Edgar Filing: CONNS INC

Form 424(b)(5)

Filed Pursuant to Rule 424(b)(5)
Registration No. 333-180789

The information in this preliminary prospectus supplement and the accompanying prospectus is not complete and may be changed. This prospectus supplement and the accompanying prospectus are not an offer to sell these securities, and are not soliciting an offer to buy these securities, in any jurisdiction where the offer or sale is not permitted.

Subject to completion, dated December 3, 2012

PROSPECTUS SUPPLEMENT

To Prospectus dated October 2, 2012

5,000,000 Shares

CONN’S, INC.

Common Stock

$ per share

• Conn’s, Inc. is offering 1,408,379 shares and selling stockholders are offering 3,591,621 shares. We will not receive any net proceeds from the sale of our shares by selling stockholders.

• The last reported sale price of our common stock on November 29, 2012 was $28.09 per share.

• Trading symbol: NASDAQ Global Select Market—“CONN.”

Investing in our common stock involves risks. You should carefully consider the risk factors in the sections captioned “Special Note Regarding Forward-Looking Statements” beginning on page S-30 and “Risk Factors” beginning on page S-13.


	Per Share	Total
Public offering price	$	$
Underwriting discount	$	$
Proceeds, before expenses, to Conn’s Inc.	$	$
Proceeds, before expenses, to selling stockholders	$	$

The underwriters have a 30-day option to purchase up to 750,000 additional shares of common stock from us to cover over-allotments, if any.

Neither the Securities and Exchange Commission nor any state securities commission has approved or disapproved of these securities or passed upon the adequacy or accuracy of this prospectus supplement or the accompanying prospectus. Any representation to the contrary is a criminal offense.


Piper Jaffray				Stephens Inc.

Stifel Nicolaus Weisel



Canaccord Genuity		KeyBanc Capital Markets

The date of this prospectus supplement is , 2012.

TABLE OF CONTENTS


	Page
Prospectus Supplement

ABOUT THIS PROSPECTUS SUPPLEMENT		S-iii

SUMMARY		S-1

RISK FACTORS		S-13

SPECIAL NOTE REGARDING FORWARD-LOOKING STATEMENTS		S-30

USE OF PROCEEDS		S-30

DIVIDEND POLICY		S-31

CAPITALIZATION		S-32

SELECTED HISTORICAL CONSOLIDATED FINANCIAL AND OPERATING DATA		S-34

MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS		S-37

MANAGEMENT		S-69

SELLING STOCKHOLDERS		S-74

MATERIAL U.S. FEDERAL INCOME TAX CONSIDERATIONS TO NON-U.S. HOLDERS		S-75

UNDERWRITING		S-79

CONFLICT OF INTEREST		S-85

LEGAL MATTERS		S-86

EXPERTS		S-86

WHERE YOU CAN FIND MORE INFORMATION		S-86

INFORMATION INCORPORATED BY REFERENCE		S-87

Prospectus

ABOUT THIS PROSPECTUS		1

PROSPECTUS SUMMARY		2

RISK FACTORS		5

SPECIAL NOTE REGARDING FORWARD-LOOKING STATEMENTS		6

USE OF PROCEEDS		6

SELLING STOCKHOLDERS		6

RATIO OF EARNINGS TO FIXED CHARGES		8

DILUTION		9

THE SECURITIES WE MAY OFFER		9

DESCRIPTION OF CAPITAL STOCK		10

DESCRIPTION OF DEBT SECURITIES		15

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	Page

DESCRIPTION OF WARRANTS		19

DESCRIPTION OF RIGHTS		21

DESCRIPTION OF STOCK PURCHASE CONTRACTS		22

DESCRIPTION OF DEPOSITARY SHARES		23

DESCRIPTION OF UNITS		26

LEGAL OWNERSHIP OF SECURITIES		26

PLAN OF DISTRIBUTION		29

WHERE YOU CAN FIND MORE INFORMATION		31

INCORPORATION OF DOCUMENTS BY REFERENCE		32

LEGAL MATTERS		32

EXPERTS		33

You should rely only on the information contained in or incorporated by reference into this prospectus supplement or the accompanying prospectus. Neither we, the selling stockholders, nor the underwriters have authorized any other person to provide you with different information. This prospectus supplement and the accompanying prospectus are not an offer to sell, nor are they seeking an offer to buy, these securities in any state where the offer or sale is not permitted. The information in this prospectus supplement and the accompanying prospectus are complete and accurate as of the date the information is presented, but the information may have changed since that date.

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ABOUT THIS PROSPECTUS SUPPLEMENT

This prospectus supplement and accompanying prospectus are part of a registration statement on Form S-3 that we filed with the Securities and Exchange Commission, or “SEC,” using a “shelf” registration process. This document contains two parts. The first part is the prospectus supplement, which contains specific information about the common stock being offered by us and the selling stockholders and specific terms of this offering. The second part, the accompanying prospectus, contains a general description of the common stock being offered by us and the selling stockholders and may include information that does not apply to this offering. Generally, when we refer to this prospectus supplement, we are referring to both parts of this document combined. This prospectus supplement may also add, update, change or supersede any of the information contained in the accompanying prospectus or in the documents that we have incorporated by reference into the prospectus. To the extent there is a conflict between the information contained in this prospectus supplement and the accompanying prospectus, you should rely on the information in this prospectus supplement, provided that if any statement in one of these documents is inconsistent with a statement in another document having a later date, such as a document incorporated by reference in this prospectus supplement or the accompanying prospectus, then the statement in the document having the later date would modify or supersede the earlier statement. You should not assume that the information in this prospectus supplement, the accompanying prospectus, any free writing prospectus or any document incorporated by reference is accurate as of any date other than the date of the document containing the information. Our business, financial condition, results of operations and prospects may have changed since that date.

You should read this prospectus supplement and the accompanying prospectus, together with the additional information described under the caption “Where You Can Find More Information,” before deciding to invest in our common stock. You should also carefully consider, among other things, the matters discussed in the section captioned “Risk Factors.”

This prospectus supplement and the accompanying prospectus contain summaries of certain provisions contained in some of the documents described herein, but reference is made to the actual documents for complete information. All of the summaries are qualified in their entirety by reference to the actual documents. Copies of some of the documents referred to herein have been filed, will be filed or will be incorporated by reference as exhibits to the registration statement of which this prospectus supplement and the accompanying prospectus are a part, and you may obtain copies of those documents as described below under the caption “Where You Can Find More Information.”

This prospectus supplement, the accompanying prospectus, any free writing prospectus, and the documents incorporated by reference include our trademarks such as “Conn’s,” “Conn’s HomePlus,” “YES Money,” “YE$ Money,” “SI Money” and our logos, which are protected under applicable intellectual property laws and are the property of Conn’s, Inc. This prospectus supplement, the accompanying prospectus and the documents incorporated by reference also contain trademarks, service marks, trade names and copyrights of other companies, which are the property of their respective owners. Solely for convenience, trademarks and trade names referred to in this prospectus supplement, the accompanying prospectus and the documents incorporated by reference may appear without the ^® or TM symbols, but such references are not intended to indicate, in any way, that we will not assert, to the fullest extent under applicable law, our rights or the rights of the applicable licensor to these trademarks and trade names.

Unless the context otherwise indicates, references in this prospectus, any prospectus supplement, and any free writing prospectus to “Conn’s,” the “Company,” “we,” “us” and “our” means Conn’s, Inc. and all of its direct and indirect subsidiaries, limited liability companies and limited partnerships.

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SUMMARY

This summary highlights selected information about us and does not contain all the information that may be important to you. To understand the terms of the common stock being offered in this prospectus supplement, the accompanying prospectus, the documents we incorporate by reference and any free writing prospectus, we encourage you to read this entire prospectus supplement, the accompanying prospectus and any free writing prospectus, especially the risks of investing in the shares described under the section “Risk Factors,” and the documents identified under the caption “Information Incorporated by Reference.”

OUR COMPANY

Company overview

Conn’s is a leading specialty retailer that offers a broad selection of high-quality, branded durable consumer goods and related services in addition to a proprietary credit solution for its core credit constrained consumers. We operate a highly integrated and scalable business through our 66 retail stores and website. Our complementary product offerings include home appliances, furniture and mattresses, consumer electronics and home office products from leading global brands across a wide range of price points. Our credit offering provides financing solutions to a large, underserved population of credit constrained consumers who typically are unbanked and have credit scores between 550 and 650. We provide customers the opportunity to comparison shop across brands with confidence in our low prices as well as affordable monthly payment options, next day delivery and installation, and product repair service. We believe our large, attractively merchandised stores and credit solutions offer a distinctive shopping experience compared to other retailers that target our core customer demographic.

Retail Segment. We began as a small plumbing and heating business in 1890 and started selling home appliances to the retail market in 1937 through one store located in Beaumont, Texas. As of December 3, 2012, we operated 66 retail stores located in four states: Texas (57), Louisiana (6), Oklahoma (2) and New Mexico (1). Our stores range in size from 18,000 to 50,000 square feet and are predominately located in areas densely populated by our core customer and are typically anchor stores in strip malls. We utilize a “good-better-best” merchandising strategy that offers approximately 2,100 branded products from approximately 200 manufacturers and distributors in a wide range of price points. These include, among others, Dell, Electrolux, Franklin, Frigidaire, General Electric, Hewlett-Packard, Jackson-Catnapper, LG, Samsung, Sealy, Serta, Sharp, Steve Silver, Sony, Toshiba, and Vaughn-Bassett. This wide selection allows us to offer products and price points that appeal to the majority of our core consumers.

We offer a high level of customer service through our commissioned and trained sales force as well as next day delivery and installation, and product repair or replacement services for most items sold in our stores. Flexible payment alternatives offered through our proprietary in-house credit program and third-party financing alternatives enable our customers to finance their purchases. We believe our extensive brand and product selection, competitive pricing, financing alternatives and supporting services, combined with our customer service-focused store associates make us an attractive alternative to appliance and electronics superstores, department stores and other national, regional, local and internet retailers.

Credit Segment. For over 45 years, we have offered consumer credit to our credit-worthy customers. We provide access to multiple financing options to address various customer needs including a proprietary in-house credit program, a third-party financing program and a third-party rent-to-own payment program. The majority of our credit customers use our in-house credit program and typically

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have a credit score of between 550 and 650, with an average score of applicants for the nine months ended October 31, 2012 of 615. For customers who do not qualify for our in-house program, we provide access to rent-to-own payment plans offered by RAC Acceptance. For customers with higher credit scores, we have partnered with GE Capital to offer long-term, no interest and revolving credit plans. GE Capital and RAC Acceptance manage their respective underwriting decisions and collection of their programs. For the nine months ended October 31, 2012, we financed approximately 70% of our retail sales, including down payments, under our in-house financing plan.

Our retail business and credit business are operated independently from each other. The credit segment is dedicated to providing short and medium-term financing for our customers. The retail segment is not involved in credit approval decisions. Our decisions to extend consumer credit to our retail customers under our in-house program are made by our internal credit underwriting department. In addition to underwriting, we manage the collection process of our in-house consumer credit portfolio. Sales financed through our in-house credit program are secured by the products purchased, which we believe gives us a distinct advantage over other creditors when pursuing collections because the products we sell and finance are typically necessities for the home.

We believe our consumer credit program differentiates us from our competitors that do not offer similar in-house consumer credit programs, and generates strong customer loyalty and repeat business. During the nine months ended October 31, 2012, approximately 70% of our credit customers were repeat customers, based on the number of credit invoices written, and, as of October 31, 2012, approximately 78% of balances due under our in-house credit program were from customers that have had previous credit accounts with us.

Recent Initiatives and Accomplishments

Beginning late in fiscal year 2011, with the appointment of our current Chairman and Chief Executive Officer, Theodore M. Wright, as our Chairman, our management and Board of Directors undertook an aggressive review of our store level and credit portfolio performance. As a result, we closed a total of 11 stores during fiscal year 2012 and one additional store during the nine months ended October 31, 2012. We continue to actively review the performance of our existing store locations, customer demographics and retail sales opportunities to determine whether additional stores should be closed or relocated or whether other operational changes should be pursued.

Beginning in the first quarter of fiscal year 2013, pursuant to our continuing strategic operational review, we reinstated our new store growth strategy, emphasizing an increased selection of higher margin furniture and mattresses in our stores. During fiscal year 2013, we opened two new stores and expect to open three more in December 2012. We also implemented an extensive store remodeling program in fiscal year 2012, pursuant to which 15 stores have been remodeled as of October 31, 2012, with approximately 20 more store remodels scheduled for completion by January 31, 2014.

During the nine months ended October 31, 2012, same store sales rose 17.2%. Additionally, retail gross margins increased to 34.4% for the nine months ended October 31, 2012 from 28.2% in the same period last year. We believe our recent store initiatives contributed to these results.

We also focused on improving the profit contribution of our credit operation by raising our underwriting standards and modifying our collection practices to focus on higher value accounts that we believe are most likely to be paid. This included, among others, changing our charge-off policy to accelerate the write-off of past due accounts and limiting the re-aging of customer accounts.

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Competitive Strengths

Well-defined customer base in desirable geographic region with significant room for expansion. We have a well-defined core consumer base that is comprised of working class individuals who typically earn between $25,000 to $60,000 in annual income, live in a densely populated, mature neighborhoods, and typically shop our stores to replace older household goods with newer items. Our product line is comprised of durable home necessities which enables us to appeal to a diverse range of cultural and socioeconomic backgrounds and to operate stores in diverse markets.

With 57 of our current 66 stores in Texas, we believe we benefit from strong demographic trends. According to the Bureau of Economic Analysis, Texas was the second largest state by nominal GDP in 2010. In addition, from 2000 to 2010, Texas experienced population growth of 20.6% compared to the U.S. population growth of 9.7% over the same period. Moreover, Texas’ average unemployment rate of 6.8% continues to trend below the national rate of 7.8% as of September 2012.

We believe the broad appeal of the Conn’s store to our geographically diverse core demographic, the historical unit economics and current retail real estate market conditions provide us ample room for continued expansion. We are targeting an additional 30 to 45 store openings through the fiscal year ending January 31, 2016. There are many markets in the United States with similar demographic characteristics as our current successful store base, which provides substantial opportunities for future growth.

Powerful store economics. Our existing stores generate strong cash flow, consistent store-level financial results and favorable returns on investment. In 2011 we introduced an increased selection of higher margin furniture and mattresses in our stores. In 2011, we also introduced a new prototype store for future expansion that ranges from 30,000 to 45,000 square feet of retail selling space to dedicate more floor space for these categories. Our new store model assumes average unit revenue of $13.8 million in the first 12 months and an average net initial cash investment of approximately $1.0 million which includes $850,000 of average build-out costs, including equipment and fixtures (net of landlord contributions), and $150,000 of initial inventory (net of payables). Store investment excludes the working capital required to support the credit portfolio balances generated by sales made using in-house credit at the store. We expect our new prototype stores to breakeven on a cash basis, on average, within two months and expect our full cash payback period to be, on average, within six months.

We have also begun a comprehensive remodeling program to update our existing stores to provide the additional retail selling space required by the increased merchandising focus on higher margin furniture and mattresses. Remodels generally cost $400,000 to $750,000 per store for the 15 stores completed to date. The reformatted and updated sales floor, combined with the larger selection of furniture and mattresses, has resulted in an increase in same store sales. For the nine stores remodeled or relocated prior to July 31, 2012, same store sales increased 19.1% during the quarter ended October 31, 2012 from the prior-year quarter.

Affordable financing and a distinctive shopping experience drives aspirational purchases. We strive to ensure that our customers’ shopping experience at Conn’s is equal to, or exceeds, their experience with other providers of durable consumer goods targeting our core customer demographic. We do this by combining our retail stores and supporting services with financing alternatives that provide our customers access to aspirational purchases. We have built our distinctive shopping experience through a continuing focus on execution in five key areas: merchandising, customer credit, product delivery and

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installation, product service and training. Successful execution of our business plans relies on the following strategies:

•

Offering a broad range of brand name products for the home. We offer a wide range of the latest in leading global brand names and product lines, from entry-level models through high-end models, from approximately 200 manufacturers and distributors.

•

Provide affordable financing solutions to our customers. We provide access to multiple financing options to address various customer needs including a proprietary in-house credit program, a third-party financing program and a third-party rent-to-own payment program.

•

Providing a high level of customer service. We believe our commitment to our customers drives loyalty and generates a high level of repeat purchases. Our sales associates serve as ongoing resources for our customers, which includes, but is not limited to, assisting with product selection and the credit application process, scheduling delivery and installation and acting as a point of contact for service issues.

•

Maintaining next-day delivery and installation capabilities. We provide next-day delivery and installation services in all of the markets in which we operate. We believe next-day delivery of our goods is a highly valued service to our customers.

•

Offering product repair or replacement services. We believe that providing product repair and replacement services is an important differentiation and reinforces customer loyalty. We offer repair and replacement services for most of the products we sell.

Proprietary in-house credit program creates significant customer loyalty. Our in-house consumer credit program is an integral part of our business, and we believe it is a major driver of customer loyalty. We believe our proprietary credit model is a significant competitive advantage we have developed over our 45 years of experience in providing credit. We have developed a proprietary underwriting model that provides standardized credit decisions, including down payment amounts and credit terms, based on customer risk and income level. We use our proprietary auto-approval algorithm and in-depth evaluations of creditworthiness performed by qualified in-house credit underwriters to complete all credit decisions. Based on this process, we approved 40.8% of all credit applications that were used in purchases of products from us during fiscal year 2012. In order to improve the speed and consistency of underwriting decisions, we continually review our auto-approval algorithm. As a result, during the quarter ended October 31, 2012, we were able to increase the percentage of automatically approved credit applications to 66.0%. Additionally, we are able to provide access to monthly payment options to a wider range of consumers through our relationship with RAC Acceptance and GE Capital. Our in-house credit program and access to third-party financing allows us to provide credit to a large and underserved customer base and differentiates us from our competitors who do not offer similar programs.

Experienced management team. Our executive management team has spent an average of approximately 15 years with our company. Our Chief Executive Officer, Theo Wright, has been a member of the board since 2003 and has served as Chief Executive Officer since February 2011. Mike Poppe, our Chief Operating Officer, has been with us since 2004. During his tenure with us, Mr. Poppe also has served as our Chief Financial Officer and Controller. Brian Taylor, our Chief Financial Officer, has been with us since April 2012. Mr. Taylor has over 25 years of experience with growing, publicly-traded companies. The senior management team of our retail operations has experience in all aspects of that business and has an average of approximately 18 years with our company. The senior credit management team that oversees the credit portfolio has an average of over 14 years tenure with us. This level of experience ensures that both our retail and credit operations are closely monitored.

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Growth Strategies

We seek to increase our revenues and profitability through the execution of our growth strategies, which include:

Expand our geographic footprint through new store openings and accelerate remodels of existing stores. We plan to open new stores in select new and existing geographic markets that target our well-defined, core customer base. In addition to the two new stores we opened in fiscal year 2013, we plan to open three more new stores by January 31, 2013, and an additional 10 to 12 stores by January 31, 2014. All of these stores will be based on our new store prototype model and range between 30,000 and 45,000 square feet. We believe, based on our new-store site selection criteria as well as changes in the competitive landscape, that there are substantial opportunities to add stores in new and existing markets with a long-term potential for more than 200 Conn’s stores in the United States.

Additionally, we will continue to remodel stores in markets that we believe can support the additional retail selling space. As of October 31, 2012, we had completed remodels of 15 of our 65 then-existing locations, with an additional five to be completed by January 31, 2013. An additional 15 remodels are planned for fiscal year 2014.

Continue to improve our customers’ experience and grow revenue and profitability by adding new products and brands to our furniture and mattress categories. Over the past year, one of our key focuses has been to improve our merchandising. We have expanded the floor space in new and remodeled stores dedicated to our higher margin furniture and mattress product offerings and have enhanced the product selection we provide to our customers across all of our categories. Additionally, we have focused on improving the quality of products we offer and have added higher priced products to give our customers more options, while discontinuing certain lower price, lower margin items. We intend to update and remodel the majority of our existing stores by January 31, 2014 to provide a larger and more prominent presentation for furniture and mattresses. Additionally, we have worked to increase the volume of products purchased by directly sourcing from manufacturers, which has allowed us to improve the gross margins we achieve.

Drive operating margins by increasing operating and working capital efficiencies. We believe that we have made the necessary investments in our retail and credit infrastructure to support our growth. We believe our disciplined approach and focus on supply chain management will allow us to continue to execute successfully in new and existing markets. We have deepened our management team during the past several years to support and oversee our growth and we believe we have a robust pipeline of future store and regional managers. We are focused on hiring well-qualified associates in new markets who we believe will be successful in our highly consultative sales process. We believe our ability to sell a balanced mix of “good-better-best” products has also made us a valued partner for our vendors who are supportive of and we believe will benefit from our store growth plans.

We plan to continue to improve our operating results by leveraging our existing infrastructure and seeking to continually optimize the efficiency of our marketing, merchandising, sourcing, distribution and credit operations. As we penetrate new markets, we expect to increase our purchase volumes, achieve distribution efficiencies and strengthen our relationships with our key vendors. We also expect our increased store base and higher net sales to further leverage our existing corporate and regional infrastructure and enable us to negotiate more favorable lease terms for our stores.

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In order to improve the profit contribution of our credit operation, we have raised our underwriting standards and modified our collection practices over the past two years to focus our portfolio servicing operations on the collection of higher value accounts that we believe are most likely to be paid. The primary changes made were to:

•

Change our charge-off policy such that accounts will be charged off more quickly than in the past, requiring accounts over 209 days past due at month end to be charged off;

•

Limit re-aging of customer accounts so that no account can be re-aged more than a total of 12 months over the life of the account, among other requirements; and

•

Raise the minimum credit scores and shorten contract terms for higher-risk products and smaller-balances originated to continue to increase the payment rate and improve credit quality.

The impact of these changes has allowed us to reduce collection costs and improve the quality of our credit portfolio. As a result, we have increased the average credit score of our outstanding balance to 603 at the end of the quarter ending October 31, 2012 from 586 at the end of the fiscal year ended January 31, 2010. We believe the above changes will allow us to realize a higher and more consistent level of profitability from our credit operations.

We will also continue to make investments in our information systems to enable us to enhance our efficiency in areas such as merchandising planning and allocation, inventory management, distribution, point of sale and collection functions.

We are a Delaware corporation and the address of our principal executive offices is 4055 Technology Forest Blvd., Suite 210, The Woodlands, Texas 77381. Our telephone number is (936) 230-5899 and our website is www.conns.com. The information contained in, or that can be accessed through, our website does not constitute a part of this prospectus supplement or the accompanying prospectus.

Recent Developments

On September 27, 2012, we announced the expansion and extension of our asset-based loan facility with a syndicate of banks. Under the amended terms, the revolving facility commitment increased $75 million to $525 million and the maturity date was extended to September 2016. This amendment reduced our borrowing costs and improved our borrowing availability under the facility. On November 27, 2012, we added an additional lender to our existing asset-based loan facility. As a result, total commitments under the facility increased by $20.0 million to $545.0 million.

On October 23, 2012, we announced a multi-year extension of our consumer finance program with GE Capital Retail Bank. The program, which originally launched in 2009, was expanded and extended through 2016. This program provides qualifying customers with access to a Conn’s-branded credit card and special financing options.

On November 13, 2012, we announced the opening of a Conn’s HomePlus store in Albuquerque, New Mexico. Located at 45 Hotel Circle, the Albuquerque store employs approximately 50 associates and showcases furniture and mattresses in addition to the leading brands and the latest technologies in consumer electronics and home appliances. This store is our first store in New Mexico.

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SUMMARY RISK FACTORS

We are subject to a number of risks, including risks that may prevent us from achieving our business objectives or that may adversely affect our business prospects, financial condition or results of operations. You should carefully consider the risks discussed in the section captioned “Risk Factors” before investing in our common stock.

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SUMMARY HISTORICAL FINANCIAL AND OPERATING DATA

The following table summarizes our consolidated financial and other operating data as of the dates and for the periods indicated, which is condensed and may not contain all of the information that you should consider before you invest in our common stock. The operations data for the fiscal years ended January 31, 2010, January 31, 2011 and January 31, 2012 and the balance sheet data as of January 31, 2010, January 31, 2011 and January 31, 2012 have been derived from our audited consolidated financial statements for such fiscal years, which were audited by Ernst & Young LLP, an independent registered public accounting firm. The operations and cash flow data for the nine months ended October 31, 2011 and October 31, 2012 and the balance sheet data as of October 31, 2011 and October 31, 2012 have been derived from our unaudited condensed consolidated financial statements for such periods. Our operating results for interim periods are not necessarily indicative of the results that may be expected for a full-year period.

You should read the following information in conjunction with “Management’s Discussion and Analysis of Financial Condition and Results of Operations” and our audited consolidated financial statements and accompanying notes thereto in our Annual Report on Form 10-K for the fiscal year ended January 31, 2012, and “Management’s Discussion and Analysis of Financial Condition and Results of Operations” and our unaudited condensed consolidated financial statements in our Quarterly Report on Form 10-Q for the three-month and nine-month periods ended October 31, 2012, which are incorporated by reference to this prospectus supplement, as well as “Management’s Discussion and Analysis of Financial Condition and Results of Operations” included herein.


	Year Ended January 31,									Nine Months Ended October 31,
	2010			2011			2012			2011			2012
										(unaudited)
	(dollars and shares in thousands, except per share amounts)
Statement Operations Data:
Revenues:
Product sales	$	666,381		$	608,443		$	596,360		$	422,914		$	459,804
Repair service agreement commissions⁽¹⁾		40,673			37,795			42,078			29,449			35,930
Service revenues⁽²⁾		22,115			16,487			15,246			11,650			10,181

Total net sales		729,169			662,725			653,684			464,013			505,915
Finance charges and other⁽³⁾		157,920			146,050			138,618			101,618			108,773

Total revenues		887,089			808,775			792,302			565,631			614,688
Costs and expenses:
Cost of goods sold, including warehousing and occupancy costs		529,227			474,696			455,493			324,774			325,041
Cost of parts sold, including warehousing and occupancy costs		10,401			7,779			6,527			4,973			4,513
Selling, general and administrative expense		258,579			239,806			237,911			175,420			180,247
Provision for bad debts		48,779			51,404			53,555			43,115			34,838
Charges and credits⁽⁴⁾		9,617			2,321			9,115			4,033			1,150

Total costs and expenses		856,603			776,006			762,601			552,315			545,789

Operating income		30,486			32,769			29,701			13,316			68,899
Interest expense, net		21,986			28,081			22,457			18,479			13,159
Loss from early extinguishment of debt⁽⁵⁾		—			—			11,056			11,056			818
Cost related to financing facilities terminated and transactions not completed⁽⁶⁾		—			4,283			—			—			—
Other (income) expense		(123	)		339			70			81			(105	)

Income (loss) before income taxes		8,623			66			(3,882	)		(16,300	)		55,027
Provision (benefit) for income taxes		4,319			1,138			(159	)		(4,876	)		20,080

Net income (loss)	$	4,304		$	(1,072	)	$	(3,723	)	$	(11,424	)	$	34,947

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	Year Ended January 31,									Nine Months Ended October 31,
	2010			2011			2012			2011			2012
										(unaudited)
	(dollars and shares in thousands, except per share amounts)
Earnings (loss) per common share:
Basic	$	0.17		$	(0.04	)	$	(0.12	)	$	(0.36	)	$	1.08
Diluted	$	0.17		$	(0.04	)	$	(0.12	)	$	(0.36	)	$	1.05
Average common shares outstanding:
Basic		24,910			26,091			31,860			31,819			32,387
Diluted		25,081			26,091			31,860			31,819			33,207

Operating Data:
Stores open at end of period		76			76			65			71			65
Same stores sales growth⁽⁷⁾		(13.8	)%		(9.6	)%		2.8	%		(0.7	)%		17.2	%
Retail gross margin⁽⁸⁾		25.2	%		26.5	%		28.7	%		28.2	%		34.4	%
Operating margin⁽⁹⁾		3.4	%		4.1	%		3.7	%		2.4	%		11.2	%
Return on average equity⁽¹⁰⁾		1.3	%		(0.3	)%		(1.1	)%		(6.5	)%		9.3	%
Capital expenditures	$	10,255		$	3,028		$	4,386		$	2,313		$	21,145
Rent expense⁽¹¹⁾	$	23,703		$	23,334		$	22,132		$	16,528		$	15,996
Percent of retail sales financed, including down payment		62.5	%		61.2	%		60.4	%		57.9	%		69.5	%
Net charge-offs as a percent of average outstanding balance⁽¹²⁾		5.0	%		7.3	%		7.5	%		7.4	%		8.2	%
Weighted average monthly payment rate⁽¹³⁾		5.2	%		5.4	%		5.6	%		5.8	%		5.5	%

	January 31,									October 31, 2012
	2010			2011			2012			Actual			Pro Forma As Adjusted⁽¹⁴⁾
										(unaudited)
	(dollars in thousands)
Balance Sheet Data:
Working capital	$	329,325		$	389,022		$	357,884		$	327,843		$	327,843
Inventory		63,499			82,354			62,540			77,150			77,150
Total customer accounts receivable		736,041			675,766			643,301			633,040			633,040
Total assets		889,509			842,060			783,298			852,864			852,864
Total debt, including current maturities		452,304			373,736			321,704			330,985			293,921
Total stockholders' equity		328,366			352,897			353,371			396,611			433,676

⁽¹⁾	Includes commissions from sales of third-party repair service agreements and replacement product programs, and income from company-obligor repair service agreements.

⁽²⁾	Includes revenues derived from parts sales and labor sales on products serviced for customers, both covered under manufacturer’s warranty and outside manufacturer’s warranty coverage.

⁽³⁾	Includes primarily interest income and fees earned on credit accounts and commissions earned from the sale of third-party credit insurance products.

⁽⁴⁾	Includes the costs related to the following charges and credits:


	Year Ended January 31,						Nine Months ended October 31,
	2010		2011		2012		2011		2012
	(dollars in thousands)
Goodwill impairment	$	9,617	$	—	$	—	$	—	$	—
Impairment of long-lived assets		—		2,321		2,019		688		—
Costs related to store closings		—		—		7,096		3,345		163
Costs related to relocation		—		—		—		—		987

	$	9,617	$	2,321	$	9,115	$	4,033	$	1,150

⁽⁵⁾	Includes the write-off of certain unamortized financing fees associated with: the terminated securitization program in fiscal year 2011 and the extension and expansion of our revolving credit facility in fiscal year 2013.

⁽⁶⁾	Includes costs incurred related to financing alternatives considered, but not completed in fiscal year 2011.

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⁽⁷⁾

Same store sales is calculated by comparing the reported sales for all stores that were open during the entirety of a period and the entirety of the same period during the prior fiscal year. Sales from closed stores, if any, are removed from each period. Sales from relocated stores have been included in each period because each such store was relocated within the same general geographic market. Sales from expanded stores have been included in each period.

⁽⁸⁾	Retail gross margin percentage is defined as the sum of product sales and repair service agreement commissions less cost of goods sold, divided by the sum of product sales and repair service agreement commissions. See “Selected Historical Consolidated Financial and Operating Data.”

⁽⁹⁾	Operating margin is defined as operating income divided by total revenues.

⁽¹⁰⁾	Return on average equity is calculated as current period net income divided by the average of the beginning and ending equity.

⁽¹¹⁾	Rent expense includes rent expense incurred on our properties, equipment and vehicles, and is net of any rental income received.

⁽¹²⁾	Represents net charge-offs for the applicable period divided by the average balance of the credit portfolio for the period presented.

⁽¹³⁾	Represents the weighted average of monthly gross cash collections received on the credit portfolio as a percentage of the average monthly beginning portfolio balance for each period.

⁽¹⁴⁾

Adjusted to reflect the application of the estimated net proceeds to our company from the offering (using an assumed public offering price of $28.09 per share and assuming no exercise of the underwriters’ over-allotment option and the number of shares we sell in this offering is the same as set forth on the cover page of this prospectus supplement).

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THE OFFERING

Issuer

Conn’s, Inc., a Delaware corporation

Common stock offered by us

1,408,379 shares

Common stock offered by the selling stockholders

3,591,621 shares

Over-allotment option

750,000 shares from us

Common stock outstanding after this offering

34,109,925 shares

Use of proceeds

We intend to use the net proceeds from the sale of shares we offer in this offering primarily for the repayment of debt and to pay for the fees and expenses we will incur in connection with this offering. We will not receive any proceeds from the sale of shares of common stock offered by the selling stockholders in this offering.

Dividend policy

We do not anticipate paying any cash dividends in the foreseeable future.

Risk factors

See “Risk Factors” beginning on page S-13 of this prospectus supplement, the accompanying prospectus and our annual report on Form 10-K for the fiscal year ended January 31, 2012 for a discussion of the risk factors you should carefully consider before deciding to invest in our common stock.

NASDAQ Global Select Market symbol

“CONN”

Conflict of interest

Stephens Inc., one of the selling stockholders and one of the joint bookrunning managers for this offering, and certain of its affiliates beneficially owned 7,316,812 shares, or approximately 22.3% of our common stock as of November 29, 2012. Because Stephens Inc. is an underwriter and a selling stockholder and its affiliates beneficially own more than 10% of our common stock, Stephens Inc. is deemed to have a “conflict of interest” under Rule 5121 of the Financial Industry Regulatory Authority, Inc., or FINRA. Accordingly, this offering will be made in compliance with the applicable provisions of FINRA Rule 5121. Under FINRA Rule 5121, the appointment of a qualified independent underwriter is not necessary in connection with this offering because this offering is of a class of securities having a bona fide public market, as defined by FINRA Rule 5121. See “Conflict of Interest.”

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The information above is based on 32,701,546 shares of common stock outstanding on November 29, 2012. This information (a) does not include 2,652,626 shares of common stock issuable upon the exercise of outstanding options to purchase our common stock at a weighted average exercise price of $11.37 per share, (b) does not include 628,521 shares of common stock reserved for future grants under our 2011 Omnibus Incentive Compensation Plan, (c) does not include 405,347 shares of common stock reserved for future issuance under our Amended and Restated 2003 Incentive Stock Option Plan, (d) does not include 50,000 shares of our common stock reserved for issuance under our 2003 Non-Employee Director Stock Option Plan, (e) does not include 1,088,710 shares of our common stock reserved for issuance under our Employee Stock Purchase Plan, (f) does not include 220,368 shares of our common stock reserved for issuance under our 2011 Non-Employee Director Restricted Plan, and (g) assumes no exercise by the underwriters of their option to purchase up to an additional 750,000 shares from us to cover over-allotments, if any.

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RISK FACTORS

An investment in our common stock involves risks and uncertainties. Before you make a decision to invest in our common stock, you should consider carefully the risks described below, together with other information in this prospectus supplement, the accompanying prospectus, and the information incorporated by reference herein and therein. The occurrence of any of the risks described below could adversely affect our business prospects, financial condition or results of operations. In that case, the trading price of our stock could decline, and you could lose all or part of the value of your investment.

Risk Factors Relating to Our Company

We may not be able to open and profitably operate new stores in existing, adjacent and new geographic markets. We reinstated our new store opening program during fiscal year 2013. We have opened two stores and have plans to open three more new stores in fiscal year 2013. New stores may not be profitable on an operating basis during the first months after they open and even after that time period may not be profitable or meet our goals. Any of these circumstances could have a material adverse effect on our financial results. There are a number of factors that could affect our ability to open and operate new stores consistent with our business plan, including:

•

The availability of additional financial resources;

•

The availability of favorable sites in existing, adjacent and new markets at price levels consistent with our business plan;

•

Competition in existing, adjacent and new markets;

•

Competitive conditions, consumer tastes and discretionary spending patterns in adjacent and new markets that are different from those in our existing markets;

•

A lack of consumer demand for our products or financing programs at levels that can support new store growth;

•

Inability to make customer financing programs available that allow consumers to purchase products at levels that can support new store growth;

•

Limitations created by covenants and conditions under our revolving credit facility;

•

The substantial outlay of financial resources required to open new stores and the possibility that we may recognize little or no related benefit;

•

An inability or unwillingness of vendors to supply product on a timely basis at competitive prices;

•

The failure to open enough stores in new markets to achieve a sufficient market presence and realize the benefits of leveraging our advertising and our distribution system;

•

Unfamiliarity with local real estate markets and demographics in adjacent and new markets;

•

Problems in adapting our distribution and other operational and management systems to an expanded network of stores;

•

Difficulties associated with the hiring, training and retention of additional skilled personnel, including store managers; and

•

Higher costs for print, radio and television advertising.

These factors may also affect the ability of any newly opened stores to achieve sales and profitability levels comparable with our existing stores or to become profitable at all. As a result, we may determine that we need to close additional stores or reduce the hours of operation in some stores, which could

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materially adversely impact our business, financial condition, operating results or cash flows, as we may incur additional expenses and non-cash write-offs related to closing a store and settling our remaining lease obligations and our initial investment in fixed assets and related store costs.

We may not successfully implement our existing store remodeling program which could negatively impact our results of operations or fail to provide a favorable return on our investment. We plan to remodel 35 of our existing stores by the end of fiscal year 2014, 15 of which were completed as of October 31, 2012. These efforts may not be successful in enhancing the operating results of the stores remodeled, which could negatively affect our results of operations or may not yield a favorable return on the investment required for such remodels. Further, our store operations for such stores could be disrupted or such stores temporarily closed, which could negatively impact our financial performance. If we are unable to successfully operate remodeled stores in our new store format or customers for those stores are not receptive to the new store format, our operating results for such stores would be negatively affected.

If we are unable to manage our growing business, our revenues may not increase as anticipated, our cost of operations may rise and our results of operations may decline. As a result of re-initiating our store opening plan and beginning to grow our store base, we will face many business risks associated with growing companies, including the risk that our management, financial controls and information systems will be inadequate to support our expansion in the future. Our growth will require management to expend significant time and effort and additional resources to ensure the continuing adequacy of our financial controls, operating procedures, information systems, product purchasing, warehousing and distribution systems and employee training programs. We cannot predict whether we will be able to effectively manage these increased demands or respond on a timely basis to the changing demands that our expansion will impose on our management, financial controls and information systems. If we fail to manage successfully the challenges of growth, do not continue to improve these systems and controls or encounter unexpected difficulties during expansion, our business, financial condition, operating results or cash flows could be materially adversely affected.

We may expand our retail offerings which may have different operating or legal requirements than our current operations. In addition to the retail and consumer finance products we currently offer, we may offer other products and services in the future, including new financing products. These products and services may require additional or different operating systems or have additional or different legal or regulatory requirements than the products and services we currently offer. In the event we undertake such an expansion and do not have the proper infrastructure or personnel, or do not successfully execute such an expansion, our business, financial condition, operating results or cash flows could be materially adversely affected.

A decrease in our credit sales or a decline in credit quality could lead to a decrease in our product sales and profitability. In the last three fiscal years, we financed, on average, including down payments, approximately 61% of our retail sales through our in-house proprietary credit programs to customers with a broad range of credit worthiness. A large portion of our credit portfolio is to customers considered by many to be subprime borrowers. Our ability to provide credit as a financing alternative for our customers depends on many factors, including the quality of our customer receivables portfolio. Payments on some of our credit accounts become delinquent from time to time, and some accounts end up in default, due to several factors, such as general and local economic conditions, including the impact of rising interest rates and unemployment rates. As we expand into new markets, we will obtain new credit accounts that may present a higher risk than our existing credit accounts since new credit customers do not have an established credit history with us. A general decline in the quality of our customer receivable portfolio could lead to a reduction in the advance rates used or eligible customer receivable balances included in the borrowing base calculations under our revolving credit facility and thus a reduction of available credit to fund our finance operations. As a result, if we are required to

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reduce the amount of credit we grant to our customers, we most likely would sell fewer products, which would adversely affect our financial condition, operating results and cash flows. Further, because approximately 60% of our credit customers have historically made their credit account payments in our stores, any decrease in credit sales could reduce traffic in our stores and lower our revenues. A decline in the credit quality of our credit accounts could also cause an increase in our credit losses, which would result in an adverse effect on our earnings. A decline in credit quality could also lead to stricter underwriting criteria which would likely have a negative impact on net sales.

We have significant future capital needs and the inability to obtain funding for our credit operations may adversely affect our business and expansion plans. We currently finance our customer receivables through an asset-based loan facility that provides $545.0 million in financing commitments and securitized notes. As of October 31, 2012, we had $272.2 million outstanding under our asset-based revolving credit facility, including standby letters of credit issued. Our ability to raise additional capital through expansion of our asset-based loan facility, future securitization transactions or other debt or equity transactions, and do so on economically favorable terms, depends in large part on factors that are beyond our control.

These factors include:

•

Conditions in the securities and finance markets generally;

•

Our credit rating or the credit rating of any securities we may issue;

•

Economic conditions;

•

Conditions in the markets for securitized instruments, or other debt or equity instruments;

•

The credit quality and performance of our customer receivables;

•

Our overall sales performance and profitability;

•

Our ability to provide or obtain financial support for required credit enhancement;

•

Our ability to adequately service our financial instruments;

•

Our ability to meet debt covenant requirements; and

•

Prevailing interest rates.

If adequate capital and funds are not available at the time we need capital, we will have to curtail future growth, which could materially adversely affect our business, financial condition, operating results or cash flow. As we grow our business, capital expenditures during future years are likely to exceed our historical capital expenditures. The ultimate amount of capital expenditures needed will be dependent on, among other factors, the availability of capital to fund new store openings and customer receivables portfolio growth.

In addition, we historically used our customer receivables as collateral to raise funds through securitization programs. In fiscal year 2011, we completed amendments to our existing credit facilities and our terminated securitization facilities to obtain relief from potential covenant violations and revise certain covenant requirements. If we require amendments in the future and are unable to obtain such amendments or we are unable to arrange substitute financing facilities or other sources of capital, we may have to limit or cease offering credit through our finance programs due to our inability to draw under our revolving credit facility upon the occurrence of a default. If availability under the borrowing base calculations of our revolving credit facility is reduced, or otherwise becomes unavailable, or we are unable to arrange substitute financing facilities or other sources of capital, we may have to limit the amount of credit that we make available through our customer finance programs. A reduction in our ability to offer customer credit will adversely affect revenues and results of operations and could have a

S-15

material adverse effect on our results of operations. Further, our inability or limitations on our ability to obtain funding through securitization facilities or other sources may adversely affect our profitability under our credit programs if existing customers fail to repay outstanding credit due to our refusal to grant additional credit.

Additionally, the inability of any of the financial institutions providing our financing facilities to fund their commitment would adversely affect our ability to fund our credit programs, capital expenditures and other general corporate needs.

If we are unable to renew or replace our existing credit facilities in the future or have access to securitization markets reduced, we would be required to reduce, or possibly cease, offering customers credit, which could adversely affect our revenues and results of operations in the same manner as discussed above.

Failure to comply with our covenants in our credit facilities could materially and adversely affect us. Under our existing asset-based loan facility we have certain obligations, including maintaining certain financial covenants. If we fail to maintain the financial covenants in our credit facility and are not able to obtain relief from any covenant violation, then an event of default could occur and the lenders could cease lending to us, accelerate the payments of our debt and foreclose on our assets that secure the asset-based loan facility. Any such action by the lenders could materially and adversely affect us and could even result in bankruptcy. While we are in compliance with the covenants in our existing facilities, if our retail and credit operation performance deteriorates, we could be in breach of one or more covenants.

Increased borrowing costs will negatively impact our results of operations. Because most of our customer receivables have interest rates equal to the highest rate allowable under applicable law, we would not be able to pass higher borrowing costs along to our customers and our results of operations would be negatively impacted. The interest rates on our revolving credit facility fluctuate up or down based upon the LIBOR rate, the prime rate of our administrative agent or the federal funds rate. The level of interest rates in the market in general will impact the interest rate on any debt instruments issued, if any. Additionally, we may issue debt securities or enter into credit facilities under which we pay interest at a higher rate than we have historically paid which would further reduce our margins and negatively impact our results of operations.

Deterioration in the performance of our customer receivables portfolio could significantly affect our liquidity position and profitability. Our liquidity position and profitability are heavily dependent on our ability to collect our customer receivables. If our customer receivables portfolio were to substantially deteriorate, the liquidity available to us would most likely be reduced due to the challenges of complying with the covenants and borrowing base calculations under our revolving credit facility and our earnings may decline due to higher provisions for bad debt expense, higher servicing costs, higher net charge-off rates and lower interest and fee income.

Our ability to collect from credit customers may be materially impaired by store closings and our need to rely on a replacement servicer in the event of our liquidation. We may be unable to collect a large portion of periodic credit payments should our stores close as many of our customers remit payments in-store. During the course of fiscal year 2012, approximately 60% of our active credit customers made a payment in one of our stores. In the event of store closings, credit customers may not pay balances in a timely fashion, or may not pay at all, since a large number of our customers have not traditionally made payments to a central location.

In addition, we service our active credit customers through our in-house servicing operation. At this time, there is not a formalized back-up servicer plan in place for the vast majority of our customer receivables.

S-16

In the event of our liquidation, a servicing arrangement would have to be implemented, which could materially impact the collection of our customer receivables.

In deciding whether to extend credit to customers, we rely on the accuracy and completeness of information furnished to us by or on behalf of our credit customers. If we and our systems are unable to detect any misrepresentations in this information, this could have a material adverse effect on our results of operations and financial condition. In deciding whether to extend credit to customers, we rely heavily on information furnished to us by or on behalf of our credit customers and our ability to validate such information through third-party services, including employment and personal financial information. If a significant percentage of our credit customers intentionally or negligently misrepresent any of this information, and we or our systems did not detect such misrepresentations, it could have a material adverse effect on our ability to effectively manage our credit risk, which could have a material adverse effect on our results of operations and financial condition.

Our policy of re-aging certain delinquent borrowers affects our delinquency statistics and the timing and amount of our write-offs. As of October 31, 2012, 11.4% of our credit portfolio consisted of “re-aged” customer receivables. Re-aging is offered to certain eligible past-due customers if they meet the conditions of our re-age policy. Our decision to offer a delinquent customer a re-age program is based on that borrower’s specific condition, our history with the borrower, the amount of the loan and various other factors. When we re-age a customer’s account, we move the account from a delinquent status to a current status. Management exercises a considerable amount of discretion over the re-aging process and has the ability to re-age an account multiple times during its life. During fiscal year 2012, we put a policy in place to limit the number of months an account can be re-aged over the life of the account to 12 months. Treating an otherwise uncollectible account as current affects our delinquency statistics, as well as impacting the timing and amount of charge-offs. If these accounts had been charged off sooner, our net loss rates might have been higher.

If we fail to timely contact delinquent borrowers, then the number of delinquent customer receivables eventually being charged off could increase. We contact customers with delinquent credit account balances soon after the account becomes delinquent. During periods of increased delinquencies it is important that we are proactive in dealing with borrowers rather than simply allowing customer receivables to go to charge-off. Historically, when our servicing becomes involved at an earlier stage of delinquency with credit counseling and workout programs, there is a greater likelihood that the customer receivable will not be charged off.

During periods of increased delinquencies, it becomes extremely important that we are properly staffed and trained to assist borrowers in bringing the delinquent balance current and ultimately avoiding charge-off. If we do not properly staff and train our collections personnel, then the number of accounts in a delinquent status or charged-off could increase. In addition, managing a substantially higher volume of delinquent customer receivables typically increases our operational costs. A rise in delinquencies or charge-offs could have a material adverse effect on our business, financial condition, liquidity and results of operations.

We rely on internal models to manage risk and to provide accounting estimates. Our results could be adversely affected if those models do not provide reliable accounting estimates or predictions of future activity. We make significant use of business and financial models in connection with our efforts to measure and monitor our risk exposures and to manage our credit portfolio. For example, we use models as a basis for credit underwriting decisions, portfolio delinquency, charge-off and collection expectations and other market risks, based on economic factors and our experience. The information provided by these models is used in making business decisions relating to strategies, initiatives, transactions and pricing, as well as the size of our allowance for doubtful accounts, among other accounting estimates.

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Models are inherently imperfect predictors of actual results because they are based on historical data available to us and our assumptions about factors such as credit demand, payment rates, default rates, delinquency rates and other factors that may overstate or understate future experience. Our models could produce unreliable results for a number of reasons, including the limitations of historical data to predict results due to unprecedented events or circumstances, invalid or incorrect assumptions underlying the models, the need for manual adjustments in response to rapid changes in economic conditions, incorrect coding of the models, incorrect data being used by the models or inappropriate application of a model to products or events outside of the model’s intended use. In particular, models are less dependable when the economic environment is outside of historical experience, as has been the case recently.

In addition, we continually receive new economic data. Our critical accounting estimates, such as the size of our allowance for doubtful accounts, are subject to change, often significantly, due to the nature and magnitude of changes in economic conditions. However, there is generally a lag between the availability of this economic information and the preparation of our consolidated financial statements. When economic conditions change quickly and in unforeseen ways, there is a risk that the assumptions and inputs reflected in our models are not representative of current economic conditions.

Due to the factors described above and in “Management’s Discussion and Analysis of Financial Condition and Results of Operations” incorporated by reference from our Annual Report on Form 10-K for the fiscal year ended January 31, 2012, and elsewhere in this prospectus supplement and the accompanying prospectus, we may be required or may deem it necessary to increase our allowance for doubtful accounts in the future. Increasing our allowance for doubtful accounts would adversely affect our results of operations and our financial position.

The dramatic changes in the economy and the credit and capital markets have required frequent adjustments to our models and the application of greater management judgment in the interpretation and adjustment of the results produced by our models. This application of greater management judgment reflects the need to take into account updated information while continuing to maintain controlled processes for model updates, including model development, testing, independent validation and implementation. As a result of the time and resources, including technical and staffing resources, that are required to perform these processes effectively, it may not be possible to replace existing models quickly enough to ensure that they will always properly account for the impacts of recent information and actions.

The recent economic downturn has affected consumer purchases from us as well as their ability to repay their credit obligations to us, which could have a continued or prolonged negative effect on our net sales, gross margins and credit portfolio performance. Many factors affect spending, including regional or world events, war, conditions in financial markets, general business conditions, interest rates, inflation, energy and gasoline prices, consumer debt levels, the availability of consumer credit, taxation, unemployment trends and other matters that influence consumer confidence and spending. Our customers’ purchases of our products decline during periods when disposable income is lower or periods of actual or perceived unfavorable economic conditions. Recent turmoil in the national economy, including instability in financial markets and the so-called “fiscal cliff” involving a potential combination of expiring tax cuts and mandatory federal spending reductions at the end of 2012, decreases in consumer confidence and volatile oil prices have negatively impacted our markets and may present significant challenges to our operations in the future. If this occurs, our net sales and results of operations would decline.

We face significant competition from national, regional, local and internet retailers of home appliances, consumer electronics and furniture. The retail market for consumer electronics and furniture is highly fragmented and intensely competitive and the market for home appliances is concentrated among a few major dealers. We currently compete against a diverse group of retailers, including national mass merchants such as Sears, Wal-Mart, Target, Sam’s Club and Costco, specialized national retailers such as

S-18

Best Buy and Rooms To Go, home improvement stores such as Lowe’s and Home Depot, and locally-owned regional or independent retail specialty stores that sell home appliances, consumer electronics, furniture, and mattresses similar, and often identical, to those items we sell. We also compete with retailers that market products through store catalogs and the internet. In addition, there are few barriers to entry into our current and contemplated markets, and new competitors may enter our current or future markets at any time.

We may not be able to compete successfully against existing and future competitors. Some of our competitors have financial resources that are substantially greater than ours and may be able to purchase inventory at lower costs and better endure economic downturns. As a result, our sales may decline if we cannot offer competitive prices to our customers or we may be required to accept lower profit margins. Our competitors may respond more quickly to new or emerging technologies and may have greater resources to devote to promotion and sale of products and services. If two or more competitors consolidate their businesses or enter into strategic partnerships, they may be able to compete more effectively against us.

Our existing competitors or new entrants into our industry may use a number of different strategies to compete against us, including:

•

Expansion by our existing competitors or entry by new competitors into markets where we currently operate;

•

Entering the television market as the decreased size of flat-panel televisions allows new entrants to display and sell these products more easily;

•

Lower pricing;

•

Aggressive advertising and marketing;

•

Extension of credit to customers on terms more favorable than we offer;

•

Larger store size, which may result in greater operational efficiencies, or innovative store formats; and

•

Adoption of improved retail sales methods.

Competition from any of these sources could cause us to lose market share, sales and customers, increase expenditures or reduce prices, any of which could have a material adverse effect on our results of operations.

If new products are not introduced or consumers do not accept new products, our sales may decline. Our ability to maintain and increase sales depends to a large extent on the periodic introduction and availability of new products and technologies. It is possible that new products will never achieve widespread consumer acceptance or will be supplanted by alternative products and technologies that do not offer us a similar sales opportunity or are sold at lower price points or margins.

We have expanded the floor space dedicated to our furniture and mattress product offerings. If the strategy of increasing our emphasis on furniture and mattress offerings is unsuccessful, it would have a materially adverse effect on our sales and results of operations.

If we fail to anticipate changes in consumer preferences, our sales will decline. Our products must appeal to a broad range of consumers whose preferences cannot be predicted with certainty and are subject to change. Our success depends upon our ability to anticipate and respond in a timely manner to trends in consumer preferences relating to home appliances, consumer electronics and furniture. If we fail to identify and respond to these changes, our sales of these products will decline. In addition, we often

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make commitments to purchase products from our vendors up to nine months in advance of proposed delivery dates. Significant deviation from the projected demand for products that we sell may have a material adverse effect on our results of operations and financial condition, either from lost sales or lower margins due to the need to reduce prices to dispose of excess inventory.

We may experience significant price pressures over the life cycle of our products from competing technologies and our competitors and we may not be able to maintain our historical gross margin levels. Prices for many of our products decrease over their life cycle. Such decreases often result in decreased gross profit margins for us. There is also substantial and continuing pressure from customers to reduce their total costs for products. Suppliers may also seek to reduce our margins on the sales of their products in order to increase their own profitability. The consumer electronics industry depends on new products to drive same store sales increases. Typically, these new products, such as high-definition LED and 3-D televisions, Blu-ray players and digital cameras are introduced at relatively high price points that are then gradually reduced as the product becomes mainstream. To sustain positive same store sales growth, unit sales must increase at a rate greater than the decline in product prices. The affordability of the product helps drive the unit sales growth. However, as a result of relatively short product life cycles in the consumer electronics industry, which limit the amount of time available for sales volume to increase, combined with rapid price erosion in the industry, retailers are challenged to maintain overall gross margin levels and positive same store sales. This has historically been our experience, and we continue to adjust our marketing strategies to address this challenge through the introduction of new product categories and new products within our existing categories. If we fail to accurately anticipate the introduction of new technologies, we may possess significant amounts of obsolete inventory that can only be sold at substantially lower prices and profit margins than we anticipated. In addition, we may not be able to maintain our historical margin levels in the future due to increased sales of lower margin products such as personal electronics products and declines in average selling prices of key products. If sales of lower margin items continue to increase and replace sales of higher margin items or our consumer electronics products average selling prices decreases due to the maturity of their life cycle, our gross margin and overall gross profit levels will be adversely affected.

A disruption in our relationships with, in the operations of, or the supply of product from any of our key suppliers could cause our sales to decline. The success of our business and growth strategies depends to a significant degree on our relationships with our suppliers, particularly our brand name suppliers such as Dell, Electrolux, Franklin, Frigidaire, General Electric, Hewlett-Packard, Jackson-Catnapper, LG, Samsung, Sealy, Serta, Sharp, Steve Silver, Sony, Toshiba, and Vaughn-Bassett. We do not have long-term supply agreements or exclusive arrangements with the majority of our vendors. We typically order our inventory and repair parts through the issuance of individual purchase orders to vendors. We also rely on our suppliers for cooperative advertising support. We may be subject to rationing by suppliers with respect to a number of limited distribution items. In addition, we rely heavily on a relatively small number of suppliers. Our top six suppliers represented 72.0% of our purchases for fiscal year 2012, and the top two suppliers represented approximately 48.6% of our total purchases. The loss of any one or more of these key vendors or failure to establish and maintain relationships with these and other vendors, and limitations on the availability of inventory or repair parts could have a material adverse effect on our results of operations and financial condition. If one of our vendors were to go out of business, it could have a material adverse effect on our results of operations and financial condition if such vendor is unable to fund amounts due to us, including payments due for returns of product and warranty claims. Catastrophic or other unforeseen events, such as the one which impacted Japan during 2011, could adversely impact the supply and delivery of products to us and could adversely impact our results of operations.

Our ability to enter new markets successfully depends, to a significant extent, on the willingness and ability of our vendors to supply merchandise to additional warehouses or stores. If vendors are unwilling

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or unable to supply some or all of their products to us at acceptable prices in one or more markets, our results of operations and financial condition could be materially adversely affected.

Furthermore, we rely on credit from vendors to purchase our products. As of October 31, 2012, we had $66.2 million in accounts payable and $77.2 million in merchandise inventories. A substantial change in credit terms from vendors or vendors’ willingness to extend credit to us, including providing inventory under consignment arrangements, would reduce our ability to obtain the merchandise that we sell, which would have a material adverse effect on our sales and results of operations.

Our vendors also supply us with marketing funds and volume rebates. If our vendors fail to continue these incentives it could have a material adverse effect on our sales and results of operations.

You should not rely on our comparable store sales as an indication of our future results of operations because they fluctuate significantly. Our historical same store sales growth figures have fluctuated significantly from quarter to quarter. A number of factors have historically affected, and will continue to affect, our comparable store sales results, including:

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Changes in competition, such as pricing pressure, and the opening of new stores by competitors in our markets;

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General economic conditions;

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New product introductions;

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Consumer trends;

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Changes in our merchandise mix;

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Changes in the relative sales price points of our major product categories;

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Ability to offer credit programs attractive to our customers;

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The impact of any new stores on our existing stores, including potential decreases in existing stores’ sales as a result of opening new stores;

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Weather conditions in our markets;

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Timing of promotional events;

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Timing, location and participants of major sporting events;

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Reduction in new store openings;

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The percentage of our stores that are mature stores;

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The locations of our stores and the traffic drawn to those areas;

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How often we update our stores; and

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Our ability to execute our business strategy effectively.

Changes in our quarterly and annual comparable store sales results could cause the price of our common stock to fluctuate significantly.

We experience seasonal fluctuations in our sales and quarterly results. We typically experience seasonal fluctuations in our net sales and operating results, with the quarter ending January 31, which includes the holiday selling season, generally accounting for a larger share of our net sales and net income. We also incur significant additional expenses during such fiscal quarter due to higher purchase volumes and increased staffing. If we miscalculate the demand for our products generally or for our product mix during the fiscal quarter ending January 31, or if we experience adverse events, such as bad

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weather in our markets during our fourth fiscal quarter, our net sales could decline, resulting in excess inventory or increased sales discounts to sell excess inventory, which would harm our financial performance. A shortfall in expected net sales, combined with our significant additional expenses during this fiscal quarter, could cause a significant decline in our operating results and such sales may not be deferred to future periods.

Our business could be adversely affected by changes in consumer protection laws and regulations. Federal and state consumer protection laws and regulations, such as the Fair Credit Reporting Act, and the Consumer Financial Protection Bureau limit the manner in which we may offer and extend credit. Because our customers finance through our credit segment a substantial portion of our sales, any adverse change in the regulation of consumer credit could adversely affect our total sales and gross margins. For example, new laws or regulations could limit the amount of interest or fees that may be charged on consumer credit accounts, including by reducing the maximum interest rate that can be charged in the states in which we operate, or restrict our ability to collect on account balances, which would have a material adverse effect on our cash flow and results of operations. Compliance with existing and future laws or regulations, including regulations that may be applicable to us under the Dodd-Frank Wall Street Reform and Consumer Protection Act, which was enacted into law in July 2010, could require us to make material expenditures, in particular personnel training costs, or otherwise adversely affect our business or financial results. Failure to comply with these laws or regulations, even if inadvertent, could result in negative publicity, fines or additional licensing expenses, any of which could have an adverse effect on our cash flow and results of operations.

We are required to comply with laws and regulations regulating credit extensions and other dealings with customer and our failure to comply with applicable laws and regulations, or any adverse change in those laws or regulations, could have a negative impact on our business. Our customers finance through our credit segment a substantial portion of our sales. We also sell our customers gift cards for redemption against future purchases. Providing credit and other financial products and otherwise dealing with consumers and information provided by consumers does or could subject us to the jurisdiction of various federal, state and local government authorities, including the Consumer Financial Protection Bureau, which was created by the Dodd-Frank Wall Street Reform and Consumer Protection Act, the Federal Trade Commission, the SEC, state regulators having jurisdiction over persons engaged in consumer sales, consumer credit and other financial products and consumer debt collection, and state attorneys general. Our business practices, including the terms of our marketing and advertising, our procedures and practices for credit applications and underwriting, the terms of our credit extensions and gift cards and related disclosures, our data privacy and protection practices, and our collection practices, may be subject to periodic or special reviews by these regulatory and enforcement authorities. These reviews could range from investigations of specific consumer complaints or concerns to broader inquiries into our practices generally. If as part of these reviews the regulatory authorities conclude that we are not complying with applicable law or regulations, they could request or impose a wide range of sanctions and remedies including requiring changes in advertising and collection practices, changes in our credit application and underwriting practices, changes in our data privacy or protection practices, changes in the terms of our credit or other financial products (such as decreases in interest rates or fees), the imposition of fines or penalties, or the paying of restitution or the taking of other remedial action with respect to affected customers. They also could require us to stop offering some of our credit or other financial products within one or more states, or nationwide.

Negative publicity relating to any specific inquiry or investigation, regardless of whether we have violated any applicable law or regulation or the extent of any such violation, could negatively affect our reputation and our brand as well as our stock price, which would adversely affect our ability to raise additional capital and would raise our costs of doing business. If any deficiencies or violations of law or regulations are identified by us or asserted by any regulator or other person, or if any regulatory or enforcement authority or court requires us to change any of our practices, the correction of such

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deficiencies or violations, or the making of such changes, could have a material adverse effect on our financial condition, results of operations or business. We face the risk that restrictions or limitations resulting from the enactment, change, or interpretation of federal or state laws and regulations, such as the Dodd-Frank Act, could negatively affect our business activities, require us to make material expenditures or effectively eliminate credit products or other financial products currently offered to customers.

In addition, whether or not we modify our practices when a regulatory or enforcement authority or court requests or requires that we do so, there is a risk that we or other industry participants may be named as defendants in individual or class action litigation involving alleged violations of federal and state laws and regulations, including consumer protection laws and regulations. Any failure on our part to comply with legal requirements in connection with credit or other financial products, or in connection with servicing our accounts or collecting debts or otherwise dealing with consumers, could significantly impair our ability to collect the full amount of the account balances and could subject us to substantial liability for damages or penalties. The institution of any litigation of this nature, or the rendering of any judgment, against us or any other industry participant in any litigation of this nature, could adversely affect our business and financial condition.

Pending litigation relating to the sale of credit insurance and the sale of repair service agreements in the retail industry could adversely affect our business. State attorney generals and private plaintiffs have filed lawsuits against other retailers relating to improper practices conducted in connection with the sale of credit insurance in several jurisdictions around the country. We offer credit insurance in our stores on sales financed under our credit programs and require the customer to purchase property insurance from us or provide evidence from a third-party insurance provider, at their election, in connection with sales of merchandise on installment credit; therefore, similar litigation could be brought against us. While we believe we are in full compliance with applicable laws and regulations, if we are found liable in any future lawsuit regarding credit insurance or repair service agreements, we could be required to pay substantial damages or incur substantial costs as part of an out-of-court settlement or require us to modify or suspend certain operations any of which could have a material adverse effect on our results of operations. An adverse judgment or any negative publicity associated with our repair service agreements or any potential credit insurance litigation could also affect our reputation, which could have a negative impact on our cash flow and results of operations.

Pending and potential litigation regarding alleged patent infringements could result in significant costs to us to defend what we consider to be spurious claims. Recently the manufacturing, retail and software industries have been the targets of patent litigation claimants filing claims or demands based upon alleged patent ownership infringement through the manufacturing and selling, either in merchandise or through software and internet websites, of product or merely providing access through website portals. We, in conjunction with multiple other parties, have been the targets of such claims. While we believe that we have not violated or infringed on any alleged patent ownership rights, and intend to defend vigorously any such claims, the cost to defend, settle or pay any such claims could be substantial, and could have an adverse effect on our cash flow and results of operations.

Our corporate actions may be substantially controlled by our principal shareholders and affiliated entities. As of November 29, 2012, Stephens Inc. and The Stephens Group, LLC, and their affiliated entities beneficially owned approximately 22.3% and 25.7%, respectively, of our common stock, and following the completion of this offering, will own approximately 16.7% and 18.8%, respectively. Their interests may conflict with the will or interests of our other equity holders. While Stephens Inc. and its affiliates hold 21.6% of our common stock through a voting trust that will vote the shares in the same proportion as votes cast by all other stockholders, this voting trust agreement will expire in October 31, 2013, unless extended, and upon expiration Stephens Inc. and its affiliates will not be restricted on how it votes its shares. These stockholders, acting individually or as a group, could exert substantial influence

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over matters such as electing directors and approving mergers or other business combination transactions.

If we lose key management or are unable to attract and retain the qualified sales and credit granting and collection personnel required for our business, our operating results could suffer. Our future success depends to a significant degree on the skills, experience and continued service of our key executives or the identification of suitable successors for them. If we lose the services of any of these individuals, or if one or more of them or other key personnel decide to join a competitor or otherwise compete directly or indirectly with us, and we are unable to identify a suitable successor, our business and operations could be harmed, and we could have difficulty in implementing our strategy. In addition, as our business grows, we will need to locate, hire and retain additional qualified sales personnel in a timely manner and develop, train and manage an increasing number of management level sales associates and other employees. Additionally, if we are unable to attract and retain qualified credit granting and collection personnel, our ability to perform quality underwriting of new credit transactions and maintain workloads for our collections personnel at a manageable level, our operation could be adversely impacted and result in higher delinquency and net charge-offs on our credit portfolio. Competition for qualified employees could require us to pay higher wages to attract a sufficient number of employees, and increases in the federal minimum wage or other employee benefits costs could increase our operating expenses. If we are unable to attract and retain personnel as needed in the future, our net sales and operating results could suffer.

Our costs of doing business could increase as a result of changes in federal, state or local regulations. Changes in the federal, state or local minimum wage requirements or changes in other wage or workplace regulations could increase our cost of doing business. In addition, changes in federal, state or local regulations governing the sale of some of our products or tax regulations could increase our cost of doing business. Also, passage of the Employer Free Choice Act or similar laws in Congress could lead to higher labor costs by encouraging unionization efforts among our associates and disruption of store operations.

Because our stores are located in Texas, Louisiana, Oklahoma and New Mexico, and our distribution centers are located in Texas, we are subject to regional risks. Our 66 stores are located exclusively in Texas, Louisiana, Oklahoma and New Mexico and our four regional distribution centers are located in Texas. This subjects us to regional risks, such as the economy, weather conditions, hurricanes and other natural or man-made disasters. If the region suffers a continued or another economic downturn or any other adverse regional event, there could be an adverse impact on our net sales and results of operations and our ability to implement our planned expansion program. Several of our competitors operate stores across the United States and thus are not as vulnerable to the risks of operating in one region. Additionally, these states in general, and the local economies where many of our stores are located in particular, are dependent, to a degree, on the oil and gas industries, which can be very volatile. Additionally, because of fears of climate change and adverse effects of drilling explosions and oil spills in the Gulf of Mexico, legislation has been considered, and governmental regulations and orders have been issued, which, combined with the local economic and employment conditions caused by both, could materially and adversely impact the oil and gas industries and the areas in which a majority of our stores are located in Texas and Louisiana. To the extent the oil and gas industries are negatively impacted by declining commodity prices, climate change or other legislation and other factors, we could be negatively impacted by reduced employment, or other negative economic factors that impact the local economies where we have our stores.

In addition, recent turmoil in the national economy, including instability in the financial markets, has impacted our local markets. A downturn in the general economy, or in the region where we have our stores, could have a negative impact on our net sales and results of operations.

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Our information technology infrastructure is vulnerable to damage that could harm our business. Our ability to operate our business from day to day, in particular our ability to manage our credit operations and inventory levels, largely depends on the efficient operation of our computer hardware and software systems. We use management information systems to track inventory information at the store level, communicate customer information, aggregate daily sales information and manage our credit portfolio, including processing of credit applications and management of collections. These systems and our operations are subject to damage or interruption from:

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Power loss, computer systems failures and Internet, telecommunications or data network failures;

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Operator negligence or improper operation by, or supervision of, employees;

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Physical and electronic loss of data or security breaches, misappropriation and similar events;

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Computer viruses;

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Intentional acts of vandalism and similar events; and

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Hurricanes, fires, floods and other natural disasters.

In addition, the software that we have developed to use in our daily operations may contain undetected errors that could cause our network to fail or our expenses to increase. Any failure of our systems due to any of these causes, if it is not supported by our disaster recovery plan, could cause an interruption in our operations and result in reduced net sales and results of operations. Though we have implemented contingency and disaster recovery processes in the event of one or several technology failures, any unforeseen failure, interruption or compromise of our systems or our security measures could affect our flow of business and, if prolonged, could harm our reputation. The risk of possible failures or interruptions may not be adequately addressed by us or the third parties on which we rely, and such failures or interruptions could occur. The occurrence of any failures or interruptions could have a material adverse effect on our business, financial condition, liquidity and results of operations.

If we are unable to maintain our insurance licenses in the states we operate, our results of operations would suffer. We derive a significant portion of our revenues and operating income from the commissions we earn from the sale of various insurance products of third-party insurers to our customers. These products include credit insurance, repair service agreements and product replacement policies. We also are the direct obligor on certain extended repair service agreements we offer to our customers. If for any reason we were unable to maintain our insurance licenses in the states we operate or if there are material claims or future material litigation involving our repair service agreements or product replacement policies, our results of operations would suffer.

If we are unable to continue to offer third-party repair service agreements to our customers who purchase, or have purchased our products, we could incur additional costs or repair expenses, which would adversely affect our financial condition and results of operations. There are a limited number of insurance carriers that provide repair service agreement programs. If insurance becomes unavailable from our current providers for any reason, we may be unable to provide repair service agreements to our customers on the same terms, if at all. Even if we are able to obtain a substitute provider, higher premiums may be required, which could have an adverse impact on our profitability if we are unable to pass along the increased cost of such coverage to our customers. Inability to maintain the repair service agreement program could cause fluctuations in our repair expenses and greater volatility of earnings and could require us to become the obligor under new contracts sold.

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If we are unable to maintain group credit insurance policies from insurance carriers, which allow us to offer their credit insurance products to our customers purchasing our merchandise on credit, our revenues would be reduced and the provision for bad debts might increase. There are a limited number of insurance carriers that provide credit insurance coverage for sale to our customers. If credit insurance becomes unavailable for any reason we may be unable to offer substitute coverage on the same terms, if at all. Even if we are able to obtain substitute coverage, it may be at higher rates or reduced coverage, which could affect the customer acceptance of these products, reduce our revenues or increase our credit losses.

Changes in premium and commission rates allowed by regulators on the credit insurance, repair service agreements or product replacement agreements we sell as allowed by the laws and regulations in the states in which we operate could affect our revenues. We derive a significant portion of our revenues and operating income from the sale of various third-party insurance products to our customers. These products include credit insurance, repair service agreements and product replacement agreements. If the commission we retain from sales of those products declines, our operating results would suffer.

Changes in trade regulations, currency fluctuations and other factors beyond our control could affect our business. A significant portion of our inventory is manufactured and/or assembled overseas and in Mexico. Changes in trade regulations, currency fluctuations or other factors beyond our control may increase the cost of items we purchase or create shortages of these items, which in turn could have a material adverse effect on our results of operations and financial condition. Conversely, significant reductions in the cost of these items in U.S. dollars may cause a significant reduction in the retail prices of those products, resulting in a material adverse effect on our sales, margins or competitive position. In addition, commissions earned on our credit insurance, repair service agreement or product replacement agreement products could be adversely affected by changes in statutory premium rates, commission rates, adverse claims experience and other factors.

Our costs to protect our intellectual property rights, infringement of which could impair our name and reputation, could be significant. We believe that our success and ability to compete depends in part on consumer identification of the name “Conn’s.” We have registered the trademarks “Conn’s,” “Conn’s HomePlus,” “YES Money,” “YE$ Money,” “SI Money” and our logos. We intend to protect vigorously our trademark against infringement or misappropriation by others. A third party, however, could attempt to misappropriate our intellectual property in the future. The enforcement of our proprietary rights through litigation could result in substantial costs to us that could have a material adverse effect on our financial condition or results of operations.

Failure to protect the security of our customer’s information or failure to comply with data privacy and protection laws could expose us to litigation, judgments for damages, increased operating costs and undermine the trust placed with us by our customers. We capture, transmit, handle and store sensitive information, which involves certain inherent security risks. Such risks include, among other things, the interception of customer data and information by persons outside us or by our own employees. While we believe we have taken appropriate steps to protect confidential information, there can be no assurance that we can prevent the compromise of our customers’ data or other confidential information. If such a breach should occur it could have a severe negative impact on our business and results of operations. In addition, interpretation and application of privacy and customer data protection laws are in a state of flux and vary from jurisdiction to jurisdiction, and various governmental entities are considering imposing new regulations on data privacy and protection. These new regulations may be interpreted and applied inconsistently and our current policies and practices, which could cause us to incur substantial costs or require us to change our business practices in a manner adverse to our business.

Any changes in the tax laws of the states in which we operate could affect our state tax liabilities. Additionally, beginning operations in new states could also affect our state tax liabilities. As we experienced in fiscal year 2008 with the change in the Texas tax law, legislation could be introduced at

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any time that changes our state tax liabilities in a way that has an adverse impact on our results of operations. The Texas margin tax, which is based on gross profit rather than earnings, can create significant volatility in our effective tax rate. The potential to enter new states in the future could adversely affect our results of operations, dependent upon the tax laws in place in those states.

Significant volatility in oil and gasoline prices could affect our customers’ determination to drive to our stores, and cause us to raise our delivery charges. Significant volatility in oil and gasoline prices could adversely affect our customers’ shopping decisions and patterns. We rely heavily on our distribution system and our next day delivery policy to satisfy our customers’ needs and desires, and increases in oil and gasoline prices could result in increased distribution charges. Such increases may not significantly affect our competitors.

Failure to successfully utilize and manage e-commerce could adversely affect our business and prospects. Our website is a significant driver of our sales and we believe represents a possible source for future sales growth. In order to promote our products, allow our customers to complete credit applications in the privacy of their homes and drive traffic to our stores, we must effectively create, design, publish and distribute content. There can be no assurance that we will be able to design and publish web content with a high level of effectiveness or grow our e-commerce business in a profitable manner.

Risk Factors Relating to this Offering

The price of our common stock has fluctuated substantially over the past several years and may continue to fluctuate substantially in the future. During fiscal year 2011, the trading price of our common stock ranged from a low of $3.12 per share to a high of $10.33 per share and from February 1, 2012 through November 29, 2012, the trading price of our common stock ranged from a low of $10.87 per share to a high of $29.23 per share. Our stock may continue to be subject to fluctuations as a result of a variety of factors, which are described in this prospectus supplement and the documents incorporated by reference herein, including those factors discussed under this “Risk Factors” section. Some of these factors are beyond our control. We may fail to meet the expectations of our stockholders or securities analysts at some time in the future, and our stock price could decline as a result.

If we fail to maintain proper and effective internal controls, our ability to produce accurate and timely financial statements could be impaired, which could result in a loss of investor confidence in our reported results and a decline in our stock price. The Sarbanes-Oxley Act of 2002 requires, among other things, that we maintain effective internal control over financial reporting and disclosure controls and procedures. In particular, we must perform system and process evaluation and testing of our internal control over financial reporting to allow management and, to the extent required, our independent registered public accounting firm to report on the effectiveness of our internal control over financial reporting, as required by Section 404 of the Sarbanes-Oxley Act, with auditor attestation of the effectiveness of our internal controls. If we are not able to comply with the requirements of Section 404 in a timely manner, or if we or our independent registered public accounting firm identify deficiencies in our internal control over financial reporting that are deemed to be material weaknesses, the market price of shares of our common stock could decline and we could be subject to sanctions or investigations by the NASDAQ Global Select Market, the SEC or other regulatory authorities, which would require additional financial and management resources.

Our ability to successfully implement our business plan and comply with Section 404 requires us to be able to prepare timely and accurate financial statements. Any delay in the implementation of, or disruption in the transition to, new or enhanced systems, procedures or controls may cause our operations to suffer. If there is such a delay, we may be unable to conclude that our internal control over financial reporting is effective and to obtain an unqualified report on internal controls from our auditors

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if required under Section 404 of the Sarbanes-Oxley Act. Moreover, we cannot be certain that these measures would ensure that we implement and maintain adequate controls over our financial processes and reporting in the future. Even if we were to conclude, and our auditors were to concur, that our internal control over financial reporting provided reasonable assurance regarding the reliability of financial reporting and the preparation of financial statements for external purposes in accordance with accounting principles generally accepted in the United States, because of its inherent limitations, internal control over financial reporting may not prevent or detect fraud or misstatements. This, in turn, could have an adverse impact on the trading price of our shares of common stock and could adversely affect our ability to access the capital markets.

Because we have no current plans to pay cash dividends on our common stock for the foreseeable future, you may not receive any return on investment unless you sell your common stock for a price greater than that which you paid for it. We may retain future earnings, if any, for future operations, expansion and debt repayment and have no current plans to pay any cash dividends for the foreseeable future. Any decision to declare and pay dividends in the future will be made at the discretion of our board of directors and will depend on, among other things, our results of operations, financial condition, cash requirements, contractual restrictions and other factors that our board of directors may deem relevant. As a result, you may not receive any return on an investment in our common stock unless you sell our common stock for a price greater than that which you paid for it.

There may be additional market sales of a substantial amount of our common stock after this offering by our current stockholders, and these sales could cause the price of our common stock to fall. As of November 29, 2012, there were 32,701,546 shares of common stock outstanding. Following the completion of this offering, approximately 16.7% and 18.8% of our outstanding common stock will be held by Stephens Inc. and The Stephens Group, LLC, the selling stockholders and their affiliated entities, respectively.

We expect that the selling stockholders, our directors and our executive officers (other than Reymundo de la Fuente, Jr., who announced he is leaving our company in January 2013) will enter into a lock-up agreement with Piper Jaffray & Co. and Stephens Inc., on behalf of the underwriters, which regulates their sales of our common stock for a period of 90 days after the date of this prospectus supplement, subject to certain exceptions and automatic extensions in certain circumstances.

Sales of substantial amounts of our common stock in the public market after this offering, or the perception that such sales will occur, could adversely affect the market price of our common stock and make it difficult for us to raise funds through securities offerings in the future. The shares offered by this prospectus supplement will be eligible for immediate sale in the public market without restriction by persons other than our affiliates.

Provisions in our charter documents and Delaware law may deter takeover efforts that you feel would be beneficial to stockholder value. Our certificate of incorporation and bylaws and Delaware law contain provisions which could make it harder for a third party to acquire us, even if doing so might be beneficial to our stockholders. These provisions include limitations on actions by our stockholders and our board of director’s ability to issue preferred stock without stockholder approval that could be used to dilute a potential hostile acquirer. Delaware law also imposes some restrictions on mergers and other business combinations between us and any holder of 15% or more of our outstanding common stock. As a result, you may lose your ability to sell your stock for a price in excess of the prevailing market price due to these protective measures and efforts by stockholders to change the direction or management of our company may be unsuccessful.

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Our management will have broad discretion over the use of the net proceeds from this offering and you may not agree with how we use the proceeds and the proceeds may not be invested successfully. We have not designated any portion of the net proceeds from this offering to be used for any particular purpose and our management will have broad discretion as to the use of any net proceeds. Accordingly, you will be relying on the judgment of our management with regard to the use of these net proceeds, and you will not have the opportunity, as part of your investment decision, to assess whether the proceeds are being used appropriately. It is possible that the proceeds will be invested in a way that does not yield a favorable, or any, return for our company.

Future financings could adversely affect common stock ownership interest and rights in comparison with those of other security holders. Our board of directors has the power to issue additional shares of common or preferred stock without stockholder approval. If additional funds are raised through the issuance of equity or convertible debt securities, the percentage of ownership of our existing stockholders will be reduced, and these newly issued securities may have rights, preferences or privileges senior to those of existing stockholders. If we issue additional common stock or securities convertible into common stock, such issuance will reduce the proportionate ownership and voting power of each other stockholder. In addition, such stock issuances might result in a reduction of the book value of our common stock.

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SPECIAL NOTE REGARDING FORWARD-LOOKING STATEMENTS

This prospectus supplement, the accompanying prospectus and the documents incorporated into this prospectus supplement by reference contain forward-looking statements within the meaning of Section 27A of the Securities Act of 1933, as amended, or the Securities Act, and Section 21E of the Exchange Act. Such forward-looking statements include information concerning our future financial performance, business strategy, plans, goals and objectives. Statements containing the words “anticipate,” “believe,” “could,” “estimate,” “expect,” “intend,” “may,” “plan,” “project,” “should,” or the negative of such terms or other similar expressions are generally forward-looking in nature and not historical facts. Although we believe that the expectations, opinions, projections, and comments reflected in these forward-looking statements are reasonable, we can give no assurance that such statements will prove to be correct. A wide variety of potential risks, uncertainties, and other factors could materially affect our ability to achieve the results either expressed or implied by our forward-looking statements including, but not limited to: general economic conditions impacting our customers or potential customers; our ability to continue existing or offer new customer financing programs; changes in the delinquency status of our credit portfolio; higher than anticipated net charge-offs in the credit portfolio; the success of our planned opening of new stores and the updating of existing stores; technological and market developments and sales trends for our major product offerings; our ability to fund our operations, capital expenditures, debt repayment and expansion from cash flows from operations, borrowings from our revolving credit facility, and proceeds from accessing debt or equity markets; and the other risks detailed from time-to-time in our SEC reports, including but not limited to, our Annual Report on Form 10-K for our fiscal year ended January 31, 2012. You are cautioned not to place undue reliance on these forward-looking statements, which speak only as of the date of this prospectus supplement, the accompanying prospectus or the applicable incorporated document. Except as required by law, we are not obligated to publicly release any revisions to these forward-looking statements to reflect events or circumstances after the date of this prospectus supplement, the accompanying prospectus or the applicable incorporated document or to reflect the occurrence of unanticipated events.

USE OF PROCEEDS

We will not receive any proceeds from the sale of shares of our common stock by any selling stockholder.

We expect that the net proceeds of this offering to us will be approximately $37,100,000, after deducting underwriting discounts, commissions and our estimated offering expenses. Our estimate of the net proceeds is based on an assumed offering price of $28.09 per share, which was the closing price of our common stock on the NASDAQ Global Select Market on November 29, 2012, and assumes the number of shares we sell in this offering is the same as set forth on the cover page of this prospectus supplement. A $1.00 increase or decrease in the assumed public offering price would increase or decrease the estimated net proceeds we receive from this offering by approximately $1,400,000, assuming the number of shares we sell in this offering, as set forth on the cover of this prospectus supplement, remains the same and after deducting estimated underwriting discounts, commissions, and our estimated offering expenses.

We currently intend to use the net proceeds from the sale of the securities under this prospectus supplement by us for the repayment of debt under our asset-based loan facility and paying the fees and expenses we will incur in connection with this offering. Our asset-based loan facility had an interest rate of 3.4% as of October 31, 2012 and matures in September 2016. Pending the application of the net proceeds, we may invest net proceeds in marketable securities and/or short-term investment grade and U.S. government securities.

S-30

DIVIDEND POLICY

No cash dividends were paid in fiscal 2010, fiscal 2011 or fiscal 2012. We do not anticipate paying dividends in the foreseeable future. Any future payment of dividends will be at the discretion of our board of directors and will depend upon our results of operations, financial condition, cash requirements, business strategy and other factors deemed relevant by the board of directors, including the terms of our indebtedness. Provisions in our amended and restated asset-based loan facility restrict our ability to pay dividends.

S-31

CAPITALIZATION

The following table sets forth our total capitalization consolidated cash and cash equivalents as of October 31, 2012:

•

on an actual basis; and

•

on a pro forma as adjusted basis to give effect to the following:

•

the sale of 1,408,379 shares of our common stock in this offering by us at an assumed offering price of $28.09 per share after deducting the underwriting discount and estimated offering expenses; and

•

the use of $37,064,635 of the estimated net proceeds of this offering to repay a portion of the outstanding amounts under the asset-based revolving credit facility.

A $1.00 increase or decrease in the assumed public offering price would increase or decrease the pro forma as adjusted amount of the asset-based revolving credit facility by $1,377,960 and total stockholders’ equity by $1,377,960.


	October 31, 2012
	Actual			Pro Forma As adjusted
	(in thousands)
	(unaudited)
Cash and cash equivalents	$	4,269		$	4,269

Debt, including current portion:
Asset-based revolving credit facility	$	272,168		$	235,103
Asset-backed notes, net of discount of $481		50,928			50,928
Real estate loan		7,506			7,506
Other long-term debt		384			384

Total long-term debt (including current portion)		330,986			293,921
Stockholders’ equity:
Preferred stock, $0.01 par value, 1,000,000 shares authorized; none issued or outstanding		—			—
Common stock, $0.01 par value, 50,000,000 shares authorized, 32,693,907 shares issued, actual; 50,000,000 shares authorized, 34,102,286 shares issued, pro forma as adjusted		327			341
Additional paid-in capital		144,262			181,313
Accumulated other comprehensive loss		(262	)		(262	)
Retained earnings		252,284			252,284

Total stockholders’ equity		396,611			433,676

Total capitalization	$	727,597		$	727,597

The information above is based on 32,693,907 shares of common stock outstanding on October 31, 2012. This information (a) does not include 2,660,266 shares of common stock issuable upon the exercise of outstanding options to purchase our common stock at a weighted average exercise price of $11.37 per share, (b) does not include 688,461 shares of common stock reserved for future grants under our 2011 Omnibus Incentive Compensation Plan, (c) does not include 405,347 shares of common stock reserved for future issuance under our Amended and Restated 2003 Incentive Stock Option Plan, (d) does not include 50,000 shares of our common stock reserved for issuance under our 2003 Non-Employee Director Stock Option Plan, (e) does not include 1,088,710 shares of our common stock

S-32

reserved for issuance under our Employee Stock Purchase Plan, (f) does not include 221,988 shares of our common stock reserved for issuance under our 2011 Non-Employee Director Restricted Plan, and (g) assumes no exercise by the underwriters of their option to purchase up to an additional 750,000 shares from us to cover over-allotments, if any.

S-33

SELECTED HISTORICAL CONSOLIDATED FINANCIAL AND OPERATING DATA

The following tables set forth selected historical financial information as of and for the periods indicated. We have provided the following selected historical financial information for your reference. We have derived the selected statement of operations and balance sheet data as of January 31, 2010, 2011 and 2012 and for each of the years then-ended from our audited consolidated financial statements. Balance sheet data and statement of operations data as of and for the nine-month periods ended October 31, 2011 and 2012 have been derived from our unaudited consolidated financial statements. Our operating results for interim periods are not necessarily indicative of the results that may be expected for a full-year period.


	Year Ended January 31,									Nine Months Ended October 31,
	2010			2011			2012			2011			2012
										(unaudited)
	(dollars and shares in thousands, except per share amounts)
Statement Operations Data:
Revenues:
Product sales	$	666,381		$	608,443		$	596,360		$	422,914		$	459,804
Repair service agreement commissions⁽¹⁾		40,673			37,795			42,078			29,449			35,930
Service revenues⁽²⁾		22,115			16,487			15,246			11,650			10,181

Total net sales		729,169			662,725			653,684			464,013			505,915
Finance charges and other⁽³⁾		157,920			146,050			138,618			101,618			108,773

Total revenues		887,089			808,775			792,302			565,631			614,688
Costs and expenses:
Cost of goods sold, including warehousing and occupancy costs		529,227			474,696			455,493			324,774			325,041
Cost of parts sold, including warehousing and occupancy costs		10,401			7,779			6,527			4,973			4,513
Selling, general and administrative expense		258,579			239,806			237,911			175,420			180,247
Provision for bad debts		48,779			51,404			53,555			43,115			34,838
Charges and credits⁽⁴⁾		9,617			2,321			9,115			4,033			1,150

Total costs and expenses		856,603			776,006			762,601			552,315			545,789

Operating income		30,486			32,769			29,701			13,316			68,899
Interest expense, net		21,986			28,081			22,457			18,479			13,159
Loss from early extinguishment of debt⁽⁵⁾		—			—			11,056			11,056			818
Cost related to financing facilities terminated and transactions not completed⁽⁶⁾		—			4,283			—			—			—
Other (income) expense		(123	)		339			70			81			(105	)

Income (loss) before income taxes		8,623			66			(3,882	)		(16,300	)		55,027
Provision (benefit) for income taxes		4,319			1,138			(159	)		(4,876	)		20,080

Net income (loss)	$	4,304		$	(1,072	)	$	(3,723	)	$	(11,424	)	$	34,947

S-34


	Year Ended January 31,									Nine Months Ended October 31,
	2010			2011			2012			2011			2012
										(unaudited)
	(dollars and shares in thousands, except per share amounts)
Earnings (loss) per common share:
Basic	$	0.17		$	(0.04	)	$	(0.12	)	$	(0.36	)	$	1.08
Diluted	$	0.17		$	(0.04	)	$	(0.12	)	$	(0.36	)	$	1.05
Average common shares outstanding:
Basic		24,910			26,091			31,860			31,819			32,387
Diluted		25,081			26,091			31,860			31,819			33,207
Operating Data:
Stores open at end of period		76			76			65			71			66
Same stores sales growth⁽⁷⁾		(13.8	%)		(9.6	%)		2.8	%		(0.7	%)		17.2	%
Retail gross margin⁽⁸⁾		25.2	%		26.5	%		28.7	%		28.2	%		34.4	%
Gross margin percentage⁽⁹⁾		39.2	%		40.3	%		41.7	%		41.7	%		46.4	%
Operating margin⁽¹⁰⁾		3.4	%		4.1	%		3.7	%		2.4	%		11.2	%
Return on average equity⁽¹¹⁾		1.3	%		(0.3	)%		(1.1	)%		(6.5	)%		9.3	%
Capital expenditures	$	10,255		$	3,028		$	4,470		$	2,313		$	21,145
Rent expense⁽¹²⁾	$	23,703		$	23,334		$	22,132		$	16,528		$	15,996
Percent of retail sales financed, including down payment		62.5	%		61.2	%		60.4	%		57.9	%		69.5	%
Net charge-offs as a percent of average outstanding balance⁽¹³⁾		5.0	%		7.3	%		7.5	%		7.4	%		8.2	%
Weighted average monthly payment rate⁽¹⁴⁾		5.2	%		5.4	%		5.6	%		5.8	%		5.5	%


	January 31,						October 31, 2012
	2010		2011		2012		Actual		Pro Forma As Adjusted⁽¹⁵⁾
							(unaudited)
	(dollars in thousands)
Balance Sheet Data:
Working capital	$	329,325	$	389,022	$	357,884	$	327,843	$	327,843
Inventory		63,499		82,354		62,540		77,150		77,150
Total customer accounts receivable		736,041		675,766		643,301		633,040		633,040
Total assets		889,509		842,060		783,298		852,864		852,864
Total debt, including current maturities		452,304		373,736		321,704		330,985		293,921
Total stockholders’ equity		328,366		352,897		353,371		396,611		433,676

⁽¹⁾	Includes commissions from sales of third-party repair service agreements and replacement product programs, and income from company-obligor repair service agreements.

⁽²⁾	Includes revenues derived from parts sales and labor sales on products serviced for customers, both covered under manufacturer’s warranty and outside manufacturer’s warranty coverage.

⁽³⁾	Includes primarily interest income and fees earned on credit accounts and commissions earned from the sale of third-party credit insurance products.

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⁽⁴⁾	Includes the costs related to the following charges and credits:


	Year Ended January 31,						Nine Months ended October 31,
	2010		2011		2012		2011		2012
	(dollars in thousands)
Goodwill impairment	$	9,617	$	—	$	—	$	—	$	—
Impairment of long-lived assets		—		2,321		2,019		688		—
Costs related to store closings		—		—		7,096		3,345		163
Costs related to relocation		—		—		—		—		987

	$	9,617	$	2,321	$	9,115	$	4,033	$	1,150

⁽⁵⁾	Includes the write-off of certain unamortized financing fees associated with: the terminated securitization program in fiscal year 2011 and the extension and expansion of our revolving credit facility in fiscal year 2013.

⁽⁶⁾	Includes costs incurred related to financing alternatives considered, but not completed in fiscal year 2011.

⁽⁷⁾

⁽⁸⁾	Retail gross margin percentage is defined as the sum of product sales and repair service agreement commissions less cost of goods sold, divided by the sum of product sales and repair service agreement commissions.

⁽⁹⁾	Gross margin percentage is defined as total revenues less cost of goods and parts sold, including warehousing and occupancy cost, divided by total revenues.

⁽¹⁰⁾	Operating margin is defined as operating income divided by total revenues.

⁽¹¹⁾	Return on average equity is calculated as current period net income divided by the average of the beginning and ending equity.

⁽¹²⁾	Rent expense includes rent expense incurred on our properties, equipment and vehicles, and is net of any rental income received.

⁽¹³⁾	Represents net charge-offs for the applicable period divided by the average balance of the credit portfolio for the period presented.

⁽¹⁴⁾	Represents the weighted average of monthly gross cash collections received on the credit portfolio as a percentage of the average monthly beginning portfolio balance for each period.

⁽¹⁵⁾

S-36

MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS

Our Company

As of December 3, 2012, we operated 66 retail stores located in four states: Texas (57), Louisiana (6), Oklahoma (2) and New Mexico (1). Our stores range in size from 18,000 to 50,000 square feet and are predominately located in areas densely populated by our core customer and are typically anchor stores in strip malls. We utilize a “good-better-best” merchandising strategy that offers approximately 2,100 branded products from approximately 200 manufacturers and distributors in a wide range of price points. Our commissioned sales, consumer credit and service personnel are well-trained and knowledgeable to assist our customers with product selection and the credit application process. We also provide additional services including next day delivery and installation capabilities, and product repair or replacement services for most items sold in our stores.

We provide multiple financing options to address various customer needs including a proprietary in-house credit program, a third-party financing program and a third-party rent-to-own payment program. The majority of our credit customers use our in-house credit program and typically have a credit score of between 550 and 650, with the average score of new applicants for the nine months ended October 31, 2012 of 615. For customers who do not qualify for our in-house program, we offer rent-to-own payment plans through RAC Acceptance. For customers with high credit scores, we have partnered with GE Capital to offer long-term, no interest and revolving credit plans. RAC Acceptance and GE Capital manage their respective underwriting decisions, management and collection of their credit programs. For the nine-months ended October 31, 2012, we financed approximately 70% of our retail sales, including down payments, under our in-house financing program.

We believe our extensive brand and product selection, competitive pricing, financing alternatives and supporting services combined with our customer service-focused store associates make us an attractive alternative to appliance and electronics superstores, department stores and other national, regional, local and internet retailers.

Our business is moderately seasonal, with a greater share of our revenues, operating and net income historically realized during the quarter ending January 31, due primarily to the holiday selling season.

S-37

Operational Changes and Operating Environment

We have implemented, continued to focus on, or modified operating initiatives that we believe should positively impact future results, including:

•

Opening expanded Conn’s HomePlus stores in new markets. We opened one new store in Waco, Texas in June, another new store in Albuquerque, New Mexico in November and plan to open three additional stores in the fourth quarter of fiscal year 2013, two of which will be in new markets;

•

Remodeling existing stores utilizing the new Conn’s HomePlus format to increase retail square footage and improve our customers shopping experience;

•

Expanding and enhancing our product offering of higher-margin furniture and mattresses;

•

Focusing on higher-price, higher-margin products to improve operating performance;

•

Reviewing our existing store locations to ensure the customer demographics and retail sales opportunity are sufficient to achieve our store performance expectations, and selectively closing or relocating stores to achieve those goals. In this regard, we closed 11 retail locations in fiscal year 2012 that did not perform at the level we expect for mature store locations and closed one additional store in May 2012;

•

Augmenting our credit offerings through the use of third-party consumer credit providers to provide flexible financing options to meet the varying needs of our customers, while focusing the use of our credit program to offer credit to customers where third-party programs are not available; and

•

Limiting the number of months an account can be re-aged and reducing the period of time a delinquent account can remain outstanding before it is charged off. Additionally, we have shortened contract terms for higher-risk products and smaller-balances originated. We have increased credit lines to higher credit scored customers to allow them to purchase additional products given our furniture and mattress offerings expansion. In total, these changes are expected to continue to improve the performance of our portfolio and increase the cost-effectiveness of our collections operation.

While we have benefited from our operations being concentrated in the Texas, Louisiana and Oklahoma region in the past, continued weakness in the national and state economies, including instability in the financial markets and the volatility of oil and natural gas prices, have and will present significant challenges to our operations in the coming quarters.

S-38

Customer Receivable Portfolio Data

The following tables present, for comparison purposes, information about our credit portfolios (dollars in thousands, except average outstanding customer balance).


	As of October 31,
	2011			2012
Total outstanding balance	$	605,650		$	683,744
Weighted average credit score of outstanding balances		602			603
Percent of total outstanding balances represented by balances over 36 months old⁽¹⁾		2.8	%		1.1	%
Percent of total outstanding balances represented by balances over 48 months old⁽¹⁾		0.6	%		0.3	%
Average outstanding customer balance	$	1,281		$	1,479
Number of active accounts		472,791			462,200
Account balances 60+ days past due⁽²⁾	$	47,653		$	47,691
Percent of balances 60+ days past due to total outstanding balance		7.9	%		7.0	%
Total account balances reaged⁽²⁾	$	97,149		$	77,837
Percent of re-aged balances to total outstanding balance		16.0	%		11.4	%
Account balances re-aged more than six months	$	44,926		$	20,225
Percent of total bad debt allowance to total outstanding customer receivable balance		8.5	%		6.5	%
Percent of total outstanding balance represented by promotional receivables		11.2	%		23.5	%


	Nine Months Ended October 31,
	2011			2012
Total applications processed		515,326			565,036
Weighted average origination credit score of sales financed		623			615
Total applications approved		57.3	%		56.6	%
Average down payment		6.1	%		3.4	%
Average total outstanding balance	$	623,514		$	652,868
Bad debt charge-offs (net of recoveries)⁽³⁾	$	34,435		$	40,024
Percent of bad debt charge-offs (net of recoveries) to average outstanding balance, annualized⁽³⁾		7.4	%		8.2	%
Payment rate		5.8	%		5.5	%
Percent of retail sales paid for by:
Third party financing		11.4	%		14.3	%
In-house financing, including down payment received		57.9	%		69.5	%
Third party rent-to-own options		3.9	%		3.5	%

Total		73.2	%		87.3	%

⁽¹⁾	Includes installment accounts only. Balances included in over 48 months old totals are also included in balances over 36 months old totals.

⁽²⁾	Accounts that become delinquent after being re-aged are included in both the delinquency and re-aged amounts.

⁽³⁾	On July 31, 2011, we revised our charge-off policy to require an account that is delinquent more than 209 days at month end to be charged-off.

S-39

Historical Static Loss Table

The following static loss analysis calculates the cumulative percentage of balances charged off, based on the year the credit account was originated and the period the balance was charged off. The percentage computed below is calculated by dividing the cumulative net amount charged off since origination by the total balance of accounts originated during the applicable fiscal year. The net charge-off was determined by estimating, on a pro rata basis, the amount of the recoveries received during a period that was allocable to the applicable origination period.


	Cumulative loss rate as a % of balance originated^(a)
Fiscal Year of Origination	Fiscal years from origination
Fiscal Year of Origination	0			1			2			3			4			5			6			Terminal^(b)
2005		0.3	%		1.7	%		3.4	%		4.3	%		4.7	%		4.9	%		5.0	%		5.0	%
2006		0.3	%		1.9	%		3.6	%		4.8	%		5.4	%		5.7	%		5.7	%		5.7	%
2007		0.2	%		1.7	%		3.5	%		4.6	%		5.4	%		5.6	%		5.6	%
2008		0.2	%		1.8	%		3.6	%		5.0	%		5.7	%		5.8	%
2009		0.2	%		2.0	%		4.6	%		6.0	%		6.6	%
2010		0.2	%		2.4	%		4.5	%		5.8	%
2011		0.4	%		2.6	%		4.8	%
2012		0.2	%		2.3	%

^(a)	The most recent percentages in years from origination 1 through 6 include loss data through October 31, 2012, and are not comparable to prior fiscal year accumulated net charge-off percentages in the same column.

^(b)	The terminal loss percentage presented represents the point at which that pool of loans has reached its maximum loss rate.

S-40

Results of Operations for the Nine Months Ended October 31, 2012

The presentation of our results of operations may not be comparable to some other retailers since we include the cost of our in-home delivery and installation service as part of selling, general and administrative expense. Similarly, we include the cost related to operating our purchasing function in selling, general and administrative expense. It is our understanding that other retailers may include such costs as part of their cost of goods sold.

Consolidated


	Nine Months Ended October 31,
(in thousands)	2011			2012			Change
Revenues
Product sales	$	422,914		$	459,804		$	36,890
Repair service agreement commissions, net		29,449			35,930			6,481
Service revenues		11,650			10,181			(1,469	)

Total net sales		464,013			505,915			41,902

Finance charges and other		101,618			108,773			7,155

Total revenues		565,631			614,688			49,057
Cost and expenses
Cost of goods sold, including warehousing and occupancy costs		324,774			325,041			267
Cost of service parts sold, including warehousing and occupancy cost		4,973			4,513			(460	)
Selling, general and administrative expense⁽¹⁾		175,420			180,247			4,827
Provision for bad debts⁽²⁾		43,115			34,838			(8,277	)
Charges and credits		4,033			1,150			(2,883	)

Total cost and expenses		552,315			545,789			(6,526	)

Operating income		13,316			68,899			55,583
Interest expense, net		18,479			13,159			(5,320	)
Loss on extinguishment of debt		11,056			818			(10,238	)
Other (income) expense, net		81			(105	)		(186	)

Income (loss) before income taxes		(16,300	)		55,027			71,327

Provision (benefit) for income taxes		(4,876	)		20,080			24,956

Net income (loss)	$	(11,424	)	$	34,947		$	46,371

S-41

Retail Segment


	Nine Months Ended October 31,
(in thousands)	2011			2012			Change
Revenues
Product sales	$	422,914		$	459,804		$	36,890
Repair service agreement commissions, net		29,449			35,930			6,481
Service revenues		11,650			10,181			(1,469	)

Total net sales		464,013			505,915			41,902

Finance charges and other		678			857			179

Total revenues		464,691			506,772			42,081
Cost and expenses
Cost of goods sold, including warehousing and occupancy costs		324,774			325,041			267
Cost of service parts sold, including warehousing and occupancy cost		4,973			4,513			(460	)
Selling, general and administrative expense⁽¹⁾		132,009			139,832			7,823
Provision for bad debts		469			630			161
Charges and credits		4,033			1,150			(2,883	)

Total cost and expenses		466,258			471,166			4,908
Operating income (loss)		(1,567	)		35,606			37,173
Other (income) expense, net		81			(105	)		(186	)

Income (loss) before income taxes	$	(1,648	)	$	35,711		$	37,359

Credit Segment


	Nine Months Ended October 31,
(in thousands)	2011			2012		Change
Revenues
Finance charges and other	$	100,940		$	107,916	$	6,976
Cost and expenses
Selling, general and administrative expense⁽¹⁾		43,411			40,415		(2,996	)
Provision for bad debts⁽²⁾		42,646			34,208		(8,438	)

Total cost and expenses		86,057			74,623		(11,434	)

Operating income (loss)		14,883			33,293		18,410
Interest expense		18,479			13,159		(5,320	)
Loss on extinguishment of debt		11,056			818		(10,238	)

Income (loss) before income taxes	$	(14,652	)	$	19,316	$	33,968

⁽¹⁾

Selling, general and administrative expenses include the direct expenses of the retail and credit operations, allocated overhead expenses and a charge to the credit segment to reimburse the retail segment for expenses it incurs related to occupancy, personnel, advertising and other direct costs of the retail segment which benefit the credit operations by sourcing credit customers and collecting payments. The reimbursement received by the retail segment from the credit segment is estimated using an annual rate of 2.5% times the average portfolio balance for each applicable period. The amount of overhead allocated to each segment was approximately $6.5 million and $6.0 million for the nine months ended October 31, 2012 and 2011, respectively. The amount of reimbursement made to the retail segment by the credit segment was approximately $12.2 million and $11.7 million for the nine months ended October 31, 2012 and 2011, respectively.

⁽²⁾	Credit segment provision for bad debts for the nine months ended October 31, 2011 includes a pre-tax charge of $13.1 million due to the implementation of required accounting guidance related to Troubled Debt Restructuring

S-42

Segment Overview. The following provides an overview of our retail and credit segment operations for the nine months ended October 31, 2012. A detailed explanation of the changes in our operations for the comparative periods is included below.

Retail Segment

•

Revenues were $506.8 million for the nine months ended October 31, 2012, an increase of $42.1 million, or 9.1%, from the prior-year period. The increase in revenues during the period was primarily driven by higher demand for furniture and mattresses, tablets and lawn equipment. On a same store basis, revenues for the nine months ended October 31, 2012 rose 17.2% over the prior-year period. Reported revenues for the nine months ended October 31, 2012 also reflects the benefit of the completion of 15 store remodels over the past 12 months and the opening of a Conn’s HomePlus store in Waco, Texas in June of 2012. This growth in sales was partially offset by store closures.

•

Retail gross margin was 34.4% for the nine months ended October 31, 2012, an increase of 620 basis points over the 28.2% reported in the comparable period last year. The prior-year period included an inventory reserve adjustment, which increased cost of goods sold by $4.7 million and decreased reported retail gross margin by 100 basis points. Excluding this adjustment, retail gross margin rose 520 basis points year-over-year driven by margin expansion within each of the major product categories. Additionally, results were favorably influenced by sales mix, with the 36.6% increase in higher-margin furniture and mattress sales outpacing the overall growth realized in the other product categories. The broad margin improvement across all categories was driven by the continued focus on higher price-point, higher margin products and sourcing opportunities.

•

Selling, general and administrative (“SG&A”) expense was $139.8 million for the nine months ended October 31, 2012, an increase of $7.0 million, or 6.9%, over the nine months ended October 31, 2011. The SG&A expense increase was primarily due to higher sales-driven compensation costs and advertising expenses, partially offset by a reduction in depreciation and facility-related expenses. As a percent of segment revenues, SG&A expense declined 80 basis points to 27.6% in the nine months ended October 31, 2012 from 28.4% in the prior-year period.

Credit Segment

•

Revenues were $107.9 million for the nine months ended October 31, 2012, an increase of $7.0 million, or 6.9%, from the prior-year period. The increase reflects the impact of year-over-year growth of 4.7% in the average balance of the portfolio and increased insurance commissions driven by higher retail sales and increased penetration on the sale of insurance.

•

SG&A expense for the credit segment for the nine months ended October 31, 2012 was $40.4 million, or 37.5% of revenues, versus $43.4 million, or 43.0% of revenues, in the comparable prior-year period. On a dollar basis, SG&A decreased by $3.0 million in the nine months ended October 31, 2012 due to reduced compensation and related expenses.

•

Provision for bad debts was $34.2 million for the nine months ended October 31, 2012, a decrease of $8.4 million from the prior-year period. The year-over-year decrease is attributable to the $13.1 million impact in the prior year of required adoption of accounting guidance related to Troubled Debt Restructuring and our implementation of stricter re-aging and charge-off policies in the second and third quarters of fiscal year 2012.

•

Net interest expense for the nine months ended October 31, 2012 was $13.2 million, a decrease of $5.3 million from the prior-year period, which was attributable to the decline in the overall effective interest rate.

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Nine Months ended October 31, 2012 compared to Nine Months ended October 31, 2011


	Nine Months Ended October 31,
(in thousands)	2011		2012		Change
Total net sales	$	464,013	$	505,915	$	41,902
Finance charges and other		101,618		108,773		7,155

Total Revenues	$	565,631	$	614,688	$	49,057

The following table provides an analysis of net sales by product category in each period, including repair service agreement commissions and service revenues, expressed both in dollar amounts and as a percent of total net sales.


	Nine Months Ended October 31,										Change			% Change			Same store % change
(in thousands, except for percentages)	2011		% of Total			2012		% of Total			Change			% Change			Same store % change
Home appliance	$	143,604		30.9	%	$	148,716		29.4	%	$	5,112			3.6	%		9.9	%
Furniture and mattress		67,898		14.6			92,735		18.3			24,837			36.6			44.2
Consumer electronic		155,612		33.5			146,119		28.9			(9,493	)		(6.1	)		0.3
Home office		35,078		7.6			42,755		8.5			7,677			21.9			29.5
Other		20,722		4.5			29,479		5.8			8,757			42.3			68.5

Product sales		422,914		91.1			459,804		90.9			36,890			8.7			15.8
Repair service agreement commissions		29,449		6.4			35,930		7.1			6,481			22.0			31.6
Service revenues		11,650		2.5			10,181		2.0			(1,469	)		(12.6	)

Total net sales	$	464,013		100.0	%	$	505,915		100.0	%	$	41,902			9.0	%		17.2	%

The following provides a summary of items impacting our product categories during the nine months ended October 31, 2012, compared to the same period in the prior fiscal year:

•

Home appliance sales increased during the period on a 25.9% increase in the average selling price, partially offset by a 17.5% decrease in unit sales. Approximately one-third of the unit sales decline was attributable to previous store closures. On a same store basis, laundry sales were up 16.8%, refrigeration sales were up 8.7% and cooking sales were up 24.8%. Milder temperatures drove a 23.1% decrease in room air conditioner sales;

•

The growth in furniture and mattress sales was driven by enhanced displays, product selection and increased promotional activity. The reported increase was moderated by the impact of store closures. Furniture same store sales growth was driven by a 22.1% increase in the average sales price and an 18.7% increase in unit sales. Mattress same store sales also increased reflecting a favorable shift in product mix with our decision to discontinue offering low price-point products. The average mattress selling price was up 61.3%, while unit volume declined 11.9% on a same store basis;

•

Consumer electronic sales decreased due primarily to previous store closures. On a same store basis, sales increased 0.3% with growth in television, home theater and audio sales offset by a reduction in gaming hardware and accessory item sales. With our decision not to compete for low-priced, low-margin television sales during the current year, the same store average selling price for televisions increased 27.0%, while unit sales declined 20.6%; and

•

Home office sales grew primarily as a result of the expansion of tablet sales and a 26.3% increase in the average selling price of computers, partially offset by the impact of store closures, a decline in computer unit volume and lower sales of accessory items.

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	Nine Months Ended October 31,
(in thousands)	2011		2012		Change
Interest income and fees	$	87,514	$	90,915	$	3,401
Insurance commissions		13,426		17,001		3,575
Other income		678		857		179

Finance charges and other	$	101,618	$	108,773	$	7,155

Interest income and fees and insurance commissions are included in the finance charges and other for the credit segment, while other income is included in finance charges and other for the retail segment.

The increase in interest income and fees of the credit segment was driven primarily by growth in the average portfolio balance and the effect of a $1.0 million increase in reserves for uncollectible interest for the three months ended October 31, 2011 resulting from the prior-year adoption of TDR accounting guidance. The increase in insurance commissions was primarily related to the increase in retail sales.

The following table provides key portfolio performance information for the nine months ended October 31, 2012 and 2011:


	Nine Months Ended October 31,
(in thousands, except percentages)	2011			2012
Interest income and fees^(a)	$	87,514		$	90,915
Net charge-offs		(34,435	)		(40,024	)
Borrowing costs^(b)		(18,479	)		(13,159	)

Net portfolio yield	$	34,600		$	37,732

Average portfolio balance	$	623,514		$	652,868
Interest income and fee yield % (annualized)		18.7	%		18.6	%
Net charge-off % (annualized)		7.4	%		8.2	%

^(a)	Included in finance charges and other.

^(b)	Included in interest expense.


	Nine Months Ended October 31,
(in thousands, except percentages)	2011			2012			Change
Cost of goods sold	$	324,774		$	325,041		$	267
Product gross margin percentage		23.2	%		29.3	%

Product gross margin increased 610 basis points as a percent of product sales from the nine months ended October 31, 2011 primarily due a favorable shift in our relative product mix. The year-over-year comparison was also influenced by an increase in the inventory valuation reserve of $4.7 million during the quarter ended October 31, 2011.


	Nine Months Ended October 31,
(in thousands, except percentages)	2011			2012			Change
Cost of service parts sold	$	4,973		$	4,513		$	(460	)
As a percent of service revenues		42.7	%		44.3	%

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Cost of service parts sold decreased primarily due to a $1.5 million decline in service revenues.


	Nine Months Ended October 31,
(in thousands, except percentages)	2011			2012			Change
Selling, general and administrative expense – Retail	$	132,009		$	139,832		$	7,823
Selling, general and administrative expense – Credit		43,411			40,415			(2,996	)

Selling, general and administrative expense – Consolidated	$	175,420		$	180,247		$	4,827

As a percent of total revenues		31.0	%		29.3	%

For the nine months ended October 31, 2012, the SG&A increase was driven by the higher retail sales. These increases were partially offset by reductions in depreciation and occupancy expense, credit personnel costs and reduced credit card fees. The improvement in SG&A expense as a percentage of total revenues was largely attributable to the leveraging effect of higher total revenues.

The SG&A expense in the retail segment increased primarily due to an increase in sales-driven compensation expense and increased advertising, partially offset by reduction in costs related to the reduced store count. SG&A expense as a percent of segment revenues declined 80 basis points to 27.6% attributable to the leveraging effect of higher total revenues.

The SG&A expense in the credit segment declined primarily due to reduced compensation and related expenses. SG&A expense as a percent of segment revenues was 37.5% of revenue in the current year period compared to 43.0% in the comparable prior-year period.


	Nine Months Ended October 31,
(in thousands, except percentages)	2011			2012			Change
Provision for bad debts	$	43,115		$	34,838		$	(8,277	)
As a percent of average portfolio balance (annualized)		9.2	%		7.1	%

The provision for bad debts is primarily related to the operations of our credit segment, with approximately $0.6 million and $0.5 million for the periods ended October 31, 2012 and 2011, respectively, included in the results of operations for the retail segment.

The year-over-year comparison is influenced by the impact of a pre-tax charge to provision for bad debts of $13.1 million, net of previously provided reserves, in connection with the required adoption of new accounting guidance related to Troubled Debt Restructuring. Excluding this charge, the provision increased by $4.8 million driven by growth in the overall portfolio balance.


	Nine Months Ended October 31,
(in thousands)	2011		2012		Change
Costs related to relocation	$	—	$	987	$	987
Costs related to store closings		3,345		163		(3,182	)
Impairment of property and equipment		688		—		(688	)

Charges and credits	$	4,033	$	1,150	$	(2,883	)

We relocated certain of our corporate operations from Beaumont to The Woodlands, Texas in the third quarter of fiscal year 2013. We incurred $1.0 million in pre-tax costs in connection with the relocation during the nine-month period ended October 31, 2012.

S-46

We have closed a number of underperforming retail locations. In connection with these closures, we provided reserves for future lease obligation and adjust such obligations as more information becomes available. During the nine months ended October 31, 2012 and 2011, we incurred charges of $0.2 million and $3.3 million, respectively. Additionally, we recorded a pre-tax impairment charge of $0.7 million related to certain assets associated with non-performing stores during the nine months ended October 31, 2011.


	Nine Months Ended October 31,
(in thousands)	2011		2012		Change
Interest expense	$	18,479	$	13,159	$	(5,320	)

Interest expense for the nine months ended October 31, 2012 decreased by $5.3 million from the prior-year period primarily due to the refinancing of higher interest borrowings in the prior period. The entirety of our interest expense is included in the results of operations of the credit segment.


	Nine Months Ended October 31,
(in thousands)	2011		2012		Change
Loss on extinguishment of debt	$	11,056	$	818	$	10,238

We amended and restated our asset-based loan facility with a syndicate of banks on September 26, 2012. In connection with the transaction, we expensed $0.8 million in previously deferred transaction costs associated with lenders which are no longer in the current syndicate of banks. This amount is included in the results of operations of the credit segment.

On July 28, 2011, we extinguished an existing term loan with proceeds from a new real estate loan and borrowings under our expanded revolving credit facility. We recorded a charge of $11.1 million during the period including the prepayment premium of $4.8 million, write-off of the unamortized original issue discount of $5.4 million and term loan deferred financing costs of $0.9 million. This amount is included in the results of operations of the credit segment.


	Nine Months Ended October 31,
(in thousands, except percentages)	2011			2012			Change
Provision for income taxes	$	(4,876	)	$	20,080		$	24,956
As a percent of income before income taxes		29.9	%		36.7	%

The provision for income taxes increased due to the year-over-year improvement in profitability. The improvement in profitability also drove the change in the effective tax rate in the current period due to the impact of the Texas margin tax, which is based on gross margin and is not affected by changes in income before income taxes.

Operational changes and outlook

We have implemented, continued to focus on or modified operating initiatives that we believe will positively impact future results, including:

•

Evaluating store opening plans for future years. We have begun the planning and preparation to open new locations during fiscal year 2013, most of which are expected to be in new markets;

S-47

•

Limiting the number of months an account can be re-aged and reducing the period of time a delinquent account can remain outstanding before it is charged off. Additionally, we are utilizing shorter contract terms for higher-risk products and smaller-balances originated to continue to increase the payment rate and improve credit quality. We have increased credit lines to higher credit scored customers to allow them to purchase additional products given our furniture and mattress offerings expansion. In total, these changes are expected to continue to improve the performance of our portfolio and increase the cost-effectiveness of our collections operation; and

•

We have closed 11 of the 12 underperforming retail locations that did not perform at the level we expect for mature store locations. After the remaining store is closed, we will have a total of 64 retail stores. One of the 12 stores was located in Oklahoma, with 11 of the stores located in Texas, with two located in the Austin market, five in the Dallas market, two in the Houston market and two in the San Antonio market. Five of the stores closed were closed during the fourth quarter of the 2012 fiscal year.

While we have benefited from our operations being concentrated in the Texas, Louisiana and Oklahoma region in the past, recent weakness in the national and state economies, including instability in the financial markets and the volatility of oil and natural gas prices, have and will present significant challenges to our operations in the coming quarters. Our customers continue to be pressured by higher gas and food prices and high levels of unemployment and, as a result, we have seen national average selling prices for televisions decline.

S-48

Results of Operations for the Year Ended January 31, 2012

The following table sets forth certain statement of operations information as a percentage of total revenues for the periods indicated.


	Year ended January 31,
	2010			2011			2012
Revenues:
Product sales		75.1	%		75.2	%		75.3	%
Service maintenance agreement commissions		4.6			4.7			5.3
Service revenues		2.5			2.0			1.9

Total net sales		82.2			81.9			82.5

Finance charges and other		17.8			18.1			17.5

Total revenues		100.0			100.0			100.0

Cost and expenses:
Cost of goods sold, including warehousing and occupancy costs		59.7			58.7			57.4
Cost of parts sold, including warehousing and occupancy costs		1.2			1.0			0.8
Selling, general and administrative expense		29.1			29.7			30.0
Costs related to store closings		0.0			0.0			0.9
Impairment of long-lived assets		0.0			0.3			0.3
Goodwill impairment		1.1			0.0			0.0
Provision for bad debts		5.5			6.3			6.8

Total costs and expenses		96.6			96.0			96.2

Operating income		3.4			4.0			3.8
Interest expense		2.4			3.5			2.9
Loss from early extinguishment of debt		0.0			0.0			1.4
Cost related to financing transaction not completed		0.0			0.5			0.0
Other (income) expense		0.0			0.0			0.0

Income (loss) before income taxes		1.0			0.0			(0.5	)
Provision for income taxes		0.5			0.1			0.0

Net income (loss)		0.5	%		(0.1	)%		(0.5	)%

Analysis of consolidated statements of operations. The presentation of our gross margins may not be comparable to other retailers since we include the cost of our in-home delivery service as part of selling, general and administrative expense. Similarly, we include the cost of merchandising our products, including amounts related to purchasing the product in selling, general and administrative expense. It is our understanding that other retailers may include such costs as part of cost of goods sold.

S-49

The following tables present certain operations information, on a consolidated and segment basis, in dollars and percentage changes from year to year:

Consolidated:


	Year Ended January 31,									2011 vs. 2012 Incr/(Decr)						2010 vs. 2011 Incr/(Decr)
	2010			2011			2012			Amount			%			Amount			%
	(dollars in thousands)
Revenues
Product sales	$	666,381		$	608,443		$	596,360		$	(12,083	)		(2.0	)%	$	(57,938	)		(8.7	)%
Repair service agreement commissions		40,673			37,795			42,078			4,283			11.3			(2,878	)		(7.1	)
Service revenues		22,115			16,487			15,246			(1,241	)		(7.5	)		(5,628	)		(25.4	)

Total net sales		729,169			662,725			653,684			(9,041	)		(1.4	)		(66,444	)		(9.1	)

Finance charges and other		157,920			146,050			138,618			(7,432	)		(5.1	)		(11,870	)		(7.5	)

Total revenues		887,089			808,775			792,302			(16,473	)		(2.0	)		(78,314	)		(8.8	)
Cost and expenses
Cost of goods and parts sold		539,628			482,475			462,020			(20,455	)		(4.2	)		(57,153	)		(10.6	)
Selling, general and administrative expense		245,982			227,037			227,286			249			0.1			(18,945	)		(7.7	)
Depreciation		12,597			12,769			10,625			(2,144	)		(16.8	)		172			1.4
Costs related to store closings		—			—			7,096			7,096			N/A			—			N/A
Impairment of long-lived assets		—			2,321			2,019			(302	)		N/A			2,321			N/A
Goodwill impairment		9,617			—			—			—			N/A			(9,617	)		N/A
Provision for bad debts		48,779			51,404			53,555			2,151			4.2			2,625			5.4

Operating income		30,486			32,769			29,701			(3,068	)		(9.4	)		2,283			7.5
Interest expense		21,986			28,081			22,457			(5,624	)		(20.0	)		6,095			27.7
Loss on early extinguishment of debt		—			—			11,056			11,056			N/A			—			N/A
Costs related to financing facilities terminated and transactions not completed		—			4,283			—			(4,283	)		N/A			4,283			N/A
Other (income) expense		(123	)		339			70			(269	)		(79.4	)		462			(376.4	)

Income (loss) before income taxes		8,623			66			(3,882	)		(3,948	)		(5,981.8	)		(8,557	)		(99.2	)
Provision (benefit) for income taxes		4,319			1,138			(159	)		(1,297	)		(114.0	)		(3,181	)		130.0

Net income (loss)	$	4,304		$	(1,072	)	$	(3,723	)	$	(2,651	)		247.3	%	$	(5,376	)		161.6	%

S-50

Retail Segment:


	Year Ended January 31,							2011 vs. 2012 Incr/(Decr)						2010 vs. 2011 Incr/(Decr)
	2010			2011		2012		Amount			%			Amount			%
	(dollars in thousands)
Revenues
Product sales	$	666,381		$	608,443	$	596,360	$	(12,083	)		(2.0	)%	$	(57,938	)		(8.7	)%
Repair service agreement commissions		40,673			37,795		42,078		4,283			11.3			(2,878	)		(7.1	)
Service revenues		22,115			16,487		15,246		(1,241	)		(7.5	)		(5,628	)		(25.4	)

Total net sales		729,169			662,725		653,684		(9,041	)		(1.4	)		(66,444	)		(9.1	)

Finance charges and other		532			857		1,335		478			55.8			325			61.1

Total revenues		729,701			663,582		655,019		(8,563	)		(1.3	)		(66,119	)		(9.1	)
Costs and Expenses
Cost of goods and parts sold		539,628			482,475		462,020		(20,455	)		(4.2	)		(57,153	)		(10.6	)
Selling, general and administrative expense^(a)		184,608			163,462		170,561		7,099			4.3			(21,146	)		(11.5	)
Depreciation		12,288			12,316		10,080		(2,236	)		(18.2	)		28			0.2
Impairment of long-lived assets		—			2,321		2,019		(302	)		N/A			2,321			N/A
Costs related to store closings		—			—		7,096		7,096			N/A			—			N/A
Goodwill impairment		9,617			—		—		—			N/A			(9,617	)		N/A
Provision for bad debts		366			817		590		(227	)		(27.8	)		451			123.2

Operating income (loss)		(16,806	)		2,191		2,653		462			21.1			18,997			(113.0	)
Other (income) expense		(123	)		339		70		269			(79.4	)		462			(375.6	)

Segment income (loss) before income taxes	$	(16,683	)	$	1,852	$	2,583	$	731			39.5	%	$	18,535			(111.1	)%

S-51

Credit Segment:


	Year Ended January 31,						2011 vs. 2012 Incr/(Decr)						2010 vs. 2011 Incr/(Decr)
	2010		2011		2012		Amount			Pct			Amount			Pct
	(dollars in thousands)
Revenues
Finance charges and other	$	157,388	$	145,193	$	137,283	$	(7,910	)		(5.4	)%	$	(12,195	)		(7.7	)%

Selling, general and administrative expense^(a)		61,374		63,575		56,725		(6,850	)		(10.8	)		2,201			3.6
Depreciation		309		453		545		92			20.3			144			46.6
Provision for bad debts		48,413		50,587		52,965		2,378			4.7			2,174			4.5

Operating income		47,292		30,578		27,048		(3,530	)