Andrew Peller Limited

Good morning, my name is Eric and I will be a conference operator today. At this time, I would like to welcome everyone to the Andrew Peller Limited fourth quarter and year end results conference call. All lines have been placed on mute to prevent any background noise. After the speaker's remarks, there will be a question and answer session. If you would like to ask a question during this time, simply press star, then the number one on your telephone keypad. If you would like to withdraw your question, please press star, then the number two. I will now turn the call over to David Mills. Please go ahead, Mr. Mills.

Thank you and good morning, everyone. Before we begin, this is a reminder that during this conference call, management may make statements containing forward-looking information. This forward-looking information is based on a number of assumptions and is subject to a number of unknown and unknown risks and uncertainties that could cause actual results to differ materially from those disclosed or implied. Please refer to our earnings release, MD&A, and other securities filings for additional information about these assumptions, risks, and uncertainties. And I'll turn things over to Mr. John Peller, Chief Executive Officer.

Thank you, David, and good morning, everyone. Great to be with you. And obviously, we've released our results last evening, and I'm looking forward to discussing with you all the things that are going on in our company. I think I'd like to start by just, you know, reviewing with you what I've always presented to you kind of as the three kind of phases of COVID that we've gone through in the first year fiscal 21. You know, we were actually incredibly surprised that despite all the business closures, we actually accelerated revenue and earnings in that first year. And in the second year, As the second wave came through and with the impact of significant estate winery and retail or restaurant closures, we had a significant 5%, 6% revenue drop and the beginning of cost increases that had our revenue come down, as I said, and our EBITDA fell to 39 million in that year, but largely as a result of revenue reduction. In this last year that we've just completed, our revenue has returned back up to its normal level. We had a good revenue performance of 2.5% increase, and our EBITDA has stayed flat. And while that may be modest in terms of its appearance, from a managerial perspective, it was a very significant achievement, and that's what I'm going to explain to you now. Without a doubt, the most difficult part of those three years has been this last year where we had total disruption in our supply chain. You know, the whole issue of inflation and supply chain disruption was very different depending what industry that you were in. But for us, you know, we're a global supply chain of import wine, glass, and packaging components. We definitely took the teeth of that disruption. And I'd like to explain from just a wine liquid perspective, the cost that we were purchasing the wine around the world was up in double digits. But it was the least impactful. Our freight costs in one year went up over 200% from $10 million last year. Our glass and packaging components went up $20 million, which is a 50% increase. And that's compared to no year in the last 20 years do we ever recall any of those costs going up 5%. So you can see that they were extraordinary increases. You know, due to the incredible hard work and effort of our management team, we were able to offset over 50% of that impact with pricing, sales of more premium-priced products, and cost-saving projects so that we were successful. And I know we were successful because I have a very close network with the people we compete with in our industry here in Canada and in California, and all of those other companies that I have spoken with have said they have fared much worse than us. And what all this means is, as we look ahead, is already all those costs are coming down. And they are coming down at a very good pace, although there is some stickiness in a few areas. What I have to do, you know, today in terms of managing your expectations is help you understand that all those high costs that we have had impacted us last year are now in our inventory. And they will come out of our inventory at their high cost over the next six to nine months. And already we are purchasing at lower cost levels so that we have a high, high level of confidence that those margins are coming down and that we would expect to get to our, what we would call more normal margins within two years. As I said, I'm proud of the achievement of our team. In addition to those efforts, and they are our most significant managerial focus, is cost reduction. We've had other profit improvement initiatives. Our overhead in SG&A has come down over $5 million, which you would have seen in the one-time write-off of $2.8 million in the fourth quarter. And we have cost-saving projects going in every aspect of our business from IT, hospitality, marketing, and sales. So the team remains focused and committed to further cost reductions. You know, looking at our sales numbers, last year's effort of plus 2.5% was a solid performance. We would have been up as much as 4% last year, but we were supply constrained in the first two quarters. And already in our first quarter of this year with only two weeks left, we anticipate our revenue will be up 3%, which if you compare it to the base of last year would be plus five because this year we are now paying excise tax, whereas in the year prior we weren't. So it's a very good performance. My comments on sales in the market today is that certainly we're seeing the impact of inflation on consumers. You know, as they struggle to meet their grocery bills, certainly all the sales of hard goods in the consumer markets are down considerably. Our sales remain solid. And having said that, there's a clear preference for value price markets or products, value price products in the retail store system so that's the lcbo's our wine shop stores independent retail stores across the country and and at restaurants as well so value price products are performing more strongly premium are a little soft although our premium products are selling well in our state wineries in the destination tourism areas you know as part of our company's strength in those value products $9 to $12 price, 750 bottles. You know, our Peller Family Series brand is a market leader. But this year we've also launched imported products in that segment from Chile and Argentina. We have a brand called Vivo that's been in the market two years. It's performing extremely well. We've launched an Australian product called Natural Selection and a California product called Neon Coast Oil. also doing extremely well. We have a new product that we launched called Honest Lot, which is zero grams sugar, and we're very, very pleased with its launch, and it's growing very nicely. Additionally, we launched the line extension Ice Storm Vodka to our Gretzky Spirit line. It's had a very, very successful first year in the market, and our No Boats Cider, which is a premium line, position CIDR is performing very well. On the whole, we're very happy with our marketing and sales performance, and we're looking forward to the rest of the year. Another key initiative, though, I want to draw to your attention, which we announced, was our asset-backed loan facility. This was part of an initiative that when I went to talk to my friends and competitors in California, it was made clear to me that everybody in the California wine industry has an asset-backed loan facility as opposed to a term loan that has a EBITDA covenant because it recognizes all the asset values that are a critical component to the wine business model. So, you know, when you look at our current share price now, we're trading below our net book value. And if you now adjust for the valuation the banks have put on our assets, that share price is less than double the value of those fixed assets are more than double the price of the current share price. And that does not include any value for our brands, which are by far our most valuable assets. anxious to highlight our asset-backed loan facility. First of all, we get an immediate cash savings of $5 to $6 million annually because of our lower interest rates. And secondly, demonstrates the strength and sustainability of our balance sheet, which also is critical to our being able to grow through mergers and acquisitions going forward. As part of our cash management, we've also managed our CapEx down and to conserve cash in the short term as we watch ourselves emerge from this recessionary economy. The last item I want to highlight is just our Port Moody property in British Columbia. As many of you know, we're in the process of monetizing the value of a non-core asset. Indeed, we're in the final stages of crystallizing our entitlements. We have a date of either June the 27th or July the 11th. We've filed for our development permit. All the filings, and they are considerable for a development permit, all those filings are now complete. And the city's indicated that they're pleased with what we put forward. This will allow us to receive our fourth bylaw approval on either of those two dates, and it will crystallize the entitlements and the significant increase in value of that property from its pre-zoned value. As I've said in past calls, we realize that we are not a developer, and our goal is to maximize the value, monetize the value of the property, and pay down debt. Vancouver market for condos and rental apartments is the strongest in the country. It is grossly underserved in terms of a demand perspective. You may have read in the Globe a week or two ago that the Premier is so concerned about the lack of supply for condos and rental apartments that they shamed several communities and at the top of the list was Port Moody for under delivering to their commitments. I think that will bode very positively for us going forward and the potential for increased entitlements. The interest rates are very high, as you know, for people buying houses and condos. So in the short term, the market is a little soft, but the long term, i.e. more than one year demand looks very, very strong. There's also inflation in construction costs in that market they've more than doubled and while they anticipated them to have come down by now in fact they've ticked up a little which is to say that there is some short-term you know noise in this market but the medium to long-term market for our property and its amenities is very very strong so with that operator i'm uh prepared to pass over to you paul for some comments on the financial statements

Thanks, John. I'm happy to be here with everyone today. Turning to our results, sales in the fourth quarter of fiscal 2023 decreased 1.1 million or 1.4% to 77.7 million. This decrease was driven by a 1.4 million revenue impact related to the repeal of the federal excise exemption. Excluding this impact, sales for the fourth quarter would have been up slightly to the prior year. The new wine sector support program, which was introduced in fiscal 2023, as the excise exemption ended is accounted for as a reduction of cost of goods sold and does not flow through sales. For the full year fiscal 2023, sales increased 8.2 million or 2.2% to 382.1 million. As noted previously, sales was reduced by 1.4 million due to the repeal of the excise exemption program. The increases in sales for the year were driven by growth across the majority of our trade channels, including restaurant, hospitality, retail, export, and our estate wineries. A number of positive factors supported this growth, including price increases implemented throughout the fiscal period to help offset ongoing inflation and supply chain pressures, and increased sales of our premium higher margin VQA products through our Ontario retail network, at our estate wineries, and through our direct-to-consumer wine clubs. Growth in our key trade channels was partially offset by the underperformance of our personal winemaking business which is experiencing softer post-pandemic demand and distribution. As John mentioned, sales growth in fiscal 2023 was impacted by ongoing supply chain issues throughout the majority of the year. While our supply chain has largely normalized now, we continue to closely manage the timely delivery of wines from international producers and the sourcing of glass bottles and other input components from our suppliers. To help us meet demand in fiscal 2023, We had to source liquid and other components from domestic and international suppliers at higher costs. Moving to margins, margin in the fourth quarter of fiscal 2023 landed at 22.1 million, down 1.0 million or 4.2% to the prior year. For the full year, margin landed at 141.9 million, up 2.9 million or 2.1% to the prior year. Margin as a percentage of sales for the full year of fiscal 2023 was 37.1%, relatively consistent with the prior year of 37.2%. Margin in the quarter and year to date was supported by the company's recognition and accounting of the wine sector support program benefit as described in our financial statements and MD&A. Margin in the fourth quarter and for the full year fiscal 2023 period was affected by higher than normal costs of raw materials, particularly glass bottles and packaging, with international freight, shipping charges, and fuel surcharges remaining well above historical levels for the majority of the year. Additionally, sourcing certain inputs from alternative suppliers has increased our production costs. In response to these margin pressures, as John mentioned, the company has implemented price increases throughout fiscal 2023 and is focusing on increasing sales of higher margin products. In addition, the company is executing numerous production efficiency and savings programs aimed at enhancing operating margins including rationalizing stock stock keeping units evaluating alternative sourcing of imported wine and glass bottles and optimizing our logistics and freight as john mentioned in his remarks we are confident that our cost savings initiatives will drive further recovery of our margin in fiscal 2024 with full recovery back to normal levels in the next few years as it will take time for cost reductions to work their way through our systems Sales and admin expenses landed at 23.3 million for the quarter, up 0.4 million or 1.6% to the prior year, and at 103.9 million, up 4.1 million or 3.9% to the prior year for the 12 months ended March 31st. As a percentage of sales, expenses were 27.2% in fiscal 2023, marginally from 26.7% in the prior year. Sales and admin expenses have increased this year as the Ontario minimum wage increase took effect, as we return to full operations at our estates post-pandemic. EBITDA landed at negative 1.2 million and positive 38 million for the three and 12 months ended March 31st, compared to negative 0.6 million and positive 39.2 million respectively last year. Interest expense was higher for the year due to increased debt levels and higher interest rates. I will have more to say about this in the balance sheet section when I discuss our new credit facility. We also incurred $2.8 million in one-time costs related to overhead cost restructuring initiatives completed in the fourth quarter. We will realize the savings from this restructuring in fiscal 2024 and going forward. As a result of the inflationary impact on margins, increased interest expense, and the one-time restructuring costs in the fourth quarter, we incurred a net loss of $3.4 million or $0.08 per Class A share for the year. This compares to earnings of $12.5 million or $0.29 per Class A share in fiscal 2022. It should be noted that in fiscal 2022 second quarter, we did recognize a realized gain of $7.5 million or $0.21 per share on the sale of Port Coquitlam BC property and assets. Turning to our balance sheet, total debt increased to $208 million from $192.1 million at the end of fiscal 2022. At March 31, 2023, we had capacity on our revolving credit facility of approximately $141.9 million, with shareholders' equity standing at $5 per Class A share. Subsequent to year end, on June 13, we announced the company had entered into a $275 million asset-backed lending credit facility, effective June 13, 2023, maturing on June 13, 2027. The credit facility replaces the company's existing credit facility, entered into on December 8, 2020, and will result in significant interest savings for the company. At comparative debt levels using interest rates today on an annualized basis, we anticipate $5 to $6 million in interest savings under the new facility. These savings estimates are subject to change based on debt levels and interest rate movement, and are reflective of the annual savings as of today, not what would be accounted for in the financial statements. Thank you for your time this morning, and I'll now pass it back to John.

Thank you very much, Paul. In summary, we're aware that there's considerable instability in the economy these days that's going to continue for a year or so, but notwithstanding that, the overall sales of our company's products remains strong. As many years, I've highlighted to you all that If you go back in the last 25 years to the fourth recessions we've gone through, we've always emerged from every recession a stronger, more capable company, and that will be the case again this time around. Our costs, as we've explained, though they were high in our inventory valuations, may come out over the next six to nine months, and we're confident we'll return to normal margins within the next two years. As we see the recession kind of pass going forward, we're going to be in a very strong position from a mergers and acquisition point to participate in many opportunities that are out there. I want to just do, on a final note, kind of draw your attention that the Niagara region will be issuing an economic development report in the next two weeks that was produced by Deloitte. It required the participation of all the economic stakeholders of the Niagara region, certainly including growers and wineries, but also all the hotel hospitality and tourism providers, all the cultural industries of the region. It included all the housing developers. All 16 mayors of the Niagara region participated with their economic development people along with the universities and colleges and the transportation infrastructure providers to the region. In other words, it was every stakeholder in the economy of the Niagara region. The report will highlight the fact that there is an incredible opportunity for economic growth in the Niagara region. And the opportunity is in all those aspects of the economy that I just reviewed, but it identifies the role the wine industry plays as a catalyst for this economic growth. We hosted an event at the Gretzky Estate Facility. It was attended broadly by 90 stakeholders of the region. It included senior people from government. And everybody is excited with the opportunities to grow. You know, when we look at British Columbia with a population of 4.5 million. It supports two international travel destinations, Whistler and Kelowna. In fact, Kelowna is the fastest growing city in Canada these days. Its hospitality and tourism business is strong. There's been multiple billion dollars of investment into that industry over the last five years. Notwithstanding the fact that the Okanagan Valley is about a four-hour drive from Vancouver and a 68-hour drive from Edmonton and Calgary. You know, looking at Ontario and the Niagara region, we have a 16 million population that's about to grow to 20 over the next decade or so within an hour, two-hour drive of our wine region. And when you extend that into the U.S., the population goes up to 30, 40 million within a short drive. The government has recognized now that as a province, we've grossly underdeveloped our hospitality and tourism industries, and they're working to see how they can help support capital investment and growth in our region, along with the housing developers, the Beamsville, Vineland, Pelham and St. David's Niagara-on-the-Lake. These are all very compelling communities that people want to live in, largely because of their proximity to the Hawaiian region. So we're excited about that. You'll see this economic report be published shortly, and I think it augurs very, very well for our industry in the region. With that, operator, I'm prepared to pull for questions.

Thank you. Ladies and gentlemen, we will now begin the question and answer session. Should you have a question, please press the star followed by the one on your touchtone phone. You will hear a three-tone prompt acknowledging your request. Questions will be taken in the order received. Should you wish to withdraw your question, please press star followed by the two. If you're using a speakerphone, please lift the handset before pressing any keys. One moment please for your first question. Your first question comes from Nick Corcoran from Acumen Capital. Please go ahead.

Good morning. I have a few questions for me. The first is, how are your brands performing relative to the industry?

I'm sorry, Nick, could you repeat that?

Yeah, how are your brands performing relative to the industry?

Yes, we've had a strong year for brand performance. We've gained share. you know, in the wine industry in every region. I think we were a little short in BC on the VQA side because of a short crop from the year earlier. But nationally, our market share and brand performance has been very, very strong and positive.

Great. And then you mentioned the restructuring costs of $2.8 million in the fourth quarter. What do you expect the annual savings from that to be?

I mean, I'll let Paul add on to it, but that was part of a $5 million cost savings initiative. And the $2.8 million restructuring costs associated with that, that program is continuing going forward. That was its first initiative. And we have you know, facilitated projects in every segment and function of our business now to increase our savings going forward.

Do you want to add to that, Colin?

No, I think you captured it, John. I think that, you know, that was a one-time expense in Q4. and a more significant expense to incur that restructuring. And I think John highlighted the savings, but there are broader savings initiatives across the organization just to ensure that we're maintaining kind of smart spend within the business as we fight back against these inflationary pressures.

And with the first quarter almost done, how is traffic and bookings being kind of with this fiscal year to date?

You know, I would say, you know, what we're seeing that's somewhat of a change is a much stronger performance at retail. And as I said, the performance is even most strong in value products. The estate wineries are very, very busy as well. And having said that, you know, they've grown in each of the last years plus 25%, plus 30%, which is like growth far, far beyond anything we've ever contemplated. It reflected the fact that people were anxious to get out, tour, and travel, and they didn't necessarily want to travel beyond the Canadian borders. So, I mean... This is like way beyond where we were revenue levels beyond where we were in 20 and 21, where we're at right now. There's a little bit of softness, you know, in the 5% range first month that we think, you know, reflects that, um, you know, people are still being cautious with their spending, you know, a bit, but overall, you know, the retail performance restaurant performance, our export businesses up nicely. Our kit business has stabilized, showing potential to grow this year. So we really have good performance in all our trade channels.

And have you seen a recovery in the export business, particularly the duty-free?

What I would say there is that we've recovered significantly. in and around, say, the 60% level of those sales, 60 to 70. Interestingly, a lot of our recovery is coming from other products other than ice wine and travel duty. And on airlines as well, we've done well. The component that is missing is Chinese destination travelers. There are a lot of consumer discretionary and retailers hoping that the Chinese travelers will return. I would say that from what their normal level was two or three years ago, they're traveling in at about 10% to 15% of what they used to travel. So the good story is that we've done much better building new business in travel, retail, and export. And we expect that Chinese travel business to come back. We've actually opened up an e-commerce trade channel In China, that's doing very well as a business startup so that our performance has been good and should get much better as the travel patterns come back to normal.

Good. And then you mentioned that revenues expect to be up about 3% in the first quarter. Can you give any indication what you're targeting for the full year?

You know, at this point in time, We obviously do have a budgeted plan, you know, to come in in the 2% to 3% level. And, you know, we're kind of used to having significant fluctuations throughout the last three years. It feels to me like things are coming, you know, back at a more normal kind of shopping basis as well. People are aware that the economy is, as I said, unstable at this point in time, but our segment is performing very well, so we're optimistic we'll hit those targets.

Good. And then one last question from me. With the fourth reading of the bylaws for Port Moody, have you had any more advanced conversations to monetize on that front?

I mean, we're speaking, obviously, to people in the market. Our project represents a very, very large-scale project, so there's only a handful of developers doing it, and we're having good discussions with many of them. We're focused on getting our fourth bylaw reading. Like everybody else, we're watching interest rates and costs in the marketplace, but we're in a very strong position to monetize that asset going forward, and we'll do it

appropriately and and carefully that's all great thanks thanks for taking my questions thanks nick thank you ladies and gentlemen as a reminder should you have a question please press the star followed by the one at this time there are no further questions please proceed with your closing remarks

Thank you very much everyone for joining us today. As always, I encourage you to call us if you have any other questions or things you'd like to discuss with us. We're out in the market a fair amount in the next four to six weeks with talking with shareholders and investors. So if you're interested in booking something with us, please give us a call. We're pleased to inform you that we will have an AGM in the fall that will be back in the market. It won't be a virtual AGM. We'll be inviting people to come and join us, and we'll keep you posted on that as well. And we look forward to connecting with all of you soon. So thanks for your support and attention, and have a pleasant day.

Thank you.

This does conclude your conference for today. You may now disconnect your lines. Thank you.