Goodfood Market Corp. (OTCPK:GDDFF) Q2 2023 Earnings Convention Name April 12, 2023 8:00 AM ET
Firm Individuals
Jonathan Ferrari – CEO
Ross Aouameur – CFO
Neil Cuggy – President & COO
Convention Name Individuals
Frederic Tremblay – Desjardins
Martin Landry – Stifel
Luke Hannan – Canaccord Genuity
Operator
Good morning, women and gents, and welcome to the Goodfood Q2 2023 Earnings Convention Name and Webcast. Presently, all contributors are in a listen-only mode. Following the presentation, we are going to conduct a question-and-answer session. As a courtesy to others, we ask that every participant restrict themselves to 1 query and one follow-up.
Directions can be supplied at the moment for how you can queue up for a query. Please notice that questions can be taken from monetary analysts solely. [Operator Instructions] I wish to remind everybody that this convention name is being recorded right now, Wednesday, April, the twelfth at 8:00 a.m. Jap Time.
Moreover, I wish to remind you that right now’s presentation might include forward-looking statements about Goodfood’s present and future plans, expectations and intentions, outcomes, degree of exercise, efficiency, targets or achievements or different future occasions or developments. As such, please take a second to learn the disclaimer on forward-looking statements on Slide 2 of the presentation.
I’d now like to show the assembly over to your host for right now, Jonathan Ferrari, Goodfood’s Chief Government Officer. Mr. Ferrari, you could start.
Jonathan Ferrari
Thanks. [Foreign Language]
Good morning, everybody, and welcome to this name for Goodfood Market Corp. to current our monetary outcomes for the second quarter of fiscal 2023 ended March 4. I am joined on the decision right now by Neil Cuggy, Goodfood’s President and Chief Working Officer; and Ross Aouameur, Chief Monetary Officer.
Our press launch reporting this quarter’s outcomes was printed earlier this morning. It will be discovered on our web site at makegoodfood.ca and on SEDAR. Please bear in mind that we are going to consult with sure metrics and non-IFRS measures the place attainable, these measures are recognized and reconciled to probably the most comparable IFRS measures in our MD&A. Lastly, let me remind you that every one figures expressed on right now’s name are in Canadian {dollars} until in any other case acknowledged.
I’ll now flip to Slide 3, which opinions Goodfood’s progress on the three key drivers of our turnaround execution. Over the previous 12 months, we’ve got labored diligently to show round Goodfood. This dedication had three pillars of execution: one, a less complicated steadiness sheet; two, reaching profitability and enhancing money flows; and three, producing worthwhile progress. We’re inspired by the progress made within the turnaround and our group is worked up in regards to the path ahead.
Trying extra carefully on the three drivers. One, our steadiness sheet is now cleaner and extra strong. Now we have refinanced our credit score amenities, offering significant monetary flexibility. Now we have additionally exited 13 working amenities, eradicating practically $47 million in lease liabilities since final 12 months, and decreasing outflows associated to those leases. We additionally strengthened our steadiness sheet by finishing a financing transaction with accomplice Investissement Quebec, insiders and present shareholders additional demonstrating the assumption in our profitable turnaround execution.
Second, we delivered this quarter on our dedication to reaching profitability. By means of operational efficiencies and worth changes, we constructed structural power in our gross margin, which surpassed 40% for the primary time. Mixed with our relentless value slicing driving $45 million of annual SG&A reductions, excluding advertising and marketing since final 12 months. We delivered adjusted EBITDA of $3 million this quarter for a margin of seven%. Our profitability and low capital expenditures have pushed a free money circulate use of $2 million this quarter, a $25 million year-over-year enchancment, gaining momentum in the direction of optimistic free money circulate.
Three, our focus started to shift in the direction of progress in the course of the quarter. We’re reengaged in key model ambassador partnerships and launched product strains to broaden our viewers with new Paleo and Keto meals supported by an thrilling advertising and marketing marketing campaign with Montreal Canadiens captain Nick Suzuki. We additionally rolled out our first VIP buyer loyalty program and proceed to ascertain restaurant collaborations to offer an extra differentiated providing to our prospects.
Lastly, we’re implementing important enhancements to our tech platform with an eye fixed in the direction of enhancing conversions and stickiness. We’re happy with the progress made on our turnaround drivers and the momentum we’ve got to totally attain our targets of continued profitability, optimistic money flows and progress within the coming quarters.
On that notice, Ross Aouameur, our newly promoted CFO will now present extra particulars on our monetary efficiency. Over to you, Ross.
Ross Aouameur
Thanks, Jon, and good morning, everybody. I’ll now flip to Slide 4, which supplies particulars on our prime line efficiency. Quarterly lively prospects in the course of the second quarter had been $124,000, in comparison with $246,000 in the identical quarter of fiscal ‘22 and $148,000 within the earlier quarter of fiscal ‘23. With nearly all of the sequential quarterly decline stemming from the exit of our Goodfood on-demand providing.
Internet gross sales had been $42 million for the quarter, a $5 million sequential decline in comparison with the primary quarter, partially once more pushed by our exit of on-demand. This quarter, we continued to deal with reaching profitability within the close to time period by buying extra worthwhile prospects and specializing in worthwhile merchandise.
As such, along with discontinuing our on-demand providing, impacting our lively buyer rely web gross sales. We additionally discontinued grocery merchandise with profitability ranges beneath our threshold. Regardless of that, we’re happy to have seen web gross sales pre-active prospects growing 6% as the shoppers required higher order metrics and required worth incentives.
With our group’s focus now solely on our weekly subscription service returning to prime line progress is a key part of the following steps of our technique and our focus will proceed to be on our highest worth present and potential prospects and merchandise.
We are going to now flip to Slide 5, which seems to be at our profitability ranges. We’re happy to have delivered on our commitments to succeed in profitability this quarter. Gross margin once more hit document ranges in Q2, reaching 40.7% or 42.2% when adjusted for non-recurring stock write-offs associated to discontinuation of merchandise offered via our on-demand channel. The 1,820 foundation factors enchancment in comparison with the identical quarter final 12 months underscores the efforts made by our groups to simplify operations.
Mixed with worth adjustment, lowered credit and incentives, and product streamlining, we imagine these enhancements are structural in nature and supply a strong platform to maintain profitability and drive optimistic money flows within the close to time period. This degree of gross margin has additionally contributed to maintaining our gross revenue in complete {dollars} steady on a decrease web gross sales foundation, additional supporting our profitability and improved money circulate this quarter.
SG&A expense discount measures had been additionally applied this quarter and resulted in an extra $5 million of annual financial savings. In complete, we lowered our SG&A excluding advertising and marketing by over $45 million yearly previously 12 months. These financial savings mixed with structural power of our gross margin resulted in a optimistic adjusted EBITDA of $3 million, a $17 million enchancment year-over-year for a margin of seven%. Whereas we’re happy to have delivered optimistic EBITDA, we’re absolutely centered on the following steps of our plan and we’ll now deal with constant annual progress of EBITDA and free money circulate.
I’ll now transfer to Slide 6 for a evaluation of money flows and capital expenditures. Money flows utilized in working actions got here in at $4 million, a $10 million enchancment in comparison with the identical quarter final 12 months. Producing web revenue versus a web loss final 12 months was the primary driver of the money circulate enchancment.
Capital expenditures got here in at lower than $0.5 million relating primarily to capitalized labor of tech investments and funds of minor upkeep work. This continues our constant discount of capital depth and in comparison with final 12 months’s second quarter CapEx of $15 million. As a measure of our use of money, we’ve got launched a metric that can mix our money circulate from operations and capital expenditures. This metric is free money circulate.
As you’ll be able to see right here, when adjusting for restructuring associated money flows, our free money circulate outflow this quarter totaled $2 million persevering with to achieve momentum in the direction of free money circulate breakeven. This optimistic efficiency has been the results of rising profitability in addition to decrease capital funding.
Turning to Slide 7. You’ll discover a abstract of our efficiency this quarter. General, we’re inspired with the progress made on our turnaround drivers this quarter. Simplify our steadiness sheets, enhance our profitability and money circulate metrics, and set the desk for progress. All profitability indicators have proven marked enhancements, demonstrating our unwavering dedication to return to optimistic adjusted EBITDA and money flows.
The document gross margin and to additional streamline SG&A has positioned our value construction to persistently obtain optimistic adjusted EBITDA, as we now flip our focus to rising our prime line and to reaching worthwhile progress within the coming quarters.
On that notice, I’ll flip it again to Jon to offer extra particulars on our close to time period outlook.
Jonathan Ferrari
Thanks, Ross. I will now flip to Slide 8 to evaluation our outlook. First, we’ve got considerably accomplished our turnaround execution. With our less complicated steadiness sheet and operations we’ve got achieved EBITDA profitability on the again of structurally sound gross margin and SG&A price construction. The goal is now to keep up and develop optimistic EBITDA.
Second, we’re working onerous to finish the final step within the steadiness sheet and price construction parts of our turnaround. Exiting remaining leases and renegotiating extra contracts to drive additional enhancements in money flows can be a key a part of our close to time period strategic targets.
Third, we’re stepping up our sustainability efforts to raise our buyer worth proposition. In our open letter to prospects and to all who eat, we’ve got outlined key sustainability priorities, we’ve got been executing on, whether or not sourcing much more from native suppliers, decreasing plastic in our deliveries equal to $2.4 million plastic luggage per 12 months or offsetting the carbon footprint of our deliveries, we plan on being gooder and proceed to make our prospects clear priorities our personal.
We’re additionally stepping up our progress efforts. The Canadian on-line meal options market is presently estimated to face at $1 billion and a projected 20% family penetration might carry the market measurement to $3 billion in a matter of some years. To seize an outsized share of the meal options market, Goodfood has launched thrilling initiatives which are aimed toward attracting a broader set of consumers, producing extra orders per buyer and growing basket sizes.
Just a few examples embrace investments made in our digital product, our cell software and internet platform, with the intention to drive improved conversions and retention. With an up to date buyer platform, we additionally intention for our product innovation to play a key function in our progress trajectory. We’re collaborating with Canada’s prime eating places and cooks to create distinctive recipes our prospects can solely discover on Goodfood.
To additional develop our family penetration, we’re additionally exploring the broadening of our product providing and distribution channels, together with the potential addition of a wider vary of meal options to handle our prospects’ wants inside underpenetrated dayparts.
Our focus has now shifted to rising our enterprise and doing so profitably and to realize that, our groups are executing on the very best return alternatives. General, after delivering on our profitability promise within the first half of the 12 months, our focus shifts to money circulate enhancements within the second half and establishing the platform for progress in early fiscal 2024.
On that notice, I’ll flip it over to the operator for the Q&A portion of this name.
Query-and-Reply Session
Operator
Thanks, sir. Women and gents, we are going to now start the question-and-answer session for monetary analysts. [Operator Instructions] Your first query will come from Frederic Tremblay at Desjardins Securities. Please go forward.
Frederic Tremblay
Thanks. Good morning. Jon, I simply need to come again perhaps on one in all your final factors there on the doubtless increasing the distribution channels, that is most likely early on, or perhaps early on a few of the discussions and methods, however any extra particulars you can present when it comes to what you are pondering out when it comes to different methods to distribute the product? And perhaps preliminary ideas on how doing that with the — would influence positively or negatively your margin profile given the numerous enhancements that we have seen on that entrance in current quarters?
Jonathan Ferrari
Yeah. Good morning, Chris. Thanks for the query. As we made the choice to maneuver away from our-demand deliveries, one of many key areas of focus was shifting from being a retailer in the direction of being a model, proper? And so for Goodfood to actually deal with constructing our model and to have a novel place in our prospects’ heads and hearts. In order we had been interested by the way forward for the enterprise, we’re interested by how you can be, the place our prospects need us to be, how you can allow prospects to work together with Goodfood on a versatile foundation on their phrases. And so along with enhancing a few of our direct-to-consumer channels the place we’re exploring different partnerships. And we’ll maintain posted as we get nearer to some announcement information on that entrance.
Frederic Tremblay
Okay. Good. By way of pricing, I imagine you stated final quarter that there was a rise in January. Any plans to make additional pricing changes or you might be snug with the place that is at versus what you are seeing on leasing prices and kind of your different key value metrics as effectively?
Ross Aouameur
Hey, Fed. Thanks for the query. I feel we’re all the time going to observe not solely the market, however our value construction to guarantee that our targets from a margin perspective are there. I feel at this very second, there are not any deadlines or plans to vary pricing inside our market plan (ph). With that stated, our targets and margin targets will drive via that call. I feel in the intervening time, we’ve got discovered good steadiness of buyer worth proposition and pricing and that is the plan we’re executing on now.
Frederic Tremblay
Okay.
Neil Cuggy
Yet one more factor, if I can simply add to that. It is Neil right here. You may discover as I do know you are a buyer, we have additionally launched increased worth choices reminiscent of natural rooster breast, and that comes at a $2, $3, or $4 premium relying on which plan you are buying from. In order that’s helped us improve AOV, improve efficient pricing with out truly passing via a subscription based mostly worth improve.
Frederic Tremblay
Nice. That is useful. Thanks. And perhaps if I might squeeze in a single final one on CapEx, fairly modest at $0.5 million within the quarter. Is {that a} degree that you simply really feel is sustainable shifting ahead, particularly as you consider returning to extra important prime line progress?
Ross Aouameur
Yeah. Completely, Fred. I feel as we stated, we have been centered on free money circulate and we’ll be proceed to deal with that for the approaching many years. We predict we’re effectively positioned from an infrastructure standpoint to form of develop again into what we have invested in during the last couple of years. So we do not assume there’s any substantial CapEx going ahead. We’ll be opportunistic on stuff that has very quick paybacks to enhance effectivity, high quality, form of launch new concepts, however actually being disciplined on that facet. As we all know, we did greater than twice the quantity in the identical community over the pandemic. So we do not assume there’s a lot that we have to do to develop into a fairly worthwhile enterprise.
Frederic Tremblay
That’s nice. Thanks and congrats on the sturdy quarter.
Operator
Your subsequent query comes from Martin Landry at Stifel. Please go forward.
Martin Landry
Hello. Good morning, guys. Only a follow-up to the final query, the final dialogue you guys had, you closed this, I feel you stated 13 amenities and two extra to exit. So simply attempting to grasp just a little bit what’s your capability proper now when it comes to the assist revenues. Did I hear accurately that you simply stated that with the present infrastructure, you are able to do double the dimensions of the income base that you simply’re producing proper now. Is that appropriate?
Jonathan Ferrari
Thanks, Neil (ph). Thanks for the query. Fairly secure to imagine double yeah, I feel we will squeeze it much more than that. However we have successfully gone again to a meal-kit solely infrastructure with our Good Courier form of final mile community. And that is what we’re operating pre on-demand launch again in 2020. So with that we had been capable of do greater than double the income base.
Martin Landry
Okay. After which in your gross margin very good growth on a year-over-year foundation. I used to be questioning, in case you might do a bridge for us to — from final 12 months in order that we will quantify just a little bit the influence of the primary drivers that boosted margin?
Ross Aouameur
Yeah. In fact, Martin. So I feel the 2 prime drivers are the development in credit and incentives, which mainly fall extra to web gross sales and increase the gross margin. The second driver is worth adjustment. I feel we had been just a little reactionary in adjusting our costs to the inflation we had been seeing out there.
I feel operational drivers had been additionally necessary I feel meals value proportion as we take a look at it has had some good enchancment, massive half as a consequence of ingredient simplification, but in addition to some sourcing and provide chain efficiencies. Manufacturing labor has additionally elevated some achieve inefficiencies a lot proper due to on-demand being discontinued, but in addition due to just a little little bit of a redesign of how we fulfill or how we put collectively our markets.
And I feel lastly, transport per order has additionally seen some good efficiencies that’s largely pushed by on-demand and we within the meal-kit facet of issues have a pleasant plan during which orders are going out when and permits us to carry some efficiencies there and plan round in an optimized method.
Martin Landry
Okay. So is it attainable to quantify these every of them when it comes to the contribution to your 1,800 bps growth?
Ross Aouameur
I feel you’ll be able to see the highest two is being the bulk most likely over 50% and the opposite elements being near the opposite half.
Martin Landry
Okay. After which simply final query. Simply attempting to grasp just a little bit the setting proper now. When your prospects are disconnecting out of your platform, what are the explanation why they’re disconnecting, are they worth delicate given the general inflation and the economic system slowing down. Are they going to rivals providing or are they simply altering their wants? Simply attempting to grasp just a little bit and I am certain you do follow-up when your prospects disconnect simply to get some suggestions. So in case you can share a few of the explanation why your prospects are disconnecting, it would be nice.
Jonathan Ferrari
Yeah. So we’re seeing actually some worth sensitivity round prospects experiencing inflation round all of their weekly spend. One attention-grabbing issue is the worth sensitivity was stronger after we first handed our worth improve in January. And prospects have form of stabilized of their notion of our pricing since then, which tells us that there is all the time a brief adjustment interval in prospects’ worth notion after a worth improve, however finally prospects are seeing worth in our providing.
As we have talked about previously, our key focus is actually in interested by how you can add extra worth to our prospects for bringing Michelin Star, Cooks and partnerships of that nature to our prospects’ houses turns Goodfood into an choice that may compete with a excessive finish restaurant high quality expertise. I feel after we take into consideration our progress potential sooner or later, we actually have misplaced floor previously 12 months to 18 months as we had been constructing out our personal demand providing and different firms had been specializing in their weekly meal subscriptions.
And so, I’d say, as our focus has returned to our weekly meal subscription, we have been capable of enhance high quality metrics freshness, any supply points and in order that’s helped the stickiness of our buyer base. And we do see the potential for us to proceed rising family penetration from right here. I’d say there’s curiosity in understanding how you can higher serve the extra worth aware customers. However our first step from right here is actually ensuring that we’re servicing the upper finish buyer with the higher for you kind providing that they are enthusiastic about. So Neil alluded to it earlier than we launched some natural proteins on our menu previously quarter.
We additionally launched our Keto and Paleo meals in partnership with Nick Suzuki And so we’re actually interested by how you can phase the market higher and guarantee that we’ve got the correct providing tailor-made to the correct prospects that see the worth notion in our product.
Martin Landry
Okay. That is useful. Thanks.
Operator
Your subsequent query will come from Luke Hannan at Canaccord Genuity. Please go forward.
Luke Hannan
Yeah. Thanks. Good morning, everybody. I needed to delve into this subject of broadening your product choices and your distribution channels right here. One of many issues that you simply, you alluded to within the filings is doubtlessly introducing each a variety of ready-to-eat merchandise and a reduction providing. I need to deal with the ready-to-eat merchandise for a second. One in every of your rivals has had to this point nice success enrolling out their U.S. ready-to-eat model right here in Canada to this point. So I am curious to know how are you going to defend share in opposition to that individual model? And do you see any potential for cannibalization of a meal-kit buyer going completely over to ready-to-eat meals?
Jonathan Ferrari
Thanks for the query. So we have been particularly on the ready-to-eat facet in experimenting totally different approaches to the ready-to-eat marketplace for a few years. I’d say, we see segmentation in that market as effectively. So there’s some extra purposeful kind meals choices which are extra dietary centered after which there’s some extra form of what we’d think about basic ready-to-eat choices which are nearer to a meal-kit, like a basic meal-kit recipe. So we have experimented with just a few various kinds of ready-to-eat choices previously few years.
There actually is, I’d say, an growth within the direct-to-consumer meal market that is obtainable via this ready-to-eat providing. So for instance, single particular person households will are typically extra prone to order from ready-to-eat meal subscription for example. So there are particular segments of consumers that able to prepare dinner meals and the able to prepare dinner mannequin is not the correct providing for them. So it could possibly be an growth.
We have additionally seen over the previous few years that a few of our ready-to-eat meals have helped us broaden our basket measurement as effectively, able to prepare dinner buyer that’s ordering just a few able to prepare dinner meals per week for dinner may also opt-in for ready-to-eat lunches that they’ll order for the week. So there’s just a few totally different configurations during which basket sizes and addressable market can develop via the ready-to-eat meal phase. And so to-date, it has been a small penetration of our basket sizes, however we have been experimenting with it and actually understanding the economics of that enterprise.
Luke Hannan
Okay. And to be clear, the $1 billion market measurement, the time period that you simply see out there right now. Does that embrace ready-to-eat or is that simply meal kits?
Jonathan Ferrari
That is able to prepare dinner. Yeah.
Luke Hannan
Okay. After which my follow-up right here on the low cost providing. If we return to final quarter, I feel we had talked about this just a little bit the place it felt just like the timing wasn’t essentially proper. You had been extra centered on operational excellence fairly than and driving progress via different initiatives. Now there’s been a little bit of a shift on that entrance. So it feels like you might be exploring this. So what is going on to be totally different I assume, however this providing, this time round versus what you have got with Yum Talay? After which are you able to remind us what was the margin profile for Yum Talay (ph) once you had it beforehand?
Jonathan Ferrari
I feel the — from our perspective, the important thing focus is how will we guarantee we’re maximizing free money circulate era. And so to ensure that us to maximise free money circulate, we have to guarantee that we’re leveraging the present infrastructure that we’ve got, the present G&A that we’ve got as a lot as attainable and minimizing any direct advertising and marketing associated to totally different product strains. So that is the method we’re taking each on the cheaper price meal facet, but in addition on the ready-to-eat facet.
I feel the opposite key level is, how will we guarantee that we’re not including complexity into our enterprise. In order that was actually a key studying over the previous 18 months as we focus on-demand. As we had been rising the SKU rely and the variety of merchandise, the complexity of the enterprise and the operations elevated dramatically throughout that point. So we’re getting actually good when it comes to how you can handle that complexity, how you can reduce the variety of distinctive components, distinctive recipe gadgets, ensuring that there isn’t any additional infrastructure required or extra amenities required to service these product strains. So these are actually the important thing learnings that we’re incorporating into our path ahead.
Luke Hannan
Okay. And a really fast follow-up, are you envisioning a worth hole with that providing that is just like what you’d have had with Yum Talay the adjusted worth hole relative to what could be the mainstream or the core providing?
Jonathan Ferrari
So I feel the easiest way to consider it proper now’s our product pricing is kind of dynamic. And so — and Neil alluded to this just a little bit earlier within the name. However we’re like charging premiums for sure gadgets, proper, when it comes to the natural, sure forms of premium proteins. And there is the chance for us to ship some extra worth to prospects on the decrease finish of the worth spectrum as effectively. And so I’d see the pricing as being dynamic and as we execute on that and over the approaching quarters, we’ll will carry again a few of the key findings and P&L influence as effectively.
Luke Hannan
Okay. That is nice. Thanks.
Operator
Presently, we’ve got no different questions. So I’ll flip the convention again to your host, Jonathan Ferrari for any closing remarks.
Jonathan Ferrari
Thanks for becoming a member of us on this name right now. We look ahead to talking with you once more at our subsequent quarterly name.
Operator
Women and gents, this does conclude your convention name for this morning. We wish to thank everybody for taking part and ask you to please disconnect your strains.