Earnings Call: Q3 2021

Oct 15, 2021

Good morning, ladies and gentlemen, and welcome to Calibor's Third Quarter 2021 Results Conference Call. At this time, all lines are in a listen only mode. Following the presentation, we will conduct a question and answer session open to analysts only. This call is being recorded on Friday, October 15, 2021. Before turning the meeting over to management, I would like to remind listeners that this conference call contains forward looking information within the meaning of the applicable Canadian securities laws and subject to a number of risks and uncertainties that could cause actual results to differ materially from those anticipated. I refer the audience to the forward looking statement as detailed in the presentation supporting this conference call and available on the company's website in the Investors section under Events and Presentation at www.calabor.com. Furthermore, risks are discussed throughout the most recent MD and A under the heading Risks. I now would like to turn the conference over to Louis Frenet, President and CEO of Callebore Group. Please go ahead, sir. Thank you, Sylvie. Good morning, everyone, and welcome to Calabant Group's 2021 Q3 results conference call. This is Louis Frenet, President and Chief Executive Officer. Last evening, we released our earnings results for the 12 36 week period ended September 4, 2021. The press release and disclosure documents can be found on our website and on sedar.com. Joining me today on this call is Pierre Blanchet, our Chief Financial Officer, who, following my initial remarks, will provide an overview of our financial results. During the Q3, consolidated revenues were up 8.8% Year over year from reopening of on premise dining activities, our channel diversification and the initial implementation of our growth plan. This represents our 2nd consecutive quarter of growth after the execution of our transformation plan and lapping of difficult COVID comparables. Consolidated adjusted EBITDA margin stood at 5.9%, down from the equivalent quarter last year. Lower subsidies, expense related to our spring buying show That happened in the Q3 versus the Q2 of this year. Additional labor expense explained most by explain most of this variance. As many sectors are experiencing the pandemic has worsened the effect of an already constrained labor force in the whole supply chain of our industry. And this has been particularly the case during the summer season. We believe that the combination of the gradual easing of lockdown measures And the ongoing labor scarcity has made it difficult to deliver more growth in the Q3. Now looking at our balance sheet, We have maintained a leverage ratio of 2.1 times and therefore remain in a comfortable situation. The inflationary pressure and labor shortage we are experiencing are slowing down our growth plan and putting pressure on our margins. However, the successful transformation of our operations over the past 2 years, the renewal of the management team And our focused efforts on our value added activities will allow us to reduce the impact. With the refinancing of our balance sheet at the end of the Q1, the resumption of the restaurant business and growth opportunity both organically and Through acquisition, we are well positioned to continue creating value for all of our stakeholders. Looking ahead, our strategic priorities remain the same: grow our distribution activities in the province of Quebec, Further improve our operations and raise our employee engagement. Before turning the call over To Pierre for a review of our financial results, I will quickly review our initial progress against these three pillars. Pillar 12, grow our distribution activities in Quebec and further improve our operations. As you know, during the pandemic, we dedicated our efforts to diversify our channel gain New institutional and retail clients. In recent quarters, with the imminent recovery of the restaurant industry, We have now turned our attention to profitably grow our distribution activities in Quebec. As stated before, Since the Q1 of 2021, we have presently invested in various growth initiatives that should start paying off in 2022. These initiatives include hiring Sales professionals to focus on our new strategic markets, implementing cross selling initiatives to create synergies between our specialty offering and distribution network, aligning our offering with changes in consumer preference. And on September 9, we launched our redesigned private label line. I am encouraged by the preliminary Progress we are seeing from each of these action item that aims to set the table for a stronger 2022 by improving our value added offering and competitive positioning. As for our 3rd pillar, raising employee engagement, the pandemic has brought this issue front and Since joining Calabar in November of 2019, I've paid significant attention to our employer brand and continually strive to improve our employee experience. This effect, we have We conclude an agreement in principle to renew and improve the collective agreement with our unionized employees at our largest distribution Patient practices with the industry improve our competitiveness as an employer and will help us attract and retain The best employees. As we are emerging from the worst of the health crisis and preparing for the recovery Of the restaurants and hospitality industry, our motivated and engaged workforce is key for our next phase of growth. Also yesterday, we announced the appointment of Mr. Jean Ghetsuzot as the new Board member. Mr. Gattuzo was still recently President and COO at LaSalle, where he started to work in 19 87, his extensive food industry knowledge, management experience and business Successes will greatly benefit Talabar. With this, Pierre, I turn the call over to you for a review of our financial results. Thank you, Louis, and good morning, everyone. I'm pleased to be here today to discuss our Key financial results for the Q3 of 2021. 3rd quarter consolidated sales from continuing operations were up to $90,800,000 mainly from the gradual reopening of restaurants since the end of May 2021. Sales in the wholesale segment increased by 2.3% to 52,000,000 Again, primarily from the easing of lockdown measures affecting the restaurant industry from the growth of certain customer accounts and small customer gains mitigated by the partial loss of volume from a single customer. Intercompany eliminations were in line with last year. Consolidated adjusted EBITDA from continuing operations reached $7,800,000 or 5.9 percent of sales compared to $10,100,000 or 8.4% in the Q3 of last year. A reduction of $900,000 in subsidies received, A reduction of revenue of $500,000 related to our spring buying show, which last year occurred in the 2nd quarter And additional labor costs in the current context of labor shortage, combined with the retroactive adjustments for The renewal of our collective agreement as well as investment for the repositioning of our private brand and to expand our territory. Net earnings from continuing operations were $2,300,000 or $0.02 per share, down by 33.5 percent from $3,400,000 or $0.03 per share During last year's Q3, net earnings stood at $2,000,000 or $0.02 per share, up from $1,800,000 or $0.02 per share last year, resulting primarily from a lower loss associated with abandoned activities, which last year generated a loss of $1,700,000 compared to a smaller loss of $300,000 in the Q3 of this year. Cash flow from operating activities generated $7,400,000 in the Q3 of 2021 compared to $16,400,000 in the equivalent quarter of last year. Higher utilization of working capital from the timing of inventory purchase and payment of suppliers and higher collection of receivables in 2020. As at September 4, 2021, our net debt amounted to $53,200,000 compared to $52,100,000 at the end of fiscal 2020 and down from $57,200,000 at the end of the Q2 of 2021. Our financial leverage ratios 2021, resulting from a higher use of the lending facility to fund the working capital requirements. The pandemic and associated labor shortage and supply chain disruptions will continue to have somewhat of an impact on our results. We remain dedicated to maintaining a prudent approach to managing our cost structure and protecting our financial situation. I would now like to turn the call over to the operator for the Q and A period. Thank you, Mr. Blanchett. Ladies and gentlemen, we will now take questions from analysts. You will then hear a 3 tone prompt acknowledging your request. And your first question will be from Kyle McPhee at Cormark Securities. Hi, everyone. Thanks for the time this morning. Starting on the revenue line, I'm hoping for some color on the individual moving pieces feeding that revenue growth you delivered, Which was above my expectations, which is good to see. So let's start with what you called in the press release The first milestones of the strategic plan, can you offer some color on how much growth came from those strategic initiatives, which I assume is No, the distribution sales in new regions and the cross selling? Hi, Kyle. Thanks for your question. Well, there's 3 items that covers the growth of this quarter. And The first one is the wholesale and distribution business went up and in proportion. That's the biggest one Because of the restaurants reopening in Q3 of this year, so we had more days open. So that I hope quite a bit. Although in terms of capacity, we're not back to pre COVID levels yet because of sanitary And labor scarcity, and so we're still running at reduced capacity. However, and good news, just announced yesterday, the restaurants in Quebec will and bars will all be reopened in November. So this is great news. On the wholesale business, well, we've got as I mentioned On the previous call, we got more smaller distributors that joined Clalabant in Q2. And it mitigates some volumes that were lost with our larger distributor. The second impact on this growth in sales is coming from the price increases. So when there is inflation, our suppliers sell their products to a higher price. Well, we sell it, we pass it through, and so that's helping. And the third part is, To a lesser extent, is the contribution of our strategic plan. And if you're okay, I can put some color around that. That was the first part of your question. And since we initiated the implementation of our strategic plan, our revenues contribution remained small, But we are very satisfied with the evolution. These initiatives are helping us improve our customer and product mix. So we put a new sales team where we added sales rep in Q1 In the western part of Quebec, and it's doing well. Also, we relaunched Our private label brand, so it's a bit of a facelift of the brand and the sales are improving to our internal targets. So we're happy with this. Got it. Okay. Just to unpack Some of that stuff a bit more. So the pricing gains, are you able to quantify how much of your revenue growth was pricing passes? Well, the we appointed the volume The volume was the biggest influence because of the reopening of the we had more day of selling to restaurants. So the answer is it's mainly coming from that. And the pricing is a smaller portion In this quote. Got it. Okay. Okay. So on the COVID recovery, the restaurant reopening driver, the biggest driver of your growth, is that Continuing into Q4 or has it kind of flat lined? I'm wondering how much drag you still have versus Pre COVID levels, I think it was kind of 10%, 15% drag last quarter. Wondering what it is in this quarter and what you're seeing into Q4? Well, we're seeing Q4 is going to be better than last year because with I just said the full reopening of the restaurants, so it's going to be helpful. And last year, As you remember, there was only half of the restaurants open, They were doing takeout only. Some restaurants are at capacity. So now it's going to be to full capacity. So That's encouraging. But it will not be to the pre COVID levels yet because you still have some are closed and did not reopen. And if you take downtown Montreal, we expect that the workers and Same thing, Quebec City and the big centers that the workers won't get back in the offices till January Of next year. So we won't be to tweak this level Yes. Got it. Okay. And can you offer any color on kind of the different those restaurants remain closed. I mean, how does that Look for in Montreal versus the eastern parts of the province where you're more exposed. Is it the same kind of situation? It's the Montreal is more affected than you have up to some ballpark number, but we have some internal data from our Specialty distribution that about 25% of the restaurants did not reopen and And the rest of the province where we're stronger, it's about between 10% 15% And the restaurants not reopened. But this is ballpark internal data. We don't have data that covers 100% of the market. Got it. Okay, that's helpful. Moving on to margin performance, your gross margin Percentage remains strong. It was in line with what you delivered in recent quarters. And so it seems like you're handling food cost inflation very well. But I just want Again, a bit on what's going on, on your gross margin line. So can you confirm if you are able to pass on all food inflation during the quarter? Or is there a bit of a timing lag With that process meaning, your more normalized gross margins are actually even higher than what we saw this quarter. Hi, Kyle. It's Pierre. Good morning. Thank you for the question. I'd say The general is, we are able to pass it through, but there is a small timing lag. Can you hear me? Yes. Okay. Did you hear me? Yes, I got it all. Okay, great. Okay, sorry, sorry, because I thought I was on mute when I was talking. So yes, that's the answer to your question there. Okay. So is it fair to say that all else equal With your business mix that your margin would be even higher, a little bit higher next quarter when all the pricing is passed through. So your Q3 gross margins are a little bit understated because of the timing line? No, no, I wouldn't I wouldn't say it's understated. I would say the pass through is kind of actually, there's a small lag, but I don't think it will the Q4 would improve on that, yes, on that. Okay. So it's not an overly material gross margin drag that Sure, that's what I'm signing like. No. Got it. Okay. On labor cost inflation, you guys called that out in your Press release has a headwind, but it seems like a very minor impact in the numbers from what I can see. So I'm hoping you can confirm that, that was the case. It's very minor. And maybe comment on whether or not the issue is getting worse or better into Q4. Yes, Kyle, it's Louis. The labor inflation is not a Short term pass through like the food cost inflation, okay? So when our suppliers sell with a higher price, we pass it through With the what happened in the last quarter, which we're leaving, the inflation, the labor cost, The labor shortage, we added some we added reps, sales reps and marketers, And the fuel cost is increasing quite a bit. So it's not a pass through, a direct pass through Like we add like we do with the pricing from our suppliers. So The idea is to implement that to pass it in other forms such Pricing, so it's not happening. There's a lag there. So it's not happening instantly. So we can do it through that or through internal productivity. So there's a lot to do. And The important is to manage our price structure accordingly and to see to pass the Back to our customers, but there's a limit probably that can be attained. There's so much you can pay for like Pierre, like It's internally for a club sandwich. And the point is that the catch up is not That's easy to do. Also in the Q4 and the Q4, we had we have a great news that we signed a 5 year agreement with Workers are the largest distribution center, but there was a full week of strike. So that affected We have to catch up with the salary increases and everything, and We are working on that as we speak. So we estimate that most of the additional HR costs Resulting from the current context of the labor shortage such as overtime And the bit of that collective agreement, there's retroactive adjustment associated with the collective agreement that was Let me see in the Q3. So and we'll continue to do the investment in repositioning our private label and We're seeing our sales force in Western Quebec. Got it. Okay. Can you quantify that retroactive adjustment The Q3 numbers? Can you give me an idea of the how big it was? No, no. Okay. I tried. Okay. Moving on to private label, you pointed out you relaunched your private label offering during the quarter. So I'm hoping you can give some color What does a relaunch entail? What exactly did you do? And what are the ultimate goals here for private label and how it should impact your margins over time? Yes. So the background behind our private label is that this Brand called the menu. Brand needed a bit of attention and affection, so nothing much was done over the last many years. And we made the decision that we would prioritize this to have a larger A portion of our sales coming from our private brand is very important. So what it entails, We added brand managers, a brand director, brand manager. And as soon as we started the work at improving the image of the brand, So we're changing the packaging and new design. So that's what I call the facelift, more modern. And that was tested with The chefs in the restaurants and they prefer that, easier to understand what are the products and Overall, it sounds good in terms of the cosmetic and the content. We're launching a bit of new products. And more importantly is that our sales force is excited about it. So they have something to say now about our Private label and that we're improving and it's a great these are great products. And so far, we see The results are in line even during the COVID period, are in line with what we Projected. So we're very, very happy with the development of our the relaunch of the menu brand. There was the amount of dollars of, of course, of marketing over to support that over Yes. The people working on it. Got it. And were there kind of any one time costs associated with this relaunch in Q3? And if so, can you quantify that? Well, I won't quantify it, but yes, when you're doing repackaging and A bit of video support material and the it's not a B2C business we're in, so we're not 1,000,000 of dollars that we have to put on air on TV. So it's B2C marketing. It's not as expensive, but for us, it was the investment made were 100% more than the years before. Got it. Okay. Last question for me on acquisitions. Your press release called out Delays with your growth programs because of the food inflation and labor supply. So I'm wondering if you're referring To your upcoming acquisitive growth or are you referring to delays with your organic growth or both? Kyle, it's Pierre. Again, thanks for the question. It's more around the organic The reason is that as we as everybody knows, there's labor shortage everywhere. So really, we're in a situation where it's not a demand issue, it's a supply issue. So we are we have demand, we have there's demand out there. We just have a hard time getting enough labor To supply all of that to support all of that demand, it's an industry wide situation. I mean, it goes from manufacturers to restaurant owners who are sometimes not even able to open their doors as much as they have Demand because they can't supply the people to support that demand. So Our situation is more like that. From an M and A point of view, it's you know what, we are active and if we find Something attractive at the right price, we're open for business, but it's not from that front. It's more from the organic side. Got it. Okay. That's it for me. I appreciate all the color and overall it looks like good numbers. Thanks a lot guys. Thank you, Pat. And at this time, gentlemen, we have no other questions. Please proceed. Well, thank you, Sylvie and Kyle for thanks, Kyle, for your questions. During the pandemic, we demonstrated the resiliency of our business model and our ability to adapt and even strengthen our Business model while reducing debt. Our second and third quarter results demonstrated that we're back on a growth trajectory. The summer season was a challenge as we faced the end of the lockdown measures and a labor shortage, As we mentioned, looking ahead, with an improved offering, stronger operations and potential organic And non organic growth opportunities, we are well positioned to benefit from the recovery of the restaurant and hospitality industry and enter our new phase of profitable growth. Once again, I would like to reiterate my gratitude to our employees We, on a daily basis, continue to impress and rise up to the challenge brought on by the pandemic and labor shortage, but also who are helping us improve our overall customer experience and operations. This concludes our call for the Q3 of 2021. Thank you for joining us and stay safe and healthy. Thank you. Thank you, Mr. Frenet. Ladies and gentlemen, this does indeed conclude your conference call for today. Once again, thank you for attending. And at this time, we do ask that you please disconnect your lines.