Financial Data and Key Metrics Changes - For 2025, the company achieved net sales growth of 4% and improved adjusted EBITDA threefold to -$4.7 million [4][20] - In Q4 2025, net sales decreased 4% to $37.9 million, impacted by a shift in Costco rotation and lapping the pipeline fill to Walmart from the previous year [4][16] - Adjusted EBITDA for Q4 reached break even, exceeding expectations [4] - Gross margin for Q4 was 47.7%, a decline from 49.2% in the same quarter last year, primarily due to channel mix and higher tariff costs [17] - Net loss improved to $1.3 million from $6.8 million in the prior year [19] Business Line Data and Key Metrics Changes - The company introduced new flavors such as Strawberry Lemon Burst and Orange Creamsicle, which resonated well with consumers [6][10] - The marketing initiatives significantly boosted brand awareness and distribution, particularly in Walmart and Albertsons [7][12] Market Data and Key Metrics Changes - The company noted strong velocities in new regions, particularly in Texas and the Southeast, where Zevia had not been previously distributed [27][44] - E-commerce sales continued to grow, supported by new product offerings and subscription models [12] Company Strategy and Development Direction - The company is focusing on expanding reach and driving trial to grow its user base, with a strong emphasis on marketing and product innovation [8][22] - Strategic investments are planned to support growth initiatives, leveraging an improved cost structure and healthy balance sheet [22] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the company's ability to capitalize on favorable trends in the better-for-you beverage category [25] - The company anticipates net sales for 2026 to be in the range of $169 million to $173 million, reflecting a planned discontinuation of the tea line [22] Other Important Information - The company announced the appointment of Andy Ruben as Chair of the Board and welcomed Suzanne Ginestro as a new Director [14][15] - The company is positioned uniquely in the market as a zero sugar, clean label offering at an accessible price point [14] Q&A Session Summary Question: Can you explain the Costco rotation program? - The program is a national rotation that began at the start of the year, providing stronger visibility and penetration into new regions [27] Question: How is the company mitigating tariff exposure? - The company is implementing a price increase and leveraging productivity initiatives to offset increased aluminum costs [32] Question: What is the expected impact of the new packaging rollout? - The new packaging is being introduced gradually, with a significant marketing campaign planned to support its launch [38] Question: What are the expectations for gross margins throughout the year? - Gross margins are expected to dip in Q1 due to the Costco program but should improve in Q2 with the price increase and cost mitigation strategies [59] Question: How is the company performing in the DSD market? - The company is seeing stronger results in grocery from DSD partners, with plans to leverage insights for future growth [49]

Summary of Zevia Conference Call Company Overview - **Company**: Zevia - **Industry**: Beverage, specifically better-for-you soda segment Key Points and Arguments Industry Dynamics - **Consumer Trends**: There is a permanent global shift away from sugar and artificial ingredients, which is driving growth in the better-for-you beverage segment [4][11][12] - **Market Position**: Zevia is positioned as a leader in the zero-sugar soda market, appealing to consumers seeking healthier options [4][7][12] Company Performance - **Growth in Distribution**: Zevia has made significant progress in distribution and innovation, with a focus on increasing household penetration from 5% to potentially 20% [12][13][39] - **Affordability**: Zevia is priced slightly above mainstream sodas but significantly lower than other better-for-you brands, making it accessible to a broader consumer base [14][19] Product Innovation - **Flavor Development**: Zevia is expanding its flavor portfolio, focusing on both classic and new fruity flavors, informed by market trends and consumer preferences [20][21] - **Taste Improvement**: Recent innovations have led to a more sugar-like taste experience, enhancing the appeal of Zevia products [25][26] Marketing Strategy - **Emotional Branding**: Future marketing efforts will focus on emotional connections rather than just rational benefits, emphasizing the brand's authenticity [9][28] - **Packaging Refresh**: A new packaging design has received positive feedback, with a reported 60% increase in purchase intent compared to the old design [29][30][32] Financial Considerations - **Cost Management**: Zevia has identified $20 million in productivity savings, with $15 million realized by the end of the year, aimed at offsetting costs from aluminum tariffs [17][61] - **Gross Margin Recovery**: The company expects to rebuild gross margins through cost savings and pricing strategies, targeting a return to upper 40s to low 50s percentage range [61][62] Future Outlook - **2026 Goals**: Zevia aims to demonstrate profitability in 2026, supported by expanded distribution, effective marketing, and improved product offerings [73][75] - **Macro Concerns**: While optimistic about growth, there are concerns regarding the macroeconomic environment and its potential impact on consumer behavior [74][75] Additional Important Insights - **Household Penetration**: Zevia's current household penetration is at 5%, with significant room for growth through enhanced marketing and distribution strategies [12][39] - **Consumer Engagement**: The company is focusing on increasing trial through singles distribution, which is crucial for attracting new customers [38][47] - **DSD Partnerships**: Direct Store Delivery (DSD) partnerships are being leveraged to improve merchandising and expand distribution in key markets [53][54][56] This summary encapsulates the key insights from the Zevia conference call, highlighting the company's strategic positioning, market dynamics, and future growth potential.