Costco Wholesale Corporation Reports September Sales Results

Q3 2020 Headlines: *While the COVID-19 pandemic continued to impact third quarter net sales and billings performance, HMH’s continued virtual learning support for customers and decisive cost and liquidity actions helped mitigate the impact of the COVID-19 pandemic on its profitability and cash flow, and resulted in strong cash generation in the seasonally important third quarter of 2020. *Net sales declined 32% to $387 million in the third quarter, and declined 28% to $828 million on a year-to-date basis *Billings1 declined 32% to $506 million in the third quarter, and declined 33% to $934 million on a year-to-date basis *HMH concluded the Texas Literature adoption with a 34% share of the opportunity *Significant growth in digital platform usage with a 388% increase in student assignments over the last twelve months as schools continue to adjust to remote learning environment *Continued acceleration of SaaS billings growth to 147% for the last twelve months *Net cash provided by operating activities of $264 million in the third quarter, and $75 million on a year-to-date basis *Strong free cash flow2 of $237 million in the third quarter, and nearing break-even at $(11) million on a year-to-date basis

Bookstore sales fell 16.6% in January compared to the first month of 2020, according to preliminary estimates released by the U.S. Census Bureau. Sales in the month were $797 million, down from $956 million in January 2020. The 16.6% drop was only a slight increase over the 15% decline bookstore sales posted in December compared to December 2019, and is another sign that sales declines could be levelling off. February is typically the slowest month for bookstore sales—in 2020, sales in the month were $573 million—and last year's sales began to tank in March as the pandemic set in. Bookstore sales finished 2020 with a 28% decline compared to 2019.

Highlights from the quarter include: *Raising FY 2021 billings2 guidance to $1,075-$1,095 million, unlevered free cash flow guidance to 17-19% of billings and Annualized Recurring Revenue (ARR) 2 guidance to 12-15% of billings *Strong billings growth across the Company of 22% in Q3 and 21% YTD as demand for teaching and learning solutions continued as students returned to classrooms this fall and teachers further assessed instructional needs for the remainder of the school year *ARR2 growth accelerated to 123% bringing ARR to $120 million, or 11% of trailing twelve-month billings. Net Retention Rate (NRR)2 was 153% *Trailing twelve-month free cash flow3 of $137 million, an improvement of $36 million compared to the second quarter of 2021, reflecting strong operating leverage and the benefits of 2020 actions to align HMH’s cost structure with its digital first, connected strategy