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drugstore.com inc. Reports Solid Revenue Growth and Record Gross Margins in the Third Quarter of 2008
Date:11/5/2008

- Highest Gross Margins in Company's History of 28.6%, Up 190 Basis Points

Year-Over-Year

- Beauty.com Grows 32% Year-Over-Year

BELLEVUE, Wash., Nov. 5 /PRNewswire-FirstCall/ -- drugstore.com, inc. (Nasdaq: DSCM), a leading online provider of health, beauty, vision, and pharmacy products, today announced its financial results for the third quarter ended September 28, 2008. The company reported strong quarterly net sales of $87.8 million, up 8.5% year-over-year, driven by over-the-counter (OTC) order growth, and a net loss of $3.6 million, or $0.04 per share. The company achieved record gross margins of 28.6%, up 90 basis points sequentially and 190 basis points over the prior year period, and adjusted EBITDA of over $3.6 million, up 20% sequentially and up 76% over the prior year period. Adjusted EBITDA is a non-GAAP financial measure defined as earnings before interest, taxes, depreciation, and amortization of intangible assets and non-cash marketing expense, adjusted to exclude the impact of stock-based compensation expense.

(Logo: http://www.newscom.com/cgi-bin/prnh/20070813/AQM043LOGO)

"We posted a solid third quarter, with strong beauty growth, record gross margins, and adjusted EBITDA improvement of 76% over the prior year period to surpass $3.6 million," said Dawn Lepore, chief executive officer and chairman of the board of drugstore.com, inc. "Overall beauty revenues increased over 20% from the prior year period, aided by 32% growth in our Beauty.com business. Importantly, we are also continuing to see the benefits from our focus on our profitability initiatives as OTC margins improved 230 basis points to 31.6% year-over-year."

"Our sales growth was in-line with our previous guidance, but we did see an overall impact from the slowdown in the economy -- notably in the second half of September. While we are not recession proof, trends have improved in October, and we believe that we have a number of key differentiators, which should help fuel growth going forward. We serve a very attractive customer demographic and offer a wide selection of lower ticket items, a compelling value proposition, and a high percentage of replenishment products. Over the next three months, we should also start to see the initial benefits from the launch of two new growth initiatives: our international OTC platform and our online OTC store with Rite Aid. We believe our strengthened business model and strategic growth initiatives will position us to achieve OTC growth of over 9% and GAAP profitability in the fourth quarter of 2008," concluded Ms. Lepore.

GAAP net loss for the third quarter of 2008 was $3.6 million, or $0.04 per share, compared to a net loss of $2.4 million, or $0.02 per share, for the third quarter of 2007. The third quarter 2008 losses include $1.7 million in accelerated non-cash marketing expense, $800,000 related to consulting services, and $1.8 million in non-cash stock-based compensation expense, compared to $2.1 million in non-cash stock-based compensation expense for 2007.

For the third quarter of 2008, we reported $1.1 million of net income from our discontinued local pick-up pharmacy operations, as a result of our restructured agreement with Rite Aid announced on September 4, 2008.

Outlook for Fourth Quarter 2008

For the fourth quarter of 2008, the company is targeting net sales in the range of $94.0 million to $99.0 million, net income in the range of $400,000 to $1.9 million, and adjusted EBITDA in the range of $5.3 million to $6.8 million.

Financial and Operational Highlights for the Third Quarter of 2008

(All comparisons are made to the third quarter of 2007 and reflect the reporting of the local pick-up business as discontinued operations)

Key Financial Highlights:

-- Gross margins for the quarter increased 190 basis points to 28.6%.

-- Total contribution margin dollars increased by over 21% for the quarter

to $17.8 million.

-- Total orders grew by 7% to approximately 1.3 million, while

contribution margin dollars per order grew over 13% to approximately

$14.

-- Cash, cash equivalents, and marketable securities were $33.4 million at

quarter end.

Net Sales Summary:

-- Core OTC [1] revenues grew by 12.2% to $60.8 million in the quarter.

OTC net sales grew by approximately 12.1% to $61.2 million.

-- Vision net sales grew approximately 5% to $15.6 million.

-- Mail-order pharmacy net sales decreased 4% to $11.0 million, while

contribution margins dollars increased approximately 5%.

-- Average net sales per order were $69 for the quarter. Average net

sales per order were $58 for OTC, grew approximately 13% to $114 for

vision and increased 7% to $161 for mail-order pharmacy.

-- Net sales from repeat customers [2] represented 79% of net sales.

Key Customer Milestones:

-- We served approximately 325,000 new customers during the quarter, up

approximately 6% over the same period in the prior year.

-- We have now served over 9.4 million customers since inception.

-- The number of active customers [3] was 2.5 million, up 10.5% year over

year.

1. Core OTC net sales is a non-GAAP financial measure that excludes from

OTC net sales the company's Custom Nutrition Services ("CNS") net

sales. CNS sales are generated by sales of customized vitamins through

the company's CNS subsidiary. Prior to December 31, 2005, all CNS

sales were recognized on a gross basis, net of promotional discounts,

cancellations, rebates and returns allowances. Under the terms of the

company's December 31, 2005 fulfillment agreement with Weil Lifestyle,

LLC (Weil), the company recognizes on a net basis the revenue

associated with the fulfillment of customized vitamins sold through its

fulfillment agreement with Weil. A reconciliation of OTC net sales to

core OTC net sales is included in the financial data accompanying this

press release.

2. Net sales from repeat customers exclude Weil-related CNS net sales and

reflect only the activity of customers making purchases through the Web

sites of drugstore.com, inc. and its subsidiaries.

3. Active customer base reflects those customers who have purchased at

least once within the last 12 months. Both the active customer base (a

trailing 12-month number) and average annual spend per active customer

exclude net sales and orders generated by the company's CNS fulfillment

relationship with Weil, and reflect only the activity of customers

making purchases through the Web sites of drugstore.com, inc. and its

subsidiaries.

Conference Call

Investors, analysts, and other interested parties are invited to join the drugstore.com, inc. quarterly conference call on November 5, 2008 at 5:00 p.m. ET (2:00 p.m. PT). To participate, callers should dial 866-250-2351 (international callers should dial 303-262-2130) five minutes beforehand. Investors may also listen to the conference call live at http://investor.drugstore.com/, by clicking on the "audio" hyperlink. A replay of the call will be available through Friday, November 7, 2008 by dialing 800-405-2236 (enter pass code 11121487#) or internationally at 303-590-3000 (enter pass code 11121487#) beginning two hours after completion of the call.

Non-GAAP Measures

To supplement the consolidated financial statements presented in accordance with GAAP, drugstore.com, inc. uses the non-GAAP measure of adjusted EBITDA, defined as earnings before interest, taxes, depreciation, and amortization of intangible assets and non-cash marketing expenses, adjusted to exclude the impact of stock-based compensation expense. This non-GAAP measure is provided to enhance the user's overall understanding of the company's current financial performance. Management believes that adjusted EBITDA, as defined, provides useful information to the company and to investors by excluding certain items that may not be indicative of the company's core operating results. In addition, because drugstore.com, inc. has historically provided adjusted EBITDA measures to investors, management believes that including adjusted EBITDA measures provides consistency in the company's financial reporting. However, adjusted EBITDA should not be considered in isolation, or as a substitute for, or as superior to, net income/loss, cash flows, or other consolidated income/loss or cash flow data prepared in accordance with GAAP, or as a measure of the company's profitability or liquidity. Although adjusted EBITDA is frequently used as a measure of operating performance, it is not necessarily comparable to other similarly titled captions of other companies due to differences in methods of calculation. Net income/loss is the closest financial measure prepared by the company in accordance with GAAP in terms of comparability to adjusted EBITDA. A reconciliation of adjusted EBITDA to net income/loss is included with the financial statements attached to this release.

In addition, the company uses the non-GAAP measure of free cash flow, defined as net cash provided by (used in) operating activities less purchases of fixed assets as disclosed on our consolidated statements of cash flows. Management believes that free cash flow is an important liquidity metric because it measures, during a given period, the amount of cash generated that is available to service debt obligations, make investments, fund acquisitions and for certain other activities. Free cash flow is not a measure determined in accordance with GAAP and may not be defined or calculated by other companies in the same manner. Additionally, this financial measure is subject to variability quarter over quarter as a result of the timing of payments related to accounts payable, including inventory purchases, and accounts receivable. Since free cash flow includes investments in operating assets, management believes this non-GAAP liquidity metric is useful in addition to the most directly comparable GAAP measure of net cash provided by (used in) operating activities, and should not be used as a substitute for it or any other measure determined in accordance with GAAP. A reconciliation of free cash flow to net cash provided by operating activities is included with the supplemental financial schedules attached to this release.

drugstore.com, inc. also uses non-GAAP measures in which CNS sales are excluded from OTC segment sales data. This non-GAAP measure is provided to enhance the user's overall understanding of the company's financial performance in the OTC segment. Management believes that these reporting metrics provide useful information to the company and to investors by excluding certain items that may not be indicative of the company's core operating results in the OTC segment. By excluding CNS sales from OTC sales data, the company can more effectively assess the buying behavior of, and the company's financial performance with respect to, its own core OTC customers (those customers making nonprescription purchases through Web sites owned by drugstore.com, inc. and its subsidiaries). However, these non-GAAP measures should not be considered in isolation, or as a substitute for, or as superior to, OTC segment sales data prepared in accordance with GAAP, or as a measure of the company's overall performance in the OTC segment. OTC segment sales measures are the closest financial measures prepared by the company in accordance with GAAP in terms of comparability to OTC segment sales measures that exclude CNS sales.

About drugstore.com, inc.

drugstore.com, inc. (NASDAQ: DSCM) is a leading online provider of health, beauty, vision, and pharmacy products. Our portfolio of brands includes: drugstore.com(TM), Beauty.com(TM), and VisionDirect.com(TM). All are accessible from http://www.drugstore.com and provide a convenient, private, and informative shopping experience while offering a wide assortment of more than 40,000 products at competitive prices.

The drugstore.com pharmacy is certified by the National Association of Boards of Pharmacy (NABP) as a Verified Internet Pharmacy Practice Site (VIPPS) and operates in compliance with federal and state laws and regulations in the United States.

The financial results contained in this press release are preliminary and unaudited. In addition, this press release contains forward-looking statements regarding future events or the future financial and operational performance of drugstore.com, inc. Words such as "target," "believe," "may," "will," "focus," "should," and similar expressions, are intended to identify forward-looking statements. Forward-looking statements are based on current expectations, are not guarantees of future performance and involve assumptions, risks, and uncertainties. Actual performance may differ materially from those contained or implied in such forward-looking statements. Risks and uncertainties that could lead to such differences could include, among other things: effects of changes in the economy, changes in consumer spending, fluctuations in the stock market, changes affecting the Internet, online retailing and advertising, difficulties establishing our brand, and building a critical mass of customers, the unpredictability of future revenues and expenses and potential fluctuations in revenues and operating results, risks related to business combinations and strategic alliances, possible tax liabilities relating to the collection of sales tax, consumer trends, the level of competition, seasonality, the timing and success of expansion efforts, changes in senior management, risks related to systems interruptions, possible governmental regulation, and the ability to manage a growing business. Additional information regarding factors that potentially could affect the business, financial condition, and operating results of drugstore.com, inc. is included in the company's periodic filings with the SEC on Forms 10-K, 10-Q, and 8-K. drugstore.com, inc. expressly disclaims any intent or obligation to update any forward-looking statement, except as otherwise specifically stated by it.

Contact:

Investor Relations:

Brinlea Johnson

212-551-1453

brinlea@blueshirtgroup.com

drugstore.com, inc.

Consolidated Statements of Operations

(in thousands, except share and per share data)

(unaudited)

Three Months Ended Nine Months Ended

September 28, September 30, September 28, September 30,

2008 2007 2008 2007

Net sales $87,823 $80,959 $272,639 $248,024

Costs and expenses:

(1) (2)

Cost of sales 62,708 59,333 196,570 182,544

Fulfillment and

order processing 10,968 9,487 32,914 28,928

Marketing and sales 7,929 6,895 24,491 21,711

Technology and

content 6,009 4,680 16,948 13,870

General and

administrative 4,862 4,767 15,156 14,633

Amortization of

intangible assets 206 240 661 990

Total costs and

expenses 92,682 85,402 286,740 262,676

Operating loss (4,859) (4,443) (14,101) (14,652)

Interest income, net 137 459 516 1,265

Net loss from

continuing

operations (4,722) (3,984) (13,585) (13,387)

Net income from

discontinued

operations 1,103 1,610 5,009 4,220

Net loss $(3,619) $(2,374) $(8,576) $(9,167)

Basic and diluted net

loss per share $(0.04) $(0.02) $(0.09) $(0.10)

Weighted average

shares used in

computation of:

Basic and diluted

net loss per

share 96,515,737 95,664,011 96,462,259 95,056,884

(1) Set forth below are the amounts of stock-based compensation by operating function recorded in the Statements of Operations:

Fulfillment and

order processing $152 $185 $440 $646

Marketing and

sales 416 292 1,148 1,078

Technology and

content 326 292 930 935

General and

administrative 952 1,378 3,260 4,455

$1,846 $2,147 $5,778 $7,114

(2) Set forth below are the amounts of depreciation by operating function recorded in the Statements of Operations:

Fulfillment and

order processing $769 $440 $1,913 $1,360

Marketing and

sales 1 1 3 3

Technology and

content 2,137 1,397 5,618 4,067

General and

administrative 136 103 361 313

$3,043 $1,941 $7,895 $5,743

SUPPLEMENTAL INFORMATION: Gross Profit and Gross Margin Information:

Three Months Ended Nine Months Ended

September 28, September 30, September 28, September 30,

(In thousands, 2008 2007 2008 2007

unless otherwise

indicated)

Net sales $87,823 $80,959 $272,639 $248,024

Cost of sales 62,708 59,333 196,570 182,544

Gross profit $25,115 $21,626 $76,069 $65,480

Gross margin 28.6% 26.7% 27.9% 26.4%

SUPPLEMENTAL INFORMATION: Reconciliation of OTC net sales, cost of sales, gross profit, gross margin, variable order costs, and contribution margin to Core OTC net sales, cost of sales, gross profit, gross margin, variable order costs and contribution margin (See Note 3 below):

Three Months Ended Nine Months Ended

September 28, September 30, September 28, September 30,

2008 2007 2008 2007

(In thousands)

Over-the-Counter (OTC):

Net sales $61,223 $54,623 $190,985 $168,412

CNS 429 446 1,365 1,431

Core OTC net

sales $60,794 $54,177 $189,620 $166,981

Cost of sales $41,858 $38,630 $131,970 $119,091

CNS 20 157 112 198

Core OTC cost

of sales $41,838 $38,473 $131,858 $118,893

Gross profit 19,365 15,993 59,015 49,321

CNS 409 289 1,253 1,233

Core OTC gross

profit $18,956 $15,704 $57,762 $48,088

Gross margin 31.6% 29.3% 30.9% 29.3%

CNS 95.3% 64.8% 91.8% 86.2%

Core OTC gross

margin 31.2% 29.0% 30.5% 28.8%

Variable order costs $5,677 $5,232 $17,511 $15,780

CNS 142 138 424 437

Core OTC variable

order costs $5,535 $5,094 $17,087 $15,343

Contribution margin 13,688 10,761 41,504 33,541

CNS 267 151 829 796

Core OTC

contribution

margin $13,421 $10,610 $40,675 $32,745

NOTE 3: Supplemental information related to the company's Core OTC netsales, cost of sales, gross profit, gross margin, variable order costs and contribution margin for the three and nine months ended September 28, 2008 and September 30, 2007 is presented for informational purposes only and is not prepared in accordance with generally accepted accounting principles. On December 31, 2005, we entered into a fulfillment agreement with Weil Lifestyles, LLC, resulting in Weil-related CNS net sales (which make up the substantial majority of CNS net sales) being recorded on a net basis after that date. All CNS sales were previously recorded on a gross basis.

SUPPLEMENTAL INFORMATION: Segment Information:

Three Months Ended Nine Months Ended

September 28, September 30, September 28, September 30,

(In thousands, 2008 2007 2008 2007

unless otherwise

indicated)

Net sales:

OTC $61,223 $54,623 $190,985 $168,412

Vision 15,579 14,851 46,865 42,198

Mail-order pharmacy 11,021 11,485 34,789 37,414

$87,823 $80,959 $272,639 $248,024

Cost of sales:

OTC $41,858 $38,630 $131,970 $119,091

Vision 11,888 11,284 36,154 32,255

Mail-order pharmacy 8,962 9,419 28,446 31,198

$62,708 $59,333 $196,570 $182,544

Gross profit:

OTC 19,365 15,993 59,015 49,321

Vision 3,691 3,567 10,711 9,943

Mail-order pharmacy 2,059 2,066 6,343 6,216

$25,115 $21,626 $76,069 $65,480

Gross margin:

OTC 31.6% 29.3% 30.9% 29.3%

Vision 23.7% 24.0% 22.9% 23.6%

Mail-order pharmacy 18.7% 18.0% 18.2% 16.6%

28.6% 26.7% 27.9% 26.4%

Variable order costs:

OTC $5,677 $5,232 $17,511 $15,780

Vision 745 737 2,235 2,035

Mail-order pharmacy 904 963 2,737 3,036

7,326 6,932 22,483 20,851

Contribution margin:

OTC $13,688 $10,761 $41,504 $33,541

Vision 2,946 2,830 8,476 7,908

Mail-order pharmacy 1,155 1,103 3,606 3,180

$17,789 $14,694 $53,586 $44,629

SUPPLEMENTAL INFORMATION: Discontinued Operations Information:

Three Months Ended Nine Months Ended

September 28, September 30, September 28, September 30,

2008 2007 2008 2007

Net sales $23,303 $26,364 $81,911 $79,476

Cost of sales 19,289 23,098 70,458 70,266

Fulfillment and

order processing 897 1,084 3,285 3,273

Marketing and sales 2,290 572 3,435 1,717

827 1,610 4,733 4,220

Other, net 276 - 276 -

Net income from

discontinued

operations $1,103 $1,610 $5,009 $4,220

SUPPLEMENTAL INFORMATION: Reconciliation of Net Loss to Adjusted EBITDA (See Note 4 below):

Three Months Ended Nine Months Ended

September 28, September 30, September 28, September 30,

(In thousands, 2008 2007 2008 2007

unless otherwise

indicated)

Net loss $(3,619) $(2,374) $(8,576) $(9,167)

Amortization of

intangible assets 206 240 661 990

Amortization of

non-cash marketing 2,290 573 3,435 1,717

Stock-based

compensation 1,846 2,147 5,778 7,114

Depreciation 3,043 1,941 7,895 5,743

Interest income, net (137) (459) (516) (1,265)

Adjusted EBITDA $3,629 $2,068 $8,677 $5,132

NOTE 4: Supplemental information related to the company's adjusted EBITDA for the three and nine months ended September 28, 2008 and September 30, 2007 is presented for informational purposes only and is not prepared in accordance with generally accepted accounting principles. Adjusted EBITDA is defined as earnings before taxes, depreciation, and amortization of intangible assets and non-cash marketing expense, adjusted to exclude the impact of stock-based compensation expense.

SUPPLEMENTAL INFORMATION: Reconciliation of Forecasted Q4 2008 and FY 2008 Net Income (Loss) Range to Forecasted Q4 2008 and FY 2008 Adjusted EBITDA Range

Range Calculated As: Three Months Ended Twelve Months Ended

December 28, 2008 December 28, 2008

(In thousands, unless

otherwise indicated) Range High Range Low Range High Range Low

Net income (loss) $1,900 $400 $(6,675) $(8,175)

Amortization of

intangible assets 210 210 870 870

Amortization of

non-cash marketing 0 0 3,435 3,435

Stock-based

compensation 1,650 1,650 7,425 7,425

Depreciation 3,150 3,150 11,045 11,045

Interest income, net (110) (110) (625) (625)

Adjusted EBITDA $6,800 $5,300 $15,475 $13,975

SUPPLEMENTAL INFORMATION: Reconciliation of Net Cash Provided by Operating Activities to Free Cash Flow:

Three Months Ended Nine Months Ended

September 28, September 30, September 28, September 30,

(In thousands, 2008 2007 2008 2007

unless otherwise

indicated)

Net cash provided by

operating activities $1,907 $4,440 $6,307 $7,032

Purchases of fixed

assets (2,947) (5,653) (11,063) (10,783)

Free Cash Flow $(1,040) $(1,213) $(4,756) $(3,751)

drugstore.com, inc.

Consolidated Balance Sheets

(in thousands, except share data)

September 28, December 30,

2008 2007

(unaudited) (audited)

ASSETS

Current assets:

Cash and cash equivalents $22,372 $18,572

Marketable securities 11,037 17,677

Accounts receivable, net of allowances 11,010 10,999

Inventories 30,739 31,237

Other current assets 3,183 3,642

Assets of discontinued operations 32,512 30,763

Total current assets 110,853 112,890

Fixed assets, net 29,140 25,501

Other intangible assets, net 3,939 4,598

Goodwill 32,202 32,202

Prepaid marketing expenses and other 222 217

Total assets $176,354 $175,408

LIABILITIES AND STOCKHOLDERS' EQUITY

Current liabilities:

Accounts payable $35,544 $36,446

Accrued compensation 3,516 4,657

Accrued marketing expenses 3,206 3,988

Other current liabilities 4,351 4,312

Current portion of long-term debt 3,022 3,179

Liabilities of discontinued operations 29,277 24,968

Total current liabilities 78,916 77,550

Long-term debt, less current portion 3,292 1,221

Deferred income taxes 952 947

Other long-term liabilities 1,199 1,322

Stockholders' equity:

Common stock, $.0001 par value, stated at

amounts paid in:

Authorized shares - 250,000,000

Issued and outstanding shares - 96,535,579

and 96,296,687 as of September 28, 2008 and

December 30, 2007, respectively 862,496 856,193

Accumulated other comprehensive income (loss) (73) 27

Accumulated deficit (770,428) (761,852)

Total stockholders' equity 91,995 94,368

Total liabilities and stockholders' equity $176,354 $175,408

drugstore.com, inc.

Consolidated Statements of Cash Flows

(in thousands)

Three Months Ended Nine Months Ended

September 28, September 30, September 28, September 30,

2008 2007 2008 2007

(unaudited)

Operating activities:

Net loss $(3,619) $(2,374) $(8,576) $(9,167)

Adjustments to

reconcile net loss

to net cash

provided by

operating

activities:

Depreciation 3,043 1,941 7,895 5,743

Amortization of

intangible assets 206 240 661 990

Stock-based

compensation 1,846 2,147 5,778 7,114

Other, net (28) 18 (43) 12

Changes in:

Accounts

receivable 96 695 (11) 1,755

Inventories 107 2,740 498 3,995

Prepaid

marketing

expenses and

other (337) (766) 459 (991)

Accounts

payable,

accrued

expenses and

other

liabilities (970) (549) (2,914) (3,938)

Net cash

provided by

activities of

discontinued

operations 1,563 348 2,560 1,519

Net cash

provided by

operating

activities 1,907 4,440 6,307 7,032

Investing activities:

Purchases of

marketable

securities (7,772) (5,379) (43,116) (16,540)

Sales and

maturities

of marketable

securities 15,606 5,300 49,704 15,825

Purchases of fixed

assets (2,947) (5,653) (11,063) (10,783)

Purchases of

intangible

assets - (456) - (456)

Net cash

provided by

(used in)

investing

activities 4,887 (6,188) (4,475) (11,954)

Financing

activities:

Proceeds from

exercise of

stock options

and employee

stock purchase

plan 102 1,448 525 3,381

Proceeds from line

of credit 1,500 - 5,000 300

Principal payments

on line of credit,

capital lease and

term loan

obligations (2,339) (795) (3,557) (2,190)

Net cash (used in)

provided by

financing

activities (737) 653 1,968 1,491

Net increase

(decrease)

in cash and cash

equivalents 6,057 (1,095) 3,800 (3,431)

Cash and cash

equivalents,

beginning

of period 16,315 11,057 18,572 13,393

Cash and cash

equivalents,

end of

period $22,372 $9,962 $22,372 $9,962


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SOURCE drugstore.com, inc.
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All rights reserved


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