Bleed-to-Spine: 8.375”
Trim-to-Spine: 8.25”
Type Safety: 7.75”
Spine-to-Bleed: 8.375”
Spine-to-Trim: 8.25”
Type Safety: 7.75”
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2017
ANNUAL
REPORT
Ulta Beauty
2017 Annual Report
8.25"w 10.75"h
Back Cover
Ulta Beauty
68995_ULTA COVER_FOR.indd 3
2017 Annual Report
8.25"w 10.75"h
Front Cover
4/12/18 1:57 PM
Bleed-to-Gutter: 8.375”
Trim-to-Gutter: 8.25”
Type Safety: 7.75”
Financial Highlights
NET SALES
(IN MILLIONS)
$5.884.5
$4,854.7
$3,924.1
$3,241.4
$7,000
$6,000
$5,000
$4,000
$3,000
$2,670.6
$2,000
$1,000
$0
NET INCOME
(IN MILLIONS)
$555.2
$409.8
$320.0
$257.1
$202.8
$600
$550
$500
$450
$400
$350
$300
$250
$200
$150
$100
$50
$0
1200
1100
1000
900
800
700
600
500
400
300
200
100
0
STORE COUNT
1,074
974
874
774
675
productivity while driving s
2013
2014
2015
2016
5-Year CAGR - 22%*
2017
2013
2014
2015
2016
5-Year CAGR - 26%*
2017
2013
2014
2015
2016
5-Year CAGR - 14%*
2017
We opened 100 net ne
Income Statement:
February 3, 2018
January 28, 2017
January 30, 2016
January 31, 2015
February 1, 2014
FISCAL YEAR ENDED(1)
(In thousands, except per share, per square foot and store count data)
$
5,884,506
$
4,854,737
$
3,924, 1 1 6
$
3,241,369
$
Net sales(2)
Cost of sales
Gross profit
Selling, general and administrative expenses
Pre-opening expenses
Operating income
Interest income, net
Income before income taxes
Income tax expense(3)
Net income
Net income per common share:
Basic
Diluted
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$
$
$
Weighted average common shares outstanding:
Basic
Diluted
Other Operating Data:
Comparable sales increase(4)
Retail and salon comparable sales
E-commerce comparable sales
Total comparable sales increase
Number of stores end of year
Retail sales per average total square foot(5)
$
Capital expenditures
Depreciation and amortization
Repurchase of common shares
Balance Sheet Data:
Cash and cash equivalents
Short-term investments
Working capital
Property and equipment, net
Total stockholders’ equity
3,787,697
2,096,809
1,287,232
24,286
785,291
(1,568)
786,859
231,625
555,234
9.02
8.96
61,556
61,975
7.1%
59.9%
11.0%
1,074
548
440,714
252,713
367,581
$
$
$
$
$
277,445
$
120,000
1,051,577
1,189,453
1,774,217
3,107,508
1,747,229
1,073,834
18,571
654,824
(890)
655,714
245,954
409,760
6.55
6.52
62,519
62,851
13.4%
56.2%
15.8%
974
504
373,747
210,295
344,275
385,010
30,000
1,006,894
1,004,358
1,550,218
$
$
$
$
$
2,539,783
1,384,333
863,354
14,682
506,297
(1,143)
507,440
187,432
320,008
5.00
4.98
63,949
64,275
10.0%
47.5%
11.8%
874
450
299,167
165,049
167,396
345,840
130,000
978,946
847,600
1,442,886
2,104,582
1,136,787
712,006
14,366
410,415
(894)
411,309
154,174
257,135
4.00
3.98
64,335
64,651
8.1%
56.4%
9.9%
774
421
249,067
131,764
39,923
$
$
$
$
$
$
$
$
2,670,573
1,729,325
941,248
596,390
17,270
327,588
(118)
327,706
124,857
202,849
3.17
3.15
63,992
64,461
6.1%
76.6%
7.9%
675
407
226,024
106,283
37,337
$
389,149
$
419,476
150,209
900,761
717,159
1,247,509
-
735,886
595,736
1,003,094
* 5-Year Compound Annual Growth Rate (CAGR) is based on fiscal 2012 net sales, net income and store count of $2,220.3 million, $172.5 million and 550, respectively.
(1) Our fiscal year-end is the Saturday closest to January 31 based on a 52/53-week year. Each fiscal year consists of four 13-week quarters, with an extra week added onto the fourth quarter every five or six years.
(2) Fiscal 2017 includes 53 weeks; all other fiscal years reported include 52 weeks. Net sales for the 53rd week of fiscal 2017 were approximately $108.8 million.
(3) Income tax expense of $231.6 million in fiscal 2017 represents an effective tax rate of 29.4% compared to fiscal 2016 tax expense of $246.0 million and an effective tax rate of 37.5%.
On December 22, 2017, the Tax Cuts and Jobs Act was enacted into law. This new legislation reduced the federal corporate tax rate to 21.0% effective January 1, 2018. In accordance with
Section 15 of the Internal Revenue Code, the Company will utilize a blended rate of 33.7% for the fiscal 2017 tax year, by applying a prorated percentage of the number of days prior to and
subsequent to the January 1, 2018 effective date.
(4) Comparable sales increase reflects sales for stores beginning on the first day of the 14th month of operation. Remodeled stores are included in comparable sales unless the store was
closed for a portion of the current or comparable prior year.
(5) Retail sales per average total square foot was calculated, for all years presented, by dividing net sales for the year by the average square footage for those stores open during each year.
In prior years we calculated this metric using total net sales, excluding e-commerce sales. The Company believes that including e-commerce sales more appropriately reflects the Company’s
productivity. Net sales per average square foot calculated using total net sales, excluding e-commerce sales, would have been $495, $468, $424, $402, and $393, for fiscal years 2017, 2016,
2015, 2014 and 2013, respectively.
Ulta Beauty
2017 Annual Report
8.25"w 10.75"h
pg02
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Dear Stakeholder,
The Ulta Beauty team achieved excellent results in 2017, driving record sales and profits while continuing to gain
market share across all major categories and making significant progress on our strategic imperatives. We attracted
millions of new customers to our loyalty program and achieved all-time highs in brand awareness. We added dozens
of leading brands to our assortment, and significantly revamped our services offering. We drove impressive new store
productivity while driving stellar growth in e-commerce. We improved our infrastructure and supply chain capabilities.
Perhaps most importantly, we continued to grow and develop a workforce of passionate, highly engaged associates
who create and sustain our winning culture. All of these accomplishments give us tremendous confidence in executing
our future plans and driving sustainable, profitable growth in the years ahead.
Strong Financial Performance in 2017
Sales increased 21.2% to $5.9 billion. Total company comparable sales rose 11.0%, driven by healthy increases in both
traffic and average ticket. Earnings per diluted share grew 37.4% to $8.96 per diluted share, including a benefit of
$0.80 related to a lower tax rate due to the Tax Cuts and Jobs Act and the new accounting standard for share-based
payments, offset by one-time bonuses for our hourly associates.
High Performing Stores
We opened 100 net new stores in 2017, increasing square footage by 10% and ending the year with 1,074 stores in 48
states and the District of Columbia, as we progress toward our long-term target of between 1,400 and 1,700 stores
in the US. New store productivity continued to be very strong, and we successfully opened high profile stores in
Manhattan, Chicago, and the Mall of America. We continue to evolve our store format to respond to guests’ rising
expectations for an experiential environment. The latest store model features an enhanced skin services area, as well as
upgrades to the Ulta Beauty Collection wall, enhanced fixtures featuring impulse purchase items, and elevated prestige
haircare fixtures.
Rapid E-Commerce Growth
E-commerce sales increased 64.7% to $568.7 million from $345.3 million in fiscal 2016. Comparable e-commerce sales
rose 59.9%, representing 390 basis points of the total company comparable sales increase of 11.0%. E-commerce
represented nearly 10% of total company sales in 2017, reaching this goal two years earlier than expected. During 2017,
we invested in digital marketing, increased the percentage of loyalty members who are omni-channel shoppers to 10%,
enhanced our mobile app and mobile site, and rolled out a program we call “Store 2 Door” that allows guests to order
products in store and have them delivered to their homes, in order to satisfy strong demand for on-line only brands as
well as brands like MAC and Morphe that are not yet available in all of our stores.
Compelling Merchandise Assortment
A key component of our strategy is to offer relevant, innovative, and often exclusive products that excite our guests.
We gained market share in all major categories in 2017, with balanced growth across categories. Growth in skin care
and fragrance accelerated, and increases in color cosmetics, while still very healthy, moderated compared to the stellar
growth of 2016. We continued to add new brands and products during 2017, introducing nearly 100 new brands and
continuing to expand the iconic prestige brands Clinique, Lancôme, MAC and Benefit with an additional 700 boutiques.
We also enhanced our mass cosmetics assortment with the addition of several exciting new brands, many of which are
exclusive to Ulta Beauty.
Reinvention of Salon Services
We continue to differentiate our in-store experience with a comprehensive services offering, including hair, skin,
brow and makeup services. In 2017, salon sales increased 15.0% to $277.4 million. Comparable sales for hair and skin
services rose 6.1%. We tested a new salon model during the year, which simplifies the menu for hair and skin services,
offers better price transparency, and provides increased training for stylists, and are now rolling out the new model to
additional markets. We are also introducing a new model for skin services called the Skin Bar at Ulta Beauty, designed
to enhance the productivity of the space dedicated to the skin care category. We continue to roll out Benefit brow
bars, with brow services offered in 950 stores at year end. We launched Estee Lauder’s MAC brand in 120 stores during
the second half of 2017, staffed by makeup artists who assist guests with MAC products and services.
Ultamate Rewards Loyalty Program
With sales from members of our loyalty program representing over 90% of our revenue, our Ultamate Rewards
program is one of our most valuable assets. We grew the loyalty program membership 19% in 2017, adding 4.4 million
members to reach 27.8 million active members by year end, and continued to engage with members with increasingly
personalized offers. At the end of the year, we launched a new “Diamond” tier for our top guests who spend more than
$1,200 per year, offering compelling benefits to reward our most loyal guests. Our credit card program continues to
perform well, with new accounts and conversions above plan, and on-going evidence that we garner a higher share of
wallet from guests who participate in the program.
Ulta Beauty
2017 Annual Report
8.25"w 10.75"h
pg03
14
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Bleed-to-Gutter: 8.375”
Trim-to-Gutter: 8.25”
Type Safety: 7.75”
Infrastructure Improvements to Support Growth
Our supply chain performed very well during 2017, benefitting from the investments in new distribution centers and
systems we’ve made over the past several years. While the new distribution centers recently opened in Greenwood,
Indiana and Dallas, Texas continue to ramp up to full capacity and provide the efficiencies we planned, we’re now
building a distribution center in Fresno, California, expected to open in the summer of 2018, to better serve our guests
on the west coast. We continue to improve the speed of delivery of e-commerce orders, and are on track to meet our
goal of three-day or less delivery for more than 95% of Ulta.com orders by the end of 2018.
Excellent Financial Position
Ulta Beauty maintained its strong financial position during the year. We generated $339 million in free cash flow
in fiscal 2017, after investing $441 million in capital expenditures to support our growth. At year end, our debt free
balance sheet included $397 million of cash and short term investments. During 2017, we returned significant value
to shareholders through our stock repurchase program, buying back approximately 1.5 million shares of stock for
$368 million. Our solid balance sheet supports continued investment in projects designed to further enhance our
differentiated positioning and to elevate the overall guest experience, including investments in our people, innovation,
and infrastructure. We are confident that these investments will allow us to continue to deliver industry leading sales
and earnings growth, while making us a more competitive employer, providing a differentiated guest experience, and
driving exceptional market share gains.
Mission and Vision
We're on a quest to bring the fun side of beauty to all: constantly delighting our guests with All Things Beauty.
All in One Place.™ while offering rewarding careers for our passionate, beauty-loving associates. Our vision is to
be the most loved beauty destination of our guests and the most admired retailer by our Ulta Beauty associates,
communities, partners, and investors. For information about our efforts to be a world class employer, to support our
communities, to protect the environment, and to exercise excellent corporate governance, we invite you to explore
our corporate social responsibility page on our website at www.ulta.com/aboutus.
I sincerely thank our 35,000 associates who make Ulta Beauty a preferred beauty destination through their
commitment to living our core values and delivering a differentiated guest experience. I would also like to express my
gratitude for the valuable support of our shareholders, guests, brand partners, and Board of Directors.
Sincerely,
Mary N. Dillon
Chief Executive Officer
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Ulta Beauty
2017 Annual Report
8.25"w 10.75"h
pg04
Mary Dillon
Chief Ex
Ex
Sc
Chief Financial Offic
Jodi Car
Gener
& C
Jeffr
Chief Human R
Da
Chief Mer
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Mary Dillon
Chief Ex
Charles Philippin
Non-Ex
Sally Blount
Michelle C
Member of the A
Chair of the Nomina
& C
R
& C
Ca
& C
& C
Chair of the A
Dennis E
Member of the C
Member of the Nomina
Chair of the C
Member of the Nomina
Charles Heilbr
Member of the C
Member of the Nomina
Member of the C
Member of the A
Geor
Member of the A
Lorna Nagler
Member of the C
Member of the Nomina
& C
Vanes
Member of the A
Michael MacDonald
UNITED STATES
SECURITIES AND EXCHANGE COMMISSION
Washington, DC 20549
FORM 10-K
Annual Report Pursuant to Section 13 or 15(d) of the Securities Exchange Act of 1934
For the fiscal year ended February 3, 2018
or
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 BEAUTY, 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)
38-4022268
(I.R.S. Employer
Identification No.)
60440
(Zip code)
Registrant’s telephone number, including area code: (630) 410-4800
Securities registered pursuant to Section 12(b) of the Act:
Title of each class
Common stock, par value $0.01 per share
Name of each exchange on which registered
The NASDAQ Global Select Market
Securities registered pursuant to Section 12(g) of the Act: None
Indicate by check mark if the registrant is a well-known seasoned issuer, as defined in Rule 405 of the Securities Act. Yes No
Indicate by check mark if the registrant is not required to file reports pursuant to Section 13 or Section 15(d) of the Act. Yes No
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. Yes No
Indicate by check mark whether the registrant has submitted electronically and posted on its corporate Web site, if any, every Interactive
Data File required to be submitted and posted pursuant to Rule 405 of Regulation S-T (§ 232.405 of this chapter) during the preceding
12 months (or for such shorter period that the registrant was required to submit and post such files). Yes No
Indicate by check mark if disclosure of delinquent filers pursuant to Item 405 of Regulation S-K (§229.405 of this chapter) is not
contained herein, and will not be contained, to the best of registrant’s knowledge, in definitive proxy or information statements
incorporated by reference in Part III of this Form 10-K or any amendment to this Form 10-K.
Indicate by check mark whether the registrant is a large accelerated filer, an accelerated filer, a non-accelerated filer, a smaller reporting
company, or emerging growth company. See definitions of “large accelerated filer,” “accelerated filer,” “smaller reporting company,”
and “emerging growth company” in Rule 12b-2 of the Exchange Act. (Check one):
Large accelerated filer
Non-accelerated filer (Do not check if a smaller reporting company)
Accelerated filer
Smaller reporting company
Emerging growth company
If an emerging growth company, indicate by check mark if the registrant has elected not to use the extended transition period for
complying with any new or revised financial accounting standards provided pursuant to Section 13(a) of the Exchange Act.
Indicate by check mark whether the registrant is a shell company (as defined in Rule 12b-2 of the Act). Yes No
The aggregate market value of the voting stock held by non-affiliates of the registrant, based upon the closing sale price of the common
stock on July 28, 2017, as reported on the NASDAQ Global Select Market, was approximately $9,854,201,000. Shares of the registrant’s
common stock held by each executive officer and director and by each entity or person that, to the registrant’s knowledge, owned 5% or
more of the registrant’s outstanding common stock as of July 28, 2017 have been excluded in that such persons may be deemed to be
affiliates of the registrant. This determination of affiliate status is not necessarily a conclusive determination for other purposes.
The number of shares of the registrant’s common stock, par value $0.01 per share, outstanding as of March 29, 2018 was 60,611,334
shares.
DOCUMENTS INCORPORATED BY REFERENCE
Information required in response to Part III of Form 10-K (Items 10, 11, 12, 13 and 14) is hereby incorporated by reference
from portions of the registrant’s Proxy Statement for the 2018 Annual Meeting of Stockholders. Such proxy statement will
be filed with the Securities and Exchange Commission within 120 days of the registrant’s fiscal year ended February 3,
2018.
ULTA BEAUTY, INC.
TABLE OF CONTENTS
Part I . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1
Item 1.
Business . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
1
Item 1A.
Risk Factors . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10
Item 1B.
Unresolved Staff Comments . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 21
Item 2.
Item 3.
Item 4.
Properties . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 22
Legal Proceedings . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 23
Mine Safety Disclosures . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 23
Part II . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24
Item 5.
Item 6.
Item 7.
Market for Registrant’s Common Equity, Related Stockholder Matters and Issuer Purchases of
Equity Securities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24
Selected Financial Data . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 27
Management’s Discussion and Analysis of Financial Condition and Results of Operations . . . . . . . . 28
Item 7A.
Quantitative and Qualitative Disclosures about Market Risk . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 41
Item 8.
Item 9.
Financial Statements and Supplementary Data . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 41
Changes in and Disagreements with Accountants on Accounting and Financial Disclosure . . . . . . . . 41
Item 9A.
Controls and Procedures . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 41
Item 9B.
Other Information . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 42
Part III . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 43
Item 10.
Directors, Executive Officers and Corporate Governance . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 43
Item 11.
Executive Compensation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 43
Item 12.
Security Ownership of Certain Beneficial Owners and Management and Related Stockholder
Matters . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 43
Item 13.
Certain Relationships and Related Transactions, and Director Independence . . . . . . . . . . . . . . . . . . . 43
Item 14.
Principal Accountant Fees and Services . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 43
Part IV . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 44
Item 15.
Exhibits and Financial Statement Schedules . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 44
Item 16.
Form 10-K Summary . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 71
Signatures . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 72
FORWARD-LOOKING STATEMENTS
References in this Annual Report on Form 10-K to “we,” “us,” “our,” “Ulta Beauty,” the “Company” and similar
references mean Ulta Beauty, Inc. and its consolidated subsidiaries, unless otherwise expressly stated or the context
otherwise requires.
This Annual Report on Form 10-K contains forward-looking statements within the meaning of Section 21E of the
Securities Exchange Act of 1934, as amended, 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,” “targets,” “strategies” or other comparable words. Any forward-looking
statements contained in this Form 10-K 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, targets, strategies, or expectations contemplated by us will be achieved.
Such forward-looking statements are subject to various risks and uncertainties, which include, without limitation:
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changes in the overall level of consumer spending and volatility in the economy;
the possibility that we may be unable to compete effectively in our highly competitive markets;
the possibility that cybersecurity breaches and other disruptions could compromise our information or result in
the unauthorized disclosure of confidential information;
our ability to gauge beauty trends and react to changing consumer preferences in a timely manner;
our ability to attract and retain key executive personnel;
the possibility that the capacity of our distribution and order fulfillment infrastructure and the performance of
our newly opened and to be opened distribution centers may not be adequate to support our recent growth and
expected future growth plans;
our ability to sustain our growth plans and successfully implement our long-range strategic and financial plan;
the possibility of material disruptions to our information systems;
changes in the wholesale cost of our products;
the possibility that new store openings and existing locations may be impacted by developer or co-tenant issues;
natural disasters that could negatively impact sales;
our ability to successfully execute our common stock repurchase program or implement future common stock
repurchase programs; and
other risk factors detailed in our public filings with the Securities and Exchange Commission (the SEC),
including risk factors contained in Item 1A, “Risk Factors” of this Annual Report on Form 10-K for the year
ended February 3, 2018, as such may be amended or supplemented in our subsequently filed Quarterly Reports
on Form 10-Q.
Except to the extent required by the federal securities laws, we undertake no obligation to publicly update or revise any
forward-looking statements, whether as a result of new information, future events or otherwise.
Item 1. Business
Overview
Part I
Ulta Beauty is the largest beauty retailer in the United States and the premier beauty destination for cosmetics, fragrance,
skin care products, hair care products, and salon services. We provide unmatched product breadth, value, and
convenience in a distinctive specialty retail environment. Key aspects of our business include:
All Things Beauty. All in One Place.™ Our guests can satisfy all of their beauty needs at Ulta Beauty. Our
stores and website offer more than 20,000 products from approximately 500 well-established and emerging
beauty brands across all categories and price points, including Ulta Beauty’s own private label, the Ulta Beauty
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Collection. Our bright and open store environment encourages our guests to enjoy discovering new products and
services. We believe we offer the widest selection of categories across prestige and mass cosmetics, fragrance,
haircare, skincare, bath and body products, and salon styling tools. We also offer a full-service salon in every
store featuring hair, skin, and brow services.
Our Value Proposition. We believe our focus on delivering a compelling value proposition to our guests across
all of our product categories drives guest loyalty. We offer a comprehensive loyalty program, Ultamate
Rewards, and targeted promotions through our Customer Relationship Management (CRM) platform. We also
offer frequent promotions and coupons, in-store events, and gifts with purchase.
Convenience. Our stores are predominantly located in convenient, high-traffic locations such as power centers.
Our typical store is approximately 10,000 square feet, including approximately 950 square feet dedicated to our
full-service salon. Our store design, fixtures, and open layout provide the flexibility to respond to consumer
trends and changes in our merchandising strategy. As of February 3, 2018, we operated 1,074 retail stores
across 48 states and the District of Columbia, as well as an e-commerce website.
We were founded in 1990 as a beauty retailer at a time when prestige, mass, and salon products were sold through
distinct channels — department stores for prestige products, drug stores and mass merchandisers for mass products, and
salons and authorized retail outlets for professional hair care products. We developed a unique specialty retail concept
that offers All Things Beauty. All in One Place.™, a compelling value proposition, and a convenient and welcoming
shopping environment. On January 29, 2017, we implemented a holding company reorganization pursuant to which Ulta
Beauty, Inc., which was incorporated as a Delaware corporation in December 2016, became the successor to Ulta Salon,
Cosmetics & Fragrance, Inc., the former publicly-traded company and now a wholly owned subsidiary of Ulta Beauty.
The following description of our business should be read in conjunction with the information contained in our
Management’s Discussion and Analysis of Financial Condition and Results of Operations included in Item 7 and our
Financial Statements and Supplementary Data included in Item 8 of this Annual Report on Form 10-K.
Our strategy
We are committed to executing our strategic imperatives to drive long-term growth and sustainable competitive
advantages.
Acquire new guests and deepen loyalty with existing guests. We believe there is an opportunity to use consumer
insights and effective marketing tactics to acquire new guests and increase our “share of wallet” of existing guests. We
have sharpened our brand positioning, and are increasing awareness of the Ulta Beauty brand by communicating our
brand differentiation through broad scale advertising. We continue to leverage our direct mail advertising, catalogs, and
newspaper inserts to communicate with our guests, as well as marketing tactics such as digital, television, in-store
events, and public relations to drive brand engagement, deepen the guest connection to Ulta Beauty, and strengthen our
authority in the beauty category. In addition, we continue to leverage our loyalty program and CRM platform to drive
traffic, better understand our guests’ purchasing patterns, and support new store site selection. We have approximately
28 million active Ulta Beauty guests enrolled in our Ultamate Rewards loyalty program. Loyalty member transactions
represent more than 90% of our annual total net sales, and the transaction data demonstrates that loyalty members shop
with higher frequency and spend more per visit as compared to non-members. The customer data captured by our loyalty
program, together with our CRM platform, enable customer segmentation and targeted marketing communications
tailored to our guests’ unique beauty needs. We believe our loyalty program, combined with our growing CRM
capabilities, provide a significant long-term competitive advantage for Ulta Beauty.
Differentiate by delivering a distinctive and personalized guest experience across all channels. The Ulta Beauty guest
experience today is differentiated by our broad array of categories, brands and price points, high quality services and
friendly, well-trained, non-commissioned associates. Our opportunity is to sharpen that experience, by making it more
relevant, differentiated, and personalized in-store and online. Our store associates are the key to delivering a distinctive
guest experience that is personal, informative, and fun. To enable an elevated and engaging in-store guest experience, we
are focusing on three key areas: process improvements, store and technology enhancements, and labor and staffing
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solutions. At the same time, we are improving our e-commerce guest experience to ensure it is easy and informative with
content that inspires, educates, and enables sharing and social engagement. For example, we have improved our mobile
app and mobile site experience, offer a try-on app called “Glamlab” to digitally test products, and expanded our online
assortment to include online only brands. Through our loyalty and CRM capabilities, we continue to emphasize targeted
communications and personalized promotions that are relevant to our guests.
Offer relevant, innovative, and often exclusive products that excite our guests. We believe our broad selection of
merchandise across categories, price points, and brands offers a unique shopping experience for our guests. While the
products we sell can be found in department stores, specialty stores, salons, drug stores, mass merchandisers, and pure-
play e-commerce companies, we offer approximately 500 brands in one retail format so that our guests can find
everything they need in one shopping trip. Our vision is to be the undisputed destination for All Things Beauty. All in
One Place.™ To achieve this vision, we continue to evolve our product assortment with a focus on newness and
exclusivity. We also continue to upgrade and enhance the Ulta Beauty Collection, our private label, which offers
products in key categories such as cosmetics, skincare, and bath. Because of our broad array of categories, brand, and
price points, we appeal to a wide range of consumers of all ages, demographics, and lifestyles.
Deliver exceptional services in three core areas: hair, skin health, and brows. Our service offerings play an important
role in delivering on our brand promise to be All Things Beauty. All in One Place.™ We plan to establish Ulta Beauty as
a leading salon authority by providing high quality and consistent services from our licensed stylists, with a focus on the
key pillars of hair, skin health, and brows. We provide haircare services in our full-service salons, using high quality
Redken products and offering trend-right hairstyles and color. We also offer skin services in partnership with
Dermalogica in all stores and brow services through Benefit Brow Bars in most of our stores. Our strategy is to drive
awareness and trial of our salon services with new guests as well as accelerate the frequency of existing guests’ visits.
Salon guests shop more frequently and spend three times more than non-salon guests based on loyalty guest data. We
believe focusing on guest satisfaction, increasing effectiveness of promotions, and optimizing staffing and scheduling
will make our services business an even stronger differentiator in our stores.
Grow stores and e-commerce to reach and serve more guests. Our real estate vision is to make Ulta Beauty accessible
and convenient to more consumers across a variety of markets, a key part of how we plan to double our market share
over the next several years. We believe that over the long term, we have the potential to grow our store base to between
1,400 to 1,700 Ulta Beauty stores in the United States. We plan to further penetrate existing suburban markets, expand
our presence in small markets, and further develop urban markets. We have a solid track record of executing an
aggressive store growth program and a rigorous analytical approach to site selection that has translated into a high
performing real estate portfolio. We expect to open approximately 100 new stores per year for the next several years.
In addition to store expansion, we expect to significantly grow our e-commerce sales. Our e-commerce platform has two
key roles: generating direct channel sales and profits, while communicating with our guests in an interactive, enjoyable
way that reinforces the Ulta Beauty brand driving traffic to our stores, website, and native applications. Our omni-
channel guests are extremely valuable, spending nearly three times as much as retail only guests. We continue to develop
and add new website features and functionality, marketing programs, product assortment, new brands, and omni-channel
integration points. We intend to establish ourselves as a leading online beauty resource by providing our guests with a
rich online experience for information on key trends and products, editorial content, expanded assortments, best in class
features and functionality, interactive experiences, including virtual try-on capabilities, and social media content. We
also continue to improve our order fulfillment capabilities with increased speed of delivery through new distribution
centers and efficient processes designed for e-commerce order fulfillment. E-commerce sales represented 9.7% of total
net sales in the fiscal year ended February 3, 2018, and we expect it to continue to grow as a percentage of our mix in the
future.
Invest in infrastructure to support our guest experience and growth and capture scale efficiencies. We expect to
continue to grow enterprise inventory capabilities to better anticipate and respond to our guests’ demand across all
channels. This includes optimizing our distribution network, improving inventory turns by moving product faster and
more frequently through all channels, and improving inventory visibility, forecast accuracy, and managing product life
cycle through investments in people, process, and technology. We also plan to invest in guest-facing labor hours,
training, and tools to deliver a differentiated and personalized guest experience. We expect to capture operational
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efficiencies in new enterprise inventory capabilities to help fund investments in additional store labor and other in-store
technologies. We will also pursue opportunities to optimize our marketing spend to maximize effectiveness. Finally, we
plan to drive scale and cost efficiencies across the enterprise.
Attract and retain talent that drives a winning culture. Leadership, culture, and engagement of our associates are key
drivers of our performance. We have an experienced management team that brings a creative merchandising approach
and a disciplined operating philosophy to our business. Our well-trained, non-commissioned store associates are highly
engaged and deliver a differentiated guest experience. We continue to expand the depth of our team at all levels and in
all functional areas to support our growth.
Our market
We operate within the large and growing U.S. beauty products and salon services industry. This market represents
approximately $142 billion in sales, according to Euromonitor International and IBIS World Inc. The approximately
$87 billion beauty products industry includes cosmetics, haircare, fragrance, bath and body, skincare, salon styling tools,
and other toiletries. Within this market, we compete across all major categories as well as a range of price points by
offering prestige, mass, and salon products. The approximately $55 billion salon services industry consists of hair, skin,
and nail services.
Competition
Our major competitors for prestige and mass products include traditional department stores, specialty stores, drug stores,
mass merchandisers, and the online capabilities of national retailers, as well as pure-play e-commerce companies. The
market for salon services and products is highly fragmented. Our competitors for salon services and products include
chain and independent salons.
Retail stores
Our retail stores are predominantly located in convenient, high-traffic locations such as power centers. Our typical store
is approximately 10,000 square feet, including approximately 950 square feet dedicated to our full-service salon. The
average investment required to open a new Ulta Beauty store is approximately $1.6 million, which includes capital
investments, net of landlord contributions, pre-opening expenses, and initial inventory, net of payables. Our net
investment required to open new stores and the net sales generated by new stores may vary depending on a number of
factors, including geographic location. Our retail store concept, including physical layout, displays, lighting, and quality
of finishes, has evolved over time to match the rising expectations of our guests and to keep pace with our merchandising
and operating strategies. As of February 3, 2018, we operated 1,074 stores in 48 states and the District of Columbia.
Our fiscal 2017 new store program was comprised of approximately 70% new stores opened in existing shopping centers
and 30% in new shopping centers. In fiscal 2017, approximately 80% of new stores were filling in existing markets and
20% of new stores were in new markets.
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In addition to opening new stores, we also remodeled, relocated, or refreshed (prestige boutiques and related in-store
merchandising upgrades) certain stores, as shown in the following table:
Fiscal year ended
February 3,
January 28,
January 30,
2018
2017
2016
Total stores beginning of period . . . . . . . . . . . . . . . .
Stores opened . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Stores closed . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Total stores end of period . . . . . . . . . . . . . . . . . . . . .
974
102
(2)
1,074
874
104
(4)
974
774
103
(3)
874
Total square footage . . . . . . . . . . . . . . . . . . . . . . . . .
Average square footage per store . . . . . . . . . . . . . . .
11,300,920
10,522
10,271,184
10,545
9,225,957
10,556
Stores remodeled . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Stores relocated . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Stores refreshed . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
11
7
190
12
2
213
4
5
163
Salon services
We offer a full range of services in all of our stores, focusing on the three key pillars of hair, skin health, and brow
services. Our current Ulta Beauty store format includes an open and modern salon area with approximately eight to ten
stations and the majority of our stores offer brow services. The entire salon area is approximately 950 square feet with a
concierge desk, skin treatment room or dedicated skin treatment area, and shampoo and hair color processing area. We
employ highly skilled licensed professional stylists and estheticians who offer services as well as educational
experiences, including consultations, styling lessons, make-up applications, skincare regimens, and at-home care
recommendations. We also have an internal elite artistic team that consists of 12 stylists and six pro team members.
E-commerce
We offer more than 20,000 beauty products from hundreds of brands. Our e-commerce platform (ulta.com) is also an
important resource for our guests to access product and store information, beauty trends, in-depth product reviews, and
techniques. We continually enhance the website with a collection of tips, tutorials, videos, user generated content, and
social content. We have significantly improved our e-commerce fulfillment capabilities through new distribution centers,
processes, and systems.
Merchandising
Strategy
We offer one of the most extensive product and brand selections in our industry, including a broad assortment of branded
and private label beauty products in cosmetics, fragrance, haircare, skincare, bath and body products, and salon styling
tools. A typical Ulta Beauty store carries more than 20,000 products from approximately 500 well-established and
emerging beauty brands across all categories and price points, including Ulta Beauty’s own private label, the Ulta Beauty
Collection. We present these products in an open-sell environment using centrally produced planograms (detailed
schematics showing product placement in the store) and promotional merchandising planners. Our merchandising team
continually monitors current fashion trends, historical sales trends, and new product launches to keep Ulta Beauty’s
product assortment fresh and relevant to our guests. We believe our broad selection of merchandise, from moderate-
priced brands to higher-end prestige brands, creates a unique shopping experience for our guests.
We believe our private label products, the Ulta Beauty Collection, are a strategically important category for growth and
profit contribution. Our objective is to provide quality, trend-right private label products to continue to strengthen our
guests’ perception of Ulta Beauty as a contemporary beauty destination. Ulta Beauty manages the full development cycle
of these products from concept through production in order to deliver differentiated packaging and formulas to build our
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brand image. We also offer products such as IT Brushes for Ulta Beauty, Tarte Double Duty Beauty cosmetics, and CHI
for Ulta Beauty hair care appliances that are exclusive to Ulta Beauty. The Ulta Beauty Collection and Ulta Beauty
exclusive products represented approximately 6.5% of our total net sales in fiscal 2017.
Categories
We offer a balanced portfolio across five primary categories: (1) cosmetics; (2) skincare, bath and fragrance; (3) haircare
products and styling tools; (4) salon services; and (5) other, which includes nail products and accessories. We have
gained market share across all categories of our business, with particular strength in cosmetics.
The following table sets forth the approximate percentage of net sales attributed to each category for the periods
presented:
Cosmetics . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Skincare, Bath & Fragrance . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Haircare Products & Styling Tools . . . . . . . . . . . . . . . . . . . . . .
Salon Services . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Other . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
February 3,
2018
Fiscal year ended
January 28,
2017
January 30,
2016
51%
21%
19%
5%
4%
100%
51%
20%
20%
5%
4%
100%
46%
23%
22%
5%
4%
100%
Organization
Our merchandising team consists of a Chief Merchandising and Marketing Officer overseeing two Senior Vice
Presidents who in turn oversee a team of category Vice Presidents, Divisional Merchandise Managers, and their team of
buyers. Our merchandising team works with our centralized merchandise planning and forecasting group to ensure a
consistent execution across our store base and e-commerce platform.
Our planogram department assists the merchants and inventory teams to keep new products flowing into stores on a
timely basis. All major product categories undergo planogram revisions on a regular basis and adjustments are made to
assortment mix and product placement based on current sales trends.
Our visual department works with our merchandising team on strategic placement of promotional merchandise, along
with functional and educational signage and creative product presentation standards in all of our stores. All stores receive
a centrally produced promotional merchandising planner to ensure consistent implementation of our marketing programs.
Planning and allocation
Our merchandising team works to ensure consistent execution across our store base and e-commerce platform. We have
developed a disciplined approach to buying and a dynamic inventory planning and allocation process to support our
merchandising strategy. We centrally manage product replenishment to our stores through our merchandise planning
group. This group serves as a strategic partner to, and provides financial oversight of, the merchandising team. The
merchandising team creates a sales forecast by category for the year. Our merchandise planning group creates an open-
to-buy plan, approved by senior executives, for each product category. The open-to-buy plan is updated weekly with
point-of-sale (POS) data, receipts and inventory levels and is used throughout the year to balance buying opportunities
and inventory return on investment. We believe this structure maximizes our buying opportunities while maintaining
organizational and financial control. Regularly replenished products are presented consistently in all stores utilizing a
merchandising planogram process. POS data is used to calculate sales forecasts and to determine replenishment levels.
We determine promotional product replenishment levels using sales history from similar or comparable events. To
ensure our inventory remains productive, our planning and replenishment group, along with senior executives, monitor
the levels of clearance and aged inventory in our stores on a weekly basis. We continue to optimize our merchandising
planning and forecasting system, master data, and space and floor planning systems.
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Vendor partnerships
We have strong, active relationships with our more than 400 vendor partners. Our top ten vendor partners, such as Estée
Lauder Companies, L’Oréal, and Shiseido among others, represented approximately 64% of our total net sales in fiscal
2017 and fiscal 2016. We believe our vendor partners view us as a significant distribution channel for growth and brand
enhancement and we work closely with them to market both new and existing brands.
Marketing and advertising
Marketing strategy
We employ a multi-faceted marketing strategy to increase brand awareness, drive traffic to our stores and website,
acquire new guests, improve guest retention, and increase frequency of shopping. We communicate with our guests and
prospective guests through multiple vehicles, including direct mail catalogs, newspaper inserts, television, radio, and
digital advertising. These vehicles highlight the breadth of our selection of prestige, mass, and salon beauty products,
new products and services, and special offers, and are designed to increase brand awareness. Our comprehensive public
relations strategy enhances Ulta Beauty’s reputation as a beauty destination, increases brand awareness, supports our
charitable efforts on behalf of The Breast Cancer Research Foundation, and drives awareness of new products, in-store
events, and new store openings.
Our loyalty program, Ultamate Rewards, is an important tool to increase retention of existing guests and to enhance their
loyalty to the Ulta Beauty brand. Approximately 28 million active loyalty program members generated more than 90% of
Ulta Beauty’s total net sales in fiscal 2017. Ultamate Rewards enables customers to earn points based on their purchases.
Points earned are valid for at least one year and may be redeemed on any product we sell. Our CRM platform enables
sophisticated mining of the customer data in our loyalty member database as well as greater personalization of our
marketing campaigns. To enhance our loyalty program, we launched co-branded and private label credit cards in fiscal
2016. The credit cards drive higher wallet share and greater loyalty from our rewards members, provide increased
consumer insights, and offer attractive economics. In fiscal 2017, we expanded our gift card program to increase
distribution to thousands of supermarkets and other retailers through a partnership with a third party.
We are directing a growing percentage of our marketing expense toward email marketing, digital marketing, and national
TV and radio advertising. We believe these channels are highly effective in communicating with existing guests, as well
as reaching those who have not yet shopped with us. Our email marketing program has been effective in communicating
with our existing online and retail guests in a targeted and relevant way. Our digital marketing strategy includes search
engine optimization, paid search, mobile advertising, social media, display advertising, and other digital marketing
channels. Digital marketing, coupled with our national TV and radio advertising, has helped us grow brand awareness
among those not familiar with Ulta Beauty, which we believe has resulted in new guests and reactivation of guests who
have not shopped at Ulta Beauty within the last year.
Staffing and operations
Retail stores
Our current Ulta Beauty store format is staffed with a general manager, a salon manager, two associate managers, a full
time prestige manager, and approximately twenty full and part-time associates; including approximately four to eight
prestige consultants and eight to ten licensed salon professionals. The management team in each store reports to the
general manager. The general manager oversees all store activities including salon management, inventory management,
merchandising, cash management, scheduling, hiring, and guest services. Members of store management receive bonuses
depending on their position and based upon various metrics. Each general manager reports to a district manager, who in
turn reports to a Regional Vice President of Operations, who in turn reports to the Senior Vice Presidents of Store
Operations, who in turn reports to our Chief Store Operations Officer, who in turn reports to the Chief Executive Officer.
Each store team receives additional support from time to time from recruiting specialists for the retail and salon
operations, regionally based human resource managers, a field loss prevention team, salon technical trainers,
management trainers, and vendor partners.
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Ulta Beauty stores are open seven days a week, typically eleven hours a day, Monday through Saturday, and seven hours
on Sunday. Our stores have extended hours during the holiday season.
Salon services
A typical salon is staffed with eight to ten licensed salon professionals, including a salon manager, six stylists, and one or
two estheticians. Our most productive salons have a guest coordinator and an assistant manager. Our salon technical
trainers and vendor partner education classes create a comprehensive educational program for approximately 8,800 Ulta
Beauty salon professionals.
Training and development
Our success is dependent in part on our ability to attract, train, retain, and motivate qualified associates at all levels of the
organization. We have developed a corporate culture that enables individual store managers to make store-level
operating decisions and we consistently reward high performance. We are committed to continually developing our
associates and providing career advancement opportunities. Our associates and management teams are essential to our
store expansion strategy. We use a combination of existing managers, promoted associates, and outside hires to support
our new stores.
All of our associates participate in an interactive new-hire orientation through which each associate becomes acquainted
with Ulta Beauty’s mission, vision, and values. We train and educate our new store managers, prestige beauty advisors,
and sales associates on our beauty products and services, our policies and procedures, opening and closing routines,
guest service expectations, loss prevention practices, and our culture. We provide continuing education to salon
professionals and retail associates throughout their careers at Ulta Beauty. Our learning management system allows us to
provide ongoing training to all associates to continually enhance their product knowledge, technical skills, and guest
service expertise. In contrast to the sales teams at traditional department stores, our retail sales teams are not
commissioned. Our prestige beauty advisors are trained to work across all prestige lines and within our prestige
boutiques (sets of custom-designed fixtures configured to prominently display certain prestige brands within our stores),
where guests can receive makeup demonstrations, skin analysis, and assistance in selecting the products and services that
suit them best.
Distribution
Our vision is to develop an expanded and optimized end-to-end supply chain that improves operational efficiency,
performance, and guest experience. This includes enhanced systems and processes as well as a modernized distribution
center network to support our new store program and rapid e-commerce growth. We currently operate five distribution
centers and will open a sixth distribution center in Fresno, California in fiscal 2018.
Inventory is shipped from our suppliers to our distribution centers. We carry more than 20,000 products and replenish
our stores with such products primarily in eaches (i.e., less-than-case quantities), which allows us to ship less than an
entire case when only one or two of a particular product is required. Our distribution centers use distribution
management and distribution control software systems to maintain and support product purchase decisions. Store
replenishment order selection is performed using pick-to-light processing technologies. Product is delivered to stores
using a broad network of contract and local pool (final mile) carriers.
Information technology
We are committed to using technology to enhance our competitive position. We depend on a variety of information
systems and technologies to maintain and improve our competitive position and to manage the operations of our growing
store base. We rely on computer systems to provide information for all areas of our business, including supply chain,
merchandising, POS, e-commerce, marketing, finance, accounting, and human resources. Our core business systems
consist mostly of purchased software programs that integrate together and with our internally developed software
solutions. Our technology also includes a company-wide network that connects all corporate users, stores, and our
distribution center infrastructure and provides communications for credit card and continual polling of sales and
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merchandise movement at the store level. We intend to leverage our technology infrastructure and systems where
appropriate to gain operational efficiencies through more effective use of our systems, people, and processes. We update
the technology supporting our stores, distribution infrastructure, and corporate headquarters on a regular basis. We will
continue to make investments in our information systems to facilitate our growth and enable us to enhance our
competitive position.
Intellectual property
We have registered trademarks in the United States and other countries. The majority of our trademark registrations
contain the ULTA mark, including Ulta Beauty and two related designs, Ulta.com and Ulta Salon, Cosmetics &
Fragrance (and design). We maintain our marks on a docket system to monitor filing deadlines for renewal and
continued validity. All marks that are deemed material to our business have been applied for or registered in the United
States and select foreign countries, including Canada.
We believe our trademarks, especially those related to the Ulta brand, have significant value and are important to
building brand recognition.
Government regulation
We are affected by extensive laws, governmental regulations, administrative determinations, court decisions, and similar
constraints. Such laws, regulations, and other constraints may exist at the federal, state, or local levels in the United
States. Many of the products we sell in our stores, such as cosmetics, dietary supplements, food and over-the-counter
(OTC) drugs, medical devices, and styling tools, including our Ulta Beauty branded products, are subject to regulation
by the U.S. Food and Drug Administration (FDA), the U.S. Federal Trade Commission (FTC), the Consumer Product
Safety Commission (CPSC), state regulatory agencies, and State Attorneys General (State AGs). Such regulations
principally relate to the safety, labeling, manufacturing, advertising, packaging, and distribution of the products.
Products classified as cosmetics (as defined in the Federal Food, Drug and Cosmetic Act (FDC Act)) are not subject to
pre-market approval by the FDA, but the products must generally be safe and must be properly manufactured and
labeled. Certain products, such as sunscreens and acne treatments, are classified as OTC drugs, and certain ingestible
products, such as vitamins and minerals, are classified as dietary supplements. Both OTC drugs and dietary supplements
have specific ingredient, labeling, and manufacturing requirements. The labeling and packaging of these products is
subject to the requirements of the FDC Act and the Fair Packaging and Labeling Act. Products such as wrinkle reducing
lights may be classified as medical devices and, in addition to being subject to labeling and manufacturing requirements,
may also be subject to premarketing review by the FDA. Finally, products such as styling tools (e.g. blow dryers and
curling irons) are regulated by the CPSC, which has strict requirements with respect to reporting possible product
defects.
Further, claims we make in advertising, including claims about the safety or efficacy of products, pricing claims and
environmental claims, are subject to regulation by the FTC and State AGs who generally prohibit unfair or deceptive
practices.
Labor and employment and taxation laws, to which most retailers are typically subject, also impact our day-to-day
operations. We are also subject to typical zoning and real estate land use restrictions and typical advertising and
consumer protection laws (both federal and state). Our services business is subject to state board regulations and state
licensing requirements.
In our store leases, we require our landlords to obtain all necessary zoning approvals and permits for the site to be used
as a retail site and we also ask them to obtain any zoning approvals and permits for our specific use (but at times the
responsibility for obtaining zoning approvals and permits for our specific use falls to us). We require our landlords to
deliver a certificate of occupancy for any work they perform on our buildings or the shopping centers in which our stores
are located. We are responsible for delivering a certificate of occupancy for any remodeling or build-outs that we
perform and are responsible for complying with all applicable laws in connection with such construction projects or
build-outs.
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Employees
As of February 3, 2018, we employed approximately 13,700 associates on a full-time basis and approximately
21,000 associates on a part-time basis. We have no collective bargaining agreements. We have not experienced any work
stoppages and believe we have good relationships with our employees.
Seasonality
Our business is subject to seasonal fluctuation. Significant portions of our net sales and profits are realized during the
fourth quarter of the fiscal year due to the holiday selling season. To a lesser extent, our business is also affected by
Mother’s Day, Valentine’s Day, and the “Back to School” season.
Available information
Our principal website address is www.ulta.com. We make available at this address under investor relations (at
http://ir.ultabeauty.com), free of charge, our proxy statement, annual report to shareholders, annual report on Form 10-K,
quarterly reports on Form 10-Q, current reports on Form 8-K, and all amendments to those reports as soon as reasonably
practicable after such material is electronically filed with or furnished to the SEC. Information available on our website
is not incorporated by reference in and is not deemed a part of this Form 10-K. In addition, our filings with the SEC may
be accessed through the SEC’s website at www.sec.gov. You may read and copy any filed document at the SEC’s public
reference rooms in Washington, D.C. at 100 F Street, N.E., Washington, D.C. 20549. Please call the SEC at
1-800-SEC-0330 for further information about the public reference rooms. All statements made in any of our securities
filings, including all forward-looking statements or information, are made as of the date of the document in which the
statement is included and we do not assume or undertake any obligation to update any of those statements or documents
unless we are required to do so by law.
Item 1A. Risk Factors
The risks described below could materially and adversely affect our business, financial condition, results of operations,
or future growth. We could also be affected by additional risks that apply to all companies operating in the United
States, as well as other risks that are not presently known to us or that we currently consider to be immaterial. You
should carefully consider the following risks and all of the other information contained in this Annual Report on
Form 10-K before making an investment in our common stock.
The health of the economy in the channels we serve may affect consumer purchases of discretionary items such as
beauty products and salon services, which could have a material adverse effect on our business, financial condition,
profitability, and cash flows.
Our results of operations may be materially affected by conditions in the capital markets and the economy generally,
both in the U.S. and internationally. We appeal to a wide demographic consumer profile and offer an extensive selection
of beauty products sold directly to retail consumers and premium salon services. Uncertainty in the economy could
adversely impact consumer purchases of discretionary items across all of our product categories, including prestige
beauty products and premium salon services. Factors that could affect consumers’ willingness to make such discretionary
purchases include: general business conditions, levels of employment, interest rates, tax rates, the availability of
consumer credit, and consumer confidence in future economic conditions. In the event of a prolonged economic
downturn or acute recession, consumer spending habits could be adversely affected and we could experience lower than
expected net sales.
In addition, a general deterioration in economic conditions could adversely affect our commercial partners including our
vendor partners as well as the real estate developers and landlords who we rely on to construct and operate centers in
which our stores are located. A bankruptcy or financial failure of a significant vendor or a number of significant real
estate developers or shopping center landlords could have a material adverse effect on our business, financial condition,
profitability, and cash flows. Additionally, volatility and disruption to the capital and credit markets in the recent global
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recession had a significant, adverse impact on global economic conditions, resulting in recessionary pressures and
declines in consumer confidence and economic growth, which, in turn, led to declines in consumer spending. Reduced
consumer spending could cause changes in customer order patterns and changes in the level of merchandise purchased
by our customers, and may signify a reset of consumer spending habits, all of which may adversely affect our business,
financial condition, profitability, and cash flows.
We may be unable to compete effectively in our highly competitive markets.
The markets for beauty products and salon services are highly competitive with few barriers to entry. We compete
against a diverse group of retailers, both small and large, including regional and national department stores, specialty
retailers, drug stores, mass merchandisers, high-end and discount salon chains, locally owned beauty retailers and salons,
online capabilities of national retailers, pure-play e-commerce companies, catalog retailers, and direct response
television, including television home shopping retailers, and infomercials. We believe the principal bases upon which we
compete are the breadth of merchandise, our value proposition, the quality of our guests’ shopping experience, and the
convenience of our stores as one-stop destinations for beauty products and salon services. Many of our competitors are,
and many of our potential competitors may be, larger and have greater financial, marketing, and other resources and
therefore, may be able to adapt to changes in customer requirements more quickly, devote greater resources to the
marketing and sale of their products, generate greater national brand recognition, or adopt more aggressive pricing
policies than we can. As a result, we may lose market share, which could have a material adverse effect on our business,
financial condition, profitability, and cash flows.
Cybersecurity breaches and other disruptions could compromise our information, result in the unauthorized
disclosure of confidential guest, employee, Company and/or business partners’ information, damage our reputation,
and expose us to liability, which could negatively impact our business.
In the ordinary course of our business, we collect, process, and store sensitive and confidential data, including our
proprietary business information and that of our guests, suppliers and business partners, and personally identifiable
information of our guests and employees, in our data centers and on our networks. The secure processing, maintenance,
and transmission of this information is critical to our operations. We rely on commercially available systems, software,
tools, and monitoring to provide security for processing, transmission, and storage of confidential information. Despite
the security measures we have in place and continual vigilance in regard to the protection of sensitive information, our
systems and those of our third party service providers may be vulnerable to security breaches, attacks by hackers, acts of
vandalism, computer viruses, misplaced or lost data, human errors, or other similar events. Any such breach could
compromise our networks and the information stored there could be accessed, publicly disclosed, lost, or stolen. Any
such access, disclosure, or other loss of information could result in legal claims or proceedings, liability under laws that
protect the privacy of personal information, disrupt our operations, damage our reputation, and cause a loss of confidence
in our business, products, and services, which could adversely affect our business, financial condition, profitability, and
cash flows.
Our comparable sales and quarterly financial performance may fluctuate for a variety of reasons, which could result
in a decline in the price of our common stock.
Our comparable sales and quarterly results of operations have fluctuated in the past, and we expect them to continue to
fluctuate in the future. A variety of factors affect our comparable sales and quarterly financial performance, including:
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general U.S. economic conditions and, in particular, the retail sales environment;
changes in our merchandising strategy or mix;
performance of our new and remodeled stores;
the effectiveness of our inventory management;
timing and concentration of new store openings, including additional human resource requirements and related
pre-opening and other start-up costs;
cannibalization of existing store sales by new store openings;
levels of pre-opening expenses associated with new stores;
timing and effectiveness of our marketing activities;
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seasonal fluctuations due to weather conditions;
actions by our existing or new competitors; and
hurricanes, tornadoes, wildfires, earthquakes, mudslides, and other natural disasters.
Accordingly, our results for any one fiscal quarter are not necessarily indicative of the results to be expected for any
other quarter, and comparable sales for any particular future period may decrease. In that event, the price of our common
stock may decline. For more information on our quarterly results of operations, see Note 13 to our consolidated financial
statements, “Selected quarterly financial data (unaudited),” and Item 7, “Management’s Discussion and Analysis of
Financial Condition and Results of Operations.”
If we are unable to gauge beauty trends and react to changing consumer preferences in a timely manner, our sales
may decrease.
We believe our success depends in substantial part on our ability to:
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recognize and define product and beauty trends;
anticipate, gauge, and react to changing consumer demands in a timely manner;
translate market trends into appropriate, saleable product, and service offerings in our stores and salons in
advance of our competitors;
develop and maintain vendor relationships that provide us access to the newest merchandise on reasonable
terms; and
distribute merchandise to our stores in an efficient and effective manner and maintain appropriate in-stock
levels.
If we are unable to anticipate and fulfill the merchandise needs of the consumer, our net sales may decrease and we may
be forced to increase markdowns of slow-moving merchandise, either of which could have a material adverse effect on
our business, financial condition, profitability, and cash flows.
If we fail to retain our existing senior management team or attract qualified new personnel, such failure could have a
material adverse effect on our business, financial condition, profitability, and cash flows.
Our business requires disciplined execution at all levels of our organization. This execution requires an experienced and
talented management team. If we were to lose the benefit of the experience, efforts, and abilities of key executive
personnel, it could have a material adverse effect on our business, financial condition, profitability, and cash flows.
Furthermore, our ability to manage our retail expansion will require us to continue to train, motivate, and manage our
associates. We will need to attract, motivate, and retain additional qualified executive, managerial, and merchandising
personnel and store associates. Competition for this type of personnel is intense, and we may not be successful in
attracting, assimilating, and retaining the personnel required to grow and operate our business profitably.
The capacity of our distribution and order fulfillment infrastructure and the performance of our newly opened and to
be opened distribution centers may not be adequate to support our historical growth and expected future growth
plans, which could prevent the successful implementation of these plans or cause us to incur excess costs to expand
this infrastructure, which could have a material adverse effect on our business, financial condition, profitability, and
cash flows.
We currently operate five distribution facilities, which house the distribution operations for Ulta Beauty retail stores
together with the order fulfillment operations of our e-commerce platform. In 2014, we began a multi-year supply chain
project, which focused on, among other things, adding capacity and system improvements to support expanded omni-
channel capabilities. In order to support our historical and expected future growth and to maintain the efficient operation
of our business, it is likely additional distribution centers will be added in the future. We opened our fourth and fifth
distribution centers in 2015 and 2016, respectively, and expect to open our sixth distribution center in 2018. Our failure
to effectively upgrade and expand our distribution capacity on a timely basis to keep pace with our anticipated growth in
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stores and the performance of our newly opened distribution centers could have a material adverse effect on our
business, financial condition, profitability, and cash flows.
Any significant interruption in the operations of our distribution facilities could disrupt our ability to deliver
merchandise to our stores in a timely manner, which could have a material adverse effect on our business, financial
condition, profitability, and cash flows.
We distribute products to our stores without supplementing such deliveries with direct-to-store arrangements from
vendors or wholesalers. We are a retailer carrying over 20,000 beauty products that change on a regular basis in response
to beauty trends, which makes the success of our operations particularly vulnerable to disruptions in our distribution
infrastructure. Any significant interruption in the operation of our supply chain infrastructure, such as disruptions in our
information systems, disruptions in operations due to fire, natural disasters, or other catastrophic events, labor
disagreements, or shipping and transportation problems, could drastically reduce our ability to receive and process orders
and provide products and services to our stores, which could have a material adverse effect on our business, financial
condition, profitability, and cash flows.
Our e-commerce platform may be unsuccessful.
We offer most of our beauty products for sale through our Ulta.com website. As a result, we encounter risks and
difficulties frequently experienced by internet-based businesses, including risks related to our ability to attract and retain
customers on a cost-effective basis and our ability to operate, support, expand, and develop our internet operations,
website and software, and other related operational systems. Although we believe that our participation in both
e- commerce and physical store sales is a distinct advantage for us due to synergies and the potential for new customers,
supporting product offerings through both of these channels could create issues that have the potential to adversely affect
our results of operations. For example, if our e-commerce platform successfully grows, it may do so in part by attracting
existing guests, rather than new guests, who choose to purchase products from us online rather than from our physical
stores, thereby reducing the financial performance of our stores. In addition, offering different products through each
channel could cause conflicts and cause some of our current or potential internet customers to consider competing
distributors of beauty products. Offering products through our internet channel could also cause some of our current or
potential vendors to consider competing internet offerings of their products either on their own or through competing
distributors. As we continue to grow our e-commerce platform, the impact of attracting existing rather than new guests,
conflicts between product offerings online and through our stores, and opening up our channels to increased competition
from pure-play e-commerce companies could have a material adverse effect on our business, financial condition,
profitability, and cash flows.
We may not be able to sustain our growth plans and successfully implement our long-range strategic and financial
plans, which could have a material adverse effect on our business, financial condition, profitability, and cash flows.
In addition, we intend to continue to open new stores, which could strain our resources and have a material adverse
effect on our business, financial condition, profitability, and cash flows.
Our continued and future growth largely depends on our ability to implement our long-range strategic and financial plans
and successfully open and operate new stores on a profitable basis. There can be no assurance that we will be successful
in implementing our growth plans or long-range strategic imperatives, and our failure to do so could have a material
adverse effect on our business, financial condition, profitability, and cash flows. We intend to continue to grow our
number of stores for the foreseeable future. Our continued expansion places increased demands on our financial,
managerial, operational, supply-chain, and administrative resources. For example, our planned expansion will require us
to increase the number of people we employ, as well as to monitor and upgrade our management information and other
systems, and our distribution infrastructure. These increased demands and operating complexities could cause us to
operate our business less efficiently and could have a material adverse effect on our business, financial condition,
profitability, and cash flows.
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We are subject to risks relating to our information technology systems, and any failure to adequately protect our
critical information technology systems or any material disruption of our information systems could negatively impact
financial results and materially adversely affect our business operations, particularly during the holiday season.
We are increasingly dependent on a variety of information systems, including management, supply chain and financial
information, and various other processes and transactions, to effectively manage our business. We have also identified
the need to expand and upgrade our information systems to support historical and expected future growth. The failure of
our information systems to perform as designed or breaches of security could have an adverse effect on our business and
results of our operations. Any material disruption of our systems could disrupt our ability to track, record, and analyze
the merchandise that we sell and could cause delays or cancellation of customer orders or impede the manufacture or
shipment of products, the processing of transactions, our ability to receive and process e-commerce orders, and/or the
reporting of financial results.
Our e-commerce operations are increasingly important to our business. The Ulta.com website serves as an effective
extension of Ulta Beauty’s marketing and prospecting strategies (beyond catalogs, newspaper inserts, and national
advertising) by exposing potential new customers to the Ulta Beauty brand, product offerings, and enhanced content. As
the importance of our website and e-commerce operations to our business grows, we are increasingly vulnerable to
website downtime and other technical failures. Our failure to successfully respond to these risks could reduce
e- commerce sales and damage our brand’s reputation.
Increased costs or interruption in our third-party vendors’ overseas sourcing operations could disrupt production,
shipment, or receipt of some of our merchandise, which could result in lost sales and could increase our costs.
We directly source the majority of our Ulta Beauty branded product components and gifts with purchase and other
promotional products through third-party vendors using foreign factories. In addition, many of our vendors use overseas
sourcing to varying degrees to manufacture some or all of their products. Any event causing a sudden disruption of
manufacturing or imports from such foreign countries, including the imposition of additional import restrictions,
unanticipated political changes, increased customs duties, legal or economic restrictions on overseas suppliers’ ability to
produce and deliver products, and natural disasters, could materially harm our operations. We have no long-term supply
contracts with respect to such foreign-sourced items, many of which are subject to existing or potential duties, tariffs, or
quotas that may limit the quantity of certain types of goods that may be imported into the United States from such
countries. Our business is also subject to a variety of other risks generally associated with sourcing goods from abroad,
such as political instability, disruption of imports by labor disputes, and local business practices. Our sourcing operations
may also be hurt by health concerns regarding infectious diseases in countries in which our merchandise is produced,
adverse weather conditions or natural disasters that may occur overseas, or acts of war or terrorism in the United States
or worldwide, to the extent these acts affect the production, shipment, or receipt of merchandise. Our future operations
and performance will be subject to these factors and these factors could have a material adverse effect on our business,
financial condition, profitability, and cash flows or may require us to modify our current business practices and incur
increased costs.
A reduction in traffic to, or the closing of, the other destination retailers in the shopping areas where our stores are
located could significantly reduce our sales and leave us with excess inventory, which could have a material adverse
effect on our business, financial condition, profitability, and cash flows.
As a result of our real estate strategy, most of our stores are located in off-mall shopping areas known as power centers.
Power centers typically contain three to five big-box anchor stores along with a variety of smaller specialty tenants. As a
consequence of most of our stores being located in such shopping areas, our sales are derived, in part, from the volume
of traffic generated by the other destination retailers and the anchor stores in power centers where our stores are located.
Customer traffic to these shopping areas may be adversely affected by the closing of such destination retailers or anchor
stores, or by a reduction in traffic to such stores resulting from a regional or global economic downturn, a general
downturn in the local area where our store is located, or a decline in the desirability of the shopping environment of a
particular power center. Such a reduction in customer traffic would reduce our sales and leave us with excess inventory,
which could have a material adverse effect on our business, financial condition, profitability, and cash flows. We may
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respond by increasing markdowns, initiating marketing promotions, or transferring product to other stores to reduce
excess inventory, which would further decrease our gross profits and net income.
Diversion of exclusive salon products, or a decision by manufacturers of exclusive salon products to utilize other
distribution channels, could negatively impact our revenue from the sale of such products, which could have a
material adverse effect on our business, financial condition, profitability, and cash flows.
The retail products that we sell in our salons are meant to be sold exclusively by professional salons and authorized
professional retail outlets. However, incidents of product diversion occur, which involve the selling of salon exclusive
haircare products to unauthorized channels such as drug stores, grocery stores, or mass merchandisers. Diversion could
result in adverse publicity that harms the commercial prospects of our products (if diverted products are old, tainted, or
damaged), as well as lower product revenues should consumers choose to purchase diverted product from these channels
rather than purchasing from one of our salons. Additionally, the various product manufacturers could, in the future,
decide to utilize other distribution channels for such products, therefore widening the availability of these products in
other retail channels, which could negatively impact the revenue we earn from the sale of such products.
We rely on our good relationships with vendor partners to purchase prestige, mass, and salon beauty products on
reasonable terms. If these relationships were to be impaired, or if certain vendor partners were to change their
distribution model, or are unable to supply sufficient merchandise to keep pace with our growth plans, we may not be
able to obtain a sufficient selection or volume of merchandise on reasonable terms, and we may not be able to
respond promptly to changing trends in beauty products, either of which could have a material adverse effect on our
competitive position, business, financial condition, profitability, and cash flows.
We have no long-term supply agreements with vendor partners and, therefore, our success depends on maintaining good
relationships with our vendor partners. Our business depends to a significant extent on the willingness and ability of our
vendor partners to supply us with a sufficient selection and volume of products to stock our stores. Some of our prestige
vendor partners may not have the capacity to supply us with sufficient merchandise to keep pace with our growth plans.
We also have strategic partnerships with certain core brands, which have allowed us to benefit from the growing
popularity of such brands. Any of our other core brands could in the future decide to scale back or end its partnership
with us and strengthen its relationship with our competitors, which could negatively impact the revenue we earn from the
sale of such products. If we fail to maintain strong relationships with our existing vendor partners, or fail to continue
acquiring and strengthening relationships with additional vendor partners of beauty products, our ability to obtain a
sufficient amount and variety of merchandise on reasonable terms may be limited, which could have a negative impact
on our competitive position.
During fiscal 2017 and fiscal 2016, merchandise supplied to Ulta Beauty by our top ten vendor partners accounted for
approximately 64% of our net sales. There continues to be vendor consolidation within the beauty products industry. The
loss of or a reduction in the amount of merchandise made available to us by any one of these key vendors, or by any of
our other vendor partners, could have a material adverse effect on our business, financial condition, profitability, and
cash flows.
If we are unable to protect our intellectual property rights, our brand and reputation could be harmed, which could
have a material adverse effect on our business, financial condition, profitability, and cash flows.
We regard our trademarks, trade dress, copyrights, trade secrets, know-how, and similar intellectual property as critical
to our success. Our principal intellectual property rights include registered and common law trademarks on our name,
“Ulta Beauty,” “Ulta,” “All Things Beauty. All in One Place.TM” and other marks incorporating our name, copyrights in
our website content, rights to our domain name www.ulta.com, and trade secrets and know-how with respect to our Ulta
Beauty branded product formulations, product sourcing, sales and marketing, and other aspects of our business. As such,
we rely on trademark and copyright law, trade secret protection, and confidentiality agreements with certain of our
employees, consultants, suppliers, and others to protect our proprietary rights. If we are unable to protect or preserve the
value of our trademarks, copyrights, trade secrets, or other proprietary rights for any reason (including any cybersecurity
incident that results in the unauthorized use of our intellectual property rights), or if other parties infringe on our
intellectual property rights, our brand and reputation could be impaired and we could lose customers.
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If our manufacturers are unable to produce products manufactured uniquely for Ulta Beauty, including Ulta Beauty
branded products and gifts with purchase and other promotional products, consistent with applicable regulatory
requirements, we could suffer lost sales and be required to take costly corrective action, which could have a material
adverse effect on our business, financial condition, profitability, and cash flows.
We do not own or operate any manufacturing facilities and therefore depend upon independent third-party vendors for
the manufacture of all products manufactured uniquely for Ulta Beauty, including the Ulta Beauty Collection and Ulta
Beauty branded gifts with purchase and other promotional products. Our third-party manufacturers of Ulta Beauty
products may not maintain adequate controls with respect to product specifications and quality and may not continue to
produce products that are consistent with applicable regulatory requirements. If we or our third-party manufacturers fail
to comply with applicable regulatory requirements, we could be required to take costly corrective action. In addition,
sanctions under various laws may include seizure of products, injunctions against future shipment of products, restitution
and disgorgement of profits, operating restrictions, and criminal prosecution. The FDA does not have a pre-market
approval system for cosmetics, and we believe we are permitted to market our cosmetics and have them manufactured
without submitting safety or efficacy data to the FDA. However, cosmetic products may become subject to more
extensive regulation in the future. These events could interrupt the marketing and sale of our Ulta Beauty products,
severely damage our brand reputation and image in the marketplace, increase the cost of our products, cause us to fail to
meet customer expectations, or cause us to be unable to deliver merchandise in sufficient quantities or of sufficient
quality to our stores, any of which could result in lost sales, which could have a material adverse effect on our business,
financial condition, profitability, and cash flows.
We, as well as our vendors, are subject to laws and regulations that could require us to modify our current business
practices and incur increased costs, which could have a material adverse effect on our business, financial condition,
profitability, and cash flows.
In our U.S. markets, numerous laws and regulations at the federal, state, and local levels can affect our business. Legal
requirements are frequently changed and subject to interpretation, and we are unable to predict the ultimate cost of
compliance with these requirements or their effect on our operations. If we fail to comply with any present or future laws
or regulations, we could be subject to future liabilities, a prohibition on the operation of our stores, or a prohibition on
the sale of our Ulta Beauty branded products. In particular, failure to adequately comply with the following legal
requirements could have a material adverse effect on our business, financial condition, profitability, and cash flows.
• Comprehensive healthcare reform legislation under the Patient Protection and Affordable Care Act and the
Health Care Education and Affordability Reconciliation Act (collectively, the Acts) was signed into law in
2010. This healthcare reform legislation significantly expanded healthcare coverage and future changes could
significantly impact our business.
• Our rapidly expanding workforce, growing in pace with our number of stores, makes us vulnerable to changes
in labor and employment laws. In addition, changes in federal and state minimum wage laws and other laws
relating to employee benefits could cause us to incur additional wage and benefits costs, which could hurt our
profitability and affect our growth strategy.
• Our salon business is subject to state board regulations and state licensing requirements for our stylists and our
salon procedures. Failure to maintain compliance with these regulatory and licensing requirements could
jeopardize the viability of our salons.
• We operate stores in California, which has enacted legislation commonly referred to as “Proposition 65”
requiring that “clear and reasonable” warnings be given to consumers who are exposed to chemicals known to
the State of California to cause cancer or reproductive toxicity. Although we have sought to comply with
Proposition 65 requirements, there can be no assurance that we will not be adversely affected by litigation
relating to Proposition 65.
In addition, the formulation, manufacturing, packaging, labeling, distribution, sale, and storage of our vendors’ products
and our Ulta Beauty branded products are subject to extensive regulation by various federal agencies, including FDA,
FTC, CPSC, and various state and local agencies, such as State AGs and District Attorneys. If we, our vendors, or the
manufacturers of our Ulta Beauty branded products fail to comply with those regulations, we could become subject to
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significant penalties, claims, or product recalls, which could harm our results of operations or our ability to conduct our
business.
In addition, the adoption of new regulations or changes in the interpretations of existing regulations may result in
significant compliance costs or discontinuation of product sales and may impair the marketability of our vendors’
products or our Ulta Beauty branded products, resulting in significant loss of net sales. Our failure to comply with
federal, state, or local requirements when we advertise our products (including prices) or services, or engage in other
promotional activities, in digital (including social media), television, or print may result in enforcement actions and
imposition of penalties or otherwise harm the distribution and sale of our products.
Our Ulta Beauty branded products and salon services may cause unexpected and undesirable side effects that could
result in their discontinuance or expose us to lawsuits, either of which could result in unexpected costs and damage to
our reputation, which could have a material adverse effect on our business, financial condition, profitability, and
cash flows.
Unexpected and undesirable side effects caused by our Ulta Beauty branded products for which we have not provided
sufficient label warnings or salon services, which may have been performed negligently, could result in the
discontinuance of sales of our products or of certain salon services or prevent us from achieving or maintaining market
acceptance of the affected products and services. Such side effects could also expose us to product liability or negligence
lawsuits. Any claims brought against us may exceed our existing or future insurance policy coverage or limits. Any
judgment against us that is in excess of our policy limits would have to be paid from our cash reserves, which would
reduce our capital resources. These events could cause negative publicity regarding our Company, brand, or products,
which could in turn harm our reputation and net sales, which could have a material adverse effect on our business,
financial condition, profitability, and cash flows.
Use of social media may adversely impact our reputation.
There has been a substantial increase in the use of social media platforms, including blogs, social media websites, and
other forms of internet-based communications, which allow individuals access to a broad audience of consumers and
other interested persons. Negative commentary regarding us or the products we sell may be posted on social media
platforms and similar devices at any time and may be adverse to our reputation or business. Customers value readily
available information and often act on such information without further investigation and without regard to its accuracy.
The harm may be immediate without affording us an opportunity for redress or correction.
We also use social media platforms as marketing tools. For example, we maintain Facebook, Twitter, Instagram, and
Pinterest accounts. As laws and regulations rapidly evolve to govern the use of these platforms and devices, the failure
by us, our employees, or third parties acting at our direction to abide by applicable laws and regulations in the use of
these platforms and devices could adversely impact our business, financial condition, profitability, and cash flows.
Litigation and other legal or regulatory proceedings or claims and the outcome of such litigation, proceedings or
claims, including possible fines and penalties, could have a material adverse effect on our business and any loss
contingency accruals may not be adequate to cover actual losses.
From time to time, we are subject to litigation and other legal or regulatory proceedings or claims in the ordinary course
of our business operations regarding, but not limited to, employment matters, security of consumer and employee
personal information, contractual relations with suppliers, marketing and infringement of trademarks, and other
intellectual property rights. Litigation to defend ourselves against claims by third parties, or to enforce any rights that we
may have against third parties, may be necessary, which could result in substantial costs and diversion of our resources,
causing a material adverse effect on our business, financial condition, profitability, and cash flows. We establish accruals
for potential liability arising from litigation and other legal or regulatory proceedings or claims when potential liability is
probable and the amount of the loss can be reasonably estimated based on currently available information. We may still
incur legal costs for a matter even if we have not accrued a liability. In addition, actual losses may be higher than the
amount accrued for a certain matter, or in the aggregate. An unfavorable resolution of litigation or other legal or
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regulatory proceedings or claims could materially adversely impact our business, financial condition, profitability, and
cash flows.
Specifically, our technologies, promotional products purchased from third-party vendors, and/or Ulta Beauty branded
products, or potential products in development may infringe rights under patents, patent applications, trademark,
copyright, or other intellectual property rights of third parties in the United States and abroad. These third parties could
bring claims against us that would cause us to incur substantial expenses and, if successful, could cause us to pay
substantial damages. Further, if a third party were to bring an intellectual property infringement suit against us, we could
be forced to stop or delay development, manufacturing, or sales of the product that is the subject of the suit.
As a result of intellectual property infringement claims, or to avoid potential claims, we may choose to seek, or be
required to seek, a license from the third party and would most likely be required to pay license fees or royalties or both.
These licenses may not be available on acceptable terms, or at all. Ultimately, we could be prevented from
commercializing a product or be forced to cease some aspect of our business operations if, as a result of actual or
threatened intellectual property infringement claims, we are unable to enter into licenses on acceptable terms. Even if we
were able to obtain a license, the rights may be non-exclusive, which would give our competitors access to the same
intellectual property. The inability to enter into licenses could harm our business significantly.
In addition to infringement claims against us, we may become a party to other patent or trademark litigation and other
proceedings, including interference proceedings declared by the United States Patent and Trademark Office (USPTO)
proceedings before the USPTO’s Trademark Trial and Appeal Board and opposition proceedings in the European Patent
Office, regarding intellectual property rights with respect to products purchased from third-party vendors or our Ulta
Beauty branded products and technology. Some of our competitors may be able to bear the costs of such litigation or
proceedings better than us because of their substantially greater financial resources. Uncertainties resulting from the
initiation and continuation of intellectual property litigation or other proceedings could impair our ability to compete in
the marketplace. Intellectual property litigation and other proceedings may also absorb significant management time and
resources, which could have a material adverse effect on our business, financial condition, profitability, and cash flows.
Natural disasters or other catastrophes could have a material adverse effect on our business, financial condition,
profitability, and cash flows.
Natural disasters, such as hurricanes, tornados, wildfires, earthquakes, and mudslides, as well as acts of violence or
terrorism, could result in physical damage to our properties, the temporary closure of stores and/or distribution centers,
the temporary lack of an adequate work force, the temporary or long-term disruption in the supply of products (or a
substantial increase in the cost of those products) from domestic or foreign suppliers, the temporary disruption in the
delivery of goods both to and from our distribution centers (or a substantial increase in the cost of those deliveries), the
temporary reduction in the availability of products in our stores and/or the temporary reduction in visits to stores by
customers. Accordingly, if one or more natural disasters and/or acts of violence or terrorism were to occur, it could have
a material adverse effect on our business, financial condition, profitability, and cash flows or may require us to incur
increased costs.
As we grow the number of our stores in new cities and states, we are subject to local building codes in an increasing
number of local jurisdictions. Our failure to comply with local building codes, and the failure of our landlords to
obtain certificates of occupancy in a timely manner, could cause delays in our new store openings, which could
increase our store opening costs, cause us to incur lost sales and profits, and damage our public reputation.
Ensuring compliance with local zoning and real estate land use restrictions across numerous jurisdictions is increasingly
challenging as we grow the number of our stores in new cities and states. Our store leases generally require us to provide
a certificate of occupancy with respect to the interior build-out of our stores (landlords generally provide the certificate
of occupancy with respect to the shell of the store and the larger shopping area and common areas), and while we strive
to remain in compliance with local building codes relating to the interior build out of our stores, the constantly increasing
number of local jurisdictions in which we operate makes it increasingly difficult to stay abreast of changes in, and
requirements of, local building codes and local building and fire inspectors’ interpretations of such building codes.
Moreover, our landlords have occasionally been unable, due to the requirements of local zoning laws, to obtain in a
18
timely manner a certificate of occupancy with respect to the shell of our stores and/or the larger shopping centers and/or
common areas (which certificate of occupancy is required by local building codes for us to open our store), causing us in
some instances to delay store openings. As the number of local building codes and local building and fire inspectors to
which we and our landlords are subject to increases, we may be increasingly vulnerable to increased construction costs
and delays in store openings caused by our or our landlords’ compliance with local building codes and local building and
fire inspectors’ interpretations of such building codes. Any such increased construction costs and/or delays in store
openings could increase our store opening costs, cause us to incur lost sales and profits, and damage our public
reputation, which could have a material adverse effect on our business, financial condition, profitability, and cash flows.
Increases in the demand for, or the price of, raw materials used to build and remodel our stores could hurt our
profitability.
The raw materials used to build and remodel our stores are subject to availability constraints and price volatility caused
by weather, supply conditions, government regulations, general economic conditions, and other unpredictable factors. As
a retailer engaged in an active building and remodeling program, we are particularly vulnerable to increases in
construction and remodeling costs. As a result, increases in the demand for, or the price of, raw materials could have a
material adverse effect on our business, financial condition, profitability, and cash flows.
Our secured revolving credit facility contains certain restrictive covenants that could limit our operational flexibility,
including our ability to open stores.
We have a $400 million secured revolving credit facility with a term expiring in August 2022. Substantially all of our
assets are pledged as collateral for outstanding borrowings under the agreement. Outstanding borrowings bear interest at
either a base rate or the London Interbank Offered Rate (LIBOR) plus 1.25% and the unused line fee is 0.20% per
annum. The credit facility agreement contains usual and customary restrictive covenants relating to our management and
the operation of our business. These covenants, among other things, limit our ability to grant liens on our assets, incur
additional indebtedness, pay cash dividends and redeem our stock, enter into transactions with affiliates, and merge or
consolidate with another entity. These covenants could restrict our operational flexibility and any failure to comply with
these covenants or our payment obligations would limit our ability to borrow under the credit facility and, in certain
circumstances, may allow the lenders thereunder to require repayment.
The market price for our common stock may be volatile.
The market price of our common stock is likely to fluctuate significantly from time to time in response to factors
including:
differences between our actual financial and operating results and those expected by investors;
fluctuations in quarterly operating results;
our performance during peak retail seasons such as the holiday season;
•
•
•
• market conditions in our industry and the economy as a whole;
•
changes in the estimates of our operating performance or changes in recommendations by any research analysts
that follow our stock or any failure to meet the estimates made by research analysts;
investors’ perceptions of our prospects and the prospects of the beauty products and salon services industries;
the performance of our key vendor partners;
announcements by us, our vendor partners, or our competitors of significant acquisitions, divestitures, strategic
partnerships, joint ventures, or capital commitments;
introductions of new products or new pricing policies by us or by our competitors;
stock transactions by our principal stockholders;
recruitment or departure of key personnel; and
the level and quality of securities research analyst coverage for our common stock.
•
•
•
•
•
•
•
19
In addition, public announcements by our competitors, other retailers, and vendors concerning, among other things, their
performance, strategy, or accounting practices could cause the market price of our common stock to decline regardless of
our actual operating performance.
Increases in costs of mailing, paper, and printing will affect the cost of our catalog and promotional mailings, which
could reduce our profitability.
Postal rate increases and paper and printing costs affect the cost of our catalog and promotional mailings. In response to
any future increases in mailing costs, we may consider reducing the number and size of certain catalog editions. In
addition, we rely on discounts from the basic postal rate structure, such as discounts for bulk mailings and sorting by zip
code and carrier routes. We are not a party to any long-term contracts for the supply of paper. The cost of paper
fluctuates significantly, and our future paper costs are subject to supply and demand forces that we cannot control. Future
additional increases in postal rates or in paper or printing costs could have a material adverse effect on our business,
financial condition, profitability, and cash flows.
Anti-takeover provisions in our organizational documents and Delaware law may discourage or prevent a change in
control, even if a sale of the Company would be beneficial to our stockholders, which could cause our stock price to
decline and prevent attempts by our stockholders to replace or remove our current management.
Our certificate of incorporation and bylaws contain provisions that may delay or prevent a change in control, discourage
bids at a premium over the market price of our common stock, and harm the market price of our common stock and
diminish the voting and other rights of the holders of our common stock. These provisions include:
•
•
•
•
•
•
dividing our Board of Directors into three classes serving staggered three-year terms;
authorizing our Board of Directors to issue preferred stock and additional shares of our common stock without
stockholder approval;
prohibiting stockholder actions by written consent;
prohibiting our stockholders from calling a special meeting of stockholders;
prohibiting our stockholders from making certain changes to our certificate of incorporation or bylaws except
with a two-thirds majority stockholder approval; and
requiring advance notice for raising business matters or nominating directors at stockholders’ meetings.
We are also subject to provisions of Delaware law that, in general, prohibit any business combination with a beneficial
owner of 15% or more of our common stock for three years after the stockholder becomes a 15% stockholder, subject to
specified exceptions. Together, these provisions of our certificate of incorporation and bylaws and of Delaware law
could make the removal of management more difficult and may discourage transactions that otherwise could involve
payment of a premium over prevailing market prices for our common stock.
There can be no assurance that we will declare dividends in the future.
Any dividend payments will be within the discretion of our Board of Directors and will depend on, among other things,
our financial condition, results of operations, capital requirements, capital expenditure requirements, contractual
restrictions, anticipated cash needs, provisions of applicable law, and other factors that our Board of Directors may deem
relevant.
Our previously announced stock repurchase programs, and any subsequent stock purchase program put in place
from time to time, could affect the price of our common stock and increase volatility and may be suspended or
terminated at any time, which may result in a decrease in the trading price of our common stock.
We may have in place from time to time, a stock repurchase program. Any such stock repurchase program adopted will
not obligate the Company to repurchase any dollar amount or number of shares of common stock and may be suspended
or discontinued at any time, which could cause the market price of our common stock to decline. The timing and actual
number of shares repurchased under any such stock repurchase program depends on a variety of factors including the
timing of open trading windows, price, corporate and regulatory requirements, and other market conditions. We may
20
affect repurchases under any stock repurchase program from time to time in the open market, in privately negotiated
transactions or otherwise, including accelerated stock repurchase arrangements. Repurchases pursuant to any such stock
repurchase program could affect our stock price and increase its volatility. The existence of a stock repurchase program
could also cause our stock price to be higher than it would be in the absence of such a program and could potentially
reduce the market liquidity for our stock. There can be no assurance that any stock repurchases will enhance stockholder
value because the market price of our common stock may decline below the levels at which we repurchased shares of
common stock. Although our stock repurchase program is intended to enhance stockholder value, short-term stock price
fluctuations could reduce the program’s effectiveness.
Changes in accounting standards and subjective assumptions, estimates, and judgments by management related to
complex accounting matters could affect our financial results or financial condition.
Generally accepted accounting principles and related accounting pronouncements, implementation guidelines, and
interpretations with regard to a wide range of matters that are relevant to our business, such as revenue recognition, lease
obligations, inventory valuation, vendor allowances, impairment of long-lived tangible assets, customer loyalty program,
share-based compensation, tax matters, and litigation, are highly complex and involve many subjective assumptions,
estimates, and judgments. Changes in these rules or their interpretation or changes in underlying assumptions, estimates,
or judgments could negatively affect our reported or expected financial performance or financial condition.
We are a holding company with no operations of our own, and we depend on our subsidiaries for cash.
We are a holding company and we do not have any material assets or operations other than ownership of equity interests
of our subsidiaries. Our operations are conducted entirely through our subsidiaries, and our ability to generate cash to
meet our obligations or to repurchase stock or pay dividends (if declared by our Board of Directors in the future) is
dependent on the earnings of, and receipt of funds from, our subsidiaries through dividends or intercompany loans. The
ability of our subsidiaries to generate sufficient cash flow from operations to allow us and them to make scheduled
payments on our obligations will depend on their future financial performance, which will be affected by a range of
economic, competitive, and business factors, many of which are outside of our control.
Item 1B. Unresolved Staff Comments
None.
21
Item 2. Properties
All of our retail stores, distribution centers, and corporate offices are leased or subleased.
Retail stores
Our retail stores are predominantly located in convenient, high-traffic locations such as power centers. Our typical store
is approximately 10,000 square feet, including approximately 950 square feet dedicated to our full-service salon. Most of
our retail store leases provide for a fixed minimum annual rent and generally have a 10-year initial term with options for
two or three extension periods of five years each, exercisable at our option. As of February 3, 2018, we operated 1,074
retail stores in 48 states and the District of Columbia, as shown in the table below:
Number of
Number of
Location
Alabama . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Alaska . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Arizona . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Arkansas . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
California . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Colorado . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Connecticut . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Delaware . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
District of Columbia . . . . . . . . . . . . . . . . . . . . .
Florida . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Georgia . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Idaho . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Illinois . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Indiana . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Iowa . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Kansas . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Kentucky . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Louisiana . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Maine . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Maryland . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Massachusetts . . . . . . . . . . . . . . . . . . . . . . . . . .
Michigan . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Minnesota . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Mississippi . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Missouri . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Distribution centers
stores
17
3
25
9
135
24
13
3
1
72
33
8
52
22
9
11
11
16
3
18
17
45
15
9
20
Location
Montana . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Nebraska . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Nevada . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
New Hampshire . . . . . . . . . . . . . . . . . . . . . . . . .
New Jersey . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
New Mexico . . . . . . . . . . . . . . . . . . . . . . . . . . . .
New York . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
North Carolina . . . . . . . . . . . . . . . . . . . . . . . . . .
North Dakota . . . . . . . . . . . . . . . . . . . . . . . . . . .
Ohio . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Oklahoma . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Oregon . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Pennsylvania . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Rhode Island . . . . . . . . . . . . . . . . . . . . . . . . . . . .
South Carolina . . . . . . . . . . . . . . . . . . . . . . . . . .
South Dakota . . . . . . . . . . . . . . . . . . . . . . . . . . .
Tennessee . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Texas . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Utah . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Virginia . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Washington . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
West Virginia . . . . . . . . . . . . . . . . . . . . . . . . . . .
Wisconsin . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Wyoming . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Total . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
stores
6
5
14
7
29
6
41
28
3
40
19
12
40
3
15
2
21
100
13
25
26
6
20
2
1,074
We currently lease and operate five distribution centers located in Romeoville, Illinois; Phoenix, Arizona;
Chambersburg, Pennsylvania; Greenwood, Indiana; and Dallas, Texas. Our standard distribution center lease provides
for a fixed minimum annual rent and generally has a 10 or 15-year initial term with three or four renewal options with
22
terms of five years each. The general location, approximate size, and lease expiration dates of our distribution centers at
February 3, 2018, are set forth below:
Location
Romeoville, Illinois . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Phoenix, Arizona . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Chambersburg, Pennsylvania . . . . . . . . . . . . . . . . . . . . . . . . . .
Greenwood, Indiana . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Dallas, Texas . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Approximate
Square Feet
Lease Expiration
Date
291,000 April 30, 2020
437,000 March 31, 2019
373,000 March 31, 2027
July 31, 2025
671,000
July 31, 2026
671,000
In February 2017, we entered into a lease for a distribution center located in Fresno, California. The Fresno distribution
center is approximately 671,000 square feet with a lease expiration date of July 31, 2028 and is expected to open in fiscal
2018.
Corporate office
Our principal executive office is in Bolingbrook, Illinois. The corporate office is approximately 308,000 square feet with
lease terms expiring from 2018 to 2028. In fiscal 2016, we opened a satellite corporate office in Chicago, Illinois. The
Chicago office is approximately 23,000 square feet with lease expiration in 2024.
Item 3. Legal Proceedings
See Note 4 to our consolidated financial statements, “Commitments and contingencies - General litigation,” for
information on legal proceedings.
Item 4. Mine Safety Disclosures
None.
EXECUTIVE OFFICERS OF THE REGISTRANT
The names of our executive officers, their ages and their positions are shown below:
Age Position
Name
Mary N. Dillon . . . . . . . . . . . . . . . . . . . 56 Chief Executive Officer and member of the Board of Directors
Scott M. Settersten . . . . . . . . . . . . . . . . 57 Chief Financial Officer, Treasurer and Assistant Secretary
Jodi J. Caro . . . . . . . . . . . . . . . . . . . . . . 52 General Counsel, Chief Compliance Officer and Corporate Secretary
Jeffrey J. Childs . . . . . . . . . . . . . . . . . . . 60 Chief Human Resources Officer
David C. Kimbell. . . . . . . . . . . . . . . . . . 51 Chief Merchandising and Marketing Officer
There is no family relationship between any of the directors or executive officers and any other director or executive
officer of Ulta Beauty.
Mary N. Dillon. Ms. Dillon was named Chief Executive Officer effective July 2013. Prior to joining Ulta Beauty, she
was President and Chief Executive Officer and a director of U.S. Cellular from June 2010 to July 2013. From 2005 to
2010, Ms. Dillon served as Global Chief Marketing Officer and Executive Vice President for McDonald’s Corporation.
Prior to joining McDonald’s Corporation, she held various positions at PepsiCo, including President of the Quaker Foods
division. Ms. Dillon serves as a member of the Board of Directors for Starbucks Corporation and previously served on
the board of Target Corporation from 2007 to 2013.
Scott M. Settersten. Mr. Settersten was named Chief Financial Officer, Treasurer and Assistant Secretary in March 2013
after having previously served as Acting Chief Financial Officer and Assistant Secretary since October 2012. Prior to
this role, Mr. Settersten served as Vice President of Accounting since 2010 and was responsible for accounting, tax,
23
external reporting and investor relations. He joined Ulta Beauty in January 2005 as a Director of Financial Reporting.
Prior to joining Ulta Beauty, Mr. Settersten spent 15 years with PricewaterhouseCoopers LLP as a certified public
accountant serving in various senior manager roles in the assurance and risk management practices.
Jodi J. Caro. Ms. Caro was named General Counsel, Chief Compliance Officer & Corporate Secretary in August 2015.
Prior to joining Ulta Beauty, she was Vice President, General Counsel and Secretary for Integrys Energy Group, in
addition to holding the role of Integrys’ Chief Compliance and Ethics Officer. Prior to joining Integrys in 2008,
Ms. Caro owned and operated her own law practice, which provided general counsel and corporate services to clients
ranging from established multi-million dollar companies to medium and small early-stage enterprises. Prior to opening
her law practice in 2006, she was co-founder and General Counsel of Looking Glass Networks, a privately held,
facilities-based telecommunications company, and served as an in-house attorney with MCI/WORLDCOM.
Jeffrey J. Childs. Mr. Childs was named Chief Human Resource Officer in October 2013. Prior to joining Ulta Beauty,
he was Executive Vice President and Chief Human Resource Officer at U.S. Cellular after joining as Senior Vice
President of Human Resources in 2004. From 2001 to 2004, he was President and Owner of Childs Consulting Services.
Previously, he served from 1979 to 2001 in a variety of human resources, marketing, sales and operations roles at
AT&T, Ameritech and SBC including Vice President, Human Resources and Corporate Services.
David C. Kimbell. Mr. Kimbell was named Chief Merchandising and Marketing Officer in March 2015 after having
previously served as Chief Marketing Officer since February 2014. Prior to joining Ulta Beauty, he was Chief Marketing
Officer and Executive Vice President at U.S. Cellular since February 2011. From 2008 to 2011, Mr. Kimbell served as
Chief Marketing Officer and Senior Vice President of Seventh Generation, a producer of environmentally friendly
household and baby care products. Prior to that from 2001 to 2008, Mr. Kimbell held various positions at PepsiCo,
Quaker Food Division, including Vice President of Marketing. Mr. Kimbell held a number of marketing roles for several
brands at The Procter and Gamble Company from 1995 to 2001.
Part II
Item 5. Market for Registrant’s Common Equity, Related Stockholder Matters and Issuer Purchases of Equity
Securities
Market information
Our common stock has traded on the NASDAQ Global Select Market under the symbol “ULTA” since October 25,
2007. Our initial public offering was priced at $18.00 per share. The following table sets forth the high and low sales
prices for our common stock on the NASDAQ Global Select Market during fiscal years 2017 and 2016:
Fiscal 2017
Fiscal 2016
First quarter . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $289.27 $ 266.40 $ 212.92
262.12
Second quarter . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
278.63
Third quarter . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
273.99
Fourth quarter . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
243.61
187.96
191.80
314.86
257.06
249.30
High
Low
High
Low
$ 146.77
202.28
230.10
225.13
Holders of the registrant’s common stock
The last reported sale price of our common stock on the NASDAQ Global Select Market on March 29, 2018 was
$204.27 per share. As of March 29, 2018, we had 42 holders of record of our common stock. Because many shares of
common stock are held by brokers and other institutions on behalf of stockholders, we are unable to estimate the total
number of stockholders represented by these record holders.
24
Dividends
No cash dividends were declared on our common stock in fiscal 2017 or fiscal 2016 nor have any decisions been made to
pay a dividend in the future. Our Board of Directors may determine future dividends after giving consideration to our
levels of profit and cash flow, capital requirements, current and future liquidity, restrictions as part of our credit facility,
as well as financial and other conditions existing at the time.
Purchases of equity securities by the issuer and affiliated purchasers
The following table sets forth repurchases of our common stock during the fourth quarter of fiscal 2017:
Approximate dollar
Period
October 29, 2017 to November 25, 2017 . . . . . . . . . . . . . .
86,334 $203.41
November 26, 2017 to December 30, 2017 . . . . . . . . . . . 101,241
220.08
230.32
78,184
December 31, 2017 to February 3, 2018 . . . . . . . . . . . . . .
14 weeks ended February 3, 2018 . . . . . . . . . . . . . . . . . . . 265,759 $217.68
(1)
86,334
101,078
78,184
265,596
Total
number of
shares
Average
Total number of value of shares that may
shares purchased
as part of publicly
purchased price paid announced plans
per share or programs (2)
yet to be purchased
under plans or
programs
(in thousands) (2)
$118,828
96,582
78,575
$ 78,575
(1) There were 265,596 shares repurchased as part of our publicly announced share repurchase program during the
14 weeks ended February 3, 2018 and there were 163 shares transferred from employees in satisfaction of minimum
statutory tax withholding obligations upon the vesting of restricted stock during the period.
(2) On March 9, 2017, we announced our 2017 share repurchase program pursuant to which the Company may
repurchase up to $425.0 million of the Company’s common stock. The 2017 share repurchase program does not
have an expiration date and may be suspended or discontinued at any time. As of February 3, 2018, $78.6 million
remained available under the $425.0 million 2017 share repurchase program. On March 15, 2018, we announced the
2018 share repurchase program. For additional information on the 2018 share repurchase program see Note 15 to
our consolidated financial statements, “Subsequent event.”
Recent sales of unregistered securities
None.
Securities authorized for issuance under equity compensation plans
The following table provides information about Ulta Beauty common stock that may be issued under our equity
compensation plans as of February 3, 2018:
Plan category
Equity compensation plans approved by
security holders (1) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Number of securities
to be issued upon
exercise of outstanding
options, warrants
and rights (2)
Weighted-average
exercise price of
outstanding options,
warrants and rights (3)
Number of securities
remaining available
for future issuance
under equity
compensation
plans (4)
977,476
$147.76
3,726,889
(1) Includes options issued and available for exercise and shares available for issuance in connection with past awards
under the Amended and Restated 2011 Incentive Award Plan and predecessor equity incentive plans. We currently
grant awards only under the Amended and Restated 2011 Incentive Award Plan.
25
(2) Includes 765,536 shares issuable pursuant to the exercise of outstanding stock options, 133,705 shares issuable
pursuant to restricted stock units and 78,235 shares issuable pursuant to performance-based units.
(3) Calculation of weighted-average exercise price of outstanding awards includes stock options, but does not include
shares of restricted stock units or performance-based units that convert to shares of common stock for no
consideration.
(4) Represents shares that are available for issuance pursuant to the Amended and Restated 2011 Incentive Award Plan.
The shares available under the plan are reduced by 1.0 for each stock option awarded and by 1.5 for each restricted
stock unit and performance-based unit awarded.
Stock performance graph
The following performance graph and related information shall not be deemed “soliciting material” or to be “filed”
with the SEC, nor shall such information be incorporated by reference into any future filing under the Securities Act of
1933 or Securities Exchange Act of 1934, each as amended, except to the extent that we specifically incorporate it by
reference into such filing.
Set forth below is a graph comparing the cumulative total stockholder return on Ulta Beauty’s common stock with the
NASDAQ Global Select Market Composite Index (NQGS) and the S&P Retail Index (RLX) for the period covering
February 2, 2013 through the end of Ulta Beauty’s fiscal year ended February 3, 2018. The graph assumes an investment
of $100 made at the closing of trading on February 2, 2013 in (i) Ulta Beauty’s common stock, (ii) the stocks comprising
the NQGS and (iii) stocks comprising the RLX. All values assume reinvestment of the full amount of all dividends, if
any, into additional shares of the same class of equity securities at the frequency with which dividends are paid on such
securities during the applicable time period.
$400
$300
$200
$100
$0
3
1
-
n
a
J
4
1
-
n
a
J
5
1
-
n
a
J
6
1
-
n
a
J
7
1
-
n
a
J
8
1
-
n
a
J
Ulta
NQGS
RLX
Company / Index
Ulta Beauty . . . . . . . . . . . . . . . . . $
NQGS . . . . . . . . . . . . . . . . . . . . . .
RLX . . . . . . . . . . . . . . . . . . . . . . .
February 2,
2013
100.00
100.00
100.00
February 1,
January 31,
January 30,
January 28,
February 3,
$
2014
87.07
130.22
124.27
$
2015
134.88
147.66
147.57
$
2016
185.21
147.86
170.53
$
2017
278.35
179.82
199.22
$
2018
227.05
237.68
286.56
Fiscal year ended
26
Item 6. Selected Financial Data
The following table presents our selected consolidated financial data. The table should be read in conjunction with
Item 7, “Management’s Discussion and Analysis of Financial Condition and Results of Operations,” and Item 8,
“Financial Statements and Supplementary Data,” of this Annual Report on Form 10-K.
February 3,
2018 (2)
Fiscal year ended (1)
January 28, January 30, January 31, February 1,
2014
(In thousands, except per share, square foot, and store count data)
2017
2015
2016
Income statement:
Net sales (2) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 5,884,506 $ 4,854,737 $3,924,116 $3,241,369 $2,670,573
1,729,325
Cost of sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
3,107,508
941,248
Gross profit . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
1,747,229
596,390
Selling, general and administrative expenses . . . . . . . . . . . .
1,073,834
Pre-opening expenses . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
17,270
18,571
327,588
Operating income . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
654,824
(118)
Interest income, net . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
(890)
327,706
Income before income taxes . . . . . . . . . . . . . . . . . . . . . . . .
655,714
124,857
Income tax expense (3) . . . . . . . . . . . . . . . . . . . . . . . . . . . .
245,954
409,760 $ 320,008 $ 257,135 $ 202,849
3,787,697
2,096,809
1,287,232
24,286
785,291
(1,568)
786,859
231,625
555,234 $
2,104,582
1,136,787
712,006
14,366
410,415
(894)
411,309
154,174
2,539,783
1,384,333
863,354
14,682
506,297
(1,143)
507,440
187,432
Net income . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
Net income per common share:
Basic . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
Diluted . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
9.02 $
8.96 $
6.55 $
6.52 $
5.00 $
4.98 $
4.00 $
3.98 $
3.17
3.15
Weighted average common shares outstanding:
Basic . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Diluted . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
61,556
61,975
62,519
62,851
63,949
64,275
64,335
64,651
63,992
64,461
Other operating data:
Comparable sales increase: (4)
Retail and salon comparable sales . . . . . . . . . . . . . . . . . . .
E-commerce comparable sales . . . . . . . . . . . . . . . . . . . . .
Total comparable sales increase . . . . . . . . . . . . . . . . . . . .
Number of stores end of year . . . . . . . . . . . . . . . . . . . . . . . .
Total square footage end of year . . . . . . . . . . . . . . . . . . . . .
Total square footage per store (5) . . . . . . . . . . . . . . . . . . . .
Average total square footage (6) . . . . . . . . . . . . . . . . . . . . .
Retail sales per average total square foot (7) . . . . . . . . . . . . $
Capital expenditures . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Depreciation and amortization . . . . . . . . . . . . . . . . . . . . . . .
Repurchase of common shares . . . . . . . . . . . . . . . . . . . . . . .
7.1%
59.9%
11.0%
1,074
11,300,920
10,522
10,742,874
13.4%
56.2%
15.8%
974
10,271,184
10,545
9,641,367
10.0%
47.5%
11.8%
874
9,225,957
10,556
8,724,581
8.1%
56.4%
9.9%
774
8,182,404
10,572
7,690,742
548 $
504 $
450 $
421 $
440,714
252,713
367,581
373,747
210,295
344,275
299,167
165,049
167,396
249,067
131,764
39,923
6.1%
76.6%
7.9%
675
7,158,286
10,605
6,555,960
407
226,024
106,283
37,337
Balance sheet data:
Cash and cash equivalents . . . . . . . . . . . . . . . . . . . . . . . . . . $
Short-term investments . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Working capital (8) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Property and equipment, net . . . . . . . . . . . . . . . . . . . . . . . .
Total assets . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Total stockholders’ equity . . . . . . . . . . . . . . . . . . . . . . . . . .
277,445 $
120,000
1,051,577
1,189,453
2,908,687
1,774,217
385,010 $ 345,840 $ 389,149 $ 419,476
–
735,886
595,736
1,602,727
1,003,094
130,000
978,946
847,600
2,230,918
1,442,886
150,209
900,761
717,159
1,983,170
1,247,509
30,000
1,006,894
1,004,358
2,551,878
1,550,218
(1) Our fiscal year-end is the Saturday closest to January 31 based on a 52/53-week year. Each fiscal year consists of
four 13-week quarters, with an extra week added onto the fourth quarter every five or six years.
(2) Fiscal 2017 includes 53 weeks; all other fiscal years reported include 52 weeks. Net sales for the 53rd week of fiscal
2017 were approximately $108.8 million.
27
(3) Income tax expense of $231.6 million in fiscal 2017 represents an effective tax rate of 29.4% compared to fiscal
2016 tax expense of $246.0 million and an effective tax rate of 37.5%. On December 22, 2017, the Tax Cuts and
Jobs Act was enacted into law. This new legislation reduced the federal corporate tax rate to 21.0% effective
January 1, 2018. In accordance with Section 15 of the Internal Revenue Code, the Company will utilize a blended
rate of 33.7% for the fiscal 2017 tax year, by applying a prorated percentage of the number of days prior to and
subsequent to the January 1, 2018 effective date.
(4) Comparable sales increase reflects sales for stores beginning on the first day of the 14th month of operation.
Remodeled stores are included in comparable sales unless the store was closed for a portion of the current or
comparable prior year.
(5) Total square footage per store is calculated by dividing total square footage at end of year by number of stores at end
of year.
(6) Average total square footage represents a weighted average, which reflects the effect of opening stores in
different months throughout the year.
(7) Retail sales per average total square foot was calculated, for all years presented, by dividing net sales for the year by
the average square footage for those stores open during each year. In prior years we calculated this metric using total
net sales, excluding e-commerce sales. The Company believes that including e-commerce sales more appropriately
reflects the Company’s productivity. Net sales per average square foot calculated using total net sales, excluding
e- commerce sales, would have been $495, $468, $424, $402, and $393, for fiscal years 2017, 2016, 2015, 2014, and
2013, respectively.
(8) The Company prospectively adopted Accounting Standards Update No. 2015-17, Balance Sheet Classification of
Deferred Taxes, in the fourth quarter of fiscal 2015. As a result of this adoption, current deferred tax assets were
classified as non-current liabilities at February 3, 2018, January 28, 2017, and January 30, 2016.
Item 7. 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 financial statements and related notes included elsewhere in this Annual Report on Form 10-K.
Overview
We were founded in 1990 as a beauty retailer at a time when prestige, mass, and salon products were sold through
distinct channels – department stores for prestige products, drug stores and mass merchandisers for mass products, and
salons and authorized retail outlets for professional hair care products. We developed a unique specialty retail concept
that offers All Things Beauty. All in One Place.TM, a compelling value proposition, and a convenient and welcoming
shopping environment. We believe our strategy provides us with the competitive advantages that have contributed to our
financial performance.
We are the largest beauty retailer in the United States and the premier beauty destination for cosmetics, fragrance, skin
care products, hair care products, and salon services. We focus on providing affordable indulgence to our guests by
combining unmatched product breadth, value, and convenience with a distinctive specialty retail environment and
experience. Key aspects of our business include: our ability to offer our guests a unique combination of more than
20,000 beauty products across the categories of prestige and mass cosmetics, fragrance, haircare, skincare, bath and body
products, and salon styling tools, as well as a full-service salon in every store featuring hair, skin, and brow services; our
focus on delivering a compelling value proposition to our guests across all of our product categories; and convenience, as
our stores are predominantly located in convenient, high-traffic locations such as power centers.
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 strategic imperatives: 1) acquire new guests and deepen loyalty with existing guests,
2) differentiate by delivering a distinctive and personalized guest experience across all channels, 3) offer relevant,
28
innovative, and often exclusive products that excite our guests, 4) deliver exceptional services in three core areas: hair,
skin health, and brows, 5) grow stores and e-commerce to reach and serve more guests, 6) invest in infrastructure to
support our guest experience and growth, and capture scale efficiencies, and 7) attract and retain talent that drives a
winning culture. We believe that the expanding U.S. beauty products and salon services industry, the shift in distribution
channel of prestige beauty products from department stores to specialty retail stores, coupled with Ulta Beauty’s
competitive strengths, positions us to capture additional market share in the industry.
Comparable sales is a key metric that is monitored closely within the retail industry. Our comparable sales have
fluctuated in the past and we expect them to continue to fluctuate in the future. A variety of factors affect our comparable
sales, including general U.S. economic conditions, changes in merchandise strategy or mix, and timing and effectiveness
of our marketing activities, among others.
Over the long term, our growth strategy is to increase total net sales through increases in our comparable sales, opening
new stores, and increasing e-commerce sales. Operating profit is expected to increase as a result of our ability to expand
merchandise margin and leverage our fixed store costs with comparable sales increases and operating efficiencies offset
by incremental investments in people, systems, and supply chain required to support a 1,400 to 1,700 store chain with
successful e-commerce and competitive omni-channel capabilities.
Basis of presentation
We have determined the operating segments on the same basis that we use to internally evaluate performance. We have
combined our three operating segments: retail stores, salon services, and e-commerce, into one reportable segment
because they have a similar class of consumers, economic characteristics, nature of products, and distribution methods.
Net sales include retail store and e-commerce merchandise sales as well as salon service revenue. We recognize
merchandise revenue at the point of sale in our retail stores. E-commerce sales are recognized based on delivery of
merchandise to the guest. Retail store and e-commerce 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 guest redeems the gift card.
Company coupons and other incentives are recorded as a reduction of net sales.
Comparable 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 sales unless the store was closed for a portion of the current or prior
period. Comparable sales include the Company’s e-commerce business. There may be variations in the way in which
some of our competitors and other retailers calculate comparable or same store sales.
Measuring comparable sales 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 sales results:
•
•
•
•
•
•
•
the general national, regional, and local economic conditions and corresponding impact on customer spending
levels;
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 merchandising and marketing activities; and
the number of new stores opened and the impact on the average age of all of our comparable stores.
29
Cost of sales includes:
•
•
•
•
•
•
•
the cost of merchandise sold (retail stores and e-commerce), including substantially all vendor allowances,
which are treated as a reduction of merchandise costs;
distribution costs including labor and related benefits, freight, rent, depreciation and amortization, real estate
taxes, utilities, and insurance;
shipping and handling costs;
retail stores occupancy costs including rent, depreciation and amortization, real estate taxes, utilities, repairs and
maintenance, insurance, licenses, and cleaning expenses;
salon services payroll and benefits;
customer loyalty program expense; and
shrink and inventory valuation reserves.
Our cost of sales may be negatively impacted as we open an increasing number of stores. 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 stores and corporate employees;
advertising and marketing costs;
credit card program incentives;
gift card breakage;
occupancy costs related to our corporate office facilities;
stock-based compensation expense;
depreciation and amortization for all assets, except those related to our retail stores and distribution operations,
which are 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 expenses include non-capital expenditures during the period prior to store opening for new, remodeled, and
relocated stores including rent during the construction period for new and relocated stores, store set-up labor,
management and employee training, and grand opening advertising.
Interest income, net includes both interest income and expense. Interest income represents interest from cash equivalents
and short-term investments with maturities of twelve months or less from the date of purchase. Interest expense includes
interest costs and facility fees associated with our credit facility, which is structured as an asset-based lending
instrument. 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.
30
Results of operations
Our fiscal years are the 52 or 53 week periods ending on the Saturday closest to January 31. The Company’s fiscal years
ended February 3, 2018, January 28, 2017 and January 30, 2016 were 53, 52, and 52 week periods, respectively, and are
hereafter referred to as fiscal 2017, fiscal 2016, and fiscal 2015.
As of February 3, 2018, we operated 1,074 stores across 48 states and the District of Columbia. The following tables
present the components of our consolidated results of operations for the periods indicated:
(Dollars in thousands)
Net sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $5,884,506 $4,854,737 $3,924,116
2,539,783
Cost of sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
1,384,333
Gross profit . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
3,787,697
2,096,809
3,107,508
1,747,229
February 3,
2018
Fiscal year ended
January 28,
2017
January 30,
2016
Selling, general and administrative expenses . . . . . . . . . . . . . . . . . . . . . . . . . .
Pre-opening expenses . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Operating income . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Interest income, net . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Income before income taxes . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Income tax expense . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
863,354
14,682
506,297
(1,143)
507,440
187,432
Net income . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 555,234 $ 409,760 $ 320,008
1,073,834
18,571
654,824
(890)
655,714
245,954
1,287,232
24,286
785,291
(1,568)
786,859
231,625
Other operating data:
Number of stores end of period . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Comparable sales increase:
1,074
974
874
Retail stores and salon services comparable sales . . . . . . . . . . . . . . . . . . .
E-commerce comparable sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Total comparable sales increase . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
7.1%
59.9%
11.0%
13.4%
56.2%
15.8%
10.0%
47.5%
11.8%
(Percentage of net sales)
Net sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Cost of sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Gross profit . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
February 3,
2018
100.0%
64.4%
35.6%
Fiscal year ended
January 28,
2017
100.0%
64.0%
36.0%
January 30,
2016
100.0%
64.7%
35.3%
Selling, general and administrative expenses . . . . . . . . . . . . . . . . . . . . . . . . . .
Pre-opening expenses . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Operating income . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Interest income, net . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Income before income taxes . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Income tax expense . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Net income . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
21.9%
0.4%
13.3%
0.0%
13.3%
3.9%
9.4%
22.1%
0.4%
13.5%
0.0%
13.5%
5.1%
8.4%
22.0%
0.4%
12.9%
0.0%
12.9%
4.8%
8.2%
Fiscal year 2017 versus fiscal year 2016
Net sales
Net sales increased $1,029.8 million, or 21.2%, to $5,884.5 million in fiscal 2017 compared to $4,854.7 million in fiscal
2016. The sales for the 53rd week of fiscal 2017 were approximately $108.8 million. Salon service sales increased
$36.3 million, or 15.0% to $277.4 million compared to $241.1 million in fiscal 2016. Excluding the impact of the 53rd
week, salon service sales increased 12.8%. E-commerce sales increased $223.4 million, or 64.7%, to $568.7 million
31
compared to $345.3 million in fiscal 2016. Excluding the impact of the 53rd week, e-commerce sales increased 59.9%.
The net sales increases are due to the opening of 100 net new stores in fiscal 2017 and an 11.0% increase in comparable
sales. Non-comparable stores, which include stores opened in fiscal 2017 as well as stores opened in fiscal 2016, which
have not yet turned comparable, contributed $493.8 million of the net sales increase, while comparable stores contributed
$536.0 million of the total net sales increase.
The 11.0% comparable sales increase consisted of a 7.1% increase in retail and salon services and a 59.9% increase in
e- commerce. The inclusion of e-commerce resulted in an increase of approximately 390 basis points to the total
comparable sales in fiscal 2017 compared to 240 basis points in fiscal 2016. The total comparable sales increase included
a 6.7% increase in transactions and a 4.3% increase in average ticket. We attribute the increase in comparable sales to
our successful marketing and merchandising strategies.
Gross profit
Gross profit increased $349.6 million, or 20.0%, to $2,096.8 million in fiscal 2017, compared to $1,747.2 million in
fiscal 2016. Gross profit as a percentage of net sales decreased 40 basis points to 35.6% in fiscal 2017 compared to
36.0% in fiscal 2016. The decrease in gross profit margin was primarily due to:
•
•
30 basis points deleverage in merchandise margins driven by our marketing and merchandising strategies; and
10 basis points deleverage due to the impact of a one-time bonus payment to hourly associates related to tax
reform.
Selling, general and administrative expenses
Selling, general and administrative (SG&A) expenses increased $213.4 million, or 19.9%, to $1,287.2 million in fiscal
2017 compared to $1,073.8 million in fiscal 2016. As a percentage of net sales, SG&A expenses decreased 20 basis
points to 21.9% in fiscal 2017 compared to 22.1% in fiscal 2016. The leverage in SG&A expenses was primarily due to:
•
•
•
70 basis points leverage due to corporate overhead and variable store expenses attributed to cost efficiencies and
higher sales volume, partially offset by;
30 basis points deleverage due to investments in store labor; and
20 basis points deleverage due to the impact of a one-time bonus payment related to tax reform.
Pre-opening expenses
Pre-opening expenses increased $5.7 million, or 30.8%, to $24.3 million in fiscal 2017 compared to $18.6 million in
fiscal 2016. During fiscal 2017, we opened 102 new stores, remodeled 11 stores, and relocated seven stores. During
fiscal 2016, we opened 104 new stores, remodeled 12 stores, and relocated two stores.
Interest income, net
Interest income, net was $1.6 million in fiscal 2017, compared to $0.9 million in fiscal 2016. Interest income results
from cash equivalents and short-term investments with maturities of twelve months or less from the date of purchase.
Interest expense represents interest on borrowings and fees related to the credit facility. We did not have any outstanding
borrowings on our credit facility as of February 3, 2018 and January 28, 2017.
Income tax expense
Income tax expense of $231.6 million in fiscal 2017 represents an effective tax rate of 29.4%, compared to fiscal 2016
tax expense of $246.0 million and an effective tax rate of 37.5%. The lower tax rate is primarily due to a reduction of net
deferred income tax liabilities and a lower effective tax rate in January 2018 as a result of tax reform and the adoption of
a new accounting standard in fiscal 2017 for employee share-based payments. See Note 6, “Income taxes,” for further
information.
32
We expect our fiscal 2018 effective tax rate to be significantly lower than our fiscal 2017 effective tax rate as a result of
the reduction of the federal corporate income tax rate.
Net income
Net income increased $145.5 million, or 35.5%, to $555.2 million in fiscal 2017 compared to $409.8 million in fiscal
2016. The increase in net income was primarily due to a $349.6 million increase in gross profit and a $14.3 million
decrease in income tax expense, which was partially offset by a $213.4 million increase in SG&A expenses.
Fiscal year 2016 versus fiscal year 2015
Net sales
Net sales increased $930.6 million, or 23.7%, to $4,854.7 million in fiscal 2016 compared to $3,924.1 million in fiscal
2015. Salon service sales increased $31.9 million, or 15.2% to $241.1 million compared to $209.2 million in fiscal 2015.
E-commerce sales increased $124.2 million, or 56.2%, to $345.3 million compared to $221.1 million in fiscal 2015. The
net sales increases are due to the opening of 100 net new stores in fiscal 2016 and a 15.8% increase in comparable sales.
Non-comparable stores, which include stores opened in fiscal 2016 as well as stores opened in fiscal 2015, which have
not yet turned comparable, contributed $320.9 million of the net sales increase, while comparable stores contributed
$609.8 million of the total net sales increase.
The 15.8% comparable sales increase consisted of a 13.4% increase in retail and salon services and a 56.2% increase in
e-commerce. The inclusion of e-commerce resulted in an increase of approximately 240 basis points to total comparable
sales in fiscal 2016 compared to 180 basis points in fiscal 2015. The total comparable sales increase included a 10.7%
increase in transactions and a 5.1% increase in average ticket. We attribute the increase in comparable sales to our
successful marketing and merchandising strategies.
Gross profit
Gross profit increased $362.9 million, or 26.2%, to $1,747.2 million in fiscal 2016, compared to $1,384.3 million, in
fiscal 2015. Gross profit as a percentage of net sales increased 70 basis points to 36.0% in fiscal 2016 compared to
35.3% in fiscal 2015. The increase in gross profit margin was primarily due to:
•
•
•
30 basis points improvement in merchandise margins driven by our marketing and merchandising strategies,
including a reduction in year-over-year promotional levels;
70 basis points of leverage in fixed store costs attributed to the impact of higher sales volume, partly offset by;
30 basis points of planned deleverage related to supply chain investments.
Selling, general and administrative expenses
SG&A expenses increased $210.5 million, or 24.4%, to $1,073.8 million in fiscal 2016 compared to $863.4 million in
fiscal 2015. As a percentage of net sales, SG&A expenses increased 10 basis points to 22.1% in fiscal 2016 compared to
22.0% in fiscal 2015. The deleverage in SG&A expenses was primarily due to:
•
•
•
30 basis points deleverage due to investments in store labor to support our growth initiatives;
20 basis points deleverage in corporate overhead due to higher variable compensation, depreciation expense and
impairment charges related to the closure of stores in Chicago, Illinois and Denham Springs, Louisiana, partly
offset by;
40 basis points of leverage in marketing expense attributed to strong sales growth.
33
Pre-opening expenses
Pre-opening expenses increased $3.9 million, or 26.5%, to $18.6 million in fiscal 2016 compared to $14.7 million in
fiscal 2015. During fiscal 2016, we opened 104 new stores, remodeled 12 stores, and relocated two stores. During fiscal
2015, we opened 103 new stores, remodeled four stores, and relocated five stores.
Interest income, net
Interest income, net was $0.9 million in fiscal 2016, compared to $1.1 million in fiscal 2015. Interest income results
from cash equivalents and short-term investments with maturities of twelve months or less from the date of purchase.
Interest expense represents fees related to the credit facility. We did not utilize our credit facility during fiscal 2016 or
2015.
Income tax expense
Income tax expense of $246.0 million in fiscal 2016 represents an effective tax rate of 37.5%, compared to fiscal 2015
tax expense of $187.4 million and an effective tax rate of 36.9%. The fiscal 2015 tax rate included benefits from lower
state taxes that did not recur in fiscal 2016.
Net income
Net income increased $89.8 million, or 28.0%, to $409.8 million in fiscal 2016 compared to $320.0 million in fiscal
2015. The increase in net income was primarily due to a $362.9 million increase in gross profit, which was partially
offset by a $210.5 million increase in SG&A expenses and a $58.5 million increase in income tax expense.
Liquidity and capital resources
Our primary cash needs are for capital expenditures for new, remodeled, and relocated stores, increased merchandise
inventories related to store expansion and new brand additions, in-store boutiques (sets of custom-designed fixtures
configured to prominently display certain prestige brands within our stores), supply chain improvements, share
repurchases, and for continued improvement in our information technology systems.
Our primary sources of liquidity are cash and cash equivalents, short-term investments, cash flows from operations,
including changes in working capital and tax reform, 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 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 may not have collected all of the landlord allowances due to us as part of our lease
agreements. Based on past performance and current expectations, we believe that cash and cash equivalents, short-term
investments, cash generated from operations, and borrowings under the credit facility will satisfy the Company’s
working capital needs, capital expenditure needs, commitments, and other liquidity requirements through at least the next
12 months.
The following table presents a summary of our cash flows for fiscal years 2017, 2016 and 2015:
(In thousands)
Net cash provided by operating activities . . . . . . . . . . . $ 779,366 $ 634,385 $ 375,874
(278,958)
Net cash used in investing activities . . . . . . . . . . . . . . .
Net cash used in financing activities . . . . . . . . . . . . . . .
(140,225)
Net increase (decrease) in cash and cash equivalents . . $ (107,565) $ 39,170 $ (43,309)
(530,714)
(356,217)
(273,447)
(321,768)
2018
February 3,
Fiscal year ended
January 28,
2017
January 30,
2016
34
Operating activities
Operating activities consist of net income adjusted for certain non-cash items, including depreciation and amortization,
non-cash stock-based compensation, realized gains or losses on disposal of property and equipment, and the effect of
working capital changes.
Merchandise inventories were $1,096.4 million at February 3, 2018, compared to $944.0 million at January 28, 2017,
representing an increase of $152.4 million or 16.1%. Average inventory per store increased 5.3% compared to prior year.
The increase in inventory is primarily due to the following:
•
•
•
approximately $97 million due to the addition of 100 net new stores opened since January 28, 2017;
approximately $33 million due to the ramp up of the Company’s distribution center in Dallas, Texas; and
approximately $22 million due to increased sales, new brand additions, and incremental inventory for in-store
prestige brands.
Deferred rent liabilities were $407.9 million at February 3, 2018, an increase of $41.7 million compared to
$366.2 million at January 28, 2017. Deferred rent includes deferred construction allowances, future rental increases, free
rent, and rent holidays which are all recognized on a straight-line basis over their respective lease term. The increase is
primarily due to the addition of 100 net new stores opened since January 28, 2017 and corporate and supply chain
expansion.
Investing activities
We have historically used cash primarily for new, remodeled and refreshed stores, supply chain investments, short-term
investments, and investments in information technology systems. Investment activities for capital expenditures were
$440.7 million in fiscal 2017, compared to $373.4 million and $299.2 million in fiscal 2016 and 2015, respectively.
Capital expenditures increased in fiscal 2017 compared to fiscal 2016 mainly due to our new store program, store
refreshes (prestige boutiques and related in-store merchandising upgrades), and information systems investments.
Purchases of short-term investments were $330 million during fiscal 2017 and consist of certificates of deposit with
maturities of twelve months or less from the date of purchase.
The following table presents a summary of our store activities in fiscal years 2017, 2016, and 2015:
Stores opened. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Stores remodeled . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Stores relocated . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Stores refreshed . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
102
11
7
190
104
12
2
213
103
4
5
163
February 3,
2018
Fiscal year ended
January 28,
2017
January 30,
2016
During fiscal 2017, the average investment required to open a new Ulta Beauty store was approximately $1.6 million,
which includes capital investment net of landlord contributions, pre-opening expenses, and initial inventory net of
payables. The average investment required to remodel an Ulta Beauty store was approximately $1.1 million in fiscal
2017. The average investment required to refresh an Ulta Beauty store was approximately $0.4 million in fiscal 2017.
35
Capital expenditures for fiscal 2018 (budget), 2017, 2016, and 2015 by major category are as follows:
2018
Fiscal
Budget 2017
Fiscal
2016
Fiscal
2015
(In millions)
New, Remodeled, and Relocated Stores . . . . . . . . . . $ 175
80
Merchandising and Refreshed Stores . . . . . . . . . . . . .
65
Information Systems . . . . . . . . . . . . . . . . . . . . . . . . . .
30
Supply Chain . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
25
Store Maintenance and Other . . . . . . . . . . . . . . . . . . .
375
Total . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
$ 190
87
74
42
48
441
$
$ 154
83
56
41
40
$ 374
$ 122
42
63
49
23
299
$
Our future investments will depend primarily on the number of new, remodeled, and relocated stores, supply chain
investments, and information technology systems that we undertake and the timing of these expenditures. Based on past
performance and current expectations, we expect to self-fund future capital expenditures. We expect to spend
approximately $375 million for capital expenditures in fiscal 2018. We embarked on a multi-year supply chain project
beginning in fiscal 2014, which included adding capacity, with distribution centers opened in fiscal 2015 and fiscal 2016
and another distribution center in fiscal 2018, and system improvements to support expanded omni-channel capabilities.
Financing activities
Financing activities in fiscal 2017, 2016, and 2015 consist principally of capital stock transactions and our stock
repurchase program. Purchases of treasury shares represent the fair value of common shares repurchased from plan
participants in connection with shares withheld to satisfy minimum statutory tax obligations upon the vesting of
restricted stock.
We had no borrowings outstanding under our credit facility at the end of fiscal 2017, 2016 and 2015. The zero
outstanding borrowings position is due to a combination of factors including strong sales growth, overall performance of
management initiatives including expense control as well as inventory and other working capital reductions. We may
require borrowings under the facility from time to time in future periods to support our new store program, share
repurchases, and seasonal inventory needs.
Share repurchase plan
On March 10, 2016, we announced that our Board of Directors authorized a share repurchase program (the 2016 Share
Repurchase Program) pursuant to which the Company could repurchase up to $425.0 million of the Company’s common
stock. The 2016 Share Repurchase Program authorization revoked the previously authorized, but unused amounts of
$172.4 million from the earlier share repurchase program. The 2016 Share Repurchase Program did not have an
expiration date but provided for suspension or discontinuation at any time.
As part of the 2016 Share Repurchase Program, we entered into an Accelerated Share Repurchase (ASR) agreement
with Goldman, Sachs & Co. to repurchase $200.0 million of the Company’s common stock. Under the ASR agreement,
the Company paid $200.0 million to Goldman, Sachs & Co. and received an initial delivery of 851,653 shares in the
first quarter of fiscal 2016, which were retired and represented 80% of the total shares the Company expected to
receive based on the market price at the time of the initial delivery. In May 2016, the ASR settled and an additional
153,418 shares were delivered to the Company and retired. The final number of shares delivered upon settlement was
determined with reference to the average price of the Company’s common stock over the term of the agreement. The
transaction was accounted for as an equity transaction. The par value of shares received was recorded as a reduction to
common stock with the remainder recorded as a reduction to additional paid-in capital and retained earnings. Upon
receipt of the shares, there was an immediate reduction in the weighted average common shares calculation for basic and
diluted earnings per share.
On March 9, 2017, we announced that the Board of Directors authorized a new share repurchase program (the 2017
Share Repurchase Program) pursuant to which the Company could repurchase up to $425.0 million of the Company’s
common stock. The 2017 Share Repurchase Program authorization revoked the previously authorized but unused amount
36
of $79.9 million from the 2016 Share Repurchase Program. The 2017 Share Repurchase Program did not have an
expiration date but provided for suspension or discontinuation at any time.
During fiscal year 2015, we purchased 1,034,418 shares of common stock for $167.4 million. During fiscal 2016,
excluding the shares repurchased under the ASR, we purchased 634,155 shares of common stock for $144.3 million.
During fiscal 2017, we purchased 1,503,545 shares of common stock for $367.6 million.
On March 15, 2018, we announced that the Board of Directors authorized a new share repurchase program (the 2018
Share Repurchase Program) pursuant to which the Company may repurchase up to $625.0 million of the Company’s
common stock. The 2018 Share Repurchase Program authorization revokes the previously authorized but unused
amounts from the 2017 Share Repurchase Program. The 2018 Share Repurchase Program does not have an expiration
date and may be suspended or discontinued at any time.
Credit facility
On August 23, 2017, we entered into a Second Amended and Restated Loan Agreement (the Loan Agreement) with
Wells Fargo Bank, National Association, as Administrative Agent, Collateral Agent and a Lender thereunder, Wells
Fargo Bank, National Association and JPMorgan Chase Bank, N.A., as Lead Arrangers and Bookrunners, JPMorgan
Chase Bank, N.A., as Syndication Agent and a Lender, PNC Bank, National Association, as Documentation Agent and a
Lender, and the other lenders party thereto. The Loan Agreement matures on August 23, 2022, provides maximum
revolving loans equal to the lesser of $400.0 million or a percentage of eligible owned inventory (which borrowing base
may, at the election of the Company and satisfaction of certain conditions, include a percentage of eligible owned
receivables and qualified cash), contains a $20.0 million subfacility for letters of credit and allows the Company to
increase the revolving facility by an additional $50.0 million, subject to the consent by each lender and other conditions.
The Loan Agreement contains a requirement to maintain a fixed charge coverage ratio of not less than 1.0 to 1.0 during
such periods when availability under the Loan Agreement falls below a specified threshold. Substantially all of the
Company’s assets are pledged as collateral for outstanding borrowings under the Loan Agreement. Outstanding
borrowings will bear interest at either a base rate or the London Interbank Offered Rate plus 1.25%, and the unused line
fee is 0.20% per annum.
As of February 3, 2018 and January 28, 2017, we had no borrowings outstanding under the credit facility and the
Company was in compliance with all terms and covenants of the agreement.
Seasonality
Our business is subject to seasonal fluctuation. Significant portions of our net sales and profits are realized during the
fourth quarter of the fiscal year due to the holiday selling season. To a lesser extent, our business is also affected by
Mother’s Day, Valentine’s Day, as well as the “Back to School” season. Any decrease in sales during these higher sales
volume periods could have an adverse effect on our business, financial condition, or operating results for the entire fiscal
year. 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.
Impact of inflation and changing prices
Although we do not believe that inflation has had a material impact on our financial position or results of operations to
date, a high rate of inflation in the future may have an adverse effect on our ability to maintain current levels of gross
margin and selling, general and administrative expenses as a percentage of net sales if the selling prices of our products
do not increase with these increased costs. In addition, inflation could materially increase the interest rates on any future
debt.
37
Off-balance sheet arrangements
As of February 3, 2018, we have not entered into any “off-balance sheet” arrangements, as that term is described by the
SEC. We do, however, have off-balance sheet operating leases and purchases obligations incurred in the ordinary course
of business as indicated within the contractual obligations table below.
Contractual obligations
The following table summarizes our contractual arrangements and the timing and effect that such commitments are
expected to have on our liquidity and cash flows in future periods. The table below excludes variable expenses related to
contingent rent, common area maintenance, insurance, and real estate taxes. The table below includes obligations for
executed agreements for which we do not yet have the right to control the use of the property as of February 3, 2018:
(In thousands)
Operating lease obligations (1) . . . . . . . . . . . . . . . . . . . . . . $2,234,521 $313,335 $ 613,115
Purchase obligations . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
—
Total (2) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $2,253,523 $332,337 $ 613,115
19,002
19,002
Total
Less Than
1 Year
1 to 3
Years
3 to 5
Years
More than 5
Years
$537,912 $ 770,159
—
$537,912 $ 770,159
—
(1) Variable operating lease obligations related to common area maintenance, insurance, and real estate taxes are not
included in the table above. Total expenses related to common area maintenance, insurance, and real estate taxes for
fiscal 2017 were approximately $68.4 million.
(2) The unrecognized tax benefit of $3.6 million as of February 3, 2018 is excluded due to uncertainty regarding the
realization and timing of the related future cash flows, if any.
We lease retail stores, distribution centers, corporate offices, and certain equipment under operating leases with various
expiration dates through fiscal 2032. Our store leases generally have initial lease terms of 10 years and include renewal
options under substantially the same terms and conditions as the original leases. In addition to future minimum lease
payments, most of our lease agreements include escalating rent provisions which we recognize straight-line over the term
of the lease, including any lease renewal periods deemed to be probable. For certain locations, we receive cash tenant
allowances and we report these amounts as deferred rent, which is amortized on a straight-line basis as a reduction of
rent expense over the term of the lease, including any lease renewal periods deemed to be probable.
Purchase obligations reflect legally binding agreements entered into by the Company to purchase goods or services.
Excluded from our purchase obligations are normal purchases and contracts entered into in the ordinary course of
business. The amount of purchase obligations relates to commitments made to a third party for products and services for
the new distribution center expected to open in fiscal 2018, advertising, and other goods and service contracts entered
into as of February 3, 2018.
Critical accounting policies and estimates
Management’s discussion and analysis of financial condition and results of operations is based upon our financial
statements, which have been prepared in accordance with U.S. generally accepted accounting principles (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. A discussion of our more significant estimates follows. Management has
discussed the development, selection, and disclosure of these estimates and assumptions with the Audit Committee of the
Board of Directors.
38
Inventory valuation
Merchandise inventories are carried at the lower of cost or market. Cost is determined using the weighted-average cost
method and includes costs incurred to purchase and distribute goods as well as related vendor allowances including
co-op advertising, markdowns, and volume discounts. We record valuation adjustments to our inventories if the cost of a
specific product on hand exceeds the amount we expect to realize from the ultimate sale or disposal of the inventory.
These estimates are based on management’s judgment regarding future demand, age of inventory, and analysis of
historical experience. If actual demand or market conditions are different than those projected by management, future
merchandise margin rates may be unfavorably or favorably affected by adjustments to these estimates.
Inventories are adjusted for the results of periodic physical inventory counts at each of our locations. We record a shrink
reserve representing management’s estimate of inventory losses by location that have occurred since the date of the last
physical count. This estimate is based on management’s analysis of historical results and operating trends.
We do not believe that there is a reasonable likelihood that there will be a material change in the future estimates or
assumptions we use to calculate our lower of cost or market or shrink reserves. Adjustments to earnings resulting from
revisions to management’s estimates of the lower of cost or market and shrink reserves have been insignificant during
fiscal 2017, 2016 and 2015. An increase or decrease in the lower of cost or market reserve of 10% would have had no
material impact on our pre-tax income for fiscal 2017. An increase or decrease in the shrink rate included in the shrink
reserve calculation of 10% would have had no material impact on our pre-tax income for fiscal 2017.
Vendor allowances
The majority of cash consideration received from a supplier is considered to be a reduction of the cost of the related
products and is reflected in cost of sales in our consolidated statements of income as the related products are sold unless
it is in exchange for an asset or service or a reimbursement of a specific, incremental, identifiable cost incurred by the
Company in selling the vendors’ products. We estimate the amount recorded as a reduction of inventory at the end of
each period based on a detailed analysis of inventory turns and management’s analysis of the facts and circumstances of
the various contractual agreements with vendors. We record cash consideration expected to be received from vendors in
receivables, net at the amount we expect to collect. We do not believe that there is a reasonable likelihood that there will
be a material change in the future estimates or assumptions we use to calculate our reduction of inventory. An increase or
decrease in inventory turns of five basis points would have affected pre-tax income by approximately $4.2 million in
fiscal 2017.
Impairment of long-lived tangible assets
We review long-lived tangible assets whenever events or circumstances indicate these assets might not be recoverable
based on undiscounted future cash flows. Assets are reviewed at the store level, which is the lowest level for which cash
flows can be identified. Significant estimates are used in determining future operating results of each store over its
remaining lease term. If such assets are considered to be impaired, the impairment to be recognized is measured by the
amount by which the carrying amount of the assets exceeds the fair value of the assets. We do not believe that there is a
reasonable likelihood that there will be a material change in the future estimates or assumptions we use to calculate our
impairment charges. No significant impairment charges were recognized in fiscal 2017, fiscal 2016, or fiscal 2015.
Customer loyalty program
We maintain a customer loyalty program, Ultamate Rewards, in which program members earn points based on
purchases. Points earned by members are valid for at least one year and may be redeemed on any product we sell. We
accrue the cost of anticipated redemptions related to this program at the time of the initial purchase based on historical
experience. We do not believe that there is a reasonable likelihood that there will be a material change in the future
estimates or assumptions we use to calculate our redemption rates. Adjustments to earnings resulting from revisions to
management’s estimates of the redemption rates have been insignificant during fiscal 2017, 2016 and 2015. If our
redemption rate were to increase or decrease by 5%, it would have affected pre-tax income by approximately
$7.8 million in fiscal 2017.
39
Share-based compensation
We account for share-based compensation in accordance with the Accounting Standards Codification (ASC) rules for
stock compensation. Share-based compensation cost is measured at the grant date, based on the fair value of the award,
and is recognized on a straight-line basis over the requisite service period for awards expected to vest.
We estimate the grant date fair value of stock options using a Black-Scholes valuation model. The expected volatility is
based on the historical volatility of the Company’s common stock. The risk free interest rate is based on the United
States 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 expected life of options granted is derived
from historical data on Ulta Beauty stock option exercises. The historical exercise data is updated on an annual basis and
the changes have not had a material impact on the calculation in any years presented.
Forfeitures of options are estimated at the grant date based on historical rates of the Company’s stock option activity and
reduce the compensation expense recognized. The forfeiture rate is updated on an annual basis and the changes have not
had a material impact on compensation expense recognized in any years presented. We do not believe that there is a
reasonable likelihood that there will be a material change in the future estimates or assumptions we use to calculate our
grant date fair value of stock options or forfeiture rate.
See Note 2 to our consolidated financial statements, “Summary of significant accounting policies - Share-based
compensation,” for disclosure related to the Company’s stock compensation expense. See Note 10 to our consolidated
financial statements, “Share-based awards,” for disclosure related to our stock compensation expense and related
valuation model assumptions.
Income taxes
We are subject to income taxes in the United States. Significant judgment is required in determining our provision for
income taxes and income tax assets and liabilities, including evaluating uncertainties in the application of accounting
principles and complex tax laws.
We recognize deferred income taxes for the estimated future tax consequences attributable to temporary differences
between the financial statement carrying amounts of existing assets and liabilities and their respective tax bases.
Deferred tax assets and liabilities are measured using enacted tax rates expected to apply to taxable income in the years
in which temporary differences are anticipated to be recovered or settled. The effect on deferred taxes of a change in
income tax rates is recognized in the consolidated statements of income in the period of enactment. A valuation
allowance is recorded to reduce the carrying amounts of deferred tax assets to the amount expected to be realized unless
it is more-likely-than-not that such assets will be realized in full. The estimated tax benefit of an uncertain tax position is
recorded in our consolidated financial statements only after determining a more-likely-than-not probability that the
uncertain tax position will withstand challenge, if any, from applicable taxing authorities.
Judgment is required in assessing the future tax consequences of events that have been recognized on our consolidated
financial statements or tax returns. Variations in the actual outcome of these future tax consequences could materially
impact our consolidated financial statements.
Recent accounting pronouncements not yet adopted
See Note 2 to our consolidated financial statements, “Summary of significant accounting policies – Recent accounting
pronouncements not yet adopted.”
Recently adopted accounting pronouncements
See Note 2 to our consolidated financial statements, “Summary of significant accounting policies – Recently adopted
accounting pronouncements.”
40
Item 7A. 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 did not have any outstanding borrowings on our credit facility as of February 3, 2018,
January 28, 2017, or January 30, 2016. Interest income from cash equivalents and short-term investments with maturities
of twelve months or less from the date of purchase is partially offset by interest expense, which represents interest from
borrowings and various fees associated with the credit facility.
Item 8. Financial Statements and Supplementary Data
See the index, consolidated financial statements, and notes to consolidated financial statements included under Item 15,
“Exhibits and Financial Statement Schedules.”
Item 9. Changes in and Disagreements with Accountants on Accounting and Financial Disclosure
None.
Item 9A. Controls and Procedures
Evaluation of disclosure controls and procedures over financial reporting
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 Board of
Directors.
Based on management’s evaluation as of February 3, 2018, 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 SEC’s rules and forms, and that such information is accumulated and communicated to our
management, including the Chief Executive Officer and Chief Financial Officer, as appropriate, to allow timely
decisions regarding required disclosure.
Management’s annual report on internal control over financial reporting
Our management is responsible for establishing and maintaining adequate internal control over financial reporting for the
Company. Internal control over financial reporting is a process designed by, or under the supervision of, the principal
executive officer and principal financial officer and effected by the Board of Directors, management, and other
personnel, to provide reasonable assurance regarding the reliability of our financial reporting and the preparation of
financial statements for external purposes in accordance with GAAP.
Under the supervision and with the participation of our principal executive officer and our principal financial officer,
management evaluated the effectiveness of our internal control over financial reporting as of February 3, 2018, based on
the criteria established in Internal Control – Integrated Framework issued by the Committee of Sponsoring Organizations
of the Treadway Commission (2013 framework) (the COSO). Based on this evaluation, our principal executive officer
and principal financial officer concluded that our internal controls over financial reporting were effective as of
February 3, 2018. Ernst & Young LLP, the independent registered public accounting firm that audited our financial
statements included in this Annual Report on Form 10-K, has audited the effectiveness of our internal control over
41
financial reporting as of February 3, 2018 and has issued the attestation report included in Item 15 of this Annual Report
on Form 10-K.
Changes in internal control over financial reporting
There were no changes to our internal controls over financial reporting during the 14 weeks ended February 3, 2018 that
have materially affected, or are reasonably likely to materially affect, our internal controls over financial reporting.
Item 9B. Other Information
On March 29, 2018, our Board of Directors approved a special retention incentive award for Mary Dillon, our Chief
Executive Officer, which will vest based on her continued employment with the Company through September 30, 2021,
consisting of:
•
•
an award of 24,478 restricted stock units (the Time Vested RSUs) which have a grant date fair value equal to
$5,000,000; and
an award of performance based restricted stock units (the Performance RSUs) which will have a value equal to
(a) $5,000,000, if our average closing share price for either the 20 trading days or 30 calendar days preceding
September 30, 2021 equals $300, or (b) $10,000,000, if our average closing share price for either the 20 trading
days or 30 calendar days preceding September 30, 2021 equals or exceeds $350. If our average closing share
price is greater than $300, but less than $350, the value of her shares will be interpolated between the
$5,000,000 and $10,000,000 values. To the extent our average closing share price is determined by our Board
of Directors in its sole discretion to be (i) falsely depressed by a disruption with respect to our share price or an
abnormal market disruption (including, without limitation, a natural disaster or a terrorist attack), or (ii) inflated
due to the existence of material non-public information that upon disclosure is expected to have a significant
adverse impact on our share price, then our Board of Directors, in its sole discretion, may adjust the
measurement period of 20 trading days or 30 calendar days preceding September 30, 2021 to (A) a time period
preceding such disruption, (B) shorten or lengthen the measurement period or (C) disregard the period of such
disruption.
Should Ms. Dillon resign with the consent of our Board of Directors or if she is terminated without “Cause” or
terminates for “Good Reason” (both as defined in her amended employment letter) prior to September 30, 2021, and she
provides a general release of claims, then she will vest in the Time Vested RSUs on such termination and the
Performance RSUs will remain eligible to vest on September 30, 2021 depending upon our average closing share price
as described above. Ms. Dillon will be issued the vested Time Vested RSUs and the number of shares with a value equal
to the Performance RSUs on September 30, 2021, but she is restricted from selling any such shares until September 30,
2022.
On March 29, 2018, the Compensation Committee of our Board of Directors also amended Ms. Dillon’s severance
benefits as originally set forth in her June 20, 2013 employment letter. As amended, in the event Ms. Dillon’s
employment is terminated without “Cause” or she resigns for “Good Reason” (as such terms are defined in her amended
employment letter), she will be entitled to the following, subject to her providing a general release of claims:
•
•
severance pay for a period of 24 months in a monthly amount equal to the sum of (a) her monthly base salary
then in effect plus (b) her target bonus for the year of termination divided by 12; and
any bonus actually earned, pro-rated based on the percentage of the fiscal year Ms. Dillon is employed by the
Company.
The forgoing descriptions of Ms. Dillon’s special retention incentive award and amended severance benefits are qualified
in their entirety by reference to the full text of the award agreement and the amendment to her employment letter, copies
of which are filed herewith as Exhibits 10.17 and 10.18, respectively, and are incorporated herein by reference.
42
Item 10. Directors, Executive Officers, and Corporate Governance
Part III
The information required by this item with respect to our executive officers is set forth after Part I, Item 4 of this Annual
Report on Form 10-K under the caption “Executive Officers of the Registrant.” The additional information required by
this item is included under the captions “Corporate Governance and the Board of Directors - Election of Directors,”
“Independent Registered Public Accounting Firm and Audit Committee - Audit Committee” and “Stock – Section 16(a)
Beneficial Ownership Reporting Compliance” in our definitive Proxy Statement for our 2018 Annual Meeting of
Stockholders (the Proxy Statement) and is hereby incorporated herein by reference.
We have a Code of Business Conduct that applies to all of our employees, including our Chief Executive Officer, Chief
Financial Officer, Controller, and other persons performing similar functions. We have posted a copy of our Code of
Business Conduct under “Corporate Governance” in the Investor Relations section of our website located at
http://ir.ultabeauty.com, and such Code of Business Conduct is available in print, without charge, to any stockholder who
requests it from our Corporate Secretary. We intend to satisfy the disclosure requirements under Item 5.05 of Form 8-K
regarding amendments to, or waivers from, the Code of Business Conduct by posting such information under “Corporate
Governance” in the Investor Relations section of our website located at http://ir.ultabeauty.com. We are not including the
information contained on our website as part of, or incorporating it by reference into, this Annual Report on Form 10-K.
Item 11. Executive Compensation
The information required by this item is included under the captions “Compensation Committee - Report of the
Compensation Committee of the Board of Directors,” “Compensation Committee - Compensation Discussion and
Analysis,” “Compensation Committee - CEO Pay Ratio,” and “Corporate Governance and the Board of Directors –
Non-Executive Director Compensation for Fiscal 2017” in the Proxy Statement and is hereby incorporated herein by
reference.
Item 12. Security Ownership of Certain Beneficial Owners and Management and Related Stockholder Matters
The information required by this item with respect to security ownership of certain beneficial owners and management is
included under the caption “Stock - Security Ownership of Certain Beneficial Owners and Management” in the Proxy
Statement and is hereby incorporated by reference. The information required by this item with respect to compensation
plans under which our equity securities are authorized for issuance as of February 3, 2018 is set forth in Item 5 of this
Annual Report on Form 10-K under the caption “Securities authorized for issuance under equity compensation plans.”
Item 13. Certain Relationships and Related Transactions, and Director Independence
The information required by this item is included under the captions “Corporate Governance and the Board of Directors -
Corporate Governance - Independence,” “Compensation Committee - Compensation Committee Interlocks and Insider
Participation,” and “Certain Relationships and Transactions” in the Proxy Statement and is hereby incorporated by
reference.
Item 14. Principal Accountant Fees and Services
The information required by this item is included under the caption “Independent Registered Public Accounting Firm
and Audit Committee - Fees to Independent Registered Public Accounting Firm” in the Proxy Statement and is hereby
incorporated by reference.
43
Item 15. Exhibits and Financial Statement Schedules
(a) The following documents are filed as a part of this Form 10-K:
Part IV
Reports of Independent Registered Public Accounting Firm . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 45
Consolidated Balance Sheets . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 48
Consolidated Statements of Income . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 49
Consolidated Statements of Cash Flows . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 50
Consolidated Statements of Stockholders’ Equity . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 51
Notes to Consolidated Financial Statements . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 52
Schedule II – Valuation and Qualifying Accounts . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 69
44
Report of Independent Registered Public Accounting Firm
The Board of Directors and Stockholders
Ulta Beauty, Inc.
Opinion on the Financial Statements
We have audited the accompanying consolidated balance sheets of Ulta Beauty, Inc. (the Company) as of February 3,
2018, and January 28, 2017, the related consolidated statements of income, stockholders’ equity, and cash flows for each
of the three years in the period ended February 3, 2018, and the related notes and financial statement schedule listed in
the Index at Item 15 (collectively referred to as the “financial statements”). In our opinion, the financial statements
present fairly, in all material respects, the consolidated financial position of the Company at February 3, 2018 and
January 28, 2017, and the consolidated results of its operations and its cash flows for each of the three years in the period
ended February 3, 2018, in conformity with U.S. generally accepted accounting principles.
We also have audited, in accordance with the standards of the Public Company Accounting Oversight Board (United
States) (PCAOB), the Company’s internal control over financial reporting as of February 3, 2018, based on criteria
established in Internal Control-Integrated Framework issued by the Committee of Sponsoring Organizations of the
Treadway Commission (2013 framework) and our report dated April 3, 2018 expressed an unqualified opinion thereon.
Basis for Opinion
These financial statements are the responsibility of the Company’s management. Our responsibility is to express an
opinion on the Company’s financial statements based on our audits. We are a public accounting firm registered with the
PCAOB and are required to be independent with respect to the Company in accordance with the U.S. federal securities
laws and the applicable rules and regulations of the Securities and Exchange Commission and the PCAOB.
We conducted our audits in accordance with the standards of the PCAOB. Those standards require that we plan and
perform the audit to obtain reasonable assurance about whether the financial statements are free of material
misstatement, whether due to error or fraud. Our audits included performing procedures to assess the risks of material
misstatement of the financial statements, whether due to error or fraud, and performing procedures that respond to those
risks. Such procedures include examining, on a test basis, evidence regarding the amounts and disclosures in the
financial statements. Our audits also included evaluating the accounting principles used and significant estimates made
by management, as well as evaluating the overall presentation of the financial statements. We believe that our audits
provide a reasonable basis for our opinion.
/s/ Ernst & Young LLP
We have served as the Company’s auditor since 1997.
Chicago, Illinois
April 3, 2018
45
Report of Independent Registered Public Accounting Firm
The Board of Directors and Stockholders
Ulta Beauty, Inc.
Opinion on Internal Control over Financial Reporting
We have audited Ulta Beauty, Inc.’s internal control over financial reporting as of February 3, 2018, based on criteria
established in Internal Control - Integrated Framework issued by the Committee of Sponsoring Organizations of the
Treadway Commission (2013 framework) (the COSO criteria). In our opinion, Ulta Beauty, Inc. (the Company)
maintained, in all material respects, effective internal control over financial reporting as of February 3, 2018, based on
COSO criteria.
We also have audited, in accordance with the standards of the Public Company Accounting Oversight Board (United
States) (PCAOB), the consolidated balance sheets of the Company as of February 3, 2018 and January 28, 2017, the
related consolidated statements of income, stockholders’ equity and cash flows for each of the three years in the period
ended February 3, 2018, and the related notes and financial statement schedule listed in the Index at Item 15 and our
report dated April 3, 2018 expressed an unqualified opinion thereon.
Basis for Opinion
The Company’s management is responsible for maintaining effective internal control over financial reporting and for its
assessment of the effectiveness of internal control over financial reporting included in the accompanying Management’s
annual report on internal control over financial reporting. Our responsibility is to express an opinion on the Company’s
internal control over financial reporting based on our audit. We are a public accounting firm registered with the PCAOB
and are required to be independent with respect to the Company in accordance with the U.S. federal securities laws and
the applicable rules and regulations of the Securities and Exchange Commission and the PCAOB.
We conducted our audit in accordance with the standards of the PCAOB. Those standards require that we plan and
perform the audit to obtain reasonable assurance about whether effective internal control over financial reporting was
maintained in all material respects.
Our audit included obtaining an understanding of internal control over financial reporting, assessing the risk that a
material weakness exists, testing and evaluating the design and operating effectiveness of internal control based on the
assessed risk, and performing such other procedures as we considered necessary in the circumstances. We believe that
our audit provides a reasonable basis for our opinion.
Definition and Limitations of Internal Control Over Financial Reporting
A company’s internal control over financial reporting is a process designed 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. A company’s internal control over financial reporting includes those policies
and procedures that (1) pertain to the maintenance of records that, in reasonable detail, accurately and fairly reflect the
transactions and dispositions of the assets of the company; (2) provide reasonable assurance that transactions are
recorded as necessary to permit preparation of financial statements in accordance with generally accepted accounting
principles, and that receipts and expenditures of the company are being made only in accordance with authorizations of
management and directors of the company; and (3) provide reasonable assurance regarding prevention or timely
detection of unauthorized acquisition, use, or disposition of the company’s assets that could have a material effect on the
financial statements.
46
Because of its inherent limitations, internal control over financial reporting may not prevent or detect misstatements.
Also, projections of any evaluation of effectiveness to future periods are subject to the risk that controls may become
inadequate because of changes in conditions, or that the degree of compliance with the policies or procedures may
deteriorate.
/s/ Ernst & Young LLP
Chicago, Illinois
April 3, 2018
47
Ulta Beauty, Inc.
Consolidated Balance Sheets
(In thousands, except per share data)
Assets
Current assets:
February 3,
2018
January 28,
2017
Cash and cash equivalents . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 277,445 $
Short-term investments . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Receivables, net . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Merchandise inventories, net. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Prepaid expenses and other current assets . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Prepaid income taxes . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Total current assets . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
120,000
99,719
1,096,424
98,666
1,489
1,693,743
385,010
30,000
88,631
943,975
88,621
—
1,536,237
Property and equipment, net . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
1,004,358
11,283
Deferred compensation plan assets . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
—
Other long-term assets . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Total assets . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 2,908,687 $ 2,551,878
1,189,453
16,827
8,664
Liabilities and stockholders’ equity
Current liabilities:
Accounts payable . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 325,758 $
Accrued liabilities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Accrued income taxes . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Total current liabilities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
302,307
14,101
642,166
259,518
260,854
8,971
529,343
Deferred rent . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Deferred income taxes . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Other long-term liabilities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Total liabilities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
407,916
59,403
24,985
1,134,470
366,191
86,498
19,628
1,001,660
Commitments and contingencies (Note 4)
Stockholders’ equity:
Common stock, $0.01 par value, 400,000 shares authorized; 61,441 and
62,733 shares issued; 60,822 and 62,129 shares outstanding; at February 3, 2018,
and January 28, 2017, respectively . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
627
(14,524)
Treasury stock-common, at cost . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
658,330
Additional paid-in capital . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
905,785
Retained earnings . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Total stockholders’ equity . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
1,550,218
Total liabilities and stockholders’ equity . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 2,908,687 $ 2,551,878
614
(18,767)
698,917
1,093,453
1,774,217
See accompanying notes to consolidated financial statements.
48
Ulta Beauty, Inc.
Consolidated Statements of Income
(In thousands, except per share data)
Net sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 5,884,506 $ 4,854,737 $ 3,924,116
2,539,783
Cost of sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
1,384,333
Gross profit . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
3,787,697
2,096,809
3,107,508
1,747,229
February 3,
2018
Fiscal year ended
January 28,
2017
January 30,
2016
Selling, general and administrative expenses . . . . . . . . . . . . . . . . . . . . . . . . .
Pre-opening expenses . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Operating income . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Interest income, net . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Income before income taxes . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Income tax expense . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Net income . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
1,287,232
24,286
785,291
(1,568)
786,859
231,625
1,073,834
18,571
654,824
(890)
655,714
245,954
$ 555,234 $ 409,760 $
863,354
14,682
506,297
(1,143)
507,440
187,432
320,008
Net income per common share:
Basic . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
Diluted . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
9.02 $
8.96 $
6.55 $
6.52 $
5.00
4.98
Weighted average common shares outstanding:
Basic . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Diluted . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
61,556
61,975
62,519
62,851
63,949
64,275
See accompanying notes to consolidated financial statements.
49
Ulta Beauty, Inc.
Consolidated Statements of Cash Flows
(In thousands)
Operating activities
Net income . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 555,234
Adjustments to reconcile net income to net cash provided by operating
activities:
February 3,
2018
Fiscal year ended
January 28,
2017
January 30,
2016
$ 409,760 $ 320,008
Depreciation and amortization . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Deferred income taxes . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Non-cash stock compensation charges . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Excess tax benefits from stock-based compensation . . . . . . . . . . . . . . . . .
Loss on disposal of property and equipment . . . . . . . . . . . . . . . . . . . . . . .
Change in operating assets and liabilities:
252,713
(27,095)
24,399
—
7,518
210,295
26,971
19,340
(9,053)
9,140
165,049
5,809
15,594
(9,497)
3,690
Receivables . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Merchandise inventories . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Prepaid expenses and other current assets . . . . . . . . . . . . . . . . . . . . .
Income taxes . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Accounts payable . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Accrued liabilities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Deferred rent . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Other assets and liabilities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Net cash provided by operating activities . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
(11,088)
(152,449)
(10,045)
3,641
66,240
36,891
41,725
(8,318)
779,366
(23,639)
(182,182)
(16,073)
5,322
63,344
71,057
44,402
5,701
634,385
(12,552)
(180,564)
(6,000)
2,795
5,396
37,926
27,662
558
375,874
Investing activities
Purchases of short-term investments . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Proceeds from short-term investments . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Purchases of property and equipment . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Net cash used in investing activities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
(330,000)
240,000
(440,714)
(530,714)
(90,000)
190,000
(373,447)
(273,447)
(130,000)
150,209
(299,167)
(278,958)
Financing activities
Repurchase of common shares . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Stock options exercised . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Purchase of treasury shares . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Excess tax benefits from stock-based compensation . . . . . . . . . . . . . . . . . . . .
Debt issuance costs . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Net cash used in financing activities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
(367,581)
16,190
(4,243)
—
(583)
(356,217)
(344,275)
16,293
(2,839)
9,053
—
(321,768)
(167,396)
19,646
(1,972)
9,497
—
(140,225)
(107,565)
Net increase (decrease) in cash and cash equivalents . . . . . . . . . . . . . . . . . . . .
Cash and cash equivalents at beginning of year . . . . . . . . . . . . . . . . . . . . . . . .
385,010
Cash and cash equivalents at end of year . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 277,445
39,170
345,840
(43,309)
389,149
$ 385,010 $ 345,840
Supplemental cash flow information
Cash paid for income taxes (net of refunds) . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 254,619
Non-cash investing activities:
$ 212,514 $ 179,248
Change in property and equipment included in accrued liabilities . . . . . .
$
4,562
$
2,446
$
13
See accompanying notes to consolidated financial statements.
50
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S
Ulta Beauty, Inc.
Notes to Consolidated Financial Statements
(In thousands, except per share and store count data)
1. Business and basis of presentation
On January 29, 2017, Ulta Salon, Cosmetics & Fragrance, Inc. implemented a holding company reorganization. Pursuant
to which Ulta Beauty, Inc., which was incorporated as a Delaware corporation in December 2016, became the successor
to Ulta Salon, Cosmetics & Fragrance, Inc., the former publicly-traded company and now a wholly owned subsidiary of
Ulta Beauty. As used in these notes and throughout this Annual Report on Form 10-K, all references to “we,” “us,” “Ulta
Beauty,” or the “Company” refer to Ulta Beauty, Inc. and its consolidated subsidiaries.
The Company was originally founded in 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
February 3, 2018, the Company operated 1,074 stores in 48 states and the District of Columbia. All amounts are stated in
thousands, with the exception of per share amounts and number of stores.
The Company has determined its operating segments on the same basis that it uses to internally evaluate performance.
The Company has combined its three operating segments, retail stores, salon services, and e-commerce, into one
reportable segment because they have a similar class of consumer, economic characteristics, nature of products, and
distribution methods.
The Company offers a balanced portfolio across five primary categories: (1) cosmetics; (2) skincare, bath and fragrance;
(3) haircare products and styling tools; (4) salon services; and (5) other, which includes nail products and accessories.
The following table sets forth the approximate percentage of net sales attributed to each category for the periods
indicated:
February 3,
2018
Fiscal year ended
January 28,
2017
January 30,
2016
Cosmetics . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Skincare, Bath & Fragrance . . . . . . . . . . . . . . . . . . . . . . . . . .
Haircare Products & Styling Tools . . . . . . . . . . . . . . . . . . . .
Salon Services . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Other . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
51%
21%
19%
5%
4%
100%
51%
20%
20%
5%
4%
100%
46%
23%
22%
5%
4%
100%
2. Summary of significant accounting policies
Fiscal year
The Company’s fiscal year is the 52 or 53 weeks ending on the Saturday closest to January 31. The Company’s fiscal
years ended February 3, 2018 (fiscal 2017), January 28, 2017 (fiscal 2016), and January 30, 2016 (fiscal 2015) were 53,
52, and 52 week years, respectively.
Consolidation
The Company’s consolidated financial statements include the accounts of the Company and its wholly owned
subsidiaries. All significant intercompany accounts, transactions, and unrealized profit were eliminated in consolidation.
Use of estimates
The preparation of consolidated financial statements in conformity with U.S. generally accepted accounting principles
(GAAP) requires management to make estimates and assumptions that affect the reported amounts of assets and
52
liabilities at the date of the consolidated financial statements and the reported amounts of revenues and expenses during
the accounting period. Actual results could differ from those estimates.
Cash and cash equivalents
Cash and cash equivalents include cash on hand and highly liquid investments with maturities of three months or less
from the date of purchase. Cash equivalents include amounts due from third-party credit card receivables because such
amounts generally convert to cash within one to three days with little or no default risk.
Short-term investments
The Company determines the balance sheet classification of its investments at the time of purchase and evaluates the
classification at each balance sheet date. Money market funds, certificates of deposit, and time deposits with maturities
of greater than three months but no more than twelve months are carried at cost, which approximates fair value and are
recorded in the Consolidated Balance Sheets in Short-term investments (see Note 9, “Investments”).
Receivables
Receivables consist principally of amounts due from vendors and landlord construction allowances earned but not yet
received. These receivables are computed based on provisions of the vendor and lease agreements in place and the
Company’s completed performance. The Company’s vendors are producers of consumer products and landlords. The
Company does not require collateral on its receivables and does not accrue interest. Credit risk with respect to
receivables is limited due to the diversity of vendors and landlords comprising the Company’s vendor base. The
Company performs ongoing credit evaluations of its vendors and evaluates the collectability of its receivables based on
the length of time the receivable is past due and historical experience. The receivable for vendor allowances was $78,238
and $59,553 as of February 3, 2018 and January 28, 2017, respectively, and the receivable for landlord allowances was
$12,729 and $23,186 as of February 3, 2018 and January 28, 2017, respectively. The allowance for doubtful receivables
totaled $1,371 and $2,079 as of February 3, 2018 and January 28, 2017, respectively.
Merchandise inventories
Merchandise inventories are stated at the lower of cost or market. Cost is determined using the weighted-average cost
method and includes costs incurred to purchase and distribute goods. Inventory cost also includes vendor allowances
related to co-op advertising, markdowns, and volume discounts. The Company maintains reserves for lower of cost or
market and shrinkage.
Fair value of financial instruments
The carrying value of cash and cash equivalents, accounts receivable, and accounts payable approximates their estimated
fair values due to the short maturities of these instruments. The Company had no outstanding debt as of February 3, 2018
and January 28, 2017.
Property and equipment
The Company’s property and equipment are stated at cost, net of accumulated depreciation and amortization.
Maintenance and repairs are charged to operating expense as incurred. The Company’s assets are depreciated or
amortized using the straight-line method over the shorter of their estimated useful lives or the expected lease term as
follows:
Equipment and fixtures . . . . . . . . . . . . . 3 to 10 years
10 years
Leasehold improvements . . . . . . . . . . . .
3 to 5 years
Electronic equipment and software . . .
53
The Company capitalizes costs incurred during the application development stage in developing or purchasing internal
use software. These costs are amortized over the estimated useful life of the software.
The Company periodically evaluates whether changes have occurred that would require revision of the remaining useful
life of equipment and leasehold improvements or render them not recoverable. If such circumstances arise, the Company
uses an estimate of the undiscounted sum of expected future operating cash flows during their holding period to
determine whether the long-lived assets are impaired. If the aggregate undiscounted cash flows are less than the carrying
amount of the assets, the resulting impairment charges to be recorded are calculated based on the excess of the carrying
value of the assets over the fair value of such assets, with the fair value determined based on an estimate of discounted
future cash flows. No significant impairment charges were recognized in fiscal 2017, fiscal 2016, or fiscal 2015.
Impairment charges are included in selling, general and administrative (SG&A) expenses in the consolidated statements
of income.
Customer loyalty program
The Company’s loyalty rewards program, Ultamate Rewards, is a points-based program. Ultamate Rewards enables
customers to earn points based on their purchases. Points earned by members are valid for at least one year and may be
redeemed on any product the Company sells. The Company accrues the cost of anticipated redemptions related to this
program at the time of the initial purchase based on historical experience. The accrued liability related to this loyalty
program at February 3, 2018 and January 28, 2017 was $42,219 and $30,244, respectively. The cost of this program,
which was $106,598, $77,145, and $54,464 in fiscal 2017, 2016, and 2015, respectively, is included in cost of sales in
the consolidated statements of income.
Credit cards
During 2016, the Company entered into certain agreements (the Agreements) with third parties to provide guests with
private label and/or co-branded credit cards (collectively, the Credit Cards). The private label credit card can be used at
any store location and online and the co-branded credit card can be used anywhere the co-branded card is accepted. A
third-party financing company is the sole owner of the accounts and underwrites the credit issued under the Credit Card
programs.
The Company receives payments and reimbursements of expenses in accordance with the Agreements and based on
usage of the Credit Cards. The Company recognizes income for such cash receipts when the amounts are fixed or
determinable and collectability is reasonably assured, which is generally the time at which the actual usage of the Credit
Cards or specified transaction occurs. A majority of the funds received are recorded as a reduction of SG&A expenses,
and the remaining portion is recognized as a reduction to cost of sales in the consolidated statements of income.
Loyalty members earn points through purchases at Ulta Beauty and anywhere the co-branded credit card is accepted.
Consistent with the current accounting for the customer loyalty program, the Company accrues the cost of anticipated
redemptions of points at the time of the initial purchase and costs are included in cost of sales in the consolidated
statements of income. Other administrative costs related to the Credit Card programs, including payroll, marketing
expenses, and other direct costs, are included in SG&A in the consolidated statements of income.
Deferred rent
Many of the Company’s operating leases contain predetermined fixed increases of the minimum rental rate during the
lease. For these leases, the Company recognizes the related rental expense on a straight-line basis over the expected lease
term and records the difference between the amounts charged to expense and the rent paid as deferred rent. The lease
term commences on the earlier of the date when the Company becomes legally obligated for rent payments or the date
the Company takes possession of the leased space.
As part of many lease agreements, the Company receives construction allowances from landlords for tenant
improvements. These leasehold improvements made by the Company are capitalized and amortized over the shorter of
54
the lease term or 10 years. The construction allowances are recorded as deferred rent and amortized on a straight-line
basis over the lease term as a reduction of rent expense.
Revenue recognition
Net sales include retail store and e-commerce merchandise sales as well as salon service revenue. Revenue from
merchandise sales at retail stores is recognized at the time of sale, net of estimated returns. The Company provides
refunds for product returns within 60 days from the original purchase date. Salon service revenue is recognized when
services are rendered. Salon service revenue amounted to $277,361, $241,105, and $209,249 in fiscal 2017, 2016, and
2015, respectively. E-commerce sales are recognized based on delivery of merchandise to the customer. E-commerce
revenue amounted to $568,736, $345,342, and $221,077 in fiscal 2017, 2016, and 2015, respectively. Company coupons
and other incentives are recorded as a reduction of net sales. State sales taxes are presented on a net basis as the
Company considers itself a pass-through conduit for collecting and remitting state sales tax.
The Company’s gift card sales are deferred and recognized in net sales when the gift card is redeemed for product or
services. The Company’s gift cards do not expire and do not include service fees that decrease customer balances. The
Company has maintained Company-specific, historical data related to its large pool of similar gift card transactions sold
and redeemed over a significant time frame. The Company recognizes gift card breakage to the extent there is no
requirement for remitting balances to governmental agencies under unclaimed property laws. Gift card breakage is
recognized over the same performance period, and in the same proportion, that the Company’s data has demonstrated
that gift cards are redeemed. Gift card breakage was $7,783, $5,335, and $3,728 in fiscal 2017, 2016, and 2015,
respectively, and is recorded as a decrease in SG&A expenses in the consolidated statements of income. Deferred gift
card revenue was $63,139 and $46,268 at February 3, 2018 and January 28, 2017, respectively, and is included in
accrued liabilities on the consolidated balance sheets.
Vendor allowances
The Company receives allowances from vendors in the normal course of business including advertising and markdown
allowances, purchase volume discounts and rebates, reimbursement for defective merchandise, and certain selling and
display expenses. Substantially all vendor allowances are recorded as a reduction of the vendor’s product cost and are
recognized in cost of sales as the product is sold.
Advertising
Advertising expense consists principally of direct mail catalogs, newspaper inserts, television, radio, and digital
advertising. The Company expenses the costs related to its advertising in the period the related promotional event occurs.
Total advertising costs, exclusive of incentives from vendors and start-up advertising expense, amounted to $259,423,
$212,714, and $187,158 in fiscal 2017, 2016, and 2015, respectively. Advertising expense as a percentage of sales was
4.4%, 4.4%, and 4.8% in fiscal 2017, 2016, and 2015, respectively. Prepaid advertising costs included in prepaid
expenses and other current assets on the consolidated balance sheets were $12,811 and $9,901 as of February 3, 2018
and January 28, 2017, respectively.
Pre-opening expenses
Non-capital expenditures incurred prior to the grand opening of a new, remodeled, or relocated store are expensed as
incurred.
Cost of sales
Cost of sales includes the cost of merchandise sold (retail store and e-commerce), including a majority of vendor
allowances, which are treated as a reduction of merchandise costs; distribution costs including labor and related benefits,
freight, rent, depreciation and amortization, real estate taxes, utilities, and insurance; shipping and handling costs; store
occupancy costs including rent, depreciation and amortization, real estate taxes, utilities, repairs and maintenance,
55
insurance, licenses, and cleaning expenses; salon payroll and benefits; customer loyalty program expense; and shrink and
inventory valuation reserves.
Selling, general and administrative expenses
SG&A expenses includes payroll, bonus, and benefit costs for retail and corporate employees; advertising and marketing
costs; credit card program incentives; gift card breakage; occupancy costs related to our corporate office facilities; public
company expense including Sarbanes-Oxley Act of 2002 compliance expenses; stock-based compensation expense;
depreciation and amortization for all assets except those related to our retail store and distribution operations, which are
included in cost of sales; and legal, finance, information systems and other corporate overhead costs.
Income taxes
Deferred income taxes reflect the net tax effect of temporary differences between the carrying amounts of assets and
liabilities used for financial reporting purposes and the amounts used for income tax purposes. The amounts reported
were derived using the enacted tax rates in effect for the year the differences are expected to reverse.
Income tax benefits related to uncertain tax positions are recognized only when it is more likely than not that the tax
position will be sustained on examination by the taxing authorities. The determination is based on the technical merits of
the position and presumes that each uncertain tax position will be examined by the relevant taxing authority that has full
knowledge of all relevant information. Penalties and interest related to unrecognized tax positions are recorded in income
tax expense in the consolidated statements of income.
Share-based compensation
Share-based compensation cost is measured at grant date, based on the fair value of the award, and is recognized on a
straight-line basis over the requisite service period for awards expected to vest. The Company recorded stock
compensation expense of $24,399, $19,340, and $15,594 in fiscal 2017, 2016, and 2015, respectively (see Note 10,
“Share-based awards”).
Insurance expense
The Company has insurance programs with third party insurers for employee health, workers compensation, and general
liability, among others, to limit the Company’s liability exposure. The insurance programs are premium based and
include retentions, deductibles, and stop loss coverage. Current stop loss coverage per claim is $350 for employee health
claims, $100 for general liability claims, and $250 for workers compensation claims. The Company makes collateral and
premium payments during the plan year and accrues expenses in the event additional premium is due from the Company
based on actual claim results.
Net income per common share
Basic net income per common share is computed by dividing income available to common stockholders by the weighted-
average number of shares of common stock outstanding during the period. Diluted net income per common share
includes dilutive common stock equivalents, using the treasury stock method (see Note 11, “Net income per common
share”).
Recent accounting pronouncements not yet adopted
Revenue Recognition from Contracts with Customers
In May 2014, the Financial Accounting Standards Board (FASB) issued Accounting Standards Update (ASU) 2014-09,
Revenue from Contracts with Customers, issued as a new Topic, Accounting Standards Codification Topic 606
(ASU 2014-09). The new revenue recognition standard provides a five-step analysis of transactions to determine when
and how revenue is recognized. The core principle is that the Company will recognize revenue when the transfer of
56
promised goods or services to customers occurs in an amount that reflects the consideration to which the Company
expects to be entitled in exchange for those goods or services. The standard also calls for additional disclosures around
the nature, amount, timing, and uncertainty of revenue and cash flows arising from contracts with customers. In
August 2015, the FASB issued ASU 2015-14 Revenue from Contracts with Customers (Topic 606), which delayed the
effective date of ASU 2014-09 by one year. With the deferral, the revenue recognition standard is effective for annual
reporting periods beginning after December 15, 2017, including interim reporting periods, with early adoption permitted.
This standard and subsequent amendments allow for either full retrospective or modified retrospective adoption.
The Company will adopt the new standard effective February 4, 2018 using the modified retrospective method applied to
all contracts as of that date. ASU 2014-09 will impact the recognition timing or classification of revenues and expenses
for the loyalty program (by using the deferred revenue method instead of the incremental cost method), private label
credit card and co-branded credit card programs (by recognizing amounts earned under the programs as revenue instead
of as a reduction of SG&A expenses), gift card breakage (by including breakage within net sales instead of SG&A
expenses under the proportional model), sales refund reserve (by grossing up the balance sheet to record a refund
obligation and right of return asset instead of recognizing revenue net of returns), and e-commerce operations (by
recognizing revenue upon shipment, when control of the merchandise transfers to the customer, instead of upon receipt
by the customer).
The adoption of ASU 2014-09 will not have a material impact on the Company’s consolidated financial position, results
of operations or cash flows. Upon adoption, the Company will recognize the cumulative effect of adopting this standard
as an adjustment to the opening balance of retained earnings. Prior periods will not be retrospectively adjusted. The
Company expects this adjustment will decrease the fiscal 2018 opening balance of retained earnings by $15,000 to
$20,000, which is primarily related to the change in accounting for the loyalty program from the incremental cost method
to the deferred revenue method as required by this standard.
Leases
In February 2016, the FASB issued ASU 2016-02, Leases (Topic 842). This standard will change the way all leases of
one year or more are treated. Under this guidance, lessees will be required to capitalize virtually all leases on the balance
sheet as a right-of-use asset and recognize an associated financing lease liability or capital lease liability. The right-of-
use asset represents the lessee’s right to use, or control the use of, a specified asset for the specified lease term. The lease
liability represents the lessee’s obligation to make lease payments arising from the lease, measured on a discounted basis.
Based on certain characteristics, leases are classified as financing leases or operating leases. Financing lease liabilities,
those that contain provisions similar to capitalized leases, are amortized like capital leases under current GAAP as
amortization expense and interest expense in the statement of operations. Operating lease liabilities are amortized on a
straight-line basis over the life of the lease as lease expense in the statement of operations. Entities are required to use a
modified retrospective approach for leases that exist or are entered into after the beginning of the earliest comparative
period in the financial statements, and have the option to use certain relief. ASU 2016-02 is effective for public
companies for annual reporting periods beginning after December 15, 2018, including interim reporting periods. Early
adoption is permitted.
The Company will adopt the new standard in fiscal 2019. The Company’s ability to adopt depends on system readiness,
including software procured from third-party providers, and completing an analysis of information necessary to quantify
the financial statement impact. The Company formed a project team to review the current accounting policies and
practices and assess the effect of the standard on the consolidated financial statements. The team completed a
preliminary assessment of the potential impact of adopting ASU 2016-02 on the consolidated financial statements. The
adoption of ASU 2016-02 will have a material impact on the Company’s consolidated financial position, but the
Company is not able to quantify the difference at this time. The Company does not believe adoption of this standard will
have a material impact on the Company’s consolidated results of operations or cash flows.
Liabilities – Extinguishments of Liabilities
In March 2016, the FASB issued ASU 2016-04, Liabilities – Extinguishments of Liabilities (Subtopic 405-20):
Recognition of Breakage for Certain Prepaid Stored – Value Products. This update entitles a company to derecognize
57
amounts related to expected breakage to the extent that it is probable a significant reversal of the recognized breakage
amount will not subsequently occur. ASU 2016-04 is effective for annual and interim periods beginning after
December 15, 2017, and early adoption is permitted. The adoption of ASU 2016-04 is not expected to have a material
impact on the Company’s consolidated financial position, results of operations, or cash flows.
Recently adopted accounting pronouncements
Compensation – Stock Compensation
In March 2016, the FASB issued ASU 2016-09, Compensation – Stock Compensation (Topic 718): Improvements to
Employee Share-Based Payment Accounting. This guidance changed how companies account for certain aspects of
share-based payments to employees. Companies have to recognize all income tax effects of awards in the income
statement when the awards vest or are settled, and additional paid-in capital pools were eliminated. The guidance on
employer’s accounting for an employee’s use of shares to satisfy the employer’s statutory income tax withholding
obligation and for forfeitures changed, and two practical expedients for non-public entities were added. ASU 2016-09
was effective for annual and interim reporting periods beginning after December 15, 2016.
The Company adopted the new guidance prospectively in the first quarter of fiscal 2017. The adoption resulted in a
decrease in the provision for income taxes of $10,024 in fiscal 2017 due to the recognition of excess tax benefits for
options exercised and the vesting of equity awards. The extent of excess tax benefits or deficiencies is subject to
variation in the Company’s stock price and timing/extent of restricted stock units vesting and employee stock option
exercises. Additionally, the consolidated statements of cash flows now present such tax benefits or deficiencies as an
operating activity on a prospective basis. Based on the adoption methodology applied, the statement of cash flows
classification of prior periods has not been adjusted. As allowed under the new guidance, the Company did not change its
accounting principles relative to elements of this standard and continued its existing practice of estimating the number of
awards that will be forfeited.
Statement of Cash Flows
In August 2016, the FASB issued ASU 2016-15, Statement of Cash Flows (Topic 230): Classification of Certain Cash
Receipts and Cash Payments (a consensus of the Emerging Issues Task Force). ASU 2016-15 provides classification
guidance on certain cash receipts and cash payments, including, but not limited to, debt prepayment costs, contingent
consideration payments made after a business combination, proceeds from the settlement of insurance claims, proceeds
from the settlement of bank-owned life insurance policies, and distributions received from equity method investees. The
adoption of ASU 2016-15 requires a retrospective transition method applied to each period presented. ASU 2016-15 is
effective for annual periods and interim periods beginning after December 15, 2017, and early adoption is permitted. The
Company early adopted the new guidance, retrospectively, in the fourth quarter of fiscal 2017, and its adoption had no
material impact on the Company’s consolidated financial position, results of operation, or cash flows.
In November 2016, the FASB issued ASU 2016-18, Statement of Cash Flows (Topic 230): Restricted Cash (a consensus
of the Emerging Issues Task Force), which amends ASU Topic 230. ASU 2016-18 requires entities to show the changes
in the total of cash, cash equivalents, restricted cash, and restricted cash equivalents in the statement of cash flows. As a
result, entities will no longer be required to present transfers between cash and cash equivalents and restricted cash and
restricted cash equivalents in the statement of cash flows. When cash, cash equivalents, restricted cash, and restricted
cash equivalents are presented in more than one line item on the balance sheet, the new guidance requires a
reconciliation of the totals in the statement of cash flows to the related captions in the balance sheet. Entities will also
have to disclose the nature of their restricted cash and restricted cash equivalent balances. ASU 2016-18 is effective for
fiscal years beginning after December 15, 2017 and interim periods within those years and early adoption is permitted.
Entities are required to apply the guidance retrospectively. The Company early adopted the new guidance,
retrospectively, in the fourth quarter of fiscal 2017, and its adoption had no material impact on the Company’s
consolidated financial position, results of operations, or cash flows.
58
Compensation – Stock Compensation: Scope of Modification Accounting
In May 2017, the FASB issued ASU 2017-09, Compensation - Stock Compensation (Topic 718): Scope of Modification
Accounting, which provides clarification on when modification accounting should be used for changes to the terms or
conditions of a share-based payment award. This ASU does not change the accounting for modifications but clarifies that
modification accounting guidance should only be applied if there is a change to the value, vesting conditions, or award
classification and would not be required if the changes are considered non-substantive. ASU 2017-09 is effective for
fiscal years beginning after December 15, 2017 and interim periods within those fiscal years, and early adoption is
permitted. The Company early adopted this standard in the fourth quarter of fiscal 2017, and its adoption had no impact
on the Company’s consolidated financial position, results of operations, or cash flows.
3. Property and equipment
Property and equipment consists of the following:
February 3,
January 28,
(In thousands)
Equipment and fixtures . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 834,931 $
Leasehold improvements . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Electronic equipment and software . . . . . . . . . . . . . . . . . . . . . . . . . .
Construction-in-progress . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
2017
708,754
607,690
437,262
49,411
1,803,117
Less: accumulated depreciation and amortization . . . . . . . . . . . . . .
(798,759)
Property and equipment, net . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 1,189,453 $ 1,004,358
705,943
485,368
122,419
2,148,661
(959,208)
2018
The Company had no capitalized interest in fiscal 2017 or fiscal 2016.
4. Commitments and contingencies
Leases – The Company leases retail stores, distribution centers, corporate offices, and certain equipment under operating
leases with various expiration dates through 2032. Original non-cancelable lease terms range from three to ten years, and
store leases generally contain renewal options for additional years. Total rent expense under operating leases was
$241,559, $202,942, and $181,487 in fiscal 2017, 2016, and 2015, respectively. Future minimum lease payments under
operating leases as of February 3, 2018, are as follows:
(In thousands)
Fiscal year
2018 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 313,335
313,562
2019 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
299,553
2020 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
281,092
2021 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
256,820
2022 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
2023 and thereafter . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
770,159
Total minimum lease payments . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 2,234,521
Operating
Leases
Included in the operating lease schedule above is $279,574 of minimum lease payments for stores that are expected to
open in future periods.
Contractual obligations – As of February 3, 2018, the Company had obligations of $6,397 related to commitments made
to a third party for products and services for a new distribution center opening in fiscal 2018. Payments under this
commitment were $24,502 and $11,528 in fiscal 2017 and 2016, respectively. In addition, the Company has entered into
various non-cancelable advertising and other goods and service contracts. These agreements expire over one year and the
obligations under these agreements were $12,605 as of February 3, 2018.
59
General litigation – The Company is involved in various legal proceedings that are incidental to the conduct of the
business. In the opinion of management, the amount of any liability with respect to these proceedings, either individually
or in the aggregate, will not have a material adverse effect on the Company’s consolidated financial position, results of
operations or cash flows.
5. Accrued liabilities
Accrued liabilities consist of the following:
February 3,
January 28,
(In thousands)
Accrued vendor liabilities (including accrued property and
44,804
equipment costs) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
47,441
Accrued customer liabilities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
84,555
Accrued payroll, bonus, and employee benefits . . . . . . . . . . . . . . . .
24,883
Accrued taxes, other . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Other accrued liabilities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
59,171
Accrued liabilities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 302,307 $ 260,854
42,462 $
117,034
82,593
27,616
32,602
2018
2017
6. Income taxes
The provision for income taxes consists of the following:
(In thousands)
Current:
Fiscal
2017
Fiscal
2016
Fiscal
2015
Federal . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 230,006 $ 194,199 $ 163,048
18,694
State . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
181,742
28,714
258,720
24,835
219,034
Total current . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Deferred:
Federal . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
State . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
6,981
(1,291)
5,690
Total deferred . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Provision for income taxes . . . . . . . . . . . . . . . . . . . . . . . . $ 231,625 $ 245,954 $ 187,432
(26,256)
(839)
(27,095)
24,480
2,440
26,920
A reconciliation of the federal statutory rate to the Company’s effective tax rate is as follows:
Fiscal
2017
33.7 %
Federal statutory rate . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
2.4 %
State effective rate, net of federal tax benefit . . . . . . . . . . .
(4.9) %
Re-measurement of deferred tax liabilities . . . . . . . . . . . . .
(1.2) %
Excess deduction of stock compensation . . . . . . . . . . . . . .
Other . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
(0.6) %
Effective tax rate . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 29.4 %
Fiscal
2016
35.0 %
2.8 %
0.0 %
0.0 %
(0.3)%
37.5 %
Fiscal
2015
35.0 %
2.2 %
0.0 %
0.0 %
(0.3)%
36.9 %
On December 22, 2017, the Tax Cuts and Jobs Act (Tax Reform) was enacted into law. This new legislation reduces the
federal corporate tax rate to 21.0% effective January 1, 2018. In accordance with Section 15 of the Internal Revenue
Code, the Company utilized a blended rate of 33.7% for the fiscal 2017 tax year by applying a prorated percentage of the
number of days prior to and subsequent to the January 1, 2018 effective date. The Company recorded a provisional
estimated after-tax benefit of $38,287 during the fourth quarter of fiscal 2017 based on the re-measurement of net
deferred tax liabilities and $9,778 due to the lower tax rate in January 2018. Given the significant complexity of the Tax
Reform, the Company will continue to evaluate and analyze the impact of this legislation. The $38,287 estimate is
provisional and based on the Company’s initial analysis of the Tax Reform, and may be adjusted in future periods due to,
60
among other things, additional analysis and additional guidance that may be issued by the U.S. Department of Treasury,
the Securities and Exchange Commission, and/or the Financial Accounting Standards Board.
Significant components of the Company’s deferred tax assets and liabilities are as follows:
(In thousands)
Deferred tax assets:
February 3,
2018
January 28,
2017
Reserves not currently deductible . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 23,789 $ 33,805
15,206
Employee benefits . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
398
Credit carryforwards . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
10,539
Accrued liabilities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
3,630
Inventory valuation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Total deferred tax assets . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
63,578
Deferred tax liabilities:
15,273
343
14,625
847
54,877
Property and equipment . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
73,454
Deferred rent obligation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
62,252
Prepaid expenses . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
14,370
150,076
Total deferred tax liabilities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Net deferred tax liability . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ (59,403) $ (86,498)
54,210
49,518
10,552
114,280
At February 3, 2018, the Company had $343 of credit carryforwards for state income tax purposes that expire between
2022 and 2027.
The Company accounts for uncertainty in income taxes in accordance with the ASC rules for income taxes. The reserve
for uncertain tax positions was $3,565 and $3,305 at February 3, 2018 and January 28, 2017, respectively. The balance is
the Company’s best estimate of the potential liability for uncertain tax positions. A reconciliation of the Company’s
unrecognized tax benefits, excluding interest and penalties, is as follows:
(In thousands)
Balance at beginning of the period. . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
Increase due to a prior year tax position . . . . . . . . . . . . . . . . . . . . . . . .
Decrease due to a prior period position . . . . . . . . . . . . . . . . . . . . . . . . .
Balance at the end of the period . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
February 3,
2018
3,305 $
1,064
(804)
3,565 $
January 28,
2017
2,262
1,048
(5)
3,305
The Company acknowledges that the amount of unrecognized tax benefits may change in the next twelve months.
However, it does not expect the change to have a significant impact on its consolidated financial statements. Income tax-
related interest and penalties were insignificant for fiscal 2017 and 2016.
The Company files tax returns in the U.S. Federal and State jurisdictions. The Company is no longer subject to U.S.
Federal examinations by the Internal Revenue Services for years before 2014 and is no longer subject to examinations by
State authorities before 2013.
7. Notes payable
On August 23, 2017, the Company entered into a Second Amended and Restated Loan Agreement (the Loan Agreement)
with Wells Fargo Bank, National Association, as Administrative Agent, Collateral Agent and a Lender thereunder, Wells
Fargo Bank, National Association and JPMorgan Chase Bank, N.A., as Lead Arrangers and Bookrunners, JPMorgan
Chase Bank, N.A., as Syndication Agent and a Lender, PNC Bank, National Association, as Documentation Agent and a
Lender, and the other lenders party thereto. The Loan Agreement matures on August 23, 2022, provides maximum
revolving loans equal to the lesser of $400,000 or a percentage of eligible owned inventory (which borrowing base may,
at the election of the Company and satisfaction of certain conditions, include a percentage of eligible owned receivables
and qualified cash), contains a $20,000 subfacility for letters of credit and allows the Company to increase the revolving
61
facility by an additional $50,000, subject to the consent by each lender and other conditions. The Loan Agreement
contains a requirement to maintain a fixed charge coverage ratio of not less than 1.0 to 1.0 during such periods when
availability under the Loan Agreement falls below a specified threshold. Substantially all of the Company’s assets are
pledged as collateral for outstanding borrowings under the Loan Agreement. Outstanding borrowings will bear interest at
either a base rate or the London Interbank Offered Rate plus 1.25%, and the unused line fee is 0.20% per annum.
As of February 3, 2018 and January 28, 2017, the Company had no borrowings outstanding under the credit facility and
the Company was in compliance with all terms and covenants of the agreement.
8. Fair value measurements
The carrying value of cash and cash equivalents, accounts receivable, and accounts payable approximates their estimated
fair values due to the short maturities of these instruments.
Fair value is measured using inputs from the three levels of the fair value hierarchy, which are described as follows:
• 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.
As of February 3, 2018 and January 28, 2017, the Company held financial liabilities of $15,942 and $10,474,
respectively, related to its non-qualified deferred compensation plan. The liabilities have been categorized as Level 2 as
they are based on third-party reported values which are based primarily on quoted market prices of underlying assets of
the funds within the plan.
9. Investments
The Company’s short-term investments as of February 3, 2018 and January 28, 2017, consist of $120,000 and $30,000,
respectively, in certificates of deposit. These short-term investments are carried at cost, which approximates fair value
and are recorded in the consolidated balance sheets in short-term investments. The contractual maturity of the
Company’s investments was less than twelve months at February 3, 2018.
10. Share-based awards
Equity incentive plans
The Company has had a number of equity incentive plans over the years. The plans were adopted in order to attract and
retain the best available personnel for positions of substantial authority and to provide additional incentive to employees,
directors, and consultants to promote the success of the Company’s business. Incentive compensation was awarded under
the Amended and Restated Restricted Stock Option Plan until April 2002 and under the 2002 Equity Incentive Plan
through July 2007, at which time the 2007 Incentive Award Plan was adopted. All of the plans generally provided for the
grant of incentive stock options, non-qualified stock options, restricted stock, restricted stock units, stock appreciation
rights, and other types of awards to employees, consultants, and directors. Unless provided otherwise by the
administrator of the plan, options vested over four years at the rate of 25% per year from the date of grant and most must
be exercised within ten years. Options were granted with the exercise price equal to the fair value of the underlying stock
on the date of grant.
Amended and Restated 2011 Incentive award plan
In June 2016, the Company adopted the Amended and Restated 2011 Incentive Award Plan (the 2011 Plan). The 2011
Plan provides for the grant of incentive stock options, non-qualified stock options, restricted stock, restricted stock units,
stock appreciation rights, performance awards, dividend equivalent rights, stock payments, deferred stock, and cash-
62
based awards to employees, consultants, and directors. Following its original adoption in June 2011, awards are only
being made under the 2011 Plan, and no further awards will be made under any prior plan. As of February 3, 2018, the
2011 Plan reserves for the issuance upon grant or exercise of awards up to 3,727 shares of the Company’s common
stock.
The following table presents information related to the Company’s 2011 Incentive award plan:
2011 Incentive award plan (in thousands)
Compensation expense
Fiscal
2017
Fiscal
2016
Fiscal
2015
Common stock options . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 8,993 $ 7,983 $ 7,899
6,040
Restricted stock units . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Performance-based restricted stock units . . . . . . . . . . . . .
1,655
Total stock compensation expense . . . . . . . . . . . . . . . . . . $ 24,399 $ 19,340 $ 15,594
9,507
5,899
7,295
4,062
Cash received from stock option exercises . . . . . . . . . . . . . . $ 16,190 $ 16,293 $ 19,646
Income tax benefit . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 10,024 $ 6,764 $ 5,354
Tax benefit realized . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 10,024 $ 15,868 $ 14,970
Common stock options
The Company measures share-based compensation cost on the grant date, based on the fair value of the award, and
recognizes the expense on a straight-line basis over the requisite service period for awards expected to vest. The
Company estimated the grant date fair value of stock options using a Black-Scholes valuation model using the following
weighted-average assumptions:
Fiscal
2015
37.9%
Volatility rate . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
1.6%
Average risk-free interest rate . . . . . . . . . . . . . . . . . . . . . . . . . . .
Average expected life (in years) . . . . . . . . . . . . . . . . . . . . . . . . . .
4.9
Dividend yield . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . None None None
Fiscal
2016
35.0%
1.2%
3.5
30.9%
1.6%
3.5
Fiscal
2017
The expected volatility is based on the historical volatility of the Company’s common stock. The risk free interest rate is
based on the United States 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 expected life of
options granted is derived from historical data on Ulta Beauty stock option exercises. Forfeitures of options are estimated
at the grant date based on historical rates of the Company’s stock option activity and reduce the compensation expense
recognized. The Company does not currently pay a regular dividend.
The following table presents information related to the Company’s common stock options:
Common stock options
Fiscal
(in thousands, except weighted-average grant date fair value)
2015
Weighted-average grant date fair value . . . . . . . . . . . . . . . . . $ 69.61
$ 56.44
$ 8,236
Fair value of options vested . . . . . . . . . . . . . . . . . . . . . . . . . . $ 5,656
Intrinsic value of options exercised . . . . . . . . . . . . . . . . . . . . $ 29,449 $ 27,468 $ 36,610
Fiscal
2016
$ 53.02
$ 5,932
Fiscal
2017
At February 3, 2018, there was approximately $18,148 of unrecognized compensation expense related to unvested stock
options. The unrecognized compensation expense is expected to be recognized over a weighted-average period of
approximately two and a half years.
63
A summary of the status of the Company’s stock option activity is presented in the following table (shares in thousands):
Fiscal 2017
Fiscal 2016
Fiscal 2015
Weighted-
Weighted-
Weighted-
Number of
options
average
Number of
exercise price options
average
exercise price
Number of
average
Common stock options outstanding
Beginning of year . . . . . . . . . . . . . . . .
Granted . . . . . . . . . . . . . . . . . . . . . . . .
Exercised . . . . . . . . . . . . . . . . . . . . . . .
Forfeited . . . . . . . . . . . . . . . . . . . . . . .
End of year . . . . . . . . . . . . . . . . . . . . .
Exercisable at end of year . . . . . . . . .
Vested and Expected to vest . . . . . . .
830 $
106
(166)
(4)
766 $
261 $
725 $
120.78
279.76
97.44
120.71
147.76
81.72
145.86
939 $
110
(194)
(25)
830 $
280 $
786 $
104.58
193.64
83.88
118.97
120.78
69.69
119.32
options
exercise price
1,073 $
294
(356)
(72)
939 $
316 $
890 $
72.12
160.01
55.20
91.74
104.58
61.44
103.36
The following table presents information related to options outstanding and options exercisable at February 3, 2018,
under the Company’s stock option plans based on ranges of exercise prices (shares in thousands):
Options outstanding
Options exercisable
Range of Exercise Prices
$9.67 – $57.42 . . . . . . . . . . . . . .
$69.96 – $96.81 . . . . . . . . . . . . .
$97.89 – $99.66 . . . . . . . . . . . . .
$101.35 – $153.87 . . . . . . . . . . .
$164.06 – $165.27 . . . . . . . . . . .
$191.76 – $281.53 . . . . . . . . . . .
$9.67 – $281.53 . . . . . . . . . . . . .
Number of contractual life
options
Number of
options
Weighted-
average
exercise price
$
Weighted-
average
remaining
100
72
92
87
206
209
766
(years)
2
5
6
7
8
9
7
$
Weighted-
average
remaining
contractual life
(years)
2
5
6
7
8
8
4
Weighted-
average
exercise price
26.11
$
83.15
98.14
131.60
165.01
193.87
81.72
$
26.11
84.34
98.18
138.70
164.09
237.17
147.76
100
64
31
39
3
24
261
The aggregate intrinsic value of outstanding and exercisable options as of February 3, 2018 was $61,348 and $35,982,
respectively. The last reported sale price of our common stock on the NASDAQ Global Select Market on
February 3, 2018 was $219.47 per share.
Restricted stock units
The Company issues restricted stock units to certain employees and its Board of Directors. Employee grants will
generally cliff vest after three years and director grants will cliff vest within one year. The grant date fair value of
restricted stock units is based on the closing market price of shares of the Company’s common stock on the date of grant.
Restricted stock units are expensed on a straight-line basis over the requisite service period. Forfeitures of restricted
stock units are estimated at the grant date based on historical rates of the Company’s stock award activity and reduce the
compensation expense recognized. At February 3, 2018, unrecognized compensation cost related to restricted stock units
was $13,621. The unrecognized compensation expense is expected to be recognized over a weighted-average period of
approximately one and a half years.
64
A summary of the status of the Company’s restricted stock units activity is presented in the following table (shares in
thousands):
Fiscal 2017
Weighted-
Fiscal 2016
Weighted-
Fiscal 2015
Weighted-
Number of average grant Number of average grant Number of average grant
date fair value
date fair value units
date fair value units
units
Restricted stock units outstanding
Beginning of year . . . . . . . . . . . . . . . . . . .
Granted . . . . . . . . . . . . . . . . . . . . . . . . . . .
Vested . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Forfeited . . . . . . . . . . . . . . . . . . . . . . . . . .
End of year . . . . . . . . . . . . . . . . . . . . . . . .
Expected to vest . . . . . . . . . . . . . . . . . . . .
Performance-based restricted stock units
142 $
47
(46)
(9)
134 $
123 $
154.71
278.48
117.61
201.51
207.70
207.70
144 $
55
(46)
(11)
142 $
131 $
116.42
203.40
98.06
138.25
154.71
154.71
151 $
60
(47)
(20)
144 $
132 $
91.74
154.77
102.36
96.11
116.42
116.42
The Company issues performance-based restricted stock units annually to certain employees. These awards will cliff vest
after three years based upon achievement of pre-established goals at the end of the second year of the term. Consistent
with restricted stock units, the grant date fair value of performance-based restricted stock units is based on the closing
market price of shares of the Company’s common stock on the date of grant. Performance-based restricted stock units
are expensed on a straight-line basis over the requisite service period, based on the probability of achieving the
performance goal, with changes in expectations recognized as an adjustment to earnings in the period of the change. If
the performance goal is not met, no compensation cost is recognized and any previously recognized compensation cost is
reversed. Forfeitures of performance-based restricted stock units are estimated at the grant date based on historical rates
of the Company’s stock award activity and reduce the compensation expense recognized. At February 3, 2018,
unrecognized compensation cost related to performance-based restricted stock units was $7,075. The unrecognized
compensation expense is expected to be recognized over a weighted-average period of approximately one year.
A summary of the status of the Company’s performance-based restricted stock unit activity is presented in the following
table (shares in thousands):
Fiscal 2017
Weighted-
Fiscal 2016
Weighted-
Fiscal 2015
Weighted-
Number of
units
average
Number of
average
grant date
units
grant date
Number of
units
average
grant date
Performance-based restricted stock units
outstanding
Beginning of year . . . . . . . . . . . . . . . . . . .
Granted . . . . . . . . . . . . . . . . . . . . . . . . . . .
Change in performance award payout . . .
Vested . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Forfeited . . . . . . . . . . . . . . . . . . . . . . . . . .
End of year . . . . . . . . . . . . . . . . . . . . . . . .
Expected to vest . . . . . . . . . . . . . . . . . . . .
41 $
21
19
—
(3)
78 $
72 $
173.47
281.53
151.20
—
186.90
196.81
196.81
20 $ 151.20
191.76
24
—
—
—
—
(3)
167.71
41 $ 173.47
38 $ 173.47
— $
22
—
—
(2)
20 $
19 $
—
151.20
—
—
151.20
151.20
151.20
The number of performance-based restricted stock units granted is based on achieving the targeted performance goals as
defined in the performance-based restricted stock unit agreements. As of February 3, 2018, the maximum number of
units that could vest under the provisions of the agreements was 121.
65
11. 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 common share:
(In thousands, except per share data)
Numerator for diluted net income per share – net income . . . . . . . . . . . . . . $ 555,234 $ 409,760 $ 320,008
Denominator for basic net income per share – weighted-average common
shares . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Dilutive effect of stock options and non-vested stock . . . . . . . . . . . . . . . . . .
Denominator for diluted net income per share . . . . . . . . . . . . . . . . . . . . . . . .
61,556
419
61,975
62,519
332
62,851
63,949
326
64,275
2016
2017
Fiscal year ended
January 28,
January 30,
February 3,
2018
Net income per common share:
Basic . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
Diluted . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
9.02 $
8.96 $
6.55 $
6.52 $
5.00
4.98
The denominator for diluted net income per common share for fiscal years 2017, 2016, and 2015 excludes 167, 142, and
370 employee stock options and restricted stock units, respectively, due to their anti-dilutive effects. Outstanding
performance-based restricted stock units are included in the computation of dilutive shares only to the extent that the
underlying performance conditions are satisfied prior to the end of the reporting period or would be considered satisfied
if the end of the reporting period were the end of the related contingency period and the results would be dilutive under
the treasury stock method.
12. Employee benefit plans
The Company provides a 401(k) retirement plan covering all employees who qualify as to age and length of service. The
plan is funded through employee contributions and a Company match. In fiscal 2017, 2016, and 2015, the Company
match was 100% of the first 3.0% of eligible compensation. The liability for the Company match included in accrued
liabilities in the consolidated balance sheets was $8,139 and $6,317 as of February 3, 2018 and January 28, 2017,
respectively. Total expense recorded under this plan is included in SG&A expenses in the consolidated statements of
income and was $7,570, $5,852, and $4,640 during fiscal 2017, 2016, and 2015, respectively.
The Company also has a non-qualified deferred compensation plan for highly compensated employees whose
contributions are limited under qualified defined contribution plans. The plan is funded through employee contributions
and a Company match. In fiscal 2017, 2016, and 2015, the Company match was 100% of the first 3.0% of salary. The
liability for the Company match included in accrued liabilities in the consolidated balance sheets was $895 and $753 as
of February 3, 2018 and January 28, 2017, respectively. Amounts contributed and deferred under the plan are credited or
charged with the performance of investment options offered under the plan as elected by the participants. In the event of
bankruptcy, the assets of this plan are available to satisfy the claims of general creditors. The liability for compensation
deferred under the Company’s plan included in other long-term liabilities in the consolidated balance sheets was $15,942
and $10,474 as of February 3, 2018 and January 28, 2017, respectively. The Company manages the risk of changes in the
fair value of the liability for deferred compensation by electing to match its liability under the plan with investment
vehicles that offset a substantial portion of its exposure. The cash value of the investment vehicles included in deferred
compensation plan assets was $16,827 and $11,283 as of February 3, 2018 and January 28, 2017, respectively. Total
expense recorded under this plan is included in SG&A expenses in the consolidated statements of income and was
insignificant during fiscal 2017, 2016, and 2015.
66
13. Selected quarterly financial data (unaudited)
The following tables set forth the Company’s unaudited quarterly results of operations for each of the quarters in fiscal
2017 and fiscal 2016. The Company’s quarterly periods are the 13 weeks (14 weeks in fourth quarter fiscal 2017) ending
on the Saturday closest to April 30, July 31, October 31, and January 31.
Fiscal 2017
(In thousands, except per share data)
First Quarter Second Quarter Third Quarter Fourth Quarter
Net sales (1) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 1,314,879 $ 1,289,854 $ 1,342,181 $ 1,937,592
1,279,245
Cost of sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
658,347
Gross profit . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
849,053
493,128
838,871
476,008
820,528
469,326
Selling, general and administrative expenses . . . . . . . . . . . . .
Pre-opening expenses . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Operating income . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Interest income, net . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Income before income taxes . . . . . . . . . . . . . . . . . . . . . . . . . . .
Income tax expense . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Net income (2) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
283,445
4,158
188,405
(338)
188,743
60,520
128,223 $
283,427
6,099
179,800
(555)
180,355
66,162
114,193 $ 104,645 $
320,729
9,732
162,667
(316)
162,983
58,338
399,631
4,297
254,419
(359)
254,778
46,605
208,173
Net income per common share (2):
Basic . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
Diluted . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
2.06 $
2.05 $
1.84 $
1.83 $
1.71 $
1.70 $
3.42
3.40
(1) Fiscal 2017 includes 53 weeks. Net sales for the 53rd week of fiscal 2017 were approximately $108,756.
(2) Net income and basic and diluted earnings per share for the fourth quarter of 2017 included a significant tax
provision benefit as a result of the impact of Tax Reform. See Note 6, “Income taxes,” for further information.
Fiscal 2016
(In thousands, except per share data)
First Quarter Second Quarter Third Quarter Fourth Quarter
Net sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 1,073,716 $ 1,069,215 $ 1,131,232 $ 1,580,574
1,035,666
Cost of sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
544,908
Gross profit . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
704,179
427,053
683,286
390,430
684,377
384,838
Selling, general and administrative expenses . . . . . . . . . . . . .
Pre-opening expenses . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Operating income . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Interest income, net . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Income before income taxes . . . . . . . . . . . . . . . . . . . . . . . . . . .
Income tax expense . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Net income . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
240,724
2,542
147,164
(315)
147,479
55,503
91,976 $
236,380
4,689
143,769
(248)
144,017
54,013
90,004 $
280,464
6,928
139,661
(211)
139,872
52,310
87,562 $
316,266
4,412
224,230
(116)
224,346
84,128
140,218
Net income per common share:
Basic . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
Diluted . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
1.46 $
1.45 $
1.44 $
1.43 $
1.40 $
1.40 $
2.25
2.24
The sum of the quarterly net income per common share may not equal the annual total due to quarterly changes in the
weighted average shares and share equivalents outstanding.
67
14. Share repurchase program
On March 10, 2016, the Company announced that the Board of Directors authorized a share repurchase program (the
2016 Share Repurchase Program) pursuant to which the Company could repurchase up to $425,000 of the Company’s
common stock. The 2016 Share Repurchase Program authorization revoked the previously authorized, but unused
amounts of $172,386 from the earlier share repurchase program. The 2016 Share Repurchase Program did not have an
expiration date but provided for suspension or discontinuation at any time.
As part of the 2016 Share Repurchase Program, the Company entered into an Accelerated Share Repurchase (ASR)
agreement with Goldman, Sachs & Co. to repurchase $200,000 of the Company’s common stock. Under the ASR
agreement, the Company paid $200,000 to Goldman, Sachs & Co. and received an initial delivery of 852 shares in the
first quarter of fiscal 2016, which were retired and represented 80% of the total shares the Company expected to receive
based on the market price at the time of the initial delivery. In May 2016, the ASR settled and an additional 153 shares
were delivered to the Company and retired. The final number of shares delivered upon settlement was determined with
reference to the average price of the Company’s common stock over the term of the agreement. The transaction was
accounted for as an equity transaction. The par value of shares received was recorded as a reduction to common stock
with the remainder recorded as a reduction to additional paid-in capital and retained earnings. Upon receipt of the shares,
there was an immediate reduction in the weighted average common shares calculation for basic and diluted earnings per
share.
On March 9, 2017, the Company announced that the Board of Directors authorized a new share repurchase program (the
2017 Share Repurchase Program) pursuant to which the Company could repurchase up to $425,000 of the Company’s
common stock. The 2017 Share Repurchase Program authorization revoked the previously authorized but unused amount
of $79,863 from the 2016 Share Repurchase Program. The 2017 Share Repurchase Program did not have an expiration
date but provided for suspension or discontinuation at any time.
During fiscal 2015, the Company purchased 1,034 shares of common stock for $167,396. During fiscal 2016, excluding
the shares repurchased under the ASR, the Company purchased 634 shares of common stock for $144,275. During fiscal
2017, the Company purchased 1,504 shares of common stock for $367,581.
15. Subsequent event
On March 15, 2018, the Company announced that the Board of Directors authorized a new share repurchase program
(the 2018 Share Repurchase Program) pursuant to which the Company may repurchase up to $625,000 of the Company’s
common stock. The 2018 Share Repurchase Program authorization revokes the previously authorized but unused
amounts from the 2017 Share Repurchase Program. The 2018 Share Repurchase Program does not have an expiration
date and may be suspended or discontinued at any time.
68
Item 15. Exhibits and Financial Statement Schedules (Continued)
(b) Financial Statement Schedule
Ulta Beauty, Inc.
Schedule II – Valuation and Qualifying Accounts
(In thousands)
Description
Fiscal 2017
Balance at
beginning
of period
Charged to
costs and
expenses Deductions
Balance at
end
of period
Allowance for doubtful accounts . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 2,079
19,065
Shrink reserve . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
8,574
Inventory - lower of cost or market reserve . . . . . . . . . . . . . . . . . . . .
Insurance:
143 $
$
33,431
6,418
(851)(a) $ 1,371
15,144
9,660
(37,352)
(5,332)
Workers comp / general liability prepaid asset . . . . . . . . . . . . . . . .
Employee health care accrued liability . . . . . . . . . . . . . . . . . . . . . .
Fiscal 2016
(99)(b)
7,197
7,633
64,031
(10,424)
(62,086)
(2,890)
9,142
Allowance for doubtful accounts . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 1,112
15,259
Shrink reserve . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Inventory - lower of cost or market reserve . . . . . . . . . . . . . . . . . . . .
5,003
Insurance:
$ 1,709 $
35,505
10,691
(742)(a) $ 2,079
19,065
8,574
(31,699)
(7,120)
Workers comp / general liability prepaid asset . . . . . . . . . . . . . . . .
Employee health care accrued liability . . . . . . . . . . . . . . . . . . . . . .
(1,926)(b)
4,187
9,578
67,715
(7,751)
(64,705)
(99)
7,197
Fiscal 2015
Allowance for doubtful accounts . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 1,346
11,598
Shrink reserve . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Inventory - lower of cost or market reserve . . . . . . . . . . . . . . . . . . . .
5,253
Insurance:
$ 2,063 $ (2,297)(a) $ 1,112
15,259
(26,233)
29,894
5,003
(3,573)
3,323
Workers comp / general liability prepaid asset . . . . . . . . . . . . . . . .
Employee health care accrued liability . . . . . . . . . . . . . . . . . . . . . .
(1,789)(b)
2,435
5,935
55,423
(6,072)
(53,671)
(1,926)
4,187
(a) Represents write-off of uncollectible accounts
(b) Represents prepaid insurance
All other financial statement schedules required by Form 10-K have been omitted because they were inapplicable or
otherwise not required under the instructions contained in Regulation S-X.
(c) Exhibits
The exhibits listed in the Exhibit Index below are filed as part of this Annual Report on Form 10-K.
69
EXHIBIT INDEX
Filed
Herewith Form
8-K
Incorporated by Reference
Exhibit
File
Number Number Filing Date
001-33764 1/30/2017
2
Exhibit
Number Description of document
2
3.1
3.2
3.3
10.1
10.2
10.3
10.4
10.5
10.6
10.7
10.8
10.9
10.10
10.11
10.12
10.13
10.14
10.15
Agreement and Plan of Merger, dated as of
January 27, 2017, by and among Ulta Salon,
Cosmetics & Fragrance, Inc., Ulta Beauty, Inc.
and Ulta Merger Sub, Inc.
Certificate of Incorporation of Ulta Beauty, Inc.
Certificate of Designations of Series A Junior
Participating Preferred Stock of Ulta
Beauty, Inc.
Bylaws of Ulta Beauty, Inc.
Compensation Plan Agreement, dated as of
January 27, 2017 between Ulta Salon,
Cosmetics & Fragrance, Inc. and Ulta
Beauty, Inc.*
Second Amended and Restated Loan
Agreement, dated as of August 23, 2017, among
Ulta Beauty, Inc., Ulta Salon, Cosmetics &
Fragrance, Inc., the subsidiaries of Ulta Beauty
signatory thereto, Wells Fargo Bank, National
Association, JPMorgan Chase Bank, N.A. and
PNC Bank, National Association
Ulta Beauty, Inc. Second Amended and Restated
Restricted Stock Option Plan*
Amendment to Ulta Beauty, Inc. Second
Amended and Restated Restricted Stock Option
Plan*
Ulta Beauty, Inc. 2002 Equity Incentive Plan*
Ulta Beauty, Inc. 2007 Incentive Award Plan*
Amended and Restated Ulta Beauty, Inc. 2011
Incentive Award Plan*
Form of Restricted Stock Unit Award
Agreement—Performance Shares under the
2011 Incentive Award Plan*
Ulta Salon, Cosmetics & Fragrance, Inc. Non-
qualified Deferred Compensation Plan*
Letter Agreement dated June 20, 2013 between
Ulta Salon, Cosmetics & Fragrance, Inc. and
Mary N. Dillon*
Letter Agreement dated September 13, 2013
between Ulta Inc. and Jeffrey J. Childs*
Letter Agreement dated January 6, 2014 between
Ulta Inc. and David Kimbell*
Form of Option Agreement under the 2011
Incentive Award Plan*
Form of Restricted Stock Unit Award
Agreement under the 2011 Incentive Award
Plan*
Letter Agreement dated August 3, 2015 between
Ulta Inc. and Jodi J. Caro*
70
8-K
8-K
8-K
8-K
3.1
3.2
001-33764 1/30/2017
001-33764 1/30/2017
3.3
10.1
001-33764 1/30/2017
001-33764 1/30/2017
8-K
10.0
001-33764 8/24/2017
S-1
S-1
10.7
333-144405 8/17/2007
10.7(a)
333-144405 8/17/2007
S-1
S-1
333-144405 8/17/2007
333-144405 9/27/2007
DEF 14A Appendix A 001-33764 4/20/2016
10.9
10.10
8-K
10.1
001-33764 3/31/2015
10-K
10.17
001-33764 4/2/2009
8-K
10.1
001-33764 6/24/2013
10-Q
10.1
001-33764 6/10/2014
10-Q
10.1
001-33764 6/4/2015
10-K
10.13
001-33764 3/28/2017
10-K
10.14
001-33764 3/28/2017
10-K
10.15
001-33764 3/28/2017
Incorporated by Reference
Exhibit
Filed
Herewith Form Number Number Filing Date
001-33764 3/28/2017
10.16
10-K
File
10-K
21
001-33764 3/28/2017
X
X
X
X
X
X
X
X
X
X
X
X
X
X
Exhibit
Number Description of document
10.16
10.17
10.18
11
21
23
31.1
31.2
32.1
32.2
99
Ulta Beauty, Inc. Executive Change in Control and
Severance Plan*
Restricted Stock Unit Award Agreement dated
March 29, 2018, with Mary Dillon*
Amendment to Employment Letter Regarding
Severance Entitlements, dated March 29, 2018,
between Ulta Beauty, Inc. and Mary Dillon*
Computation of per share earnings (contained in
Note 11 to the Consolidated Financial Statements in
this Form 10-K)
List of Subsidiaries
Consent of Independent Registered Public
Accounting Firm
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
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
Certification of the Chief Executive Officer
pursuant to 18 U.S.C. Section 1350, as adopted
pursuant to Section 906 of the Sarbanes-Oxley Act
of 2002
Certification of the Chief Financial Officer
pursuant to 18 U.S.C. Section 1350, as adopted
pursuant to Section 906 of the Sarbanes-Oxley Act
of 2002
Proxy Statement for the 2018 Annual Meeting of
Stockholders. [To be filed with the SEC under
Regulation 14A within 120 days after February 3,
2018; except to the extent specifically incorporated
by reference, the Proxy Statement for the 2017
Annual Meeting of Stockholders shall not be
deemed to be filed with the SEC as part of this
Annual Report on Form 10-K]
101.INS XBRL Instance
101.SCH XBRL Taxonomy Extension Schema
101.CAL XBRL Taxonomy Extension Calculation
101.LAB XBRL Taxonomy Extension Labels
101.PRE XBRL Taxonomy Extension Presentation
101.DEF XBRL Taxonomy Extension Definition
* A management contract or compensatory plan or arrangement.
Item 16. Form 10-K Summary
None.
71
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 its behalf by the undersigned, thereunto duly authorized, in the City of Bolingbrook,
State of Illinois, on April 3, 2018.
SIGNATURES
ULTA BEAUTY, INC.
By: /s/ Scott M. Settersten
Scott M. Settersten
Chief Financial Officer, Treasurer and Assistant Secretary
Pursuant to the requirements of the Securities Exchange Act of 1934, this report has been signed below by the following
persons on behalf of the registrant and in the capacities and on the dates indicated:
Signatures
/s/ Mary N. Dillon
Mary N. Dillon
/s/ Scott M. Settersten
Scott M. Settersten
/s/ Sally E. Blount
Sally E. Blount
/s/ Michelle L. Collins
Michelle L. Collins
/s/ Robert F. DiRomualdo
Robert F. DiRomualdo
/s/ Dennis K. Eck
Dennis K. Eck
/s/ Catherine Halligan
Catherine Halligan
/s/ Charles Heilbronn
Charles Heilbronn
/s/ Michael R. MacDonald
Michael R. MacDonald
/s/ George Mrkonic
George Mrkonic
/s/ Lorna E. Nagler
Lorna E. Nagler
/s/ Charles J. Philippin
Charles J. Philippin
/s/ Vanessa A. Wittman
Vanessa A. Wittman
Title
Chief Executive Officer and
Director (Principal Executive Officer)
Chief Financial Officer, Treasurer
and Assistant Secretary (Principal Financial and
Accounting Officer)
Director
Director
Director
Director
Director
Director
Director
Director
Director
Date
April 3, 2018
April 3, 2018
April 3, 2018
April 3, 2018
April 3, 2018
April 3, 2018
April 3, 2018
April 3, 2018
April 3, 2018
April 3, 2018
April 3, 2018
Chairman of the Board of Directors
April 3, 2018
Director
April 3, 2018
72
Exhibit 23
CONSENT OF INDEPENDENT REGISTERED PUBLIC ACCOUNTING FIRM
We consent to the incorporation by reference in the following Registration Statements:
(1) Registration Statement (Form S-8 No. 333-147127) pertaining to the Ulta Beauty 2007 Incentive Award Plan, Ulta
Beauty, Inc., 2002 Equity Incentive Plan, and the Ulta Beauty Inc. Second Amended and Restated Restricted Stock
Option Plan, as further amended, and
(2) Registration Statement (Form S-8 No. 333-176735) pertaining to the Amended and Restated Ulta Beauty, Inc. 2011
Incentive Award Plan
of our reports dated April 3, 2018, with respect to the consolidated financial statements and schedule of Ulta Beauty, Inc.
and the effectiveness of internal control over financial reporting of Ulta Beauty, Inc. included in this Annual Report
(Form 10-K) for the year ended February 3, 2018.
/s/ Ernst & Young LLP
Chicago, Illinois
April 3, 2018
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
Exhibit 31.1
I, Mary N. Dillon, certify that:
1.
I have reviewed this annual report on Form 10-K of Ulta Beauty, 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 the 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: April 3, 2018
By: /s/ Mary N. Dillon
Mary N. Dillon
Chief Executive Officer and Director
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
Exhibit 31.2
I, Scott M. Settersten, certify that:
1.
I have reviewed this annual report on Form 10-K of Ulta Beauty, 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 the 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: April 3, 2018
By: /s/ Scott M. Settersten
Scott M. Settersten
Chief Financial Officer, Treasurer and Assistant Secretary
CERTIFICATION PURSUANT TO
18 U.S.C. SECTION 1350,
AS ADOPTED PURSUANT TO
SECTION 906 OF THE SARBANES-OXLEY ACT OF 2002
Exhibit 32.1
Pursuant to 18 U.S.C. §1350 (adopted pursuant to §906 of the Sarbanes-Oxley Act of 2002), I, the undersigned Chief
Executive Officer and Director of Ulta Beauty, Inc. (the “Company”), hereby certify that the Annual Report on
Form 10-K of the Company for the fiscal year ended February 3, 2018 (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: April 3, 2018
By: /s/ Mary N. Dillon
Mary N. Dillon
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
Exhibit 32.2
Pursuant to 18 U.S.C. §1350 (adopted pursuant to §906 of the Sarbanes-Oxley Act of 2002), I, the undersigned Chief
Financial Officer, Treasurer and Assistant Secretary of Ulta Beauty, Inc. (the “Company”), hereby certify that the
Annual Report on Form 10-K of the Company for the fiscal year ended February 3, 2018 (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: April 3, 2018
By: /s/ Scott M. Settersten
Scott M. Settersten
Chief Financial Officer, Treasurer and Assistant Secretary
Gutter-to-Bleed: 8.375”
Gutter-to-Trim: 8.25”
Type Safety: 7.75”
Executive Officers
Mary Dillon
Chief Executive Officer
ts
o meet our
Scott Settersten
Chief Financial Officer, Treasurer & Assistant Secretary
tion,
, and
y
Jodi Caro
General Counsel, Chief Compliance Officer
& Corporate Secretary
Jeffrey Childs
Chief Human Resources Officer
David Kimbell
Chief Merchandising & Marketing Officer
Board of Directors
Mary Dillon
Chief Executive Officer
Charles Philippin
Non-Executive Chairman of the Board of Directors
Sally Blount
Michelle Collins
Member of the Audit Committee
Chair of the Nominating
& Corporate Governance Committee
Robert DiRomualdo
Chair of the Audit Committee
Dennis Eck
Member of the Compensation Committee
Member of the Nominating
& Corporate Governance Committee
Catherine Halligan
Chair of the Compensation Committee
Member of the Nominating
& Corporate Governance Committee
Charles Heilbronn
Member of the Compensation Committee
Member of the Nominating
& Corporate Governance Committee
Michael MacDonald
Member of the Compensation Committee
Member of the Audit Committee
George Mrkonic
Member of the Audit Committee
Lorna Nagler
Member of the Compensation Committee
Member of the Nominating
& Corporate Governance Committee
Vanessa Wittman
Member of the Audit Committee
Company Headquarters
Ulta Beauty, Inc.
1000 Remington Boulevard
Suite 120
Bolingbrook, IL 60440
630.410.4800
www.ulta.com
Annual Meeting
The Annual Meeting of Stockholders will be held at
10:00 am on Wednesday, June 6, 2018, at:
Ulta Beauty Company Headquarters
1000 Remington Boulevard
Suite 120
Bolingbrook, IL 60440
Transfer Agent & Registrar
American Stock Transfer & Trust Company
Operations Center
6201 – 15th Avenue
Brooklyn, NY 11219
800.937.5449
www.amstock.com
Stockholder Inquiries
Ulta Beauty Investor Relations
1000 Remington Boulevard
Suite 120
Bolingbrook, IL 60440
630.410.4627
InvestorRelations@ulta.com
Independent Registered
Public Accounting Firm
Ernst & Young LLP
Chicago, IL
Corporate &
Securities Counsel
Foley & Lardner LLP
Milwaukee, WI
Safe Harbor Language
Portions of this report may contain “forward-looking
statements” within the meaning of Section 21E of the
Securities and Exchange Act of 1934, as amended, 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. Any forward-
looking statements contained in this report are based
upon our historical performance and on current
plans, estimates and expectations. Such forward-
looking statements are subject to various risks and
uncertainties, including risk factors contained in our
Form 10-K for the year ended February 3, 2018 which
is on file with the Securities and Exchange Commission
and available at www.sec.gov and at www.ulta.com.
We undertake no obligation to update any forward-
looking statements to reflect events or circumstances
after the date of such statements.
Ulta Beauty
2017 Annual Report
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Bleed-to-Gutter: 8.375”
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Type Safety: 7.75”
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Ulta Beauty
2017 Annual Report
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Ulta Beauty
2017 Annual Report
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Bleed-to-Spine: 8.375”
Trim-to-Spine: 8.25”
Type Safety: 7.75”
Spine-to-Bleed: 8.375”
Spine-to-Trim: 8.25”
Type Safety: 7.75”
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2017
ANNUAL
REPORT
Ulta Beauty
68995_ULTA COVER_FOR.indd 2
2017 Annual Report
8.25"w 10.75"h
Back Cover
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Ulta Beauty
2017 Annual Report
8.25"w 10.75"h
Front Cover