UNITED STATES
SECURITIES AND EXCHANGE COMMISSION
Washington, DC 20549
FORM 10-Q
 	 	 	
þ	 	Quarterly Report Pursuant to Section 13 or 15(d) of the Securities Exchange Act of 1934	
For the Quarterly Period Ended August 2, 2008
or
 	 	 	
o	 	Transition Report Pursuant to Section 13 or 15(d) of the Securities Exchange Act of 1934	
For the transition period from                      to                     
Commission File Number: 001-33764
ULTA SALON, COSMETICS & FRAGRANCE, INC.
(Exact name of Registrant as specified in its charter)
 	 	 	
Delaware
(State or other jurisdiction of
incorporation or organization)
1000 Remington Blvd., Suite 120
Bolingbrook, Illinois
(Address of principal executive offices)	 	36-3685240
(I.R.S. Employer
Identification No.)
60440
(Zip code)	
Registrant’s telephone number, including area code: (630) 410-4800
Indicate by check mark whether the registrant (1) has filed all reports required to be filed by Section 13 or 15(d) of the Securities Exchange Act of 1934 during the preceding 12 months (or for such shorter period that the registrant was required to file such reports), and (2) has been subject to such filing requirements for the past 90 days. þ Yes o No
Indicate by check mark whether the registrant is a large accelerated filer, an accelerated filer, a non-accelerated filer, or a smaller reporting company. See the definitions of “large accelerated filer,” “accelerated filer” and “smaller reporting company” in Rule 12b-2 of the Exchange Act. (Check one):

Large accelerated filer o      	 	Accelerated filer o      	 	Non-accelerated filer þ      	 	Smaller reporting company o	
 	 	 	 	(Do not check if a smaller reporting company)	 	 	
Indicate by check mark whether the registrant is a shell company (as defined in Rule 12b-2 of the Exchange Act). o Yes þ No
The number of shares of the registrant’s common stock, par value $0.01 per share, outstanding as of September 4, 2008 was 57,529,182 shares.

   

 

ULTA SALON, COSMETICS & FRAGRANCE, INC.
TABLE OF CONTENTS
 	 	 	 	 	
Part I — Financial Information	 	 	 	 	
 	 	 	 	 	
Item 1. Consolidated Financial Statements	 	 	 	 	
Consolidated Balance Sheets	 	 	3	 	
Consolidated Statements of Income	 	 	5	 	
Consolidated Statements of Cash Flows	 	 	6	 	
Consolidated Statements of Stockholders’ Equity	 	 	8	 	
Notes to Consolidated Financial Statements	 	 	9	 	
 	 	 	 	 	
Item 2. Management’s Discussion and Analysis of Financial Condition and Results of Operations	 	 	14	 	
 	 	 	 	 	
Item 3. Quantitative and Qualitative Disclosures about Market Risk	 	 	23	 	
 	 	 	 	 	
Item 4. Controls and Procedures	 	 	24	 	
 	 	 	 	 	
Part II — Other Information	 	 	24	 	
 	 	 	 	 	
Item 1. Legal Proceedings	 	 	24	 	
 	 	 	 	 	
Item 1A. Risk Factors	 	 	24	 	
 	 	 	 	 	
Item 2. Unregistered Sales of Equity Securities and Use of Proceeds	 	 	24	 	
 	 	 	 	 	
Item 3. Defaults Upon Senior Securities	 	 	24	 	
 	 	 	 	 	
Item 4. Submission of Matters to a Vote of Security Holders	 	 	25	 	
 	 	 	 	 	
Item 5. Other Information	 	 	25	 	
 	 	 	 	 	
Item 6. Exhibits	 	 	25	 	
 	 	 	 	 	
SIGNATURES	 	 	26	 	
 2 

 
Part I — Financial Information
Item 1. Consolidated Financial Statements
Ulta Salon, Cosmetics & Fragrance, Inc.
Consolidated Balance Sheets
 	 	 	 	 	 	 	 	 	 	 	 	 	
 	 	August 2,	 	February 2,	 	August 4,	
(In thousands)	 	2008	 	2008	 	2007	
 	 	(unaudited)	 	 	 	 	 	(unaudited)	
Assets	 	 	 	 	 	 	 	 	 	 	 	 	
Current assets:	 	 	 	 	 	 	 	 	 	 	 	 	
Cash and cash equivalents	 	$	3,255	 	 	$	3,789	 	 	$	3,165	 	
Receivables, net	 	 	19,164	 	 	 	20,643	 	 	 	14,295	 	
Merchandise inventories, net	 	 	197,028	 	 	 	176,109	 	 	 	148,559	 	
Prepaid expenses and other current assets	 	 	22,699	 	 	 	19,184	 	 	 	23,292	 	
Deferred income taxes	 	 	9,063	 	 	 	9,219	 	 	 	5,476	 	
 	 	 	
Total current assets	 	 	251,209	 	 	 	228,944	 	 	 	194,787	 	
 	 	 	 	 	 	 	 	 	 	 	 	 	
Property and equipment, net	 	 	278,378	 	 	 	236,389	 	 	 	196,919	 	
Deferred income taxes	 	 	4,080	 	 	 	4,080	 	 	 	4,125	 	
Other assets	 	 	—	 	 	 	—	 	 	 	1,763	 	
 	 	 	
Total assets	 	$	533,667	 	 	$	469,413	 	 	$	397,594	 	

Liabilities and stockholders’ equity	 	 	 	 	 	 	 	 	 	 	 	 	
Current liabilities:	 	 	 	 	 	 	 	 	 	 	 	 	
Current portion — notes payable	 	$	31,766	 	 	$	—	 	 	$	33,788	 	
Accounts payable	 	 	40,630	 	 	 	52,122	 	 	 	41,010	 	
Accrued liabilities	 	 	52,865	 	 	 	54,719	 	 	 	45,308	 	
Accrued income taxes	 	 	4,374	 	 	 	5,064	 	 	 	—	 	
 	 	 	
Total current liabilities	 	 	129,635	 	 	 	111,905	 	 	 	120,106	 	
 	 	 	 	 	 	 	 	 	 	 	 	 	
Notes payable — less current portion	 	 	86,390	 	 	 	74,770	 	 	 	55,038	 	
Deferred rent	 	 	93,291	 	 	 	71,235	 	 	 	56,651	 	
 	 	 	
Total liabilities	 	 	309,316	 	 	 	257,910	 	 	 	231,795	 	
 	 	 	 	 	 	 	 	 	 	 	 	 	
Commitments and contingencies	 	 	 	 	 	 	 	 	 	 	 	 	
 	 	 	 	 	 	 	 	 	 	 	 	 	
Series III redeemable preferred stock	 	 	—	 	 	 	—	 	 	 	4,792	 	
See accompanying notes to consolidated financial statements.
 3 

 

Ulta Salon, Cosmetics & Fragrance, Inc.
Consolidated Balance Sheets (continued)
 	 	 	 	 	 	 	 	 	 	 	 	 	
 	 	August 2,	 	February 2,	 	August 4,	
(In thousands, except per share data)	 	2008	 	2008	 	2007	
 	 	(unaudited)	 	 	 	 	 	(unaudited)	
Stockholders’ equity:	 	 	 	 	 	 	 	 	 	 	 	 	
Preferred stock	 	$	—	 	 	$	—	 	 	$	230,680	 	
Treasury stock-preferred, at cost	 	 	—	 	 	 	—	 	 	 	(1,815	)	
Common stock, $.01 par value, 400,000 shares authorized; 58,028, 57,411 and 7,733 shares issued; 57,523, 56,906 and 7,482 shares outstanding; at August 2, 2008 (unaudited), February 2, 2008 and August 4, 2007 (unaudited), respectively	 	 	580	 	 	 	574	 	 	 	122	 	
Treasury stock-common, at cost	 	 	(4,179	)	 	 	(4,179	)	 	 	(2,321	)	
Additional paid-in capital	 	 	289,587	 	 	 	284,951	 	 	 	17,753	 	
Accumulated deficit	 	 	(61,161	)	 	 	(69,124	)	 	 	(83,336	)	
Accumulated other comprehensive loss	 	 	(476	)	 	 	(719	)	 	 	(76	)	
 	 	 	
Total stockholders’ equity	 	 	224,351	 	 	 	211,503	 	 	 	161,007	 	
 	 	 	
Total liabilities and stockholders’ equity	 	$	533,667	 	 	$	469,413	 	 	$	397,594	 	
 	 	 	
See accompanying notes to consolidated financial statements.
 4 

 

Ulta Salon, Cosmetics & Fragrance, Inc.
Consolidated Statements of Income
(unaudited)
 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
 	 	Three months ended	 	Six months ended	
 	 	August 2,	 	August 4,	 	August 2,	 	August 4,	
(In thousands, except per share data)	 	2008	 	2007	 	2008	 	2007	
Net sales	 	$	249,111	 	 	$	200,449	 	 	$	488,409	 	 	$	394,562	 	
Cost of sales	 	 	175,965	 	 	 	141,417	 	 	 	341,342	 	 	 	276,017	 	
 	 	 	 	 	
Gross profit	 	 	73,146	 	 	 	59,032	 	 	 	147,067	 	 	 	118,545	 	
 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
Selling, general and administrative expenses	 	 	61,889	 	 	 	51,188	 	 	 	123,954	 	 	 	99,170	 	
Pre-opening expenses	 	 	4,050	 	 	 	2,914	 	 	 	7,822	 	 	 	4,570	 	
 	 	 	 	 	
Operating income	 	 	7,207	 	 	 	4,930	 	 	 	15,291	 	 	 	14,805	 	
Interest expense	 	 	1,016	 	 	 	1,162	 	 	 	1,931	 	 	 	2,158	 	
 	 	 	 	 	
Income before income taxes	 	 	6,191	 	 	 	3,768	 	 	 	13,360	 	 	 	12,647	 	
Income tax expense	 	 	2,503	 	 	 	1,562	 	 	 	5,397	 	 	 	5,122	 	
 	 	 	 	 	
Net income	 	$	3,688	 	 	$	2,206	 	 	$	7,963	 	 	$	7,525	 	

Less preferred stock dividends	 	 	—	 	 	 	3,878	 	 	 	—	 	 	 	7,621	 	
 	 	 	 	 	
Net income (loss) available to common stockholders	 	$	3,688	 	 	$	(1,672	)	 	$	7,963	 	 	$	(96	)	

Net income (loss) per common share:	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
Basic	 	$	0.06	 	 	$	(0.23	)	 	$	0.14	 	 	$	(0.01	)	
Diluted	 	$	0.06	 	 	$	(0.23	)	 	$	0.13	 	 	$	(0.01	)	
 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
Weighted average common shares outstanding:	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
Basic	 	 	57,435	 	 	 	7,401	 	 	 	57,196	 	 	 	7,289	 	
Diluted	 	 	59,012	 	 	 	7,401	 	 	 	59,000	 	 	 	7,289	 	
See accompanying notes to consolidated financial statements.
 5 

 

Ulta Salon, Cosmetics & Fragrance, Inc.
Consolidated Statements of Cash Flows
(unaudited)
 	 	 	 	 	 	 	 	 	
 	 	Six months ended	
 	 	August 2,	 	August 4,	
(Dollars in thousands)	 	2008	 	2007	
Operating activities	 	 	 	 	 	 	 	 	
Net income	 	$	7,963	 	 	$	7,525	 	
Adjustments to reconcile net income to net cash provided by operating activities:	 	 	 	 	 	 	 	 	
Depreciation and amortization	 	 	24,354	 	 	 	19,103	 	
Non-cash stock compensation charges	 	 	1,544	 	 	 	554	 	
Excess tax benefits from stock-based compensation	 	 	(1,101	)	 	 	(918	)	
Loss (gain) on disposal of property and equipment	 	 	252	 	 	 	(65	)	
Change in operating assets and liabilities:	 	 	 	 	 	 	 	 	
Receivables	 	 	1,479	 	 	 	4,180	 	
Merchandise inventories	 	 	(20,919	)	 	 	(19,322	)	
Prepaid expenses and other assets	 	 	(3,515	)	 	 	(8,546	)	
Accounts payable	 	 	(11,492	)	 	 	(2,062	)	
Accrued liabilities	 	 	433	 	 	 	(6,676	)	
Deferred rent	 	 	22,056	 	 	 	6,284	 	
 	 	 	
Net cash provided by operating activities	 	 	21,054	 	 	 	57	 	
 	 	 	 	 	 	 	 	 	
Investing activities	 	 	 	 	 	 	 	 	
Purchases of property and equipment	 	 	(68,072	)	 	 	(42,889	)	
Receipt of related party notes receivable	 	 	—	 	 	 	4,467	 	
 	 	 	
Net cash used in investing activities	 	 	(68,072	)	 	 	(38,422	)	
 	 	 	 	 	 	 	 	 	
Financing activities	 	 	 	 	 	 	 	 	
Proceeds on long-term borrowings	 	 	579,492	 	 	 	468,668	 	
Payments on long-term borrowings	 	 	(536,106	)	 	 	(430,579	)	
Proceeds from issuance of common stock under stock plans	 	 	2,056	 	 	 	785	 	
Excess tax benefits from stock-based compensation	 	 	1,101	 	 	 	918	 	
Initial public offering issuance costs	 	 	(59	)	 	 	—	 	
Purchase of treasury stock	 	 	—	 	 	 	(1,907	)	
 	 	 	
Net cash provided by financing activities	 	 	46,484	 	 	 	37,885	 	

Net decrease in cash and cash equivalents	 	 	(534	)	 	 	(480	)	
Cash and cash equivalents at beginning of period	 	 	3,789	 	 	 	3,645	 	
 	 	 	
Cash and cash equivalents at end of period	 	$	3,255	 	 	$	3,165	 	
 	 	 	
See accompanying notes to consolidated financial statements.
 6 

 

Ulta Salon, Cosmetics & Fragrance, Inc.
Consolidated Statements of Cash Flows (continued)
(unaudited)
 	 	 	 	 	 	 	 	 	
 	 	Six months ended	
 	 	August 2,	 	August 4,	
(Dollars in thousands)	 	2008	 	2007	
Supplemental cash flow information	 	 	 	 	 	 	 	 	
Cash paid for interest	 	$	2,175	 	 	$	2,019	 	
 	 	 	
Cash paid for income taxes	 	$	4,987	 	 	$	12,076	 	
 	 	 	
Noncash investing and financing activities:	 	 	 	 	 	 	 	 	
Change in property and equipment included in accrued liabilities	 	$	(1,477	)	 	$	10,988	 	
 	 	 	
Unrealized (gain) loss on interest rate swap hedge, net of tax	 	$	(243	)	 	$	95	 	
 	 	 	
See accompanying notes to consolidated financial statements.
 7 

 

Ulta Salon, Cosmetics & Fragrance, Inc.
Consolidated Statements of Stockholders’ Equity
(unaudited)
 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
 	 	 	 	 	 	 	 	 	 	Treasury —	 	 	 	 	 	 	 	 	 	Accumulated	 	 	
 	 	Common Stock	 	Common Stock	 	Additional	 	 	 	 	 	Other	 	Total	
 	 	Issued	 	 	 	 	 	Treasury	 	 	 	 	 	Paid-In	 	Accumulated	 	Comprehensive	 	Stockholders’	
(In thousands, except per share data)	 	Shares	 	Amount	 	Shares	 	Amount	 	Capital	 	Deficit	 	Loss	 	Equity	
Balance — February 2, 2008	 	 	57,411	 	 	$	574	 	 	 	(505	)	 	$	(4,179	)	 	$	284,951	 	 	$	(69,124	)	 	$	(719	)	 	$	211,503	 	
Common stock options exercised	 	 	617	 	 	 	6	 	 	 	—	 	 	 	—	 	 	 	2,050	 	 	 	—	 	 	 	—	 	 	 	2,056	 	
Unrealized gain on interest rate swap hedge, net of $156 income tax	 	 	—	 	 	 	—	 	 	 	—	 	 	 	—	 	 	 	—	 	 	 	—	 	 	 	243	 	 	 	243	 	
Net income for the six months ended August 2, 2008	 	 	—	 	 	 	—	 	 	 	—	 	 	 	—	 	 	 	—	 	 	 	7,963	 	 	 	—	 	 	 	7,963	 	
 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
Comprehensive income	 	 	—	 	 	 	—	 	 	 	—	 	 	 	—	 	 	 	—	 	 	 	—	 	 	 	—	 	 	 	8,206	 	
Excess tax benefits from stock-based compensation	 	 	—	 	 	 	—	 	 	 	—	 	 	 	—	 	 	 	1,101	 	 	 	—	 	 	 	—	 	 	 	1,101	 	
Stock compensation charge	 	 	—	 	 	 	—	 	 	 	—	 	 	 	—	 	 	 	1,544	 	 	 	—	 	 	 	—	 	 	 	1,544	 	
Initial public offering issuance costs	 	 	—	 	 	 	—	 	 	 	—	 	 	 	—	 	 	 	(59	)	 	 	—	 	 	 	—	 	 	 	(59	)	
 	 	 	
Balance — August 2, 2008	 	 	58,028	 	 	$	580	 	 	 	(505	)	 	$	(4,179	)	 	$	289,587	 	 	$	(61,161	)	 	$	(476	)	 	$	224,351	 	
 	 	 	
See accompanying notes to consolidated financial statements.
 8 

 

Ulta Salon, Cosmetics & Fragrance, Inc.
Notes to Consolidated Financial Statements
(unaudited)
1. Business and basis of presentation
The accompanying consolidated financial statements of Ulta Salon, Cosmetics & Fragrance, Inc. (the Company) include Ulta Salon, Cosmetics & Fragrance, Inc. and its wholly owned subsidiary, Ulta Internet Holdings, Inc. (Internet). All inter-company balances and transactions have been eliminated. The operations of Internet were merged into the Company during 2006, resulting in its dissolution as a separate legal entity on November 30, 2006.
All amounts are stated in thousands, with the exception of per share amounts and number of stores.
The Company was incorporated in the state of Delaware on January 9, 1990, to operate specialty retail stores selling cosmetics, fragrance, haircare and skincare products, and related accessories and services. The stores also feature full-service salons. As of August 2, 2008, the Company operated 283 stores in 34 states, as shown in the table below:
 	 	 	 	 	
 	 	Number of	
State	 	stores	
Alabama	 	 	5	 	
Arizona	 	 	22	 	
California	 	 	28	 	
Colorado	 	 	9	 	
Delaware	 	 	1	 	
Florida	 	 	19	 	
Georgia	 	 	15	 	
Illinois	 	 	30	 	
Indiana	 	 	5	 	
Iowa	 	 	2	 	
Kansas	 	 	1	 	
Kentucky	 	 	2	 	
Louisiana	 	 	1	 	
Maryland	 	 	6	 	
Massachusetts	 	 	3	 	
Michigan	 	 	7	 	
Minnesota	 	 	6	 	
Nebraska	 	 	1	 	
Nevada	 	 	6	 	
New Jersey	 	 	9	 	
New York	 	 	8	 	
North Carolina	 	 	12	 	
Ohio	 	 	4	 	
Oklahoma	 	 	6	 	
Oregon	 	 	3	 	
Pennsylvania	 	 	13	 	
Rhode Island	 	 	1	 	
South Carolina	 	 	4	 	
Tennessee	 	 	3	 	
Texas	 	 	36	 	
Utah	 	 	1	 	
Virginia	 	 	8	 	
Washington	 	 	4	 	
Wisconsin	 	 	2	 	
 	 	 	 	 	
Total	 	 	283	 	
The accompanying unaudited consolidated financial statements and related notes have been prepared in accordance with U.S. generally accepted accounting principles (GAAP) for interim financial information and with the instructions to Form 10-Q and the U.S. Securities and Exchange Commission’s Article 10, Regulation S-X. In the opinion of management, the accompanying consolidated financial statements reflect all adjustments, which are of a normal recurring nature, necessary to fairly state the consolidated financial position and results of operations and cash flows for the interim periods presented.
The Company’s business is subject to seasonal fluctuation. Significant portions of the Company’s net sales and net income are realized during the fourth quarter of the fiscal year due to the holiday selling season. The results for the three and six months ended August 2, 2008 and August 4, 2007 are not necessarily indicative of the results to be expected for the fiscal year ending January 31, 2009, or for any other future interim period or for any future year.
These interim financial statements and the related notes should be read in conjunction with the financial statements and notes included in the Company’s Annual Report on Form 10-K for the year ended February 2, 2008.
Reverse stock split
On September 17, 2007, the Company’s Board of Directors approved a resolution to effect a reverse stock split of the Company’s common stock pursuant to which each share of common stock was to be converted into 0.632 of one share of common stock. The reverse stock split became effective on October 22, 2007. Any fractional shares resulting from the reverse stock split were rounded to the nearest whole share. Common share and per share amounts for all periods presented and the conversion ratio of preferred to common shares have been adjusted for the 0.632 for 1 reverse stock split.
 9 

 

Initial public offering
On October 30, 2007, the Company completed an initial public offering in which the Company sold 7,667 shares of common stock resulting in net proceeds of $123,549 after deducting underwriting discounts and commissions and offering expenses. Selling stockholders sold approximately 2,154 additional shares of common stock. The Company did not receive any proceeds from the sale of shares by the selling stockholders. The Company used the net proceeds from the offering to pay $93,012 of accumulated dividends in arrears on the Company’s preferred stock, which satisfied all amounts due with respect to accumulated dividends, $4,792 to redeem the Company’s Series III preferred stock, and $25,745 to reduce the Company’s borrowings under its third amended and restated loan and security agreement and for general corporate purposes. Also in connection with the offering, the Company converted 41,524 preferred shares into common shares and restated the par value of its common stock to $0.01 per share.
2. Summary of significant accounting policies
Information regarding the Company’s significant accounting policies is contained in Note 2, “Summary of significant accounting policies,” to the financial statements in the Company’s Annual Report on Form 10-K for the year ended February 2, 2008. Presented below in this and the following notes is supplemental information that should be read in conjunction with “Notes to consolidated financial statements” in the Annual Report.
Fiscal quarter
The Company’s quarterly periods are the 13 weeks ending on the Saturday closest to April 30, July 31, October 31, and January 31. The Company’s second quarters in fiscal 2008 and 2007 ended on August 2, 2008 and August 4, 2007, respectively.
Share-based compensation
Effective January 29, 2006, the Company adopted the fair value recognition and measurement provisions of Statement of Financial Accounting Standards (SFAS) No. 123(R), Share-Based Payment . Pursuant to SFAS 123(R), share-based compensation cost is measured at grant date, based on the fair value of the award, and is recognized as expense over the requisite service period for awards expected to vest. As a non-public entity that previously used the minimum value method for pro forma disclosure purposes under SFAS 123, the Company was required to adopt the prospective method of accounting under SFAS 123(R). Under this transitional method, the Company is required to record compensation expense in the consolidated statements of income for all awards granted after the adoption date and to awards modified, repurchased, or cancelled after the adoption date using the fair value provisions of SFAS 123(R).
The Company estimates the grant date fair value of stock options using a Black-Scholes valuation model. The expected volatility is based on the historical volatilities of a peer group of publicly-traded companies. The risk free interest rate is based on the U.S. Treasury yield curve in effect on the date of grant for the respective expected life of the option. The expected life represents the time the options granted are expected to be outstanding. The Company has elected to use the shortcut approach in accordance with the Securities and Exchange Commission Staff Accounting Bulletin (SAB) No. 107, Share-Based Payment and SAB No. 110, Simplified Method for Plain Vanilla Share Options, to develop the expected life. Any dividend the Company might declare in the future would be subject to the applicable provisions of its credit agreement, which currently restricts the Company’s ability to pay cash dividends. The Company recognizes compensation cost related to the stock options on a straight-line method over the requisite service period.
The Company estimated the grant date fair value of stock options using a Black-Scholes valuation model using the following assumptions for the periods indicated:
 	 	 	 	 	 	 	 	 	
 	 	Six months ended	
 	 	August 2, 2008	 	August 4, 2007	
Volatility rate	 	 	39% – 43%		 	 	34% – 45%		
Risk-free interest rate	 	 	1.67% – 3.59%		 	 	4.54% – 5.05%		
Average expected life (years)	 	 	3.4	 	 	 	4.7	 	
Dividend yield	 	None	 	None	
The Company granted 1.1 million stock options during the six months ended August 2, 2008. The weighted-average grant date fair value of options granted in fiscal 2008 was $4.97 per option.
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The Company recorded stock compensation expense of $953 and $265 for the three months ended August 2, 2008 and August 4, 2007, respectively. The Company recorded stock compensation expense of $1,544 and $554 for the six months ended August 2, 2008 and August 4, 2007, respectively. At August 2, 2008, there was approximately $10,300 of unrecognized compensation expense related to unvested options.
Income taxes
The Company adopted the provisions of Financial Accounting Standards Board (FASB) Interpretation No. 48, Accounting for Uncertainty in Income Taxes, on February 4, 2007. The adoption had no effect on the Company’s consolidated financial position or results of operations. The Company does not currently maintain a liability for unrecognized tax benefits. The Company’s policy is to recognize income tax-related interest and penalties as part of income tax expense. Income tax-related interest and penalties recorded in the consolidated financial statements were insignificant for the three and six months ended August 2, 2008 and August 4, 2007. The Company conducts business only in the United States. Accordingly, the tax years that remain open to examination by U.S. federal, state, and local tax jurisdictions are generally three years, or fiscal 2007, 2006, and 2005.
Comprehensive income
Comprehensive income is comprised of net income and gains and losses from derivative instruments designated as cash flow hedges, net of income tax. Total comprehensive income is as follows:
 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
 	 	Three months ended	 	Six months ended	
 	 	August 2,	 	August 4,	 	August 2,	 	August 4,	
 	 	2008	 	2007	 	2008	 	2007	
 	 	 	 	 	
Net income	 	$	3,688	 	 	$	2,206	 	 	$	7,963	 	 	$	7,525	 	
Unrealized (loss) gain on interest rate swap hedge, net of income tax	 	 	100	 	 	 	4	 	 	 	243	 	 	 	(95	)	
 	 	 	 	 	
Comprehensive income	 	$	3,788	 	 	$	2,210	 	 	$	8,206	 	 	$	7,430	 	
 	 	 	 	 	
Recent accounting pronouncements
In March 2008, the FASB issued SFAS No. 161, Disclosures about Derivative Instruments and Hedging Activities — an amendment of SFAS No. 133. SFAS No. 161 is intended to help investors better understand how derivative instruments and hedging activities affect an entity’s financial position, financial performance and cash flows through enhanced disclosure requirements. The enhanced disclosures primarily surround disclosing the objectives and strategies for using derivative instruments by their underlying risk as well as a tabular format of the fair values of the derivative instruments and their gains and losses. SFAS No. 161 is effective for financial statements issued for fiscal years and interim periods beginning after November 15, 2008, with early application encouraged. The Company does not expect the adoption of SFAS No. 161 to have a material effect on its consolidated financial position or results of operations as it is disclosure-only in nature.
3. Commitments and contingencies
Leases — The Company leases stores, distribution and office facilities, and certain equipment. Original non-cancelable lease terms range from three to ten years, and store leases generally contain renewal options for additional years. A number of the Company’s store leases provide for contingent rentals based upon sales. Contingent rent amounts were insignificant in the six months ended August 2, 2008 and August 4, 2007. Total rent expense under operating leases was $16,571 and $12,857 for the three months ended August 2, 2008 and August 4, 2007, respectively. Total rent expense under operating leases was $32,030 and $24,424 for the six months ended August 2, 2008 and August 4, 2007, respectively.
Securities litigation — In December 2007 and January 2008, three putative securities class action lawsuits were filed against the Company and certain of its current and then-current executive officers in the United States District Court for the Northern District of Illinois. Each suit alleges that the prospectus and registration statement filed pursuant to the Company’s initial public offering contained materially false and misleading statements and failed to disclose material facts. Each suit claims violations of Sections 11, 12(a)(2) and/or 15 of the Securities Act of 1933, and the two later filed suits added claims under Sections 10(b) and 20(a) of the Securities Exchange Act of 1934, as well as the associated Rule 10b-5. In February 2008, two of the plaintiffs filed competing motions to consolidate the actions and appoint lead plaintiffs and lead plaintiffs’ counsel. On March 18, 2008, after one of the plaintiffs
 11 

 

withdrew his motion, the suits were consolidated and plaintiffs in the Mirsky v. ULTA action were appointed lead plaintiffs. Lead plaintiffs filed their amended complaint on May 19, 2008. The amended complaint alleges no new violations of the securities laws not asserted in the prior complaints. It adds no new defendants and drops one of the then-current officers as a defendant. On July 21, 2008, Defendants filed a motion to dismiss the Amended Complaint. Plaintiffs have until September 24, 2008 to respond to the Motion to Dismiss the Amended Complaint, and Defendants have until October 24 to file a Reply in Support of the Motion to Dismiss.
Although the Company intends to defend itself vigorously in this lawsuit, an adverse resolution may have a material adverse effect on the Company’s financial position and results of operations in the period in which the lawsuit is resolved. The Company is not presently able to reasonably estimate potential losses, if any, related to the lawsuit.
General litigation — The Company is also involved in various legal proceedings that are incidental to the conduct of its business, including, but not limited to, employment related claims. In the opinion of management, the amount of any liability with respect to these proceedings, either individually or in the aggregate, will not be material.
4. Notes payable
The Company’s credit facility is with LaSalle Bank National Association as the administrative agent, Wachovia Capital Finance Corporation as collateral agent, and JP Morgan Chase Bank as documentation agent. This facility provides maximum credit of $150,000 and a $50,000 accordion option through May 31, 2011. The credit facility agreement contains a restrictive financial covenant on tangible net worth. Substantially all of the Company’s assets are pledged as collateral for outstanding borrowings under the facility. Outstanding borrowings bear interest at the prime rate or the Eurodollar rate plus 1.00% up to $100,000 and 1.25% thereafter. The advance rates on owned inventory are 80% (85% from September 1 to January 31).
On August 15, 2008, the Company entered into a First Amendment to the Third Amended and Restated Loan and Security Agreement by and between the Company, LaSalle Bank National Association, Wachovia Capital Finance Corporation and JPMorgan Chase Bank, N.A. The amendment exercised the $50,000 accordion option under the same terms and conditions as the existing facility.
The weighted-average interest rate on the outstanding borrowings as of August 2, 2008 and February 2, 2008, was 3.665% and 4.812%, respectively. The Company had approximately $31,518 and $73,140 of availability as of August 2, 2008 and February 2, 2008, respectively, excluding the accordion option.
The Company has an ongoing letter of credit that renews annually in October, the balance of which was $326 as of August 2, 2008 and February 2, 2008.
At August 2, 2008, the Company has classified $86,390 of outstanding borrowings under the facility as long-term as this is the minimum amount that the Company believes will remain outstanding for an uninterrupted period over the next year.
5. Financial instruments
On January 31, 2007, the Company entered into an interest rate swap agreement with a notional amount of $25,000 that qualified as a cash flow hedge to obtain a fixed interest rate on variable rate debt and reduce certain exposures to interest rate fluctuations. The swap results in fixed rate payments at an interest rate of 5.11% for a term of three years.
As of August 2, 2008 and February 2, 2008, the interest rate swap had a negative fair value of $785 and $1,184 included in accrued liabilities, respectively. The change in market value during fiscal 2008 related to the effective portion of the cash flow hedge was recorded as an unrecognized gain in the other comprehensive loss section of stockholders’ equity in the consolidated balance sheets. Amounts related to any ineffectiveness, which are insignificant, are recorded as interest expense.
Interest rate differentials paid or received under this agreement are recognized as adjustments to interest expense. The Company does not hold or issue interest rate swap agreements for trading purposes. In the event that a counter-party fails to meet the terms of the interest rate swap agreement, the Company’s exposure is limited to the interest rate differential. The Company manages the credit risk of counterparties by dealing only with institutions that the Company considers financially sound. The Company considers the risk of non-performance to be remote.
On February 3, 2008, the Company adopted SFAS No. 157, Fair Value Measurements, for financial assets and liabilities. The adoption had no impact on the Company’s consolidated financial statements. SFAS No. 157 established a three-tier hierarchy for fair value measurements, which prioritizes the inputs used in measuring fair value as follows:
 12 

 

 	•	 	Level 1 — observable inputs such as quoted prices for identical instruments in active markets.	
 		
 	•	 	Level 2 — inputs other than quoted prices in active markets that are observable either directly or indirectly through corroboration with observable market data.	
 		
 	•	 	Level 3 — unobservable inputs in which there is little or no market data, which would require the Company to develop its own assumptions.	
The Company’s interest rate swap is required to be measured at fair value on a recurring basis. The fair value of the interest rate swap is determined based on inputs that are readily available in public markets or can be derived from information available in publicly quoted markets. Therefore, the Company has categorized the interest rate swap as Level 2. The following table presents the Company’s financial liabilities as of August 2, 2008 measured at fair value on a recurring basis:
 	 	 	 	 	 	 	 	 	 	 	 	 	
 	 	Fair value measurement using	
 	 	Level 1	 	Level 2	 	Level 3	
 	 	 	
Interest rate swap liability	 	$	—	 	 	$	785	 	 	$	—	 	
6. Net income per common share
The following is a reconciliation of net income and the number of shares of common stock used in the computation of net income per basic and diluted share:
 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
 	 	Three months ended	 	Six months ended	
 	 	August 2,	 	August 4,	 	August 2,	 	August 4,	
 	 	2008	 	2007	 	2008	 	2007	
 	 	 	 	 	
Numerator for diluted net income per share — net income	 	$	3,688	 	 	$	2,206	 	 	$	7,963	 	 	$	7,525	 	
Less preferred stock dividends	 	 	—	 	 	 	3,878	 	 	 	—	 	 	 	7,621	 	
 	 	 	 	 	
Numerator for basic net income (loss) per share	 	$	3,688	 	 	$	(1,672	)	 	$	7,963	 	 	$	(96	)	
 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
Denominator for basic net income per share — weighted-average common shares	 	 	57,435	 	 	 	7,401	 	 	 	57,196	 	 	 	7,289	 	
Dilutive effect of stock options and non-vested stock	 	 	1,577	 	 	 	—	 	 	 	1,804	 	 	 	—	 	
 	 	 	 	 	
Denominator for diluted net income per share	 	 	59,012	 	 	 	7,401	 	 	 	59,000	 	 	 	7,289	 	
 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
Net income (loss) per common share:	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
Basic	 	$	0.06	 	 	$	(0.23	)	 	$	0.14	 	 	$	(0.01	)	
Diluted	 	$	0.06	 	 	$	(0.23	)	 	$	0.13	 	 	$	(0.01	)	
The denominators for diluted net income per common share for the three and six months ended August 2, 2008 exclude 3,221 and 2,993 employee options, respectively, due to their anti-dilutive effects.
The denominator for diluted net loss per common share for the three months ended August 4, 2007 excludes 2,621 employee options and non-vested stock and 41,524 convertible preferred shares, due to their anti-dilutive effects.
The denominator for diluted net loss per common share for the six months ended August 4, 2007 excludes 2,643 employee options and non-vested stock and 41,558 convertible preferred shares, due to their anti-dilutive effects.
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Item 2. Management’s Discussion and Analysis of Financial Condition and Results of Operations
The following discussion and analysis of our financial condition and results of operations should be read in conjunction with our consolidated financial statements and related notes included elsewhere in this quarterly report. This discussion contains forward-looking statements within the meaning of Section 21E of the Securities Exchange Act of 1934 and the safe harbor provisions of the Private Securities Litigation Reform Act of 1995, which reflect our current views with respect to, among other things, future events and financial performance. You can identify these forward-looking statements by the use of forward-looking words such as “outlook,” “believes,” “expects,” “plans,” “estimates,” or other comparable words. Any forward-looking statements contained in this Form 10-Q are based upon our historical performance and on current plans, estimates and expectations. The inclusion of this forward-looking information should not be regarded as a representation by us or any other person that the future plans, estimates or expectations contemplated by us will be achieved. Such forward-looking statements are subject to various risks and uncertainties, which include, without limitation: the impact of weakness in the economy; changes in the overall level of consumer spending; changes in the wholesale cost of our products; the possibility that we may be unable to compete effectively in our highly competitive markets; the possibility that our continued opening of new stores could strain our resources and have a material adverse effect on our business and financial performance; the possibility that new store openings may be impacted by developer or co-tenant issues; the possibility that the capacity of our distribution and order fulfillment infrastructure may not be adequate to support our recent growth and expected future growth plans; the possibility of material disruptions to our information systems; weather conditions that could negatively impact sales and other risk factors detailed in our public filings with the Securities and Exchange Commission (the “SEC”), including risk factors contained in our Annual Report on Form 10-K for the year ended February 2, 2008. We assume no obligation to update any forward-looking statements as a result of new information, future events or developments. References in the following discussion to “we”, “us”, “our”, “the Company”, “Ulta” and similar references mean Ulta Salon, Cosmetics & Fragrance, Inc. unless otherwise expressly stated or the context otherwise requires.
Overview
We were founded in 1990 as a discount beauty retailer at a time when prestige, mass and salon products were sold through separate distribution channels. In 1999, we embarked on a multi-year strategy to understand and embrace what women want in a beauty retailer and transform Ulta into the shopping experience that it is today. We pioneered what we believe to be our unique combination of beauty superstore and specialty store attributes. We believe our strategy provides us with the competitive advantages that have contributed to our strong financial performance.
We are currently the largest beauty retailer that provides one-stop shopping for prestige, mass and salon products and salon services in the United States. We combine the unique elements of a beauty superstore with the distinctive environment and experience of a specialty retailer. Key aspects of our beauty superstore strategy include our ability to offer our customers a broad selection of over 21,000 beauty products across the categories of cosmetics, fragrance, haircare, skincare, bath and body products and salon styling tools, as well as salon haircare products. We focus on delivering a compelling value proposition to our customers across all of our product categories. Our stores are conveniently located in high-traffic, off-mall locations such as power centers and lifestyle centers with other destination retailers. As of August 2, 2008, we operated 283 stores across 34 states. In addition to these fundamental elements of a beauty superstore, we strive to offer an uplifting shopping experience through what we refer to as “The Four E’s”: Escape, Education, Entertainment and Esthetics.
The continued growth of our business and any future increases in net sales, net income, and cash flows is dependent on our ability to execute our growth strategy, including growing our store base, expanding our prestige brand offerings, driving incremental salon traffic, expanding our online business, and continuing to enhance our brand awareness. We believe that the steadily expanding U.S. beauty products and services industry, the shift in distribution of prestige beauty products from department stores to specialty retail stores, coupled with Ulta’s competitive strengths, positions us to capture additional market share in the industry through successful execution of our growth strategy.
Comparable store sales is a key metric that is monitored closely within the retail industry. We do not expect our future comparable store sales increases to reflect the levels experienced in prior periods. This is due in part to the difficulty in improving on such significant increases in subsequent periods.
The Company adopted a structured stock option compensation program in July 2007. The award of stock options under this program will result in increased stock-based compensation expense in future periods as compared to the expense reflected in our historical financial statements.
Over the long-term, our growth strategy is to increase total net sales through increases in our comparable store sales and by opening new stores. Gross profit as a percentage of net sales is expected to be relatively consistent with historical rates given our planned
 14 

 

distribution infrastructure investments and the impact of the rate of new store growth. We plan to continue to improve our operating results by leveraging our fixed costs and decreasing our selling, general and administrative expenses, as a percentage of our net sales.
On October 30, 2007, we completed an initial public offering in which we sold 7,666,667 shares of common stock resulting in net proceeds of $123.5 million after deducting underwriting discounts and commissions and offering expenses. Selling stockholders sold approximately 2,153,928 additional shares of common stock. We did not receive any proceeds from the sale of shares by the selling stockholders. We used the net proceeds from the offering to pay $93.0 million of accumulated dividends in arrears on the Company’s preferred stock, which satisfied all amounts due with respect to accumulated dividends, $4.8 million to redeem the Company’s Series III preferred stock, and $25.7 million to reduce our borrowings under our third amended and restated loan and security agreement and for general corporate purposes. Also in connection with the offering, the Company converted 41,524,002 preferred shares into common shares and restated the par value of its common stock to $0.01 per share.
Basis of presentation
Net sales include store and Internet merchandise sales as well as salon service revenue. Salon service revenue represents less than 10% of our combined product sales and services revenues and therefore, these revenues are combined with product sales. We recognize merchandise revenue at the point of sale, or POS, in our retail stores and the time of shipment in the case of Internet sales. Merchandise sales are recorded net of estimated returns. Salon service revenue is recognized at the time the service is provided. Gift card sales revenue is deferred until the customer redeems the gift card. Company coupons and other incentives are recorded as a reduction of net sales.
Comparable store sales reflect sales for stores beginning on the first day of the 14th month of operation. Therefore, a store is included in our comparable store base on the first day of the period after one year of operations plus the initial one month grand opening period. Non-comparable store sales include sales from new stores that have not yet completed their 13th month of operation and stores that were closed for part or all of the period in either year as a result of remodel activity. Remodeled stores are included in comparable store sales unless the store was closed for a portion of the current or prior period. There may be variations in the way in which some of our competitors and other retailers calculate comparable or same store sales. As a result, data herein regarding our comparable store sales may not be comparable to similar data made available by our competitors or other retailers.
Comparable store sales is a critical measure that allows us to evaluate the performance of our store base as well as several other aspects of our overall strategy. Several factors could positively or negatively impact our comparable store sales results:

 	•	 	the introduction of new products or brands;	
 		
 	•	 	the location of new stores in existing store markets;	
 		
 	•	 	competition;	
 		
 	•	 	our ability to respond on a timely basis to changes in consumer preferences;	
 		
 	•	 	the effectiveness of our various marketing activities; and	
 		
 	•	 	the number of new stores opened and the impact on the average age of all of our comparable stores.	
Cost of sales includes:

 	•	 	the cost of merchandise sold, including all vendor allowances, which are treated as a reduction of merchandise costs;	
 		
 	•	 	warehousing and distribution costs including labor and related benefits, freight, rent, depreciation and amortization, real estate taxes, utilities, and insurance;	
 		
 	•	 	store occupancy costs including rent, depreciation and amortization, real estate taxes, utilities, repairs and maintenance, insurance, licenses, and cleaning expenses;	
 		
 	•	 	salon payroll and benefits; and	
 		
 	•	 	shrink and inventory valuation reserves.	
 15 

 

Our cost of sales may be impacted as we open an increasing number of stores. We also expect that cost of sales as a percentage of net sales will be negatively impacted in the next several years as a result of accelerated depreciation related to our store remodel program. The program was adopted in third quarter fiscal 2006. We have accelerated depreciation expense on assets to be disposed of during the remodel process such that those assets will be fully depreciated at the time of the planned remodel. Changes in our merchandise mix may also have an impact on cost of sales.
This presentation of items included in cost of sales may not be comparable to the way in which our competitors or other retailers compute their cost of sales.
Selling, general and administrative expenses include:

 	•	 	payroll, bonus, and benefit costs for retail and corporate employees;	
 		
 	•	 	advertising and marketing costs;	
 		
 	•	 	occupancy costs related to our corporate office facilities;	
 		
 	•	 	public company expense including Sarbanes-Oxley compliance expenses;	
 		
 	•	 	stock-based compensation expense related to option grants which will result in increases in expense as we implemented a structured stock option compensation program in 2007;	
 		
 	•	 	depreciation and amortization for all assets except those related to our retail and warehouse operations which is included in cost of sales; and	
 		
 	•	 	legal, finance, information systems and other corporate overhead costs.	
This presentation of items in selling, general and administrative expenses may not be comparable to the way in which our competitors or other retailers compute their selling, general and administrative expenses.
Pre-opening expense includes non-capital expenditures during the period prior to store opening for new and remodeled stores including store set-up labor, management and employee training, and grand opening advertising. Pre-opening expenses also includes rent during the construction period related to new stores.
Interest expense includes interest costs associated with our credit facility which is structured as an asset based lending instrument. Our interest expense will fluctuate based on the seasonal borrowing requirements associated with acquiring inventory in advance of key holiday selling periods and fluctuation in the variable interest rates we are charged on outstanding balances. Our credit facility is used to fund seasonal inventory needs and new and remodel store capital requirements in excess of our cash flow from operations. Our credit facility interest is based on a variable interest rate structure which can result in increased cost in periods of rising interest rates.
Income tax expense reflects the federal statutory tax rate and the weighted average state statutory tax rate for the states in which we operate stores.
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Results of operations
Our quarterly periods are the 13 weeks ending on the Saturday closest to April 30, July 31, October 31, and January 31. The Company’s second quarters in fiscal 2008 and 2007 ended on August 2, 2008 and August 4, 2007, respectively. Our quarterly results of operations have varied in the past and are likely to do so again in the future. As such, we believe that period-to-period comparisons of our results of operations should not be relied upon as an indication of our future performance.
The following tables present the components of our results of operations for the periods indicated:
 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
 	 	Three months ended	 	Six months ended	
 	 	August 2,	 	August 4,	 	August 2,	 	August 4,	
(Dollars in thousands)	 	2008	 	2007	 	2008	 	2007	
 	 	 	
Net sales	 	$	249,111	 	 	$	200,449	 	 	$	488,409	 	 	$	394,562	 	
Cost of sales	 	 	175,965	 	 	 	141,417	 	 	 	341,342	 	 	 	276,017	 	
 	 	 	 	 	
Gross profit	 	 	73,146	 	 	 	59,032	 	 	 	147,067	 	 	 	118,545	 	
 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
Selling, general and administrative expenses	 	 	61,889	 	 	 	51,188	 	 	 	123,954	 	 	 	99,170	 	
Pre-opening expenses	 	 	4,050	 	 	 	2,914	 	 	 	7,822	 	 	 	4,570	 	
 	 	 	 	 	
Operating income	 	 	7,207	 	 	 	4,930	 	 	 	15,291	 	 	 	14,805	 	
Interest expense	 	 	1,016	 	 	 	1,162	 	 	 	1,931	 	 	 	2,158	 	
 	 	 	 	 	
Income before income taxes	 	 	6,191	 	 	 	3,768	 	 	 	13,360	 	 	 	12,647	 	
Income tax expense	 	 	2,503	 	 	 	1,562	 	 	 	5,397	 	 	 	5,122	 	
 	 	 	 	 	
Net income	 	$	3,688	 	 	$	2,206	 	 	$	7,963	 	 	$	7,525	 	

Other operating data:	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
Number stores end of period	 	 	283	 	 	 	211	 	 	 	283	 	 	 	211	 	
Comparable store sales increase	 	 	3.7	%	 	 	6.5	%	 	 	3.8	%	 	 	7.8	%	
 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
 	 	Three months ended	 	Six months ended	
 	 	August 2,	 	August 4,	 	August 2,	 	August 4,	
(Percentage of net sales)	 	2008	 	2007	 	2008	 	2007	
 	 	 	
Net sales	 	 	100.0	%	 	 	100.0	%	 	 	100.0	%	 	 	100.0	%	
Cost of sales	 	 	70.6	%	 	 	70.6	%	 	 	69.9	%	 	 	70.0	%	
 	 	   	 	   	
Gross profit	 	 	29.4	%	 	 	29.4	%	 	 	30.1	%	 	 	30.0	%	
 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
Selling, general and administrative expenses	 	 	24.8	%	 	 	25.5	%	 	 	25.4	%	 	 	25.1	%	
Pre-opening expenses	 	 	1.6	%	 	 	1.5	%	 	 	1.6	%	 	 	1.2	%	
 	 	   	 	   	
Operating income	 	 	2.9	%	 	 	2.5	%	 	 	3.1	%	 	 	3.8	%	
Interest expense	 	 	0.4	%	 	 	0.6	%	 	 	0.4	%	 	 	0.5	%	
 	 	   	 	   	
Income before income taxes	 	 	2.5	%	 	 	1.9	%	 	 	2.7	%	 	 	3.2	%	
Income tax expense	 	 	1.0	%	 	 	0.8	%	 	 	1.1	%	 	 	1.3	%	
 	 	 	 	 	
Net income	 	 	1.5	%	 	 	1.1	%	 	 	1.6	%	 	 	1.9	%	
 	 	   	 	   	
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Comparison of three months ended August 2, 2008 to three months ended August 4, 2007
Net sales
Net sales increased $48.7 million, or 24.3%, to $249.1 million for the three months ended August 2, 2008, compared to $200.4 million for the three months ended August 4, 2007. The increase is due to an additional 72 net new stores operating since second quarter 2007 and a 3.7% increase in comparable store sales. Non-comparable stores contributed $41.7 million of the net sales increase while comparable stores contributed $7.0 million of the total net sales increase. Our comparable store sales growth in 2008 was driven by a combination of higher average ticket and positive customer traffic. The increase in average ticket was driven by continued expansion of our prestige brand assortment while customer traffic growth was driven by the successful execution of our marketing strategy.
Gross profit
Gross profit increased $14.1 million, or 23.9%, to $73.1 million for the three months ended August 2, 2008, compared to $59.0 million for the three months ended August 4, 2007. Gross profit as a percentage of net sales remained unchanged at 29.4% for the three months ended August 2, 2008 and August 4, 2007. A 40 basis point de-leverage of store occupancy costs during the second quarter 2008 resulting from new store growth was offset by a one-time benefit from merchandise purchased at favorable terms to fill the new distribution center.
Selling, general and administrative expenses
Selling, general and administrative expenses increased $10.7 million, or 20.9%, to $61.9 million for the three months ended August 2, 2008, compared to $51.2 million for the three months ended August 4, 2007. As a percentage of net sales, selling, general and administrative expenses decreased 70 basis points to 24.8% for the three months ended August 2, 2008, compared to 25.5% for the three months ended August 4, 2007. The improvement was driven by a 100 basis point improvement in leverage of our corporate infrastructure on our growing store base, net of a 30 basis point ($0.7 million) increase in share-based compensation expense.
Pre-opening expenses
Pre-opening expenses increased $1.2 million, or 39.0%, to $4.1 million for the three months ended August 2, 2008, compared to $2.9 million for the three months ended August 4, 2007. During the three months ended August 2, 2008, we opened 18 new stores and remodeled 5 stores, compared to 8 new store openings and 4 remodeled stores during the three months ended August 4, 2007.
Interest expense
Interest expense was $1.0 million for the three months ended August 2, 2008, compared to $1.2 million for the three months ended August 4, 2007. The increase in our average debt outstanding on our credit facility was offset by a decline in our weighted-average interest rate compared to the same period last year.
Income tax expense
Income tax expense of $2.5 million for the three months ended August 2, 2008 represents an effective tax rate of 40.4%, compared to $1.6 million of tax expense representing an effective tax rate of 41.5% for the three months ended August 4, 2007. The prior year quarter included an adjustment to the state tax rate.
Net income
Net income increased $1.5 million, or 67.2%, to $3.7 million for the three months ended August 2, 2008, compared to $2.2 million for the three months ended August 4, 2007. The increase is primarily related to the $14.1 million increase in gross profit, partially offset by a $10.7 million increase in selling, general and administrative expenses and an incremental $1.2 million in pre-opening expenses.
Comparison of six months ended August 2, 2008 to six months ended August 4, 2007
Net sales
Net sales increased $93.8 million, or 23.8%, to $488.4 million for the six months ended August 2, 2008, compared to $394.6 million for the six months ended August 4, 2007. The increase is due to an additional 72 net new stores operating since second quarter 2007 and a 3.8% increase in comparable store sales. Non-comparable stores contributed $79.6 million of the net sales increase while
 18 

 

comparable stores contributed $14.2 million of the total net sales increase. Our comparable store sales growth in 2008 was driven by a combination of higher average ticket and positive customer traffic. The increase in average ticket was driven by continued expansion of our prestige brand assortment while customer traffic growth was driven by the successful execution of our marketing strategy.
Gross profit
Gross profit increased $28.6 million, or 24.1%, to $147.1 million for the six months ended August 2, 2008, compared to $118.5 million for the six months ended August 4, 2007. Gross profit as a percentage of net sales increased 10 basis points to 30.1% for the six months ended August 2, 2008, compared to 30.0% for the six months ended August 4, 2007. A 30 basis point de-leverage of store occupancy costs during the six months ended August 2, 2008 resulting from new store growth was offset by a one-time benefit from merchandise purchased at favorable terms to fill the new distribution center and advertising allowances during the first quarter of 2008 related to an incremental advertising vehicle.
Selling, general and administrative expenses
Selling, general and administrative expenses increased $24.8 million, or 25.0%, to $124.0 million for the six months ended August 2, 2008, compared to $99.2 million for the six months ended August 4, 2007. As a percentage of net sales, selling, general and administrative expenses increased 30 basis points to 25.4% for the six months ended August 2, 2008, compared to 25.1% for the six months ended August 4, 2007. The increase includes a $1.1 million increase in advertising expense related to one incremental advertising vehicle in the first quarter of 2008. In addition, the first quarter of 2008 included a $0.7 million severance charge related to the previously announced management departure in March 2008.
Pre-opening expenses
Pre-opening expenses increased $3.2 million, or 71.2%, to $7.8 million for the six months ended August 2, 2008, compared to $4.6 million for the six months ended August 4, 2007. During the six months ended August 2, 2008, we opened 35 new stores and remodeled 6 stores, compared to 15 new store openings and 7 remodeled stores during the six months ended August 4, 2007.
Interest expense
Interest expense was $1.9 million for the six months ended August 2, 2008, compared to $2.2 million for the six months ended August 4, 2007. The increase in our average debt outstanding on our credit facility was offset by a decline in our weighted-average interest rate compared to the same period last year.
Income tax expense
Income tax expense of $5.4 million for the six months ended August 2, 2008 represents an effective tax rate of 40.4%, compared to $5.1 million of tax expense representing an effective tax rate of 40.5% for the six months ended August 4, 2007.
Net income
Net income increased $0.5 million, or 5.8%, to $8.0 million for the six months ended August 2, 2008, compared to $7.5 million for the six months ended August 4, 2007. The increase is primarily related to the $28.6 million increase in gross profit, partially offset by a $24.8 million increase in selling, general and administrative expenses and an incremental $3.2 million in pre-opening expenses.
Liquidity and capital resources
Our primary cash needs are for capital expenditures for new, relocated, and remodeled stores, increased merchandise inventories related to store expansion, planned expansion of our headquarters, and for continued improvement in our information technology systems.
Our primary sources of liquidity are cash flows from operations, changes in working capital, and borrowings under our credit facility. The most significant component of our working capital is merchandise inventories reduced by related accounts payable and accrued expenses. Our working capital position benefits from the fact that we generally collect cash from sales to customers the same day, or within several days of the related sale, while we typically have up to 30 days to pay our vendors.
 19 

 

Our working capital needs are greatest from August through November each year as a result of our inventory build-up during this period for the approaching holiday season. This is also the time of year when we are at maximum investment levels in our new store class and have not yet collected the landlord allowances due us as part of our lease agreements. Based on past performance and current expectations, we believe that cash generated from operations and borrowings under the credit facility, with the accordion option exercised, will satisfy the company’s working capital needs, capital expenditure needs, commitments, and other liquidity requirements through at least the next 12 months.
Merchandise inventories were $197.0 million at August 2, 2008, an increase of $48.4 million from August 4, 2007. Average inventory per store was flat compared to the prior year quarter. The merchandise inventory increase of $48.4 million was due to the addition of 72 net new stores opened since August 4, 2007.
On October 30, 2007, we completed an initial public offering in which we sold 7,666,667 shares of common stock to the public at a price of $18.00 per share resulting in aggregate gross proceeds from the sale of shares of common stock of $138.0 million. Selling stockholders sold approximately 2,153,928 additional shares of common stock. We did not receive any proceeds from the sale of shares by the selling stockholders. The aggregate net proceeds to us were $123.5 million after deducting $9.7 million in underwriting discounts and commissions and $4.8 million in offering expenses. We used the net proceeds from the offering to pay $93.0 million of accumulated dividends in arrears on the Company’s preferred stock, which satisfied all amounts due with respect to accumulated dividends, $4.8 million to redeem the Company’s Series III preferred stock, and $25.7 million to reduce our borrowings under our third amended and restated loan and security agreement and for general corporate purposes. Also in connection with the offering, the Company converted 41,524,002 preferred shares into common shares and restated the par value of its common stock to $0.01 per share.
Credit facility
Our credit facility is with LaSalle Bank National Association as the administrative agent, Wachovia Capital Finance Corporation as collateral agent, and JP Morgan Chase Bank as documentation agent. This facility provides maximum credit of $150 million and a $50 million accordion option through May 31, 2011. The credit facility agreement contains a restrictive financial covenant on tangible net worth. Substantially all of the Company’s assets are pledged as collateral for outstanding borrowings under the facility. Outstanding borrowings bear interest at the prime rate or the Eurodollar rate plus 1.00% up to $100 million and 1.25% thereafter. The advance rates on owned inventory are 80% (85% from September 1 to January 31).
On August 15, 2008, we entered into a First Amendment to the Third Amended and Restated Loan and Security Agreement by and between the Company, LaSalle Bank National Association, Wachovia Capital Finance Corporation and JPMorgan Chase Bank, N.A. The amendment exercised the $50 million accordion option under the same terms and conditions as the existing facility.
The weighted-average interest rate on the outstanding balances under the facility as of August 2, 2008 and February 2, 2008 was 3.665% and 4.812%, respectively. We had approximately $31.5 million and $73.1 million of availability as of August 2, 2008 and February 2, 2008, respectively, excluding the accordion option. We also have an ongoing letter of credit that renews annually. The balance was $0.3 million as of August 2, 2008 and February 2, 2008.
As of August 2, 2008, we had classified $86.4 million of outstanding borrowings under the facility as long-term, as this is the minimum amount we believe will remain outstanding for an uninterrupted period over the next year.
 20 

 

Operating activities
Operating activities consist of net income adjusted for certain non-cash items, including depreciation and amortization, non-cash stock-based compensation, excess tax benefits from stock-based compensation, realized gains and losses on disposal of property and equipment, and the effect of changes in working capital items.
 	 	 	 	 	 	 	 	 	
 	 	Six months ended	
 	 	August 2,	 	August 4,	
(Dollars in thousands)	 	2008	 	2007	
 	
Net income	 	$	7,963	 	 	$	7,525	 	
Items not affecting cash:	 	 	 	 	 	 	 	 	
Depreciation and amoritzation	 	 	24,354	 	 	 	19,103	 	
Non-cash stock compensation charges	 	 	1,544	 	 	 	554	 	
Excess tax benefits from stock-based compensation	 	 	(1,101	)	 	 	(918	)	
Loss (gain) on disposal of property and equipment	 	 	252	 	 	 	(65	)	
Changes in working capital items	 	 	(11,958	)	 	 	(26,142	)	
 	 	 	
Net cash provided by operating activities	 	$	21,054	 	 	$	57	 	
 	 	   	
Net cash provided by operating activities was $21.1 million and $0.1 million for the six months ended August 2, 2008 and August 4, 2007, respectively. The increase in net cash provided by operating activities of $21.0 million is primarily attributed to an increase of $15.8 million in deferred rent related to the addition of 72 net new stores opened since August 4, 2007 and our second distribution center which opened in the first quarter of 2008. Deferred rent primarily represents construction allowances from landlords for tenant improvements.
Investing activities
Investing activities consist primarily of capital expenditures for new and remodeled stores as well as investments in information technology systems.
 	 	 	 	 	 	 	 	 	
 	 	Six months ended	
 	 	August 2,	 	August 4,	
(Dollars in thousands)	 	2008	 	2007	
 	
Purchases of property and equipment, net	 	$	(68,072	)	 	$	(42,889	)	
Receipt of related party notes receivable	 	 	—	 	 	 	4,467	 	
 	 	 	
Net cash used in investing activities	 	$	(68,072	)	 	$	(38,422	)	
 	 	   	
Net cash used in investing activities was $68.1 million and $38.4 million for the six months ended August 2, 2008 and August 4, 2007, respectively, primarily representing new store investments.
 21 

 

Financing activities
Financing activities consist principally of draws and payments on our credit facility and capital stock transactions.
 	 	 	 	 	 	 	 	 	
 	 	Six months ended	
 	 	August 2,	 	August 4,	
(Dollars in thousands)	 	2008	 	2007	
 	
Proceeds on long-term borrowings	 	$	579,492	 	 	$	468,668	 	
Payments on long-term borrowings	 	 	(536,106	)	 	 	(430,579	)	
Proceeds from issuance of common stock under stock plans	 	 	2,056	 	 	 	785	 	
Excess tax benefits from stock-based compensation	 	 	1,101	 	 	 	918	 	
Initial public offering issuance costs	 	 	(59	)	 	 	—	 	
Purchase of treasury stock	 	 	—	 	 	 	(1,907	)	
 	 	 	
Net cash provided by financing activities	 	$	46,484	 	 	$	37,885	 	
 	 	   	
Net cash provided by financing activities was $46.5 million and $37.9 million for the six months ended August 2, 2008 and August 4, 2007, respectively. The increase in net cash provided by financing activities of $8.6 million is primarily attributed to the net increase in long-term borrowings of $5.3 million, the $1.9 million decrease in purchases of treasury stock and the $1.3 million increase in proceeds from issuance of common stock under stock plans.
Contractual obligations
Our contractual obligations consist of operating lease obligations and our revolving line of credit. No material changes outside the ordinary course of business have occurred in our contractual obligations during the six months ended August 2, 2008.
Off-balance sheet arrangements
Our off-balance sheet arrangements consist of operating lease obligations and letters of credit. We do not have any non-cancelable purchase commitments as of August 2, 2008. Our letters of credit outstanding under our revolving credit facility were $0.3 million as of August 2, 2008.
 22 

 

Critical accounting policies and estimates
Management’s discussion and analysis of financial condition and results of operations is based upon our consolidated financial statements, which have been prepared in accordance with GAAP. The preparation of these financial statements required the use of estimates and judgments that affect the reported amounts of our assets, liabilities, revenues and expenses. Management bases estimates on historical experience and other assumptions it believes to be reasonable under the circumstances and evaluates these estimates on an on-going basis. Actual results may differ from these estimates. There have been no significant changes to the critical accounting policies and estimates included in our Annual Report on Form 10-K for the year ended February 2, 2008.
Share-based compensation
Effective January 29, 2006, the Company adopted the fair value recognition and measurement provisions of Statement of Financial Accounting Standards No. 123(R), Share-Based Payment (SFAS No. 123(R)). Pursuant to SFAS No. 123(R), share-based compensation cost is measured at grant date, based on the fair value of the award, and is recognized as expense over the requisite service period for awards expected to vest. As a non-public entity that previously used the minimum value method for pro forma disclosure purposes under SFAS No. 123, the Company was required to adopt the prospective method of accounting under SFAS No. 123(R). Under this transitional method, the Company is required to record compensation expense in the consolidated statements of income for all awards granted after the adoption date and to awards modified, repurchased, or cancelled after the adoption date using the fair value provisions of SFAS No. 123(R).
The Company estimates the grant date fair value of stock options using a Black-Scholes valuation model. The expected volatility is based on volatilities of a peer group of publicly-traded companies. The risk free interest rate is based on the U.S. Treasury yield curve in effect on the date of grant for the respective expected life of the option. The expected life represents the time the options granted are expected to be outstanding. The Company has elected to use the shortcut approach in accordance with SAB No. 107, Share-Based Payment and SAB No. 110, Simplified Method for Plain Vanilla Share Options, to develop the expected life. The Company recognizes compensation cost related to the stock options on a straight-line method over the requisite service period.
See notes to consolidated financial statements, “Summary of significant accounting policies - Share-based compensation,” for disclosure related to the Company’s stock compensation expense and related valuation model assumptions.
Recent accounting pronouncements
In March 2008, the FASB issued SFAS No. 161, Disclosures about Derivative Instruments and Hedging Activities — an amendment of SFAS No. 133. SFAS No. 161 is intended to help investors better understand how derivative instruments and hedging activities affect an entity’s financial position, financial performance and cash flows through enhanced disclosure requirements. The enhanced disclosures primarily surround disclosing the objectives and strategies for using derivative instruments by their underlying risk as well as a tabular format of the fair values of the derivative instruments and their gains and losses. SFAS No. 161 is effective for financial statements issued for fiscal years and interim periods beginning after November 15, 2008, with early application encouraged. We do not expect the adoption of SFAS No. 161 to have a material effect on our consolidated financial position or results of operations as it is disclosure-only in nature.
Item 3. Quantitative and Qualitative Disclosures about Market Risk
Market risk represents the risk of loss that may impact our financial position due to adverse changes in financial market prices and rates. Our market risk exposure is primarily the result of fluctuations in interest rates. We do not hold or issue financial instruments for trading purposes.
Interest rate sensitivity
We are exposed to interest rate risks primarily through borrowing under our credit facility. Interest on our borrowings is based upon variable rates. We have an interest rate swap agreement in place with a notional amount of $25.0 million which effectively converts variable rate debt to fixed rate debt at an interest rate of 5.11%. The interest rate swap reflected in the consolidated balance sheets as of August 2, 2008 and February 2, 2008 had a negative fair value of $0.8 million and $1.2 million included in accrued liabilities, respectively. The interest rate swap is designated as a cash flow hedge, the effective portion of which is recorded as an unrecognized gain (loss) in other comprehensive income in stockholders’ equity. Our weighted average debt for the six months ended August 2, 2008 was $70.8 million, adjusted for the $25.0 million hedged amount. A hypothetical 1% increase or decrease in interest rates would have resulted in a $0.4 million change to our interest expense for the six months ended August 2, 2008.
 23 

 

Item 4. Controls and Procedures
Evaluation of Disclosure Controls and Procedures . We have established disclosure controls and procedures to ensure that material information relating to the Company is made known to the officers who certify our financial reports and to the members of our senior management and the Board of Directors.
Based on management’s evaluation as of August 2, 2008, our Chief Executive Officer and Chief Financial Officer have concluded that our disclosure controls and procedures (as defined in Rules 13a-15(e) and 15d-15(e) under the Securities Exchange Act of 1934) are effective to ensure that the information required to be disclosed by us in our reports that we file or submit under the Securities Exchange Act of 1934 is recorded, processed, summarized and reported within the time periods specified in the Securities and Exchange Commission’s rules and forms.
Changes in Internal Control. There were no changes to our internal controls over financial reporting during the three months ended August 2, 2008 that have materially affected, or are reasonably likely to materially affect, our internal controls over financial reporting.
Part II — Other Information
Item 1. Legal Proceedings
Securities litigation — In December 2007 and January 2008, three putative securities class action lawsuits were filed against us and certain of our current and then-current executive officers in the United States District Court for the Northern District of Illinois. Each suit alleges that the prospectus and registration statement filed pursuant to our initial public offering contained materially false and misleading statements and failed to disclose material facts. Each suit claims violations of Sections 11, 12(a)(2) and/or 15 of the Securities Act of 1933, and the two later filed suits added claims under Sections 10(b) and 20(a) of the Securities Exchange Act of 1934, as well as the associated Rule 10b-5. In February 2008, two of the plaintiffs filed competing motions to consolidate the actions and appoint lead plaintiffs and lead plaintiffs’ counsel. On March 18, 2008, after one of the plaintiffs withdrew his motion, the suits were consolidated and plaintiffs in the Mirsky v. ULTA action were appointed lead plaintiffs. Lead plaintiffs filed their amended complaint on May 19, 2008. The amended complaint alleges no new violations of the securities laws not asserted in the prior complaints. It adds no new defendants and drops one of the then-current officers as a defendant. On July 21, 2008, Defendants filed a motion to dismiss the Amended Complaint. Plaintiffs have until September 24, 2008 to respond to the Motion to Dismiss the Amended Complaint, and Defendants have until October 24 to file a Reply in Support of the Motion to Dismiss.
Although we intend to defend ourselves vigorously in this lawsuit, an adverse resolution may have a material adverse effect on our financial position and results of operations in the period in which the lawsuit is resolved. We are not presently able to reasonably estimate potential losses, if any, related to the lawsuit.
General litigation — We are also involved in various legal proceedings that are incidental to the conduct of our business, including, but not limited to, employment related claims. In the opinion of management, the amount of any liability with respect to these proceedings, either individually or in the aggregate, will not be material.
Item 1A. Risk Factors
In addition to the other information set forth in this report, you should carefully consider the factors discussed in Part I, “Item 1A. Risk Factors” in our Annual Report on Form 10-K for the year ended February 2, 2008, which could materially affect our business, financial condition, financial results or future performance. There have been no material changes from the risk factors previously disclosed in our Annual Report on Form 10-K for the year ended February 2, 2008.
Item 2. Unregistered Sales of Equity Securities and Use of Proceeds
None
Item 3. Defaults Upon Senior Securities
None
 24 

 
Item 4. Submission of Matters to a Vote of Security Holders
At our Annual Meeting of Stockholders held on July 16, 2008, the Company’s stockholders elected three Class I Directors to hold office until the 2011 Annual Meeting of Stockholders and ratified the appointment of Ernst & Young LLP as our independent registered public accounting firm for the fiscal year ending January 31, 2009.
The table below shows the results of the stockholders’ votes:
 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
 	 	For	 	Against	 	Abstain	 	Withheld	
Election of Class I Directors:	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
Dennis K. Eck	 	 	44,639,984	 	 	 	—	 	 	 	—	 	 	 	6,187,122	 	
Yves Sisteron	 	 	43,802,296	 	 	 	—	 	 	 	—	 	 	 	7,024,810	 	
Charles J. Philippin	 	 	50,571,458	 	 	 	—	 	 	 	—	 	 	 	255,648	 	
 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
Ratification of the appointment of Ernst & Young LLP as our independent registered public accounting firm	 	 	50,688,229	 	 	 	116,439	 	 	 	22,438	 	 	 	—	 	
Messrs. Gallagher, Defforey, DiRomualdo, Heilbronn and Lebow and Ms. Kirby are continuing in their terms of office following the Annual Meeting.
Item 5. Other Information
None
Item 6. Exhibits
 	 	 	
Exhibit	 	 	
number	 	Description of document	
 	 	 	
3.1	 	Amended and Restated Certificate of Incorporation (incorporated by reference to Exhibit 3.1 to the Company’s Registration Statement on Form S-1 (file No. 333-144405) filed with the Securities and Exchange Commission on August 17, 2007).	
 	 	 	
3.2	 	Amended and Restated Bylaws (incorporated by reference to Exhibit 3.2 to the Company’s Registration Statement on Form 
S-1 (file No. 333-144405) filed with the Securities and Exchange Commission on August 17, 2007).	
 	 	 	
4.1	 	Specimen Common Stock Certificate (incorporated by reference to Exhibit 4.1 to the Company’s Registration Statement on Form S-1 (file No. 333-144405) filed with the Securities and Exchange Commission on October 11, 2007).	
 	 	 	
4.2	 	Third Amended and Restated Registration Rights Agreement between Ulta Salon, Cosmetics & Fragrance, Inc. and the stockholders party thereto (incorporated by reference to Exhibit 4.2 to the Company’s Registration Statement on Form S-1 (file No. 333-144405) filed with the Securities and Exchange Commission on August 17, 2007).	
 	 	 	
4.3	 	Stockholder Rights Agreement (incorporated by reference to Exhibit 4.4 to the Company’s Registration Statement on Form 
S-1 (file No. 333-144405) filed with the Securities and Exchange Commission on August 17, 2007).	
 	 	 	
10.15	 	First Amendment to Third Amended and Restated Loan and Security Agreement, dated as of August 15, 2008 (incorporated by reference to Exhibit 10.15 to the Company’s Current Report on Form 8-K (file No. 001-33764) filed with the Securities and Exchange Commission on August 20, 2008).	
 	 	 	
31.1	 	Certification of the Chief Executive Officer pursuant to Rules 13a-14(a) and 15d-14(a) of the Securities Exchange Act of 1934, as adopted pursuant to section 302 of the Sarbanes-Oxley Act of 2002.	
 	 	 	
31.2	 	Certification of the Chief Financial Officer pursuant to Rules 13a-14(a) and 15d-14(a) of the Securities Exchange Act of 1934, as adopted pursuant to section 302 of the Sarbanes-Oxley Act of 2002.	
 	 	 	
32.1	 	Certification of the Chief Executive Officer and Chief Financial Officer pursuant to 18 U.S.C. Section 1350, as adopted pursuant to Section 906 of the Sarbanes-Oxley Act of 2002.	
 25 

 
SIGNATURES
Pursuant to the requirements of Section 13 or 15(d) of the Securities Exchange Act of 1934, the Registrant has duly caused this report to be signed on September 10, 2008 on its behalf by the undersigned, thereunto duly authorized.
 	 	 	 	 	
ULTA SALON, COSMETICS & FRAGRANCE, INC.	 	 	
 	 	 	 	 	
By:	 	/s/ Lynelle P. Kirby	 	 	
 	 	 	 	 	
 	 	Lynelle P. Kirby	 	 	
 	 	President, Chief Executive Officer and Director	 	 	
 	 	 	 	 	
By:	 	/s/ Gregg R. Bodnar	 	 	
 	 	 	 	 	
 	 	Gregg R. Bodnar	 	 	
 	 	Chief Financial Officer	 	 	
 26 

Exhibit 31.1
CERTIFICATION PURSUANT TO
RULES 13a-14(a) AND 15d-14(a) UNDER THE SECURITIES
EXCHANGE ACT OF 1934, AS ADOPTED PURSUANT TO
SECTION 302 OF THE SARBANES-OXLEY ACT OF 2002
I, Lynelle P. Kirby, certify that:

1.	 	I have reviewed this quarterly report on Form 10-Q of Ulta Salon, Cosmetics & Fragrance, Inc.;	
 		
2.	 	Based on my knowledge, this report does not contain any untrue statement of a material fact or omit to state a material fact necessary to make the statements made, in light of the circumstances under which such statements were made, not misleading with respect to the period covered by this report;	
 		
3.	 	Based on my knowledge, the financial statements, and other financial information included in this report, fairly present in all material respects the financial condition, results of operations and cash flows of the registrant as of, and for, the periods presented in this report;	
 		
4.	 	The registrant’s other certifying officer and I are responsible for establishing and maintaining disclosure controls and procedures (as defined in Exchange Act Rules 13a-15(e) and 15d-15(e)) and internal control over financial reporting (as defined in Exchange Act Rules 13a-15(f) and 15d-15(f)) for the registrant and have:	

 	a)	 	Designed such disclosure controls and procedures, or caused such disclosure controls and procedures to be designed under our supervision, to ensure that material information relating to the registrant, including its consolidated subsidiaries, is made known to us by others within those entities, particularly during the period in which this report is being prepared;	
 		
 	b)	 	Designed such internal control over financial reporting, or caused such internal control over financial reporting to be designed under our supervision, to provide reasonable assurance regarding the reliability of financial reporting and the preparation of financial statements for external purposes in accordance with generally accepted accounting principles;	
 		
 	c)	 	Evaluated the effectiveness of the registrant’s disclosure controls and procedures and presented in this report our conclusions about the effectiveness of the disclosure controls and procedures, as of the end of the period covered by this report based on such evaluation; and	
 		
 	d)	 	Disclosed in this report any change in the registrant’s internal control over financial reporting that occurred during the registrant’s most recent fiscal quarter (the registrant’s fourth fiscal quarter in the case of an annual report) that has materially affected, or is reasonably likely to materially affect, the registrant’s internal control over financial reporting; and	

5.	 	The registrant’s other certifying officer and I have disclosed, based on our most recent evaluation of internal control over financial reporting, to the registrant’s auditors and the audit committee of the registrant’s board of directors (or persons performing equivalent functions):	

 	a)	 	All significant deficiencies and material weaknesses in the design or operation of internal control over financial reporting which are reasonably likely to adversely affect the registrant’s ability to record, process, summarize and report financial information; and	
 		
 	b)	 	Any fraud, whether or not material, that involves management or other employees who have a significant role in the registrant’s internal control over financial reporting.	

Date: September 10, 2008 	By:  	/s/ Lynelle P. Kirby  	 	
 	 	Lynelle P. Kirby 	 	
 	 	President, Chief Executive Officer and Director 	 	

 	 	 	 	 	
Exhibit 31.2
CERTIFICATION PURSUANT TO
RULES 13a-14(a) AND 15d-14(a) UNDER THE SECURITIES
EXCHANGE ACT OF 1934, AS ADOPTED PURSUANT TO
SECTION 302 OF THE SARBANES-OXLEY ACT OF 2002
I, Gregg R. Bodnar, certify that:

1.	 	I have reviewed this quarterly report on Form 10-Q of Ulta Salon, Cosmetics & Fragrance, Inc.;	
 		
2.	 	Based on my knowledge, this report does not contain any untrue statement of a material fact or omit to state a material fact necessary to make the statements made, in light of the circumstances under which such statements were made, not misleading with respect to the period covered by this report;	
 		
3.	 	Based on my knowledge, the financial statements, and other financial information included in this report, fairly present in all material respects the financial condition, results of operations and cash flows of the registrant as of, and for, the periods presented in this report;	
 		
4.	 	The registrant’s other certifying officer and I are responsible for establishing and maintaining disclosure controls and procedures (as defined in Exchange Act Rules 13a-15(e) and 15d-15(e)) and internal control over financial reporting (as defined in Exchange Act Rules 13a-15(f) and 15d-15(f)) for the registrant and have:	

 	a)	 	Designed such disclosure controls and procedures, or caused such disclosure controls and procedures to be designed under our supervision, to ensure that material information relating to the registrant, including its consolidated subsidiaries, is made known to us by others within those entities, particularly during the period in which this report is being prepared;	
 		
 	b)	 	Designed such internal control over financial reporting, or caused such internal control over financial reporting to be designed under our supervision, to provide reasonable assurance regarding the reliability of financial reporting and the preparation of financial statements for external purposes in accordance with generally accepted accounting principles;	
 		
 	c)	 	Evaluated the effectiveness of the registrant’s disclosure controls and procedures and presented in this report our conclusions about the effectiveness of the disclosure controls and procedures, as of the end of the period covered by this report based on such evaluation; and	
 		
 	d)	 	Disclosed in this report any change in the registrant’s internal control over financial reporting that occurred during the registrant’s most recent fiscal quarter (the registrant’s fourth fiscal quarter in the case of an annual report) that has materially affected, or is reasonably likely to materially affect, the registrant’s internal control over financial reporting; and	

5.	 	The registrant’s other certifying officer and I have disclosed, based on our most recent evaluation of internal control over financial reporting, to the registrant’s auditors and the audit committee of the registrant’s board of directors (or persons performing equivalent functions):	

 	a)	 	All significant deficiencies and material weaknesses in the design or operation of internal control over financial reporting which are reasonably likely to adversely affect the registrant’s ability to record, process, summarize and report financial information; and	
 		
 	b)	 	Any fraud, whether or not material, that involves management or other employees who have a significant role in the registrant’s internal control over financial reporting.	

Date: September 10, 2008 	By:  	/s/ Gregg R. Bodnar  	 	
 	 	Gregg R. Bodnar 	 	
 	 	Chief Financial Officer 	 	

 	 	 	 	 	
Exhibit 32.1
CERTIFICATION PURSUANT TO
18 U.S.C. SECTION 1350,
AS ADOPTED PURSUANT TO
SECTION 906 OF THE SARBANES-OXLEY ACT OF 2002
Pursuant to 18 U.S.C. §1350 (adopted pursuant to §906 of the Sarbanes-Oxley Act of 2002), I, the undersigned President, Chief Executive Officer and Director of Ulta Salon, Cosmetics & Fragrance Inc. (the “Company”), hereby certify that the Quarterly Report on Form 10-Q of the Company for the quarterly period ended August 2, 2008 (the “Report”), fully complies with the requirements of section 13(a) or 15 (d) of the Securities Exchange Act of 1934, as amended, and that information contained in the Report fairly presents, in all material respects, the financial condition and results of operations of the Company.
A signed original of this written statement required by Section 906 has been provided to the Company and will be retained by the Company and furnished to the Securities and Exchange Commission or its staff upon request.

Date: September 10, 2008 	By:  	/s/ Lynelle P. Kirby  	 	
 	 	Lynelle P. Kirby 	 	
 	 	President, Chief Executive Officer and Director 	 	
 	
CERTIFICATION PURSUANT TO
18 U.S.C. SECTION 1350,
AS ADOPTED PURSUANT TO
SECTION 906 OF THE SARBANES-OXLEY ACT OF 2002
Pursuant to 18 U.S.C. §1350 (adopted pursuant to §906 of the Sarbanes-Oxley Act of 2002), I, the undersigned Chief Financial Officer of Ulta Salon, Cosmetics & Fragrance Inc. (the “Company”), hereby certify that the Quarterly Report on Form 10-Q of the Company for the quarterly period ended August 2, 2008 (the “Report”), fully complies with the requirements of section 13(a) or 15 (d) of the Securities Exchange Act of 1934, as amended, and that information contained in the Report fairly presents, in all material respects, the financial condition and results of operations of the Company.
A signed original of this written statement required by Section 906 has been provided to the Company and will be retained by the Company and furnished to the Securities and Exchange Commission or its staff upon request.

Date: September 10, 2008 	By:  	/s/ Gregg R. Bodnar  	 	
 	 	Gregg R. Bodnar 	 	
 	 	Chief Financial Officer