Q3 2021 Sovos Brands, Inc. Earnings Conference Call

November 9, 2021

And Chris Hall, Chief Financial Officer. Please note that during the call, management may make forward-looking statements based on current expectations and beliefs. Any forward-looking statements are made pursuant to the safe harbor provisions of the Private Securities Litigation Reform, Act of 1995. These forward-looking statements involve a number of risks and uncertainties that could cause actual results to differ materially from expectations.

Please refer to today's press release in the company's SEC filings for a detailed discussion of risks that could cause actual results to differ materially from those expressed or implied in any forward-looking statements we made today. The company undertakes no obligation to revise or update any forward-looking statements except as required by law. Management's remarks today will focus on non-GAAP or adjusted financial measures.

Non-GAAP measures should not be considered as a substitute for financial information presented in accordance with GAAP and can differ from similarly titled non-GAAP measures used by other companies. Please refer to today's earnings release posted on our investor relations website, IR.SovosBrands.com for a reconciliation of our non-GAAP financial measures to the most directly comparable GAAP measures. We have also posted supplemental slides on our investor relations website. This call is being webcast and a replay will be available on our website for the next 30 days.

We have also posted supplemental slides and our investor relations website. This call is being webcast and a replay will be available on our website for the next 30 days.

All consumption data cited on this call refer to dollar consumption, as of the 13 week period ended October third 2021 and gross versus the prior year, unless otherwise noted. Now, I'd like to turn the call over to Todd.

Thanks, Christina. And hello, everyone. I am pleased to share our strong third-quarter results following our IPO in September. And to introduce many of you to the Sovos Brands story. For today's call, I will spend some time sharing why Sovos Brands is one of the most exciting, disruptive growth-oriented companies in the packaged food sector. I will touch upon a few quarterly highlights that underscore the financial and operational strength of our business. Following my remarks, Chris will discuss our Q3 financial results in Greater detail as well as provide our outlook for 2021. After that, we will open the call for questions.

Gus charcuterie Financial results in Greater detail as well as provide our outlook for 2021. After that, we will open the call for questions.

Let me begin by introducing our company. Sovos Brands is the fastest growing food company of scale in the United States. We are at a high-growth purposely built food, platform and growth accelerator, pioneering a new approach to packaged food with a portfolio of one-of-a-kind Brands. Our vision is to build a portfolio of brands that creates joy for consumers by providing absolutely delicious food. Resulting in growth that outpaces the food industry average. All Our Brands, Rao's, Michael Angelo's, Noosa and Bridge vendors are built with authenticity at their core using simple high-quality ingredients, providing unforgettable food experiences. Our business model is grounded in acquiring one-of-a-kind brands and leveraging a common infrastructure and share playbook to drive growth. And the significant white space for each of these brands supports our algorithm for sustainable long-term profitable growth. We have achieved a combination of double-digit growth and profitability. In the last 12 months, we generated 695 million dollars of brand net sales up 25% versus year ago with an adjusted EBITDA margin in the mid-teens. Our leading net promoter scores underline our strong brand affinities and with household penetration of 10% or less today, our brands have a significant runway to gain share in $26 billion of addressable market with an exciting pipeline of potential new products to double our tan to at least 50 billion dollars over the next several years. Now, let's talk about each of our brands. Rao's is the largest and fastest-growing brand in our portfolio. Offering a selection of pasta and pizza sauces, dry pastas, frozen entrees and soups. At the core of Rio's is our sauce business representing, approximately 48% of sales, and the third-largest brand in the pasta and pizza sauce category today.

average. All Our Brands, Rao's, Michael Angelo's, Noosa and Bridge vendors are built with authenticity at their core using simple high-quality ingredients, providing unforgettable food experiences. Our business model is grounded in acquiring one-of-a-kind brands and leveraging a common infrastructure and share playbook to drive growth. And the significant white space for each of these brands supports our algorithm for sustainable long-term

profitable growth. We have achieved a combination of double-digit growth and profitability. In the last 12 months, we generated 695 million dollars of brand net sales up 25% versus year ago with an adjusted EBITDA margin in the mid-teens. Our leading net promoter scores underline our strong brand affinities and with household penetration of 10% or less today, our brands have a significant runway to gain share in $26 billion of addressable market with an exciting pipeline of

Six billion dollars of addressable Market with an exciting pipe.

potential new products to double our tan to at least 50 billion dollars over the next several years. Now, let's talk about each of our brands. Rao's is the largest and fastest-growing brand in our portfolio. Offering a selection of pasta and pizza sauces, dry pastas, frozen entrees and soups. At the core of Rio's is our sauce business representing, approximately 48% of sales, and the third-largest brand in the pasta and pizza sauce category today.

With market share reaching an all-time high of 13.2% this quarter. Consumption of Rao's sauce is growing 29% compared to category growth of 1% with dollar velocities more than two times the category and distribution growing over 30%. Rao's homemade sauces are made with naturally ripened whole Italian tomatoes, pure olive oil and fresh onions. Our sauces are slow simmered in open kettles and made in small batches just like homemade. We are in the early Innings of growth with significant distribution opportunities ahead of us. Recent household penetration data for the pasta, and pizza sauce category in the last 52-week period, ending October 3rd marks an important milestone for Rao's with penetration increasing to 10.3% of 3 full percentage points versus just one year ago. Importantly, radio still has a substantial runway for growth in the sauce category with household penetration less than one-third of the two market leaders. Rao's top quintile velocity performance and leading net promoter score enables us to further expand national distribution while extending Rao's strong brand equity of authentic Italian cuisine into new categories, such as dry pasta, frozen entrees and soup.

Slow simmered in open kettles and made in small batches just like homemade. We are in the early Innings of growth with significant distribution. Opportunities ahead of us, recent household, penetration data for the pasta, and pizza sauce category in the last fifty, two-week. Period, ending October 3rd marks an important milestone for Reyes with penetration increasing to 10.3% of three full percentage points.

Has just one year ago. Importantly, radio still has substantial runway for growth, and the sauce category with household penetration less than one-third of the to Market leaders Rao's, top quintile, velocity performance and leading net promoter score. Enables us to further expand National Distribution while extending radio, strong brand Equity of, authentic, Italian cuisine into new categories, such as dry pasta, Frozen, entrees and soup.

Rao's frozen entrees are growing consumption at a triple-digit rate making Rao's the fastest-growing brand in the Frozen, entree aisle, and a strong complement to our well-established Michael Angelo's brand known for its homemade authentic Italian heritage and unwavering commitment to quality and fresh ingredients. Combined, net sales of our frozen entrees business are growing mid-teens. And as Rao's leverages the scale of our Austin manufacturing facility, we expect to generate meaningful operational efficiencies.

Expect to generate meaningful operational efficiencies.

Noosa is one of the best tasting brands in the yogurt aisle with products made with high-quality ingredients, such as whole milk, real fruit and 100% pure North American honey. Noosa has outperformed the category in unit sales for 34 straight months and dollar sales are currently growing at twice the category rate. With the strong momentum in our core yogurt business, we are very excited for our plans to expand Noosa into the ice cream category in early 2022 with the first-ever frozen yogurt gelato. Feedback from consumers and our retail customers has been very, very strong.

In early 2022 with the lon.

Of the first-ever frozen yogurt gelato feedback from consumers and our retail customers has been very, very strong.

Birch Benders, our newest acquisition differentiates itself through its better for you diet-friendly and guilt-free offerings across traditionally high-guilt categories, Birch Benders' clean ingredient breakfast foods and snacks cater to a variety of lifestyles, including organic keto, paleo protein and plant-based diets. With the number one net promoter score among organic pancake and waffle mix consumers, Birch Benders enjoys consumer brand, advocacy and loyalty. Although we are experiencing a challenging lap versus last year's COVID-19 surge in the pancake and waffle mix category, we are pleased with the brand's early success in frozen waffles, baking mix and frosting categories and plan to launch Birch Benders into ready-to-eat cookies, a $9 billion dollar market in the first half of 2022.

Birch Benders enjoys consumer brand, advocacy and loyalty. Although we are experiencing a challenging lap versus last year's COVID-19 surge in the pancake and waffle mix category, we are pleased with the brand's early success in frozen waffles, baking mix and frosting categories and plan to launch Birch Benders into ready-to-eat cookies, a $9 billion dollar market in the first half of 2022.

Consumption of our brands and our three largest categories sauce, yogurt and frozen, which represent approximately 90% of our brand net sales increase double digits in the third quarter, significantly outpacing their respective categories. Sauce represented by the Rao's brand accounts for approximately 48% of sales and grew consumption by 29% in the third quarter versus 1% for the category. Yogurt represented by the Noosa brand accounts for approximately 25% of sales and grew consumption 11% compared to 5.5% for the category. Finally, frozen, which includes Rao's and Michael Angelo's entrees and Birch Benders waffles, is our third largest business at approximately 17% of sales and grew consumption by a combined 28%.

25% of sales and grew consumption 11% compared to 5.5% for the category. Finally, frozen, which includes Rao's and Michael Angelo's entrees and Birch Benders waffles, is our third largest business at approximately 17% of sales and grew consumption by a combined 28%.

At first glance, it is easy to find more differences than similarities across our brands but that is far from the truth. Our Brands share the same attributes, appeal to a similar consumer demographic, or sold in the same channels and retailers, leverage the same growth playbook and utilize the same Sovos Brands infrastructure and capabilities.

We are a strategic and valuable partner to retailers as our brands generally drive incremental sales, reinvigorate the categories in which they compete and attract a highly coveted consumer base with high repeat rates and large basket sizes. Additionally. our premium price points generate higher gross profit per unit for retailers, offering a compelling value proposition. We are very proud to have received Vendor of the Year at Target and Supplier of the Year at Whole Foods in 2020 due to our strong brand performance and best-in-class customer service levels. Our strategy is focused on increasing household penetration by increasing distribution, expanding brand awareness and innovating in two new categories. Our platform is designed to provide a foundation for future growth and to capture material synergies as we scale and add new brands. Our successful brand stewardship makes us an attractive partner for many founders who want to take their brands to the next level.

Due to our strong brand performance and best-in-class customer service levels. Our strategy is focused on increasing household penetration by increasing distribution expanding brand awareness and innovating in two new categories. Our platform is designed to provide a foundation for future growth and to capture material synergies. As we scale and add new brands are successful brand stewardship makes us an attractive partner for many Founders who want to take their brands to the next level.

Over time, we expect to continue to acquire one-of-a-kind brands with Sovos Brands attributes and significant growth potential that we can unlock with our playbook. Before I hand it over to Chris, let me touch on our Q3 performance. We delivered a 31% increase in net sales or a 17% increase in brand net sales, which includes perch vendors in both comparable periods. Similar to our top-line, adjusted EBITDA also grow 31%, resulting in a consistent year-over-year adjusted EBITDA margin of 14.4%. We will continue to invest in our brands to fuel market share gains and increase household penetration. And we expect a strong finish to 2021 with projected full-year growth of mid to high-teens for brand net sales and mid-20s growth in adjusted EBITDA. I am confident the disciplined execution of our Sovos Brands playbook will fuel long-term high single-digit net sales growth with expanded margins.

To acquire one-of-a-kind brands with. So most brands attributes and significant growth potential that we can unlock with our Playbook. Before I hand it over to Chris. Let me touch on our Q. Three performance. We delivered. A 31 percent increase, in net sales or a 17% increase in brand net sales, which includes perch vendors in both comparable periods, similar to our top-line adjusted ebitda also group 31%, resulting in a consistent year-over-year. Adjusted ebitda, March and a four.

18.4%, we will continue to invest in Our Brands to fuel market. Share gains and increase household, penetration. And we expect a strong finish to 2021 with projected. Full year growth of mid to high-teens for brand, net sales and mid-20s growth in adjusted ivica. I am confident the disciplined execution of our solos Brands. Playbook will fuel long-term High single digit, net sales growth with expanded margins.

Making our company one of the most exciting players in the packaged food sector today. With that, let me hand it over to Chris for more details on the corner and our fiscal year 2021 outlook. Thank you, Todd. Good morning, everyone and welcome to our first earnings call. We were pleased to demonstrate our continued momentum in Q3 with healthy double-digit sales and adjusted EBITDA growth in line with our top-line. Excluding amortization and acquisition-related costs, initial public offering readiness, non-cash equity-based compensation and other items detailed in this morning's press release, adjusted diluted EPS were $0.10 per share this quarter.

Us initial public offering Readiness, non-cash Equity, based compensation and other items detailed in. This morning's press release adjusted diluted EPS for 10 cents per share this quarter.

Third-quarter net sales of 178.7 million increased by nearly 42 million or 31% compared to the same period last year. The Birch Benders brand, which was acquired in October 2020, and was therefore not included in the results this quarter for the prior year, contributed 13.8 million of the increase. The remainder of the net sales increase was primarily attributed to increased shipments with our two largest brands, Rao's and Noosa, driving the most significant increases. Including Birch Benders Q3 2020 net sales prior to the acquisition, brand net sales increased by 17% in Q3 2021.

Is driving the most significant increases including Birds. Founders Q3 2020 net sales prior to the acquisition brand net sales increased by 17% in Q3 2021.

Net sales of Rao's increased by 35% is quarter driven by strong consumption and market share gains across sauce, soup and pasta. Consumption for the total Rao's brand increased 36% driven by strong distribution games for our core portfolio while unit velocity has continued to grow. Double-digit growth in the consumption of Rao's sauce continued to outpace the category by 28 percentage points consistent with the pre-COVID trend and velocity growth was more than double the category average. Rao's dollar market share in the sauce category reached 13.2%. In addition, sales from new categories, such as soup continue to grow driven by both distribution gains and favorable velocities. Rao's soup is also outpacing the category in terms of dollar growth by 4x and is now the fifth-largest brand in their ready-to-serve soup subcategory.

a trend, and

The city growth was more than double the category, average Rao's dollar market share in the sauce category. Reach 13.2%. In addition sales from new categories, such as soup continue to grow driven by both distribution gains and favorable velocities radio. Soup is also outpacing the category in terms of dollar growth by 4X and is now the fifth largest brand and they're ready to serve subcategory.

Lastly, Rao's frozen has gained market share with dollar growth outpacing GDP growth combined with Michael Angelo's consumption of our total frozen entree business is up double digits. Net sales of Noosa this quarter increased by 9% benefiting from higher velocity, strong merchandising events and new distribution games. Consumption continued to accelerate in the third quarter with gains and every top 10 accounts. We remain focused on driving healthy growth for the brand. And going forward, we expect to achieve mid-single-digit growth annually.

That tells a new service Corridor increased by 9% benefiting from higher velocity, strong, merchandising events and new distribution games consumption continued to accelerate in a third quarter with gains and every top 10 account. We remain focused on driving Healthy Growth for the brand. And going forward. We expect to achieve mid-single digit growth annually.

Finally, Birch Benders contributed 14 million to net sales this quarter while consumption of pancake and waffle mixes has moderated with challenging COVID-19 related year-over-year comparison. On a two-year basis, Birch Benders brand net sales were up 84% on a year-to-date basis. The brand is finding good success with its new frozen waffles, and baking mixes with strong consumption gains in the third quarter, demonstrating the brand's ability to travel to new categories.

Travel to new categories.

Gross margin was 27.9% of net sales compared to 33% in the same period last year. The margin decline, which was largely anticipated, was a function of higher logistics costs inflation and increased promotional support, particularly when compared to abnormally lower spending levels last year. We incurred higher transportation costs to secure and expedite supply critical for meeting the strong demand for our products and navigate unprecedented port logjams in volatile shipping costs. With our growth-oriented mindset and the momentum, in our business, we will continue to make the right decisions and Investments to drive the industry-leading growth of the Sovos Brands portfolio. And I will discuss our inflation expectations in the actions we are taking in a few moments.

Our product and navigate unprecedented Port. Log Jam in volatile, shipping cost with our growth oriented mindset, and the momentum, in our business. We will continue to make the right decisions and Investments to drive the industry leading growth of the so Voz brand portfolio and I will discuss our inflation expectations in the actions. We are taking in a few moments.

Gross margin was also impacted by the acquisition of Birch Benders, which will see margin Improvement as we Implement our full value creation plan as part of its integration. Adjusted operating expenses of 33.9 million declined by 1% over the previous year. Depreciation and amortization expense increased to 7.2 million from last year. Excluding adjustments of 4.6 million this year and 5.1 million the prior-year period. Adjusted operating expenses declined 1% due to lower marketing and general and administrative expenses partially offset by the inclusion of Birch Benders. Despite the incremental cost increases we've incurred to meet consumer demand, I am pleased to report that we delivered adjusted EBITDA growth of 31% to 25.8 million resulting in an adjusted EBITDA margin of 14.4% consistent with the same period last year.

Adjusted operating expenses of thirty. Three point nine million declined by 1% over the previous year. Depreciation and amortization, expense increased to 7.2 million from last year, excluding adjustments of 4.6 million this year and 5.1 million the prior year period. Adjusted operating expenses. Decline one percent due to lower marketing and general and administrative expenses. Partially offset by the inclusion of

Suspenders.

Despite the incremental cost.

Increases. We've incurred to meet consumer demand. I am pleased to report that we delivered. Adjusted ebit degrowth, a 31 percent to twenty five point. Eight million resulting, in an adjusted ebitda margin of 14.4% consistent with the same period last year.

Operating income of 11.4 million grew 81% versus the same period in the prior year. Interest expense of 12.5 million represented an increase of 8.3 million. The increase in interest expense resulted from a higher balance of borrowing, outstanding related to our June 2021 shareholder distribution as well as borrowings associated with the Birch Benders acquisition.

Income tax of 3.8 million for the 13 weeks ended September 25th, 2021 represented an increase of 3.7 million compared to the income tax benefit of .2 million in the prior-year period. The increase in our income tax expense is primarily attributable to an increase in non-deductible expenses for tax purposes. Third-quarter net income was a loss of 4.6 million for a loss or a 6 cents per diluted share.

Compared to the gain of 2.2 million or 3 cents per diluted share in the prior-year period. Adjusted net income was 7.1 million compared to 9.6 million last year. Adjusted diluted earnings for the quarter were 10 cents per share based on 74.1 million shares on a diluted basis. With the timing of our IPO and the subsequent exercise of the greenshoe, shares outstanding were approximately 101. 1 million shares, as of October 5th 2021

1 million shares, as of October, fifth 2021

Now, let me touch on a few highlights from our balance sheet and cash flow. At the end of the quarter, we had a cash balance of 43.1 million and total debt was 774.8 million. Our primary use of net IPO and greenshoe proceeds of 302.7 million will reduce debt by 299 million in Q4 as proceeds were received post Q3 close which will also reduce our future interest payments. Operating cash flow for the 39-week period was 18.3 million compared to 52.8 million for the prior-year period primarily due to higher working capital driven by lower accrued expenses, higher accounts receivable related to net sales growth and inventory replenishment following the high COVID-19 demand in the previous year.

Whoa, at the end of the quarter. We had a cash balance of 40. 3.1 million and total debt was seven hundred seventy four point eight million. Our primary use of net IPO and green shoe proceeds of 300 and 2.7 million will reduce debt by 299 million in Q4. S proceeds were received post Q3 close.

Those which will also reduce our future interest payments. Operating cash flow for the 39-week period with 18 point, three million compared to 50 2.8 million. For the prior year period primarily due to higher working capital driven by lower accrued expenses. Higher accounts, receivable related to net sales growth and inventory. Replenishment following the high COVID-19 demand in the previous year.

Now, let me discuss our outlook for full-year 2021. With our continued momentum, we expect net sales of 710 to 715 million and adjusted EBITDA of 113 to 115 million. We expect a full-year adjusted EBITDA margin of approximately 16%. We continue to expect higher inflation, including higher distribution costs, given the tight global supply chain, and we anticipate mid-single-digit inflation to persist near term. Like the other companies, we are seeing cost increases in several raw materials like milk, fruit, resin and cardboard. Transportation challenges continue due to logistical issues at major ports as well as intermodal and trucking delays, which have resulted in long lead times and higher logistics costs.

We continue to expect higher inflation, including higher distribution costs, given the tight, Global supply chain, and we anticipate mid-single digit inflation to persist near term.

ERM like the other companies we are seeing cost increases in several raw materials like milk fruit, resin and cargo or Transportation challenges. Continue due to logistical issues at Major ports as well as Intermodal and trucking delays, which have resulted in Long lead times and higher Logistics costs.

We have and will continue to develop multiple levers to mitigate inflationary pressures on top of the many initiatives that are currently in place. Some of our current levers include automation in our manufacturing facilities, optimization of our co-manufacturing network, packaging value, engineering and further competitive procurement actions.

In addition, we are partnering with our largest supplier La Regina in building a domestic manufacturing facility, which will provide sourcing flexibility and lowest landed cost capabilities. We expect this facility to become operational and early 2022. Collectively, this initiative will reduce our supply chain costs while improving manufacturing efficiency and customer service.

Our extensive list of cost reduction initiatives will begin implementation in late Q4 with substantial completion by late Q1 to early Q2 2022. These actions are expected to mitigate additional inflation and we expect gross margin friends to improve sequentially from Q3 levels.

However, we will remain nimble as we manage our pricing and cost structure and will react accordingly as conditions warrant. While volume gains across our portfolio remain our greatest growth enabler, we will continue to take price as necessary and maximize trade efficiencies with a holistic approach toward net revenue management. We previously announced a list price increase for our largest product line, Rao's sauce, which takes effect late Q4.

Aunt. Well, volume gains across our portfolio, remain our greatest growth in a blur. We will continue to take price as necessary. And maximize trade, efficiencies with a holistic approach toward net revenue management. We previously announced a list price increase for our largest product line, Rhea sauce, which takes effect late Q4.

To combat additional inflation, we have seen and expect in the coming year. We have announced a new list price increases for additional products effective in late Q1 2022. We are also removing our least efficient promotions to drive net price increases and assist in mitigating inflation. We expect our new pricing actions to take hold in the marketplace and become more beneficial beginning next year.

Our performance this year has enabled us to lap comparisons from a 2020 COVID-19 surge and grow brand net sales by 72% on a year-to-date basis over the comparable period in 2019. Long-term, we believe our focus against increasing household penetration of our current brands, as well as selective TAM expansion via new product innovation will sustain high single-digit sales growth organically. We expect adjusted EBITDA growth in the low double digits with expanding growth and EBITDA margins as increase productivity and leverage capabilities across our shared organization. And finally, with our robust cash generation, future M&A opportunities will provide additional optionality for growth.

long-term, we believe our

Against increasing household penetration of our current Brands, as well as selective Tam expansion via new product Innovation will sustained High single digit sales. Growth. Organically. We expect adjusted ebit a growth in the low double digits with expanding growth and ebitda margins. As increase productivity, and leverage capabilities across our shared organization. And finally, with our robust.

Cash generation future ma opportunities will provide additional optionality for growth.

To conclude, investing in growth remains our highest priority for capital allocation. With our operational discipline, we are well-positioned among the high growth profitable names in the CPG sector with a promising stable of brands that will delight consumers for years to come. With that, let me turn the call back over to Todd for some final remarks. Thanks, Chris, before we open the floor for questions, let me reinforce how pleased we are with our third-quarter results. The Sovos team will remain steadfast in our focus on the growth opportunities and synergies across our portfolio. We expect our business to outpace the market as we pursue organic and acquisitive avenues for growth.

Um, with that, let me turn the call back over to Todd for some final remarks. Thanks Chris, before we open the floor for questions. Let me reinforce how pleased we are with our third quarter results. The servos team will remain steadfast in our focus on the growth opportunities and synergies across our portfolio. We expect our business to outpace the market as we pursue organic, and a acquisitive avenues for growth this momentum.

This momentum and our robust pipeline of productivity initiatives underpin our confidence in our ability to weather external conditions, improve profitability and generate attractive shareholder returns over the long term. I am proud of our ability to keep up with the market demand for our products, and want to thank our supply chain and commercial teams for their continued focus on our customers. Sovos Brands is in the early innings of a remarkable growth trajectory, and we Are excited to embark on this next stage of growth as a public company. We're now available to take your questions, operator.

Are excited to embark on this next stage of growth as a public company. We're now available to take your questions, operator.

Thank you. Ladies and gentlemen, if you would like to ask a question, please press star then one on your touchtone telephone. Again, to ask a question, please press star then one. We do ask that you please limit yourself to one question and one follow-up. One moment for our first question. Our first question comes from Michael Lavery of Piper Sandler. Your line is open.

Good morning. Thank you. Just curious from a competitive perspective, there's certainly a lot of companies talking about service levels and struggles to fill orders. But, certainly, at least the magnitude of your growth suggest that's probably less of a problem. Can you give any sense of if you've been able to drive distribution gains from having a better ability to serve your customers and if that's just helping slowly from your growth and for distribution?

Celery from your growth and for distribution.

Sure. Hey, Michael, it's Todd Lachman. Good to be talking to you this morning. First thing I just want to highlight is again how pleased we are with our third-quarter results, first reported quarter as a public company. And while I can't comment on competition, our ability to service our customers has absolutely been a key driver of our ability to increase distribution on our brands. I'd reflect back on, and we've talked about Vendor of the Year at Target and Supplier of the year at Whole Foods. Those two awards were driven primarily by our ability to keep our products in service during 2020. Just, for example, Rao's growth in Q4 versus the prior year was up 86% in 2020 versus '19, but we were able to keep our distribution, our products and you know, in stores. If you look at Rao's now, growing well at sauce, well above 30%. We've got our frozen business growing triple digits. We've got soup, fastest-growing soup business in the entire category. And we are increasing distribution. Our frozen business distribution of 88%. Our soup business distribution up 18%. Baking mix on Birch Benders, you know, basically distribution up significantly as well as Rao's sauce as large as it is, we've got our sauce business continually growing double digits, you know, as you've you seen in the data, so absolutely our ability to keep products in supply is driving that distribution. I think you saw also we're going to make the choices that we need with a growth-oriented mindset to invest in the right levels of cost in investment to ensure that we keep our products and supply and maintain our growth momentum.

Hey, Michael, it's Todd. Lachman. Good too. Good to be talking to this morning. First thing. I just want to highlight is again how, how pleased we are with our third quarter results? First. I reported quarters of public company. And while I can't come in on competition. Our ability to service. Our customers has absolutely been a key driver of our ability to increase distribution, you know, on Our Brands, I'd reflect back on and, you know, we've talked about vendor of the year at Target.

Supplier of the year at Whole Foods. Those two awards were driven primarily by our ability to keep our products in service during 2020. Just, for example, Rao's growth in Q4 versus the prior year was up 86% in 2020 versus '19, but we were able to keep our distribution, our products and you know, in stores. If you look at Rao's now, growing well at sauce, well above 30%. We've got our frozen business growing triple digits. We've got soup, fastest-growing soup business

in the entire category. And we are increasing distribution. Our frozen business distribution of 88%. Our soup business distribution up 18%. Baking mix on Birch Benders, you know, basically distribution up significantly as well as Rao's sauce as large as it is, we've got our sauce business continually growing double digits, you know, as you've you seen in the data, so absolutely our ability to keep

products in supply is driving that distribution. I think you saw also we're going to make the choices that we need with a growth-oriented mindset to invest in the right levels of cost in investment to ensure that we keep our products and supply and maintain our growth momentum.

No, that's great. And sorry, I got so excited about the distribution. I skipped right over. Congrats on the first quarter and so now. We get excited about it also, Mike. And a follow-up on the Georgia facility. Obviously, that will help capacity but then can you just give a sense of what if anything it means for costs because you still obviously have ingredients coming from Italy. Is there any shipping savings? What's the right way to think about the margin impact? And will it have the same fixed terms that you currently have in terms of just the predictability of your input cost there too? Yeah. Hey, thank you. This is Chris Hall. And so the almost facility that's still in flight and we anticipate it opening up here early next year. It will provide a number of advantages for us. One, that type of onshoring provides a second level of redundant capacity that will help available for us to meet the near-term marketplace opportunities. We will be able to lessen our safety stats, shorter lead times, things like that. And in addition, first is, it is the same cloth that landed case for cost basis is coming out of Italy that will provide us for arbitrage possibilities against other domestic suppliers that we have in the network today. So that will drive down our overall cost especially on sauce and we may produce other items at that facility as well that will be up and running early next year.

The right way to think about the margin impact. And and will it have the same fixed terms that that you currently have in terms of just the predictability of your input cost there too. Yeah. Hey, thank you. This is this is Chris Hall. And so they almost facility that's still still in Flight it we anticipate it opening up here. Early early next year, will provide a number of advantages for us one that type of provide.

second level of redundant capacity, that will help available for us to to meet the near-term marketplace opportunities, will be able to

Overall cost.

Especially on sauce and we may produce other items accessibility as well as I mentioned earlier.

Okay, great. Thanks so much. And yeah, congrats again. Thank you. Thanks a lot, Michael. Thank you. Our next question comes from Peter Galbo of Bank of America. Your line is now open. Hey guys. Good morning. Thanks for taking the question and congrats on the quarter. Todd, maybe if I could just follow up actually on the alma question, I think that have been delayed a little bit from kind of when we had spoken previously about opening in Q4. Just curious like what the biggest bottleneck is to getting that open sooner. Is it construction materials? Is it ability to hire, you know, in a place like Georgia, where maybe labor is tight? Just any additional color there would be helpful on why it's not opening sooner.

Thank you.

Hey guys. Good morning.

If I could just follow up actually on the alma question, I think that have been, you know, delayed a little bit, you know, from from kind of when we had spoken previously about opening in Q4. Just curious like what what the biggest bottleneck is to getting that open sooner. Is it is it construction materials? Is it ability to hire, you know, in a place like like Georgia, where maybe labor is tight? Just, just any additional color. There would be helpful on you know, what? Why

Absolutely, Peter. Thanks, great question. And we had originally communicated in October that will be Q1 2022. It is absolutely not driven by labor shortages in the area. So that is not the reason. It's really just COVID-19 pandemic delayed completion of, you know, some key equipment arriving in Georgia from overseas, government restrictions for travel, delayed technicians arrival on-site in Georgia. Because of travel restrictions from technicians coming from Italy to install and start it up. But honestly, nearly all of these issues are substantially behind us and we're confident starting up the facility in Q1.

Because of travel restrictions from technicians coming from Italy to install and started up but honestly nearly all of these issues are substantially behind us, and we're confident starting up the facility in q1.

No, that's helpful. Thanks very much, Todd. Maybe just secondly, you know, one of the things I guess we're hearing a lot of now, particularly when price increases is, you know, the consumer is maybe starting to push back, you know, ever so slightly from an elasticity at this point. And so, just with the sauce increase that's gone in and I don't know if Rich is on the call or not. But just what are you hearing from customers in terms of elasticity at this point are things still, you know, relatively strong and how are you balancing that thinking about next?

Sure. So Peter, Todd again. So let me take a step back. So as discussed are, you know, our Rao's sauce price increase, you know, will be effective in the marketplace in late Q4. Our retailers have accepted the price increase. And you know, also as you know, Chris mentioned we've announced additional pricing actions with effective dates in late Q1 2022. And we're implementing list price increases across about 65% of our portfolio I will highlight here and I know it'll come up again that we believe the currently announced pricing will cover 100% of the expected year on year 2022 inflation. And regards to elasticity. Honestly, what we're seeing is kind of less elasticity than expected. So, you know, while we have, you know, modeled in and normal times elasticity of a one-to-one effect, these are not normal times. With rising prices across the store. And I think, as I've seen a lot of you kind of reporting and hearing from other companies, the impact on units has been minimal or less than expected.

Here and I know it'll come up again that we believe the current announced pricing will cover a hundred percent of the expected year on year, 2022 inflation, and regards of elasticity. Honestly, of what we're seeing is kind of less elasticity than that expected. So, you know, while we have, you know, modeled in and normal times elasticity of a one-to-one affect, you know, these are not normal times with Rising prices across the store. And I think, as I've seen a lot of you kind of reporting and hearing,

From other companies, the impact on units has been minimal or less than expected.

For example, data from widely cited that across the store prices have been going up by mid-single, digits with unit declines of only low single digits. We expect our pricing actions to be aligned with categories that we compete. And we see no head win in Rao's ability, you know, post pricing to continue to significantly increase household penetration, awareness, dollar share and distribution and mm, you know, I want to highlight again. All-time record share for Rao's, now above 13% and record household penetration above 10%. So we don't see the elasticity being as significant as originally expected. Got it. Thanks so much, guys. I'm looking forward to using my Rao's tonight for dinner. So, thanks and a good quarter.

Percent and record household, penetration above 10%. So, you know, we don't see the yellow elasticity being as significant as originally expected. Got it. Thanks so much, guys. I'm looking forward to using my radios tonight for dinner. So, thanks and good quarter.

Thank you. Our next question comes from Ken Goldman with JPMorgan. Your lines is open. Hi. Thanks so much, Todd, I know it's not your biggest brand, but you know Birch Benders. I think, you know, I know that it has a difficult comparison, but I think maybe it's fair to say some of us might have hoped it would have been growing a little bit more by now just given some of the distribution gains and some of the new products that are there. So as you analyze some of the core issues are with Birch Benders. First of all, are there any core issues as you see it? Or is that not something you'd agree with? And second, what do you think some of those and how easy are they that [sticks in] your mind? Again, I don't mean to be overly negative on a smaller part of the business but it is, it's something I'm curious about. Sure, how are you doing, Ken? Good to talk to you this morning. And so a couple of things on Birch Benders. You know, number one, we're absolutely thrilled that we've added Birch Benders to the Sovos portfolio, you know it checks every box of what it takes to be a Sovos brand. It's absolutely delicious, highest net promoter score among organic consumers, cleaner, better fuel ingredients. I'll emphasize we've only owned Birch Benders now for one year. The full impact of the playbook will be recognized in 2022. We've got a lot of confidence in the business in 2022. As you know, some highlights here, we're renovating existing products by launching a new and improved keto pancakes waffle mix offering continuing the growth of frozen waffles with Birch Benders is the fastest growing brand of the category. And we've successfully launched Birch Benders into the baking mix category, and in 2022, extending the brand of the nine billion ready-to-eat cookie category. But the headwind I know behind your question is the performance of Birch Benders in the pancake and waffle mix category. This is the category of just like, a lot of people making pancakes every morning and during the COVID-19 time and there's a lot of people not making pancakes now, you know, in a post-COVID-19 environment.

some of the new products that are there. So as you analyze some of the core issues are with Birch Benders. First of all, are there any core issues as you see it? Or is that not something you'd agree with? And second, what do you think some of those and how easy are they that [sticks in] your mind? Again, I don't mean to be overly negative on a smaller part of the business but it is, it's something I'm curious about. Sure, how are you doing, Ken? Good to talk to you this morning. And so a couple of things on Birch Benders. You know, number one, we're absolutely thrilled that we've added

Birch Benders to the Sovos portfolio, you know it checks every box of what it takes to be a Sovos brand. It's absolutely delicious, highest net promoter score among organic consumers, cleaner, better fuel ingredients. I'll emphasize we've only owned Birch Benders now for one year. The full impact of the playbook will be recognized in 2022. We've got a lot of confidence in the business in 2022. As you know, some highlights here, we're renovating existing products by launching a new and improved keto pancakes waffle mix offering continuing the

growth of frozen waffles with Birch Benders is the fastest growing brand of the category. And we've successfully launched Birch Benders into the baking mix category, and in 2022, extending the brand of the nine billion ready-to-eat cookie category. But the headwind I know behind your question is the performance of Birch Benders in the pancake and waffle mix category. This is the category of just like, a lot of people making pancakes every morning and during the COVID-19 time and there's a lot of people not making pancakes now, you know, in a post-COVID-19 environment.

And you know, the category is down. We are performing a little bit worse than the category. We get it. But we have the full intention to drive awareness and household penetration of not just that category. But as I said, fastest-growing frozen waffle business along with baking mix, along with the entry into ready-to-eat cookies. And, you know, the last thing I'd mention, you know, Ken, it's we talked about Noosa before. When we purchased Noosa, it was declining double digits in dollars in units, and we knew it was going to take us, you know, a year to really get that planned, rocking and now we've got Noosa growing 34 straight months of unit sales greater than the category. We've got dollars growing double the category through implementation of our playbook. So I've had it for a year and we fully expect with full of implementation of the playbook in 2022. We're going to have that business growing and rocking again.

and you know, rocking and now we've got Noosa growing 34 straight months of

Sales greater than the category. We've got dollars growing double the category through implementation of our Playbook. So I've had it for a year and we fully expect with full of the implementation of the playbook in 2022. We're going to have that business growing and rocking again.

Alright, thanks for that. And then, Todd, obviously M&A is a big part of your strategy. You mentioned it this morning. I'm just curious about the current environment where so many companies and potentially companies you're trying to acquire are challenged in terms of their supply chains, their ability to service customers. Does that make them more like;y to seel in your view or because they just may throw up their hands and say that's it. Let's give it else. Or does it make them less likely because maybe the EBITDA base is a little bit lower than what they want? I'm just trying to get a sense of how you see the likeness of the M&A environment right now so to speak.

Sure. Yes. So I can't really opine on whether it would make them more or less likely to sell, Ken. What I can say is that I think in an environment like this a company like Sovos is the perfect partner for those types of companies that you just described. And, you know, we continue to be an acquire of choice for founder-led companies. We know how to execute M&A. It is a core competency of ours. I know we've talked about this previously. This is not something that we kind of come out of the ground every five or seven years and decide to do a deal. I mean, we've averaged about, you know, one a year. We've got a playbook. We know how to do the diligence. We know how to do the integration. We've been successful in the businesses we've acquired to date, and we've got a long list of potential targets that meet the criteria of what it takes to be a Sovos brand. We will be disciplined. Since our founding, we've looked at over 250 brands. We've executed on four, we're going to stick to our knitting as we talked before. But you know, to your question difficult to say, I think you could argue either sides of the essence of your question, but what I would emphasize is that a company like Sovos with our capabilities, our agile supply chain, our selling capabilities, marketing R&D we're just a perfect match for companies that might be looking for that next chapter of growth with Sovos being the perfect partner to take them to that next level.

And, you know, we continue to be in a choir of choice, for founder, LED companies, you know, we know how to execute MMA. It is a core competency of ours. I know we've talked about this previously. This is not something that we kind of come out of the ground, every five or seven years and decide to do a deal. I mean, we've averaged about, you know, wanting a year. We've got a Playbook. We know how to do the diligence. We know how to do the integration. We've been successful in the businesses. We've acquired to date, and we've got a long list of potential targets that meet the criteria of what it takes.

be a Sovos brand. We will be disciplined. Since our founding, we've looked at over 250 brands. We've executed on four, we're going to stick to our knitting as we talked before. But you know, to your question difficult to say, I think you could argue either sides of the essence of your question, but what I would emphasize is that a company like Sovos with our capabilities, our agile supply chain, our selling capabilities, marketing R&D we're just a perfect match for companies that might be looking for that next chapter of growth with Sovos being the perfect partner to take them to that next level.

Be looking for that next chapter of growth with so boast being the perfect partner to take them to that next level.

Great. Thank you. You got it. Thank you, Ken. Our next question comes from Chris Growe of Stifel. Your line is open.

You got it. Thank you, Ken.

Our next question comes from.

Hi, good morning. My congratulations as well. I want to ask first, I had just two questions. And as we think about the inflation environment that's kind of developed here in obviously risen since we last talked. Should we think about the second quarter of next year as a point where you start to see some of that gross margin stability based on the timing of your price increases? Maybe some margin dollar profit starts to benefit from the pricing in relation to the inflation.

My congratulations as well. I want to first, I had just two questions on. And as we think about the inflation environment that's kind of developed here in obviously risen. Since we last talked is, is should we think about the second quarter of next year as a point where you start to see some of that gross margin stability, based on the timing of your price increases. Is that kind of when P knock should maybe it's not margin. You just dollar profit starts to benefit from the pricing in relation to the inflation.

Hey, Chris, this is Chris speaking. Thank you for the question. Great talking to you. And yeah, I think that's a fair assessment. As we put the full suite of are very comprehensive pricing and productivity actions in place, that will definitely ramp up and take hold in Q2. We talked before Todd mentioned, we will have list price on 65% of our portfolio and the other 35% we will attack across eliminating or at least reducing our least efficient promotions.

Correct speaking. Thank you for the question. Great talking to you. And yeah, I think that's a fair assessment. As we put the full Suite of are very comprehensive pricing and productivity actions in place that will definitely ramp up and take hold and Q2. We talked before Todd Mansion will have list price on 65 percent of our portfolio and the other 35% We will attack across eliminating or at least reducing our least efficient promotion.

Todd mentioned we will cover 100% of our year-over-year inflation. By the time we have fully implemented that list price increasing which will hit in mid-to-late Q1. So by Q2 will be fully embedded in the marketplace. And on our productivity actions as well. The automation that we're putting into our facilities further, optimization of our co-manufacturing network, packaging value, engineering opportunities that we're exploring right now, the further standardization of Birch Benders, and even the scale we get in the leverage we get from our operation as it continued to grow that high single-digit top line. We should see that and we'll see that stabilization as you mentioned earlier in the year and especially across Q2.

Birch vendors and even the scale we get in the leverage, we get from our operation as it continued to grow that high single digit Top Line. We should see that and we'll see that stabilization as you mentioned earlier in the year and especially across Q2

And then, do you build that normal kind of one-to-one sort of elasticity? I'm sure it's different by brand, but is that the way you kind of build it in? And they'll obviously, we've seen it to be lower of late and then you just hope it's better. Is that the way to think about the way you're building next year? Yeah. That's how we built our projections out. And as you mentioned, like the rest of the industry, we're not totally surprised if we beat that expectation, but that is what we have in our model. Okay. I just have one final question, which is it just in relation to some of the rebuilding of marketing spending. Have you adjusted any of those plans due to like supply chain challenges, your ability to get product into the store? I know it's been a real high point for you, but it is any that change the way you're approaching some of your marketing plans. And that's my final question. Thank you. Yeah. Sure, Chris. So honestly in 2021. Well, I mean, I'll reinforce again. I think I mentioned before that we have, I think the only time we're really was back in Q2 of 2020 at the height of the COVID-19 demand surge. But honestly, since then our supply chain organization sales, sales organization just done a phenomenal jo keeping our customers and service. One of our guiding principles is obsessed with the front line, we will make the necessary Investments that we need. So we have not dialed down marketing or other investments in driving the top line, you know, as I say, again, with our growth-oriented mindset, the momentum of our business, we will continue to make the right decisions and investments to drive the industry-leading growth of the Sovos Brands portfolio. So we have not taken the foot off the accelerator on the Investments of our brands. And that's, I think, what's driving the fact that I mean, I think he saw a90% of our portfolio sauce, yogurt, and frozen. All of those businesses growing double digits versus prior year, with regards to consumption.

some of the rebuilding of marketing spending. Have you had a just any of those plans due to like supply chain challenges, your ability to get product into the store. And it's been a real high point for you, but it is any that change the way you're approaching some of your marketing plans. And that's my final question. Thank you. Yeah. Sure Chris. So honestly in 2021. Well, I mean, I'll reinforce again. I think I mentioned before that we have, I think the only time we're really was back in Q2 of 2020.

At the height of the COVID-19, Amman search, but you know, honestly since then our supply chain organization, sales, sales organization, just done a phenomenal job, keeping our customers and service. One of our guiding principles is obsessed with the front line, will make the necessary Investments that we need. So we have not dialed down marketing or other investments in driving the Top Line, you know, as I say, again, with our growth oriented mindset, the momentum of our business, we will continue to make the right decisions and Investments to drive the industry-leading.

portfolio. So we have not taken the foot off the accelerator on the Investments of our brands. And that's, I think, what's driving the fact that I mean, I think he saw a90% of our portfolio sauce, yogurt, and frozen. All of those businesses growing double digits versus prior year, with regards to consumption.

Thank you. Our next question comes from Robert Moskow of Credit Suisse. Your line is open. Hi and congratulations again. Just a modeling question. For gross margin in the fourth quarter would you expect to be down again another 500 basis points just because the pricing hasn't fully made its way through? Or do you expect it to be a little better? And then on SG&A, I think the run rate now should be 34 million, but I think you said that you're going to have full absorption of your public company cost in fourth quarter. So does that mean SG&A would be higher in fourth because you have a full quarter of it? Or is it about the same? Thanks. Yeah. I know. Thank you for the question. This is Chris. Yes. We are, you know as we operate across Q3 and as we've mentioned I'm just to reinforce, our are very strong growth that we continue to see as we operate across Q3. And our very growth-oriented mindset. We absolutely prioritize growth and profits. The momentum in our business that we continue to make the right decisions investments, as Todd mentioned, to drive that industry-leading growth of the portfolio. As we operate across. Q3, we saw week after week in our consumption reports 30-ish percent growth in the Rao's brand sauce, plus all the products that we've expanded into it. And with that expanded demand, we lead in and ripped up production, expedited freight at a time where transatlantic ocean freight rates were elevated. And in addition. If you recall back to that Q2 Q3 timeline, we saw New Jersey experience, you know, unprecedented log jam.

Another question comes from Robert and congratulations again. Just a modeling question for gross. Margin at fourth quarter. Would you expect to be down again, you know, another 500 basis points just because, you know, the pricing has a fully made its way through where you expected to be a little better.

On sgna. I think the run right now should be 34 million, but I think you said that you're going to have full absorption of your public company cost and fourth quarter. So is that mean SGA would be higher and forth because you have a full quarter of it? Or is it about the same? Thanks. Yeah. I know. Thank you for the question. This is Chris. Yes. We are, you know as we operate across Q3 and as we've mentioned I'm just to reinforce.

our are very strong growth that we continue to see as we operate across Q3. And our very growth-oriented mindset. We absolutely prioritize growth and profits. The momentum in our business that we continue to make the right decisions investments, as Todd mentioned, to drive that industry-leading growth of the portfolio. As we operate across. Q3, we saw week after week in our

consumption reports 30-ish percent growth in the Rao's brand sauce, plus all the products that we've expanded into it. And with that expanded demand, we lead in and ripped up production, expedited freight at a time where transatlantic ocean freight rates were elevated. And in addition. If you recall back to that Q2 Q3 timeline, we saw New Jersey experience, you know, unprecedented log jam.

Significant congestion, which also led to excessive [inaudible] and even drainage expenses. So we made those investments in Q3. Fortunately, we were able to offset that down to the EBITDA line in the whole consistent margin year for Q3. As we move into Q4, our inventories in a very good position. We have a very good swell of supply coming out of Italy and domestically, across the portfolio. So, we do not anticipate anywhere near that level of cost that we experience in Q3. So it's very fair to say we do anticipate higher margins in Q4 than you saw in Q3. And as we mentioned previously, as we lead into 2022, we will continue to see expanded margins across the year. And as we mentioned earlier, really full stabilization in Q2 and beyond. On the SG&A side, absolutely, you know, we will incur and absorb.

That level of cost that we experience into three. So it's very fair to say we do anticipate higher margins in Q4 that you saw in Q3. And as we mentioned previously, as we lead into 2022 will continue to see expanded margins across the year. And as we mentioned earlier really full stabilization in Q2 and Beyond on the sg&a side, absolutely, you know, we will incur and absorb.

in Q4 that whole suite of public company cost, the hirings we have, all the help counter space that we will be putting in and that will carry on through 2022. That as well as that incorporated into our planning and thinking for our 2022, but you will see higher SG&A cost as you mentioned within that line. As well as we rebuild marketing as I just discussed to that 5.5% to 6% of net sales range. I'm sorry. Can you maybe refresh our memory as to what those ongoing public costs are like, how much did you have in the third quarter? And how much more would you have in fourth?

A company cost to hire. He's we have all the help counter space that we that we will be putting in and that will carry on through 2022 that as well as that incorporated into our planning and thinking for our 2022, but you will see higher sgna cost as you mentioned as well, as we just discussed. I'm sorry. Can you maybe?

Memory. As to what those ongoing public costs are like, how much did you have in third quarter? And how much more would you have in fourth?

The hirings that we have put in place, the roles that we have now, for instance, investor relations into a lot of things like that, as well as things like listing fees on NASDAQ, public market. You know insurance. We saw 1.5 million to 2 million a quarter depending on the quarter. That's what we will experience in Q4 and across 2022. Got it.

Yeah, what's that was any of that in Q3 or not really? Yeah, there was a smaller amount in Q3. We didn't take on any of those public markets, you know, expenses until Q4, but we do have some of those hirings in place in Q3. I heard the whispering, so I figured I'd ask it, it's just discussed. All right. Thank you. Thank you. Our next question comes from Brian Holland of Cowen and Company. Your line is open. Thanks. Good morning. A question on the innovation pipeline. I guess twofold. One, we've obviously seen through COVID relatively no assortments on shelves, et cetera. You have a long innovation pipeline. Have you had any issues getting new products, or do you anticipate any issues getting new products into stores? And maybe this is less of an issue for you giving service levels. et cetera. But just kind of curious about your view there. And then secondly, do you have a framework for what innovation could contribute on an annualized basis going forward either as a percentage of growth or overall revenue, et cetera?

Thank you.

any issues getting new products, or do you anticipate any issues getting new products into stores? And maybe this is less of an issue for you giving service levels. et cetera. But just kind of curious about your view there. And then secondly, do you have a framework for what innovation could contribute on an annualized basis going forward either as a percentage of growth or overall revenue, et cetera?

Sure, Brian. How are you doing? Good morning, it's Todd Lachman. So on the, a couple things on the innovation side. I think to the first part of your question. We have had no difficulty getting our innovation, you know, to shelf honestly. It's a core competency of ours, a rapid distribution that we got even going with back to soup. We got 50% ACV in 90 days of our soup business. Now, the number 5 soup brand. Basically, in the category, you know, only launching in 2019, fastest-growing honestly, soup brand at the even as the number 5 level ahead of all competitors, growing distribution dollar velocities. But so number one. We have not had a problem getting innovation to shelf, you know, the type of brands that we the type of products and brands that will bring the market, are those types that are disruptive for the category. They're not me to mainstream offerings, you know, giving example frozen Noosa gelato that we're launching in Q1. Couldn't be more excited about that launch of extending the Noosa brand you know, known for its absolutely delicious yogurt and now expanding that into the 7 plus billion dollar ice cream category with frozen yogurt gelato. So it permissible, you know offering in the ice cream category that honestly tastes as good if not better than any ice cream out there. So that you know, it's an example. That's one that's you know, got an acceptance across the board so far. We're very excited about the potential of that. But those are the type of innovations that will bring to the category frozen Rao's.

team fastest-growing honestly, soup Brandy at the even if

Level head of all, you know, competitors, growing distribution dollar velocities. But so number one. We have not, not at problem, getting Innovation, you know, to shelf, you know, the type of brands that we the type of products and brands that will bring the market, are those types that are disruptive for the category. They're not me to mainstream offerings, you know, giving example Frozen Noosa. Gelato that we're launching in q1. Couldn't be more excited about that launch of extending the new sub R and, you know, known for its absolutely.

delicious yogurt and now expanding that into the 7 plus billion dollar ice cream category with frozen yogurt gelato. So it permissible, you know offering in the ice cream category that honestly tastes as good if not better than any ice cream out there. So that you know, it's an example. That's one that's you know, got an acceptance across the board so far. We're very excited about the potential of that. But those are the type of innovations that will bring to the category frozen Rao's.

The Michael Angelo's offerings that are super-premium in nature and very differentiated versus what's out there. If you look at our Frozen business last 13 weeks and to 10 3 growing 227% distribution of 88%, velocity 77%, again, providing consumers and retailers with a super premium restaurant-quality meal. You've got Birch Benders' baking mix again, offering consumers that down the baking aisle with a keto offering growing 65% last 13 weeks gaining distribution 114% versus a year ago of CPGs. And what I'd say in regards to modeling as a percentage, we do not have innovation as a percentage of sales kind of going forward. I mean, honestly, we really look at it was you said our number one lever is driving our core sauce business and our yogurt business driving household penetration of those brands.

last 13 weeks gaining distribution 114% versus a year ago of CPGs. And what I'd say in regards to modeling as a percentage, we do not have innovation as a percentage of sales kind of going forward. I mean, honestly, we really look at it was you said our number one lever is driving our core sauce business and our yogurt business driving household penetration of those brands.

That's you know, number one is we've talked about. And if you look at the sauce, frozen and yogurt business is 90% all of those businesses grew above double digits, and consumption, last year. And, you know, so as we go forward, we'll continue to drive TAM expansion. We've added seven billion dollars of TAM, but we don't really have a formula or an algorithm that says X percent needs to be from core and X percent needs to be through Innovation. We're just looking to drive distribution and awareness and ultimately household penetration of our brands. And driving that the type of growth that we showed in Q3 and Q4, and for this year in the next year,

Our Brands and driving that the type of growth that we showed in Q3 and Q4, and for this year, in the next year,

Appreciate the color. Second question, I wanted to probe the idea of Sovos as sort of an advantage to choir with founder-led businesses. I think, typically when we hear about, we hear acquire of choice, it's generally category-specific. And you're talking about founder-led businesses. So I'm curious how that manifests itself, right? I mean, does that mean that founder-led businesses are calling you? And maybe they're less competitive bids? Or are you able to get assets cheaper? Because you're going to stick to the brand ethos in a way that maybe other competitors are promising? Or can you bid more aggressively because of your confidence in the ability to generate the synergies? So, however, that involves just really curious to hear how Sovos has an advantage with founder-led brands.

Maybe they're less competitive bids.

Or are you able to get assets cheaper? Because you're going to stick to the brand ethos, in a way that maybe other competitors are promising or can you bid more aggressively? Because your confidence in the ability to generate the synergies? So, however, that involves just really curious to hear how so, BOCES Advantage with founder LED brands,

Sure. So yeah, I get the essence of your question, not going to touch on whether you know, the bidding or Etc. What I will get into, and having discussions having had discussions with the founders of the business that we've acquired and those that they haven't. If you remember we take a step back, the core grounding thesis of why we created Sovos was that you have these one-of-a-kind brands. If you looked at, you know, the hundred largest center store brands.

It's at this period of time going back, you know five years, but I think it's still, you know, relevant. You've got these large center store brands declining and what's growing at their expense, these smaller one-of-a-kind brands. Some of the brands that whether they're better for you or they taste delicious. But they're offering something differentiated to the consumer, you know, those were growing, the most rapid and I felt that there was an opportunity to create a company that has the capabilities and the infrastructure to focus on acquiring, integrating and growing those one-of-a-kind brands.

Because large CPG does a great job building billion brands but when it comes to these brands. Let's just say roughly fifty to a hundred million dollars of net sales, trying to acquire those. You know, that might sound good on day one, but then they just got to get lost in the morass of the large CPG entity and we built Sovos to basically be the company that could acquire these brands that share similar attributes, regardless of temperature state. They're highly delicious premium authentic heritage leading brand affinity as measured by net promoter score disrupting categories, like, you know, the first, you know, that basically a whole, homemade whole tomato sauce or the keto offerings of Birch Benders sharing the same consumer base, the same playbook. And when we talk to founders, they're like wow, Mike, my brand is going to have a great home in your company. You're going to give it the tender loving care that it deserves. And I'm confident that you're going to take it to the next chapter of growth. And that's why all the founders of the business that we acquired have been, or continue to be very involved in our business.

Measure by net promoter score disrupting categories, like, you know, the first, you know, that basically a whole, homemade whole tomato sauce or the keto offerings of birch, Benders sharing the same consumer base, the same Playbook. And when we talk to Founders, they're like Wow Mike my brand is going to have a great home in your company. You're going to, you know, you're going to give it the tender loving care that it deserves. And I'm confident that you're going to take it to the next chapter of growth. And that's why all the founders of the for business that we acquired have been have been, or continue to be very involved in our business.

I think that's the differentiating aspect and they can see versus maybe a large CPG player, their brand or company might get lost in the tentacles of that company versus it's really going to get the focus of our senior management team and our capabilities here at Sovos, and our capabilities are very specific to those types of brands. Those brands were not going to buy, but the Sovos Brands, the type of we talked about are the ones that we will acquire.

Thanks again. Best of luck. You got it. Thank you. Thank you. And for our last question is from Andrew Lazar of Barclays. Your line is open. Great. Thanks very much. I guess, I know you're not giving sort of detailed guidance yet for next year. But, you know, based on some of your comments around pricing that will be in place your comments around gross margin being up in '22. It sort of sounds like at this stage you would anticipate just sort of beyond algorithm next year, in terms of sales and EBITDA growth, even with some of the let's say incremental investments that you're having to make to supply your customers the way you want to. Is that a fair assessment or am I missing something?

You got it. Thank you. Thank you. And for our last question is from Angela's, are Barclays. Your line is open, great. Thanks very much. I guess, I know you're not giving sort of detailed guidance yet for next year. But, you know, based on some of your comments around pricing, that will be in place your comments around gross margin, being up in in 22, it sort of sounds like at this stage. You would anticipate just sort of Beyond algorithm.

next year, in terms of

Calvin ebitda Grove, even with some of the let's say, incremental Investments that you're having to make to supply your customers, the way you want to, is that a fair assessment or let me missing something.

No. Thank you. This is Chris and great question. And today, we're not providing formal '22 guidance. We will as we progress into our Q4 conference call in March, but we can say that we expect 2022 net sales and EBITDA growth in line with our longtime long-term guidance of high single-digit top-line growth and low double-digit EBITDA growth. As we discussed, we see just massive growth potential across our brand continue to outperform our categories. As Todd mentioned, increasing awareness and distribution of the brands and that growth momentum, which were going to close this year, they're significant whitespace opportunity really for all of our brands [as we enter] 2022. 90% of our businesses, as Todd mentioned, growing double digits consumption here as we progress across Q3. And on the margin side, it's going to be uneven across the year as we discussed earlier, will see that the pricing take further hold in Q1 to Q2 those productivity initiatives into Q2 and beyond. And we'll really realize those benefits across the back part of the year. So will be a little uneven across the area, remembering that we did grow 41% this year in Q1. A part of that as a result, that was really the last quarter of stay-at-home mandates, so we had explosive growth here in Q1 of this year that will be overlapping. And that commodity inflation, some of the shipping higher costs we've seen really started taking hold Q2 Q3 and beyond. So we'll roll out that as well across H1 and H2 next year. It will be slightly uneven. But for the full year, we should be able to deliver against that for our longer-term guidance. Thanks for that. Then just one quick clarification. I think you'd mentioned originally that the Rao's price increase was effective. I think it was October 25th.

He's outperformed our categories as Todd mentioned, increasing awareness and distribution of the brands. And with that growth momentum, which were going to close this year. They're significant whitespace opportunity really for all of our Brands as we enter 20, 20 to 90 percent of our business is a Todd mentioned. Growing double digits consumption here as we could, and on the inside. Yeah, it'll be. It's going to be uneven across the year as we discussed earlier will see that.

Q1 to Q2 those products should be initiatives into Q2 and Beyond and we'll really realize those benefits across the the back part of the remembering that we 41 percent this year and Q. One part of that is the last quarter of this year. That will be overlapping.

Inflation. Some of the shipping higher cost we've seen really started taking hold Q2 Q3 and Beyond so we overlap that as well across H1 and H2 next year. It will be slightly uneven. But for the full year, we should be able to live against uphold. Our longer-term guidance an extra time and just one quick clarification. I think you'd mentioned originally that the rails price increase was effective. I think it was October 25th, I think today you mentioned.

I think today you mentioned the pricing will kick in sort of late Q4. And maybe I'm just splitting hairs, but I want to make sure there was no sort of a change in sort of the time and how that pricing came through. And if there was, kind of why would that be? Thanks a lot. Hey, Andrew, it's Todd. No change. You played it back perfectly. Okay. Thanks very much. You got it. Thank you. Ladies and gentlemen, I'd like to turn the call back over to Todd Lachman for any closing remarks.

Hey, Andrew, it's Todd. No change. You played it back perfectly. Okay. Thanks very much.

You got it. Thank you.

Ladies.

Fantastic. Thank you very much. Thanks everybody for your participation. I want to thank our employees, our board, our investors and the people who supported us throughout the process of becoming a public company, very exciting times. It's been enormously gratifying to lead Sovos through this journey. We're absolutely thrilled about what we've created so far, but the best is yet to come. I look forward to speaking with all of you again in March when we report our fourth-quarter earnings. Have a great day.

Thank you. Ladies and gentlemen, this concludes today's conference. Thank you all for participating. You may now disconnect. Have a great day.

Could create conference. Thank you. All for participating. May now disconnect. Have a great day.

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Q3 2021 Sovos Brands, Inc. Earnings Conference Call

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