Core Insights - The natural foods sector is the primary growth driver for United Natural Foods Inc. (UNFI), compensating for weak performance in conventional grocery sales during Q1 2026 [1][2] Financial Performance - Net sales in the natural and organic segment increased by 10.5% year over year, exceeding $4.2 billion, while conventional sales fell by 11.7% [2] - Retail sales declined by 5.5%, and same-store sales decreased by 3%, attributed to store closures aimed at strengthening the network and improving cash flow [2] - Consolidated net sales growth was reduced by approximately 3% due to the closure of a distribution center in Allentown, PA [3] - The company maintains an annual sales outlook between $31.6 billion and $32 billion, with net income potentially reaching $50 million [4] Strategic Initiatives - UNFI is focusing on enhancing its private-label business, with the recent hiring of Pamela Ofri as chief brands officer to drive growth in this area [5] - The implementation of Lean Daily Management in 34 out of 49 distribution centers aims to improve operational efficiency and reduce waste [6] - The deployment of the AI-powered supply-chain management platform, RELEX, in about half of UNFI's distribution centers is expected to enhance fill rates and inventory effectiveness [7] Customer Engagement - Customer appeal rates have improved and are now above the levels seen in 2024 and 2025, indicating a positive trend in customer engagement [8] - Fill rates are also on the rise, contributing to better service delivery [8]

Financial Data and Key Metrics Changes - In Q1 fiscal 2026, the company reported net sales of $7.8 billion, roughly flat compared to the previous year, with adjusted EBITDA of $167 million, up nearly 25% year-over-year [14][16][20] - The adjusted EBITDA margin was 2.1% of net sales, an increase of 40 basis points year-over-year, while adjusted EPS rose to $0.56 from $0.16 last year [17][20] - Free cash flow was a use of $54 million, an improvement of about $105 million compared to the previous year, with net leverage ratio decreasing to 3.2 times, down one full turn from the prior year [18][20] Business Line Data and Key Metrics Changes - The natural product segment grew by 11%, driven by strong unit growth and new business projects, while the conventional product segment saw a decline of about 12% due to the transition out of the Allentown distribution center [14][15] - Retail sales fell by 5%, with same-store sales declining by 3%, attributed to store closures and strategic decisions to strengthen the store network [15][20] Market Data and Key Metrics Changes - Wholesale inflation was approximately 3%, with unit volumes declining about 5%, primarily due to network optimization efforts [15] - The company operates in a $90 billion target market, focusing on improving service levels and long-term profitability [4][6] Company Strategy and Development Direction - The company aims to enhance its merchandising capabilities as a competitive advantage, focusing on tailored merchandising and competitive pricing [8] - A new leader for the private brands portfolio has been appointed to drive differentiation and value for consumers [8][72] - The company is implementing advanced supply chain technologies and Lean Daily Management to improve operational effectiveness and efficiency [10][19] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in achieving full-year outlooks, emphasizing the importance of customer service and operational excellence [7][21] - The competitive environment remains challenging, particularly for traditional grocers, but there are opportunities for innovation and differentiation [8][36] - The company anticipates continued growth in the natural segment, projecting it as a mid-single digit grower in the long term [40][54] Other Important Information - The company is focused on reducing net debt and improving its net leverage ratio to below 2.5 times by the end of the fiscal year [20][21] - The upcoming Investor Day will provide further insights into the company's capabilities and strategies [13][69] Q&A Session Summary Question: Can you talk about drop size or new account distribution versus existing growth in the natural segment? - Management noted that growth has been strong, particularly with larger customers, leading to increased efficiency and positive trends in drop sizes [24][25] Question: How sustainable is the gross margin strength observed in Q1? - Management indicated that gross margin improvements were driven by strong natural growth and supplier programs, with expectations for continued sustainability [33][34] Question: What is the competitive environment like for both conventional and natural segments? - Management highlighted that the competitive landscape is very dynamic, with innovative retailers outperforming, and emphasized the need for strategic partnerships to help customers succeed [35][36] Question: How does the company view the health of the consumer in both segments? - Management acknowledged challenges in the conventional segment due to consumer sentiment but noted strong growth in the natural segment [39][40] Question: What is the capital allocation strategy moving forward? - Management confirmed that the focus remains on deleveraging and reducing debt, with plans to reach a net leverage ratio of 2.5 times or lower [89]

Financial Performance - Q1 FY26 - Net sales decreased slightly by 0.4% to $7,840 million compared to $7,871 million in Q1 FY25 [14] - Adjusted EBITDA increased significantly by 24.6% to $167 million from $134 million in Q1 FY25 [14] - Adjusted EPS grew substantially by 250% to $0.56 from $0.16 in Q1 FY25 [14] - Free cash flow improved from $(159) million to $(54) million [14] Strategic Initiatives and Operational Efficiency - Network optimization actions reduced total net sales growth by approximately 3% [15, 24] - Net leverage ratio decreased to 3.2x, down 1.0x year-over-year [30] - Net debt decreased by $331 million year-over-year to $1,897 million [30] - Lean daily management was deployed at 34 out of 49 distribution centers by the end of the quarter [19] - New item setup time was reduced by 50% at the Chesterfield, NH Distribution Center [44] Fiscal Year 2026 Outlook - The company affirmed its fiscal 2026 outlook, including net sales of $31.6 - $32.0 billion and adjusted EBITDA of $630 - $700 million [36]

Financial Data and Key Metrics Changes - Revenue for Q3 2025 increased to $1.7 million from $100,000 in Q3 2024, primarily due to the acquisition of SMCB Solutions Private Ltd [8] - Annualized Revenue Run Rate for SemiCab has tripled to over $7 million since January 2025, with expectations to generate around $2 million in Q4 2025 [8][9] - Gross loss for Q3 2025 increased to $351,000 from $32,000 in Q3 2024, with gross margin percentage improving to -20% from -25% [9][10] - Net loss for Q3 2025 decreased to $1.8 million from $2.1 million in Q3 2024, attributed to cost reduction measures [12] Business Line Data and Key Metrics Changes - The SemiCab business in India contributed $1.7 million in revenue during Q3 2025, while the legacy U.S. business generated $100,000 in Q3 2024 [8] - The company has added four new Fortune 500 clients in India and converted five pilot programs into multi-million dollar contract expansions [4] Market Data and Key Metrics Changes - The global truckload transportation market is approximately $3 trillion per year, with significant inefficiencies leading to over $1 trillion in costs due to empty miles [3] - Truck utilization rates in India improved to approximately 85%, outperforming the industry average by more than 20 percentage points [4] Company Strategy and Development Direction - The company is focused on disrupting freight logistics through AI and network optimization, with the launch of SemiCab APEX as a key initiative [15] - APEX is a high-margin SaaS product designed for rapid scalability and global adaptability, expected to improve overall profitability [15][16] - The go-to-market strategy for APEX targets enterprise shippers, 3PL warehousing customers, and carriers [19][20] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the growth potential of SemiCab, particularly in the U.S. market due to the high margins associated with SaaS [26] - The company anticipates substantial revenue growth over the next 12 months, with expectations for SemiCab's annualized Revenue Run Rate to reach between $15 million and $20 million by the end of next year [9] Other Important Information - The company completed the sale of its legacy Singing Machine business, resulting in a clean financial presentation focused solely on core operations [2][7] - Operating expenses for Q3 2025 decreased to $1.2 million from $1.8 million in Q3 2024 due to cost reduction measures [11] Q&A Session Summary Question: Can you explain the go-to-market strategy for APEX? - The go-to-market strategy includes targeting enterprise shippers, 3PL warehousing customers, and carriers, with a focus on integrating APEX into existing TMS systems [19][20] Question: Is the U.S. market a better immediate target than India? - Management indicated that the U.S. market offers higher margins and easier scalability due to the SaaS model, while India presents significant growth opportunities but requires more operational resources [26][27]

Financial Data and Key Metrics Changes - Revenue for Q3 2025 increased to $1.7 million from $100,000 in Q3 2024, primarily due to the acquisition of SMCB Solutions Private Limited [8] - Annualized revenue run rate for Semicab has tripled to over $7 million since January 2025, with expectations to generate around $2 million in Q4 2025 [9] - Gross loss for Q3 2025 increased to $351,000 from $32,000 in Q3 2024, with gross margin percentage improving to -20% from -25% [9][10] - Net loss for Q3 2025 decreased to $1.8 million from $2.1 million in Q3 2024, attributed to cost reduction measures [12] Business Line Data and Key Metrics Changes - Semicab's operations in India contributed $1.7 million in revenue during Q3 2025, while the legacy U.S. business generated $100,000 in Q3 2024 [8] - The company added four new Fortune 500 clients in India and converted five pilot programs into multi-million dollar contracts [4] Market Data and Key Metrics Changes - The global truckload transportation market is approximately $3 trillion per year, with significant inefficiencies leading to over $1 trillion in costs due to empty miles [3] - In India, truck utilization rates improved to approximately 85%, outperforming the industry average by more than 20 percentage points [4] Company Strategy and Development Direction - The company is focused on disrupting freight logistics through AI and network optimization, with the launch of Semicab APEX as a new SaaS platform for U.S. and global markets [14][15] - APEX is expected to offer high margins, rapid scalability, and global adaptability, significantly improving overall profitability [15][16] Management's Comments on Operating Environment and Future Outlook - Management expressed excitement about the U.S. market due to higher SaaS margins (90%-95%) and the ability to scale without physical constraints [26][27] - The company anticipates substantial revenue growth over the next 12 months, with Semicab's annualized revenue run rate expected to reach between $15 million and $20 million by the end of next year [9] Other Important Information - The company completed the sale of its legacy Singing Machine business, transitioning to a clean financial presentation reflecting only core operations [2][7] - Operating expenses for Q3 2025 decreased to $1.2 million from $1.8 million in Q3 2024 due to cost reduction measures [11] Q&A Session Summary Question: Can you explain the go-to-market strategy for APEX? - The company identified three verticals for APEX: enterprise shippers, 3PL warehousing customers, and carriers, focusing on integrating with existing TMS systems [19][20] Question: Is the U.S. market a better immediate target than India? - Management indicated that the U.S. market offers better margins and scalability due to the cloud-based nature of APEX, while India presents significant growth opportunities but requires more operational resources [26][27]

Financial Data and Key Metrics Changes - Revenue for Q3 2025 increased to $1.7 million from $100,000 in Q3 2024, primarily due to the acquisition of SMCB Solutions Private Limited [7] - Annualized revenue run rate for Semicab has tripled to over $7 million since January 2025, with expectations to generate around $2 million in Q4 2025 [8] - Gross loss for Q3 2025 increased to $351,000 from $32,000 in Q3 2024, with gross margin percentage improving to -20% from -25% [8][9] - Net loss for Q3 2025 decreased to $1.8 million from $2.1 million in Q3 2024, attributed to cost reduction measures [11] Business Line Data and Key Metrics Changes - Semicab's operations in India contributed $1.7 million in revenue during Q3 2025, while the legacy U.S. business generated $100,000 in Q3 2024 [7] - The company added four new Fortune 500 clients in India and converted five pilot programs into multi-million dollar contract expansions [4] Market Data and Key Metrics Changes - The global truckload transportation market is approximately $3 trillion per year, with significant inefficiencies leading to over $1 trillion in costs due to empty miles [3] - In India, truck utilization rates improved to approximately 85%, outperforming the industry average by more than 20 percentage points [4] Company Strategy and Development Direction - The company is focused on disrupting freight logistics through AI and network optimization, with a new SaaS platform, Semicab APEX, aimed at enhancing scalability and profitability [13][14] - APEX is designed to integrate easily with existing transportation management systems, allowing for rapid deployment and global adaptability [14] Management's Comments on Operating Environment and Future Outlook - Management expressed optimism about the U.S. market for APEX due to higher gross margins and scalability compared to operations in India, which require more operational resources [28] - The company anticipates substantial revenue growth over the next 12 months, with an expected annualized revenue run rate of $15 million to $20 million by the end of next year [8] Other Important Information - The company completed the sale of its legacy Singing Machine business, resulting in a clean financial presentation focused solely on core operations [2][6] - Operating expenses for Q3 2025 decreased to $1.2 million from $1.8 million in Q3 2024 due to cost reduction measures [10] Q&A Session Summary Question: Can you explain the go-to-market strategy for APEX? - Management identified three verticals for APEX: enterprise shippers, 3PL warehousing customers, and carriers, emphasizing the ease of integration with existing systems [18][19][20] Question: Is the U.S. market a better immediate target than India? - Management highlighted the higher gross margins and scalability of the U.S. market for APEX, while acknowledging significant growth opportunities in India that require more operational resources [28]

Financial Data and Key Metrics Changes - The third quarter revenue was $839.6 million, a decrease of 0.3% compared to the previous year, reflecting the macroeconomic landscape [12][18] - The adjusted operating ratio increased to 87.6%, up from 85.1% a year ago, primarily due to a decrease in adjusted cost per shipment [18] - The diluted earnings per share were $3.22, down from $3.46 in the same quarter last year, while adjusted diluted earnings per share were $2.81 [18] Business Line Data and Key Metrics Changes - The ramping markets, consisting of 39 terminals opened since early 2022, improved their operating ratio by over 100 basis points compared to the second quarter, now operating at a sub-95 [4][5] - Shipments per workday decreased by 1.9% year-over-year but improved by 3.2% sequentially [8][12] - The cargo claims ratio was 0.54%, marking the fourth consecutive quarter below 0.6%, indicating strong service performance [7] Market Data and Key Metrics Changes - The company experienced a 3% sequential increase in shipments, but a 4.8% decrease compared to the third quarter of 2024 [9] - The fuel surcharge revenue increased by 2.1%, accounting for 15.2% of total revenue compared to 14.8% a year ago [12] - The overall freight market has shown softer trends in 2025, impacting shipment volumes [8][19] Company Strategy and Development Direction - The company is focused on customer service, network optimization, and cost control, with an emphasis on expanding its national footprint to enhance customer relationships [4][5] - A general rate increase of 5.9% was implemented on October 1, impacting approximately 25% of operating revenue [11] - The company aims to leverage its investments in network expansion to become a significant player in the less-than-truckload (LTL) industry [20][21] Management's Comments on Operating Environment and Future Outlook - Management noted that the economic backdrop remains uncertain, but the company is well-positioned to adapt and leverage its network investments [20][21] - The company anticipates that the current market conditions are in the early stages of realizing its full potential, with expectations for improved performance as the market stabilizes [21] - Management expressed confidence in the company's ability to maintain high service levels while managing costs effectively [19][20] Other Important Information - The company recorded a $14.5 million net operating expense reduction from a gain on real estate disposal and impairment [2] - Salaries, wages, and benefits increased by 0.7% year-over-year, driven by higher employee-related costs [13] - Accident claims and insurance expenses rose by 22.5% year-over-year, primarily due to existing claims development and inflation [17] Q&A Session Summary Question: Trends in October regarding tonnage and shipments - Management reported that shipments in October are down around 3.5%, with tonnage down about 4%, indicating a softer start to the month compared to expectations [24][25] Question: Updates on new terminals and their performance - Management highlighted that the new terminals are showing improved productivity and cost efficiency, with expectations for continued improvement as they mature [32][34] Question: Pricing environment and yield metrics - Management noted that the pricing environment remains disciplined, with a focus on maintaining yield metrics despite challenges in the market [40][41] Question: Network optimization efforts - Management discussed ongoing network optimization initiatives, emphasizing the importance of AI tools in improving operational efficiency [48][50] Question: Capacity and technology investments - Management indicated that the company has ample capacity across its network and continues to invest in technology to drive efficiencies [63][64] Question: Growth opportunities in a down year - Management expressed confidence in the ability to grow share-of-wallet with existing customers, even in a challenging economic environment [90][91]

Core Viewpoint - The company reported solid sales growth in Q1 2025, driven primarily by strong performance in France and the EMEA region, while facing challenges in Asia due to network optimization efforts in China [2][6][13]. Sales Performance - Total sales for Q1 2025 reached €297 million, reflecting a 2.6% organic growth compared to €287 million in Q1 2024 [6]. - Sales by region: - France: €102.1 million, up 4.0% organically [4]. - EMEA (excluding France): €98.0 million, up 9.2% organically [7]. - America: €43.9 million, up 2.0% organically [9]. - APAC: €52.7 million, down 9.5% organically [11]. - Sales by brand: - Sandro: €147.5 million, up 4.2% organically [6]. - Maje: €110.7 million, up 0.8% organically [6]. - Other brands: €38.4 million, up 2.3% organically [6]. Market Dynamics - The company is gaining market share in France and EMEA, with a positive trend in the U.S. market despite a challenging environment [2][6]. - The strict full-price strategy is being emphasized, particularly at Maje, leading to a decrease in the average discount rate by three points compared to Q1 2024 [6][9]. - The action plan in Asia is starting to show results, with stabilization in sales performance in Chinese stores [11]. Network Optimization - The company recorded nine net store closures in Q1 2025, primarily at Claudie Pierlot, as part of its network optimization strategy [5][10]. - The total number of points of sale (POS) decreased to 1,640, with significant closures in Canada and APAC [19]. Future Outlook - The company approaches the upcoming months with cautious confidence, focusing on cost control, operational agility, and sustainability to maintain profitable growth [2][13].