Williams-Sonoma, Inc. Announces Fourth Quarter and Fiscal Year 2012 Results Diluted EPS Increases 15% to $1.34 in Fourth Quarter 2012

Williams-Sonoma, Inc. (NYSE: WSM) today announced operating results for the fourth quarter of fiscal 2012 (“Q4 12”) and fiscal year ended February 3, 2013 (“FY 12”). Q4 12 included 14 weeks versus 13 weeks in the fourth quarter of fiscal 2011 ended January 29, 2012 (“Q4 11”). FY 12 included 53 weeks versus 52 weeks in the fiscal year ended January 29, 2012 (“FY 11”).

RELEASE HIGHLIGHTS

• Q4 12 diluted earnings per share (“EPS”) grew 15% to $1.34.
• Q4 12 net revenues grew to $1.406 billion versus $1.268 billion in Q4 11 with comparable brand revenue growth of 4.0%.
• FY 12 was a 53-week year. This additional week in Q4 12 contributed approximately $70 million in net revenues and an estimated $0.07 benefit to EPS.
• FY 12 EPS grew 14% to $2.54. Excluding unusual business events, non-GAAP EPS increased 15% to $2.58.
• FY 12 net revenues grew to $4.043 billion versus $3.721 billion in FY 11 with comparable brand revenue growth of 6.1%.
• Authorized a new three-year $750 million stock repurchase program.
• Increased quarterly dividend 41% to $0.31.

Laura Alber, President and Chief Executive Officer, commented, “Today’s announcements reflect the power of our multi-channel, multi-brand operating model and confirm our confidence in the growth potential and cash-generating ability of our brands as we look forward to 2013 and beyond. We finished 2012 above our expectations, and our strategies for 2013 are strong. We are pleased that we are able to significantly escalate our commitment to return excess cash to stockholders through a balanced program of share repurchases and dividend increases.”

Alber continued, “Q4 reflected the progress we have made all year in delivering against the commitments we have set for ourselves. Revenues and EPS again reached new levels in 2012. We drove these results while simultaneously investing in our strategic growth initiatives, including global expansion. Our portfolio of brands and our ability to generate new businesses provide stability as trends fluctuate between the different merchandise sectors in which we operate. Likewise, our multiple marketing and sales channels provide us competitive advantages in meeting our customers’ changing needs as shopping patterns continue to evolve as to when, where, and in what format purchase decisions are made.”

Alber concluded, “As we look forward to 2013 and beyond, we continue to see opportunities to grow our existing brands, build new ones, and expand to new geographies, including Australia, where we will be opening our first company-operated stores outside North America this May. During fiscal 2013, we expect to grow annual revenues to between $4.20 billion and $4.28 billion and EPS to the range of $2.65 to $2.75. Over the next three years, we expect revenue growth to be in the mid to high single-digits and EPS growth to be in the low double-digits to mid-teens. We remain excited about the opportunities ahead of us to more than double the size of our business over the next decade while returning cash to our shareholders and increasing shareholder value.”

Q4 12 RESULTS

Net revenues increased 10.9% to $1.406 billion in Q4 12 from $1.268 billion in Q4 11. On a comparable-weeks basis, net revenues grew 4.9%.

Comparable brand revenue growth in Q4 12 increased 4.0% on top of 6.6% in Q4 11 as shown in the table below:

Direct-to-customer (“DTC”) net revenues in Q4 12 increased 19.3% to $634 million from $531 million in Q4 11. On a comparable-weeks basis, net revenues grew 11.0% with increases across all brands. This growth was primarily led by Pottery Barn, West Elm, Williams-Sonoma and Pottery Barn Kids. E-commerce net revenues increased 24.0% to $576 million in Q4 12 from $465 million in Q4 11. On a comparable-weeks basis, e-commerce net revenues grew 15.5%.

Retail net revenues in Q4 12 increased 4.9% to $773 million from $737 million in Q4 11. On a comparable-weeks basis, net revenues grew 0.3%, driven primarily by West Elm and our international franchise operations, partially offset by a decrease in Williams-Sonoma. Retail leased square footage increased 0.6% from the end of Q4 11. Comparable store sales in Q4 12 decreased 0.4% versus an increase of 1.1% in Q4 11.

Operating margin in Q4 12 was 15.0% versus 15.6% in Q4 11:

• Gross margin was 41.3%, equal to last year.
• Selling, general and administrative (“SG&A”) expenses were $370 million or 26.3% of net revenues versus $326 million or 25.7% in Q4 11. Included in the 60 basis point increase were asset impairment charges and the planned incremental investments to support our e-commerce, global expansion and business development growth strategies.

The effective income tax rate in Q4 12 was 36.5% versus 37.9% in Q4 11, reflecting certain favorable income tax resolutions and credits.

EPS increased 15% from $1.17 in Q4 11 to $1.34 in Q4 12, which included an approximate $0.07 benefit from the additional week.

FY 12 RESULTS

Net revenues increased 8.7% to $4.043 billion in FY 12 from $3.721 billion in FY 11. On a comparable-weeks basis, net revenues grew 6.6%.

Comparable brand revenue growth in FY 12 increased 6.1% on top of 7.3% in FY 11 as shown in the table below:

DTC net revenues in FY 12 increased 14.5% to $1.869 billion versus $1.633 billion in FY 11. On a comparable-weeks basis, net revenues grew 11.8% with increases across all brands. This growth was primarily led by Pottery Barn, West Elm, Williams-Sonoma and Pottery Barn Kids. E-commerce net revenues increased 17.4% to $1.656 billion in FY 12 from $1.410 billion in FY 11. On a comparable-weeks basis, e-commerce net revenues grew 14.7%. DTC net revenues generated 46% of total company net revenues in FY 12 versus 44% in FY 11.

Retail net revenues in FY 12 increased 4.1% to $2.173 billion versus $2.088 billion in FY 11. On a comparable-weeks basis, net revenues grew 2.5%, primarily driven by West Elm and Pottery Barn, partially offset by a decrease in Williams-Sonoma. Comparable store sales in FY 12 increased 2.3% versus 3.5% in FY 11.

Operating margin, including unusual business events, in FY 12 was 10.1% versus 10.3% in FY 11. Excluding unusual business events, non-GAAP operating margin in FY 12 equaled last year at 10.3%:

• Gross margin increased 20 basis points to 39.4% from 39.2% in FY 11.
• SG&A expenses, including unusual business events, were $1.183 billion or 29.3% of net revenues versus $1.078 billion or 29.0% in FY 11. Excluding the 20 basis point impact related to unusual business events in FY 12 and the 10 basis point impact related to unusual business events in FY 11, non-GAAP SG&A expenses were $1.176 billion or 29.1% versus $1.075 billion or 28.9% in FY 11. Included in the 20 basis point increase were asset impairment charges and the planned incremental investments to support our e-commerce, global expansion and business development growth strategies.

The effective income tax rate in FY 12 was 37.4% versus 37.9% in FY 11, reflecting certain favorable income tax resolutions and credits.

EPS increased 14% from $2.22 in FY 11 to $2.54 in FY 12. Excluding unusual business events, non-GAAP EPS in FY 12 increased 15% from $2.24 in FY 11 to $2.58. FY 12 EPS included the approximate $0.07 benefit from the 53^rd week.

Merchandise inventories at the end of FY 12 increased 15.6% to $640 million from $553 million at the end of FY 11.

STOCK REPURCHASE PROGRAM AND DIVIDEND INCREASE

As announced in a separate release today, our Board of Directors has authorized a new $750 million stock repurchase program that we intend to execute over the next three years and a 41% increase in our quarterly cash dividend to $0.31 per share. We also repurchased 683,956 shares of common stock during Q4 12 for a total of 3,962,034 shares or $155 million repurchased during FY 12 and a total of 5,978,162 shares or $225 million under the previous program authorized in January 2012.

FY 13 FINANCIAL GUIDANCE

• First Quarter 2013 Guidance (13 weeks)

• Net revenues in Q1 13 are expected to be in the range of $850 million to $870 million.
• Comparable brand revenue growth in Q1 13 is expected to be in the range of 4% to 6%.
• Diluted EPS in Q1 13 is expected to be in the range of $0.33 to $0.36.

• Fiscal Year 2013 Guidance (52 weeks)

• Fiscal Year 2013 Store Opening and Closing Guidance by Retail Concept

CONFERENCE CALL AND WEBCAST INFORMATION

Williams-Sonoma, Inc. will host a live conference call today, March 19, 2013, at 2:00 P.M. (PT). The call, hosted by Laura Alber, President and Chief Executive Officer, will be open to the general public via a live webcast and can be accessed through the Internet at www.williams-sonomainc.com/webcast. A replay of the webcast will be available at www.williams-sonomainc.com/webcast.

SEC REGULATION G -- NON-GAAP INFORMATION

This press release includes non-GAAP SG&A, operating margin and diluted EPS. These non-GAAP financial measures exclude the impact of employee separation charges in FY 12 and the impact of asset impairment and early lease termination charges for underperforming retail stores in FY 11. We have reconciled these non-GAAP financial measures with the most directly comparable GAAP financial measures in the text of this release and in Exhibit 1. We believe that these non-GAAP financial measures provide meaningful supplemental information for investors regarding the performance of our business and facilitate a meaningful evaluation of our quarterly and FY 12 diluted EPS actual results and FY 13 guidance on a comparable basis with our quarterly and FY 11 results. Our management uses these non-GAAP financial measures in order to have comparable financial results to analyze changes in our underlying business from quarter to quarter. These non-GAAP measures should be considered as a supplement to, and not as a substitute for, or superior to, financial measures calculated in accordance with GAAP.

FORWARD-LOOKING STATEMENTS

This press release contains forward-looking statements that involve risks and uncertainties, as well as assumptions that, if they do not fully materialize or prove incorrect, could cause our results to differ materially from those expressed or implied by such forward-looking statements. Such forward-looking statements include statements relating to: our growth potential; our confidence in the cash-generating ability of our brands; our desire to return excess cash to stockholders; the stability provided by our portfolio of brands; our ability to generate new business; the competitive advantage we have from multiple marketing and sales channels; our growth strategies, including our ability to double the size of our business, drive revenue growth and increase EPS; our global expansion; our future financial guidance, including Q1 13 and fiscal year 2013 guidance; payment of our increased quarterly cash dividend; our three year stock repurchase program; our proposed store openings and closures; and our beliefs regarding non-GAAP financial measures.

The risks and uncertainties that could cause our results to differ materially from those expressed or implied by such forward-looking statements include: accounting adjustments as we close our books for Q4 12 and as audited year-end financial statements are prepared; recent changes in general economic conditions, and the impact on consumer confidence and consumer spending; new interpretations of or changes to current accounting rules; our ability to anticipate consumer preferences and buying trends; dependence on timely introduction and customer acceptance of our merchandise; changes in consumer spending based on weather, political, competitive and other conditions beyond our control; delays in store openings; competition from companies with concepts or products similar to ours; timely and effective sourcing of merchandise from our foreign and domestic vendors and delivery of merchandise through our supply chain to our stores and customers; effective inventory management; our ability to manage customer returns; successful catalog management, including timing, sizing and merchandising; uncertainties in e-marketing, infrastructure and regulation; multi-channel and multi-brand complexities; our ability to introduce new brands and brand extensions; dependence on external funding sources for operating capital; disruptions in the financial markets; our ability to control employment, occupancy and other operating costs; our ability to improve our systems and processes; changes to our information technology infrastructure; general political, economic and market conditions and events, including war, conflict or acts of terrorism; and other risks and uncertainties described more fully in our public announcements, reports to stockholders and other documents filed with or furnished to the SEC, including our Annual Report on Form 10-K for the fiscal year ended January 29, 2012, and all subsequent quarterly reports on Form 10-Q and current reports on Form 8-K. All forward-looking statements in this press release are based on information available to us as of the date hereof, and we assume no obligation to update these forward-looking statements.

ABOUT WILLIAMS-SONOMA, INC.

Williams-Sonoma, Inc. is a specialty retailer of high-quality products for the home. These products, representing eight distinct merchandise strategies – Williams-Sonoma (cookware and wedding registry), Pottery Barn (furniture and wedding registry), Pottery Barn Kids (kids’ furniture and baby registry), PBteen (girls’ bedding and boys’ bedding), West Elm (modern furniture and room decor), Williams-Sonoma Home (luxury furniture and decorative accessories), Rejuvenation (lighting and hardware) and Mark and Graham (personalized gifts and gifts for the home) – are marketed through seven e-commerce websites, eight direct mail catalogs and 581 stores. Williams-Sonoma, Inc. currently operates in the United States and Canada, offers international shipping to customers worldwide, and franchises its brands in Bahrain, the Kingdom of Saudi Arabia, Kuwait, and the United Arab Emirates.