UNITED STATES
SECURITIES AND EXCHANGE COMMISSION
WASHINGTON, DC 20549
FORM 8-K
CURRENT REPORT
Pursuant to Section 13 or 15(d) of the
Securities Exchange Act of 1934
Date of Report (Date of earliest event reported): December 11, 2007
ULTA SALON, COSMETICS & FRAGRANCE, INC.
(Exact Name of Registrant as Specified in its Charter)
 	 	 	 	 	
Delaware
(State or Other
Jurisdiction
of Incorporation)	 	001-33764
(Commission
File Number)	 	36-3685240
(IRS Employer
Identification No.)	
1135 Arbor Drive
Romeoville, Illinois 60446
(Address of Principal Executive Offices)
(Zip Code)
Registrant’s telephone number, including area code: ( 630) 226-0020
Not Applicable
(Former Name or Former Address, if Changed Since Last Report.)
     Check the appropriate box below if the Form 8-K filing is intended to simultaneously satisfy the filing obligation of the registrant under any of the following provisions:

o	 	Written communications pursuant to Rule 425 under the Securities Act (17 CFR 230.425)	

o	 	Soliciting material pursuant to Rule 14a-12 under the Exchange Act (17 CFR 240.14a-12)	

o	 	Pre-commencement communications pursuant to Rule 14d-2(b) under the Exchange Act (17 CFR 240.14d-2(b))	

o	 	Pre-commencement communications pursuant to Rule 13e-4(c) under the Exchange Act (17 CFR 240.13e-4(c))	

   

 

Item 2.02	 	Results of Operations and Financial Condition.	
     On December 11, 2007, Ulta Salon, Cosmetics & Fragrance, Inc. issued a press release regarding its financial results for the quarter ended November 3, 2007. A copy of the press release is furnished as Exhibit 99.1 to this report.
     The information in this report, including the Exhibit attached hereto, is intended to be furnished and shall not be deemed “filed” for purposes of Section 18 of the Securities Exchange Act of 1934 (the “Exchange Act”) or otherwise subject to the liabilities of that section, nor shall it be deemed incorporated by reference in any filing under the Securities Act of 1933 or the Exchange Act, except as expressly set forth by specific reference in such filing.

Item 9.01	 	Financial Statements and Exhibits.	
      (d) Exhibits
 	 	 	
Exhibit No.	 	Description	
99.1	 	Press release issued by Ulta Salon, Cosmetics & Fragrance, Inc. on December 11, 2007 announcing financial results for the quarter ended November 3, 2007 furnished herewith.	

 
SIGNATURES
     Pursuant to the requirements of the Securities Exchange Act of 1934, as amended, the registrant has duly caused this report to be signed on its behalf by the undersigned hereunto duly authorized.
 	 	 	 	 	 	 	 	 	
 	 	ULTA SALON, COSMETICS & FRAGRANCE, INC.	 	 	

 	 	 	 	 	 	 	 	 	
Date: December 11, 2007	 	By:	 	/s/	 	Robert S. Guttman	 	 	
 	 	 	 	 	 	 	
 	 	 	 	 	 	Robert S. Guttman	 	 	
 	 	 	 	 	 	Senior Vice President, General Counsel and Secretary	 	 	

 
EXHIBIT INDEX
 	 	 	
Exhibit No.	 	Description	
 	 	 	
99.1	 	Press release issued by Ulta Salon, Cosmetics & Fragrance, Inc. on December 11, 2007 announcing financial results for the quarter ended November 3, 2007 furnished herewith.	

 

Exhibit 99.1

Company Contact:
Gregg Bodnar
Chief Financial Officer
(630) 226-0020
Investors:
Integrated Corporate Relations
Allison Malkin
(203) 682-8225
ULTA ANNOUNCES THIRD QUARTER FISCAL 2007 RESULTS — INTRODUCES GUIDANCE
Third Quarter Revenues Rise 25.4% to $208.2 Million
Third Quarter Comparable Store Sales Increase 6.7%
Third Quarter Net Income Rises 16.3%
     Romeoville, IL — December 11, 2007 — Ulta Salon, Cosmetics & Fragrance, Inc. [NASDAQ:ULTA], today announced financial results for the thirteen week (“Third Quarter”) and thirty-nine week (“First Nine Months”) periods ended November 3, 2007, which compares to the same periods ended October 28, 2006 in the prior year.
For the Third Quarter:

 	•	 	Net sales increased 25.4% to $208.2 million from $166.1 million in the third quarter of fiscal 2006;	
 		
 	•	 	Comparable store sales (sales for stores open at least 14 months) increased 6.7%, compared to an increase of 15.6% (as realigned for the 53 rd week calendar shift) in the third quarter of fiscal 2006;	
 		
 	•	 	Operating income increased 13.2% to $8.0 million, compared to $7.0 million in the third quarter of fiscal 2006;	
 		
 	•	 	Net income rose 16.3% to $4.2 million, compared to $3.6 million in the third quarter of fiscal 2006;	
 		
 	•	 	On a GAAP basis, income per diluted share was $0.05, compared to income per diluted share of $0.00 in the third quarter of fiscal 2006; and	
 		
 	•	 	Adjusted income per diluted share was $0.08, compared to adjusted income per share of $0.07 in the third quarter of fiscal 2006. Adjusted income per share excludes the effects of preferred stock dividends and equalizes the dilutive effects of the preferred	
 1 

 

 	 	 	shares for the period. See Exhibit 4 for a complete description of adjusted income per basic and diluted share and reconciliation to the GAAP equivalents.	
     Lyn Kirby, Ulta’s President and Chief Executive Officer, stated: “The third quarter marked a highly productive and successful period for our Company. We reported continued strength in sales and earnings, demonstrating our ongoing ability to provide consumers with a compelling beauty shopping experience, by having the right brands and the right value proposition available at convenient locations with friendly, approachable service. We successfully opened a record 26 new stores and remodeled 7 existing locations during the quarter. I am pleased with our positioning as we start the holiday period and equally excited to begin this next phase of our journey as a public company focused on increasing value for all Ulta stakeholders.”
     On October 30, 2007, Ulta closed its initial public offering of common stock in which the Company sold 7,666,667 shares raising net proceeds of $123.9 million. Net proceeds were used to pay $93.0 million of accumulated preferred dividends, $4.8 million to redeem the Company’s Series III preferred stock, and $26.1 million to reduce borrowings and for general corporate purposes. In connection with the offering, the Company also converted 41,524,002 preferred shares into common shares.
For the First Nine Months:

 	•	 	Net sales increased 23.5% to $602.8 million from $488.1 million in the first nine months of fiscal 2006;	
 		
 	•	 	Comparable store sales increased 7.4%, compared to a comparable store sales increase of 13.7% (as realigned for the 53 rd week calendar shift) in the first nine months of fiscal 2006;	
 		
 	•	 	Operating income was $22.8 million, compared to $23.8 million in the first nine months of fiscal 2006. Operating income for the fiscal 2007 first nine month period includes the impact of $2.8 million of warehouse management software implementation related costs, $1.9 million of incremental accelerated depreciation expense related to the Company’s store remodel program, and $3.8 million of incremental pre-opening expenses;	
 		
 	•	 	Net income was $11.7 million, compared to $12.9 million in the first nine months of fiscal 2006;	
 		
 	•	 	On a GAAP basis, income per diluted share was $0.05, compared to income per diluted share of $0.26 in the first nine months of fiscal 2006; and	
 		
 	•	 	Adjusted income per diluted share was $0.20, compared to $0.23 in the first nine months of fiscal 2006. Adjusted income per share excludes the effects of preferred stock dividends and equalizes the dilutive effects of the preferred shares for the period. See Exhibit 4 for a complete description and reconciliation of adjusted income per basic and diluted share and reconciliation to the GAAP equivalents.	
 2 

 

Third Quarter Operating Highlights
     The net sales increase was driven by a 6.7% comparable sales increase and 49 new stores opened since the third quarter last year. The comparable store sales increase reflected solid gains in customer traffic and average ticket growth driven by the effectiveness of our marketing strategy and the continued strength in the Prestige category. The Company successfully re-launched its e-commerce site on November 16, 2007, which was later than originally planned and, therefore, modestly affected total sales growth in the quarter.
     Gross profit in the third quarter of fiscal 2007 was $68.1 million, or 32.7% of net sales, compared to $50.7 million, or 30.6% of net sales, in fiscal 2006. The improvement in gross profit margin for the third quarter of fiscal 2007 is primarily due to an increase in vendor advertising allowances largely offsetting increased advertising expense incurred during the period. There was also a decrease in the amount of accelerated depreciation associated with store remodels as compared to the same period in fiscal 2006.
     Selling, general and administrative expenses (SG&A) in the third quarter of fiscal 2007 were $55.6 million, or 26.7% of net sales, compared to $40.8 million, or 24.6% of net sales, in the third quarter of fiscal 2006. The increase in third quarter SG&A as a percentage of net sales is primarily due to one incremental advertising vehicle during the quarter due to the 53 rd week calendar shift as well as incremental advertising expense, both of which were largely offset by increased vendor advertising allowances. The Company also incurred incremental stock compensation expense of approximately $0.9 million versus the same period last year.
     Pre-opening expenses in the third quarter of fiscal 2007 were $4.5 million, or 2.2 % of net sales, compared to $2.9 million, or 1.7% of net sales for the third quarter of fiscal 2006 reflecting 26 new stores and 7 remodeled stores opened during the quarter as compared to 11 new stores and 5 remodels in the prior year quarter.
     Merchandise inventories at the end of the quarter were $219.5 million, reflecting a $62.7 million increase compared to the fiscal 2006 third quarter. Approximately $42.7 million of the increase resulted from the addition of 49 new stores opened since the end of the fiscal 2006 third quarter. In addition, approximately $15.0 million of the inventory increase relates to the calendar shift. This calendar shift causes each quarter in fiscal 2007 to begin and end one week later than the comparable prior year quarter. As a result, the third quarter in fiscal 2007 ended one week closer to Christmas resulting in an additional $15.0 million of seasonal inventory, as measured on an average per store basis. Excluding the effects of the calendar shift, inventory at November 3, 2007, on an average per store basis, increased 3% compared to the prior year quarter end.
Outlook
     “As we look ahead, we continue to believe we are operating in the highly desirable specialty retail channel, within the beauty category, which is poised for sustained rates of growth. At the same time, we recognize that the macro economic environment has created increased levels of competition for consumer spending across all retail sectors and the retail calendar this year has lengthened the holiday season with critical shopping weeks still ahead of us. As we continue into the holiday season, we will prudently balance marketing to drive comparable store sales against the goal of maximizing profitability and earnings. With this in mind, we have provided guidance for the fourth quarter that we believe is realistic and achievable taking into account the promotional nature of the holiday shopping season to date,” Ms. Kirby concluded.
     The Company is introducing fourth quarter and full year guidance for fiscal 2007. For the fourth quarter of fiscal 2007, the Company estimates net sales in the range of $304.0 million to $310.0 million, compared to actual fourth quarter fiscal 2006 net sales of $267.0 million. Comparable store sales are expected to increase in the range of 4% to 6%. Income per diluted share is estimated in the range of $0.22 to $0.24, compared to actual fourth quarter fiscal 2006 income per diluted share of $0.19.
     For the full year fiscal 2007, the Company estimates net sales in the range of $907.0 million to $913.0 million, compared to actual fiscal 2006 net sales of $755.1 million. Comparable store sales are expected to increase by 6.2% to 6.9%. Income per diluted share is estimated in the range of $0.47 to $0.49, compared to actual fiscal 2006 income per diluted share of $0.45.
 3 

 

     The Company’s annual long term growth targets include: (i) comparable store sales increase in the mid single digit range; (ii) square footage expansion of 20%-25%; and (iii) net income growth of 25%-30%.
Store Opening Plans
     The Company plans to open 53 new stores and remodel 17 stores in fiscal 2007. During the third quarter, the Company opened 26 stores and remodeled 7 stores ending the quarter with 237 stores and 2,461,360 square feet in operation. During the fourth quarter, the Company opened 11 new stores and remodeled 3 stores and plans to open an additional new store in January. The Company plans to end the year with approximately 249 locations, increasing square footage by 28% to approximately 2,589,794 square feet.
Conference Call Information
     A conference call to discuss third quarter results is scheduled for today, December 11, 2007 at 9:00 AM Eastern Time. Investors and analysts interested in participating in the call are invited to dial (888) 802-8577 approximately ten minutes prior to the start of the call. The conference call will also be web-cast live at www.ulta.com and remain available for 90 days. A replay of this call will be available until midnight (ET) on December 18, 2007 and can be accessed by dialing (877) 519-4471 and entering code 9488800.
About ULTA
     ULTA is the largest beauty retailer that provides one-stop shopping for prestige, mass and salon products and salon services in the United States. ULTA provides affordable indulgence to its customers by combining the product breadth, value and convenience of a beauty superstore with the distinctive environment and experience of a specialty retailer. ULTA offers a unique combination of over 21,000 prestige and mass beauty products across the categories of cosmetics, fragrance, haircare, skincare, bath and body products and salon styling tools, as well as salon haircare products. ULTA also offers a full-service salon in all of its stores. The Company currently operates 237 retail stores across 30 states and also distributes its products through the Company’s website: www.ulta.com.
Forward-Looking Statements :
 4 

 

     This press release 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 press release 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 strength of the economy; changes in the overall level of consumer spending; 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 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 final prospectus filed in connection with our initial public offering on October 25, 2007. Our filings with the SEC are available at www.sec.gov. The Company does not undertake to publicly update or revise its forward-looking statements, whether as a result of new information, future events or otherwise.
 5 

 

Exhibit 1
ULTA Salon, Cosmetics & Fragrance, Inc.
Consolidated Statements of Income
(In thousands, except per share and percentage amounts)
(Unaudited)
 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
 	 	Three months ended	
 	 	November 3,	 	October 28,	
 	 	2007	 	2006	
 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
Net sales	 	$	208,235	 	 	 	100.0	%	 	$	166,075	 	 	 	100.0	%	
Cost of sales	 	 	140,156	 	 	 	67.3	%	 	 	115,332	 	 	 	69.4	%	
 	 	 	 	 	
Gross profit	 	 	68,079	 	 	 	32.7	%	 	 	50,743	 	 	 	30.6	%	
 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
Selling, general and administrative expenses	 	 	55,609	 	 	 	26.7	%	 	 	40,797	 	 	 	24.6	%	
Pre-opening expenses	 	 	4,494	 	 	 	2.2	%	 	 	2,901	 	 	 	1.7	%	
 	 	 	 	 	
Operating income	 	 	7,976	 	 	 	3.8	%	 	 	7,045	 	 	 	4.2	%	
Interest expense	 	 	1,307	 	 	 	0.6	%	 	 	1,031	 	 	 	0.6	%	
 	 	 	 	 	
Income before income taxes	 	 	6,669	 	 	 	3.2	%	 	 	6,014	 	 	 	3.6	%	
Income tax expense	 	 	2,463	 	 	 	1.2	%	 	 	2,397	 	 	 	1.4	%	
 	 	 	 	 	
Net income	 	$	4,206	 	 	 	2.0	%	 	$	3,617	 	 	 	2.2	%	

Less preferred dividends	 	 	3,598	 	 	 	 	 	 	 	3,608	 	 	 	 	 	
 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
Net income available to common stockholders	 	$	608	 	 	 	 	 	 	$	9	 	 	 	 	 	

Net income per common share:	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
Basic	 	$	0.06	 	 	 	 	 	 	$	0.00	 	 	 	 	 	
Diluted	 	$	0.05	 	 	 	 	 	 	$	0.00	 	 	 	 	 	
 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
Weighted average common shares outstanding:	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
Basic	 	 	10,179	 	 	 	 	 	 	 	6,652	 	 	 	 	 	
Diluted	 	 	12,476	 	 	 	 	 	 	 	8,354	 	 	 	 	 	
 6 

 

Exhibit 2
ULTA Salon, Cosmetics & Fragrance, Inc.
Consolidated Statements of Income
(In thousands, except per share and percentage amounts)
(Unaudited)
 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
 	 	Nine months ended	
 	 	November 3,	 	October 28,	
 	 	2007	 	2006	
 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
Net sales	 	$	602,797	 	 	 	100.0	%	 	$	488,101	 	 	 	100.0	%	
Cost of sales	 	 	416,173	 	 	 	69.0	%	 	 	337,238	 	 	 	69.1	%	
 	 	 	 	 	
Gross profit	 	 	186,624	 	 	 	31.0	%	 	 	150,863	 	 	 	30.9	%	
 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
Selling, general and administrative expenses	 	 	154,779	 	 	 	25.7	%	 	 	121,718	 	 	 	24.9	%	
Pre-opening expenses	 	 	9,064	 	 	 	1.5	%	 	 	5,328	 	 	 	1.1	%	
 	 	 	 	 	
Operating income	 	 	22,781	 	 	 	3.8	%	 	 	23,817	 	 	 	4.9	%	
Interest expense	 	 	3,465	 	 	 	0.6	%	 	 	2,488	 	 	 	0.5	%	
 	 	 	 	 	
Income before income taxes	 	 	19,316	 	 	 	3.2	%	 	 	21,329	 	 	 	4.4	%	
Income tax expense	 	 	7,585	 	 	 	1.3	%	 	 	8,448	 	 	 	1.7	%	
 	 	 	 	 	
Net income	 	$	11,731	 	 	 	1.9	%	 	$	12,881	 	 	 	2.6	%	

Less preferred dividends	 	 	11,219	 	 	 	 	 	 	 	10,579	 	 	 	 	 	
 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
Net income available to common stockholders	 	$	512	 	 	 	 	 	 	$	2,302	 	 	 	 	 	

Net income per common share:	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
Basic	 	$	0.06	 	 	 	 	 	 	$	0.42	 	 	 	 	 	
Diluted	 	$	0.05	 	 	 	 	 	 	$	0.26	 	 	 	 	 	
 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
Weighted average common shares outstanding:	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
Basic	 	 	8,252	 	 	 	 	 	 	 	5,422	 	 	 	 	 	
Diluted	 	 	10,447	 	 	 	 	 	 	 	49,283	 	 	 	 	 	
 7 

 

Exhibit 3
ULTA Salon, Cosmetics & Fragrance, Inc.
Condensed Consolidated Balance Sheets
(In thousands)
 	 	 	 	 	 	 	 	 	 	 	 	 	
 	 	November 3,	 	 	February 3,	 	 	October 28,	 	
 	 	2007	 	 	2007	 	 	2006	 	
 	 	(Unaudited)	 	 	 	 	 	 	(Unaudited)	 	
Assets	 	 	 	 	 	 	 	 	 	 	 	 	
Current assets:	 	 	 	 	 	 	 	 	 	 	 	 	
Cash and cash equivalents	 	$	3,512	 	 	$	3,645	 	 	$	3,221	 	
Receivables, net	 	 	16,089	 	 	 	18,476	 	 	 	13,905	 	
Merchandise inventories	 	 	219,453	 	 	 	129,237	 	 	 	156,788	 	
Prepaid expenses and other current assets	 	 	27,726	 	 	 	15,276	 	 	 	17,526	 	
Deferred income taxes	 	 	5,614	 	 	 	5,412	 	 	 	3,285	 	
 	 	 	 	 	 	 	 	 	 	
Total current assets	 	 	272,394	 	 	 	172,046	 	 	 	194,725	 	
 	 	 	 	 	 	 	 	 	 	 	 	 	
Property and equipment, net	 	 	226,533	 	 	 	162,080	 	 	 	159,114	 	
Deferred income taxes	 	 	4,125	 	 	 	4,125	 	 	 	5,875	 	
Other assets	 	 	—	 	 	 	346	 	 	 	292	 	
 	 	 	 	 	 	 	 	 	 	
Total assets	 	$	503,052	 	 	$	338,597	 	 	$	360,006	 	

Liabilities and stockholders’ equity	 	 	 	 	 	 	 	 	 	 	 	 	
Current liabilities:	 	 	 	 	 	 	 	 	 	 	 	 	
Current portion — notes payable	 	$	41,962	 	 	$	—	 	 	$	33,485	 	
Accounts payable	 	 	85,985	 	 	 	43,071	 	 	 	60,251	 	
Accrued liabilities	 	 	55,669	 	 	 	38,604	 	 	 	38,933	 	
Accrued income taxes	 	 	—	 	 	 	2,266	 	 	 	—	 	
 	 	 	 	 	 	 	 	 	 	
Total current liabilities	 	 	183,616	 	 	 	83,941	 	 	 	132,669	 	
 	 	 	 	 	 	 	 	 	 	 	 	 	
Notes payable — less current portion	 	 	55,038	 	 	 	50,737	 	 	 	37,826	 	
Deferred rent	 	 	66,655	 	 	 	50,367	 	 	 	47,146	 	
 	 	 	 	 	 	 	 	 	 	
Total liabilities	 	 	305,309	 	 	 	185,045	 	 	 	217,641	 	
 	 	 	 	 	 	 	 	 	 	 	 	 	
Series III redeemable preferred stock	 	 	—	 	 	 	4,792	 	 	 	4,792	 	
 	 	 	 	 	 	 	 	 	 	 	 	 	
Total stockholders’ equity	 	 	197,743	 	 	 	148,760	 	 	 	137,573	 	
 	 	 	 	 	 	 	 	 	 	
Total liabilities and stockholders’ equity	 	$	503,052	 	 	$	338,597	 	 	$	360,006	 	
 	 	 	 	 	 	 	 	 	 	
 8

 

Exhibit 4
ULTA Salon, Cosmetics & Fragrance, Inc.
Unaudited Non-GAAP Income per Basic and Diluted Share
(A Non-GAAP Financial Measure)
On October 30, 2007, the Company completed an initial public offering (IPO) in which it sold 7,666,667 shares of common stock. Also in connection with the offering, the Company converted 41,524,002 preferred shares into common shares and paid in full approximately $93.0 million of accumulated dividends in arrears on its preferred stock.
The Company has provided non-GAAP adjusted income per basic and diluted share for the three and nine months ended November 3, 2007 and October 28, 2006 in this release, in addition to providing financial results in accordance with GAAP. This information reflects, on a non-GAAP adjusted basis, the Company’s net income and income per basic and diluted share after adjusting for the effects of the Company’s IPO. The As Adjusted net income per basic and diluted share reflects the following for all periods presented: (i) weighted average effect of the IPO shares, (ii) elimination of preferred stock dividends, and (iii) conversion of the preferred shares as of the beginning of the period. The Company believes the non-GAAP adjusted income per basic and diluted share provides useful information to investors by reflecting income per share on a more representative basis with future operations. A reconciliation of this non-GAAP information to the Company’s actual results for the three and nine months ended November 3, 2007 and October 28, 2006 are as follows:
 9 

 

Exhibit 4
 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
 	 	(In thousands, except per share amounts)	 	
 	 	Three months ended	 	
 	 	November 3, 2007	 	 	October 28, 2006	 	
 	 	As Reported	 	 	Adjustments	 	 	As Adjusted	 	 	As Reported	 	 	Adjustments	 	 	As Adjusted	 	
Net income	 	$	4,206	 	 	$	—	 	 	$	4,206	 	 	$	3,617	 	 	$	—	 	 	$	3,617	 	
Less preferred stock dividends	 	 	3,598	 	 	 	3,598	 	 	 	—	 	 	 	3,608	 	 	 	3,608	 	 	 	—	 	
 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
Net income available to common stockholders	 	$	608	 	 	$	3,598	 	 	$	4,206	 	 	$	9	 	 	$	3,608	 	 	$	3,617	 	

Net income per common share:	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
Basic	 	$	0.06	 	 	 	 	 	 	$	0.09	 	 	$	0.00	 	 	 	 	 	 	$	0.07	 	
Diluted	 	$	0.05	 	 	 	 	 	 	$	0.08	 	 	$	0.00	 	 	 	 	 	 	$	0.07	 	
 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
Weighted average common shares outstanding:	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
Basic	 	 	10,179	 	 	 	39,243	 	 	 	49,422	 	 	 	6,652	 	 	 	42,173	 	 	 	48,825	 	
Diluted	 	 	12,476	 	 	 	39,243	 	 	 	51,719	 	 	 	8,354	 	 	 	42,173	 	 	 	50,527	 	
 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
 	 	Nine months ended	 	
 	 	November 3, 2007	 	 	October 28, 2006	 	
 	 	As Reported	 	 	Adjustments	 	 	As Adjusted	 	 	As Reported	 	 	Adjustments	 	 	As Adjusted	 	
Net income	 	$	11,731	 	 	$	—	 	 	$	11,731	 	 	$	12,881	 	 	$	—	 	 	$	12,881	 	
Less preferred stock dividends	 	 	11,219	 	 	 	11,219	 	 	 	—	 	 	 	10,579	 	 	 	10,579	 	 	 	—	 	
 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
Net income available to common stockholders	 	$	512	 	 	$	11,219	 	 	$	11,731	 	 	$	2,302	 	 	$	10,579	 	 	$	12,881	 	

Net income per common share:	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
Basic	 	$	0.06	 	 	 	 	 	 	$	0.24	 	 	$	0.42	 	 	 	 	 	 	$	0.27	 	
Diluted	 	$	0.05	 	 	 	 	 	 	$	0.23	 	 	$	0.26	 	 	 	 	 	 	$	0.26	 	
 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
Weighted average common shares outstanding:	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	 	
Basic	 	 	8,252	 	 	 	40,764	 	 	 	49,016	 	 	 	5,422	 	 	 	41,893	 	 	 	47,315	 	
Diluted	 	 	10,447	 	 	 	40,764	 	 	 	51,211	 	 	 	49,283	 	 	 	141	 	 	 	49,424	 	
 10 

 

Store Expansion Plans
Fiscal 2007
 	 	 	 	 	 	 	 	 	 	 	 	 	
 	 	Total stores open	 	 	Number of stores	 	 	Total stores	 	
 	 	at beginning of	 	 	opened during	 	 	open at end of	 	
Quarter	 	the quarter	 	 	the quarter	 	 	the quarter	 	
1 st Quarter (Actual)	 	 	196	 	 	 	7	 	 	 	203	 	
2 nd Quarter (Actual)	 	 	203	 	 	 	8	 	 	 	211	 	
3 rd Quarter (Actual)	 	 	211	 	 	 	26	 	 	 	237	 	
4 th Quarter (Projected)	 	 	237	 	 	 	12	 	 	 	249	 	
Fiscal 2007

 	 	 	 	 	 	Gross square feet	 	 	 	 	
 	 	Total gross square	 	 	for stores	 	 	Total gross square	 	
 	 	feet at beginning of	 	 	opened or expanded	 	 	feet at end of	 	
Quarter	 	the quarter	 	 	during the quarter	 	 	the quarter	 	
1 st Quarter (Actual)	 	 	2,023,305	 	 	 	72,970	 	 	 	2,096,275	 	
2 nd Quarter (Actual)	 	 	2,096,275	 	 	 	87,320	 	 	 	2,183,595	 	
3 rd Quarter (Actual)	 	 	2,183,595	 	 	 	277,766	 	 	 	2,461,360	 	
4 th Quarter (Projected)	 	 	2,461,360	 	 	 	128,434	 	 	 	2,589,794	 	
 11