Conference Transcript - EDBL 2025-11-14

Operator

Good morning and welcome to the Edible Garden Incorporated 2025 third quarter business update conference call. At this time, all participants are in a listen-only mode and the floor will be open for questions following the presentation. If anyone should require operator assistance during the conference, please press star zero on your phone keypad. Please note this conference is being recorded. I will now turn the conference over to your host, Ted Avast, Investor Relations, Crescendo Communications. Ted, the floor is yours.

Ted Ayvas, Head of Investor Relations

Thanks, Jenny. Good morning and thank you for joining Edible Garden's third quarter 2025 earnings conference call and business update. On the call with us today are Jim Kress, Chief Executive Officer of Edible Garden, and Costas Tafoulis, Interim Chief Financial Officer of Edible Garden. Earlier this morning, the company announced its operating results for the three months ended September 30, 2025. The press release is posted on the company's website, www.ediblegardenag.com. In addition, the company has filed its quarterly report on Form 10-Q with the U.S. Securities and Exchange Commission, which can also be accessed on the company's website as well as the SEC's website at www.sec.gov. If you have any questions after the call and would like any additional information about the company, please contact Crescendo Communications at 212-671-1020. Before Mr. Kras reviews the company's operating results for the quarter-ended September 30, 2025, and provides a business update, we would like to remind everyone that this conference call may contain forward-looking statements. All statements other than statements of historical facts contained in this conference call, including statements regarding our future results of operations and financial position, strategy and plans, and our expectations for future operations are forward-looking statements. The words aim, anticipate, believe, could, expect, may, plan, project, strategy, will, and the negative of search terms, in other words, and terms of similar expressions are intended to identify forward-looking statements. These forward-looking statements are based largely on the company's current expectations and projections about future events and trends that it believes may affect its financial condition, result of operations, strategy, short-term and long-term business operations and objectives, and financial needs. These forward-looking statements are subject to several risks, uncertainties, and assumptions as described in the company's filings with the SEC, including the company's annual report on Form 10-K for the year ended December 31, 2024. Because of these risks, uncertainties, and assumptions, the forward-looking events and circumstances discussed in this conference call may not occur, and actual results could differ materially and adversely from those anticipated or implied in the forward-looking statement you should not rely upon forward-looking statements as projected as predictions of future events although the company believes that the expectations reflected in the forward-looking statements are reasonable it cannot guarantee future results level of activity performance or achievement in addition neither the company nor any other person assumes responsibility for the accuracy and completeness of any of these forward-looking statements the company disclaims any duty to to update any of these forward-looking statements except as required by law. All forward-looking statements attributable to the company are expressly qualified in their entirety by these cautionary statements as well as others made on this conference call. You should evaluate all forward-looking statements made by the company in the context of these risks and uncertainties. Having said that, I'd now like to turn the call over to Mr. Jim Kress, Chief Executive Officer

James Kras, CEO

of Edible Garden. Jim? Thanks, Ted. Good morning, and thank you to everyone for joining us today. Third quarter marked an important step forward for Edible Garden as we continued executing our strategic evolution towards a CEA-informed consumer packaged goods or CPG model. In Q3, traditionally our seasonally softest period, we delivered a 9% year-over-year revenue increase, underscoring our strategic growth driven by our product realignment, focus on non-perishable product expansion, and the resilience of our higher-value branded portfolio. This growth was driven by key initiatives, the continued expansion of our retail footprint, strong performance from our shelf-stable portfolio, and the early benefits of our operational realignment following the natural shrimp asset acquisition. Together, these actions reinforce our progress in repositioning Edible Garden as a next-generation, sustainable food company that combines innovation, brand strength, and operational efficiency. Building on our heritage in fresh herbs and produce, where sustainability, traceability, and freshness define our brand, we've expanded into categories with stronger margins and greater scalability. Our CPG products, including clean label and functional offerings, extend the Edible Garden brand beyond fresh produce into shelf-stable products that meet consumer demand for better-for-you plant-based nutrition. During the quarter, we continue to expand our retail footprint, launching our USDA organic fresh herb line at Kroger and introducing Edible Garden Branded Herbs at the Fresh Market. We also strengthened our Midwest presence through partnerships with Pete's Fresh Market and Angelo Caputo's Fresh Markets. Internationally, we expanded our reach through key partners, including PriceSmart and Amazon. Collectively, these relationships underscore the growing appeal of the Edible Garden brand and the momentum of our expanding global platform. Demand for better for you CPG products continues to accelerate, creating a powerful tailwind for our business. Globally, the functional food and beverage market is projected to expand from approximately $400 billion to $610 billion by 2030, according to Virtue Market Research. In the U.S., sales of natural, organic, and functional products are expected to reach $386 billion by 2028, according to the Nutrition Business Journal.

Kostas Dafoulas, CFO

These trends reinforce the strength of our strategy

James Kras, CEO

and highlight the significant opportunity ahead for Edible Garden as we align our product portfolio with these macro trends. Our CPG portfolio continues to be an important driver of growth, anchored by brands such as Kik, Sports Nutrition, Pickle Party, Pulp, and Vitamin Weight. These brands represent a key pillar of our transformation into a diversified, innovation-driven CPG company and highlight the versatility of Edible Garden's platform. KICK Sports Nutrition continues to build momentum with a clean, better-for-you performance line designed for athletes and active consumers seeking natural energy and recovery solutions. The brand is gaining meaningful traction across both online and retail channels, supported by rising consumer interest and plant-forward performance nutrition. Earlier this year, KICK entered a major Midwest big-box retailer, expanding its brick-and-mortar presence while growing online footprint to broaden awareness and engagement. By leveraging our expertise in clean, functional ingredients, Kik delivers products that combine taste, convenience, and nutritional value, attributes that resonate strongly with the fast-growing health and wellness segment. Vitamin Whey, our protein and supplement line, complements Kik by addressing the broader market for functional nutrition. Pickle Party highlights the engaging flavor-forward side of our CPG strategy, offering a line of fresh fermented pickles and sauerkraut crafted with clean label, non-GMO ingredients, and natural fermentation. The brand combines bold, craveable flavors with a focus on gut health and sustainability, striking a balance between indulgence and wellness. Its distinctive identity as both fun and functional continues to resonate with younger consumers and health-conscious shoppers seeking better-for-you alternatives in the condiment aisle. Finally, Pulp, our line of organic, refrigerated, fermented hot sauces, continues to expand through new retail placements and regional growth. The brand has gained meaningful traction through rollout to Target, Meijer, and most recently at ShopRite, further broadening its reach and consumer visibility. Pulp brings culinary innovation to the forefront of the edible garden portfolio, offering bold, clean-label condiments that reflect our commitment to flavor, sustainability, and the Better For You principles driving today's consumer demand. Collectively, these brands showcase how we're leveraging our expertise in sustainability, flavor, and functional nutrition to build a high-margin, scalable portfolio portfolio that extends the Edible Garden brand far beyond fresh produce and positions us to capture meaningful share in the growing clean-labeled CPG market. Turning to our produce business, we remain a trusted provider of sustainably grown herbs and leafy grains. Our new organic program with Kroger is gaining traction while our presence at the fresh market and established retail partners, including Pete's Market and Angelo's Caputo's Fresh markets continues to broaden retail penetration and increase brand visibility across key markets. Operationally, we've strengthened our platform for growth through enhanced efficiency and scalability. Innovation and sustainability remain central to our strategy, guided by our zero-waste inspired approach. We're pursuing new categories, including nutraceuticals, sustainable proteins, and functional foods that align with our commitment to health, flavor, and environmental responsibility. As we move into the fourth quarter beyond, we believe that Elbow Garden is positioned for continued growth. Our focus remains on disciplined execution, expanding retail partnerships, and advancing product innovation to build long-term shareholder value. I'm extremely proud of our team. Their dedication and commitment to quality, sustainability, and innovation have been instrumental in driving our progress and momentum heading into year-end. With that, I'll turn the call over to Custis DeFoulis, our interim CFO, who will review the financial results for the quarter ended September 30th,

Kostas Dafoulas, CFO

2025. Costas? Thanks, Jim, and good morning, everyone. Revenue for the quarter increased 9% to $2.8 million compared to $2.6 million in the third quarter of 2024. With our strategic exit from the floral and lettuce categories now complete, this quarter reflects the strength and resilience of our repositioned portfolio. The growth of 0.2 million, or 9%, was primarily driven by strong performance across our shelf-stable product portfolio, including kick, sports nutrition, vitamin whey, pulp, and pickle party. Specifically, this portfolio grew 54% year-over-year in Q3. In our core herb portfolio, we saw strength in hydro-basal, up 21% year-over-year, and wheatgrass, up 59% year-over-year. Gross profit totaled approximately $0.3 million compared to $0.7 million in the prior year quarter, reflecting higher labor, freight, and raw material costs, as well as inflationary pressures within the nutraceutical supply chain. Selling general and administrative expenses were $3.8 million compared to $2.2 million in the same period last year, primarily due to expenses related to the assets pursuits from natural shrimp and the associated depreciation, legal audit, and accounting expenses. Net loss was $4 million compared to a net loss of $2.1 million in the third quarter of 2024. The end of the quarter with $0.8 million in cash and equivalents compared to $3.5 million at year-end 2024. Furthermore, the company refinances outstanding debt, securing a lower interest rate and more favorable terms. This refinancing is expected to reduce annual interest expense and reduce financing cash outflows, providing greater flexibility to support the company's strategic initiatives and growth objectives. We continue to manage working capital with discipline, optimizing inventory turnover through improved production planning and distribution efficiency. At the same time, we are diversifying our sources of liquidity at a lower cost of capital to ensure that we have the flexibility to act decisively on strategic opportunities as they arise. With that, I'll open the call for any questions.

Operator

Thank you very much. We are now opening the floor for questions. If you would like to ask a question, please press star 1 on your phone keypad now. confirmation term will indicate that your line is in the queue you may press star 2 if you would like to remove your question from the queue for anyone using speaker equipment it may be necessary to pick up your handset before you press the keys please wait a moment off your poll for questions thank you our first question is coming from Anthony Vendetti of the maximum group Anthony your line

Anthony Vendetti, Analyst — Maxim Group

is live. Thank you. Just in terms of the natural shrimp facility that you acquired, can you talk about the build-out of that, how you intend to utilize that initially, and then over the next six to 12 months? And then what specific product lines will be going in there? Any color on that

James Kras, CEO

would be helpful. Thanks. Sure, Anthony. Good morning. How are you? Thanks for being on the call. Well, first of all, it's an impressive facility. So it's 6.2 acres. It's about an hour from Des Moines Airport. It's right there in the center of the country and gives us access to all types of different raw materials and whatnot to do all types of products, some of which we've already started. Our near-term plan is actually the facility is going through a gap analysis right now with a third party. We will be doing some R&D for next generation products, whether they're nutraceuticals or food is sort of in the works right now. We have some major opportunities with our retailers, you know, one of the great things about Edible Garden, and there are many, is that we have significant relationships with major retailers. And, you know, being, you know, on trend with the type of products that we're offering, clean labeled, fermented, all those products that we are currently pushing out are, you know, are only growing in demand as people are focusing on having less processed, you know, product. And, you know, Walmart, for example, just came out and said, I think it was within the last month, that they're mandating their suppliers of their private label to remove all artificial colors and dyes and sweeteners from their products, something Edible Garden's been doing for the last year and then some. You know, the fact that we are growers and we grow the actual raw, you know, ingredients and plants that go into many of these products and can harness some of the therapeutics without additives and without, you know, artificial dyes or colors or things that just aren't really needed. That trend, we're at the forefront and we're doing in line with sustainability. So to answer your question, we're getting asked by major companies to come in and work, you know, on their private label products, many of which I think will go into Harland, which I think will be an incredible nutritional hub and sustainability hub in that part of the country. And we couldn't be more excited. Timing and happenstance sometimes work to advantage, and I think we're just at that intersection of having the ability, the right products at the right time. Now we're going to have the right vertical integration to deliver on it. And I couldn't be more excited. It's all come together quite well. And I think a lot of it's really the team as well. I want to give the people that work with us quite a bit of credit because it's been a big effort here to not only tool up with the facilities that we currently have, but to get focused, get efficient, let some of the business that we knew that was a drag on the business kind of go and kind of bite the bullet the previous quarters a little bit. But we're back on track. And Q4 is always a strong season for us, and we're excited about that. It looks great. We're in the heat of the battle right now with Thanksgiving, which is our Super Bowl. Once again, Kroger, Fresh Market, ShopRite, they're all coming to us, not only for our branded product, but some of these other innovative things that we're doing. And I think Edible Garden Prairie Hills, which is what we named Iowa, will, I think, be at the forefront of driving that innovation and volume for us, frankly.

Anthony Vendetti, Analyst — Maxim Group

Okay, so just to follow up, it sounds like the big grocery stores in particular are where the largest opportunity is. Would you say that's also the largest opportunity moving into 26? It's the ShopRites, the Kroger's, the Freshmark, these bigger grocery chains where you see the most opportunity in 2026?

James Kras, CEO

I see, yes. Look, I see our core business is that we're a business that has excelled in produce where many have failed, whether established companies that have been around for quite some time or upstarts that came in sort of kind of drafting us and kind of spinning a similar story. I mean, we're one of the last standing, and we're accelerating the business. So, yes, what's happening is not only is it our produce business, it's the existing branded business that we have in there, whether it's KickSource Nutrition or Pickle Party, then there's private label. We have a substantial private label business currently with key players like Meyer, and we're getting asked to do more of the next generation products from the likes of the big box retailers coming to us and saying, all right, we love what you're doing. You're on trend. The current political environment is pushing for less processed foods. Research is coming back and saying as such, what can you do for us under our label? We like what you're doing. We can do something in your label, but a lot of it's being driven by these big box retailers saying, hey, private label is such a powerhouse now. What can you do to sort of allow us to be in step with you with these innovations and have those offerings out on our shelves as quickly as possible. So 2026 is going to be a great year. And, yeah, it's going to be driven by, you know, retailers, you know, kind of coming to us and saying, hey, you know, what can you do for us because we like what you're doing and we want more of what you have. And so it's a great place to be and it doesn't always happen. And, you know, I think timing is just on our side and a lot of it's just driven by who we are and what we've been doing for the last decade. You know, it might end up looking like overnight success, but ultimately it's been 10 years in the works to get to this place.

Anthony Vendetti, Analyst — Maxim Group

So on the margin side, Jim, so obviously, you know, sometimes private label is tougher to get a larger margin on. But if they're asking for, you know, the natural product, you know, the ones with less additives, like you said, that's right in your wheelhouse, Are you able to push back and say, look, yeah, we can do that for you, but, you know, those are higher priced products, you know, and then maybe talk about the margin related to that as well as your Kickstart program, you know, the protein, you know, how's that doing and what do you see the outlook for that in 26?

James Kras, CEO

So I think on the private label piece, you know, yes, to a certain extent, I think you can, you know, I think some of it's also sort of like modulating the words that we use, right? So I think command's a strong word. I don't think you, you know, I think when you're an edible gardener, you know, we're a smaller company that's nimble and can move quickly. And that I've always told my crew that, you know, we're a customer service company that makes things. I think that's voted well for us because, you know, we are quick to respond. I would tell you that I think that, you know, the margin, you know, there's opportunity to have a fair margin. but what you're getting is volume, you're going to get contracts, you're going to get consistent volume, you're going to have a relationship with major retailers that like we have currently with, like I said, some key retailers now that we're doing private label where you build on that. And so, yes, there's the margin play, but there's the additional products, there's a deeper relationship, and it's long-term. And most private label relationships, I mean, all private label relationships come with a contract and contract the business and, you know, and commitments to take a certain base amount of product, you know, you can call it an offtake agreement, is key, and it's key to the business. It gives us security that, you know, we can support the facilities. It also gives us visibility down the road for, you know, for a long period of time that we know that we, you know, as long as we don't do anything that's, you know, catastrophic to the business or there's a black swan event we are you know we are in business with a major retailer making something that has their label on it that you know that's got upside so yeah there is that that pushback um that you know will allow you to say hey you know you guys are getting this first we're putting the focus of the company on this but the other you know and the and the idea is you know you're going to get all this you know this is how you grow the business frankly so i mean the ideal ideally you have a blend right you have a blend of of you know their you know of retailers private label you know and then you have obviously your branded products and then maybe you even make stuff for you know other brands that you know that have you know that can command you can command a higher margin and that kind of gives you a blended uh margin on the manufacturing and that's where we're going uh with iowa with some of the new products that you know i can't disclose but that we're going to be putting in there that are going to, you know, be, you know, offer significant upside. And I think you have another question regarding kick. I don't know if I answered that

Anthony Vendetti, Analyst — Maxim Group

or not. I don't think. Yeah. So, so, so let's say, so, you know, maybe it's, it's okay. You know what you want guaranteed product availability of, of, of, you know, certain products that are private label that maybe aren't as high margin, but, you know, we'll, we'll provide that to you, But, you know, alongside that, yes, you know, you have to just you have to take our higher margin protein product, even if you're in somebody else's or you have to take some of, you know, some of our branded products as well. There's some of that. There's some of that there. OK. Yeah. Yeah. There's some of that.

James Kras, CEO

I mean, you know, look, it's business. Right. And it's not an exact science and it's in everybody's best interest to support, especially if you're a major retailer. I mean, pick one, whoever it is, and it could be CVS. I don't know, you know, somebody who, let's say, we're doing a nutraceutical product, for example, for them, you know, you know that it's, you know, it's usually a two- or three-year sort of, you know, contract, you know, sometimes longer. We're going to push for the longest ones possible. And, yeah, I mean, they realize it's in their best interest to support the company, you know, because it takes time to tool up. You know, I think when you look at a facility like Iowa and the things that we're looking to do, that takes, you know, we've already started spending money on getting the place up and running last quarter, and we'll continue to get the place ready for prime time. And these retailers, they understand it's in their best interest to put other products in, maybe a branded product or a higher margin private label that they know that, you know, will help, you know, I guess, underwrite, you know, maybe the higher volume, lower margin business that they want to compete in. So, you know, those are the type of strategic conversations that we're having at multiple major retailers. And, you know, you're already starting to see some of that come to fruition and you will see more as we move forward into 2026. So, yeah, there is that type of relationship. You know, it's like anything else. It's, you know, you've got to have something that they want, and you've got to work hard with them. There's a whole certification process, and their people come in and inspect everything. But we've gotten pretty good at it, and we've got a great crew, so I couldn't be more excited. But, yeah, so, yeah, that's definitely, you know, the way that it should go. Not everybody does that, but they should work with you, understanding it's in their best interest to help give you some fuel to build out the business. You can't just rely on us to bring in our own capital. Some of that's got to be kind of cushioned with products that they know that are established that they give to us that allow us to offset. Sorry, that was so long-winded, but yes, there is that opportunity. Did I answer your pick question, Anthony? I don't know if I did or not.

Anthony Vendetti, Analyst — Maxim Group

Yeah, no, that's exactly what I was going to say. Yep, that was good. Thanks so much. I'll hop back in the queue. Appreciate it.

James Kras, CEO

Thank you, Anthony.

Operator

Thank you very much. Just a reminder there, if there are any further questions, you can still join the queue by pressing star one on your phone keypad now. I'll wait to see if anybody else jumps into the queue. I'm not seeing any further questions in the queue, So I will now hand back over to the management team for any closing comments.

James Kras, CEO

Thanks again to everyone for joining us today. The third quarter was another important step forward for Edible Garden. We're executing our strategy with focus, expanding our retail reach, growing our higher margin CPG brands, and strengthening our operations to support scalable, profitable growth. Momentum continues across kick sports nutrition, Pickle Party, Pulp, and Vitamin Whey. These brands show that our approach is working and that consumers are responding to clean label, better for you products. At the same time, our core produce business remains strong, grounded in freshness, sustainability, and quality. As we approach year-end, our priorities are clear. Continue executing at a high level, advance our innovation pipeline, and deliver lasting value for our shareholders. We're excited about where we're heading and look forward to sharing more of our progress in the months ahead. Thank you.

Operator

Thank you very much. This does conclude today's conference. You may disconnect your phone lines at this time and have a wonderful day and a wonderful weekend. We thank you for your participation.