MamaMancini's Holdings, Inc. (OTCQB:MMMB) Q1 2020 Earnings Conference Call June 14, 2019 9:00 AM ET
Greg Falesnik – Managing Director-MZ North America, Investor Relations
Carl Wolf – Chairman and Chief Executive Officer
Larry Morgenstein – Chief Financial Officer
Matt Brown – President and Chief Operating Officer
- Greg Falesnik - 投资者关系部MZ北美区董事总经理
- Carl Wolf - 董事长兼首席执行官
- Larry Morgenstein - 首席财务官
- Matt Brown - 总裁兼首席运营官
Howard Halpern – Taglich Brothers
- Howard Halpern - Taglich Brothers
Good afternoon, ladies and gentlemen. Thank you for standing by. Welcome to MamaMancini's Fiscal First Quarter 2020 Earnings Conference Call. During today's presentation, all parties will be in a listen-only mode. Following the presentation, the conference will be opened for questions. [Operator Instructions]
This conference is being recorded today, June 14, 2019 and the earnings press release accompanying this conference call was issued prior to the market opening today on June 14, 2019. On our call today is MamaMancini's Chairman and CEO, Carl Wolf; President and COO, Matthew Brown; CFO, Larry Morgenstein; and Greg Falesnik, Managing Director of MZ North America, MamaMancini's Investor Relations firm.
I would now like to turn the conference over to Greg to read a disclaimer about future-looking statements. Greg, please go ahead.
女士们，先生们，下午好。 谢谢你的支持。 欢迎来到MamaMancini的2020财年第一季度收益电话会议。 在今天的演讲中，所有各方都将处于只听模式。 演讲结束后，会议将开放提问。 [操作说明]
本次会议于2019年6月14日正在录制，此次电话会议的盈利新闻稿于2019年6月14日市场开幕前发布。今天我们的电话会议是MamaMancini的董事长兼首席执行官Carl Wolf; 总裁兼首席运营官马修布朗; 首席财务官，拉里摩根斯坦; 和MZ北美公司董事总经理Greg Falesnik，MamaMancini的投资者关系公司。
Thank you, operator. Before we get started, I'll read the disclaimer about forward-looking statements. This conference call may contain in addition to historical information forward-looking statements within the meaning of the federal securities laws regarding MamaMancini's forward-looking statements. They include but are not limited to statements that express the company's intentions, beliefs, expectations, strategies, predictions or any other statements related to its future earnings, activities, events or conditions.
These statements are based on current expectations, estimates and projections about the company's business base in part on assumptions made by management. These statements are not guarantees of future performance and involve risks, uncertainties and assumptions that are difficult to predict. Therefore, actual outcomes and results may and are likely to differ materially from what is expressed or forecasted in the forward-looking statements due to numerous factors discussed from time to time in this report and other documents which the company files with the U.S. Securities and Exchange Commission.
In addition, such statements could be affected by risks and uncertainties related to factors beyond the company's control. Matters that may cause actual results to differ materially from those in the forward-looking statements include among other factors, the loss of key management personnel, availability of capital and major litigation regarding the company. In addition, this conference call contains time sensitive information that reflects management's best analysis only as of the date and time of this conference call.
The company does not undertake any obligation to publicly update or revise any forward-looking statements to reflect future events, information, or circumstances that arrived after the date of this conference call. Further information concerning issues that could materially affect financial performance related to forward-looking statements contained in this presentation can be found in the company's periodic filings with the SEC.
At this time, I'd like to turn the call over to Carl Wolf, the company's Chairman and Chief Executive Officer. Carl, the floor is yours.
Thank you. Thank you Greg and thank you everyone for joining us today. I'd like to welcome everyone to our first quarter 2020 financial results conference call. The first quarter of fiscal 2020 was marked by continued strong sales into supermarkets and club stores nationwide while it's laying the groundwork for our launch into large and growing food service market later this year.
In fact, the food service market is just as big if not bigger than the retail food industry we currently serve, which nearly doubles our addressable market. As part of these efforts, we continue to strategically build our capabilities to serve as a strong growth in our market such as significant improvements we've made in our manufacturing capabilities, which provide us with the ability to more easily introduce new products.
These operational improvements are further being bolstered by renewed marketing campaigns and the launch of several new products, such as our recently unveiled pasta bowl offering at Stop N Shop stores. MamaMancini’s simple, nutritious and delicious Italian food products resonate well with the ethos of leading supermarkets globally, and as a result, we expect continued growth in our already impressive base of national and regional customers, which include giants like Walmart, Sam’s Club, Costco and BJ’s Club Stores, among others.
Supporting our strategic initiatives is a strengthened balance sheet, which includes a $3.5 million working capital line and a $2.5 million five-year note at friendly terms with M&T Bank. As we look towards the second quarter of 2020 and beyond, we are expecting significant revenue growth via the introduction of new products and customers, while also using our cash flow from operations to reduce our senior debt. Ultimately, we strongly believe that the steps we have taken should provide us with strong sales growth in the second quarter of 2020, while also positioning us for significant shareholder value creation over the long-term. Well, I am proud of what our team has already executed upon this year and the stage is set for significant growth in several segments.
Now before going further, I like to turn the call over to Larry Morgenstein, our Chief Financial Officer, to walk through some key financial details from the first quarter of fiscal 2020.
通过重新开展营销活动和推出几款新产品，例如我们最近在Stop N Shop商店推出的意大利面碗，推动了这些运营改进。 MamaMancini的简单，营养和美味的意大利食品与全球领先超市的精神相呼应，因此，我们预计我们已经令人印象深刻的国内和区域客户群体将继续增长，其中包括沃尔玛，山姆俱乐部，好市多和BJ的俱乐部商店等。
Thank you, Carl. Revenue for the first quarter of fiscal 2020, totaled $7.4 million compared to $7.7 million in the same year ago quarter. The revenue decline was largely precipitated by the recognition of approximately $2.1 million of revenue as a result of a one-time major merchandising event, our largest customer, and one additional shipping week in the first quarter of fiscal 2019, which did not recur in the first quarter of fiscal 2020. Excluding these non-recurring events, period over period sales would have increased approximately 30% in the first quarter of fiscal 2020.
Gross profit totaled $2.4 million in the first quarter of fiscal 2020 as compared to $2.8 million in the same quarter a year-ago. Gross profit as a percentage of revenue in the first quarter of fiscal 2020 totaled 32.2%, as compared to 36.5% in the same year-ago quarter. As we grow our sales, gross margins are expected to increase as a result of newly implemented and planned manufacturing plant efficiencies. Operating expenses totaled $1.9 million in the first quarter of fiscal 2020 as compared to $2.3 million in the same year-ago quarter. Operating expenses decreased primarily due to higher depreciation expenses last year, as well as higher consumer demonstration expenses related to one-time major sales events last year.
Net income for the first quarter of fiscal 2020 totaled $0.4 million, as compared to $0.3 million in the same quarter a year-ago. The increase in net income was primarily due to a result of lower interest and amortization of debt discount expenses. Cash and cash equivalents totaled $0.7 million as of April 30, 2019, as compared to $0.6 million as of January 31, 2019. During the first quarter of 2020, we repaid $325,000 of our senior debt, while also already paying down $240,000 in the fiscal second quarter of 2020. The new financing we secured, which includes a $3.5 million working capital line and $2.5 million five-year note are at friendly terms has supported our strategic initiatives which we believe will pay dividends as we move throughout the year, starting with strong sales growth in the second quarter of fiscal 2020. In addition, we continually closely monitor our spending and implemented tight fiscal expense controls.
Cash flow from operations for the first quarter of 2020 increased significantly to $0.7 million, compared to $0.1 million in the same year-ago quarter.
Finally, before wrapping up the financial section I want to touch based on our payables which stood at 3.7 days outstanding on a consolidated basis in April 30, 2019 this compares to 33.6 days outstanding of January 31, 2019 and 32.4 days outstanding at April 30, 2018. We expect the payables outstanding to continue improving throughout fiscal year 2020 as we continue to extract better pricing in terms for our vendors.
That completes my comments. Let me turn over the call to Matt Brown, our President and Chief Operating Officer. Matt?
谢谢你，卡尔。 2020财年第一季度的收入总计740万美元，而去年同期为770万美元。收入下降的主要原因是，由于一次性主要商品活动（我们最大的客户）以及2019财年第一季度的一个额外运输周，收入约为210万美元。 2020财年第一季度。除了这些非经常性事件，2020财年第一季度的期间销售额将增加约30％。
2020财年第一季度的毛利润总额为240万美元，而去年同期为280万美元。 2020财年第一季度毛利润占收入的比例为32.2％，而去年同期为36.5％。随着我们的销售增长，由于新实施和计划的制造工厂效率，预计毛利率将增加。 2020财年第一季度的运营支出总额为190万美元，而去年同期为230万美元。营业费用减少的主要原因是去年折旧费用增加，以及去年一次性主要销售活动相关的消费者示范费用增加。
Thanks Larry. A quick reminder for those who had not heard me talk about it over the past year, but for the last several quarters we have remained focused on plant expansion and efficiencies. With the necessary pieces in place we are now turning our focus for the remainder of fiscal 2020 towards expanding sales both in existing and new market segments. As we look towards the next quarter, we will expect to begin to see some of this sales growth unfold and we're very proud of the team for all the hard work to date.
Some of the things we focused on expanding are product offerings, upgrading our equipment and manufacturing capabilities and moving into new markets. On the product front, we initiated first production of several new products in Q1 such as the aforementioned pasta bowls by Carl for both retail and food service markets. Pasta bowls consist of spaghetti and meatballs, chicken parmesan over penne pasta, chicken alfredo over a fettuccine pasta, and a sausage pepper and onions also over a penne pasta. We have received encouraging feedback from a major restaurant chain for these pasta bowls and believe that these products will see wide adoption over time.
We also continue to expand our customer footprint. To that end in the first quarter of 2020 we commenced initial shipments of nine new products to newly acquired customers including Walmart, BJ’s Club Stores and Ahold, which we also know as Stop & Shop among other household names. As previously noted, we recently upgraded our equipment and expanded our production capabilities in a meaningful way all in an effort to increase our capacity while at the same time make us more efficient in production. This not only provides us with the ability to grow existing sales, but also move into other markets such as the large and growing food service market, which does present an incredible opportunity for MamaMancini's. I'll speak more on that food service market in the moment.
We are also proud to have finalized construction on our newly completed in house state-of-the-art laboratory, we intend to move all of our outside lab testing to this facility over time. Currently, we have moved all of the micro testing in house to this lab and continue to work towards the ability to run our nutritional analyses as well, which should save us somewhere in the range of 800 per analysis so over the course of the year that can be a substantial amount of savings. So in a nutshell our new production and lab efficiencies are expected to improve our margin profile while helping us to control quality and more rapidly expand.
Finally, as noted earlier, the food service market does present a significant opportunity for our company and one that we are aggressively pursuing. To that end in April, we hired Allan Sabatier, as our Vice President of Business Development to lead these efforts. The food service channel has the potential of being larger than the grocery store channel in which we currently compete and could more than double our addressable market. Allan brings a wealth of perishable foods industry experience to MamaMancini's, as a previous senior executive in sales and marketing for major food companies including Dole, Del Monte, Ready Pac Foods and ConAgra.
我们还将继续扩大客户范围。为此，在2020年第一季度，我们开始向新收购的客户首次出货9种新产品，包括沃尔玛，BJ's Club Stores和Ahold，我们也称其为Stop＆Shop和其他家喻户晓的名字。如前所述，我们最近对设备进行了升级，并以有意义的方式扩展了我们的生产能力，以便在提高产能的同时提高生产效率。这不仅为我们提供了增加现有销售的能力，而且还进入了其他市场，如大型和不断增长的食品服务市场，这为MamaMancini带来了难以置信的机会。我现在将在食品服务市场上发表更多话题。
最后，如前所述，食品服务市场确实为我们公司和我们积极追求的公司提供了重要机遇。为此，我们在4月份聘请了Allan Sabatier作为我们的业务发展副总裁来领导这些工作。食品服务渠道有可能比我们目前竞争的杂货店渠道更大，并且可以使我们的可寻址市场增加一倍以上。 Allan为MamaMancini带来了丰富的易腐食品行业经验，曾担任Dole，Del Monte，Ready Pac Foods和ConAgra等主要食品公司的销售和营销高级主管。
Allan will focus on developing business opportunities with food service distributors, chain restaurants, convenience stores, health and elder care institutions, colleges and universities, corporate commissaries and kitchens, casinos and export distributors worldwide. Collectively with our manufacturing expansion complete and new products hitting the shelves, we now have the capacity and breadth of products to efficiently compete in this segment and aggregate additional market share.
At this point, I will turn the call back over to Carl for some discussions on our marketing initiatives before wrapping up the call for some questions and answers. Carl?
Thank you. Thank you, Larry and Matt. As I noted in my opening remarks, we really laid the groundwork for a strong remainder fiscal 2020. As we gear up for growth, we've continued to implement a comprehensive marketing strategy, which we're very pleased with today. Among these initiatives are running up to 1,000 MamaMancini commercials in the first quarter, which were run through Easter and Passover holidays with SiriusXM. Commercials will run on such channels as Fox News; MSNBC; CNN: Headline News; the Howard Stern Channel; ESPN and up to 10 other channels. Sirius has a reach of 60 million, of course, in the U.S. and Canada as well.
We will continue to run similar campaigns in five more holiday periods including the past Memorial Day weekend throughout the year. These include 4 of July, Labor Day, Thanksgiving, and the holiday period. We also continue in aggressive MamaMancini’s social media program on Facebook and Instagram.
So I am pleased to announce that we have close to 300,000 followers and our individual posts have got up to one million views. We can geo-target consumers or retailers within a five mile radius to help generate traffic for new items, promotions or special events. Another avenue we have aggressively pursued is direct to consumer marketing, such as the work we are doing regularly with QVC, the world's largest in this category. Dan Mancini, Co-Founder has promoted our natural authentic products up to six times per month and many of them have resulted in selling out in the past 18 months. As an example, our first time offering pasta sauces in jars in May. QVC is seen in 100 million homes across the country. We have set the stage for an incredible fiscal 2020 and look forward to continue operational execution and shareholder value creation over the long-term.
Now before wrapping the call up, I wanted to take this opportunity to invite any and all investors to a luncheon with tastings of our products on June 26, 2019 from 11:45 a.m. to 12:00 p.m. Eastern Time. The luncheon will be held at our corporate offices, located at 355 Meadowlands Parkway, East Rutherford, New Jersey, 07073. If you are interested in attending, please be sure to register by June 24, 2019, you can do so by e-mailing our Investor Relations firm, MZ Group at the following, MMMB@mzgroup.us.
With that, I'll turn it over to the operator. Operator?
谢谢。谢谢你，拉里和马特。正如我在开场白中所指出的那样，我们确实为2020财年的强势剩余奠定了基础。随着我们为增长做好准备，我们继续实施全面的营销战略，我们今天对此感到非常满意。在这些举措中，第一季度共播放了1,000个MamaMancini广告，这些广告在SiriusXM的复活节和逾越节假期中进行。商业广告将在福克斯新闻等频道播出; MSNBC; CNN：头条新闻;霍华德斯特恩海峡; ESPN和其他10个频道。当然，天狼星在美国和加拿大也有6000万。
所以我很高兴地宣布，我们有近300,000名粉丝，我们的个人帖子最多可以获得100万次观看。我们可以在五英里范围内对消费者或零售商进行地理定位，以帮助为新物品，促销或特殊活动产生流量。我们积极追求的另一条途径是直接面向消费者营销，例如我们定期与QVC合作，这是全球同类产品中最大的。联合创始人丹曼奇尼（Dan Mancini）每月最多推广我们的天然正宗产品六次，其中许多产品在过去18个月内销售一空。例如，我们第一次在5月份在罐子里提供意大利面酱。 QVC在全国有1亿家庭中出现。我们为2020财年创造了令人难以置信的财富，并期待在长期内继续实施运营和股东价值。
现在，在召开电话会议之前，我想借此机会邀请任何和所有投资者参加2019年6月26日上午11:45至中午12:00举行的产品品尝午餐会。东部时间。午餐会将在我们的公司办公室举行，地址为355 Meadowlands Parkway，East Rutherford，New Jersey，07073。如果您有兴趣参加，请务必在2019年6月24日前注册，您可以通过电子邮件进行注册我们的投资者关系公司，MZ集团，如下，MMMB @ mzgroup.us。
Thank you. We will now begin the question-and-answer session. [Operator Instructions] The first question today comes from Howard Halpern with Taglich Brothers. Please go ahead.
谢谢。 我们现在开始问答环节。 [操作员说明]今天的第一个问题来自Howard Halpern和Taglich Brothers。 请继续。
Congratulations. Great start to the year, Carl.
In terms of – you’re talking about significant growth in the second quarter year-over-year, we also see sequential growth from the first quarter $7.4 million?
就 - 你说的是第二季度同比大幅增长，我们也看到第一季度连续增长740万美元？
Yes. Well, we're only six months into the second quarter, but on a very preliminary basis, it looks like we'll see sequential growth in the second quarter over the first.
Okay. And now as you started to basically lay the groundwork for the food service market, what are some of the – I guess, early or initial segments that you're targeting that will bear fruit, I guess, first, is it distributors? Is it a college market? Can you talk a little bit about the sequence of events, I guess that you hope to achieve in the food service market?
好的。 现在，当你开始基本上为食品服务市场奠定基础时，我认为，我认为，早期或初始细分市场将会取得成果，我认为，首先，它是经销商吗？ 这是一个大学市场吗？ 你能谈谈一系列事件，我想你希望在食品服务市场上取得成功吗？
Basically what you do is you set up a sales network first, an organization to sell to that market, then within each geographic area or national sales representatives. And then look at each of those various segments. So let's say you appoint a sales network in the New York metropolitan area or the Northeast, they'll look at all of those sub-segments. We are putting a special attention on convenience stores and we'll be at a major industry event in October on a convenience store show and we'll be participating in that show.
So for now our opportunities are open and we are in the process of more than exploring them. However, it does take a considerable amount of time and our projections do not show substantial increase sale in our projections for the year until this fall. And then even then, it will take a good year to really ramp this up.
However, as in many other sales situations, sometimes you just happen to have an event that folds out of the sky as you're making a presentation by saying, this is exactly what I need, ship next week. So you can't count on those. But anyway, we're being very conservative in our projections.
Okay. And with new products are you still – are you working on additional new products to continually evolve your portfolio?
好的。 您还在使用新产品 - 您是否正在开发其他新产品以不断改进您的产品组合？
We're working on plant products for – plant-based products in meatballs and Italian meatloaf and other areas which we hope to develop in the near future.
我们正在研究植物产品 - 肉丸和意大利肉饼的植物产品以及我们希望在不久的将来发展的其他领域。
Okay. One, I guess financial question in there in the gross margin, while the cost of sales segment, what is approximately the level of depreciation that is occurring because of all the plant improvements that were made?
We have about $180,000 a quarter in depreciation right now. Okay. And in prior years, it was classified at – most of it was classified as an operating expense, right. And starting in the third quarter of last year, we classify that as a cost of goods. So if you were to compare operating expenses and gross profit, you had a change of about $150,000 from last year.
我们现在每季度折旧约180,000美元。 好的。 在过去几年中，它被归类为 - 大部分被归类为经营费用，对。 从去年第三季度开始，我们将其归类为商品成本。 因此，如果您要比较营业费用和毛利，那么您从去年开始的变化约为150,000美元。
Well, keep up the great work and I look forward to future reports.
This concludes our question-and-answer session. I would now like to turn the conference back over to Carl Wolf for any closing remarks.
这就是我们的问答环节。 我现在想把会议转回给Carl Wolf，以便发表任何结束语。
I just would like to mention that our sales with our largest customers have increased year-over-year about over 20%, excluding the one-time merchandising events of last year. So our core business appears to be very strong. And with that, I'd like to thank everyone for coming and I'm looking forward to update you on our next quarter.
我只想提一下，我们与最大客户的销售额同比增长超过20％，不包括去年的一次性商品推广活动。 所以我们的核心业务看起来非常强大。 有了这个，我要感谢大家的到来，我期待着在下个季度为您提供最新信息。
This conference has now concluded. Thank you for attending today's presentation. You may now disconnect.
这次会议现已结束。 感谢您参加今天的演讲。 您现在可以断开连接。
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