Zevia PBC (ZVIA) 2026 Q3 法說會逐字稿

Greetings, and welcome to the Zevia PBC third quarter earnings call. (Operator Instruction) Jean Fontana, Investor Relations.

Thank you, and welcome to Zevia's third quarter 2026 earnings conference call. On today's call are Alexandre Ruberti, President and Chief Executive Officer and Girish Satya, Chief Financial Officer and Principal Accounting Officer. By now, everyone should have received access to the company's third quarter 2026 earnings press release and investor presentation made available this afternoon. On the Investor Relations section of Zevia's website at investors.zevia.com. Before we begin, please note that all financial information presented on today's call is unaudited. Certain comments made on this call include forward-looking statements, which are subject to the Safe Harbor provisions of the Private Securities Litigation Reform Act of 1995. These forward-looking statements are based on management's current expectations and beliefs. Concerning future events and are subject to a number of risks and uncertainties that could cause actual results to differ materially from those described in these forward-looking statements. Please refer to today's press release and other filings with the SEC for a detailed discussion of the risks that could cause actual results to differ materially from those expressed or implied in any forward-looking statements made today. During the call, we will reference certain non-GAAP financial measures as we described business performance.

The SEC filings as well as the earnings release and presentation slides that accompany today's comments and reconciliations of the non-GAAP financial measures to the most directly comparable GAAP financial measures are all available on our website at investors.zedia.com.

And now I'd like to turn the call over to Alexandre.

Thank you for joining us today for our third quarter 2026 earnings conference call. I will begin with a brief overview of our third quarter results, followed by an update on the key focus areas we outlined last quarter and a discussion on the GP equity investment funding, the strategic reset we outlined in our recent press release.

Our third quarter results mark an important step forward for Zevia. We delivered strong top-line growth, meaningfully outperformed our expectations on adjusted EBITDA and saw encouraging proof points across the key focus areas we believe set us up to unlock the next phase of growth for the company.

Net sales increased 18% to $48 million, while our adjusted EBITDA loss of $900,000 was considerably better than our expectations. Our strong year-to-date performance reflecting net sales growth of 13% and adjusted EBITDA of $600,000, combined with approximately $30 billion of cash on the balance sheet in addition to $20 billion in funding from GP Investments reinforced our confidence in our outlook and ability to accelerate the trajectory of the business.

Our robust top-line growth reflects solid performance within the club channel following another national rotation as well as strengths in both Amazon and Walmart.com.

During the quarter, we saw encouraged early signs that our Better for You sold the portfolio is resonating. Our enhanced classic and new more fruity flavors, along with our packaged refresh, have received positive feedback from both retailers and consumers. In addition, the 4% increase in dollar velocity in the food channel suggests acceptance of our recent price actions.

Flavors such as Fruit Punch, Peaches and Cream, or on Creams Co. Are hitting the mark with improved sales ranks within natural channel, our most mature distribution channel.

ShareLine has emerged as another proof point of our success. Initially launched as a walmart.com exclusive, the limited time offering sold out within four weeks and became the number one pivia product at walmart.com. This success has generated strong retailer interest, which we believe opens the door to incremental placements and broader innovation opportunities as we build our 2027 pipeline.

Now, turn to highlight from the key focus areas we shared on our last call, including enhancing our go-to-market strategy and sharpening our identity.

First, our go-to-market strategy, which remains our largest opportunity to create long-term value. As we discussed on our last call, we see three primary levers to improve reach and productivity, building on Singles platform, expanding distribution, and driving strong in-store execution.

Starting with singles, a top priority and representing one of the most compelling growth opportunities in our business to drive trial and household penetration. With improved singles offering across format, price points and flavor assortment, we see an opportunity to accelerate trial, attract new consumers and expand use occasions.

During the quarter, we worked closely with the retail partners on plans to meaningfully expand singles distribution. Over the next several quarters, including additional grocery dollars across the US and Canada, while increasing visibility within the natural channel. We plan to support this expansion with improved merchandising, strategic promotions and code placement.

Our objective is clear, make Zevia easier to find, easier to buy, easier to choose. We believe this can accelerate consumer trial and use occasions as well as drive higher conversion into larger multi-pack purchases.

The second component of our go-to market strategy is distribution expansion.

We continue to see meaningful white space opportunities across mass, club, value, foodservice and e-commerce channels.

We are reentering both Target and Sam's Club with the test programs. At Target, we will launch a national liquid edition offer that will include any cap placement in more than 900 stores beginning in February. At Sam's Club, we will participate in a three-month rotation beginning in March across 80 locations. Beyond traditional retail, we recently partnered with Adopt Foods to expand Zevia's reach into no-traditional channels, including food service.

We believe that increasing availability to whatever consumer shop and consuming beverage with the food creates additional opportunities to build awareness and drives trial.

Our third priority is improving productivity within existing doors.

We have ample opportunity to drive improved productivity through better and more consistent in-store execution. This includes strength our approach to merchandising, category management and retail oversight. First, we are building upon our DST initiatives with a deeper internal team and more robust engagement with our Western DST network. Second, we have entered into new partnership with the merchandise agencies to strengthen shelf placement and display execution across most important regions outside of our DST network. We believe that through enhancements to our DST strategy, paired with these new partnerships, we can drive higher velocity overtime.

Moving to our second strategic focus areas, sharpening our brand identity and scaling our brand.

We have made meaningful progress in executing a disciplined ROI-driven marketing strategy using a full funnel scorecard to connect brand building activity with the consumer engagement and sales. Looking ahead, we plan to place greater emphasis on retailer activation and engagement with more investment in digital platforms such as Amazon, Walmart and Instacart and the launch of our new flavor in collaboration with Accardi in January.

Building on that, we are pleased with our partnership with Accardi. Although the campaign is still its early stage, its initial awareness focus space delivers strong top-of-funnel results, including more than $1.8 billion impressions, 63% increase in daily activity Viva.com users, a 13% increase in net new social followers and more than 70,000 e-mail sign-ups.

We are encouraged to see the improved brand awareness metrics with a five-point increase to 25% as of September 2026 post Cardi B campaign pressed the same period last year within the 18 year and 34-year-old age group. Our efforts to appear to our young consumers are bearing fruit. While it is too soon to quantify conversion and retail velocities, retailers respond positively and believe the campaign will help support a successful 2027 reset.

Future phase will shift toward the launch of a flavor collaboration with a Cardi B to excite Sense, to try and support distribution growth.

Now turning to our long-term strategic objectives.

Over the last several quarters, we have strengthened our product portfolio, started to sharpen our brand position, improved our go-to-market capabilities and enhanced our financial flexibility.

While we still see a long runway ahead within our core Better-for-U soda business, we also see significant opportunity to expand into larger, faster-growing categories across the Better-for-U beverage market.

With that opportunity in mind, over the last year, we evaluate a range of strategic options and ultimately close a $20 million growth equity investment with GC Investments.

The partnership brings not only capital, but also access to strategic resource and operational expertise at the board level that can help accelerate our growth agenda over the coming years.

Our strategic plan is centered on three growth levers, first, accelerate product innovation.

We see a meaningful opportunity to build upon our core better-for-you business to reach more consumers, more usage occasions and new channels. With additional capital, we believe we have the potential to triple the size of our business over time.

Going forward, we intend to be more proactive and faster in bringing complementary products and brands to market, leveraging the learnings from Zevia Reboot, our existing distribution network and scalable supply chain infrastructure. At the same time, we will continue to strengthen our core Better For You soda offering. Taken together, we believe these initiatives can meaningfully broaden our addressable market, diversify our growth drivers and position us to respond more quickly to evolving consumer demand.

Second, scale a digital-first consumer ecosystem. Supplementing branded levels, investments in new product offerings, we will build a target digital marketing plan.

To drive consumer engagement and demand creation across the portfolio.

We plan to prioritize spend in lower and mid-funnel digital channels where we believe we can gain greater efficiencies and strong ROI.

This includes increased use of creators and micro-influencers to reach our audience.

Through deeper cultural relevance and expanding our share of conversation, we believe we can drive engagement across a broader consumer set, particularly among younger consumers.

By pairing a strong innovation pipeline with a more effective demand generation, we believe we can accelerate awareness and trial, deepen engagement and create a more powerful platform for long-term growth.

Third, execute a hybrid go-to-market model.

We believe sustainable growth requires greater visibility, broader distribution and easier purchase occasions. Building on my comments earlier, we will leverage our distribution network to build our market presence in new products.

This includes continued investment in our proven West Coast DSD infrastructure, strategic merchandise support in all DSD markets, expanded e-commerce and foodservice capabilities and a scale singles strategy designed to drive discovery, trial and repeat purchase.

In closing, we believe Zevia is entering an exciting new chapter. We have strengthened our foundation, (Inaudible) encouraged early proof points across our focus areas and now have additional capital and strategic support to accelerate our ambitions.

Our vision is simple, to make our portfolio the most relevant and accessible better-for-you beverage brand for the next generation of consumers and maximize values to shareholders.

As we move into 2027, our focus will shift from simply being available to become impossible to ignore through differentiated innovation, superior taste, stronger cultural relevance and the best-in-class retail execution.

We look forward to updating you on our progress in the months ahead. With that, I will turn the call over to Girish.

Thank you, Alexandre. Good afternoon, everyone, and thanks for joining our call today.

Our strong third quarter results reflect growing momentum across the business and meaningful progress against our key priorities, with both net sales and adjusted EBITDA exceeding our expectations.

As a result of the momentum in our business and the progress we are making on strengthening our foundation, in addition to lower than previously expected fuel costs, we are raising our full year net sales and adjusted EBITDA guidance, which I will speak to in more detail shortly.

This stronger foundation combined with the equity investment in our business. Is expected to help us accelerate investment behind our next phase of growth.

The additional resources position us to more intentionally accelerate product innovation with a focus on the functional beverage space, scale our digital-first ecosystem and execute a hybrid go-to-market strategy.

Turning to our financial results in more detail. Third quarter net sales increased 18.4% to $48.3 million, primarily driven by our national rotation in the club channel and strength in our e-commerce channels. We are also pleased to see higher net average selling price reflecting acceptance of pricing actions taken last quarter.

As expected, the reset of our club business created some fluctuations in growth over the past several quarters. However, with those transitions largely behind us, we expect the club channel to contribute more consistently going forward.

Gross margin was 46.4%, an 80 basis point increase from 45.6% in the prior year quarter. As a reminder, in last year's third quarter, we recorded an $800,000 write-down related to obsolete inventory associated with the package redesign.

In our third quarter of 2026, we were impacted by higher aluminum costs as previously expected.

Selling and marketing expenses were $15.1 million or 31.3% of net sales in the third quarter of 2026, compared to $12.7 million or 31% of net sales in the third quarter of 2025.

Breaking it down, selling expense was $8 million or 16.5% of net sales in the third quarter of 2026, compared to $7.7 million or 18.9% of net sales in the third quarter of 2025.

The increase was largely driven by higher freight expense related to increased volumes and elevated fuel costs, partially offset by savings from warehousing efficiencies.

Fuel costs were lower than initially expected by approximately $900,000. Marketing expense was $7.2 million or 14.8% of net sales in the third quarter of 2026, compared to $4.9 million or 12.1% of net sales in the third quarter of 2025.

As anticipated, marketing expense as a percentage of sales increased year over year, reflecting targeted investments to broaden brand reach and elevate consumer awareness, particularly through the launch of our Cardi B campaign.

As Alexandre mentioned, we are seeing strong engagement and an increase in brand awareness, which bodes well for our future revenue opportunity.

General and administrative expenses were $8.3 million or 17.1% of net sales in the third quarter of 2026, compared to $7.7 million or 18.8% of net sales in the third quarter of 2025.

The increase was driven largely by higher compensation-related expenses, including higher accrued variable compensation, partially offset by lower professional services costs.

For the third quarter, adjusted EBITDA loss was $900,000 compared to an adjusted EBITDA loss of $1.7 million in the prior year period.

Turning to our balance sheet, we ended the quarter with approximately $29.5 million in cash and cash equivalents and have an undrawn revolving credit line of $20 million.

Subsequent to the third quarter, we closed the GP equity investment and will have cash on hand of approximately $50 million.

Now turning to our outlook.

For the full year, we are raising our 2026 net sales guidance to a range of $177 million to $179 million, reflecting approximately 10% growth at the midpoint of the range.

As a reminder, the discontinuation of Tea impacted our net sales outlook by approximately 2%.

Terrain of profitability, we are revising our full-year 2026 adjusted EBITDA outlook to a range of breakeven to negative $400,000.

This outlook now reflects approximately $8.5 million in incremental costs related to the surge in fuel prices and higher aluminum-related costs versus our prior expectation of $11 million.

We remain on track to achieve $3 million to $5 million in additional cost savings beginning into Q1 2027 that we plan to reinvest in our strategic reset.

Turning to the fourth quarter, we expect net sales of between $37.5 million to $39.5 million, reflecting approximately 2% growth at the midpoint of the range.

The fourth quarter is typically the seasonal low for the business and our guidance reflects the potential impact of retailer adjustments to the timing of shipments and inventory levels.

We expect fourth quarter adjusted EBITDA loss to be between $0.5 million and $0.9 million. This assumes gross margin remains approximately flat to last year.

In closing, we believe this is a pivotal moment for the company. We delivered a strong quarter. Raised our outlook and announced a growth equity investment that enhances our ability to accelerate the execution of our strategic reset.

With a stronger foundation and additional liquidity, we believe we are well positioned to capture the opportunities that lie ahead and create sustainable long-term value.

I will now turn it over to the operator to begin Q&A. Operator.

(Operator Instruction) Jim Salera, Stephens.

Hi, guys. Good afternoon. Thanks for taking our question.

I wanted to ask about some of the innovation you highlighted because if I'm looking in the deck here, you guys seem like talk to a much larger TAM than maybe the company has spoken to in the past and maybe some hints at, obviously, innovation outside of traditional soda.

I know in the past, obviously, you had the T lineup and you still have a relatively small energy business. Could you just walk us through the thoughts on.

How much we should anticipate the innovation to be outside of traditional CSD and what that might look like and just any guardrails you can give us on the time frame like is that a 2027 event or is this just more setting the stage for that this is optional in the future.

Super.

Thanks, Jim, for the question. Of course, I can clarify that. First of all, I think the approach of innovation for us is going to be much more consumer.

I think developing products that can address these needs of taste, functionality and the different occasions. In general, we do believe that consumers doesn't buy occasion or doesn't buy functionality, right, but they buy the occasions. That's why I think that we have to diversify a little bit more.

I think taking advantage as well in terms of our brand and the clear ingredients that we have.

We are growing a digital engagement and expanding distribution. And paired with this new innovation, we can make some kind of acceleration in the growth. And that's one part. In the second part, what you can expect from next year, what we are doing it is we're bringing between two and three new products. We are planning to launch in second-half of 2027 in a digital sphere first, and then a full rollout will be in 2028.

Just to be clear, those would be not two new flavor extensions or something, but something outside of the traditional CSD?

That's correct.

Great. And then just as one other follow-up, encouraging to hear about reentering target and the rotation at sam's. Can you just help us.

Size up the opportunities. You spent a lot of time talking about singles, but maybe the balance of growth between singles and what I assume at Target and Sands would be more kind of the traditional multi-pack offering.

Yes, we are not in a condition now to give any kind of a guide, but I'm going to picture what we have so far. First of all, we are going to start the rollout of singles in the first quarter. We do have the confirmation of one more rotation in Costco. We have a test that we're going to run in Sam's Club in the first quarter as well. Also, we have a limited time offering that we're going to launch in Target. That's in terms of expanding distribution. In terms of innovation, in the beginning of the year, we're going to have the launch of the collaboration with the Cardi B, which will allow us a lot of execution and also execution of singles. I think if you come back to the. Earnings call, the last earnings call that we said in terms of the four priorities, we are walking the talk of what we say, and that we are creating this kind of a very strong foundation for 2027. And in 2027, to be very transparent, we will grow the core mainly.

Got it. I appreciate the thoughts, so I'll pop back into you.

(Operator Instruction) Andrew Strelzik, BMO Capital Markets.

Hey, thanks for taking the questions.

My first one, I wanted to ask about the marketing strategy and better understand how that's evolving. So the company has been pursuing some more high-profile tie-ins and things like that.

To grow awareness and now you're talking about the lower to middle part of the funnel, should we think about that in addition to what has already kind of been going on, is that in some ways replacing it and more broadly how you think about the right level of marketing spend for the business over the next 12 months to 24 months?

Yes, Andrew, let me explain to myself for the strategy first.

If you go back in terms of Cardi B, we said that we're going to use this project in order to generate more awareness in which we are delivering, right, in terms of impressions and increasing our user activity in Zevia.com, more e-mail sign-ups and everything is coming together.

And now it's time to drive this kind of awareness into the funnel. For us, we'll be a little bit in terms of the new product that we're going to launch with her. And also the investment in a digital ecosystem that we are calling because we need to involve much more creators and the influencers in order to bring new consumers into the brand. This is how we are planning in terms of 2027.

Okay.

And more broadly across the kind of holistic plan.

That is going to be funded by the strategic investment. How should we think about the margin implications, kind of over the near term, but also, more importantly, kind of over the medium term?

Even in stock guidance, just directionally, how should we think about that?

Thanks.

Yeah, absolutely. And I think if you zoom out for a second, what we've really been focused on is driving improved unit economics in the business. And I think as we look at innovation in the future.

The new innovation will be accretive from a unit economics perspective, i.e., gross margins will be accretive to our current gross margins. But of course, part of the reason we raised the capital was in order to set these new product families up for success, we need to invest behind them. So what you'll see in the short run is really more spend on marketing.

And support for these product launches. And in the long run, that will be accretive to margins as we are, we'll be launching slightly more premium product families.

(Oeprator Instruction) Eric Des Lauriers, Craig-Hallum.

Thanks for taking my question.

I wanted to just drill in a bit more on singles.

So I appreciate the call out of launching more singles in Q1.

Just wondering if you feel like you sort of have all the capabilities operation that you need to sort of get singles to where you want them to be or what kind of investment or sort of change in operations is required for you to get singles capabilities to where you want it?

No, that's a great question. I think in terms of a singles, as we mentioned before, a singles is the entry point for new consumers into the brand. And we were a brand that we launched products with a multi-pack since the beginning, but we didn't have the opportunity to have a singles. We define a big number of activities in how to put this into place. One of those, it is.

Category management, right, showing that what the volume we are losing not having those products on the shelf. I think we are getting some very good strikes in general. We have some confirmations already for 2027, but it still is not 100% there. 2027 is going to be the year that we're going to approve the singles in order to roll up a little bit faster. And of course, I think I mentioned before, the size of the opportunity, when you compare a place that we have a single. Singles and multi-pack, we have a better share than place that we have a just multi-pack. I think that's our main motivation, and this is the approach that we are taking in convincing retailers that we must have a singles on the shelf.

That's helpful. And then just on the hybrid go-to-market strategy, so you mentioned continued investment behind the West Coast DSD operations and then utilizing some third-party. Merchandising partners. I was wondering if you could expand on both of those a bit, like what is changing here compared to what you guys have articulated in the past? Is this essentially just more dollars behind DSD and casting a wider net with these third-party merchandising partners? Or I guess if you could just kind of add a bit more color to that strategy and what's new, that would be helpful.

When we say the hybrid now, it is yes, we have to have a better capabilities in terms of a Western DSD network that we have, and that's going to come from within. We have to have the people to manage those DSDs. I think we invest a little bit more, nothing huge, but a little bit more in terms of giving more guidance and training those teams in Western. When we say in place that we don't have our distributors, it is important to have an execution store because in the end of the day, we need to have a more visibility in store and then we are partnering. With those third-party agencies in order to help us on that. And then this is extra investment that we're going to do in 2027. And third, I think that we cannot lose sight of that. It is in terms of e-commerce. I think everything that we are doing in the last quarter, we did a lot in terms of e-commerce. It's working very well from the awareness to conversion to have people trying. And then all the indicators are very positive in terms of retention and a very good ROIs. So if you. Those three levers, this is how we are thinking in terms of a hybrid go to market moving forward. Very helpful.

Thanks for taking my questions.

(Operator Instruction) Eric Serotta, Morgan Stanley.

Great, thanks for the question. First, Alexandre, could you talk a bit about parameters or criteria as you evaluate adjacent categories to enter?

Better for you beverages could encompass a lot of different things. How are you thinking about where Zevia has the right to win from a capability standpoint? What.

What are some of the characteristics of categories that you would find attractive?

And then to Girish, can you talk a bit about the sales upside in the quarter? I know you talked about strong performance from the club rotator.

E-com, pricing, how would you sort of rank those, the club rotation, having that, I presume, was in the guidance. So I guess what of those factors really was the upside surprise on the top-line in the quarter?

Yes, sure. Let me start with the first one and then just take the second one. Think in terms of the category, how you're evaluating, I think, as I said, we are going to. Take the approach much more led by consumer. I think we want to develop products that can address specific needs in terms of a taste functionality and occasion. As we speak, we are testing one or two products already to try to understand how big will be this opportunity and how can we address everything, right? We are taking the approach much more.

I would say, practical. We will test, we measure, we iterate, and we scale. And of course, if the product's not going through the gates, we are not going to launch. It's going to be much more of a data-driven approach. That's what we are looking for. In terms of the consumers, which kind of category we choose or not, I think consumers, as I said, they shop beverage by occasions, right, not by category. So we see a lot of opportunity for you in terms of a functional and a wellness beverage. And then combining. All together in terms of the brand, clean ingredients or growing digital engagement as we're doing right now. We have this platform of distribution available and having those innovation driven by discipline can position us to deliver a real relevant and differentiate product. I think that's the approach that we are taking in terms of the innovation. But we are testing already the products.

Great. And then Eric.

Terms of the fourth or excuse me, the third quarter, if you break down the 18 points of growth, 14 points of that's related to volume, 4 points of that's related to price.

As we think about what was sort of the upside surprise, I'd say two things on the volume side where, one, we actually saw stronger sell-through on the rotation than we had planned, which is a positive sign for the future. Two, we saw.

Continued strength and more so than we thought on our digital channels.

And then, of course, pricing did play a factor. We had anticipated having to get a little bit more promotional and that did not come to pass. And so we were able to hold back some dry powder for that. So I'd say it was uniformly a strong quarter from a top-line perspective.

Terrific. I'll pass it on.

Thank you.

(Operator Instruction).

Yeah, thanks, operator. I think, first of all, many thanks for joining us today. I think that we are trying to take you through this journey. If we step back a little bit, thinking about FY'24, FY'25 was the year that we. Set up the foundation in terms of financial and operational transformation, the way that we build with this very well set up foundation. I think 2026 now, we are setting up the company for the growth, the foundation for the growth. When we're talking about hybrid go-to-market strategy, we're sharpening the current Zivia brand with strong financial operation discipline as well and then this performance-driven culture.

And now with the new capital, I think we're setting up this foundation. For 2027, I think. Think in terms of title, we're going to say a solid growth and product innovation. Everything that we are seeing this year, we are going to harvest next year and plus we will test it out those innovations, the new customer demand that we're calling generation engine in a digital and also the go-to market. And then I think this is going to setting us up for tripling this business because this is what we think that's possible in the coming years. Again, thanks for joining us today. It is exciting. Exciting times for us in here and I'm looking forward to update you on our progress in the next couple of months.

Thank you.

(Operator Instruction).