Q1 2024 United Natural Foods Inc Earnings Call
Hello, and welcome to the UNFI first quarter fiscal 2024 earnings call. All lines have been placed on mute to prevent any background noise. After the speakers' remarks, there will be a question and answer session.
Speaker 1: Hello and welcome to the UNFI First Quarter Fiscal 2024 Earnings Call. All lines have been placed on mute to prevent any background noise. After the speaker's remarks, there will be a question and answer session. If you would like to ask a question during this time, simply press star one on your telephone keypad. If you would like to withdraw your question, again, press the star one. I will now turn the conference over to Steve Blomquist, Vice President, Investor Relations. Please go ahead.
If you would like to ask a question. During this time simply press star one on your telephone keypad.
You would like to withdraw your question again presses Star one I will now turn the conference over to Steve Bloomquist, Vice President Investor Relations. Please go ahead.
Speaker 2: Good morning, everyone. Thank you for joining us on UNFI's first quarter fiscal 2024 earnings conference call. By now you should have received a copy of the earnings release issued this morning.
Good morning, everyone. Thank you for joining us on Unfi's first quarter fiscal 'twenty 'twenty four earnings conference call by now you Should've received a copy of the earnings release issued this morning, the press release and earnings presentation, which management will speak to our available.
Speaker 2: The press release and earnings presentation, which management will speak to, are available under the Investors section of the company's website at www.unfi.com on the Events tab.
And to the investors section of the company's website at Www Dot UNFI dot com on the events tab. We've also included a supplemental disclosure file in Microsoft Excel with key financial information Joy.
Speaker 2: We've also included a supplemental disclosure file in Microsoft Excel with key financial information.
Speaker 2: Joining me for today's call are Sandy Douglas, our Chief Executive Officer, and John Howard, our Chief Financial Officer.
Joining me for today's call are Sandy Douglas, our Chief Executive Officer, and John Howard, Our Chief Financial Officer.
Speaker 2: Sandy and John will provide a strategy and business update, after which we'll take your questions.
Andy and John will provide a strategy and business update after which we'll take your questions before we begin I'd like to remind everyone that comments made by management. During today's call may contain forward looking statements. These forward looking statements include plans expectations estimates and projections that might involve significant risks.
Speaker 2: Before we begin, I'd like to remind everyone that comments made by management during today's call may contain forward-looking statements. These forward-looking statements include plans, expectations, estimates, and projections that might involve significant risks and uncertainty.
And uncertainties.
Speaker 2: These risks are discussed in the company's earnings release and SEC filings. Actual results may differ materially from the results discussed in these forward-looking statements.
These risks are discussed in the company's earnings release, and SEC filings actual results may differ materially from the results discussed in these forward looking statements.
Speaker 2: And last I'd like to point out that during today's call, management will refer to certain non- GAAP financial measures. Definitions and reconcilations to the most comparable GAAP financial measures are included in our press release and the end of our earnings presentation. I'd ask you to turn to slide six of our presentation as I turn the call over to Sven.
And lastly, I'd like to point out that during today's call management will refer to certain non-GAAP financial measures definitions and reconciliations to the most comparable GAAP financial measures are included in our press release and the end of our earnings presentation.
I ask you to turn to slide six of our presentation as I turn the call over to Sandy.
Thanks, Steve we appreciate everyone joining us for our first quarter call.
Speaker 3: Thanks Steve. We appreciate everyone joining us for our first quarter call.
Speaker 3: In my remarks this morning, I will provide a brief overview of our results, the operating environment, and then an update on the progress we're making resetting and restoring our profitability. And enhancing the value we create for our customers, suppliers, and in parallel our shareholders.
In my remarks. This morning, I will provide a brief overview of our results the operating environment and then an update on the progress, we're making resetting and restoring our profitability and enhancing the value we create for our customers suppliers and in parallel our shareholders.
As you saw in our release, our first quarter results exceeded our expectations and reflected a sequential improvement in adjusted EBITDA of $24 million.
Speaker 3: As you saw in our release, our first quarter results exceeded our expectations and reflected a sequential improvement in adjusted EBITDA of $24 million.
Speaker 3: This resulted from improved operational execution and progress on near-term value creation initiatives which helped deliver savings earlier in the year than we previously expected. We accomplished this despite an industry backdrop that continues to be challenging.
This resulted from improved operational execution and progress on near term value creation initiatives, which helped deliver savings earlier in the year than we previously expected. We accomplished this despite an industry backdrop that continues to be challenging.
Inflation rates are declining sequentially, yet consumers continue to endure the impact structurally higher food prices we.
Speaker 3: Inflation rates are declining sequentially, yet consumers continue to endure the impact of structurally higher food prices.
Speaker 3: We saw inflation decline by over 200 basis points compared to last fiscal year's fourth quarter, but it remains modestly above historical levels.
We saw inflation declined by over 200 basis points compared to last fiscal year's fourth quarter, but it remains modestly above historical levels.
Speaker 3: To manage these higher prices, consumers continue to buy less and shift their purchases away from the grocery channel. This has led to negative volumes on average across the retail food industry and share gains by mass merchandisers and discounters.
To manage these higher prices consumers continue to buy less and shift their purchases away from the grocery channel. This has led to negative volumes on average across the retail food industry and share gains by mass merchandisers and discounters.
Speaker 3: These challenges create even greater urgency for us to be successful in both our short term and longer term transformation efforts so that we can help our retail customers remain as competitive as possible as the environment continues to evolve.
These challenges create even greater urgency for us to be successful in both our short term and longer term transformation efforts. So that we can help our retail customers who remain as competitive as possible as the environment continues to evolve.
Speaker 3: Many of our customers are performing well, even in this environment. But all of them need you NFI and our supplier partners to step up for them.
Many of our customers are performing well even in this environment, but all of them need UNFI and our supplier partners to step up for them.
Speaker 3: Our revamped leadership team is rising to this challenge, gaining even more UNFI experience and starting to drive tangible operating improvement. We expect this will increasingly benefit our financial performance throughout the remainder of fiscal 2024 and beyond as we manage for the short term and build for the future.
Our revamped leadership team is rising to this challenge gaining even more UNFI experience and starting to drive tangible operating improvement.
We expect this will increasingly benefit our financial performance throughout the remainder of fiscal 2024 and beyond as we manage for the short term and build for the future.
Speaker 3: An encouraging area is our progress on shrink. As we've detailed previously, the volatility created by COVID and the post-pandemic environment created challenges managing shrink throughout our supply chain.
An encouraging area is our progress on shrink as we've detailed previously the volatility created by Covid and the post pandemic environment created challenges managing shrink throughout our supply chain.
Speaker 3: This waited significantly on our results as we exited last fiscal year. And while it's still early in fiscal 2024, our strengthening operating performance reduced shrink year over year and sequentially. In fact, we reduced shrink in the quarter by over $7 million more than we had previously planned. And we continue to expect additional improvement as we move through the year.
This weighted significantly on our results as we exited last fiscal year and while it's still early in fiscal 2024 are strengthening operating performance reduce shrink year over year and sequentially. In fact, we reduced shrink in the quarter by over $7 million more than we had previously planned and.
We continue to expect additional improvement as we move through the year, we're beginning to see the benefits of improved management routines and standards processes that we've implemented over the last few quarters as well as the benefits of more stabilized supply chains and labor force with turnover in our distribution centers near <unk>.
Speaker 3: We're beginning to see the benefits of improved management routines and standard access processes that we've implemented over the last few quarters, as well as the benefits of more stabilized supply chains and labor force, with turnover in our distribution centers near a record low.
<unk> low.
Speaker 3: Separately, we're rapidly realizing our near-term value creation initiatives and continue to expect these will deliver about $150 million of operating efficiencies to our fiscal 2024 result.
Separately, we're rapidly realizing our near term value creation initiatives and continue to expect these will deliver about $150 million of operating efficiencies to our fiscal 'twenty 'twenty four results.
Speaker 3: Importantly, some of these initiatives, particularly the wholesale efficiency actions we've taken, also help lay the groundwork for our longer-term transformation aspirations, giving us increased confidence as we move down this path.
Importantly, some of these initiatives, particularly the wholesale efficiency actions. We've taken also help lay the groundwork for our longer term transformation aspirations, giving us increased confidence as we move down this path.
As we've delivered on these near term goals. We've also been making early progress on our transformation plan with advancements on network optimization and automation during the quarter.
Speaker 3: As we've delivered on these near-term goals, we've also been making early progress on our transformation plan with advancements on network optimization and automation during the quarter.
Speaker 3: We finish the consolidation of our Logan Township facility into our Allen Town Distribution Center, which brings our fresh and conventional businesses in the region under one roof. Separately, we also finish the expansion of our automation system to our Carl LDC, which expands its unit pick capabilities and is expected to support increased capacity and throughput.
We finished the consolidation of our Logan Township facility into our Allentown distribution center, which brings our fresh and conventional businesses in the region under one roof.
Separately. We also finished the expansion of our automation system to our Carlisle, DC, which expands its unit pick capabilities and is expected to support increased capacity and throughput.
Speaker 3: Additionally, we continue to augment our management team by recruiting a new CEO for our retail business and a new chief information officer, both of whom have helped lead successful transformations previously.
Additionally, we continue to augment our management team by recruiting a new CEO for our retail business and a new Chief information officer, both of whom have helped lead successful transformations previously.
We also completed the Onboarding of three new board members during the quarter and held our first board meeting since they joined US just last week.
Speaker 3: We also completed the onboarding of three new board members during the quarter and held our first board meeting since they joined us just last week.
Their input was proactive and constructive and we strongly believe the perspectives of our new members will add meaningful value I also want to thank our three departing directors for their contributions and their years of service to UNFI.
Speaker 3: Their input was proactive and constructive, and we strongly believe the perspectives of our new members will add meaningful value. I also want to thank our three departing directors for their contributions and their years of service to UNFI.
Speaker 3: While it's still early in the year and in our transformation plan, we're confident that we're headed in the right direction to sustainably create value for our stakeholders, especially our customers, suppliers and shareholders.
While it's still early in the year and in our transformation plan.
We're confident that we're headed in the right direction to sustainably create value for our stakeholders, especially our customers suppliers and shareholders. We remain focused on maintaining our operating and transformation momentum as we service our customers throughout the busy holiday season.
Speaker 3: We remain focused on maintaining our operating and transformation momentum as we service our customers throughout the busy holiday season.
Speaker 3: We will continue to drive operational improvement and transformation as quickly as possible.
We will continue to drive operational improvement and transformation as quickly as possible.
Speaker 3: Given the tremendous long-term shareholder value creation opportunity that we see by improving the economics of our business and enhancing the value we bring to customers and suppliers, we refuse to be incremental in our approach.
Given the tremendous long term shareholder value creation opportunity that we see by improving the economics of our business and enhancing the value we bring to customers and suppliers, we refused to be incremental and our approach with that let me now turn the call over to John for his remarks John.
Speaker 3: With that, let me now turn the call over to John for his remarks. John ?
Speaker 4: Thank you, Sandy, and good morning, everyone. As you heard from Sandy, our year has started ahead of our expectations, and we're reaffirming our full year outlook for sales, adjustity, but the adjusted EPS, and capital and cloud implementation expenditure.
Thank you Sandy and good morning, everyone. As you heard from Sandy our year has started ahead of our expectations and we are reaffirming our full year outlook for sales adjusted EBITDA, adjusted EPS and capital and cloud implementation expenditures.
Speaker 4: This morning I will provide commentary on first quarter results, our balance sheet and capital structure, and some considerations in our fiscal 2024 outlook. With that, let's review our
This morning, I will provide commentary on first quarter results, our balance sheet and capital structure and some considerations in our fiscal 2024 outlook.
With that let's review our Q1 results.
Turning to slide eight net sales increased by <unk>, 3% to seven 6 billion. The largest first quarter sales result in our history.
Speaker 4: Turning to slide 8, NETS sales increase by 0.3% to $7.6 billion. The largest first quarter sales result in our history.
Speaker 4: Wholesale growth reflected the benefit of inflation, which was nearly offset by a decline in unit sold.
Wholesale growth reflected the benefit of inflation, which was nearly offset by a decline in units sold.
Speaker 4: Sales in our retail business declined by slightly more than 1% as we continue to be impacted by a difficult macro and industry environment. As we announced in late October , we have a new CEO leading retail and remain optimistic that we'll be able to work with our suppliers, franchisees, and our associates to sustainably improve performance as we move forward.
Sales in our retail business declined by slightly more than 1% as we continued to be impacted by a difficult macro and industry environment as we announced in late October we have a new CEO, leading retail and remain optimistic that we'll be able to work with our suppliers franchisees and our associates to sustainably improve performance.
As we move forward.
Speaker 4: Flipping to slide 9, let's now take a look at our profitability drivers this quarter.
Flipping to slide nine let's now take a look at our profitability drivers this quarter.
Speaker 4: Our gross profit rate, prior to the non-cash life-o charge in both years, decreased by about 110 basis points, which was in line with our expectations.
Our gross profit rate prior to the noncash LIFO charge in both years decreased by about 110 basis points, which was in line with our expectations.
Speaker 4: As we stated on our year-end call, we will be cycling the elevated procurement gains that benefited last year's gross profit rate until the latter part of this year's second quarter.
As we stated on our year end call, we will be cycling the elevated procurement gains that benefited last year's gross profit rate until the latter part of this year's second quarter.
Speaker 4: As a reminder, these gains were driven by substantial supplier price increases that drove last year's Q1 inflation rate to over 10%, which is markedly higher than this quarter's rate of around 3%.
As a reminder, these gains were driven by substantial supplier price increases that drove last year's Q1 inflation rate to over 10%, which is markedly higher than this quarter's rate of around 3%.
Partially offsetting the decline in procurement gains was improvement in shrink which was the lowest we've experienced in the past seven quarters.
Speaker 4: Partially offsetting the decline in procurement gains was improvement and shrink, which was the lowest we've experienced in the past seven quarters.
Speaker 4: Our operating costs as a percentage of sales were flat sequentially compared to the fourth quarter and were up 20 basis points compared with the first quarter of last year.
Our operating costs as a percentage of sales were flat sequentially compared to the fourth quarter and were up 20 basis points compared with the first quarter of last year.
Speaker 4: We continue to invest in distribution center and transportation labor and in foundational initiatives of our transformation plan to provide the highest possible service levels for our customers.
We continue to invest in distribution center and transportation labor and in foundational initiatives of our transformation plan to provide the highest possible service levels for our customers.
Speaker 4: Importantly, within our distribution centers, the improvements in vacancy rates we've discussed on prior calls helped us finish the quarter with the lowest turnover rate in three years and the highest throughput rate in the past two years.
Importantly, within our distribution centers the improvements in vacancy rates. We've discussed on prior calls helped us finish the quarter with the lowest turnover rate in three years and the highest throughput rate in the past two years.
Speaker 4: This stability in our supply chain is helping to drive tangible benefits in our operating performance.
This stability in our supply chain is helping to drive tangible benefits in our operating performance.
Speaker 4: Adjusted EBITDA totaled $117 million, or 1.5% of sales, compared to $207 million, or 2.7% of sales, last year, with the largest difference being the decline in gross profit dollars related to the previously mentioned decline in inflation-driven procurement gains.
Adjusted EBITDA totaled $117 million or one 5% of sales compared to $207 million or two 7% of sales last year.
With the largest difference being the decline in gross profit dollars related to the previously mentioned decline in inflation driven procurement gains.
Within our retail segment profitability in the quarter was pressured partially as a result of investments in gross margin intended to drive improvements in store traffic and basket size, which should benefit performance in future periods.
Speaker 4: Within our retail segment, profitability in the quarter was pressured partially as the result of investments in gross margin intended to drive improvements in store traffic and basket size, which should benefit performance in future periods.
Speaker 4: Our gap loss was $0.67 per share, which included $0.63 in charges primarily relating to the pending sale of our Eden Prairie, Minnesota corporate office, business transformation costs and LIFO.
Our GAAP loss was <unk> 67 per share, which included 63 and charges primarily relating to the pending sale of our Eden Prairie, Minnesota corporate office business transformation costs and LIFO.
Speaker 4: Adjusting for these items, our adjusted EPS totaled a loss of 4 cents compared to income of $1.13 per share last year, with the largest driver of the change being the lower level of adjusted EBITDA.
Adjusting for these items, our adjusted EPS totaled a loss of four cents compared to income of $1 13 per share last year with the largest driver of the change being the lower level of adjusted EBITDA.
Moving to slide 10, we finished the quarter with total outstanding net debt of $2. Two 9 billion a $336 million increase compared to year end. This reflects the usual first quarter investment in working capital as we add inventory going into the holiday selling season in support of our customers as well as the.
Speaker 4: Moving to slide 10, we finished the quarter with total outstanding net debt of $2.29 billion, a $336 million increase compared to year end. This reflects the usual first quarter investment and working capital as we add inventory going into the holiday selling season in support of our customers as well as the impact of inflation on product costs.
The impact of inflation on product costs.
Speaker 4: This expected seasonal increase in working capital historically converts to cash in the second and third quarters. We retain significant balance sheet flexibility with ample liquidity and no near-term maturities.
As expected seasonal increase in working capital historically converts to cash in the second and third quarters, we retained significant balance sheet flexibility with ample liquidity and no near term maturities.
Speaker 4: Importantly, we have significant optionality embedded in our balance sheet to enable expeditious debt repayment as we drive operational and financial improvement.
Importantly, we have significant optionality embedded in our balance sheet to enable expeditious debt repayment as we drive operational and financial improvement.
Speaker 4: we will continue to manage our debt structure consistent with optimizing our long-term credit profile.
We will continue to manage our debt structure consistent with optimizing our long term credit profile.
Speaker 4: Turning to slide 11, as stated in our press release, we're affirming our full year outlook for fiscal 2024, net sales of $30.9 to $31.5 billion.
Turning to slide 11 as stated in our press release, we're affirming our full year outlook for fiscal 2024, net sales of 39 to $31 $5 billion.
Speaker 4: Adjust the EBITDA of $450 to $550 million.
Adjusted EBITDA of $450 million to $550 million.
And adjusted EPS to be in the range of <unk> 88 cent loss to 38 cents of adjusted earnings per share.
Speaker 4: and adjust an EPS to be in the range of an 88 cent loss to 38 cents of adjusted earnings per share.
Speaker 4: Our outlook for fiscal 24 capital and cloud implementation expenditures remains at approximately $400 million, including critical investments in our transformation plan with the largest component going towards network optimization and automation.
Our outlook for fiscal 2000 and for capital and cloud implementation expenditures remains at approximately $400 million, including critical investments in our transformation plan with a largest component going towards network optimization and automation.
Speaker 4: This also includes investments to continue to improve our technology infrastructure as well as drive higher profitability and growth in the future.
This also includes investments to continue to improve our technology infrastructure as well as drive higher profitability and growth in the future.
Speaker 4: This reaffirmed outlook also balances our first quarter progress, resetting and restoring profitability, and our resilient new business pipeline with a macroeconomic and industry backdrop that remains challenging.
This reaffirmed outlook also balances our first quarter progress resetting and restoring profitability and our resilient new business pipeline with a macroeconomic and industry backdrop that remains challenging.
We continue to expect inflation to decline and expect the recovery in unit volume to be somewhat prolonged.
Speaker 4: We continue to expect inflation to decline and expect the recovery and unit volume to be somewhat prolonged.
Speaker 4: Additionally, we've seen some recovery in supplier-sponsored promotions, which benefits our ecosystem as we work to implement promotions across our 30,000-plus customer locations, but this activity remains below its pre-pandemic peak.
Additionally, we've seen some recovery in supplier sponsored promotions, which benefits our ecosystem as we work to implement promotions across our 30000 plus customer locations, but this activity remains below its pre pandemic peak.
In terms of the cadence of our results, we expect adjusted EBITDA to be relatively similar to Q1 and our second quarter.
Speaker 4: In terms of the cadence of our results, we expect adjusted EBITDA to be relatively similar to Q1 in our second quarter.
This reflects the challenging consumer and industry environment and.
Speaker 4: This reflects the challenging consumer and industry environment, incremental distribution network investments, including costs associated with a new DC ahead of its opening, tied to a broader network optimization, as well as our continued efforts to reset and restore profitability.
Incremental distribution network investments, including costs associated with the new DC ahead of its opening tied to a broader network optimization as.
As well as our continued efforts to reset and restore profitability.
In summary, as outlined on slide 12.
We're reaffirming our full year guidance for net sales adjusted EBITDA, adjusted EPS and expect capital and cloud implementation expenditures to remain on pace with the critical investments in our transformation plan necessary to better service, our customers and partner with suppliers, which in turn will drive shareholder value.
Speaker 4: We're encouraged with the start to the fiscal year and the improvements we're seeing within our operations, particularly with increased efficiency and effectiveness in our supply chain.
We're encouraged with the start to the fiscal year and the improvements we're seeing within our operations, particularly with increased efficiency and effectiveness in our supply chain.
Speaker 4: We remain assured in the business our updated management team and Board of Directors ability to increase shareholder value. While it's still early, we are gaining confidence in our ability to execute our strategy and believe there are still significant improvement opportunities ahead of us. We look forward to updating you on our progress in March.
We remain assured in our business, our updated management team and board of Directors' ability to increase shareholder value. While it's still early we are gaining confidence in our ability to execute our strategy and believe there are still significant improvement opportunities ahead of us.
We look forward to updating you on our progress in March.
Operator, please open the line for questions.
Speaker 1: Thank you. If you have a question, please press star one on your telephone keypad. If you wish to remove yourself and make you simply press star one again. One moment please for your first question.
Thank you if you have a question. Please press star one on your telephone keypad, if you wish to remove yourself from the queue simply press Star One again one moment. Please for your first question.
Okay.
Your first question comes from the line of Andrew Wolf of C. L. King you May proceed.
Speaker 1: Your first question comes from the line of Andrew Wolfe of CL King. You may proceed.
Speaker 5: Thank you and good morning. My first question here is for Sandy, regarding your statement in the release and that you also said on the preamble about not being content or however you said it with just incremental progress. You know, historically...
Thank you and good morning.
My first question here is for Sandy regarding your statement in the release and that you also said on the preamble about not being content or however, you said it with just incremental progress.
Historically.
To me that means some strategic more strategic.
Speaker 5: me that means you know some more strategic changes whether it's restructuring or what the exit change failed with the test measures based at the bert
Changes, whether it's restructuring or divestitures.
Speaker 5: What have you? Is that kind of what you're referencing or is it something else? Maybe the speed
What have you.
That's kind of what you're referencing or is it.
Something else, maybe the speed of process change for example.
Speaker 3: Good morning, Andy. Thanks for joining us today. I'm really speaking about what we see is the opportunity for improvement and the opportunity to create value for our customers, our suppliers, and our shareholders.
Good morning, Andy Thanks for joining us today.
I'm really speaking about what we see as the opportunity for improvement and the opportunity to create value for our customers our suppliers and our shareholders.
Speaker 3: We talked before about the transformation agenda and the near term profitability opportunities, and we just see significant opportunities to grow this business and to make it a lot more profitable. And so that's all we're talking about when we say that and our plan includes a number of near term actions as well as longer term actions to capture that opportunity.
We talked before about the transformation agenda, and the near term profitability opportunities and we just see significant opportunity to grow this business and to make it a lot more profitable and so.
That's all we're talking about when we say that and.
Our plan includes a number of near term actions as well as longer term actions to capture that opportunity.
Okay.
Speaker 5: Have you internally, I assume you have, sized out that opportunity and have a, could you give us a,
Have you internally I assume you have sized out that opportunity and have it.
Good could you give us a timetable when you might share that with.
Speaker 3: Yeah, at this stage, we have actually built a longer term since the opportunity. We've talked before about the addressable market from a growth perspective. And then from a profitability standpoint, we have milestones that we set out. At this stage, we're focusing on execution and step-by-step progress. And that's the...
Yes at this stage.
We have actually built a longer term sense of the opportunity we've talked before about the addressable market from a growth perspective, and then from a profitability standpoint, we have milestones that we set out at this stage, we're focusing on execution and step by step progress and Thats.
Speaker 3: what we've shared publicly and as we grow our credibility and our execution capability will share more in the future.
What we've shared publicly and as we grow our credibility and our.
Our execution capability, we will share more in the future.
Thank you and got that.
Speaker 5: Thank you, got that. John , on the adjusted gross margin, you know, contraction, if I look at it sequentially, obviously it improved a lot. Last quarter was about 170 bps, this was 110.
John on the adjusted gross margin contraction, if I look at it sequentially. Obviously it improved a lot last quarter was about 170 bps. This was 110.
60 basis points.
You are better than expected shrink I guess it was about 10 of that.
Speaker 5: You're better than expected shrink. I guess it was about 10 of that. Could you just unpack a little like what sequentially improved was in less of a drag on procurement or was the absolute? Well, just what was in there if you could and that's my last.
Could you just unpack a little like what sequentially improved was less of a drag on procurement.
Or what's the absolute.
Well just what was in there and that's my last question.
Speaker 4: Yeah, now I appreciate it, Andrew. You hit on the big piece, which is shrink as a key driver of that, particularly obviously in our margin. And as we continue to approve our processes, etc, that Sandy mentioned, we're seeing that improvement in our op-ac.
Yes, no I appreciate it Andrew you hit on the Big piece, which is shrank as a key driver of that particularly obviously in our margin and then as we continue to improve our processes et cetera that Sandy mentioned, where we are.
Seeing that improvement in our Opex.
Speaker 1: Thank you. Your next question comes from line of John Heinbuckle of Guggenheim. Your line is open.
Thank you. Your next question comes from the line of John Hind Buckle of Guggenheim. Your line is open.
Hey, Sam do you want to start with.
Speaker 6: I know you guys have two buckets of TAM, right, existing customers and new. Maybe talking about each of those, I mean, we sort of look at the, I think was 40 billion of existing is the real low hanging fruit. And then, you know, kind of the staging going after growth, right?
I know you guys have two buckets of Tam Fry at existing customers and new maybe talk about each of those.
Sort of look at the I think it was $40 billion of existing is the real low hanging fruit.
And then kind of the staging going after growth right.
Speaker 6: You want to be a little more reserved until you get some of the operational issues addressed or your sales guys are trying to get as much business as they can now in this environment.
Do you want to be a little more reserved until you get some of the operational issues addressed or your sales guys are trying to get as much business as they can now in this environment.
Speaker 3: Hi John . The way I describe the addressable market is, as you said, it's both new customers and expanding our business with existing customers. And I think I said before, I have a particular passion for expanding business with existing customers because it reflects the health of our execution and our relationships and tends to be more profitable.
Hi, John.
The way I would describe the addressable market is as you said, it's both new customers and expanding our business with existing customers and I think I've said before.
I have a particular passion for expanding business with existing customers because it reflects the health of our execution and our relationships and tends to be more profitable.
Speaker 3: I would say that our sales organization is actively developing opportunities that are both profitable and good for the customers that we're talking with. But our...
I would say that our sales organization is is actively developing opportunities that are both profitable and good for the customers that we're talking with but are.
Speaker 3: Overall, priority is improving profitability of the company and improving our ability to execute, which obviously is a virtuous cycle with gaining customers for the right reasons. So top focus is execution and profitability and profitable relationships with existing customers and new.
Overall priority is improving profitability of the company and improving our ability to execute which obviously is a virtuous cycle with gaining customers for the right reasons. So Todd.
Top focus is execution and profitability and profitable relationships with existing customers and new.
Okay, and then maybe.
Speaker 6: Okay, and then maybe follow up to that. The automation opportunity is big, right? So we are in the very early stages, right, of Centralia. So that was after progressing, and then do you have a, I think the thought was this would be gradual, right? This would take for logistical reasons multiple years, I don't know if it was five years, but quite a number of years to get rolled out.
Follow up to that the automation opportunity is big right.
Sure.
We are in the very early stages right of some.
Centralia.
How is that progressing and then do you have a I think the thought was this would be gradual alright. This would take for logistical reasons multiple years I don't know if it was five years, but.
A number of years to get rolled out.
Speaker 6: There's an additional thought on that, and you don't want to be incremental, so you don't want to, Frank, kind of do half-baked approaches to automation.
Is there any additional thought on that.
You don't want to be incremental.
I don't want to Brian Kelly do have baked.
Approaches to automation.
Speaker 3: Sure. So we did talk about our first installation in Central you Washington, which is in.
Sure. So we did talk about our first installation in Centralia, Washington, which is in.
Speaker 3: is on schedule and we've talked about the importance of automation to facilitate profitable growth as we go forward.
On schedule.
And we've talked about.
Importance of automation to facilitate profitable growth as we go forward.
Speaker 3: We talked about the relationship that we've developed with Symbatic and the five DCs that we've contracted for. And I mentioned in my remarks, we're also doing some other automation around each pick. And all of that is being done systematically to take advantage of high return projects that drive a combination of better execution for customers and good financial returns.
We've talked about the relationship that we've developed with symbolic in the five Dcs that we've contracted for.
And I mentioned in my remarks, we're also doing some other automation around each pick and all of that is being done systematically to take advantage of high return projects that drive a combination of better execution for customers and good financial returns.
Speaker 3: The parallel initiative in that strategy is optimizing our DC network.
Parallel initiative in that strategy is optimizing our DC network.
Speaker 3: which will obviously drive more efficient growth and better returns on capital. And the two go hand in hand, and as we mentioned, we could see a significant opportunity as those two elements of the supply chain strategy work to drive more profitable growth. In the quarter, we actually made some progress in closing down the Logan Township, D.C. and moving
Which will obviously drive.
More efficient growth and better returns on capital and the two go hand in hand, and as we mentioned we did see a significant opportunity as those two elements of the supply chain strategy work to drive more profitable growth in the quarter, we actually made some progress when closing down the <unk>.
<unk> Township, DC, and moving that inventory into Allentown and we.
Speaker 3: that inventory into Allentown, and we automated the Carl LDC for each pick. So we're beginning to take steps along the path, and we see it as a significant opportunity to improve profitability and efficient growth going forward.
<unk> automated to Carlisle DC for each pick so we're beginning to take steps along the path and we see it as a significant opportunity to improve profitability and efficient growth going forward.
Thank you.
Speaker 1: Your next question comes from the line of Mark Carden of UBS. Your line is open.
Your next question comes from the line of Mark Carden of UBS. Your line is open.
Hi, Good morning. This is actually <unk> Zhang on for Mark a couple of questions.
Speaker 7: Hi, good morning. This is actually Zane Brock on for Mark. Couple of questions. First, we've seen M&A start to pick up on the food service side of the distribution industry with US food and Cisco, both making acquisitions over the past three quarters.
First we've seen M&A start to pick up on the foodservice side of the distribution industry with U S food and Cisco, both making acquisitions over the past few quarters.
Would you expect bolt on activity to increase in grocery and distributions and does your work on improving some of the fundamentals of the business impact your likelihood of participating in near term acquisitions.
Speaker 7: Would you expect bolt-on activity to increase in grocery distribution? And does your work on improving some of the fundamentals of the business impact your likelihood of participating in your term act?
I think you've answered the question well on the way you framed it.
Speaker 3: I think you've answered the question well in the way you framed it. We're a national company. We have significant scale. The first, second and third priority is to improve our execution and our profitability. Obviously, we will take opportunities that we might see and evaluate them carefully, but our focus is on our execution and our ability to serve our customers and to do a prop.
We're a national company, we have significant scale.
The <unk>.
First second and third priority is to improve our execution and our profitability obviously.
We will take opportunities that we might see and evaluate them carefully but our focus is on our execution and our ability to serve our customers and to do it profitably.
Appreciate it.
Speaker 7: Appreciate it. And the follow up is, I guess at this stage, how is the promotional environment comparing to what you anticipated when you originally laid out your guidance at the start of the year? And any changes to what you're expecting over the next quarter or two on that front?
Follow up is.
I guess at this stage how is the promotional environment comparing to what you anticipated when you origin, we laid out your guidance at the start of the year.
And any changes to what youre expecting over the next quarter or two on that fund.
Yes, I think promotions are progressing in line with our expectations. There. They have picked up some but they are still below pre pandemic levels and we expect them to continue to increase as we turned the corner into calendar 'twenty four.
Speaker 3: Yeah, I think promotions are progressing in line with our expectations there. They have picked up some, but they're still below pre-pandemic levels. And we expect them to continue to increase as we turn the corner into calendar 24.
Thank you. Your next question comes from the line of Leo Jordan of Goldman Sachs. Your line is open.
Speaker 1: Thank you. Your next question comes from Line of Leah Jordan of Goldman Sachs. Your line is open.
Okay.
Thank you good morning.
Speaker 8: Thank you, good morning. I first wanted to talk about inflation. Could you provide an update to your outlook there? You know, any change to your prior view for low-demand single digits? And have you considered any degree of potential deflation in the 24 outlook, or how do you think about your ability to improve EBITDA margins in that environment?
I first wanted to talk about inflation could you provide an update to your outlook there any change to your prior view for low to mid single digits and have you considered any degree of potential deflation in the 'twenty four outlook or how do you think about your ability to improve EBITDA margins in that environment.
Sure Good morning Lee.
Speaker 3: Sure. Good morning, Leah. Our outlook on inflation remains fairly consistent. I mean, in disinflation happened a little bit faster than we expected in the first quarter. But we've gone kind of from 11% inflation at the beginning of our fiscal
Our outlook on inflation remains fairly consistent I mean, disinflation happened a little bit faster than we expected in the first quarter.
But we've gone from 11% inflation at the beginning of our fiscal.
Sure.
And we expect to exit.
Around 3%.
At 3% in Q1, and then exit the year around 1%.
From a.
We're not seeing deflation in total, but there are some categories that are deflating and theres a range of potential outcomes that will happen as promotional activity comes up during the year.
Speaker 3: Our strategy here is to do our best from a merchandising standpoint to make sure that our customers are as competitive as they possibly can be.
Our strategy here is to do our best from a merchandising standpoint to make sure that our customers are as competitive as they possibly can be.
As everyone knows the consumer is stressed right now and.
It is important that they have good value and we see that happening by.
Some of our merchandising programs that get it longer term price positioning as well as promotions and we think we've got a plan that will.
Address most of the scenarios that we can possibly see but we'll have to stay agile from a cost perspective to make sure that we can deal with what happens.
Yes.
Thank you and then I just had one quick follow up on volumes you noted that they sequentially approved improved again this quarter I'm curious if that's occurring pretty consistently across all segments or are there any notable differences by segment.
Speaker 3: Sure, I mean, it's hard to generalize across 32,000 customer locations. As is always the case, we've got customers who are doing relatively well.
Sure.
Hard to generalize across 32000 customer locations.
As is always the case, we've got customers that are doing relatively well.
Speaker 3: and we've got some others that are challenged and it depends a lot on their positioning in the markets that they're where they're operating in.
And we've got some others that are challenged and it depends a lot on their positioning in the markets that they are where they're operating in.
But.
Speaker 3: As a general rule, the retail market is very competitive right now and it's favoring discount position retailers.
As a general rule the retail market is very competitive right now and it's favoring discount positioned retailers, who are competing on price and so my previous answer really is the implication of that which is we have to work very hard with suppliers to nurture and make sure that our.
Speaker 3: who are competing on price. And so my previous answer really is the implication of that, which is we have to work very hard with suppliers to nurture and make sure that our customers, which are very valuable customers for suppliers, are as competitive as possible and able to succeed regardless of their position.
Customers, which are very valuable customers for suppliers are as competitive as possible and able to succeed.
Regardless of their positioning.
Thank you. Your next question comes from the line of Scott <unk> of RFS capital. Your line is open.
Speaker 1: Thank you, your next question comes from the line of Scott Mushkin of R5's Capital. Your line is open.
Hey, guys. Thanks.
Speaker 9: Hey guys, thanks for letting me ask some questions here.
Thanks for letting me ask some questions here.
No.
My first question actually is on.
Speaker 9: My first question actually is, I wanted to expand on the last one, just your flexibility or levers you can pull, if navigating the year is more difficult, if the competitive climate, inflation continue to deteriorate, looking at how you're
I wanted to expand on the last one.
Just your flexibility or levers you can pull.
Navigating the year is more difficult at the competitive climate inflation continue to deteriorate.
At how youre trying to transform the business.
Sure Scott.
Thanks for the question as we indicated last year, we had four areas that we are acting on to address near term profitability.
And that was our contracts our zero based budgeting process.
Spans and layers.
Speaker 3: spans and layers and SKU optimization. All four of those along with the parallel effort to reduce shrink and bring it back into line are significant levers of opportunity. We talked about $150 million as sort of the target for the annualized number for this year.
And SKU optimization, all four of those along with the parallel effort to reduce shrink and bring it back into line are significant levers of opportunity we talked about $150 million is sort of the target further for the annualized number for this year.
Speaker 3: All of those are opportunities that are bigger than that. And we're going to continue to work each of those to make sure that we're taking full advantage of every opportunity to help the company in whatever scenario unfolds.
All of those are opportunities that are bigger than that and we're going to continue to work each of those to make sure that we're taking full advantage of every opportunity to help the company in whatever scenario unfolds.
Perfect and then my follow up.
Speaker 9: Perfect. And then my follow-up, and it goes to your comments about the discounters and mask guys, you know, taking share, you know, what, you know, how should we think about
It goes too yes.
Yes, you are.
Your comments about the discounters mass.
Guys taking share.
What how should we think about that.
Speaker 9: potential for some of what you're doing needing to go to your customers. I know there's contracts in place and whatnot, but you know to How much do you think how much should we worry as investors that some of what you're doing is gonna Inhabitably have to go to your customers given the shared the shared changes that are going on
Henshall.
Some of what Youre doing.
Needing to go to your customers I know there are contracts in place and whatnot, but.
How much do you think how much should we worry as investors that some of what Youre doing is going to inevitably have to go to your customers given the share the share changes that are going on.
Yes, I think I think.
Speaker 3: Our customers need the most competitive costs that we can provide them. And there's several levers to try to accomplish that. One is to work better with our suppliers.
Our customers need the most competitive cost that we can provide them.
And there are several levers to try to accomplish that one is to work better with our suppliers suppliers.
Speaker 3: Suppliers have a vested interest in a healthy independent channel and regional chains as well, and they see that opportunity. So they don't want to only win in one part of the market. So to the extent that we work effectively with them, they will invest in our customer base. And that's a major focus for us.
Have a vested interest in a healthy independent channel and regional chains, as well and they see that opportunity. So they don't want to only win in one part of the market. So to the extent that we work effectively with them they will invest in our customer base and that's a major focus for us.
Speaker 3: Secondly, we talked before about our Pro Services offer. Any chance we can get to save customers money through our Pro Services helps them. And it helps us too, because when we add value, we make money as well. And then the final answer sky is our Brands program.
Secondly, we talked before about our approach services offer any chance, we can get to save customers money through our approach services helps them and it helps us too because when we add value we make money as well and then the final answer Scott is our brands program.
Speaker 3: A lot of attention is being focused inside UNFI, both from a talent and a strategy and execution standpoint on our brands plus. As you know from our release, we're divesting some of the fringe brands and focusing on the top ones and the more value that we can bring there, it'll be very important. Regardless of the customer's positioning, whether they're natural or conventional or somewhere in between.
A lot of.
Attention is being focused inside UNFI, both from a talent in our strategy and execution standpoint on our brands plus as you know from our release, we are divesting some of the fringe brands and focusing on the top ones and the more value that we can bring there.
Will be very important regardless of the customers positioning whether they are natural or conventional or somewhere in between.
Speaker 1: Your next question comes from the line of Kelly Banya of BMO Capital Markets. Your line is open.
Your next question comes from the line of Kelly Bania of BMO capital markets. Your line is open.
Okay.
Good morning, Thanks for taking my question.
Speaker 10: I'm curious at all if you can quantify
I'm curious at all.
Quantify.
Speaker 10: the 150 million of value creation initiative.
150 million value creation initiatives.
Just how that impacted Q1 in particular and how much of that particularly impacts operating expenses, just trying to understand really kind of what's the underlying.
Speaker 10: how that impacted Q1 in particular and how much of that particularly impacts. Operating expenses, just trying to understand really kind of what's the underlying.
Speaker 10: growth rate of operating expenses and wages that you're seeing this year so far.
Growth rate of operating expenses and wages that you are seeing a senior so far.
Yes, Kelly this is John I appreciate the question, we haven't disclosed that.
Speaker 4: Yes, Kelly, this is John . I appreciate the question. We haven't disclosed that. It's it hits the P&L in multiple places, margin, OPEX, and what we call SG&A, which is part of our OPEX and our external reporting. So it is spread throughout the P&L. And it is ramping up as we move through FY 24 as part of the guidance that we affirmed this morning. But we haven't provided that that detailed breakout beyond that.
If the P&L in multiple places margin Opex.
And what we call SG&A, which is part of our Opex and our external reporting so.
It is spread throughout the P&L and it is ramping up as we move through FY 'twenty four as part of the guidance that we affirmed this morning, but we havent provided that detailed breakout beyond that.
Okay.
Speaker 10: Okay, a couple more questions just in terms of the outperformance of.
Okay couple more questions just in terms of the outperformance of <unk>.
Speaker 10: Supernatural here. I think you called out more new business wins there.
There are natural here I think you called out more new business wins.
There.
Speaker 10: Can you just talk about how you're gaining new business? Is there any contractual visibility that you have into continuing new business wins there? Or just...
Can you just talk about how you are gaining new business.
Is there any contractual visibility that you haven't seen continued new business wins, there or just.
Speaker 10: what's happening there and the potential for that to continue. And then underneath that, can you talk about just category performance more in a organic basis, meaning conventional natural and organic private label? Can you help us just understand the categories that are working where you're seeing trade down just what what the consumer is gravitating towards today?
Whats happening there and the potential for that to continue and then underneath that can you talk about just category performance more in a organic basis.
<unk>.
Natural and organic private label can you help us just understand the categories that are that are working where you're seeing trade down.
What what the consumer is gravitating towards today.
Speaker 3: Hi, Kelly, this is Sandy. We wouldn't comment on an individual customer. And obviously, given the way we report channels, it highlights a specific customer. The only thing I would say in general is that we have a very strong relationship with that customer and they're executing well, and we're working hard to help them in every way we possibly can.
Hi, Kelly this is sandy we wouldn't comment on any individual customer and obviously given the way we report channels. It highlights a specific customer the only thing I would say in general is that we have a very strong relationship with that customer and.
They're executing well and we're working hard to help them in every way we possibly can.
Speaker 3: from a channel perspective, the simplest way that I can describe what we see is that well-positioned retailers are doing well.
From a channel perspective.
The simplest way that I can describe what we see is that well positioned retailers they are doing well.
Speaker 3: relatively well. There's no specific pattern conventional versus natural. It really has to do with execution. And if the value proposition is clear and the execution is good, the sales tend to be better. From a product category perspective, private brands are obviously strong in this environment. And obviously,
Relatively well.
There is no specific pattern conventional versus natural.
Really has to do with execution.
And if the value proposition is clear and the execution is good the sales tend to be better from a product category perspective.
Private brands are obviously strong in this environment.
And and obviously.
Speaker 3: value propositions to consumer, particularly the mid to low end consumers stretching their food budget and looking for ways to meet their family's needs in the most efficient way possible. But as always in a situation like this, the upper end of the market is buying for different reasons and ultimately that's where a lot of the growth is as well in our portfolio.
<unk> propositions to consumer, particularly in the mid to low end consumer is stretching their food budget and looking for ways to meet their family's needs in the most efficient way possible, but as always in a situation like this the upper end of the market as it is buying for different reasons, and ultimately thats, where a lot of the growth is.
As well in our portfolio at least.
Okay, and then just another one on the gross margin so sequentially. The gross margin improved from 13, 5% to 13 seven.
Speaker 10: Okay, and then just another one on the gross margin. So sequentially the gross margin improved from the 13.5 to 13.7.
Clearly the biggest factor on a year over year basis is the lower procurement, Paul but can you help quantify the sequential improvement whether that is shrink promotions how mix is impacting that.
Speaker 10: Clearly the biggest factor on a year-to-year basis is the lower procurement gains, but can you help quantify the sequential improvement, whether that is shrink promotions, how mix is impacting?
Speaker 10: that just any, any, trying to think about how sustainable that 13.7 is or if we see any more volatility as we move through the year.
That just any any trying to think about how sustainable that $13 seven as our ethylene see any more volatility as we move through the year.
<unk>.
Sure.
Kelly I'll start and sandy can fill in.
Speaker 4: Kelly, I'll start and Sandy can fill in. The sequential piece that you're looking at is that improvement is largely driven by shrink. So that's the largest contributor that we're seeing. There's other moving pieces within there, as you might imagine, given the complexity of our margin. But that shrink is the biggest one.
The sequential piece that you are looking at is why that improvement is largely driven by shrink.
So thats the largest contributor that we're seeing.
Other moving pieces within there as you might imagine given the complexity of our margin, but that strength is the biggest one.
Yes.
Speaker 1: Again, if you would like to ask a question, press star and the number one on your telephone keypad. Your next question comes from the line of Bill Kirk of Roth Capital Partners, your line is up.
Again, if you would like to ask a question press star and the number one on your telephone keypad. Your next question comes from the line of Bill Kirk of Roth Capital Partners. Your line is open.
Hey, Thank you for taking the questions. So one of your largest competitors is pursuing a more heavy retail ownership strategy and I guess it gives them some new stores in markets, where they don't really have scale or they don't really operate in so.
Speaker 11: Hey, thank you for taking the questions. So one of your largest competitors is pursuing a more heavy retail ownership strategy. And I guess it gives them some new stores in markets where they don't really have scale or they don't really operate in. So if they're successful buying those retail stores, how do you see the competitive landscape changing? Or will you be competing against them more if they own those retail stores?
If theyre successful buying those retail stores, how do you see the competitive landscape changing.
Will you be competing against them more if they own if they own those retail stores.
Yes.
Yes.
I guess the way I would say and I generally don't comment on.
Speaker 3: I guess the way I would say, and I generally don't comment on competitors and their strategies, and this one in particular is unfolding, so we'll be watching it as you will. I think our focus is...
Competitors and their strategies and this one in particular is unfolding. So we'll be watching it as you will I think our focus is 100% on helping customers succeed and working with suppliers to see our customers. So they can invest and grow their business for the <unk>.
Speaker 3: 100% on helping customers succeed and working with suppliers to see our customers so they can invest and grow their business for the benefit of our customers and for their benefit and obviously in turn our benefit.
<unk> of our customers and for their benefit and obviously in turn our benefit.
And.
Speaker 3: Obviously we're committed to our retail business in the Twin Cities and in the Mid-Atlantic, but in general our focus is not to expand our retail presence, but to help the retailers we serve.
Obviously, we're committed to our retail business.
The twin cities and in the mid Atlantic, but in general our focus is not to expand our retail presence, but to help the retailers we serve.
Okay, and how does how does calendar 2024, maybe rank in terms of amount of customers or I guess, even more importantly potential new customers, who have contracts up or contracts for renewal or things you can things you can win in addition.
Speaker 11: And how does calendar 2024 maybe rank in terms of amount of customers, or I guess the more importantly, potential new customers who have contracts up or contracts for renewal or things you can win?
So we talk a fair amount about our robust pipeline and as you know that the selling cycle is as long, it's a very strategic decision for a customer to switch wholesalers.
Speaker 3: So we talk a fair amount about our robust pipeline. And as you know, the selling cycle is long. It's a very strategic decision for a customer, the switch wholesalers. And obviously it's shorter when you're talking about new categories.
And obviously, it's slow it's shorter when you are talking about new categories, but I would still characterize our pipeline is as robust.
Speaker 3: But I would still characterize our pipeline as robust.
Speaker 3: We don't have anything to announce today in terms of new customers, but I'd also say, and I think it's important strategically is our most important customers are existing customers.
We don't have anything to announce today in terms of new customers, but I'd also say and I think it's important strategically is our most important customers our existing customers and thats why im, particularly bullish when we expand our relationships with them because it reflects health.
Speaker 3: And that's why I'm particularly bullish when we expand our relationships with them, because it reflects health. It's a stop that's already happening in our supply chain, and it gives us an opportunity to profitably grow. But the headline would be our pipelines robust, and our focus is on our existing customers, and obviously new ones are expanding relationships with existing ones is the top growth prior.
Stop that's already happening in our supply chain and it gives us an opportunity to profitably grow but the headline would be our pipeline's robust and our focus on is on our existing customers and obviously new ones are expanding relationships with existing ones.
As the top growth priority.
Okay. Thank you Sandy.
Speaker 1: Your final question comes from the line of Chuck Sirren Cossey of North Coast Research. Your line is open.
And your final question comes from the line of Chuck Sarah.
Sorry cerankosky of.
Northcoast research your line is open.
Good morning, everyone.
Speaker 4: Sandy, as you're looking at this slow recovery of forward buying opportunities, could some of this be the CPG's reacting to the volume shift going through discounters, as you mentioned, and even the wholesale clubs that have gained market share?
Sandy as you are looking at this.
Slow recovery of forward buying opportunities could some of this be the CPG is reacting to the volume shift going through discounters as you mentioned that even though wholesale clubs.
Have gained market share.
Speaker 4: And they might be getting better deals or just the CPGs are reluctant to give it to the traditional channel.
And they might be getting better deals or just.
The cpg's are reluctant to give it to the traditional channel.
Speaker 3: I think obviously there's a lot in that question and there's a lot going on in the market today.
I think obviously, there's a lot in that question and Theres a lot going on in the market today.
I think the opportunity and having been a CPG executive for a long time.
Speaker 3: I think the opportunity and having been a CPG executive for a long time, the opportunity to grow and independence is a win-win for CPGs. The challenge for us is to help them see the opportunity and to get their investment to the place that will drive the best value for them and for the retailers they're investing in. And that's our focus. I think we can...
The opportunity to grow and independents.
As a win win for Cpg's.
The challenge for US is to help them see the opportunity and to.
Get their investment to the place that will drive the best value for them and for the retailers. They are investing in and Thats. Our focus I think we can do our job and make sure our customers are competitive and we are relentlessly focused on that so.
Speaker 3: do our job and make sure our customers are competitive and we're relentlessly focused on that. So there's obviously a lot going on. Discounters are taking share today because it's very relevant for consumers. And our job is to help our customers compete and suppliers to see opportunities to invest and we're very focused on.
There's obviously a lot going on discounters are taking share today, because it's very relevant for consumers and our job is to help our customers compete and suppliers to see opportunities to invest and we're very focused on that.
Now part of the.
Speaker 12: Now part of the another embedded issue in all this is the growing private label share through the conventional channel. Is that another obstacle that the CPGs might see?
Another.
Embedded issue in all of this as the growing private label.
Share through the conventional channel is that another obstacle that the cpg's might see.
Well it is.
Speaker 3: Well, it could be viewed as an obstacle or it could be viewed as an opportunity or it could be viewed as a threat. It depends on how they see it. But clearly to the extent that consumer products
It could be viewed as an obstacle or it could be viewed as an opportunity or it could be viewed as a threat it depends on how they see it but.
Clearly.
To the extent that consumer products companies.
Speaker 3: have a strong value proposition and they're investing. They tend to win in the market against all their competitors, whether they be private labels or other CPGs. The implication is they need to be sharp, they need to be aggressive. And I think what we at least are seeing in the conversations we're having is that suppliers see that and we expect their investment levels to continue to increase as we come around to the new year.
Have a strong value proposition and they are investing they tend to win in the market against all of our competitors, whether they be private labels or other cpg's.
The implication is they need to be sharp they need to be aggressive and I think.
What we at least Youre seeing in the conversations we're having is that suppliers see that and we expect their investment levels to continue to increase as we come around to the new year.
Thank you and good luck during fiscal 'twenty four.
There are no further questions at this time I will now turn the call over to UNFI CEO Sandy Douglas for closing remarks.
Speaker 1: There are no further questions at this time. I'll now turn the call over to UNFI CEO Sandy Douglas for closing remarks.
Thanks, operator, and thanks to everybody for joining us this morning.
Speaker 3: Thanks operator and thanks to everybody for joining us this morning. Our team is building momentum that we've achieved as we exit the first quarter and we'll look to sustain this as we move into the important holiday season. We remain confident in our multi-year transformation plan and believe we have a tremendous opportunity to create value for our customers, suppliers, and shareholders through our scale, enhanced capabilities, efficiency, and profitability.
Our team is building momentum and that we've achieved as we exit the first quarter and we will look to sustain this as we move into the important holiday season.
We remain confident in our multi year transformation plan and believe we have a tremendous opportunity to create value for our customers suppliers and shareholders through our scale enhanced capabilities efficiency and profitability.
Speaker 3: We're optimistic we'll build on the progress we made in our first quarter as we move through the year and we'll continue to execute our transformation strategy. We look forward to updating you on this.
We're optimistic we'll build on the progress we've made in our first quarter as we move through the year and we will continue to execute our transformation strategy.
We look forward to updating you on this.
Speaker 3: For our customers and suppliers, we thank you for your continued partnership and the business we do together. For the UNFI Associates listening today, our thanks to each of you for everything that you do for our business, our customers, our communities in each other. And for our shareholders, we thank you for the trust you continue to place in us. Thanks again for joining us this morning.
For our customers and suppliers. We thank you for your continued partnership and the business. We do together for the UNFI associates listening today are thanks to each of you for everything that you do for our business our customers our communities and each other and for our shareholders. We thank you for the trust you continue to place in us.
Thanks again for joining us this morning.
This concludes today's conference call you may now disconnect.
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