana Express at Bayside Marketplace in Miami, Florida, as we have begun to accelerate our Benihana franchising strategy.

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

We have discovered strong interest from franchisees seeking to enhance their portfolios with our established upscale and casual dining brand. In response, we have strengthened our franchising infrastructure and we are actively negotiating numerous development agreements. This franchising initiative will be instrumental in driving Benihana's expansion. Looking ahead, we are on track to open a total of five to seven new venues in 2025 across our portfolio, with the remaining locations opening in the third and fourth quarters, including the Kona Grill in Seattle, Washington. Even with all this activity, it is important to remember that we are still in the early stages of our growth story with significant expansion potential across our portfolio.

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

Panihana has a clear path to 400 locations through our dual strategy of company owned and asset light expansion. STK presents exceptional unit economics with new locations averaging over $11,000,000 in revenue and 23% Russian level EBITDA margins. STK's remarkable cash on cash returns make it one of the most profitable expansion models in the restaurant industry, naturally positioning as our priority for development with a target of 200 restaurants globally. Our approach to growth concepts will remain optimistic, allowing us to selectively pursue only the highest potential location that meets our return thresholds. Lastly, our fourth priority is balance sheet flexibility and returning value to our shareholders through share repurchases.

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

We finished the quarter with nearly $68,000,000 in liquid resources when combining our cash on hand, short term credit card receivables and the availability under the revolving credit facility, which remains undrawn. Under the current conditions, our term loan is not subject to a financial covenant. Wrapping up, we are excited for the future. We are laser focused on balance sheet flexibility, prioritizing cash flow generation and maximizing shareholder returns. We are building a path to $5,000,000,000 in system wide sales by executing a strategy that encompasses multiple avenues for growth and will enable us to create long term shareholder value. I will now turn the call over to Tyler.

[Tyler Loy, Chief Financial Officer at One Group Hospitality]

Thank you, Manny. As a reminder, beginning this year we are reporting financial information on a fiscal quarter basis using four thirteen week quarters with the addition of a fifty third week when necessary. For 2025, our fiscal calendar began on 01/01/2025 and will end on 12/28/2025. And our first quarter contains eighty nine days. Let me start by discussing our first quarter financials in greater detail before providing our outlook for the second quarter and the current year.

[Tyler Loy, Chief Financial Officer at One Group Hospitality]

Please note that the first quarter of twenty twenty five has three months of contributions from Benihana and Rasushi, whereas the prior year quarter excludes any contribution from the acquisition of Benihana, which closed on 05/01/2024. Total consolidated GAAP revenues were 211,100,000.0 increasing 148.4 percent from $85,000,000 for the same quarter last year. Included in total revenues were our company owned restaurants net revenue of $207,400,000 which increased 154.5% from $81,500,000 for the prior year quarter. The increase was due primarily to $128,300,000 in contributions from Benihana and Raz Sushi and, to a lesser extent, contributions from the opening of six restaurants since the beginning of the first quarter of twenty twenty four. These were partially offset by a 3.2% reduction in consolidated comparable sales.

[Tyler Loy, Chief Financial Officer at One Group Hospitality]

Managed, license, and incentive fee revenues increased 7% to $3,700,000 from $3,500,000 for the prior year quarter. Benihana franchise restaurants contributed 500,000 in revenues during the first quarter of twenty twenty five and was partially offset by decreased revenue at managed SDK restaurants in North America. Company owned restaurant cost of sales as a percentage of company owned restaurant net revenue decreased two twenty basis points to 20.8 compared to 23% in the prior year quarter. This was primarily due to integration synergies and lower cost of sales for Benihana Restaurant and our existing business. Company owned restaurant operating expenses as a percentage of company owned restaurant net revenue increased 120 basis points to 62.1% from 60.9% in the prior year quarter.

[Tyler Loy, Chief Financial Officer at One Group Hospitality]

This was primarily due to fixed cost deleveraging driven by decrease in same store sales, partially offset by integration synergies. Restaurant EBITDA increased 50 basis points to 16.4% compared to 15.9% in the prior year quarter. This included restaurant EBITDA of 20.1% for Benihana locations and 17.7% at STK locations. On a total reported basis, general and administrative costs increased $5,600,000 or 73.8 percent to 13,100,000.0 from $7,500,000 in the prior year quarter driven by the addition of the Beniana acquisition. When adjusting for stock based compensation, adjusted general and administrative expenses were $11,500,000 and $6,200,000 first quarter of 20 20 5 and 2024, respectively.

[Tyler Loy, Chief Financial Officer at One Group Hospitality]

As a percentage of revenues, when adjusting for stock based compensation, adjusted general and administrative costs improved 190 basis points to 5.4% compared to 7.3%. The improvement is due to the sales leverage realized through the Benihana acquisition and the implementation of cost savings and integration synergies. Depreciation and amortization expense was $9,800,000 compared to $5,300,000 in the prior year quarter. The increase was primarily related to depreciation and amortization for the Benihana and Rasushi restaurants. Depreciation associated with the opening of six new company owned restaurants since March 2024, and capital expenditures to maintain and enhance the guest experience in our restaurants.

[Tyler Loy, Chief Financial Officer at One Group Hospitality]

Pre opening expenses were $1,700,000 consisting primarily of payroll, training, and other costs for Benihana San Mateo and STK Topanga, which opened in March 2025 and April 2025, respectively. Payroll and travel costs for the training team, and pre opening expenses for restaurants currently under development. Pre opening expenses were $2,900,000 in the prior year. Interest expense was $9,800,000 compared to $2,100,000 in the prior year quarter due to our higher level of outstanding debt post acquisition. Provision for income taxes was $300,000 compared to a benefit of $300,000 in the prior year quarter.

[Tyler Loy, Chief Financial Officer at One Group Hospitality]

The effective income tax rate for the first quarter of twenty twenty five was 31.4% compared to 9.9% for the first quarter of twenty twenty four, which was driven by the ratio of discrete items compared to pre tax net income during the quarter. Net loss available to common stockholders was $6,600,000 or $0.21 net loss per share, compared to $2,100,000 in the first quarter of twenty twenty four or $07 net loss per share. Adjusted net income was $4,600,000 or $0.14 adjusted net income per share compared to an adjusted net loss of $600,000 or $02 adjusted net loss per share in the prior year quarter. Please note, we have redefined our definition of adjusted net income this quarter. For additional information, please refer to our previously issued press release from earlier today.

[Tyler Loy, Chief Financial Officer at One Group Hospitality]

Adjusted EBITDA attributable to The ONE Group Hospitality, Inc. Inc. Was $25,200,000 compared to $7,600,000 in the prior quarter, an increase of 233%. We have included a reconciliation of adjusted EBITDA, adjusted net income, and historical adjusted net income in the tables of our first quarter twenty twenty five earnings release. Turning to liquidity.

[Tyler Loy, Chief Financial Officer at One Group Hospitality]

We finished the quarter with $34,100,000 in cash and short term credit card receivables and $33,600,000 available under our revolving credit facility, which remains undrawn. Under the current conditions, our term loan does not have a financial covenant. Now I would like to provide some forward looking commentary regarding our business. This commentary is subject to risks and uncertainties associated with forward looking statements as discussed in our SEC filings. We as always remind our investors the actual number and timing of new restaurant openings for any given period is subject to a number of factors outside the company's control, including macroeconomic conditions, weather, and factors under the control of landlords, contractors, licensees, and regulatory and licensing authorities.

[Tyler Loy, Chief Financial Officer at One Group Hospitality]

Based on the information available now and the expectations as of today, we are issuing the following financial targets for the second quarter of twenty twenty five. Beginning with the top line, we project total GAAP revenues of between $2.00 5,000,000 and $210,000,000 which reflects our anticipation of consolidated comparable sales of -5.5 percent to -four percent and factors in a greater amount of uncertainty in the near term macro environment. Managed franchise and licensee revenues are expected to be between $3,000,000 and $4,000,000 Total company owned operating expenses as a percentage of company owned restaurant net revenue of approximately 83%. Total G and A excluding stock based compensation of approximately $11,000,000 adjusted EBITDA between 23,000,000 and $25,000,000 restaurant pre opening expenses of between 1,500,000.0 and 2,000,000 And finally, we plan to add one to two new venues. Based on the information available now and the expectations as of today, we are reiterating the following financial targets for 2025.

[Tyler Loy, Chief Financial Officer at One Group Hospitality]

Please note this does not include the potential impact of tariffs on broader economic conditions. We project total GAAP revenues of between $835,000,000 and $870,000,000 which reflects our anticipation of consolidated comparable sales minus 3% to plus 1%. Managed franchise and licensee revenues are expected to be between 15,000,000 and $16,000,000 Total company owned operating expenses as a percent of company owned restaurant net revenue of 83.5% to 82.2%. Total G and A, excluding stock based compensation, of approximately $47,000,000 Adjusted EBITDA of between 95,000,000 and 115,000,000 restaurant pre opening expenses of between 7 and 8,000,000, an effective income tax rate of approximately 7.5%, total capital expenditures net of allowances received from landlords of between 45 and 50,000,000, And finally, we plan to add five to seven new venues. I will now turn the call back to Manny.

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

Thank you, Tyler, and thank you all for your time today and interest in The ONE Group. We remain confident in our plans and our portfolio of iconic high volume brands and long term vision to be the undisputed global leader in five dining. We are in the early stages of an exciting phase in our company's journey, and we appreciate your continued support. Tal and I are happy to answer any questions that you may have. Operator?

[Operator]

We will now begin the question and answer session. Question, you may press star then one on your touch tone phone. If you're using a speakerphone, please pick up your handset before pressing the keys. If at any time your question has been addressed and you would like to withdraw it, please press star then 2. We will now pause momentarily to assemble our roster.

[Operator]

Our first question today comes from Mark Smith of Lake Street Capital. Please go ahead.

[Mark Smith, Senior Research Analyst at Lake Street Capital Markets, LLC]

Hi, guys. First question for me, just big picture, I wanted to look at consumer behavior. It sounds like during the quarter, higher end consumers held up better than kind of real concepts consumers. Is this right? And then can you speak to if there's if you've seen any change in behavior of here in Q2 thus far?

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

Hey, Mark, this is Manny. I mean, think the consumer trends that we continue to talk about is more about the check-in the higher end in the STK brand. If I look at the performance of STK on traffic, I think that's more of a function of the strategy and emphasis on value rather than just a pure demographic play on that. So I would say that I would attribute to the our own performance more to the to what we're doing strategically with the brands. In terms of the growth side, obviously, that still continues to be the more challenged side of the business for us.

[Mark Smith, Senior Research Analyst at Lake Street Capital Markets, LLC]

Okay. And as we think about grill concepts, can you just talk about kind of work that's being done in those brands to improve results and even longer term plans or options as we think about kind of those, some of those non core concepts units?

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

I mean, I think the big, I don't know if it's the due difference, but we're clearly stepping up our marketing efforts. Think particularly in the casual category, there's been a heavy emphasis on TV and obviously at our size, that's not really a viable alternative to us. So, we have to compete more on the local store marketing area and try to be a little bit more grassroots in our marketing. So we stepped up dramatically our marketing efforts and obviously the big one for us is the launch of our Friends with Benefits loyalty program, which is, as we mentioned on the prepared statements, is on a soft face right now, but with emphasis on bringing in the casual brands first. So that's kind of some of the things that we're working on.

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

So it's mostly on the side of marketing. When I look at the execution on the experience, I mean, casual brands are executing at a very high level, at least from what we see on our social metrics and in store surveys and secret shopper reports. So I think the quality of execution is strong, so our emphasis has been on the marketing side.

[Mark Smith, Senior Research Analyst at Lake Street Capital Markets, LLC]

Okay. And last question for me, we haven't talked about it in a while, was just just wanted to to look at at labor, your restaurant labor costs, any changes that you're seeing there? And also anything you'd speak to on retention of, you know, in today's economy, are you guys having an easier time retaining or, you know, are you seeing difficulties around retention?

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

I think retention, at least for us, retention is at parity with what we experienced in the second half of last year. Nothing really dramatically either worse or better. I think actually for STK and Vanihana, the retention has been very good. So nothing really noticeable there. Then on the cost side, I think the inflation has been very moderate on the wage.

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

So we haven't really seen any, you know, inflationary pressures on the labor line.

[Mark Smith, Senior Research Analyst at Lake Street Capital Markets, LLC]

Excellent. Thank you.

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

Thanks, Mark.

[Operator]

The next question comes from Anthony Lebiedzinski of Sidoti. Please go ahead.

[Anthony Lebiedzinski, Senior Equity Research Analyst at Sidoti & Company, LLC]

Good afternoon and thank you for taking the questions. So first, just wanted to see if you guys could talk about the cadence of same store sales during the quarter. How did January through March progress? Would be curious to get your take on that.

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

I mean, I think generally in the quarter, at least for us, I think February was probably the more challenged of the periods, although we did have a very good Valentine's holiday period, but in general, that probably was the choppier of the periods. But I think that, you know, March probably was place where we performed really well, obviously with, you know, the Easter coming in at the end of the quarter, everything else. So I would say that the toughest month would have been February.

[Anthony Lebiedzinski, Senior Equity Research Analyst at Sidoti & Company, LLC]

Understood. Yeah, thank you for that. And then just in terms of the second quarter comp guidance, I know you touched on this a little bit, but just overall, it does imply more of a decline than the first quarter. So can you just maybe talk about what you're seeing so far in the second quarter, maybe just be a little bit more specific as to the trends that you're seeing thus far?

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

I think for us, the second quarter is a little bit more about a little bit of weather, at least for our portfolio footprint. And the other item that's a little unique for us in second quarter is a little bit of the convention schedules. There's less weeks between Easter and Mother's Day this year, so I think the convention business schedule has shifted a little bit. So we do have exposure to markets like Orlando and Vegas and some of the San Diego, some of the markets where there's a lot of active conventions and conferences. So I think that gets changed a little bit.

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

So I think that's part of what's implied in there. And just in general, I mean, the second quarter has been, you know, there's been a lot of environmental, you know, ups and downs with the tariffs on, tariffs off, all kinds of different activities that we think kind of sometimes causes the consumer to change their behavior within the quarter. So I think those probably would be items that I would point out that cause our number or our guidance in the second quarter to be a little different from the first quarter performance.

[Anthony Lebiedzinski, Senior Equity Research Analyst at Sidoti & Company, LLC]

That's very helpful. And last question for me. Just wondering if you've seen any notable changes from your competitors in regards to promotions and discounting, anything to call out?

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

Yeah, I mean, think as I mentioned on my previous answer to Mark's question, you know, TV is back, if you have scale and you have, you know, TV power, I think that's, you know, I think that this is the time post COVID where we've seen a lot of the brands, particularly on the casual category, going heavy on TV. And obviously, don't have to call out who's been super successful with that, but there's been a significant amount of brands out there who really have leveraged TV to get out and ahead with their, frankly, very high value point promotion. So I think the combination of high volume with, I mean, value with TV has changed a little bit the game on the casual side. So we've seen that out there, as I mentioned earlier, particularly in our casual size, for the size of our casual brands, we've really had to up all our, you know, grassroots promoting, and we've also had to add emphasis with our loyalty. So that's how we plan to offset some of that macro pressure from the discounting and the TV strategies.

[Anthony Lebiedzinski, Senior Equity Research Analyst at Sidoti & Company, LLC]

Got it. Well, you and best of luck.

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

Thank you sir.

[Operator]

Our next question comes from Joe Gomes of Noble Capital. Please go ahead.

[Joe Gomes, Senior Generalist Analyst at Noble Capital Markets]

Good afternoon. Thanks for taking my questions.

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

Thanks, thanks for being on the call.

[Joe Gomes, Senior Generalist Analyst at Noble Capital Markets]

So first question, just wanted to see if you could touch base a little bit on your franchising efforts. If you see them picking up. Know you had talked in the past about you're looking at developing more of a team on the franchising side to get that part of the business growing faster. Wonder if you could just give us a little update on that.

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

Yeah, I mean, great question. So, have updated the infrastructure in terms of internally, you know, people, everything else that's required to drive a franchising model. We've also expanded our participation in conventions and conferences where people talk about franchising. So, we've really created we've elevated the awareness in the marketplace of that we are in the franchising business. So, that's kind of like stage one is infrastructure, stage two is building kind of the awareness, now currently we have a significant amount of people who have come to the table and have interest in being that franchising business.

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

So, now we're working on, if you will, putting together development deals with these individuals based on their experience and their financial abilities. So we definitely have made a significant progress basically in about nine months or so, because started this probably in the July. So, I think we've moved fast and the demand has been there and we feel excited about, you know, the progress that we've made there. And as we have signed on development agreements, we'll be communicating that out to everybody.

[Joe Gomes, Senior Generalist Analyst at Noble Capital Markets]

Thank you for that. And just wanted to touch base also about pricing. Are you still holding off on taking pricing? Are you looking at selectively increasing prices? It's kind of where you are in that today.

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

Yeah, mean, our overall strategy, frankly, at this point has to bend to be conservative on pricing and only take it where we have to take it or if there's like significant gaps to market. But for the most part, want to stay true to the value positioning, and we want to stay true to building traffic. So, the long term, traffic and market share are probably the more important part of our story. So we certainly weigh more on the side of playing on the traffic now and picking up market share at this point. So I would say we're super conservative.

[Joe Gomes, Senior Generalist Analyst at Noble Capital Markets]

Okay. And the last one for me. Maybe just kind of give us a little bit more your thinking of how you weigh opening more company owned stores versus deleveraging the balance sheet? Any additional color you can give there would be greatly appreciated.

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

Yeah, mean, think the balance is always about figuring out what the best return is for shareholders, as well as managing the business risk. So, we weigh those factors in all the time, and we talk about that internally. And obviously, over time, as I've mentioned earlier, you know, we expect to grow more through franchising and asset light assets. So I think in the longer term, that's the most important part of our growth story. Right now, we do have a significant pipeline of really high quality real estate, which I think we do a good job of developing.

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

So our plan is to keep a healthy balance on the short term of the company owned. And frankly, as I mentioned earlier, our emphasis on asset light is to build up the pipeline. So we're building the pipeline on franchising and on licensed deals.

[Joe Gomes, Senior Generalist Analyst at Noble Capital Markets]

Okay, great. Thank you very much. I'll get back in queue.

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

Thank you, sir.

[Operator]

The next question comes from Jim Sanderson of Northcoast Research. Please go ahead.

[Jim Sanderson, Equity Research Analyst at Northcoast Research]

Hey, thanks for the question. I just wanted to follow-up a little bit more on the discussion on same store sales trend in the first quarter and heading into the second quarter. Can you walk us through how the Easter calendar shift impacted first quarter and will impact second quarter across the major brands?

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

I mean, was definitely an impact, but I would not consider Easter to be a significant impact in terms of being a significant holiday for us. They did have a little bit of an impact, but I wouldn't qualify that as a big impact between quarters.

[Jim Sanderson, Equity Research Analyst at Northcoast Research]

Okay, so that would be maybe a slight benefit in the first or negative in the first quarter, maybe slight in the second. Is that the

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

Yeah, mean, that caused a differential on the rounding, not a lot. Not a really big holiday for us.

[Jim Sanderson, Equity Research Analyst at Northcoast Research]

Just wondering if you have any feedback on your Mother's Day bookings, if you think that's where it should be for this time of year.

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

Yeah, I mean, I think that so far the books are, you know, where we thought they should be. So, we don't have, we haven't detected anything that drives us to think one way or the other, and frankly, the big game for us for Mother's Day is such a big day. It's more about operational execution and throughput in the restaurants, because there's always a significant amount of demand for reservations on the Friday and Saturday before Mother's Day. So, emphasis has been more on readiness and being able to take the walk in traffic and managing the reservations on the two last days before the holiday. So, that's really been our emphasis.

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

Then, you know, more recently, particularly with the proliferation of online reservations, people that book early before Mother's Day tend to have higher rates of no shows in the actual holidays. So we're really putting a lot more thought behind cleaning up our reservation books for anticipated no shows, etcetera. So we're just putting a little more emphasis on it, but I haven't really noticed any particular either bullish or not so good trends on the bookings at this point.

[Jim Sanderson, Equity Research Analyst at Northcoast Research]

All right. Feedback on concern with tourism travel to The United States? Any exposure there? You mentioned conventions, for example.

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

Yeah, I mean, I think it's probably, I mean, again, I think there's been a lot of, you know, sources, better sources of information on this than probably us, but we certainly believe that in markets like Vegas that has a significant influx of visitors from Canada and Mexico, I think we've seen some level of decrease in their visits to The U. S. And so I think there has been some of that. Of course, it's a little bit more anecdotal to us because we don't do science studies on tourism, but we certainly have noticed a little bit less people in the restaurants from those countries.

[Jim Sanderson, Equity Research Analyst at Northcoast Research]

And then just a follow-up question to the same store sales numbers you published for the first quarter. Can you break that out for us between traffic and check just so we can understand maybe what type of menu pricing you're carrying into 2025 and how mix is impacting check?

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

Well, Tyler can give you the pricing for the brands. Pricing is around 3%, four % for the brands, Tyler.

[Tyler Loy, Chief Financial Officer at One Group Hospitality]

Yeah. Average check was about 4%. Average check.

[Jim Sanderson, Equity Research Analyst at Northcoast Research]

Okay, so how do we look at maybe some potential mix? You mentioned a little bit of leaning towards value for STK. Is that pressuring check a little bit?

[Tyler Loy, Chief Financial Officer at One Group Hospitality]

Yeah. Think overall mix is just kind of slightly down. Mean, Benihana is now 55% of the revenue, so we didn't see a lot of mix there. And so the mix is slightly down across the portfolio.

[Jim Sanderson, Equity Research Analyst at Northcoast Research]

All right. And last question for me. Just want to go back to the commentary on Benihana. Any thoughts on how you will balance company and franchised stores as far as your 400 unit target goal in The United States?

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

I mean, I think although we haven't provided a full guidance on this, at least internally we're talking, you know, somewhere in the 50% kind of portfolio balance between franchise and company owned stores for Benihana.

[Jim Sanderson, Equity Research Analyst at Northcoast Research]

Very good. All right. Thank you very much. I'll pass it on.

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

Thank you, sir.

[Operator]

Our next question comes from Roger Lipton of Lipton Financial. Please go ahead.

[Roger Lipton, President at Lipton Financial Services]

Yes. Hi, Manny. Hi, Tyler. Thanks for taking the question. I wanted just to follow-up on Benihana since that, as you just pointed out, APNIS represents 55% of your total revenues and has the best comps right now, the best comps and best margins of any of your brands.

[Roger Lipton, President at Lipton Financial Services]

So it becomes pretty important. In terms of the improvement in comps you're assuming the rest of this year to get to that minus three to plus one for the year obviously will require a stronger second half. Does that come from sort of just Benihana's dominance or are you figuring some improvement at STK and even Kona in that improvement?

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

I mean, I think probably one of the big things that drives our view on that fourth quarter, we've learned a lot about holidays in Benihana, and Benihana is certainly a holiday concept. And as we've gained more experience in working with the team on throughput and volume in the restaurants, I think a big part of our thought is that Benihana should do very well, particularly during the holiday season this year in the fourth quarter. Last year was kind of our first holiday season with a brand. So we have a lot of learnings that we will clearly apply that we think helps that out. And I think just in general, our lap in the third and fourth quarter is more manageable for us than the lap in Q1 and Q2.

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

So I think that's a big part of that view on guidance. Tyler, anything else you wanna add on that?

[Roger Lipton, President at Lipton Financial Services]

Okay. And just before I move on to SDK for a moment, at Benihana, as I recall, the average volume domestically is about 6,500,000. Is that recall right?

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

That's about right.

[Roger Lipton, President at Lipton Financial Services]

And then if you had to guess what the hard cost would be in terms of building a Benihana these days, what would be an approximate number?

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

I mean, we just built one just in fairness and disclosure. Some of the costs were already loaded up in, you know, pre our acquisition of the company. I think probably a fair evaluation that is after we open the next couple of them, but I figure that, you know, on a net basis we're looking somewhere between $400 and $500 a square foot, so I would just take the size of the box times, you know, the midpoint of that range of 400 to 500.

[Roger Lipton, President at Lipton Financial Services]

Okay. And

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

the box

[Roger Lipton, President at Lipton Financial Services]

The box is how large? Go ahead. I'm sorry.

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

7,000 is kind of the sweet spot for Benihana.

[Roger Lipton, President at Lipton Financial Services]

If it were 7,000 times 500, it would be 3,500,000.0 and a 20% margin on 6.5 is 1.3 on 3.5 that's an interesting return on cash on cash return on investment. Going back to STK for a moment, the 17.7% margin is obviously a little lower than we're used to seeing, subject probably because of the value orientation, Is there a prospect that that can improve the rest of the year? What would be your expectation in terms of the margin at SDK the rest of the year?

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

Well, I mean, think seasonally, fourth quarter is always the best quarter for margin. So I think there's a function of seasonality there. And so I think it probably, you know, Q2 and Q4 tend to be in the higher end of the margins. And then Q1 and Q3 usually are the tighter on the restaurant level margins for the SDK brand. Again, you could just take a look at the history of how we published the number, but that tends to be So I wouldn't look at the seven, the number that we published for Q1 as the ultimate number.

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

So there's upside, particularly in the fourth quarter and possibly even the second quarter.

[Roger Lipton, President at Lipton Financial Services]

Okay. Okay, that's all for now. Thank you very much.

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

Thanks Roger.

[Operator]

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

[Emanuel Hilario, President, CEO & Director at One Group Hospitality]

Thank you all for your interest in the ONE Group. As I always do, I'd like to thank our teammates again for a significant work and in driving results for the company and living our mission every day. And I look forward to seeing everyone out in our restaurants. Everyone have a great day.

[Operator]

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

Participants

Executives

• Tyler Loy, Chief Financial Officer
• Emanuel Hilario, President, CEO & Director

Analysts

• Mark Smith, Senior Research Analyst at Lake Street Capital Markets, LLC
• Anthony Lebiedzinski, Senior Equity Research Analyst at Sidoti & Company, LLC
• Joe Gomes, Senior Generalist Analyst at Noble Capital Markets
• Jim Sanderson, Equity Research Analyst at Northcoast Research
• Roger Lipton, President at Lipton Financial Services