Build-A-Bear Workshop, Inc. Reports Increased Revenues and Pre-tax Income in Fiscal 2021 Second Quarter

Second Quarter Results

• Generates $94.7 million in total revenues, an increase of 134.7% compared to the fiscal 2020 second quarter and 19.6% compared to the fiscal 2019 second quarter

• Gross profit margin is 53.2% compared to 18.7% in the fiscal 2020 second quarter and 44.1% in the fiscal 2019 second quarter

• Delivers pre-tax income of $9.5 million, reaching the highest in the Company’s history for its second quarter, an improvement of $23.5 million compared to the fiscal 2020 second quarter and $10.2 million compared to the fiscal 2019 second quarter

• Increases fiscal 2021 annual guidance

ST. LOUIS - (BUSINESS WIRE) - Aug. 26, 2021 - Build-A-Bear Workshop, Inc. (NYSE: BBW) today reported results for the second quarter and six months ended July 31, 2021. The Company noted that its historically best second quarter profit results followed a record performance in the fiscal 2021 first quarter leading to the Company’s strongest first six months performance in its nearly 25-year history.

Sharon Price John, Build-A-Bear Workshop President and Chief Executive Officer, commented, “Our positive trend continued in the second quarter as we once again delivered record-breaking profit as well as strong growth in total revenues over both the fiscal 2020 and 2019 second quarters. We believe these results reflect momentum that has been building from the execution of our stated strategy, agility to adapt to a rapidly evolving environment, and ability to accelerate key initiatives to drive sustained profitable growth, while recognizing that the business is also benefiting from pandemic-related factors such as pent-up demand and stimulus funds.

“We made progress in each area of strategic focus with the acceleration of our digital transformation including content and entertainment initiatives, the advancement of our retail capabilities and experiences, while maintaining a solid financial position to support our business and future growth. We look forward to continuing to leverage our strong brand appeal to a broad demographic base of consumers across multiple channels. Business trends have continued to be positive into the current third quarter and while we are navigating an environment with higher costs and a tight supply chain as well as monitoring the ongoing evolution of the pandemic, we are optimistic about our full-year performance and are again increasing our annual guidance,” Ms.

John concluded.

Second Quarter Fiscal 2021 Results: (13 weeks ended July 31, 2021 compared to the 13 weeks ended August 1, 2020):

• Total revenues were $94.7 million, a 134.7% increase compared to $40.4 million in the fiscal 2020 second quarter, and a 19.6% increase from $79.2 million in the fiscal 2019 second quarter;

• Net retail sales were $91.3 million, a 132.1% increase compared to $39.3 million in the fiscal 2020 second quarter and a 21.4% increase compared to $75.2 million in the fiscal 2019 second quarter;

• Consolidated e-commerce demand (orders generated online to be fulfilled from either the Company’s warehouse or its stores) declined 27.8% compared to the fiscal 2020 second quarter and increased 158.9% compared to the fiscal 2019 second quarter. The Company noted that in 2020, its e-commerce was the primary channel for revenue and its digital demand was buoyed by temporary store closures and the online exclusive launches of some powerful licensed properties; and

• Commercial and international franchise revenues were $3.4 million compared to $1.0 million in the fiscal 2020 second quarter and $4.0 million in the fiscal 2019 second quarter;

• Gross profit margin was 53.2%, compared to 18.7% in the fiscal 2020 second quarter and 44.1% in the fiscal 2019 second quarter. The gross profit margin expanded by 3,450 basis points compared to the fiscal 2020 second quarter and 910 basis points versus the fiscal 2019 second quarter. The 2021 results reflected increased leverage on fixed occupancy expense and expansion in merchandise margin;

• Selling, general and administrative (“SG&A”) expenses were $40.9 million, or 43.2% of total revenues, compared to $21.5 million, or 53.3% of total revenues in the fiscal 2020 second quarter and $35.7 million, or 45.1% of total revenues in the fiscal 2019 second quarter. The increase in SG&A expenses, as compared to the fiscal 2020 second quarter, was driven by higher store labor costs given the re-opening of store locations and expanded operating hours. In addition, the Company recorded full corporate salaries in 2021 as opposed to the prior year when pandemic-related cost containment initiatives included temporary wage reductions. In addition, the change in SG&A reflects an increase in variable costs driven by sales growth initiatives inclusive of higher marketing spend and funding of performance incentive programs;

• Pre-tax income was $9.5 million compared to pre-tax loss of ($14.0) million in the fiscal 2020 second quarter, an improvement of $23.5 million, and pre-tax loss of ($0.7) million in the fiscal 2019 second quarter, an improvement of $10.2 million;

• Adjusted pre-tax income was $9.5 million compared to adjusted pre-tax loss of ($12.3) million in the fiscal 2020 second quarter and adjusted pre-tax income of $0.4 million in the fiscal 2019 second quarter;

• Income tax expense was $2.6 million compared to an income tax benefit of less than $0.1 million in the fiscal 2020 second quarter and income tax expense of $0.5 million in the fiscal 2019 second quarter;

• Net income was $6.8 million, or $0.42 per diluted share, compared to net loss of ($13.9) million, or ($0.93) per diluted share, in the fiscal 2020 second quarter and net loss of ($1.2) million, or ($0.08) per diluted share, in the fiscal 2019 second quarter;

• Adjusted net income was $6.9 million, or $0.43 per diluted share, compared to adjusted net loss of ($12.2) million, or ($0.82) per diluted share in the fiscal 2020 second quarter and adjusted net loss of ($0.3) million, of ($0.02) per diluted share in the fiscal 2019 second quarter; and

• Adjusted earnings before interest, taxes, depreciation and amortization (“EBITDA”) was $12.5 million, an increase of $21.5 million from the fiscal 2020 second quarter and an increase of $8.8 million from the fiscal 2019 second quarter.

Six Months Highlights

First Six Months Highlights (26 weeks ended July 31, 2021 compared to the 26 weeks ended August 1, 2020):

• Total revenues were $186.4 million, an increase of 114.3% compared to $87.0 million in the first six months of fiscal 2020 and an increase of 14.0% from $163.6 million in the first six months of 2019;

• Consolidated net retail sales were $180.5 million, an increase of 112.4% compared to $85.0 million in the first six months of fiscal 2020 and an increase of 15.5% compared to $156.3 million in the first six months of fiscal 2019;

• Pre-tax income was $22.7 million compared to pre-tax loss of ($32.6) million in the first six months of fiscal 2020 and pre-tax income of $1.7 million in the first six months of fiscal 2019;

• Net income was $17.2 million, or $1.08 per diluted share compared to net loss of ($35.1) million, or ($2.35) per diluted share in the first six months of fiscal 2020 and net loss of less than ($0.1) million, or $0.00 per diluted share, in the first six months of fiscal 2019;

• Adjusted net income was $16.4 million, or $1.03 per diluted share, compared to adjusted net loss of ($23.9) million or ($1.60) per diluted share in the first six months of fiscal 2020, and compared to adjusted net income of $0.5 million or $0.03 per diluted share for the first six months of fiscal 2019; and

• Adjusted EBITDA was $27.9 million, an increase of $45.1 million from adjusted EBITDA of ($17.2) million in the first six months of fiscal 2020 and an increase of $17.4 million from adjusted EBITDA of $10.5 million in the first six months of fiscal 2019.

Store Activity

Store Activity:

As of July 31, 2021, the Company had 352 corporately-managed stores. The Company maintains a high level of lease optionality with over 70% of its corporately-managed stores having a lease event within the next three years.

The Company noted that its third-party retail model was showing a return to stability as locations associated with relationships that include Carnival Cruise Lines, Great Wolf Lodge Resorts, Landry’s and Beaches Family Resorts were mostly reopened. Separately, international franchise locations continued to be negatively impacted by COVID and experienced closures or operated under restrictions for a portion of the 2021 second quarter.

Balance Sheet

Balance Sheet:

At the end of the fiscal 2021 second quarter, the Company had cash and cash equivalents totaling $51.1 million compared to $25.3 million at the end of the fiscal 2020 second quarter. Inventory at quarter end was $47.3 million, compared to $55.5 million at the end of the fiscal 2020 second quarter.

In the fiscal 2021 second quarter, capital expenditures totaled $1.1 million compared to $0.5 million in the fiscal 2020 second quarter.

Outlook

Outlook:

The Company believes its business performance has it positioned to exceed the expectations it previously issued with its first quarter earnings on May 26, 2021. The Company currently expects:

• Total revenues in fiscal 2021 to be in the range of $375 to $385 million which represents an increase from its previous guidance for fiscal 2021 total revenues to exceed fiscal 2019 total revenues of $338.5 million;

• Specifically related to its third quarter outlook, the Company notes that business trends have remained strong, and it expects total revenues for the fiscal 2021 third quarter to exceed both 2020 and 2019 levels. The growth is driven by the recapture of sales in its physical stores which were partially closed last year. The Company expects its third quarter e-commerce demand to remain flat with last year’s third quarter, while still representing a triple digit increase over 2019. Additionally, the Company expects to have higher overall expenses in the third quarter driven in part by higher payroll and marketing costs resulting from temporary reductions in last year’s period to mitigate COVID closings. The third quarter is generally the Company’s smallest of the year, and as is historically typical, the Company currently expects to have pre-tax loss in the period;

• EBITDA in fiscal 2021 to be in the range of $45 million to $50 million, an increase from the Company’s previous expectation for EBITDA in the range of $28 to $32 million; and

• The Company currently expects capital expenditures to be approximately $10 million and for depreciation and amortization to be in the range of $13 to $14 million in fiscal 2021.

The Company notes that its updated guidance assumes no additional material COVID impact either in its supply chain or store operations.

In this press release, the Company’s financial results are provided both in accordance with generally accepted accounting principles (GAAP) and using certain non-GAAP financial measures. In particular, the Company provides historic income and income per diluted share adjusted to exclude certain costs and accounting adjustments, which are non-GAAP financial measures. These results are included as a complement to results provided in accordance with GAAP because management believes these non-GAAP financial measures help identify underlying trends in the Company’s business and provide useful information to both management and investors by excluding certain items that may not be indicative of the Company’s core operating results.

These measures should not be considered a substitute for or superior to GAAP results. These non-GAAP financial measures are defined and reconciled to the most comparable GAAP measure later in this document.

Build-A-Bear Workshop will host a conference call and audio webcast to discuss its results today, August 26, 2021 at 9:00 a.m. Eastern Time.

This press release contains certain statements that are, or may be considered to be, “forward-looking statements” for the purpose of federal securities laws, including, but not limited to, statements that reflect our current views with respect to future events and financial performance. We generally identify these statements by words or phrases such as “may,” “might,” “should,” “expect,” “plan,” “anticipate,” “believe,” “estimate,” “intend,” “predict,” “future,” “potential” or “continue,” the negative or any derivative of these terms and other comparable terminology. All of the information concerning our future liquidity, future revenues, margins and other future financial performance and results, achievement of operating of financial plans or forecasts for future periods, sources and availability of credit and liquidity, future cash flows and cash needs, success and results of strategic initiatives and other future financial performance or financial position, as well as our assumptions underlying such information, constitute forward-looking information.

All of our forward-looking statements are as of the date of this Press Release only. In each case, actual results may differ materially from such forward-looking information. We can give no assurance that such expectations or forward-looking statements will prove to be correct.

An occurrence of or any material adverse change in one or more of the risk factors or other risks and uncertainties referred to in this Press Release or included in our other public disclosures or our other periodic reports or other documents or filings filed with or furnished to the SEC could materially and adversely affect our continuing operations and our future financial results, cash flows, available credit, prospects and liquidity. Except as required by law, the Company does not undertake to publicly update or revise its forward-looking statements, whether as a result of new information, future events or otherwise.

(1) Selected statement of operations data expressed as a percentage of total revenues, except cost of merchandise sold - retail, cost of merchandise sold - commercial and cost of merchandise sold - international franchising that are expressed as a percentage of net retail sales, commercial revenue and international franchising, respectively. Percentages will not total due to cost of merchandise sold being expressed as a percentage of net retail sales, commercial revenue or international franchising and immaterial rounding.

(1)Selected statement of operations data expressed as a percentage of total revenues, except cost of merchandise sold - retail, cost of merchandise sold - commercial and cost of merchandise sold - international franchising that are expressed as a percentage of net retail sales, commercial revenue and international franchising, respectively. Percentages will not total due to cost of merchandise sold being expressed as a percentage of net retail sales, commercial revenue or international franchising and immaterial rounding.

(2)Due to the charges primarily in the 26 weeks ended August 1, 2020, a separate line item was disclosed and expressed as a percentage of net retail sales.

(1) Retail gross margin represents net retail sales less cost of merchandise sold - retail. Retail gross margin percentage represents retail gross margin divided by net retail sales. Store impairment is excluded from retail gross margin.

(3) Excludes e-commerce. North American stores are located in the United States and Canada. In Europe, stores are located in the United Kingdom and Ireland. Seasonal locations not included in store count.

(4) Square footage for stores located in North America is leased square footage. Square footage for stores located in Europe is estimated selling square footage. Seasonal locations not included in the store count.

(1) Represents the adjustment business and restart grants received from the United Kingdom government for business in the retail, hospitality and leisure sectors. These grants were provided on a per-property basis to support businesses through the latest lockdown restrictions as a result of the COVID-19 pandemic and to resume business when restrictions were eased.

(4) Represents the consolidated impact of foreign exchange rates on the re-measurement of balance sheet items not denominated in functional currency recorded under the provisions of U.S. GAAP. This does not include any impact on margin associated with the translation of revenues or the foreign subsidiaries' purchase of inventory in U.S. dollars.

(5) As a result of the Company's full, global valuation allowance, the Company cannot realize an income tax benefit on these adjustments for the second quarters ending July 31, 2021 and August 1, 2020.

(1) Represents the business and restart grants received from the United Kingdom government for business in the retail, hospitality and leisure sectors. These grants were provided on a per-property basis to support businesses through the latest lockdown restrictions as a result of the COVID-19 pandemic and to resume business when restrictions were eased.

(5) As a result of the Company's full, global valuation allowance, the Company cannot realize an income tax benefit on these adjustments for the year-to-date periods ending July 31, 2021 and August 1, 2020.

(7) Represents the valuation allowance recorded on its net deferred tax assets in North America in the first quarter of fiscal 2020.