Hershey(HSY) - 2025 Q4 - Earnings Call Transcript

Financial Data and Key Metrics Changes - The company anticipates 4%-5% net sales growth and meaningful earnings recovery for 2026, indicating a positive outlook following a challenging 2025 [4] - The gross margin is expected to recover to 41% in 2026, which is an improvement from 2025 but still below historical levels [24][26] Business Line Data and Key Metrics Changes - The snacks business experienced an 18% growth in Q4, driven by double-digit volume growth, showcasing strong performance in this segment [12][47] - Organic sales growth for the confection segment is around 3%, while salty snacks are expected to grow in the mid-single digits [99] Market Data and Key Metrics Changes - The company is gaining market share in key international markets such as Canada, Mexico, Brazil, and the UK, indicating a strong international growth potential [102] - The company has factored in the impact of SNAP waivers into its outlook, with only 2 states currently implementing these waivers for candy [88] Company Strategy and Development Direction - The company is focused on investing in innovation, brand building, and execution to drive growth, with a significant increase in advertising planned for 2026 [29][30] - The strategy includes a balanced approach to growth and margin recovery, with multi-year investments aimed at sustaining long-term top-line growth [30][63] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the resilience of their portfolio despite headwinds like cocoa inflation and macro volatility [4] - The company is optimistic about the cocoa market, anticipating a larger supply surplus in 2025 and 2026, which could lead to further deflation in cocoa prices [26][60] Other Important Information - The company plans to connect its brands to cultural moments throughout the year, enhancing consumer engagement and driving sales [90] - The management highlighted the importance of maintaining a rational pricing strategy in the category, with expectations for continued promotional activities [95] Q&A Session Summary Question: Concerns about potential price deflation due to cocoa price decline - Management acknowledged the sophisticated nature of competitors and emphasized their patient approach to pricing, ensuring affordability while navigating cocoa cost inflation [9][10] Question: Elasticity and its impact on pricing strategy - Management noted that current elasticities are favorable, and they are planning for around 0.8 to account for fluctuations, with a goal to exceed this [19] Question: Insights on cocoa's impact on margins - Management indicated that while cocoa prices have declined, they expect to see a recovery in gross margins, but volatility remains a concern [24][26] Question: Plans for brand investment and its durability - Management stated that investments in 2026 are designed to lay a foundation for future growth, with a focus on demand creation and innovation [30] Question: Performance in international markets - Management expressed optimism about international growth, highlighting market share gains and a focused strategy for key markets [102] Question: Impact of SNAP changes on business - Management described SNAP changes as a manageable headwind, with ongoing monitoring and strategies in place to adapt [88] Question: Expectations for earnings growth and flexibility in guidance - Management emphasized the momentum in the business and the flexibility built into their guidance to respond to changing conditions [46][49]