You should read the following discussion and analysis together with our
consolidated financial statements and related notes included elsewhere in this
report. Among other things, those historical consolidated financial statements
include more detailed information regarding the basis of presentation for the
financial data than is included in the following discussion. This report
contains "forward-looking statements" within the meaning of the "safe harbor"
provisions of the Private Securities Litigation Reform Act of 1995. In some
cases, you can identify these statements by words such as, but not limited to,
"anticipate," "believe," "can," "continue," "could," "depend," "estimate,"
"expect," "intend," "may," "might," "plan," "predict," "project," "seek,"
"should," "target," "will," "will likely result," "would," and similar
expressions or variations, although some forward-looking statements are
expressed differently. All statements other than statements of historical fact
are statements that could be deemed forward-looking statements. The
forward-looking statements in this report relate to, among other things, our
anticipated new store openings, remodeling plans, and growth opportunities; our
business strengths, marketing strategies, competitive advantages and role in our
industry and markets; an overall decline in the health of the economy, the tile
industry, consumer confidence and spending, and the housing market, including as
a result of rising inflation or interest rates, the possibility of an economic
recession, or the COVID-19 pandemic; our expectations regarding the potential
impacts on our business of the COVID-19 pandemic, including its effect on
general economic conditions and credit markets, the supply chain and product
availability, labor, and customer traffic to our stores; the impact of ongoing
supply chain disruptions and inflationary cost pressures, including increased
materials, labor, energy, and transportation costs and decreased discretionary
consumer spending; our ability to successfully implement our strategic plan and
realize the anticipated benefits of our strategic plan; our ability to
successfully anticipate consumer trends; any statements with respect to
dividends or stock repurchases and timing, methods, and payment of same; the
effectiveness of our marketing strategy; potential fluctuations in our
comparable store sales; our expectations regarding our and our customers'
financing arrangements and our ability to obtain additional capital, including
potential difficulties of obtaining financing due to market conditions resulting
from the COVID-19 pandemic, geopolitical conditions, including any failure by
the U.S. federal government to increase the debt ceiling, and other economic
factors; supply costs and expectations, including the continued availability of
sufficient products from our suppliers, risks related to relying on foreign
suppliers, and the potential impact of the COVID-19 pandemic and the
Russia-Ukraine conflict on, among other things, product availability and pricing
and timing and cost of deliveries; our expectations with respect to ongoing
compliance with the terms of the credit facility, including increasing interest
rates; our ability to provide timely delivery to our customers; the effect of
regulations on us and our industry, and our suppliers' compliance with such
regulations, including any environmental or climate change-related requirements;
the impact of corporate citizenship and ESG matters; labor shortages and our
expectations regarding the effects of employee recruiting, training, mentoring,
and retention on our ability to recruit and retain employees; tax-related risks;
the potential impact of cybersecurity breaches or disruptions to our management
information systems; our ability to successfully implement our information
technology and other digital initiatives; our ability to effectively manage our
online sales; costs and adequacy of insurance; the potential impact of natural
disasters, which may worsen or increase due to the effects of climate change,
and other catastrophic events; risks inherent in operating as a holding company;
fluctuations in material and energy costs, including recent increases in, and
ongoing volatility of, oil and gas prices; the potential outcome of any legal
proceedings; and risks related to ownership of our common stock.
These forward-looking statements are based on current expectations and
assumptions that are subject to risks and uncertainties, many of which are
difficult to predict and are outside of our control, that may cause our actual
results, performance, or achievements to differ materially from any expected
future results, performance, or achievements expressed or implied by such
forward-looking statements. These risks and uncertainties include, but are not
limited to:
?the level of demand for our products;
?our ability to grow and remain profitable in the highly competitive retail tile
industry;
?our ability to access additional capital when and as needed;
?our ability to attract and retain qualified personnel;
?changes in general economic, business and industry conditions, including any
economic downturn or recession;
?our ability to introduce new products that satisfy market demand; and
?legal, regulatory, and tax developments, including additional requirements
imposed by changes in domestic and foreign laws and regulations.
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There is no assurance that our expectations will be realized. If one or more of
these risks or uncertainties materialize, or if our underlying assumptions prove
incorrect, actual results may vary materially from those expected, estimated, or
projected. Such risks and uncertainties also include those set forth in Part I,
Item 1A. "Risk Factors," of this report. These statements are based on the
beliefs and assumptions of our management based on information currently
available to management. Our forward-looking statements speak only as of the
time that they are made and do not necessarily reflect our outlook at any other
point in time. Except as required by law, we undertake no obligation to update
publicly any forward-looking statements, whether as a result of new information,
future events, or for any other reason.
Overview
We are a specialty retailer of natural stone and man-made tiles, setting and
maintenance materials, and related accessories in the United States. We offer a
wide selection of products, attractive prices, and exceptional customer service
in an extensive showroom setting. As of December 31, 2022, we operated 142
stores in 31 states and the District of Columbia, with an average size of
approximately 20,000 square feet.
We purchase our tile products and accessories directly from suppliers and
manufacture our own setting and maintenance materials, such as thinset, grout,
and sealers. We believe that our long-term supplier relationships, together with
our design and manufacturing and distribution capabilities, enable us to offer a
broad assortment of high-quality products to our customers, who are primarily
homeowners and professionals, at competitive prices. We have invested
significant resources to develop our proprietary brands and product sources, and
we believe that we are a leading retailer of natural stone and man-made tiles,
setting and maintenance materials, and related accessories in the United States.
The table below sets forth information about our net sales, operating income and
stores opened from 2020 to 2022.
                                                For the year ended December 31,
                                               2022                2021       2020
                                               (in thousands, except store data)
Net sales                                  $     394,702         $ 370,700  $ 325,057
Income from operations                     $      22,609         $  20,610  $   6,376

Net cash provided by operating activities $ 2,715 $ 39,691 $ 65,596 New stores opened during period

                        -                 1          -



Our operating results are heavily dependent upon the prices paid to acquire
manmade and natural store products from our vendors around the world. The cost
to source our products has increased over the last couple of years due to an
increase in international freight rates and vendor price increases, due in part
to higher labor costs, energy prices, and other inflationary pressures. In early
2022, we were able to take steps to raise prices to pass along the cost
increases we were seeing. During the second half of 2022, we observed a slowing
demand following increases in interest rates and a decrease in existing home
sales. In response to the macroeconomic headwinds, we took a more conservative
approach to adjusting prices during the second half of 2022. This dynamic
contributed to a 6.5% increase in sales at comparable stores during 2022, which
was largely due to an increase in average ticket and partially offset by a
decrease in volume. Additionally, the cost increases experienced in 2022
outpaced the price increases that were passed on to our customers, which
resulted in a decrease in gross margin rates from 68.3% in 2021 to 65.6% in
2022.
While the inflationary backdrop created headwinds for our business, we were able
to take steps to control selling, general and administrative spending. Overall,
selling, general and administrative expenses increased by $3.8 million or 1.6%
to $236.3 million for the year ended December 31, 2022 as compared to the year
ended December 31, 2021. The increase was largely driven by an $8.2 million
increase in wages and benefits, primarily due to higher staffing levels, that
was partially offset by a $6.5 million decrease in bonuses due to lower levels
of annual incentives and sales bonuses. Additionally, marketing expenses
increased by $2.1 million and IT related expenses increased by $1.4 million.
These increases were partially offset by a $2.2 million decrease in depreciation
expense. Asset impairment charges also decreased $0.3 million from $0.7 million
in 2021 to $0.4 million in 2022.
On August 16, 2022, we announced that our Board of Directors approved a $30.0
million share repurchase plan. We completed the repurchase plan during the
fourth quarter. In total, 7.8 million shares were repurchased for $30.2 million,
inclusive of brokerage commissions, or an average price of $3.87 per share.
During 2022, our inventory balance increased by $23.8 million to $121.0 million
as of December 31, 2022. Over the course of the year, we were able to
successfully take steps to pull purchases forward ahead of announced price
supplier price increases. We have seen significant improvements in our in-stock
levels as compared to 2021; however, the increase in inventory combined with the
share repurchase activity contributed to a $40.4 million increase in the debt
balance from December 31, 2021 to 2022.
During the fourth quarter of 2022, we launched a new line of luxury vinyl tile
products in all of our stores. Industry reports indicate that luxury vinyl tile
has been the fastest growing hard surface product category over the last decade.
Many of our customers have
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started to gravitate toward this offering for certain rooms in their home. While
these lines typically carry a lower gross margin profile than other tile
products we carry in our assortment, we believe the gross margin contraction
that may occur will be beneficial if we are able to grow our overall gross
profit dollars. Overall, we are pleased with the early results following the
launch. As of the end of the quarter, luxury vinyl tile sales represented less
than 5% of our overall sales mix.
Key Components of our Consolidated Statements of Operations
Net Sales - Net sales represents total charges to customers, net of returns, and
includes freight charged to customers. We recognize sales at the time that the
customer takes control of the merchandise or final delivery of the product has
occurred. We are required to charge and collect sales and other taxes on sales
to our customers and remit these taxes back to government authorities. Total
revenues do not include sales tax because we are a pass-through conduit for
collecting and remitting sales tax. Sales are reduced by a reserve for
anticipated sales returns that we estimate based on historical returns.
Comparable store sales growth is the percentage change in sales of comparable
stores period-over-period. A store is considered comparable on the first day of
the 13th full month of operation. When a store is relocated, it is excluded from
the comparable store sales growth calculation. Comparable store sales growth
amounts include total charges to customers less any actual returns. We include
the change in allowance for anticipated sales returns applicable to comparable
stores in the comparable store sales calculation. Comparable store sales data
reported by other companies may be prepared on a different basis and therefore
may not be useful for purposes of comparing our results to those of other
businesses. Company management believes the comparable store sales growth
(decline) metric provides useful information to both management and investors to
evaluate the Company's performance, the effectiveness of its strategy and its
competitive position.
Cost of Sales - Cost of sales consists primarily of material costs, freight,
customs and duty fees, and storage and delivery of product to the customers, as
well as physical inventory losses and costs associated with manufacturing of
setting and maintenance materials.
Gross Profit - Gross profit is net sales less cost of sales. Gross margin rate
is the percentage determined by dividing gross profit by net sales.
Selling, General and Administrative Expenses - Selling, general and
administrative expenses consist primarily of compensation costs, occupancy,
utilities, maintenance costs, advertising costs, shipping and transportation
expenses to move inventory from our distribution centers to our stores, and
depreciation and amortization.
Pre-opening Costs - Our pre-opening costs are those typically associated with
the opening of a new store and generally include rent expense, compensation
costs and promotional costs. We expense pre-opening costs as incurred and
include these costs in selling, general and administrative expenses.
Income Taxes - We are subject to income tax in the United States as well as
other tax jurisdictions in which we conduct business.
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Comparison of the Year Ended December 31, 2022 to the Year Ended December 31,
2021
                                          2022       % of sales       2021       % of sales
                                                         ($ in thousands)
Net sales                              $  394,702       100.0 %    $  370,700       100.0 %
Cost of sales                             135,765        34.4 %       117,570        31.7 %
Gross profit                              258,937        65.6 %       253,130        68.3 %
Selling, general and administrative
expenses                                  236,328        59.9 %       232,520        62.7 %
Income from operations                     22,609         5.7 %        20,610         5.6 %
Interest expense                          (1,579)       (0.4) %         (656)       (0.2) %
Income before income taxes                 21,030         5.3 %        19,954         5.4 %

(Provision) benefit for income taxes (5,327) (1.3) % (5,180) (1.4) % Net income

$   15,703         4.0 %    $   14,774         4.0 %


Net Sales - Net sales increased $24.0 million, or 6.5%, in 2022 compared to 2021. Sales at comparable stores increased by 6.5% during 2022. The increase in annual sales was primarily due to an increase in average ticket size driven by higher selling prices and partially offset by a decrease in volume. Gross Profit - Gross profit increased $5.8 million, or 2.3%, in 2022 compared to 2021. The gross margin rate was 65.6% and 68.3% for 2022 and 2021, respectively. The decrease in gross margin rate was primarily due to an increase in the cost of our products driven by supplier cost increases and higher international freight rates, which was partially offset by an increase in our selling prices. Selling, General and Administrative Expenses - Selling, general and administrative expenses increased $3.8 million, or 1.6%, in 2022 compared to 2021. The increase was largely driven by an $8.2 million increase in wages and benefits, primarily due to higher staffing levels, that was partially offset by a $6.5 million decrease in bonuses due to lower levels of annual incentives and sales bonuses. Additionally, marketing expenses increased by $2.1 million and IT related expenses increased by $1.4 million. These increases were partially offset by a $2.2 million decrease in depreciation expense. Asset impairment charges also decreased $0.3 million from $0.7 million in 2021 to $0.4 million in 2022. Interest Expense - Interest expense increased $0.9 million in 2022 compared to 2021. The increase in interest expense was primarily due to a higher level of average debt in 2022 and an increase in interest rates. Provision (Benefit) for Income Taxes - The provision for income taxes increased $0.1 million for 2022 compared to 2021 due to an increase in pretax income. Our effective tax rate was 25.3% in 2022 and 26.0% in 2021.



Comparison of the Year Ended December 31, 2021 to the Year Ended December 31,
2020
A detailed discussion of the fiscal year 2021 performance compared to fiscal
year 2020 is set forth in Part II, Item 7. "Management's Discussion and Analysis
of Financial Condition and Results of Operations - Comparison of the Year Ended
December 31, 2021 to the Year Ended December 31, 2020," in our   Annual Report
on Form 10-K for the year ended December 31, 2021  , as filed with the SEC on
March 3, 2022, which discussion is incorporated herein by reference.
Non-GAAP Measures
We calculate Adjusted EBITDA by taking net income calculated in accordance with
GAAP and adjusting for interest expense, income taxes, depreciation and
amortization, and stock based compensation expense. Adjusted EBITDA margin is
equal to Adjusted EBITDA divided by net sales. We calculate pretax return on
capital employed by taking income (loss) from operations divided by capital
employed. Capital employed equals total assets less accounts payable, income
taxes payable, other accrued liabilities, lease liability and other long-term
liabilities. Other companies may calculate both Adjusted EBITDA and pretax
return on capital employed differently, limiting the usefulness of these
measures for comparative purposes.
We believe that these non-GAAP measures of financial results provide useful
information to management and investors regarding certain financial and business
trends relating to our financial condition and results of operations. Our
management uses these non-GAAP measures to compare our performance to that of
prior periods for trend analyses, for purposes of determining management
incentive compensation, for budgeting and planning purposes, and for assessing
the effectiveness of capital allocation over time. These measures are used in
monthly financial reports prepared for management and our Board of Directors. We
believe that the use of these non-GAAP financial measures provides an additional
tool for investors to use in evaluating ongoing operating results and trends and
in comparing our financial measures with other specialty retailers, many of
which present similar non-GAAP financial measures to investors.
Our management does not consider these non-GAAP measures in isolation or as an
alternative to financial measures determined in accordance with GAAP. The
principal limitations of these non-GAAP financial measures are that they exclude
significant expenses
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and income that are required by GAAP to be recognized in our consolidated
financial statements. In addition, they are subject to inherent limitations as
they reflect the exercise of judgments by management about which expenses and
income are excluded or included in determining these non-GAAP financial
measures. In order to compensate for these limitations, management presents
non-GAAP financial measures in connection with GAAP results. We urge investors
to review the reconciliation of our non-GAAP financial measures to the
comparable GAAP financial measures and not to rely on any single financial
measure to evaluate our business.
The reconciliation of Adjusted EBITDA to net income for the years ended
December 31, 2022 and 2021 follows:
                                  Years Ended December 31,
                                  2022                   2021
                                       (in thousands)
Net income                   $       15,703            $ 14,774
Interest expense                      1,579                 656
Provision for income taxes            5,327               5,180
Depreciation & amortization          25,142              27,379
Stock based compensation              1,832               2,266
Adjusted EBITDA              $       49,583            $ 50,255


Adjusted EBITDA as a percentage of net sales for the years ended December 31,
2022 and 2021 follows:
                                   Years Ended December 31,
                                  2022                      2021
                                        % of net sales
Net income                          4.0 %                   4.0 %
Interest expense                    0.4                     0.2
Provision for income taxes          1.3                     1.4
Depreciation & amortization         6.4                     7.4
Stock based compensation            0.5                     0.6
Adjusted EBITDA                    12.6 %                  13.6 %


The calculation of pretax return on capital employed is as follows:
($ in thousands)                         December 31,
                                     2022(1)      2021(1)
Income from operations             $    22,609  $    20,610

Total Assets                           348,720      353,008
Less: Accounts payable                (28,752)     (20,785)
Less: Income tax payable                 (818)        (297)
Less: Other accrued liabilities       (39,951)     (41,358)
Less: Lease liability                (130,852)    (141,925)

Less: Other long-term liabilities (4,618) (4,865) Capital Employed

$   143,729  $   143,778

Pretax Return on Capital Employed 15.7% 14.3%

(1)Income statement accounts represent the activity for the trailing twelve months ended as of each of the balance sheet dates. Balance sheet accounts represent the average account balance for the four quarters ended as of each of the balance sheet dates.

Liquidity and Capital Resources Our principal sources of liquidity include $5.9 million of cash and cash equivalents at December 31, 2022, cash provided by operating activities and borrowings available under our credit facility. We expect to use this liquidity for purchasing additional merchandise inventory, maintaining our existing stores, reducing outstanding debt and general corporate purposes. On September 30, 2022, Holdings and its operating subsidiary, The Tile Shop, and certain subsidiaries of each entered into a Credit Agreement with JPMorgan Chase Bank, N.A. and the lenders party thereto, including Fifth Third Bank (the "Credit Agreement"). The Credit Agreement provides us with a senior credit facility consisting of a $75.0 million revolving line of credit through September 30, 2027. Borrowings pursuant to the Credit Agreement initially bear interest at a rate per annum equal to: (i) Adjusted Term SOFR Rate (as defined in the Credit Agreement), plus a margin ranging from 1.25% to 1.75%; (ii) Adjusted Daily Simple SOFR (as defined in the Credit Agreement), plus a margin ranging from 1.25% to 1.75%; or (iii) the Alternate Base Rate (as defined in the Credit


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Agreement), plus a margin ranging from 0.25% to 0.75%. The margin is determined
based on the Rent Adjusted Leverage Ratio (as defined in the Credit Agreement).
Borrowings outstanding as of December 31, 2022 were SOFR-based interest rate
loans. The SOFR-based interest rate was 5.80% on December 31, 2022.
The Credit Agreement is secured by virtually all of our assets, including but
not limited to, inventory, accounts receivable, equipment and general
intangibles. The Credit Agreement contains customary events of default,
conditions to borrowing and restrictive covenants, including restrictions on our
ability to dispose of assets, engage in acquisitions or mergers, make
distributions on or repurchases of capital stock, incur additional debt, incur
liens or make investments. The Credit Agreement also includes financial and
other covenants, including covenants to maintain a Fixed Charge Coverage Ratio
(as defined in the Credit Agreement) of no less than 1.20 to 1.00 and a Rent
Adjusted Leverage Ratio (as defined in the Credit Agreement) of no greater than
3.50 to 1.00. We were in compliance with the covenants as of December 31, 2022.
The Credit Agreement superseded and replaced in its entirety our prior senior
credit facility with Bank of America, N.A. dated September 18, 2018. We drew on
the revolving line of credit pursuant to the Credit Agreement to refinance all
of the existing revolving line of credit and interest outstanding under our
prior credit facility, as well as pay $0.4 million in debt issuance costs in
connection with the Credit Agreement. Debt issuance costs are classified as
other current assets and other assets in the Consolidated Balance Sheet and
amortized on a straight line basis over the life of the Credit Agreement. We
recorded a $0.1 million charge in interest expense to write-off certain
unamortized deferred financing fees associated with the September 18, 2018
credit facility as of the date of the payoff.
Borrowings outstanding consisted of $45.4 million on the revolving line of
credit as of December 31, 2022. As of December 31, 2022, there was $28.3 million
available for borrowing on the revolving line of credit, which may be used for
purchasing additional merchandise inventory, maintaining our stores, and general
corporate purposes.
We also have standby letters of credit outstanding related to our workers'
compensation and medical insurance policies. The standby letters of credit
totaled $2.4 million on both December 31, 2022 and December 31, 2021. As of
December 31, 2022, $1.3 million of the standby letter of credit balance was
secured by the revolving line of credit. The remaining $1.1 million letter of
credit balance was secured by a $1.2 million deposit balance held by the issuing
bank that has been classified as Restricted Cash on the Consolidated Balance
Sheet as of December 31, 2022.
During 2023, we expect to use cash for maintaining our existing stores, opening
new stores, purchasing additional merchandise inventory, and general corporate
purposes. Additionally, as described further in Note 6 of the Notes to the
Consolidated Financial Statements, as of December 31, 2022, our lease liability
under operating leases totaled $131.2 million. Contractual lease payments range
from $16.9 million to $37.8 million on an annual basis over the next five years.
We are also obligated to fund certain self-insured employee benefits, including
our medical and workers' compensation plans. As of December 31, 2022, accrual
balances related to our estimated workers' compensation claims and medical
claims totaled $2.0 million and $1.1 million, respectively. Additionally, we
have contractual obligations related to software service arrangements with
suppliers for fixed or minimum amounts. Future minimum payments at December 31,
2022 for purchase obligations were $3.5 million. Amounts due under these
arrangements in 2023 and 2024 total $1.7 million and $1.3 million, respectively.
We currently believe that our cash and cash equivalents, cash flows from
operations and access to cash under our credit facility will be adequate to meet
our ongoing operating requirements over the next twelve months and our long-term
liquidity requirements.

Capital Expenditures The following table summarizes our capital expenditures during the years ended December 31, 2022, 2021 and 2020.


                                                              Years Ended December 31,
                                                              2022           2021   2020
                                                                   (in millions)

New store building, existing store remodels and store merchandising investments

$      7.6       $  7.1  $ 1.5
Information technology infrastructure                             2.8          2.4      -
Distribution and manufacturing facilities                         3.6          1.6    0.5
General corporate                                                   -            -      -
                                                           $     14.0       $ 11.1  $ 2.0

Our future capital requirements will vary based on the number of additional stores, distribution centers, and manufacturing facilities that we open and the number of stores that we choose to renovate. Our decisions regarding opening, relocating, or renovating stores, and whether to engage in strategic acquisitions, will be based in part on macroeconomic factors and the general state of the U.S. economy, as well as the local economies in the markets in which our stores are located.



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Cash Flows
The following table summarizes our cash flow for the years ended December 31,
2022, 2021 and 2020.
                                                           For the year ended December 31,
                                                          2022              2021         2020
                                                                    (in thousands)
Net cash provided by operating activities             $       2,715      $   39,691   $   65,596
Net cash used in investing activities                      (14,027)        (11,070)      (1,968)
Net cash provided by (used in) financing activities           9,114        (28,902)     (63,329)


Operating Activities
Cash flows from operating activities provide us with a significant source of
liquidity. Net cash provided by operating activities was $2.7 million,
$39.7 million, and $65.6 million in 2022, 2021 and 2020, respectively. The
decrease in operating cash flows in 2022 compared to 2021 was primarily due an
increase in inventory combined with lower levels of accounts payable, accrued
expenses and other liabilities as of December 31, 2022 when compared to December
31, 2021.
Investing Activities
Net cash used in investing activities was $14.0 million, $11.1 million and
$2.0 million in 2022, 2021 and 2020, respectively. The increase in investing
activities in 2022 was due to an increase in capital expenditures during 2022 to
invest in store remodels, store merchandising, distribution, internal fleet and
information technology assets.
Financing Activities
Net cash provided by (used in) financing activities was $9.1 million, ($28.9)
million and ($63.3) million in 2022, 2021 and 2020, respectively. Cash provided
by financing activities during 2022 included $90.4 million of borrowings against
our line of credit net of $50.0 million of payments against the line of credit
and $30.2 million of share repurchases.

Critical Accounting Policies and Estimates
Our financial statements are prepared in accordance with GAAP. The preparation
of our financial statements and related disclosures requires us to make
estimates, assumptions, and judgments that affect the reported amount of assets,
liabilities, revenues, costs and expenses, and related disclosures. We base our
estimates and assumptions on historical experience and other factors that we
believe to be reasonable under the circumstances, but all such estimates and
assumptions are inherently uncertain and unpredictable. We evaluate our
estimates and assumptions on an ongoing basis. Actual results may differ from
those estimates and assumptions, and it is possible that other professionals,
applying their own judgment to the same facts and circumstances, could develop
and support alternative estimates and assumptions that would result in material
changes to our operating results and financial condition. Our most critical
accounting policies are summarized below. For further information on our
critical and other significant accounting policies, see the notes to the
consolidated financial statements included in this report.
Recognition of Revenue
Description: Revenues are recognized when control of promised goods or services
is transferred to our customers, in an amount that reflects the consideration
received in exchange for those goods or services. We recognize service revenue,
which consists primarily of freight charges for home delivery, when the service
has been rendered. We are required to charge and collect sales and other taxes
on sales to our customers and remit these taxes back to government
authorities. Total revenues do not include sales tax because we are a
pass-through conduit for collecting and remitting sales tax.
Judgement and uncertainties involved in the estimate: Net sales are reduced by
an allowance for anticipated sales returns that we estimate based on historical
returns. Our process to establish a sales return reserve contains uncertainties
because it requires management to make assumptions and to apply judgment to
estimate future sales returns and exchanges. Merchandise exchanges are not
considered merchandise returns and, therefore, are excluded when calculating the
sales returns reserve.
Effect if actual results differ from the assumptions: Actual return trends have
not varied significantly from estimated amounts in prior periods. However, if
the nature of sales returns changes significantly, our sales could be adversely
impacted. A 10% change in in our sales returns reserves and related return
assets at December 31, 2022 would have had a $0.3 million net impact on
operating income during fiscal 2022.
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Inventory Valuation and Shrinkage
Description: Our inventory consists of manufactured items and purchased
merchandise held for resale. Inventories are stated at the lower of cost
(determined using the moving average cost method) or net realizable value. We
capitalize the cost of inbound freight, duties, and receiving and handling costs
to bring purchased materials into our distribution network. The labor and
overhead costs incurred in connection with the production process are included
in the value of manufactured finished goods.
Judgement and uncertainties involved in the estimate: We provide provisions for
losses related to shrinkage and other amounts that are otherwise not expected to
be fully recoverable. These provisions are calculated based on historical
shrinkage, selling price, margin and current business trends. These estimates
have calculations that require management to make assumptions based on the
current rate of sales, age, salability and profitability of inventory,
historical percentages that can be affected by changes in our merchandising mix,
customer preferences, rates of sell through and changes in actual shrinkage
trends.
Effect if actual results differ from the assumptions: We do not believe there is
a reasonable likelihood that there will be a material change in the assumptions
we use to calculate our inventory provisions. However, if actual results are not
consistent with our estimates and assumptions, we may be exposed to losses that
could be material. A 10% change in in our inventory valuation and shrinkage
reserves at December 31, 2022 would have had a $0.1 million net impact on
operating income during fiscal 2022.
Property, Plant and Equipment
Description: Property, plant and equipment are carried at cost less accumulated
depreciation, which is amortized over the useful life of the assets. Leasehold
improvements are amortized over the shorter of their estimated useful lives or
lease period (including expected renewal periods). Property, plant, equipment,
and right of use assets are evaluated for impairment whenever events or changes
in circumstances indicate that the carrying value may not be recoverable. The
evaluation is performed at the lowest level of identifiable cash flows
independent of other assets, which typically occurs at an individual store
level. An impairment loss is recognized when estimated undiscounted future cash
flows from the operations and/or disposition of the assets are less than the
carrying amount.
Judgement and uncertainties involved in the estimate: Significant assumptions
used in developing undiscounted cash flow analyses include estimates of future
sales, gross margin and operating expenses. Measurement of an impairment loss is
based on the excess of the carrying amount of the asset group over its fair
value. Fair value is measured using discounted cash flows or independent
opinions of value, as appropriate. Significant assumptions used in the fair
value analyses include estimates of future sales, gross margin, operating
expenses, comparable market rents and discount rates.
Effect if actual results differ from the assumptions: If actual results are not
consistent with our estimates and assumptions used in determining future cash
flows and asset fair values, we may be exposed to losses that could be material.
During the fiscal years ended December 31, 2022, 2021 and 2020, the Company
recorded asset impairment charges of $0.4 million, $0.7 million and
$2.2 million, respectively, which were classified in selling, general and
administrative expenses.
Income Taxes
Description: Deferred tax liabilities and assets are determined based on the
difference between the financial statement basis and tax basis of assets and
liabilities using enacted tax rates in effect for the year in which the
differences are expected to reverse.
Judgement and uncertainties involved in the estimate: We estimate the degree to
which tax assets and loss carryforwards will result in a benefit based on
expected profitability by tax jurisdiction. A valuation allowance for such tax
assets and loss carryforwards is provided when it is determined to be more
likely than not that the benefit of such deferred tax asset will not be realized
in future periods. If it becomes more likely than not that a tax asset will be
used, the related valuation allowance on such assets would be reduced.
Effect if actual results differ from the assumptions: If future taxable income
is insufficient to realize the benefit of tax assets and loss carryforwards, we
may be exposed to losses that could be material.

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