SEC Filings Section 16 Filings Only
 
PFSWEB INC filed this 8-K on 11/16/2011.
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     PFSweb, Inc.         PFSW         Q3 2011 Earnings Call         Nov. 10, 2011   
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That being said we continue to be keenly focused on the balance between the need to grow and capture the market opportunities and our desire to also drive improving financial performance. With this balance in mind we are continuing to provide guidance that our adjusted EBITDA for fiscal 2011 is targeted to be between $6 million and $7 million. We believe we can achieve this result through higher than expected revenue results offset by calculated and carefully deployed incremental investments in our business which for the near term will result in higher overall growth costs. So in short, our current story looks like this. Excitingly, we are growing much faster than we targeted, we’re investing heavier than originally expected in order to continue to fuel future growth and all the while we’re focused on ensuring that we also meet our EBITDA targets for the year. We believe this as a prudent and well-balanced plan of attack given the opportunity set that’s currently presented.

 

With that information as a backdrop, I’ll let Mike provide some more details on the business development side and of our business overall. Mike?

 

Michael C. Willoughby, President

 

Thank you, Mark, and good morning everyone. As Mark just said we couldn’t be happier about the growth that we’ve experienced in the Service Fee business for the quarter and also for the first nine months of the year. There are numerous factors that have contributed to our revenue growth including, obviously the launch of a number of new client e-commerce initiatives but we’re also very excited about the organic growth that’s taking place among several of our established clients that is fueling our growth.

 

One of the great success stories that we’re able to talk about, because they’re so vocal about the success of their program is Carter’s. Carter’s is a large contributor to our organic growth thus far this year. The Carter’s e-commerce solution has quickly ramped up, and has exceeded everyone’s expectations since it launched in the spring of 2010. In fact Carter’s recently committed that its first full-year 2011 e-commerce sales projections are now in the neighborhood of $70 million of gross merchandise value through the site and they’re forecasting sales in excess of $100 million for the full year 2012. These projections are several years ahead of Carter’s initial goals for this business.

 

Switching over to our most recent client wins, as Mark mentioned earlier, part of our ongoing growth strategy has been focused on building relationships with companies that have a portfolio of meaningful brands as each one of the brands in the portfolio offers an opportunity to work with multiple brands through a single master agreement. This approach has been proven with our Liz Claiborne relationship, as we now run multiple customized end-to-end e-commerce solutions for LCI brands. It’s also represented in a few other master agreements such as P&G and some that we’ve not disclosed publicly.

 

As such, I’m pleased to say that in the third quarter, we announced two new client agreements with different companies that operate a portfolio of brands and we should see the benefits of those agreements in the coming years.

 

The first is a master agreement with Clarins Group, where we are supporting the e-commerce initiatives for the Clarins, Thierry Mugler and Azzaro brands throughout the U.S. and Europe. Clarins Group is an international leader in the premium skincare beauty, spa and fragrance markets. And the relaunch of their e-commerce sites for these brands in the U.S. took place in August and the European sites are rolling out in the fourth quarter of 2011.

 

PFSweb will provide multiple direct-to-consumer services for these specific brands through our facilities in the U.S. and in Europe, as well as our tech center in the Philippines. Orders processed on the U.S. site will be fulfilled by our newest facility in Southaven, Mississippi while the orders that are accepted on the European sites will be fulfilled by one of our facilities in Liege, Belgium.

 

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