Financial Data and Key Metrics Changes - HF Foods reported a top-line business of over $1.2 billion, with a focus on the Asian specialty market, which represents a $50 billion addressable market [2][3] - The company has achieved a market share of approximately 16% with 15,000 accounts, indicating a strong position within the specialty food service distribution sector [3] Business Line Data and Key Metrics Changes - The frozen seafood business has grown from $300 million to over $400 million in the last couple of years, reflecting a 30% organic growth [4][5] - The company aims to expand its product offerings beyond Asian specialties, targeting Hispanic grocery as a significant growth area [4] Market Data and Key Metrics Changes - HF Foods operates in a market with roughly 94,000 restaurants, capturing 12% of the broader food service space [2] - The company has a 95% coverage of the continental U.S., positioning itself as the only distributor with coast-to-coast coverage in the Asian specialty market [3] Company Strategy and Development Direction - The company has rebranded its strategy to "Specialty Food is Our Specialty," aiming to become a dominant player in the specialty food sector [4] - HF Foods plans to invest significantly in capacity expansion, particularly in the Southeast and Midwest regions, with an estimated $700 million organic growth opportunity [7][8] - M&A remains a core pillar of the company's strategy, with a focus on acquiring smaller competitors to enhance market share and scale [13][14] Management's Comments on Operating Environment and Future Outlook - Management believes that independent restaurants, which make up 99% of their customer base, are more resilient to economic downturns compared to chain restaurants [16][17] - The company anticipates a more stable traffic environment in 2026 as it laps previous disruptions and tariff pressures [18] - Management is optimistic about the potential for margin expansion in the future, particularly as the company goes on the offensive to acquire new accounts [33][35] Other Important Information - HF Foods has completed a transition to a common ERP platform, enhancing visibility and operational efficiency [12] - The company owns 10 out of 14 distribution facilities and a significant portion of its truck fleet, making replication of its assets challenging for competitors [27] Q&A Session Summary Question: What is the company's strategy for M&A? - Management views smaller competitors as attractive acquisition targets and is preparing an M&A playbook to capitalize on opportunities in 2026 [13][14] Question: How does the company plan to address capacity constraints? - The company has launched a new facility in Atlanta and plans to expand capacity in the Midwest to support organic growth and cross-selling [9][10] Question: How flexible are customers in adjusting their menus in response to tariffs? - Customers have shown resilience and flexibility in menu adjustments, allowing them to manage costs effectively during periods of inflation [30][32] Question: What is the focus for 2026, growth or margin improvement? - The primary focus for 2026 is on acquiring new business and revenue, with margin improvement expected to follow as the market stabilizes [33][34] Question: What is the potential for the e-commerce business? - The e-commerce segment is seen as a complementary business that could grow significantly, potentially representing 10%-20% of the company's mix in the coming years [22][21]