Alliance Entertainment Goes From Loss to Profit on D2C Sales, Cost Savings

Alliance Entertainment recovered from a post-pandemic slowdown through higher demand for direct-to-consumer (D2C) fulfillment, cost savings and continued demand for vinyl LPs and CDs.

For the fiscal year ended June 30, the Plantation, Fla.-based distributor had net revenue of $1.1 billion, it announced Sept. 19, down slightly from $1.16 billion in the prior fiscal year. But by emphasizing cost efficiencies and high-margin products, Alliance increased gross profit 24% to $128.9 million and gross profit margin by 270 basis points to 11.7%. As a result, net income jumped by $40 million to $4.6 million from a net loss of $35.4 million a year earlier. 

“Our strategic shift toward higher-value offerings is proving successful, and we expect to benefit from new hardware releases in the coming year,” Alliance CEO Jeff Walker said in a statement. “Similarly, in consumer products, we improved margins and pricing, demonstrating the effectiveness of our inventory rationalization efforts.”

Music accounted for 42% of Alliance’s consolidated revenues—30% for vinyl records accounted and 12% for CDs. AMPED, Alliance’s independent music distribution business, had net sales of $78 million in fiscal 2024, up from $75 million. AMPED is the exclusive distributor for over 90 record labels and has exclusive relationships with such artists as Usher and ATEEZ. 

Video games were the company’s biggest segment, accounting for 31% of consolidated revenue in the fiscal year. DVDs and Blu-Ray products were 19% of revenue. Collectibles and consumer products were 4% of consolidated revenues. 

Higher-margin D2C sales accounted for 36% of fiscal year sales, up from 31% in the prior year, and helped improve profitability. “This shift highlights the effectiveness of our approach in meeting evolving consumer preferences, and it is helping to diversify and strengthen our revenue base,” Alliance chairman Bruce Ogilvie said in a statement. 

A leading distributor of entertainment products with more than 325,000 SKUs in stock, Alliance counts Walmart, Amazon, Best Buy, Target and Shopify as clients. The company also has a number of owned brands. The DirectToU divisions consists of ImportCDs, Deep Discount, Collectors Choice Music and Collectors Choice, among others. Mill Creek Entertainment is an independent studio for DVDs, Blu-Rays and digital distribution. NCircle is Alliance’s children’s and family entertainment brand. 

The latest earnings improved on a sharp drop in sales and a net loss after sales spiked during during the previous two years due to the COVID-19 pandemic. From fiscal 2022 to 2023, sales fell from $1.42 billion to $1.16 billion in fiscal 2023 and adjusted EBITDA plummeted from $60 million to a loss of $17.6 million. The company’s debt ballooned to $133.3 in fiscal 2023 from $45.6 million in fiscal 2020. Inventory rose, too, to a peak of $249.4 million in fiscal 2022 from $62.8 million in fiscal 2020. Both debt and inventory came down dramatically in fiscal 2024, to $79.6 million and $97.4 million, respectively.

Shares of Alliance, which trade on the Nasdaq, closed at $2.76 on Monday, up 35.3% since earnings results were released. The company’s shares briefly traded over the counter after a merger with the NYSE-listed Adara Acquisition Corp, a special purpose acquisition company, or SPAC, fizzled and left the company with a float too small to trade on the NYSE. The company had a small offering on the Nasdaq in June of 2023 and has a float of 3.1 million shares out of 50.9 million shares outstanding.