Fourth-Quarter, Fiscal Year Sales Increases at Williams-Sonoma

Fourth-quarter catalog and Internet net revenue for San Francisco-based Williams-Sonoma increased 14%, to $475.5 million for the three months ended Jan. 29. Company officials attributed most of the increase to the Pottery Barn, Pottery Barn Kids, and PBteen brands. Total sales for the fourth quarter increased 12%, to $1.2 billion.

All brands in the direct-to-customer channel posted positive growth during the quarter, however, with the exception of Hold Everything. On Jan.12 the company announced its decision to fold Hold Everything into its other brands by the end of fiscal 2006.

Fourth-quarter Internet revenue increased 36%, to $242.5 million. Although the amount of Internet sales that are incremental to the direct-to-customer channel cannot be identified precisely, the company estimated that approximately 40% of non-gift registry Web revenue is incremental, while customers who recently received a catalog drive about 60%.

For fiscal year 2005, direct-to-customer net sales increased nearly 14%, to $1.5 billion. Again, all of the brands in the direct-to-customer channel showed growth, except for Hold Everything. Internet sales rose 36.5%, to $766.3 million, in fiscal year 2005. Total revenue for fiscal 2005 hit $3.5 billion, up 13% from 2004.

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