Celsius (NasdaqCM:CELH) Q3 2025 Earnings Call November 06, 2025 08:00 AM ET Company ParticipantsJohn Fieldly - Chairman and CEOJarrod Langhans - CFOPaul Wiseman - Head of Investor RelationsConference Call ParticipantsKaumil Gajrawala - AnalystSean McGowan - Senior Research AnalystGerald Pascarelli - AnalystJon Andersen - AnalystBonnie Herzog - AnalystEric serotta - AnalystMichael Lavery - Senior Research AnalystOperatorWelcome to the Celsius Holdings third quarter 2025 earnings conference call. All lines ha ...

Financial Data and Key Metrics Changes - For Q3 2025, consolidated revenue was approximately $725 million, up 173% year-over-year [17] - Gross margin for the quarter was 51.3%, compared to 46% a year ago, reflecting improvements in inventory optimization and lower promotional spend [19] - Year-to-date consolidated sales increased by roughly 75%, with Alani Nu accounting for the majority of that growth [19] Business Line Data and Key Metrics Changes - Celsius brand's U.S. scanner growth rate was 13%, while revenue growth was reported at 44% [17][18] - Alani Nu revenue nearly doubled, up 99%, driven by strong limited-time offerings [18] - Rockstar Energy contributed approximately $11 million in revenue in its first month under Celsius ownership, with a total impact of about $18 million in Q3 [18] Market Data and Key Metrics Changes - The combined portfolio represented over 20% share of the U.S. energy drink market, growing 31% year-over-year, nearly twice as fast as the overall category [8] - Celsius Holdings' portfolio gained more than two share points year-over-year in Walmart alone [9] Company Strategy and Development Direction - The company is focused on expanding its partnership with PepsiCo, enhancing its role as the strategic energy drink captain within Pepsi's portfolio [5][6] - Plans to optimize the Rockstar Energy brand and stabilize its market presence while continuing to grow Celsius and Alani Nu [22] - The company aims to build a portfolio that reaches more consumers during more occasions, emphasizing collaboration and organizational excellence [16] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the growth trajectory for 2026, despite anticipated challenges in Q4 due to integration activities and promotional timing [22] - The company is optimistic about the international expansion, particularly in markets like Australia and the U.K., where performance has exceeded expectations [14][77] Other Important Information - The company recorded approximately $247 million in distributor termination expenses during the quarter, fully funded by PepsiCo [20] - Management highlighted the importance of seasonal flavor offerings and marketing campaigns in driving consumer engagement and sales [10][12] Q&A Session Summary Question: Clarification on core Celsius growth and scanner data - Management acknowledged the variance between reported revenue growth and scanner growth, attributing it to various factors including inventory movements and promotional activities [25][28] Question: Pricing strategy amidst market changes - Management discussed the ongoing evaluation of pricing strategies in response to cost pressures and tariff impacts, emphasizing the need for a revenue management team [36][37] Question: Details on Q4 integration and inventory management - Management indicated that Q4 would be a noisy quarter due to integration activities and inventory transitions, with a phased approach to Alani's rollout in the Pepsi system [40][46] Question: Comments on gross margins and inflation impacts - Management provided insights on the expected pressure on gross margins due to tariffs and inflation, while also highlighting opportunities for efficiency improvements through integration [68][72] Question: International expansion plans - Management outlined the strategic investments in international markets, emphasizing the growth potential in Australia and Europe [77] Question: Alani Nu's distribution ramp-up and collaboration with PepsiCo - Management expressed confidence in Alani Nu's growth potential and the improved collaboration with PepsiCo to avoid past inventory optimization issues [81][84]

Financial Data and Key Metrics Changes - For Q3 2025, consolidated revenue was approximately $725 million, up 173% year-over-year [15] - Gross margin for the quarter was 51.3%, compared to 46% a year ago, reflecting improvements in inventory optimization and lower promotional spend [17][18] - Year-to-date consolidated sales increased by roughly 75%, with Alani Nu accounting for the majority of that growth [16][17] Business Line Data and Key Metrics Changes - The Celsius brand's U.S. scanner growth rate was 13%, while revenue growth was reported at 44%, indicating a discrepancy due to inventory movements and promotional activities [15][16] - Alani Nu revenue nearly doubled, up 99%, driven by strong limited-time offerings like Witches Brew [16][18] - Rockstar Energy contributed approximately $11 million in revenue in its first month under Celsius ownership, with an additional $7 million recorded in other income [16] Market Data and Key Metrics Changes - Celsius Holdings' combined portfolio represented over 20% share of the U.S. energy drink market, growing 31% year-over-year, nearly twice as fast as the overall category [7] - The Celsius brand achieved double-digit retail sales growth of 13% year-over-year, while Alani Nu grew at 115% year-over-year [8] Company Strategy and Development Direction - The company is focused on expanding its partnership with PepsiCo, enhancing its role as the U.S. strategic energy drink captain [5][6] - The acquisition of Rockstar Energy is expected to broaden the consumer base and strengthen the overall energy portfolio [6][7] - The company aims to optimize its operations and distribution networks, particularly with the integration of Alani Nu into PepsiCo's system [20][21] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in continued growth for both Celsius and Alani Nu, while focusing on stabilizing Rockstar Energy [21] - The upcoming quarter is expected to be noisy due to integration activities and promotional timing, with potential pressure on gross margins [21][60] - The company anticipates capturing synergies from acquisitions and further strengthening its balance sheet through disciplined capital allocation [19][22] Other Important Information - The company is investing in brand growth and marketing campaigns, such as the Celsius Live Fit Go campaign, to drive consumer engagement [18][19] - Management highlighted the importance of seasonal flavor offerings and limited-time promotions in driving sales [9][49] Q&A Session Summary Question: Concerns about core Celsius growth and scanner data discrepancies - Management acknowledged the complexities in comparing growth rates and attributed the differences to various factors, including inventory movements and promotional timing [24][26] Question: Pricing strategies in light of market trends - Management is evaluating pricing strategies, considering tariff impacts and commodity costs, while building a revenue management team for better precision [31][32] Question: Details on Q4 integration and inventory management - Management indicated that Q4 would involve a phased approach to integration, with potential noise in inventory levels and sales [34][39] Question: Gross margin outlook and tariff impacts - Management discussed the expected pressure on gross margins due to tariffs and integration costs, while also highlighting opportunities for efficiency improvements [55][58] Question: International expansion plans - Management emphasized the growth potential in international markets, particularly in Australia and Europe, and the importance of strategic investments [63][64]

Safe harbor & Non-gaap measures Forward-Looking Statements This presentation contains statements by Celsius Holdings, Inc. ("Celsius Holdings", "we", "us", "our" or the "Company") that are not historical facts and are considered forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995. These forward-looking statements may address, among other things, our prospects, plans, business strategy and expected financial and operational results. You can identify these sta ...

Core Insights - Celsius Holdings, Inc. is experiencing significant momentum in its international growth campaign, expanding into new markets and enhancing its leadership team to support this growth [2][11] - The appointment of Garrett Quigley as president of Celsius International is aimed at unifying international operations and driving impactful growth [3][4][5] Market Expansion - Celsius has established a strong presence in the Nordics, ranking as the number four energy drink brand in Sweden with a 13.5% market share [6][7] - The company has expanded into Canada, Australia, Belgium, France, Ireland, Luxembourg, the Netherlands, New Zealand, and the UK through strategic partnerships, including one with PepsiCo [7] Achievements in 2025 - In Canada, Celsius has become the number four energy drink brand, driven by cultural connections and marketing campaigns [8] - In Australia and New Zealand, Celsius was recognized as "New Beverage of the Year" for its innovation and market impact [8] - In France, Celsius has reached 88% of grocery shoppers through major retailer listings and was featured in a top trade publication [9] - In Belgium and Luxembourg, Celsius expanded its market presence significantly within six months [9] - In the Netherlands, Celsius is now available through the largest supermarket chain, Albert Heijn [10] Brand Philosophy - Celsius connects with a new generation of consumers by promoting functional ingredients and a community focused on fitness and wellness [10][11] - The company's growth strategy is aligned with the increasing consumer shift towards healthier living and active lifestyles [11]

Core Insights - Molson Coors is responding to declining beer sales and changing consumer preferences with urgency, projecting a 4.7% decline in the total beer market, which is expected to be cyclical [3][4] - The company is restructuring by cutting 400 salaried jobs, a 9% reduction in its corporate workforce, and plans to redeploy savings into M&A and brand investments [5] - Molson Coors is focusing on expanding its portfolio beyond beer, particularly in nonalcoholic categories and energy drinks, to mitigate the downturn in beer sales [8] Company Strategy - The company aims to fill gaps in its portfolio through new acquisitions, particularly in the "beyond beer space" [8] - Investment in marketing for larger brands remains a priority, while beer continues to be a foundational aspect of the business [6] - The restructuring includes reshaping the executive leadership team and eliminating the chief commercial officer role [5] Market Trends - There is a growing consumer interest in healthier options and a shift in alcohol consumption habits impacting sales [4] - Competitors like Anheuser Busch have seen significant revenue growth in non-alcoholic beer, with a 27% increase compared to less than 1% overall revenue growth [7]

Core Viewpoint - Primo Brands Corporation has appointed Eric Foss as the new Chairman and CEO, succeeding Robbert Rietbroek, to lead the company through its next growth phase in the healthy hydration market [1][3][4]. Company Leadership - Eric Foss brings extensive experience as a former Chairman and CEO of global consumer-centric businesses, known for his people-first leadership and brand-building expertise [2][3]. - Dean Metropoulos, the former Non-Executive Chairman, expressed confidence in Foss's ability to drive progress at Primo Brands and will continue to serve on the Board as a Director [4]. Company Positioning - Foss highlighted that Primo Brands is well-positioned in the growing healthy hydration market, with a strong brand portfolio and a robust go-to-market system [3]. - The company aims to unlock the potential of its recent business combination and has identified multiple growth vectors moving forward [3]. Company Overview - Primo Brands is a leading North American branded beverage company focused on healthy hydration, with a diverse portfolio that includes well-known brands such as Poland Spring® and Pure Life® [6]. - The company operates a vertically integrated distribution network, reaching over 200,000 retail outlets and offering direct delivery services to homes and businesses [6][7]. - Primo Brands is committed to sustainability, utilizing reusable packaging and managing water resources responsibly [7].

Core Insights - Primo Brands Corporation reported strong financial results for Q3 2025, with net sales increasing by 35.3% to $1,766.1 million compared to $1,305.1 million in Q3 2024, driven by growth in premium water brands and successful execution of delivery networks [7][11] - The company appointed Eric Foss as Chairman and CEO, indicating a leadership transition aimed at enhancing operational excellence and customer service [1][10] - Adjusted EBITDA rose by 53.2% to $404.5 million, with an adjusted EBITDA margin of 22.9%, reflecting improved operational efficiency [7][11] Financial Performance - Net income from continuing operations decreased to $40.5 million, or $0.11 per diluted share, down from $53.3 million and $0.24 per diluted share in the prior year [7][11] - Adjusted net income increased to $155.0 million, or $0.41 per diluted share, compared to $76.9 million and $0.35 per diluted share in Q3 2024 [7][11] - The company generated $283.4 million in net cash from operating activities, resulting in $150.7 million of free cash flow and $311.1 million of adjusted free cash flow [7][11] Dividend Announcement - The Board of Directors declared a quarterly dividend of $0.10 per share, payable on December 5, 2025, to shareholders of record as of November 25, 2025 [8] Strategic Focus - The company is focused on achieving cost synergies of $200 million in 2025 and $300 million in 2026, following the merger with Blue Triton Brands [10] - Primo Brands continues to expand its distribution network and enhance its product offerings, particularly in the premium water segment [2][10]

Financial Data and Key Metrics Changes - In Q1, organic net sales were flat, with reported net sales of $4.9 billion down 2.2% year-over-year, primarily impacted by the disposal of Guinness Nigeria and the Shiraz North America transaction [8][9] - Organic volume growth was 2.9%, offset by a negative price mix of 2.8%, largely due to the adverse impact of Chinese white spirits [8][9] - The company updated its fiscal guidance, now expecting organic net sales growth to be flat to slightly down for the fiscal year, with organic operating profit growth projected in the low to mid-single-digit range [15][17] Business Line Data and Key Metrics Changes - North America saw organic net sales decline by 2.7%, with U.S. spirits down 4.1%, while Diageo Beer Company grew by 9.2% [9][10] - Europe experienced organic net sales growth of 3.5%, driven by strong performance in Guinness Draught and spirits, particularly in Turkey and the Middle East [10][11] - Asia-Pacific faced a 7.5% decline in organic net sales, primarily due to reduced consumption of Chinese white spirits, which negatively impacted regional sales by approximately 13% [10][11] Market Data and Key Metrics Changes - In LAC, organic net sales grew by 10.9%, led by strong performance in Brazil, while Africa reported 8.9% organic sales growth, with broad growth across East Africa and Southwest and Central Africa [11][12] - The tequila category in North America is experiencing increased competitive pressure, with a decline in overall category growth from 10% in 2023 to just under 3% [32][35] - The company noted a shift in consumer behavior, with consumers trading down from super premium to premium products, impacting sales of Don Julio and Casamigos [35][36] Company Strategy and Development Direction - The company is advancing its "Accelerate" program to strengthen its foundations for long-term sustainable growth, with a focus on cost efficiency and process simplification [12][18] - Management is committed to improving operating leverage and enhancing commercial execution, particularly in key markets [13][15] - The company is exploring selective disposals of non-core assets to focus on growth opportunities in RTDs and brand activation during major events like FIFA 2026 [18][19] Management's Comments on Operating Environment and Future Outlook - Management expressed concern over current performance, particularly in North America, and emphasized the need for urgent actions to drive growth [5][6] - The economic environment is weighing on consumer sentiment, leading to weaker-than-expected results in the U.S. [9][15] - Despite challenges, management remains confident in delivering $3 billion in free cash flow for fiscal 2026, supported by ongoing initiatives [12][17] Other Important Information - The company is implementing a clearer decision-making framework to enhance speed and agility in operations [14][15] - Management highlighted the importance of maintaining brand equity while optimizing marketing spend across different markets [56][59] Q&A Session Summary Question: Insights on U.S. spirits performance and guidance - Management acknowledged the complexity of U.S. spirits performance, noting a decline in depletions and the impact of tariff-related pre-buys [21][22] Question: Competitive pressure in the tequila market - Management discussed increased competition in the tequila category, emphasizing the need for strategic interventions to improve performance [31][32] Question: EBIT guidance and margin support - Management expressed confidence in achieving low to mid-single-digit EBIT growth despite market challenges, citing cost efficiencies and stronger whiskey performance [45][47] Question: Impact of A&P reductions - Management clarified that A&P reductions in GB were part of a broader strategy to optimize marketing spend while maintaining brand equity [55][56] Question: Accelerate program details - Management provided insights into the Accelerate program, highlighting its role in driving efficiencies and improving resource allocation [63][66]

Core Viewpoint - Warren Buffett will step down as CEO of Berkshire Hathaway at the end of this year, but will continue as chairman, ensuring the company's long-term value investing strategy persists [1] Group 1: Berkshire's Financial Position - Berkshire Hathaway has a record cash reserve of $381 billion and a portfolio of publicly traded stocks valued at $311 billion [3][6] - The company has generated substantial operating profits from its wholly owned businesses in insurance, utilities, and logistics, alongside significant dividends from its stock portfolio, including $816 million from Coca-Cola and $479 million from American Express in 2025 [6] - Buffett has authorized $77.8 billion in stock buybacks from 2018 to mid-2024, but there have been no repurchases in the last five quarters [4][8] Group 2: Reasons for Cash Accumulation - Berkshire has been reducing its stock exposure for 12 consecutive quarters, including selling over half of its stake in Apple, which raised significant cash [7] - The company is currently trading at a price-to-sales (P/S) ratio of 2.7, a 25% premium to its 10-year average of 2.2, which may explain Buffett's hesitation to authorize buybacks [10][12] Group 3: Succession Planning - Buffett announced he will step down as CEO and pass leadership to Greg Abel, which may influence his decision-making regarding financial strategies [13] - The company can repurchase shares as long as cash and equivalents exceed $30 billion, which is not an issue given the current cash reserves [14] - Buffett may prefer to leave significant financial decisions, such as buybacks or acquisitions, to his successor, who may have different priorities [15]