Lifeway Foods Inc (LWAY) 2016 Q2 法說會逐字稿

Greetings, and welcome to the Lifeway Foods Second Quarter 2016 Earnings Conference Call. (Operator Instructions) As a reminder, this conference is being recorded.

I would now like to turn the conference over to Hunter Wells of ICR. Thank you. Please go ahead.

Good morning, and welcome to Lifeway Foods Earnings Conference Call to discuss the company's results for the Second Quarter 2016. On the call with me today are Julie Smolyansky, President and Chief Executive Officer; Ed Smolyansky, Chief Operating Officer; and John Waldron, Chief Financial Officer.

By now, everyone should have had access to the release, which went out this morning at approximately 8:00 a.m. Eastern Time. If you have not received the release, it is available on the Investor Relations portion of Lifeway's website at www.lifewaykefir.com. This call is being webcast and a replay will be available on the company's website.

Before we begin, we would like to remind everyone that the prepared remarks contain forward-looking statements, and management may make additional forward-looking statements in response to your questions. These statements do not guarantee future performance, and therefore, undue reliance should not be placed on them. Similarly, descriptions of Lifeway's objectives, strategies, plans, goals or targets contained herein are also considered forward-looking statements. Actual results could differ materially from those projected in any forward-looking statements. Lifeway assumes no obligation to update any forward-looking projections that may be made in today's release or a call posted on their website.

And with that, I would like to turn the call over to Lifeway's CEO, Julie Smolyansky.

Thanks, Hunter. Good morning to everyone who's joined us on today's call. I'll begin with an overview of our business in the second quarter of 2016 and then provide an update on our strategic initiative. Next, John will discuss our quarterly and year-to-date financial results in more detail. Finally, Ed, John, and I will be available to take questions.

Our strong start to the year continued into the second quarter. Net sales increased over 4% to approximately $31 million, reflecting continued demand for Lifeway's healthful probiotic kefir dairy products. In addition to top line growth, we continue to benefit from lower milk cost, which coupled with improved manufacturing efficiencies, fueled one of our most profitable success second quarters in our company's history. We're pleased with our momentum for the first 6 months of 2016 and believe we are strongly positioned to achieve continued growth.

Before I discuss our near and long-term opportunities, I'd first like to review some highlights that contributed to our growth and success in the second quarter. Our recent results were primarily driven by increased distribution across new and existing retailers. Some of our Q2 wins include new shipments of our Organic Whole Milk Kefir to Market Basket, Harris Teeter, Wegmans and Big Y stores.

Whole milk dairy products continue to be a growing trend within the national foods category as reported by dairyfoods.com earlier this year. More and more, we are seeing consumers embrace healthful full-fat products as they are perceived as a more wholesome option than low-fat alternative.

On February -- our February collaboration with designer Cynthia Rowley in which we launched a limited edition, Hibiscus Rhubarb Pie flavor performed well, continuing to our top line growth and help drive strong PR for the Lifeway brand. Positive processes, innovative new products and designer collaboration included hits in the Chicago Tribune and [Bath Company] and also created excitement for the subsequent launch of our seasonal watermelon kefir flavor.

Last quarter, we announced our strategic plan to expand our advertising and marketing initiatives around ProBugs to help support continued growth. In Q2, we premiered our second national television commercial. The spot aired nationally in June and July and was targeted to viewers with children in ProBugs distribution areas. Additionally, it now has over 600,000 views on the Lifeway YouTube channel. We believe this commercial helps contribute to the increased sales of ProBugs product and successfully added distribution at Meijer's and Publix.

In addition, ProBugs Bites are easy-to-eat freeze-dried melts for babies and toddlers shipped to major Lifeway customers, including Giant Carlisle, Stop & Shop, Price Chopper and Wegmans. These innovative new Bites are non-refrigerated and can be found in the baby aisle of the grocery store. We are very excited for additional distribution of ProBugs Bites to our customers as it allows to occupy space outside of the refrigerated diary aisle and serve a younger demographic of children. In effort to drive heightened awareness of our ProBugs Bites, we invested an increased promotional activity, which is further supported by our recent ProBugs commercial.

Finally, turning to international opportunities, we recently began shipping our second wave of products to Mexico. This extended line-up included added distribution of Lifeway kefir with oats and Perfect 12 stevia-sweetened kefir. To support additional distribution in Mexico, I participated in a well-received media to our culminating with appearance -- with an appearance on a major Mexican radio station.

As the largest producer and marketer of kefir in the United States, we continue to be committed to the expanding distribution of Lifeway's products to new and existing retailers. Since 2010, the overall kefir category has grown from $59 million to over $120 million. And since 2002, from $12 million to $120 million. With Lifeway owning over 90% of total kefir sales, we believe our growth will continue to be supported by increased awareness and overall benefits of healthy diet and benefits of probiotics on the digestive health, and we are focused on a number of relative initiatives to do so.

Last quarter, we announced the appointment of 2-time Olympic gold medalist and FIFA World Cup champion, Carli Lloyd, as one of our new brand ambassadors. She has continued to share her experiences with Lifeway to her many followers, which include over 600,000 people across social media platform such as Facebook, Twitter and Instagram. Additionally, our previously announced commercial featuring Carli is scheduled to debut later this month.

Additionally, in August, Lifeway served as a vendor and sponsor at the music festival, LollaPalooza, in Chicago. At our Lifeway kefir shop, we provided a lineup of refreshing smoothies and frozen treats to over 300,000 attendees. This was just one of many events Lifeway has participated in this year, including the Pitchfork Music Fest, Wanderlust Yoga Festival, the Taste of Chicago and more. We believe these demos and special events are essential for our fast-growing brand awareness and ability to successfully grow distribution. We are very pleased with our improved business results and our strong start to the fiscal -- to fiscal '16. More than ever, we remain confident in our long-term growth opportunities as we continue to execute on our strategic initiative. We believe we're well positioned to achieve continued growth by: number one, increasing Lifeway's brand awareness; number two, developing new innovative products; and finally, number three, expanding distribution across sales channels and geographies. We'll continue to execute against this plan as we grow our business and return value to our shareholders.

With that, I would like to turn the call over to John to discuss our financial results in more detail. John?

Thanks, Julie, and good morning to all of you who have joined the call. I'd like to begin today by reviewing the restatement of our financial results for the first quarter of 2016, then I'll move on to discuss our second quarter and year-to-date financial results for the period ended June 30, 2016.

On August 15, we filed a restatement of our financial results for the quarterly period ended March 31, 2016. As more fully described in the Form 10-QA we filed on Monday, the first quarter results differed from the originally reported results as follows: On a restated basis, gross profit was higher than previously recorded by $0.6 million to $9.2 million; on a restated basis, net income was higher by $0.3 million to $0.95 million; with regards to earnings per share, on a restated, Lifeway's basic and diluted earnings per common share, increased by $0.02 to $0.06 per share. As more fully described in the 10-QA, these misstatements arose from errors in the manual compilation of the company's priced-out physical inventory at March 31, 2016, and inaccurate accounts payable cut-off procedures that resulted in material errors in previously issued financial statements.

Additional information relating to the restatement in our interim control over financial reporting is included in the Form 10-QA and the related Form 8-K, which, as I mentioned, were filed with the Securities and Exchange Commission on August 15. Lifeway remains committed to providing timely, accurate and transparent financial reporting.

I'll now discuss our second quarter and year-to-date financial results for the period ended June 30, 2016. Second quarter net sales increased 4.4% to $31.1 million from $29.8 million in the same period last year, primarily driven by higher sales of the company's probiotic, dairy and kefir products and fewer discounts given to customers.

Gross margin increased to 32.7% from 23.5% in the same period 1 year ago, primarily due to lower milk prices, fewer discounts given to customers, lower packaging costs, improved labor productivity and improved leverage of our manufacturing costs related to increased production in our Waukesha facility, partially offset by an increase in certain ingredient costs.

Selling expenses increased approximately by $0.8 million to $3.5 million in the second quarter of 2016 from $2.6 million in the year ago period. This increase reflects higher advertising costs associated with an 8-week advertising campaign centered on our ProBugs product line and higher royalty expense.

General and administrative expenses decreased $0.7 million to $3.5 million from $4.2 million compared to the same period last year. The decline in our G&A cost was driven by lower professional fees. The effective tax rate was 27.2% in the second quarter of 2016 compared to 54.7% in the second quarter of 2015. The relatively low rate in the second quarter of 2016 reflects the favorable resolution of certain tax matters, and the relatively higher tax rate in the second quarter of 2015 was driven by certain operating expenses that were not fully deductible for income tax purposes in 2015.

Net income was approximately $2.1 million and earnings per diluted share was $0.13 in the second quarter of 2016 compared to net income of $0.1 million and earnings per diluted share of $0.01 second quarter of 2015.

Turning now to our year-to-date results. Net sales increased by $4.3 million or approximately 7.2% to $63.7 million during the 6-month period ended June 30, 2016, from $59.4 million during the same 6-month period in 2015, driven by higher private label sales and fewer discounts given to customers.

Gross margin increased to 30.5% from 25.9% last year, reflecting lower milk prices, fewer discounts given to customers and improved leverage of manufacturing cost related to the increased production at our Waukesha facility. Selling expenses increased approximately 8.6% to $6.4 million from $5.9 million in the first 6 months of 2016, driven by higher salaries and royalty expense. General and administrative expenses increased approximately 4% to $8 million reflecting higher salaries, partially offset by lower professional fees.

Our effective tax rate for the first 6 months of 2016 was 31.3% compared to 50.6% last year. The drivers of the difference in our effective tax rate for the year-to-date are consistent with those I mentioned regarding the stand-alone second quarter.

On a year-to-date basis, net income was approximately $3.1 million, a more than 300% increase from the $0.8 million we reported last year. Earnings per diluted share was $0.19 compared to $0.05 for the 6 months period ended June 30, 2015.

Lastly, under our share repurchase program, we bought back approximately 69,000 shares of common stock at an aggregate cost of $738,000 during the 6-month ended June 30, 2016. Approximately 1.2 million shares remain available to repurchase under our authorized program as of June 30, 2016. The stock repurchase program has no expiration date and may be suspended or discontinued at any time.

That concludes my planned remarks on the financials. Now I'd like to turn the call back over to Julie for her closing remarks.

Thanks, John. We are pleased with our solid progress that we've made, thus far, in 2016 and believe that we are well positioned to achieve a year of improved business performance. And looking ahead, we remain focused on our long-term strategies and are confident in our ability to deliver increased value for shareholders.

That concludes our overview for the second quarter of 2016. Ed, John and I would now like to open the call for your questions. Operator?

(Operator Instructions) Our first question comes from the line of Eric Gottlieb with D.A. Davidson.

I'm going to start with just a formal request -- the amount of detail in the Q was a little bit less this quarter than what I'm traditionally used to. So formal request to get the normal information back in. But because of that, my line of questioning might be a little bit more detailed. First of all, how much was gross sales and how much was the level of discounting in the quarter?

Yes, let me try to respond to that. Well, firstly, and so to point out for the other listeners on the call. In connection with the second quarter, the company has revived its presentation and the financial statements and the MD&A to present net sales. And so the question about discounting, the discount rate through the first half of the year was in the low teens, just above a single-digit kind of a rate. In the year ago period, we were moving towards middle teens for the same period. And so our rate of discount has gone down. Volumes on the gross sales side, which is not a part of the disclosure routine, were approximately a 4.6% increase quarter-over-quarter for the second quarter.

Okay, very good. And then I was wondering how much of the positive results were due to (inaudible). Did you hear me?

Yes, we heard you -- I think, I heard you. So I think the question here is how much of the margin expansion in the second quarter is attributable to milk pricing. And so from a milk pricing perspective, you may know that we source milk from a couple of different suppliers. We procure organic milk and we procure conventional milk. We buy raw milk and convert it ourselves for some of our product. And so there's kind of varying sources there. In terms of the pricing, it's probably a high single-digit to low double-digit kind of price favorability for us year-over-year with more of that in the second quarter than in the first quarter. In terms of quantification of how much of the favorability of margin rates, the broader context I think is there in the disclosure, which is that there's multiple things that are kind of firing at the same time in our favor in addition to the milk pricing. And I can't emphasize enough that we continue to expand what we're doing in Waukesha. Our production throughput in Waukesha more than doubled in the second quarter compared to the first quarter. So we're seeing considerable favorable impact from manufacturing (inaudible). Yes, I tried to order the presentation to show the more impactful items, but milk pricing is towards the top of kind of quantitatively what has contributed, and I can't carve out the exact percentage for you.

Got it. Okay. Well, given that I'm seeing milk pricing on the rise, I assume you are as well. Do you have any plans to mitigate that, maybe a price increase or cutting -- discounting even further? Or how do you plan on combating that?

Yes, maybe I could turn...

Well, first, I also -- can I just jump in? We have, for 30 years, been navigating price fluctuations with raw materials. So it's not something new for us. We've always had a pretty good amount of price elasticity in our products, and we continue to innovate products that are really in high demand and that are unique that also offer a sense of premium that we're not just a commodity, this is not just a gallon of milk. This -- kefir is a very technical Life product that is expected to double in sales over the next 5 years in the probiotic category. We're also doing interesting things like launching probiotic pills, which also have a tremendous amount of elasticity to sort of counter any sort of fluctuations that we're going to see in raw material. But for 30 years, we've seen milk prices go up and milk prices go down and the market just kind of moved with it. We haven't really had to -- it hasn't really hurt us in any way. And there are places where products can go up in price that we can raise prices and then there are some places where we would not want to raise prices due to competitive reasons or other reasons. But we -- it's not something that we are worried about.

Okay. No I wasn't worried either. I was just -- I'm just trying to get a sense of where you're coming from.

(inaudible) Sure. It's just -- it's not something that's new and it's something that we always have to deal with and will continue to. And like I said, like launching premium products, there are products with really interesting ingredients that offer a value for our customers in other area or way that we can counter the reason for a price increase or look for other efficiencies like expanding our production, increasing our production in Wisconsin. Those kinds of things allow us to bring prices down in other areas. So it's always something that we're looking at though.

Got it. Okay. And then on the mix of products, so you said that you had flat results from your flagship product. Farmer Cheese was up. ProBugs was down. They kind of cancel each other out. And then you cited that private label was up and then new items were also up. Can you break that out like how much incremental sales did you get from private label? And where was that private label, like what stores or what channels, new customers or additional customers or existing customers that sort of thing? Just shed a little light there?

Sure. So we started doing some private label for Kroger and for Wegmans. So those are new private label though existing long time, very loyal existing customers. Although private label is not something I personally am excited to do because I always want to promote the Lifeway brand. I also understand that, that is where the direction that many retailers are going. So if they're going to do this anyway, Lifeway would rather be the one that is doing it and then that strengthens our relationship with the retailer. We become more closely aligned in our values and our missions. And it certainly makes it much easier to launch new products when you have such a loyal partner. So we started working with some of our closest, largest customers to do this private label. And that, of course, helps fund some of the initiatives and marketing and advertising for the rest of the business. And so then -- and then in terms of other initiatives and whatnot, we don't really -- we don't break it down by which product is -- for competitive reasons.

Okay, fair enough. The cost for the Carli Lloyd campaign, has that been paid for? Or is that upcoming?

That has mostly been paid for. The actual commercial production and her fees have been paid for. We will be rolling out national TV commercials in -- just shortly after the Olympics. We're in the blackout period right now. Once the Olympics are over, then the commercials will start rolling out for the fall and help us with a real strong finish in 2016. And we're already seeing a great impact from retailers who are bringing in extra product to support the extra commercials and offering end-caps and a lot of great distribution as a result of the commercial that they know is going to start hitting and creating more demand for products.

I was just going to add that, yes, so the commercial has been paid for, but the advertising expense will be recognized in the third quarter.

Okay. And you've got the other advertising rolling off or the ad that came out this quarter, that's out, that's done, right?

Correct, yes. So I don't think we're going to see too much of it, yes, except too much of an uptick in that line item.

Okay. And then just one housekeeping on tax rate. Any expectations going forward? I know it jumps around a lot.

Yes, I can speak to that. So I think, last quarter, we talked about where we thought the effective tax rate would be for the company on a full year basis for 2016, and I believe we called out something on the order of 38%, 39%. And then that -- in the last quarter's call, there was a clarification that I made that, that could change if there was a tax rate change by the taxing authorities or if there was a resolution of tax matters that we had. And so as I mentioned with my script, we did, in fact, have a little bit of that favorability in the quarter because of the resolution to the tax matter. On a prospective basis, normalized for the exclusion of the resolution to tax matters, we're seeing a rate in the 37%, 38% kind of a range based on the information we have today. So that's our expectation.

Our next question comes from the line of Howard Halpern with Taglich Brothers.

First question is regard, I guess, to the capacity in Waukesha. You talked about how it's increased with the expectation, I guess, in the second half. Is that capacity going to continue to increase? And what is the overall capacity for that facility?

I could take that. This is Ed. So right now, we're running at about $150 million in gross shipments per year. And so we can -- with Waukesha, we can ramp it up to, I think, at this point, close to $500 million and that's really our target goal and that's where we see ourselves in the next few years. And so there's a lot of room for expansion in Wisconsin, and that's what we're targeting.

Okay. And based on -- I know you don't necessarily like to offer guidance. But based on the advertising programs and what Julie had said about the customers and their anticipation for the second half, you would anticipate second half revenues net sales exceeding what you did in the first half?

Well, we don't offer guidance. But I mean, we're definitely positive on kind of the direction of where we're going and with new accounts and all the positive effects that are going to come from all the advertising that we're doing, especially the halo effects from all the Olympic advertising. So we're definitely positive that the second half of the year is going to be better or if -- as good if not better than the first half.

Okay. And even if -- I know milk is the #1 input. But even with milk prices, do you think you're going to be able to hold that 30% at least gross margin in the second half?

I mean milk prices are going to tick up a little bit, but we're always getting other benefits from other ingredients and we're purchasing more of other commodities and things like that. So I mean, I think it's safe to say that the second quarter is really kind of indicative of where we see our margins for the rest of the year.

And in that with the gross margin, talk about packaging. How have you been able to, I guess, lower packaging cost or innovate in packaging to get that gross margin improvement?

Well, without going into too much detail, the -- putting Waukesha online has really given us the opportunity with space and a footprint to invest in more machinery and equipment to allow us to actually purchase different types of packaging options and lowering the cost of that as well.

This concludes our question-and-answer session. I would like to turn the floor back over to management for closing remarks.

Thank you all for your participation today. We really appreciate the hard work and dedication of all of our employees and the support of all of our loyal customers and shareholders. We look forward to sharing our 2016 third quarter results with you in the next coming months, and that would be the conclusion of our call. And I just want to wish everyone a happy end of summer. Thank you.

Thank you. This concludes today's teleconference. You may disconnect your lines at this time, and thank you for your participation.