Hydrofarm Holdings Group, Inc.

Please stand by. Your program is about to begin. If you need assistance during your conference today, please press star zero. Good morning and welcome to Hydrofarm's second quarter earnings call. Today's call is being recorded. If you would like to ask a question, please press star one on your telephone keypad. To remove yourself from the queue, press star two. At this time, I'd like to turn the conference over to Anna Kate Heller, ICR. Please go ahead, ma'am. Thank you, and good morning. With me on the call today is Bill Toller, Hydrofarm's Chairman and Chief Executive Officer, and John Lindeman, the company's Chief Financial Officer. By now, everyone should have access to our second quarter 2024 earnings release in Form 8K issued this morning, as well as an investor presentation available for reference. These documents are available on the investor section of Hydrofarm's website at hydrofarm.com. Before we begin our formal remarks, please note that our discussion today will include forward-looking statements. These forward-looking statements are not guaranteed the future performance, and therefore, you should not put undue reliance on them. These statements are also subject to numerous risks and uncertainties that could cause actual results to differ materially from our current expectations. We refer all of you to our recent S&P filings for a more detailed discussion of the risks that could impact our future operating results and financial conditions. Lastly, during today's call, we will discuss non-GAAP measures, which we believe can be useful in evaluating our performance. The presentation of this additional information should not be considered in isolation or as a substitute for results prepared in accordance with GAAP and reconciliations to comparable GAAP measures are available in our earnings release. With that, I would like to turn the call over to Bill Toller.

Thank you, Anna-Kate. Good morning, everyone. In the second quarter, we experienced sequential improvement in our adjusted gross profit margin over our first quarter levels and also delivered positive adjusted EBITDA for the fourth time in the last five quarters. We realized further favorability on our adjusted SG&A line with substantial savings year on year. For the six months year to date, we've delivered over $2 million of adjusted EBITDA up from approximately $300,000 in 2023. and we had the smallest year-over-year net sales decline in the last three years. We maintained relatively consistent results across the first two quarters of 2024, despite the second quarter of 2023 being a difficult quarter to lap. We remain laser-focused on driving profitability in the business, and we took additional steps in the second quarter to further integrate and optimize our manufacturing operations. which should produce improved efficiencies and reduce costs going forward. These include closing on the sale of the manufacturing equipment and inventory related to our IGE branded products, closing our Paramount California manufacturing facility, and ceasing production at our smallest Grow Media manufacturing facility in Goshen, New York. Our cost savings and restructuring actions have been very effective to date. And we have proven our ability to continue operating profitably at lower sales levels while delivering top-notch service to our customers. Our 2-2 net sales were relatively in line with our expectations. And the month of May marked our seventh consecutive month of sequential net sales growth. That was the longest streak of sequential net sales growth for hydro farms since going public back in 2020. I'll now highlight some of the areas of strength in the second quarter. Our proprietary brands, including Active Aqua, Photobio, and Roots Organic, all performed well, growing year on year. Notably, the strong Photobio brand performance is a result of recent innovation in lighting. We are having success with a new generation of lighting products, including our Photobio MX2 model for commercial use and our Phantom Cultivar lighting model for in-home use, both delivering exceptional value at affordable prices. We will continue to innovate and invest behind our key proprietary brands to address growers' needs as they evolve. In Q2, our non-cannabis and non-US and Canada revenue sources as a percentage of sales remained stable relative to Q2 last year. We do expect growth in our sales mix for full year 2024 as we continue diversifying our revenue sources by expanding our international presence to customers outside the US and Canada. and driving non-cannabis sales, including CEA products sold into food, floral, lawn and garden, and certain other customers. We entered into new distribution relationships with several vendors that have strong brand equity, including Quest dehumidifiers, Hurricane fans, and Mills nutrients. While our primary focus remains our proprietary brands, these new distributed brands complement our existing portfolio and bring us closer to customers who regularly purchase these branded products. The initial inventory investment into these brands in Q2 had a slightly negative impact on free cash flow in the quarter, but I expect them to yield very favorable returns in 2024. We are also investing behind several of our key proprietary brands, including innovation behind photobiolighting that I mentioned earlier. We are investing significantly in several of our proprietary consumer brands, and our team is excited to support several of our top brand offerings. We remain optimistic that the regulatory environment for U.S. cannabis growers will improve and deliver a tailwind to the industry in the near future. In May, the DEA proposed the reclassification of cannabis from a Schedule I to a Schedule III drug, which would loosen federal restrictions on cannabis. Following the proposal, there has been a 60-day period for comments, which ended on July 22nd. Encouragingly, over 90% of the comments received were in favor of rescheduling of cannabis, and the vast majority of those comments, more than 60%, advocated for a complete descheduling from the controlled substance list. We're not certain how long it'll take to get a ruling on the matter, but this represents another step forward in the process of legalizing cannabis in the U.S. We are seeing signs of encouragement on the macro level that give us optimism that growth will return. And we believe through the diversification of our revenue streams and our effective cost savings initiatives that we are well positioned to achieve further improvements in profitability as demand and volume increase. To wrap up my remarks today, we are reaffirming our full year of guidance for net sales, adjusted EBITDA, and pre-cash flow as we remain focused on our brands, diversification of revenue, improving our mix, and controlling and reducing costs. With that, I'll turn it over to John to further discuss the details of our second quarter financial results and our outlook for the balance of 2024. John? Thanks, Bill, and good morning, everyone.

Net sales for the second quarter were 54.8 million, down 13.1% year over year, driven primarily by a 10.3% decrease in volume mix and a 2.6% decline in pricing. The decrease in volume mix was mainly related to oversupply in the cannabis industry. The pricing decline was largely driven by promotional pricing activity and is something we expect to see for the remainder of 2024. Consumable products continue to make up more than three quarters of our total sales, representing approximately 76% of our total sales in Q2, which is roughly the same amount when compared to the second quarter of 23. Overall brand mix was solid in the quarter. with proprietary brands increasing to approximately 58% of our net sales compared to 55% last year. Gross profit in second quarter was 10.9 million compared to 14.5 million in the year-ago period. Adjusted gross profit was 13.3 million, or 24.4% of net sales, compared to 17 million, or 27% of net sales in the year-ago period. The decrease in margin is related to a very difficult lap. Typically, we expect to see a rise in our adjusted gross profit margin when we experience a rise in our proprietary brand mix. However, in Q2 of last year, we experienced particularly strong manufacturing productivity in certain consumable manufacturing facilities due primarily to an early harvest in our pea facility enabled by favorable early spring weather in Alberta, Canada. We also experienced relatively higher manufacturing throughput for select consumable products last year. With all that said, we are pleased with our overall adjusted gross profit margin trend, as Q2 represents the third highest level we have recorded in any quarter since our IPO. And this quarter marked the fifth consecutive quarter with adjusted gross profit margins of at least 23%. To put that into perspective, our 2021 full-year adjusted gross profit margin was 22.9%, and that was on much larger sales days. With the cost-saving actions we continue to execute and consistent with our full-year 2024 outlook, we expect our full-year 2024 adjusted gross profit margin to be higher than it was last year. I'll now provide an update on our most recent restructuring and cost-saving actions. Our second phase of restructuring is focused primarily on rightsizing our manufacturing footprint, particularly with respect to durable equipment products. In this quarter, we made great progress. On May 31st, we closed on the sale of the manufacturing equipment and inventory related to our IGE branded products and are now aligned with an exclusive contract manager to produce those same great products. In June, we closed our Paramount California manufacturing facility and consolidated those operations into our facility in Northern California. Also in June, we ceased production in our smallest grow media manufacturing facility and intend to consolidate some or all of those operations into our remaining facilities. In July, we further right-sized our Northern California manufacturing facility, reducing space approximately 31% in the building. After completing these actions, we have now consolidated all of our manufacturing activity into two U.S. locations, plus our single peat moss harvesting and processing facility up in Alberta, Canada. We have now fully integrated the ERP system in our peat business and will continue to make progress on system integration in other areas. Lastly, on the restructuring front, as we continue to evaluate opportunities to consolidate and become more efficient, we are now reassessing our distribution center network. We expect these actions collectively will help us operate more efficiently and cost-effectively going forward. Moving on to our selling general administrative expense, which continues to be a good story for us as we continue to take cost out of the business. In the second quarter, our SG&A expense was $18.7 million compared to $23.5 million last year. Adjusted SGN expenses were $11.6 million, more than 20% reduction when compared to $14.6 million in the second quarter of 2023. These savings resulted from reductions across a wide range of items, including headcount, facility expenses, professional fees, and insurance costs. Adjusted EBITDA was $1.7 million in the second quarter, compared to $2.5 million in the prior year period. The decrease was in large part due to the dynamics discussed earlier regarding our adjusted gross profit, partially offset by our reduced adjusted SG&A expenses. This quarter marks the fourth time in the last five quarters that we have realized positive adjusted EBITDA, further illustrating the success of our restructuring and cost-saving initiatives and our ability to drive profitability against lower sales levels. Moving on to our balance sheet and overall liquidity position. Our cash balance as of June 30, 2024 was $30.3 million, up significantly compared to our balance of $24.2 million at the end of the first quarter. The increase was primarily related to the net proceeds from the sale of the IGE assets of about $6.3 million. We ended the second quarter with $120.2 million of term debt and approximately $129 million of total debt, inclusive of financial lease liabilities. Our net debt at the end of the quarter decreased to approximately $99 million from approximately $107 million last year. As a reminder, our term loan facility has no financial maintenance covenant and does not mature until October 2028, and we continue to maintain a zero balance on our revolving credit facility. Our cash balance at the end of the quarter of approximately $30 million plus the availability on our revolving lot of credit of approximately $20 million results in total liquidity of $50 million. Lastly, on this point, we continue to make progress towards monetizing non-operating excess land that we own in upstate New York, which could further reduce net debt and or add to our liquidity when we complete the associated real estate sales. For all these reasons, we continue to feel good about our liquidity position. In the second quarter, we reported cash flow from operating activities of $3.8 million with capital expenditures of $0.4 million, yielding free cash flow of $3.4 million. Our free cash flow would have been about breakeven for the quarter without the impact of the IGE asset sale, as a portion of the net proceeds were required to be accounted for in operating activities. We achieved this cash flow position for the second quarter despite investing in inventory for new distribution relationships and innovative lighting products, which Bill mentioned earlier. With that, let me turn to our full year 2024 outlook. We are reaffirming the key metrics to our 2024 guidance, which includes net sales to decline low to high teens on a percentage basis, adjusted EBITDA that is positive for the full year 2024, and positive free cash flow for the full year. We also reaffirmed all other assumptions in today's earnings release, with the exception of capital expenditures, which is now 3.5 million to 4.5 million for the full year 2024, down slightly from 4 to 5 million previously. Before turning it over for questions, I would like to echo what Bill mentioned earlier, that we continue to control what we can and have set up our business to operate profitably with even lower sales. As we look ahead, we are excited about the future. When demand hopefully picks back up, we are in a great position to capitalize on it profitably. Thank you all for joining us this morning, and we're now happy to answer your questions. Operator, please open the line.

Thank you. At this time, if you would like to ask a question, please press star one on your telephone keypad. You may remove yourself from the queue by pressing star two. Once again, that is star one to ask a question, and we'll pause for just a moment to allow everyone an opportunity to signal. And we'll take our first question from Andrew Carter from Stifle.

Hey, thank you. Good morning. I wanted to ask about – you mentioned the demand trends in the quarter. I think you – or sorry, demand trends. I mean the revenue in the quarter. You mentioned May was the seventh highest month of sequential growth. I think that there's usually a seasonal build during the quarter. So could you talk about what underlying revenue did as you progressed through the quarter? And do you think the industry held steady or deteriorated during 2Q? Thanks. Thanks.

Thanks, Andrew. Appreciate the question. Yeah, specifically what I had said is that May was the seventh consecutive month of sequential growth going back to October, right? That did not continue in June, or I probably would have said June, right? So May was sort of the peak of that seven-month trend. I think that we saw some encouraging signs in the fact that Some of our durable products, you heard me mention Active Aqua, and you heard me mention Photobio, which of course is lighting, showed year-over-year growth. So the mix has changed a little bit. I think it's an encouraging sign for the industry when durable products are starting to do a little bit better than what it says is people are either replenishing or rebuilding or building new, right? So I think that's an overall positive, right? we were lapping some really strong international shipments on our consumable brands in June as we opened up pipeline into new countries last year. So year-on-year on consumables didn't look quite as good as we had hoped. But I think overall the demand signs are stable, let's call them, with a little bit of a mixed change toward durables, which is encouraging. And then we think that, you know, onward from here we're, We're maintaining the ability to make a little bit of money in some lower demand levels and then waiting for things to improve as descheduling happens and as new states begin to open up.

And then the second question I'd ask is like kind of thinking about where your mix is today from a geographical perspective. Mature states, licensed cannabis sales still under pressure, cannabis pricing metrics still under pressure. But how about kind of the new states as a percentage of your mix, New York, Obviously, Ohio just opened, Missouri. Have those kind of achieved any kind of critical mass that could be kind of growth next year, or is it still – your sales base is still dominated by the mature markets? Thanks.

Yeah, good question. They have started to achieve some level of critical mass. It's not enough to move the needle. We're still – I think the whole industry is kind of held back by the size and scale of California, Oklahoma, Michigan, a little bit of Colorado, Oregon, and Washington. But it has been very encouraging to seeing what places like Minnesota and Missouri and New York, the ones you mentioned. Virginia is doing pretty well. Ohio has stepped up. So they are starting to shift that kind of balance of consumption and balance of volume towards the Midwest and the East. But we've still got California that's under a lot of pressure until that one at least stops declining. we're going to not be able to get over the growth hump. But we are seeing that mixed shift. We are seeing that come toward the Midwest, the Mid-Atlantic, and so on. Of course, the other big one is what's going to happen in Florida. A lot of people are waiting to watch and see how the voting turns out in November. We think that one could have a huge impact on everybody's opportunity to grow. Thanks, Andrew.

Thanks. I'll pass it on.

Thanks, Andrew.

And we'll take our next question from Peter Grom, UBS.

Thanks, operator. Good morning, everyone. I wanted to follow up on Mr. Carter's question a little bit, just on the top line progression. I guess just in the context of the guidance, you know, it's still a decently wide range for the balance of the year, but you're kind of trending at the better half of that, you know, year to date. So can you maybe just talk through how we should be thinking about the puts and takes as to what will put you, you know, towards the better end versus maybe towards the lower end of that guidance range. And maybe any thoughts in terms of how you would be thinking about the phasing of that 3Q versus 4Q.

Thanks, Peter. And, you know, with our first half, it's sort of right at 13, and you got just above 13 in Q2 and right under 13 in Q1. Obviously, we are trending at the better end of our range. We talked about tightening it, but honestly, we felt like that With the uncertainties of things that go on in our industry in Q3 and Q4, we didn't want to get out ahead of ourselves. So we thought about, look, we are at the better end right now. We hope to stay there. But it's been a hard nut to call and a hard nut to find. And so we're encouraged by overall macro things that I mentioned in answering Andrew's call. But we still want to see further stabilization before we tighten any more or call the range any better. But we are glad to be at the better side of that range right now.

Okay. And then I guess if I were to just like, you know, thinking about it and just kind of getting back to stabilization, just going back to that point on the monthly sales trends, obviously June maybe wasn't that, as you mentioned, but not to call about, you know, not to talk about 2025 now, but because it's been, you know, you're still having a harder time, you know, figuring out where to be within the range of the back half of this year, but Yeah, I guess just, like, would you anticipate, like, just, I don't know, like, do you think we could see better stabilization just in terms of top-line growth? And so, you know, said another way, you know, the stabilization and top-line growth, will that allow some of the, you know, the cost savings and restructuring that you're doing to kind of allow some of the better profitability to flow through? So just trying to think about a bigger picture, how you think about maybe, you know, the puts and takes of 25, you know, at this point in time. Yeah.

It's something we've begun to talk about, but we're certainly not ready to call anything in 2025. But I think that the momentum is such that the shifting to the middle of the country states and the Northeast states, plus the potential for rescheduling, all those things should lead us to a growth year in 2025. Not really ready to put a number on that yet, but I think that we've certainly paid our dues longer than we thought we had to across the entire industry with a couple of years here of declines. So we should be ready to go. And I think now that our cost structure is as tight as it is, we will start seeing those much higher profitability numbers popping through with the control on costs, the restructuring done, the shutting of facilities, the selling of assets. All of that puts us in a great spot that when a little bit of growth does return, it's much more of what's going to stick to the bottom line as it flows through.

Great. And then maybe just one quick follow-up for John. You know, gross margin expansion is still expected for the year. Just any thoughts on phasing for gross margin? you know, as well as kind of adjusted EBITDA, just as we think about, you know, calibrating our models for 3Q and kind of 4Q.

Yeah, typically we see, as you know, Peter, a little bit stronger profitability in Q3 than we do in Q4, just because we typically see with the seasonality trends that exist in our business, particularly up in Canada and elsewhere, that, you know, sort of top line in Q4 is typically a wee bit more lower than it is in Q3, and sort of that effect has a little bit of an implication on our margin. But overall, as we said, you know, we're expecting stronger margin in the second half, and hopefully that gives you a little bit of insight on sort of the Q3, Q4 aspects of it.

Awesome. Thank you both. I'll pass it on.

Thanks, Peter.

And we'll take our next question from Jesse Redman, Water Tower Research.

Good morning, guys, and congratulations on the quarter. I had a question on Ohio. I know we saw a pretty strong production ramp heading into launching sales just a few days ago. Can you talk about how you may have benefited from that production ramp and how much of that you expect to persist, which I guess maybe speaks to a little bit about the consumables versus durables?

Yeah, thanks, Jesse. Ohio has been trending well as you get kind of these bursts of opportunities with new new things happening. That's been a strong state for us for a while. We've got good, good people on the ground there and good, good relationships with the key customers in that area. So that has been a good one, but there've been others. I mean, Missouri has been strong as well. You know, some of this stuff, finally, Virginia has come around after a couple of years to get it fully implemented. You know, a number of these states that have been slow to implement and slow to start, they have, they have happened. And without about 75, 78% of our, business now in consumables. Generally, a new state is going to benefit the durable side a little bit first, and in consumables, of course, you've got to build the facility before you can run it. And, you know, part of that is why that our durable business has done a bit better, driven by the innovational photo bios, the innovational phantom, and, of course, these new states are rolling out. You know, the challenge for all of us has been that the size and scale of the California, Michigan, and Oklahoma until the country kind of adjusts to absorb the new business in each of the newer states, which by definition are smaller until they scale up. Until that shift happens, we're not going to see, you know, an Ohio or any state really big enough to drive growth. But it is good to see that shift. It is good to see it spreading out a little bit and not being nearly as concentrated as it was a couple of years ago.

That's helpful. Thank you. And also, I was wondering if you had any, we talk a lot about what's going on in the cannabis space, obviously, because that drives most of the revenue, and there's a lot of exciting catalysts on the state and federal level, but also curious what's going on in the non-cannabis world, and maybe added the insights to kind of the foods, florals, lawn, and garden area of the business.

Yeah, that industry, while we've got a pretty good business in the lawn and garden side up in Canada, we've spent a good bit of time in the U.S. developing lawn and garden relationships. That business, I would call it, while cannabis has been declining, that's usually a pretty stable and slattish business. Lawn and garden can grow a couple of percentage points a year, and it has shown those kind of trends here over the last few quarters. So we're getting deeper into that. We are seeing that to be a much slower business to adopt change, and we've been working now for a better part of a year or more in getting into new stores and new areas. One of the things we've done is to We're selling kind of integrated planograms into some of these lawn and garden retailers, and that's had some nice traction working with, you know, good partners and some of the lawn and garden distributors that are working with us to help get volume, you know, out into these stores. And so those partnerships are developing, but it's a slower burn, and it takes a while to develop significant volume there. But we think that'll continue to help us a little more into 24 and on into 25. Okay.

And just to add on to that too, Jesse, you know, our peat business, which tends to skew much more food and floral than it does cannabis, has generally been very steady business for us. And we expect that to continue. And then as I think we've noted on prior calls from an international standpoint, which we sort of consider outside of the U.S. and Canada, we had very strong growth last year. Numbers are still small in absolute dollar terms, but very strong growth percentage terms last year. a little sort of flattish in the first half of this year, but with words we can see and expectations with a new distribution, some geographies, you know, we are expecting growth in the back half and that side of the business as well. So, you know, all of these things are sort of combining to, to help us diversify.

That's great. And I could just get one more quick one. And maybe, maybe for you, John, it looks like you're getting, making continued progress on the Costco cutting side. Any comments on where you are in that cycle and how much room there might be able to squeeze more out of SG&A or other areas?

Yeah, great question. I was, you know, looking at it this morning. If you look on a trailing 12-month basis, you know, as we ended this Q2 and compare that to a trailing 12-month basis Q2 one year ago, our adjusted gross profit margin is up 540 basis points year over year, so substantial improvements. And we've taken $17.1 million out of adjusted SG&A expense. So, you know, really big movements in connection with the restructuring and cost saving actions we've taken. You know, I think as we said before, and it's kind of alluded to in the response we gave to Peter's question, if we get any energy on the top line across the category, and continue to make progress on our own initiative to continue to drive more proprietary brands, in particular in some of our consumable products that are fairly profitable for us and higher margin. You know, we have the opportunity to see our adjusted gross profit margin expand into sort of a couple hundred basis points higher than where we've been here the last couple of quarters. And, you know, we're excited to see that prospect come to fruition.

Great. Thanks very much for the comments.

Thanks, Jesse.

And with no further questions in the queue, I will turn the program back over to your presenters for any additional or closing remarks.

Great. Thank you, operator and everyone. We appreciate your support of Hydrofarm and look forward to speaking with you soon. Take care.

And this concludes today's program. You may disconnect at this time.