CLAR Q1 Earnings Call: Management Withdraws Guidance Amid Tariff Uncertainty and Market Shifts

Outdoor lifestyle and equipment company Clarus (NASDAQ:CLAR) reported revenue ahead of Wall Street’s expectations in Q1 CY2025, but sales fell by 12.8% year on year to $60.43 million. Its non-GAAP loss of $0.02 per share was $0.03 below analysts’ consensus estimates.

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StockStory’s Take

Clarus’ first-quarter results reflected the impact of challenging consumer demand and internal restructuring, with management emphasizing ongoing efforts to simplify operations and rightsize inventory. Executive Chairman Warren Kanders noted the company’s focus on “executing against our strategic roadmap,” as sales in the Adventure segment were pressured by account-specific declines and a decision to move away from low-margin off-price channels. The Outdoor segment saw a planned reduction in ski-related sales, offset by stronger apparel performance and the successful launch of an updated e-commerce platform. President Neil Fiske credited the “hard work… to simplify the business and rightsize our inventory” for improving resilience, while CFO Mike Yates highlighted cost controls, including the closure of unprofitable stores, that helped reduce operating expenses year over year.

Looking ahead, Clarus leadership withdrew full-year guidance due to significant uncertainty from new U.S. tariffs and global trade policy changes, citing unpredictability in consumer demand and supply chain disruption. Management outlined plans to accelerate the transition of manufacturing out of China, aiming to reduce exposure to tariffs by late 2025 or early 2026. As Fiske explained, “We are accelerating our China exit plan and expect to have new country-of-origin production up and running by Q4 this year.” The team remains focused on protecting market share, even if it means absorbing temporary margin pressures. Kanders stated that, for now, capital allocation will be conservative, with resources held in cash until there is greater economic clarity.

Key Insights from Management’s Remarks

Management attributed Q1 results to operational streamlining, targeted inventory reductions, and selective pricing actions, while emphasizing that trade policy uncertainty and customer-specific factors drove deviations from expectations.

• Apparel bookings momentum: Outdoor segment saw strong advance orders for Black Diamond apparel, with bookings up 50% in the U.S. and 30% in Europe, driven by product updates and a sharper marketing message.
• Adventure segment leadership change: Trip Wyckoff was promoted to lead Adventure, brought in to revamp business structure and go-to-market strategy, aiming for long-term growth and efficiency.
• Tariff mitigation underway: Management is accelerating efforts to relocate manufacturing from China in response to U.S. tariffs, aiming to complete the transition by early 2026, with price increases already implemented on select products to offset costs.
• Strategic divestiture: The company agreed to sell its PEEPS snow safety brand, part of a move to simplify the business and focus on core categories. The transaction is expected to be margin accretive over time.
• Channel and product rationalization: Clarus exited low-margin off-price retail channels in Adventure, and reduced exposure to discontinued and low-performing SKUs in Outdoor, which impacted near-term sales but is intended to improve profitability and inventory quality.

Drivers of Future Performance

Clarus’ future performance will hinge on its ability to navigate trade policy headwinds, continue product innovation, and realign its supply chain to protect margins.

• Tariff risk and supply chain shift: The company’s accelerated plan to move manufacturing out of China is expected to reduce tariff exposure by 2026. Management cautioned that transitional margin pressure could persist until the move is complete, especially if high tariffs remain in place.
• Product simplification and innovation: Further SKU rationalization and a focus on high-margin, best-selling styles are expected to support margin recovery and brand differentiation, with recent apparel line updates showing early demand strength in key markets.
• Selective pricing and market protection: Clarus has raised prices on affected products to offset a portion of tariff impacts, but is limiting increases on some China-sourced goods to maintain market share. The company will monitor competitive responses and consumer behavior closely as industry-wide price adjustments unfold.

Catalysts in Upcoming Quarters

In upcoming quarters, StockStory analysts will monitor (1) progress on Clarus’ transition out of China and the resulting impact on gross margins, (2) the sustainability of apparel demand and channel expansion in the Outdoor segment, and (3) the integration of new Adventure leadership and customer mix shifts. Additional attention will be paid to how industry-wide pricing and trade policy developments affect both top-line growth and profitability.

Clarus currently trades at a forward EV-to-EBITDA ratio of 9×. At this valuation, is it a buy or sell post earnings? See for yourself in our full research report (it’s free).

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