Q3 2025 Trulieve Cannabis Corp Earnings Call

Speaker #4: And my stomach is sick . And it's all in my head . But she's touching his chest now . He takes off her dress .

Speaker #4: Now let me go . And I just can't look in killing me . And taking control . Jealousy . Fighting . Saints and to the sea .

Speaker #4: Sweating , nursing . Lullaby . Choking on your own . But it's just a primal pain . Destiny is calling me . Open up my ego .

Speaker #4: I'm . This is Mr. Brightside . I'm coming out of my cage . And I've been doing just fine . Gotta , gotta be down .

Kim Rivers: I'm coming out of my cage and I've been doing just fine. Gotta be down because I want it all. It started out with a kiss, how did it end up like this? It was only a kiss. It was only a kiss. Now I'm falling asleep and she's calling a cab.

Speaker #4: Because I want it all . It started out with a kiss . How did it end up like this ? It was only a kiss .

Speaker #4: Now I'm falling asleep and she's calling .

Speaker #5: It .

Speaker #10: Good morning everyone , and welcome to the Trulieve Cannabis Corporation . Third quarter 2025 financial results conference call . My name is Danielle , and I will be your conference operator .

Operator 2: Good morning, everyone, and welcome to the Trulieve Cannabis Corp. Q3 2025 Financial Results Conference Call. My name is Danielle, and I will be your conference operator today. As a reminder, this conference call is being recorded. I would now like to introduce your host for today's conference, Christine Hersey, Vice President of Investor Relations for Trulieve. You may begin.

Speaker #10: Operator , today . As a reminder , this conference call is being recorded . I would now like to introduce your host for today's conference , Christine Hersey Vice President of Investor Relations for Trulieve .

Speaker #10: You may begin .

Speaker #11: Thank you . Good morning , and thank you for joining us . During today's call . Kim Rivers , Chief Executive Officer And John Reese , Chief Financial Officer , will deliver prepared remarks on the financial performance and outlook for Trulieve .

Christine Hersey: Thank you. Good morning, and thank you for joining us. During today's call, Kim Rivers, Chief Executive Officer, and Jan Reese, Chief Financial Officer, will deliver prepared remarks on the financial performance and outlook for Trulieve. Following the prepared remarks, we will open the call to questions. This morning, we reported Q3 2025 results. A copy of our earnings press release and PowerPoint presentation may be found on the Investor Relations section of our website, www.trulieve.com. An archived version of today's conference call will be available on our website later today.

Speaker #11: Following the prepared remarks , we will open the call to questions . This morning , we reported third quarter 2020 . Five results , a copy of our earnings press release and PowerPoint presentation may be found on the Investor Relations section of our website .

Speaker #11: An archived version of today's conference call will be available on our website later today . As a reminder , statements made during this call that are not historical facts constitute forward looking statements , and these statements are subject to risks , uncertainties and other factors that could cause our actual results to differ materially from our historical results or from our forecasts , including the risks and uncertainties described in the company's filings with the Securities and Exchange Commission , including item one , a risk factors of the company's most recent annual report on Form 10-K , as well as our periodic quarterly filings .

Christine Hersey: As a reminder, statements made during this call that are not historical facts constitute forward-looking statements, and these statements are subject to risks, uncertainties, and other factors that could cause our actual results to differ materially from our historical results or from our forecast, including the risks and uncertainties described in the company's filings with the Securities and Exchange Commission, including Item 1A, Risk Factors of the company's most recent annual report on Form 10-K, as well as our periodic quarterly filings. Although the company may voluntarily do so from time to time, it undertakes no commitment to update or revise these forward-looking statements, whether as a result of new information, future events, or otherwise, except as required by law. During the call, management will also discuss certain financial measures that are not calculated in accordance with the United States generally accepted accounting principles, or GAAP.

Speaker #11: Although the company may voluntarily do so from time to time , it undertakes no commitment to update or revise these forward looking statements , whether as a result of new information , future events or otherwise .

Speaker #11: Except as required by law . During the call , management will also discuss certain financial measures that are not calculated in accordance with the United States generally Accepted accounting Principles or GAAP .

Speaker #11: We generally refer to these as non-GAAP financial measures . These measures should not be considered in isolation or as a substitute for truly's financial results prepared in accordance with GAAP .

Christine Hersey: We generally refer to these as non-GAAP financial measures. These measures should not be considered in isolation or as a substitute for Trulieve's financial results prepared in accordance with GAAP. A reconciliation of these non-GAAP measures to the most directly comparable GAAP measures is available in our earnings press release that is an exhibit to our current report on Form 8-K that we furnished to the SEC today and can be found in the Investor Relations section of our website. Lastly, at times during our prepared remarks or responses to your questions, we may offer metrics to provide greater insight into the dynamics of our business or our financial results. Please be advised that we may or may not continue to provide these additional details in the future. I'll now turn the call over to our CEO, Kim Rivers.

Speaker #11: A reconciliation of these non-GAAP measures to the most directly comparable GAAP measures is available in our earnings press release . That is an exhibit to our current Report on Form 8-K that we furnished to the SEC today and can be found in the Investor Relations section of our website .

Speaker #11: Lastly , at times during our prepared remarks or responses to your questions , we may offer metrics to provide greater insight into the dynamics of our business or our financial results .

Speaker #11: Please be advised that we may or may not continue to provide these additional details in the future . I'll now turn the call over to our CEO , Kim Rivers .

Speaker #11: Thank you . Christine .

Kim Rivers: Thank you, Christine. Good morning, everyone, and thank you for joining us today. First, I'd like to extend a warm welcome to Jan Reese, our new Chief Financial Officer. Jan brings a wealth of leadership experience and has already made impactful contributions since joining the team. We're thrilled to have him on board. Turning to Q3, we are pleased to report results that highlight the continued strength of our core business. Despite seasonal pressure in the quarter, the team delivered robust margins and strong cash generation while also expanding our customer base. As we prepare for the busy holiday season, we remain encouraged by the momentum behind meaningful cannabis reform. Trulieve continues to lead the industry forward, pushing for impactful change while reducing the stigma surrounding cannabis. Moving to our results.

Speaker #12: Good morning , everyone , and thank you for joining us today . First , I'd like to extend a warm welcome to John Reese , our new chief financial officer .

Speaker #12: John brings a wealth of leadership experience and has already made impactful contributions since joining the team . We're thrilled to have him on board .

Speaker #12: Turning to the third quarter , we are pleased to report results that highlight the continued strength of our core business despite seasonal pressure in the quarter .

Speaker #12: The team delivered robust margins and strong cash generation , while also expanding our customer base as we prepare for the busy holiday season , we remain encouraged by the momentum behind meaningful cannabis reform .

Speaker #12: Trulieve continues to lead the industry forward , pushing for impactful change while reducing the stigma surrounding cannabis . Moving to our results . Third quarter revenue of $288 million was in line with guidance , and typical seasonal trends .

Kim Rivers: Q3 revenue of $288 million was in line with guidance and typical seasonal trends. Industry-leading growth margin at 59% reflects pricing compression, partly offset by operational efficiencies. Adjusted SG&A expense declined by $9 million compared to last year, demonstrating the team's commitment to reducing expenses in our core business. Adjusted EBITDA of $103 million improved by 7% versus last year to 36% margin, underscoring tight expense control. Operating cash flow of $77 million contributed to cash of $458 million at quarter end. Yesterday, we announced the planned redemption in December of our notes due in October 2026. Depending on terms, we may issue new notes for up to $150 million.

Speaker #12: Industry leading gross margin of 59% reflects pricing compression , partly offset by operational efficiencies . Adjusted SG&A expense declined by $9 million compared to last year , demonstrating the team's commitment to reducing expenses in our core business .

Speaker #12: Adjusted EBITDA of $103 million improved by 7% versus last year to 36% margin , underscoring tight expense control . Operating cash flow of 77 million contributed to cash of $458 million at quarter end .

Speaker #12: Yesterday we announced the planned redemption in December of our notes due in October 2026 , depending on terms , we may issue new notes for up to 150 million during the third quarter .

Kim Rivers: During Q3, retail traffic and units sold increased by 6% and 7% year-over-year, highlighting strong demand for cannabis. Consumers continued to lean in towards value and mid-tier products, reflective of general economic conditions. Wholesale revenue grew 16% compared to last year, highlighting continued execution. Our performance in wholesale was driven by strength in Maryland, Ohio, and Pennsylvania. We are expanding our wholesale business as conditions permit, with careful monitoring of the credit quality of customers and industry development. In our core markets, October traffic has improved compared to September, in line with historical seasonal patterns. We are continuing to monitor consumer behavior closely for any changes in preferences and spending.

Speaker #12: Retail traffic and units sold increased by 6% and 7% year over year , highlighting strong demand for cannabis . Consumers continue to lean in towards value and mid-tier products reflective of general economic conditions .

Speaker #12: Wholesale revenue grew 16% compared to last year , highlighting continued execution . Our performance in wholesale was driven by strength in Maryland , Ohio and Pennsylvania .

Speaker #12: We are expanding our wholesale business as conditions permit with careful monitoring of the credit quality of customers and industry developments in our core markets .

Speaker #12: October traffic has improved compared to September , in line with historical seasonal patterns . We are continuing to monitor consumer behavior closely for any changes in preferences and spending .

Speaker #12: As we approach year end , our team remains focused on four key areas reform customers , distribution and branded products . I'd like to start by discussing federal and state cannabis reform .

Kim Rivers: As we approach year-end, our team remains focused on four key areas: reform, customers, distribution, and branded products. I'd like to start by discussing federal and state cannabis reform, given the importance for our industry. We remain optimistic that the Trump administration will address cannabis reform by rescheduling marijuana to Schedule III. This important milestone would acknowledge the medical value of cannabis and open the door for additional research. Millions of Americans rely on medical cannabis for relief, a fact that contradicts the current Schedule I classification. Rescheduling would not legalize cannabis, but it would remove the punitive tax burden on state legal operators, enabling greater conversion from the illicit market. We believe rescheduling represents the first major domino in federal reform. Additional steps are needed to address challenges with banking and the growing divide between federal and state laws.

Speaker #12: Given the importance of our industry , we remain optimistic that the Trump administration will address cannabis reform by rescheduling marijuana to schedule three .

Speaker #12: This important milestone would acknowledge the medical value of cannabis and open the door for additional research . Millions of Americans rely on medical cannabis for relief , a fact that contradicts the current schedule .

Speaker #12: One classification . Rescheduling would not legalize cannabis , but it would remove the punitive tax burden on state legal operators , enabling greater conversion from the illicit market .

Speaker #12: We believe rescheduling represents the first major domino in federal reform . Additional steps are needed to address challenges with banking and the growing divide between federal and state laws .

Speaker #12: Safer banking enjoys widespread bipartisan support as elected officials from both parties recognize the need to remove excess cash from dispensaries to ensure safety for workers and discourage criminal activity such as money laundering .

Kim Rivers: Safer banking enjoys widespread bipartisan support as elected officials from both parties recognize the need to remove excess cash from dispensaries to ensure safety for workers and discourage criminal activity such as money laundering. In our home state of Florida, Trulieve continues to support the Smart & Safe Florida campaign for adult use legalization. The 2026 ballot language includes revisions to address concerns raised during the 2024 campaign, which narrowly missed the 60% threshold required for passage. The new ballot language prohibits products and packaging that could be attractive to children, prohibits smoking in public, directs issuance of new non-vertical licenses, and expressly clears the way for the state legislative body to allow home grow of marijuana. Signature gathering efforts are ongoing, and the campaign expects to reach the required number of validated signatures prior to the 1 February deadline.

Speaker #12: In our home state of Florida . Trulieve continues to support the smart and safe Florida campaign for adult use legalization . The 2026 ballot language includes revisions to address concerns raised during the 2024 campaign , which narrowly missed the 60% threshold required for passage .

Speaker #12: The new ballot language prohibits products and packaging that could be attractive to children , prohibits smoking in public , directs issuance of new non-medical licenses , and expressly clears the way for the state legislative body to allow home grown marijuana signature gathering efforts are ongoing , and the campaign expects to reach the required number of validated signatures prior to the February 1st deadline .

Speaker #12: As of November 1st , more than 1.1 million raw signatures have been submitted , with over 675,000 signatures validated . We expect Florida Supreme Court review of the ballot language and summary will be concluded as required by April 1st of next year .

Kim Rivers: As of 1 November, more than 1.1 million raw signatures have been submitted, with over 675,000 signatures validated. We expect Supreme Court of Florida review of the ballot language and summary will be concluded as required by 1 April 2025. To date, Trulieve has been the primary financial contributor to this effort, leading the charge for change in Florida. While we firmly believe in the potential for Florida to serve as a model for successful state cannabis programs, we are preserving optionality in deciding whether to contribute meaningful financing to the 2026 campaign. Trulieve's ongoing support of the campaign will be determined based upon data and the political landscape heading into the 2026 election. In Pennsylvania, we remain optimistic that a compromise can eventually be reached to enact adult-use legalization.

Speaker #12: To date , Trulieve has been the primary financial contributor to this effort , leading the charge for change in Florida . While we firmly believe in the potential for Florida to serve as a model for successful state cannabis programs , we are preserving optionality in deciding whether to contribute meaningful financing to the 2026 campaign .

Speaker #12: Charlie's ongoing support of the campaign will be determined based upon data and the political landscape . Heading into the 2026 election . In Pennsylvania .

Speaker #12: We remain optimistic that a compromise can eventually be reached to enact adult use legalization . We believe state legislators recognize the potential for adult use to satisfy constituent demand for cannabis , while generating revenue for the state .

Kim Rivers: We believe state legislators recognize the potential for adult use to satisfy constituent demand for cannabis while generating revenue for the state. Several bills have been filed this year, and many constructive sessions and hearings have been conducted. If adult use is launched in Pennsylvania, Trulieve is well-positioned given our established retail footprint, strong brands in retail and wholesale, and scaled production capabilities. With adult-use programs already launched in 5 of 6 neighboring states, we expect Pennsylvania will enact adult use in the near term. In addition to reform efforts, we are driving operational improvements in three key areas: customers, distribution, and branded products. Since inception, Trulieve has grown with customers at the forefront of everything we do. By providing a normalized retail environment alongside superior service, we strive to deliver exceptional customer experiences throughout the customer journey.

Speaker #12: Several bills have been filed this year , and many constructive sessions and hearings have been conducted . If adult use is launched in Pennsylvania , Trulieve is well positioned .

Speaker #12: Given our established retail footprint , strong brands and retail and wholesale and scaled production capabilities with adult use programs already launched in five of six neighboring states .

Speaker #12: We expect Pennsylvania will enact adult use in the near term . In addition to reform efforts , we are driving operational improvements in three key areas customers , distribution and branded products .

Speaker #12: Since inception , Trulieve has grown with customers at the forefront of everything we do . By providing a normalized retail environment alongside superior service .

Speaker #12: We strive to deliver exceptional customer experiences throughout the customer journey . Personalized customer messaging and engagement continues to evolve as we add new capabilities to our customer data platform and analytical tools .

Kim Rivers: Personalized customer messaging and engagement continues to evolve as we add new capabilities to our customer data platform and analytical tools. During Q3, we implemented new product recommendation schemas, including prompts for suggestions and repurchases. Similarly, we added enhanced customer segmentation features to allow predictive modeling for shopping patterns, frequency, and anticipated order dates. These tools allow identification of customers and personalized timing of recommendations to drive re-engagement. Our generous rewards program continues to grow, reaching 820,000 members at the end of September. We continue to see greater retention and monthly spend among members who spend on average 2.5 times more than non-members. Rewards members completed 77% of Q3 transactions. We recently introduced new monthly reward statements that highlight key milestones achieved to enhance program engagement and visibility.

Speaker #12: During the third quarter , we implemented new product recommendation schemas , including prompts for suggestions and repurchases . Similarly , we added enhanced customer segmentation features to allow predictive modeling for shopping patterns , frequency , and anticipated order dates .

Speaker #12: These tools allow identification of customers and personalized timing of recommendations to drive re-engagement . Our generous rewards program continues to grow , reaching 820,000 members at the end of September .

Speaker #12: We continue to see greater retention and monthly spend among members who spend , on average , 2.5 times more than non-members . Rewards .

Speaker #12: Members completed 77% of third quarter transactions . We recently introduced new monthly rewards statements that highlight key milestones achieved to enhance program engagement and visibility .

Speaker #12: Building upon the success of our rewards program . Today we launched a new mobile app available for download in the Apple App Store .

Kim Rivers: Building upon the success of our rewards program, today we launched a new mobile app available for download in the App Store. The Trulieve mobile app is uniquely designed to deliver a best-in-class experience that centralizes shopping, deals, gamification, and rewards. The app gives customers an effortless and engaging way to browse and reserve products, push notifications to learn about special promotions or when orders are ready for pickup, provides a more seamless experience compared to email and text messaging. We are excited to bring these new features to our Apple customers in Florida. We look forward to launching the app in additional markets and on Android devices in 2026. Personalized messaging, loyalty rewards, and seamless digital experiences all contribute to customer retention. Q3 retention improved by 1% sequentially to 68% company-wide, with 76% retention in medical-only markets.

Speaker #12: The mobile app is uniquely designed to deliver a best in class experience that centralizes shopping deals , gamification , and rewards . The app gives customers an effortless and engaging way to browse and reserve products , push notifications to learn about special promotions , or when orders are ready for pickup .

Speaker #12: Provides a more seamless experience compared to email and text messaging . We are excited to bring these new features to our Apple customers in Florida , and we look forward to launching the app in additional markets and on Android devices in 2026 .

Speaker #12: Personalized messaging , loyalty rewards , and seamless digital experiences all contribute to customer retention . Third quarter retention improved by 1% sequentially to 68% company wide , with 76% retention in medical only markets , while customer retention metrics are strong .

Kim Rivers: While customer retention metrics are strong, we're amplifying the Trulieve brand through local engagement to attract new customers. Across our markets, we are recalibrating community events to focus on four key areas: helping patients, serving veterans, assisting seniors, and promoting restorative justice. Through community activities, partnerships, and charitable work, we are directly addressing the needs of these stakeholder groups. In October, we raised awareness and funding to fight breast cancer through register roundups, specialty products, and charitable walks. This month, we are supporting veteran organizations to serve those who have sacrificed so much for our country. This weekend, Trulieve is sponsoring a weekend retreat for Operation Resilience, led by The Independence Fund, which is an event designed to help veterans who are at high risk for suicide.

Speaker #12: We're amplifying the truly brand through local engagement to attract new customers across our markets . We are recalibrating community events to focus on four key areas helping patients , serving veterans , assisting seniors , and promoting restorative justice through community activities , partnerships and charitable work .

Speaker #12: We are directly addressing the needs of these stakeholder groups . In October , we raised awareness and funding to fight breast cancer through Register roundups , specialty products , and charitable walks .

Speaker #12: This month , we are supporting veteran organizations to serve those who have sacrificed so much for our country . This weekend . Trulieve is sponsoring a weekend retreat for Operation Resilience , led by the Independence Fund , which is an event designed to help veterans who are at high risk for suicide .

Speaker #12: We are proud to give back to these worthy causes and partner with groups that support our mission to expand access to cannabis , alongside engagement efforts , we are investing in retail and wholesale distribution to reach new customers and drive sustainable growth .

Kim Rivers: We are proud to give back to these worthy causes and partner with groups that support our mission to expand access to cannabis. Alongside engagement efforts, we are investing in retail and wholesale distribution to reach new customers and drive sustainable growth. We met our 2025 retail target by opening 10 new stores in Arizona, Florida, and Ohio, expanding our network to 232 stores. In September, we relocated one Arizona store from Scottsdale to Bisbee, broadening our reach by entering an underserved area. We are on track to refresh or remodel up to 45 stores this year. In wholesale, Maryland and Pennsylvania continue to outperform. In Ohio, our production partner continues to ramp sales of branded products, including Modern Flower and Roll One.

Speaker #12: We met our 2025 retail target by opening ten new stores in Arizona , Florida and Ohio , expanding our network to 232 stores .

Speaker #12: In September, we relocated one Arizona store from Scottsdale to Bisbee, broadening our reach by entering an underserved area. We are on track to refresh or remodel up to 45 stores this year and expand our wholesale operations.

Speaker #12: Maryland and Pennsylvania continue to outperform in Ohio . Our production partner continues to ramp sales of branded products , including modern flower and roll .

Speaker #12: One with over 4,000,000 ft² of production capacity. Our scaled platform provides a meaningful competitive advantage, including strong gross margins and the flexibility to adapt to evolving market conditions.

Kim Rivers: With over 4 million square feet of production capacity, our scaled platform provides a meaningful competitive advantage, including strong gross margins and the flexibility to adapt to evolving market conditions. Our production team continues to identify operational efficiencies, driving costs lower while delivering great products. Consistent product quality differentiates our brands in an increasingly competitive landscape. During Q3, we sold over 12.5 million branded product units. In-house brands, Modern Flower and Roll One, continue to resonate with customers, representing almost half of the branded products sold. In Florida, we recently launched a new Roll One Clutch all-in-one vape. This new compact disposable vape cart sold out in less than 2 weeks. We plan to launch additional Modern Flower and Roll One SKUs, including new all-in-one vapes in several markets. Turning now to the beverage category.

Speaker #12: Our production team continues to identify operational efficiencies , driving costs lower while delivering great products , consistent product quality differentiates our brands , and an increasingly competitive landscape .

Speaker #12: During the third quarter , we sold over 12.5 million branded product units . In-house brands , modern Flower and Roll One continue to resonate with customers representing almost half of the branded products sold in Florida .

Speaker #12: We recently launched a new Roll one clutch all in one vape . This new compact , disposable vape cart sold out in less than two weeks .

Speaker #12: We plan to launch additional modern flower and roll one SKUs , including new all in one vapes in several markets . Turning now to the beverage category .

Speaker #12: Last February , we launched a new line of Farmville compliant THC and CBD cocktail alternative beverages called Onward . Throughout the year , we have added new flavors and expanded distribution .

Kim Rivers: Last February, we launched a new line of Farm Bill-compliant THC and CBD cocktail alternative beverages called Onward. Throughout the year, we have added new flavors and expanded distribution. In July, we added a line extension of CBD and THC energy drinks called Upward. In September, we launched new 10-milligram flavors for Onward and Upward. Onward Berry Smash, Cosmopolitan, Lemon Drop Martini, and Paloma, and Upward Half & Half Iced Tea and Lemonade flavors are performing well, enjoying positive customer feedback. These Farm Bill-compliant THC beverages provide an opportunity to reach new customers with approachable products in familiar outlets. Onward and Upward beverages are available online and in more than 440 stores, including ABC Fine Wine & Spirits and Total Wine in Florida, and specialty grocers and convenience stores in Florida and Illinois.

Speaker #12: In July , we added a line extension of CBD and THC energy drinks called upward . In September , we launched new ten milligram flavors for onward and upward onward Berry Smash , cosmopolitan , Lemon Drop martini , and Paloma .

Speaker #12: An upward half and half iced tea and lemonade flavors are performing well , enjoying positive customer feedback . These Farmville compliant THC beverages provide an opportunity to reach new customers with approachable products in familiar outlets .

Speaker #12: Onward and upward . Beverages are available online and in more than 440 stores , including ABC Fine Wine and Spirits and Total Wine in Florida and specialty grocers and convenience stores in Florida and Illinois .

Speaker #12: We recently launched distribution through Anheuser-Busch and Florida and Romano Beverages in Illinois , and we're actively working to expand distribution with new and existing partners .

Kim Rivers: We recently launched distribution through Anheuser-Busch in Florida and Romano Beverage in Illinois. We are actively working to expand distribution with new and existing partners. Visit drinkonward.com to find a retail location near you or order online. Overall, we are making real progress across our focus areas, reform, customers, distribution, and branded products. With continued momentum and significant flexibility in our core business, we are set to expand our leadership position while pushing for cannabis reform. With that, I'd like to turn the call over to our CFO, Jan Reese. Please go ahead.

Speaker #12: Visit drink onwards to find a retail location near you or order online . Overall , we are making real progress across our focus areas .

Speaker #12: Reform customers , distribution and branded products with continued momentum and significant flexibility in our core business , we are set to expand our leadership position while pushing for cannabis reform .

Speaker #12: With that , I'd like to turn the call over to our CFO , Jan Reese . Please go ahead .

Speaker #13: Good morning, and thank you, Kim. I'm thrilled to join Trulieve, and I'm focused on driving profitable growth at a leading company.

Jan Reese: Good morning. Thank you, Kim. I'm thrilled to join Trulieve, and I'm focused on driving profitable growth at a leading company and industry pioneer. Q3 revenue was $288 million, up 1% year-over-year, driven by new store openings, adult use in Ohio, and wholesale growth, partially offset by pricing compression and EBITDA pressure. Gross profit was $170 million or 59% margin performance, driven by increased pricing compression, loyalty point redemption, and product mix, partially offset by lower production cost. We continue to expect quarterly fluctuation based on product mix, market mix, inventory sales through promotional activity, and idle capacity costs. SG&A expenses were $99 million or 34% of revenue, a significant improvement driven by reduced operating expenses and lower campaign support.

Speaker #13: And industry pioneer . Third quarter revenue was $288 million , up 1% year over year , driven by new store openings . Adult use in Ohio and wholesale growth , partially offset by pricing , compression and wallet pressure .

Speaker #13: Gross profit was $170 million , or 59% . Margin . Margin performance driven by increased pricing , compression , loyalty point reduction , and product mix partially offset by lower production costs .

Speaker #13: We continue to expect quarterly fluctuation based on product mix , market mix , inventory sales through promotional activity and idle capacity costs . G&A expenses were $99 million , or 34% of revenue , a significant improvement driven by reduced operating expenses and lower campaign support .

Speaker #13: Adjusted G&A declined to 30% of revenue , 34% last year due to ongoing operational efficiencies . Net loss in Q3 was 27 million .

Jan Reese: Adjusted SG&A declined to 30% of revenue, 34% last year, due to ongoing operational efficiencies. Net loss in Q3 was $27 million, or $0.14 per share versus $0.33 last year. Excluding non-recurring items, net loss per share would have been $0.07. Adjusted EBITDA was $103 million, up 7% year-over-year for 36% margin, reflecting expense leverage in our core business. Turning now to our tax strategy. As a reminder, we have filed amended returns starting 2019 and continue through today, challenging the applicability of 280E to our business. To date, we have received refunds totaling over $114 million. While we are confident in our position strategy, final resolution may take years. We continue to accrue an uncertain tax position while realizing lower tax payments.

Speaker #13: Was $0.14 per share , versus $0.33 last year . Excluding non-recurring items , net loss per share would have been $0.07 . Adjusted EBITDA was 103 million , up 7% year over year , or 36% margin , reflecting expense leverage in our core business .

Speaker #13: Turning now to our tax strategy , as a reminder , we have filed amended returns , starting 2019 and continue through today . Challenging , challenging the applicability of to aid to our business .

Speaker #13: To date , we have received refunds totaling over 114 million . While we are confident in our position strategy final Resolution may take years , we continue to accrue an uncertain tax position while realizing lower tax payments .

Speaker #13: Important to note rescheduling to schedule three would have removed to aid burden . The end Q3 and year to date results would show positive net income under those conditions .

Jan Reese: Important to note, rescheduling to Schedule III would have removed 280E burden. Q3 and year-to-date results would show positive net income under those conditions. Moving now to the balance sheet and cash flow. We ended Q3 with $458 million in cash and $478 million in debt. Cash flow from operations totaled $77 million, with CapEx of $12 million, and free cash flow of $64 million. Turning now to our outlook. We expect low single-digit sequential revenue growth in Q4. We expect full-year gross margin will be comparable to 2024. We anticipate at least $250 million in cash from operations for the full year.

Speaker #13: Moving now to the balance sheet and cash flow . We ended Q3 with 458 million in cash and 478 million in debt . Cash flow from operations totaled 77 million , with capital expenditure of 12 million with free and free cash flow of 64 million .

Speaker #13: Turning now to our outlook . We expect low single digit sequential revenue growth in Q4 . We expect full year gross margin will be comparable to 2024 .

Speaker #13: We anticipate at least 250 million in cash from operations for the full year . CapEx of 45 million , up to prior target of 40 million , reflects investments to relocate stores and minor cultivation upgrades in Ohio and Pennsylvania .

Jan Reese: CapEx of $45 million, up to prior target of $40 million, reflects investments to relocate stores and minor cultivation upgrades in Ohio and Pennsylvania. We remain focused on finishing the year strong, delivering results aligned to our strategic priorities. I will turn the call back over to Kim.

Speaker #13: We remain focused on finishing the year strong , delivering results aligned to our strategic priorities . With that , I will turn the call back over to Kim .

Speaker #12: Thanks , Jan . Cannabis has gained widespread support across the US , with public opinion shifting significantly over time as more Americans recognize its therapeutic benefits .

Kim Rivers: Thanks, Jan. Cannabis has gained widespread support across the US, with public opinion shifting significantly over time as more Americans recognize its therapeutic benefits. Today, nearly 90% of Americans favor some form of legalization for medical or recreational cannabis. Currently, 40 states have established programs for medical cannabis, providing millions of patients access to relief from chronic pain, anxiety, sleep disorders, epilepsy, and symptoms associated with serious illnesses, including cancer, multiple sclerosis, and PTSD. While federal, and in some cases state, policy lags public opinion, momentum for reform is gaining traction. The Trump administration can deliver on campaign promises to address cannabis reform by rescheduling cannabis to Schedule III. In Florida, we remain supportive of signature gathering efforts for the Smart & Safe Florida ballot initiative to legalize adult use.

Speaker #12: Today , nearly 90% of Americans favor some form of legalization for medical or recreational cannabis . Currently , 40 states have established programs for medical cannabis , providing millions of patients access to release .

Speaker #12: Relief from chronic pain . Anxiety , sleep disorders , epilepsy , and symptoms associated with serious illnesses including cancer , multiple sclerosis , and PTSD .

Speaker #12: While federal and in some cases state policy lags public opinion , momentum for reform is gaining traction . The Trump administration can deliver on campaign promises to address cannabis reform by rescheduling cannabis to schedule three .

Speaker #12: In Florida , we remain supportive of signature gathering efforts for the smart and safe Florida ballot initiative to legalize adult use . With over 23 million residents and 143 million tourist visits per year , we believe Florida could be the strongest market in the US .

Kim Rivers: With over 23 million residents and 143 million tourist visits per year, we believe Florida could be the strongest market in the US, striking an appropriate balance between individual freedom and responsible consumption. In Pennsylvania, we are hopeful that bipartisan adult use legislation can pass in the coming years. We believe both Florida and Pennsylvania will eventually enact adult use programs. As an industry leader, we remain firmly committed to pushing for meaningful reform and expanded access to cannabis. Given the strength of our core business and flexibility across our platform, Trulieve is poised and ready to define the future of cannabis. Thank you for joining us today, and as I always say, onwards.

Speaker #12: Striking an appropriate balance between individual freedom and responsible consumption. In Pennsylvania, we are hopeful that bipartisan adult use legislation can pass in the coming years.

Speaker #12: We believe both Florida and Pennsylvania will eventually enact adult use programs . As an industry leader , we remain firmly committed to pushing for meaningful reform and expanded access to cannabis .

Speaker #12: Given the strength of our core business and flexibility across our platform , Trulieve is poised and ready to define the future of cannabis .

Speaker #12: Thank you for joining us today . And as I always say , onwards .

Speaker #11: At this time . Kim Rivers and John Reese will be available to answer any questions . Operator , please open up the call for questions .

Christine Hersey: At this time, Kim Rivers and Jan Reese will be available to answer any questions. Operator, please open up the call for questions.

Speaker #10: Thank you . We will now begin the question and answer session . To ask a question , you may press star , then one on your touch tone phone .

Operator 2: Thank you. We will now begin the question and answer session. To ask a question, you may press star then one on your touch-tone phone. If you are using a speakerphone, please pick up your handset before pressing the keys. If at any time your question has been addressed and you would like to withdraw your question, please press star then two. As a reminder, please limit yourself to one question and one follow-up. The first question comes from Luke Hannan from Canaccord Genuity. Please go ahead.

Speaker #10: If you are using a speakerphone, please pick up your handset before pressing the keys. If at any time your question has been addressed and you would like to withdraw your question, please press star, then two.

Speaker #10: As a reminder , please limit yourself to one question and one follow up . The first question comes from Luke Hannan from Canaccord Genuity .

Speaker #10: Please go ahead .

Speaker #14: Thanks . Good morning everyone . Kim , you touched on in your prepared remarks there . You you continue to generate an industry leading EBITDA margin .

Luke Hannan: Thanks. Good morning, everyone. Kim, you touched on in your prepared remarks there, you continue to generate an industry-leading EBITDA margin. There's a couple of things underscoring that, obviously a very efficient cultivation footprint. Also, as you pointed out, you were a little bit more efficient when it came to adjusted SG&A as well. If we just think about those two components, I'm not necessarily asking for guidance here, but when it just comes to opportunities, I suppose, to potentially improve on that margin, what do you see as sort of the lower hanging fruits going forward?

Speaker #14: There's a couple of things underscoring that , obviously , a very efficient cultivation footprint . But then also , as you pointed out , you are a little bit more efficient when it came to adjusted SG&A as well .

Speaker #14: So if we just think about those two components , I'm not necessarily asking for for guidance here , but when it just comes to opportunities , I suppose to potentially improve on that margin , what do you see as sort of the lower hanging fruits going forward ?

Speaker #12: Yeah . So , you know , I'm very , very proud of the team for continuing to be laser focused on bringing as much of that top line down all the way through the PNL .

Kim Rivers: Yeah. You know, I'm very proud of the team for continuing to be laser-focused on bringing, you know, as much of that top line down all the way through the P&L. Of course, you know, I think that we stand out among our peer set for our consistency as it relates to being able to do that efficiently and effectively, kind of regardless of what's happening at the macro level. You know, I would tell you that really in terms of what we're seeing coming into Q4, it's going to be somewhat dependent on what happens with the customer, right? Certainly, obviously, the holiday season is something that we've got our eye on, which is typical this time of year.

Speaker #12: And of course , I think that we stand out among our peer set for our consistency as it relates to being able to do that .

Speaker #12: And efficiently and effectively , kind of regardless of what's happening at the macro level , you know , I would tell you that really in terms of what we're seeing coming into Q4 , it's going to be somewhat dependent on what happens with the customer , rate .

Speaker #12: And certainly , obviously , the holiday season is something that we've got our eye on , which is typical this time of year .

Speaker #12: But , you know , given I would say the we have a little bit of opaqueness candidly to the as it relates to the consumer , you know , at the end of Q3 , coming into Q4 , we saw some trading down and some price compression .

Kim Rivers: You know, given, I would say we have a little bit of opaqueness, candidly, as it relates to the consumer. You know, at the end of Q3 coming into Q4, we saw some trading down and some price compression. I would tell you, to answer your question, the fact that we have the ability in our platform to meet the consumer where they're at and be strategic in how we do so, you know, I am confident in our ability to continue to deliver strong margin. You know, that has to be, again, coupled with the reality again, of the consumer profile. It will be impacted by product mix and promotion.

Speaker #12: I would tell you to answer your question , the fact that we have the ability in our platform to meet the consumer where they're at and be strategic in how we do so , you know , I am confident in our ability to continue to deliver strong margin .

Speaker #12: And but , you know , that has to be , again , coupled with the reality again , of the of the consumer profile , it will be impacted by product mix and promotion .

Kim Rivers: Again, also, you know, keeping in mind that we have an amazing, flexible, and modular, you know, production footprint that we're able to flex, again, to meet the consumer where they're at. You know, I would say that again, in line with what we've said all year, we expect that full year to be consistent with again last year, as it relates to margin. I think given the sort of differences in this year's consumer profile, I think that's pretty. I'm very, very happy with that.

Speaker #12: But again , also , you keeping in mind that we have an amazing and flexible and modular , you know , production footprint that we're able to flex again to meet to meet the consumer where they're at .

Speaker #12: And so , you know , I wouldn't I would say that again , in line with what we've said all year , we expect that full year to be to be consistent with with again last year as it relates to margin .

Speaker #12: And I think given the sort of differences in this year's consumer profile , I think that's that's pretty I'm very , very happy with that .

Speaker #14: That's great . Thanks for that . And then for my follow up here , you touched on the launch of the mobile app and then also some of the benefits associated with that .

Luke Hannan: That's great. Thanks for that. For my follow-up here, you touched on the launch of the mobile app and then also some of the benefits associated with that. It sounds like more customer engagement is chief among them. Trulieve places emphasis on data and analytics and being able to use that effectively when it comes to the entire sort of go-to-market strategy. I guess I'm curious, does the app make you any more efficient when it comes to being able to gather insights from that data, or does it give you a richer set of data points to be able to sift through as well?

Speaker #14: It sounds like more customer engagement is a chief among them . But you also place Trulieve places emphasis on on data and analytics and being able to use that effectively when it comes to the entire sort of go to market strategy .

Speaker #14: So I guess I'm curious , does the app make you any more efficient when it comes to being able to gather insights from that data , or does it give you a richer set of data points to be able to sift through as well ?

Speaker #12: Yeah , well , so certainly we are excited about the ability to connect in a more personal way to our customers . And I would tell you that , you know , the ability to , again , have more of an interactive platform with our customers will be will be important as we continue to develop our strategies of around consumer personalization .

Kim Rivers: Well, certainly, we are excited about the ability to connect in a more personal way to our customers. I would tell you that, you know, the ability to again, have more of an interactive platform with our customers will be important as we continue to develop our strategies around consumer personalization. You know, I mentioned that even on our existing web platform, we're now able to more suggestive sell based on someone's past buying patterns, as well as to be more predictive in terms of when he or she may be coming back into the store based, again, on past behavior. Which is very exciting.

Speaker #12: So I mentioned that even on our existing web platform , we're now able to more suggestive sell based on someone's past buying patterns as well as to be more predictive in terms of when he or she may be coming back into the store based again on on past behavior .

Speaker #12: And so which is very exciting . And being able to bring those features into an app landscape that , again , is a bit more real time .

Kim Rivers: Being able to bring those features into an app landscape, that again, is a bit more real time, and then to be able to also seamlessly integrate our loyalty platform into an app, you know, shopping platform is, you know, I would say the best of both worlds. Really, we think that it's critical as we think about getting away from the confines, you know, because we are in cannabis, we're restricted in terms of what we can do via text messaging. Given the fact that we're all mobile these days, the ability to have push notifications to remind folks when they have points available, to remind folks when there's certain things happening within our stores that that particular shopper may be interested in.

Speaker #12: And then to be able to also seamlessly integrate our loyalty platform into an app , you know , shopping platform is , I would say , the best of both worlds .

Speaker #12: And really , we think that it's critical as we think about getting away from the confines because we are in cannabis . We're restricted in terms of what we can do via text messaging .

Speaker #12: And given the fact that we're all mobile , these days , the ability to have push notifications to remind folks when they have points available to remind folks when there are certain things happening within our stores that that particular shopper may be interested in .

Speaker #12: And I just think it's going to be very dynamic as we as we move forward into this , into this next stage of our , of our connectivity journey here .

Kim Rivers: I just think it's gonna be very dynamic, as we move forward into this, into this next stage of our, of our connectivity journey here.

Speaker #14: That's great . Appreciate the commentary . All the best .

Luke Hannan: That's great. Appreciate the commentary. All the best.

Speaker #12: All right . Thanks .

Kim Rivers: All right. Thanks.

Speaker #10: The next question comes from Russell Stanley from Beacon Securities . Please go ahead .

Operator 2: The next question comes from Russell Stanley from Beacon Securities. Please go ahead.

Speaker #15: Good morning and thank you for taking my questions . First , just around retail , you've refreshed and remodeled a significant number of sites this year .

Russell Stanley: Good morning, and thank you for taking my question. First, just around retail, you've refreshed and remodeled a significant number of sites this year. Can you, I don't know if you have this handy, but can you provide any data points regarding the impact of those efforts on traffic or basket size? You know, what you've seen relative to expectations and any lessons that you've learned through the process that will inform your refresh remodel plans next year.

Speaker #15: Can you I don't know if you have this handy , but can you provide any any data points regarding the impact of those efforts on traffic or basket size ?

Speaker #15: What you've seen relative to expectations and any lessons that you've learned through the process that will inform your refreshed remodel plans next year ?

Speaker #12: Sure . So I , for one , think it's very important for companies to keep an eye on on the the aesthetics . And , you know , of their stores .

Kim Rivers: Sure. I, for one, think it's very important for companies to keep an eye on the aesthetics, and, you know, of their stores. I think there's lots of lessons that we can go over on companies that did not do that and where they ended up with their customer base. That's gonna be, I would say, something that you should expect from us on a pretty regular basis. We'll be analyzing, and it's a constant review of stores across the platform. Especially with our business since many stores, as everyone will recall, you know, were initiated in a different regulatory landscape where there were different restrictions.

Speaker #12: I think there's lots of lessons that we could we can go over on companies that did not do that . And where they ended up with their with their customer base .

Speaker #12: So that's going to be I would say something that you should expect from us on a , on a pretty regular basis will be analyzing .

Speaker #12: And it's a constant . It's a constant review of stores across the platform . And especially with our business , since many stores , as everyone will recall , were were , you know , were initiated in a different regulatory landscape where there were different restrictions in Florida , for example , at the very beginning , we had to have their very strict rules about where we could be located and the types of lobbies we had to have the security features between showroom and lobby , etc.

Kim Rivers: You know, in Florida, for example, you know, at the very beginning, there were very strict rules about where we could be located, the types of lobbies we had to have, the security features between share room and lobby, et cetera. Opening up those floor plans as those regulations have changed to make a more welcoming environment for customers and improving customer flow, vault size, how product moves from back of house to front of house, et cetera, is certainly important from an efficiency standpoint, and then, of course, from a customer experience standpoint as well. We're gonna always be looking for those types of opportunities across the platform.

Speaker #12: . So opening up those floor plans as those regulations have changed to make them more welcoming environment for customers and improving customer flow .

Speaker #12: Vault size how product moves from back of house to front of house , etc. is certainly important from an efficiency standpoint . And then of course from a customer experience standpoint as well .

Speaker #12: And so we're going to always be looking for those types of opportunities across across the platform . And then again , I think it's just good hygiene to make sure that you've got , you know , welcoming fresh , bright environments for for our customers that are adapting to what the expectations of a of a primary , you know , premier retail experience would be .

Kim Rivers: Again, I think it's just good hygiene to make sure that you've got, you know, welcoming, fresh, you know, bright environments for our customers that are adapting to what the expectations of a, of a primary, you know, a premier retail experience would be.

Speaker #15: Thanks for that . And maybe just on the balance sheet , given the redemption plan of redemption . And you talked about , you know , another debt issue for up to 150 million , I think I guess can you talk .

Russell Stanley: Thanks for that. Maybe just on the balance sheet, given the redemption, plan redemption, and you talked about, you know, another, a debt issue for up to $150 million, I think. I guess, can you talk, it's a relatively modest amount given what you're redeeming, but, can you talk about what you're seeing in terms of appetite out there, especially given the recent seemingly short-lived blip in credit spreads? Just wondering what kind of environment you're seeing from would-be lenders and the appetite that you're seeing relative to, you know, 3, 6 months ago. Thank you.

Speaker #15: It's a relatively modest amount given what you're redeeming . But can you talk about what you're seeing in terms of appetite out there , especially given the the recent , seemingly short lived blip in credit spreads ?

Speaker #15: Just wondering what kind of environment you're seeing from would be lenders and and the appetite that you're seeing relative to three , six months ago .

Speaker #15: Thank you .

Speaker #12: Sure . So , you know , we we haven't you know , we haven't gone to market yet Russ . So I think that , you know , color on that should be probably reserved for for future commentary .

Kim Rivers: Sure. You know, we haven't, you know, we haven't gone to market yet, Russ, so I think that, you know, color on that should be probably reserved for, you know, future commentary. I can tell you that, you know, again, we have flexibility in our ability to, you know, to whether to complete or not complete depending on terms and depending on appetite. Again, I think that our balance sheet is strong, our cash generation is strong. Our core business is very solid. I think our consistency in our core business is very solid in terms of our ability to generate cash and bring, you know, that, again, like we talked about before, bring that revenue down to bottom line profitability.

Speaker #12: And I can tell you that , you know , again , we have flexibility and our ability to , you know to to weather to complete or not complete , depending on terms and depending on appetite .

Speaker #12: And again , I think that our balance sheet is strong . Our cash generation is strong . Our core business is very solid .

Speaker #12: I think our consistency in our core business is very solid in terms of our ability to generate cash and bring , you know , that , again , like we talked about before .

Speaker #12: Bring that revenue down to bottom line profitability . So , you know , I would say stay tuned . But I feel I feel pretty confident that that we'll have , you know , we'll have optionality there .

Kim Rivers: You know, I would say stay tuned, but I feel pretty confident that we'll have, you know, we'll have optionality there, and then we'll be in a decision along, of course, with the board to make a determination as to how much or if we decide to move forward with the raise. You know, again, you know, we're generating cash every quarter and feel good about where we sit.

Speaker #12: And then we'll be in a decision along , of course , with the board to make to make a determination as to how much or if we we decide to move forward with , with the raise .

Speaker #12: But , you know , again , you know , we're generating we're generating cash every quarter and feel good about about where we sit .

Speaker #15: That's great . Thanks for the color . I'll get back in the queue .

Russell Stanley: That's great. Thanks for the color. I'll get back in the queue.

Speaker #12: Thanks .

Kim Rivers: Thanks.

Speaker #10: The next question comes from Bill Kirk from MKM partners . Please go ahead .

Operator 2: The next question comes from Bill Kirk from MKM Partners. Please go ahead.

Speaker #16: Good morning everybody . In 2024 , the Florida initiative didn't seem to get the kind of deserved monetary support from other MSOs . Do you expect those those other MSOs to better contribute either monetarily or in other ways this time around ?

Bill Kirk: Good morning, everybody. In 2024, the Florida initiative didn't seem to get the kind of deserved monetary support from other MSOs. Do you expect those other MSOs to better contribute either monetarily or in other ways this time around?

Speaker #12: Yeah . So , you know , I would I would say that certainly I would love for you guys to ask that question .

Kim Rivers: Yeah. You know, I would say that certainly I would love for you guys to ask that question on your earnings call. You know, I have been in talks with the other CEOs, and I think that we're gonna have some pretty robust conversations after, you know, after Supreme Court review once we have, just like we said in our prepared remarks, once we have additional data and visibility into the political landscape, polling, right, all of the things. You know, I do think that folks are certainly at the table in a different way than they were the last cycle. I also think, right, that some of it's gonna be dependent on where everyone sits as it relates to available cash.

Speaker #12: On their earnings calls . You know , I have I have been in in talks with the other CEOs . And I think that we're going to have some pretty robust conversations after , you know , after Supreme Court review , once we have just like we've seen , our prepared remarks , once we have additional data and visibility into the political landscape , polling all of the things , you know , I do think that folks are certainly , certainly at the table in a , in a in a different way than they were the last , the last cycle .

Speaker #12: But I also think , right , that some of it's going to be dependent on where everyone sits as it relates to available cash .

Speaker #12: And of course , you know , 280 has a big it's a big contributor there . So we shall see . But I would say that I think that the the MSOs , at least are working together as it relates to reform .

Kim Rivers: Of course, you know, 280E has a big, is a big contributor there. We shall see. I would say that I think that the MSOs at least are working together as it relates to reform, and I think that that is a positive. Definitely we could see that also come over to the floor effort.

Speaker #12: And I think that that is a positive and definitely we could see that also come come over to the Florida effort .

Speaker #16: Awesome . And then are you seeing any increased momentum for for regulating intoxicating hemp differently or possible closing of any what people call the farm bill loophole .

Bill Kirk: Awesome. Then are you seeing any increased momentum for regulating intoxicating hemp differently or possible closing of any what people call the Farm Bill loophole? I guess if we step back, how would you like to see intoxicating hemp treated by the federal government and states?

Speaker #16: And I guess if we step back , how would you like to see intoxicating hemp treated by by the federal government and states ?

Speaker #12: Yeah , I mean , certainly it's as you know , it's a checkerboard out there as it relates to the States and how they're how they're treating intoxicating hemp .

Kim Rivers: I mean, certainly it's, as you know, it's a checkerboard out there, as it relates to the states and how they're treating intoxicating hemp. You know, we have a little bit of a front row seat to it, not only of course from the regulated cannabis side of the business, but also from the beverage side of the business. In Florida, there were, you know, new rules that were issued midyear this year, and you know, a big crackdown across the state. Products in Total Wine, beverage products in Total Wine and ABCs were taken off shelves, because of labeling challenges among some other, some other regulatory concerns. You know, our branded beverage products Onward and Upward were actually able to stay on shelf.

Speaker #12: You know , we have a little bit of a front row seat to it , not only , of course , from the regulated cannabis side of the business , but also from the beverage side of the business in Florida , there were , you know , new rules that were issued mid-year this year .

Speaker #12: And , you know , a big crackdown across the state . Products in total beverage products and total wine . And ABC's were taken off shelves because of labeling challenges , among some other some other regulatory and concerns .

Speaker #12: And , you know , our branded beverage products onward and upward were actually able to stay on shelves . We are , you know , and we're compliant , which I think is actually becoming a little bit of a differentiator for us because we're very used to .

Kim Rivers: We are, you know, and we're compliant, which I think is actually becoming a little bit of a differentiator for us because we're very used to, right, having to have all of our testing back up and making sure that, you know, consumers can scan back to a finished product test and that the labeling is accurate and all of those things. Certainly we have seen a step up in enforcement, I would say, across markets. I think that's in line with sort of an increase in attention that it's getting, again, at both state and at the federal level.

Speaker #12: Having to have all of our testing back up and making sure consumers can scan back to a finished product test , and that the labeling is accurate .

Speaker #12: And all of those things . So certainly we have seen a step up in enforcement . I would say , across across markets and and I think that's in line with sort of an increase in attention that it's getting .

Speaker #12: Again , at both state and and at the federal level . I think , you know , I hear what you hear as it relates to the federal , you know , differences in terms of potential pathways for regulating intoxicating hemp .

Kim Rivers: I think, you know, I hear what you hear as it relates to the federal, you know, differences in terms of potential pathways for regulating intoxicating hemp, and I think, you know, we'll see where that, we'll see where that lands. It does seem to me that similar to the states, the intensity of the conversation is increasing both at the state level and at the federal level.

Speaker #12: And I think , you know , we'll we'll see where that that we'll see where that lands . But I it does seem to me that similar to the States , the intensity of the conversation is increasing , both at , at the state level and at the federal level .

Speaker #16: Thank you . Kim .

Bill Kirk: Thank you, Kim.

Speaker #10: The next question comes from Brenna Cunnington from ATB Capital Markets . Please go ahead .

Operator 2: The next question comes from Brenna Cunnington from ATB Capital Markets. Please go ahead.

Speaker #12: Hey , it's Brennan for Frederico .

Brenna Cunnington: Hey, it's Brenna from Puerto Rico. Thanks for taking our questions, and congrats on the results this quarter. Just continuing on the theme of the Florida ballot measure, we all know that Florida legalization would be a game changer, but the 60% approval threshold does seem to be a bit of an issue since we saw that the majority of Floridians do actually want to legalize. Just trying to understand here, theoretically speaking, what about this time could be different? Do you think it's more of a factor of raising more voter awareness, or was there specific verbiage that needed to be changed last time to address potential voter issues or perhaps something else?

Speaker #17: Thanks for taking our questions and congrats on the results this quarter . Just continuing on the theme of the Florida ballot measure , we all know that Florida legalization would be a game changer , but the 60% approval threshold does seem to be a bit of an issue , since we saw that the majority of Floridians do actually want to legalize .

Speaker #17: So just trying to understand here , theoretically speaking , what about this time could be different . Do you think it's more of a factor of raising more voter awareness , or was there specific verbiage that needed to be changed last time to address potential voter issues ?

Speaker #17: Or perhaps something else ?

Speaker #12: Sure . So I think there's a couple a couple of of Maine differences . Well , maybe actually three one , I think that , you know , the there will be a big component of this that centers around just , again , the political landscape .

Kim Rivers: Sure. I think there's a couple of main, you know, differences. Well, maybe actually three. One, I think that, you know, there will be a big component of this that centers around just again, the political landscape. We're in a gubernatorial race this time as opposed to a presidential race. The dynamics in Florida in particular shift sometimes dramatically in terms of profile of voters that turn out between those two different types of races. I think that's an important thing that we'll certainly be analyzing and watching. Two, the ballot initiative itself had some, you know, changes, as mentioned in the prepared remarks, that were specifically responsive to polling and feedback from the last campaign.

Speaker #12: And we're in a gubernatorial race this time , as opposed to a presidential race . And so the dynamics in Florida , in particularly in particular , shifts , sometimes dramatically in terms of profile of voters , that turn out between those two different types of races .

Speaker #12: So I think that's an important thing that we'll certainly be analyzing and watching to the ballot initiative itself had some , you know , changes , as mentioned in the prepared remarks that were very that were specifically responsive to polling and feedback from the last campaign , particularly voters indicated that they wanted more certainty around what the legalization program would look like in the state of Florida , specifically around confirmation that these products would not be attractive to children , that , you know , there is , of course , age gated for adults over the age of 21 that there would be no smoking allowable .

Kim Rivers: Particularly voters indicated that they wanted more certainty around what the legalization, you know, program would look like in the state of Florida, specifically around confirmation that these products would not be attractive to children, that, you know, there is, of course, age-gated for adults over the age of 21, that there would be no smoking allowable in public, and that there would be additional licenses that would be issued for additional competition in the marketplace, as well as a pathway for home grow. Really by addressing those specific concerns, it does, and early polling indicates that that does, you know, change the chances on a just plain, you know, ballot read perspective.

Speaker #12: And public , and that there would be additional licenses that would be issued for additional competition . And the in the marketplace , as well as a pathway for home grow .

Speaker #12: And so really by addressing those specific concerns , it does an early polling indicates that that that does , change the chances . The chances on a just plain , you know , ballot read perspective .

Speaker #12: And then I would say , you know , the third thing is really about the , you know , just the landscape , you know , there's been obviously quite the news cycle around what happened in the last campaign as it relates to some public dollars being spent .

Kim Rivers: I would say, the third thing is really about the landscape. There's been obviously quite the news cycle around what happened in the last campaign as it relates to some public dollars being spent and taxpayer money, et cetera. The legislature passed a package of laws last legislative session that clarifies and candidly locks down that activity such that we believe that there will not be that same level of opposition, at least from those particular paths, in this next election, which we think is very important. You know, at the end of the day, right, I think that just a fair and straightforward election process could definitely be a game changer as well.

Speaker #12: And taxpayer money , etc. . The legislature passed a package of laws last legislative session that clarifies and candidly locks down that activity such that we believe that there will not be that same level of opposition , at least from those particular paths in this , in this next , in this next election , which we think is very important .

Speaker #12: And , you know , at the end of the day . Right , I think that just a fair and straightforward election process could , could definitely be a game changer as well .

Speaker #12: So I do think that at least early indicators are that it's going to be a more positive backdrop . But again , we want to make sure that that's confirmed by , again , the data and the political backdrop before we before we decide to move forward .

Kim Rivers: I do think that at least early indicators are that it's going to be a more positive backdrop. Again, we wanna make sure that that's confirmed by again, the data and the political backdrop before we decide to move forward.

Speaker #17: Understood . Thank you . And then our second question is just regarding the hemp beverages , which we do know is a small category , but we were just loving the additional color you could add on how sales are ramping in Florida and Illinois .

Brenna Cunnington: Understood. Thank you. Our second question is just regarding the hemp beverages, which we do know is a small category, but we were just loving the additional color you could add on how sales are ramping in Florida and Illinois, and also specifically how online sales are doing.

Speaker #17: And also specifically how online sales are doing .

Speaker #12: Yeah , so you know , it's ramping candidly , you know , ahead of what our initial expectations were . You know , we I think as we have developed our partnerships with both total wine and ABC , they have grown pretty , pretty dramatically since inception .

Kim Rivers: Yeah. you know, it's ramping, candidly, you know, ahead of what our initial expectations were. you know, I think as we have developed our partnerships with both Total Wine and ABC, they have grown pretty dramatically since inception. In addition, right, our ability to successfully, you know, land additional distribution partnerships has also been a positive, and there'll be more announcements from us on that in the near term.

Speaker #12: In addition . Right . Our ability to successfully , you know , land additional distribution partnerships has also been a positive . And there'll be more announcements from us on that in the near term .

Kim Rivers: We are being thoughtful in terms of how we ramp, simply because we wanna make sure. I mean, we believe very strongly, Trulieve, and this goes back, it's in our DNA since inception, that, you know, it's important to launch and penetrate and make sure that you're understanding and getting as much data as possible about the consumer and making pivots early to get it right so that, you know, we're able to, again, really have lasting brand equity with those customers.

Speaker #12: We are being thoughtful in terms of how we how we ramp simply because we want to make sure . I mean , we believe very strongly at Trulieve .

Speaker #12: And this goes back . It's in our DNA since inception that , you know , it's important to to launch and penetrate and make sure that your understanding and getting as much data as possible about the consumer and making pivots early to get it right so that , you know , we're able to again , really have lasting brand equity with those with those customers .

Speaker #12: And so we I could tell you that we candidly , we could be ramping faster , but we want to make sure again that we've got the opportunity to really have a presence in those stores and in those markets by doing things such as tasting events , trainings with the employees and those stores to make sure that they're actually educated on THC and how our beverages are different than all the other brands that may be on shelf .

Kim Rivers: I can tell you that candidly, we could be ramping faster, but we wanna make sure, again, that we've got the opportunity to really have a presence in those stores and in those markets by doing things such as tasting events, trainings with the employees in those stores to make sure that they're actually educated on THC and how our beverages are different than all the other brands that may be on shelf, why they should feel comfortable recommending, you know, our beverages to consumers, what is how to read a label as it relates to our beverages, et cetera. We are making sure that we do this the right way, which I think will pay dividends and for the long term.

Speaker #12: Why they should feel comfortable recommending , you know , our beverages to consumers . What is how to read a label as it relates to our our beverages , etc.

Speaker #12: . And so we are making sure that we do this the right way , which I think will pay dividends for the for the long term .

Speaker #17: Perfect . Thank you Kim and team . I will jump back in queue .

Brenna Cunnington: Perfect. Thank you, Kim and team. I will jump back in queue.

Speaker #12: All right . Thanks .

Kim Rivers: All right. Thanks.

Speaker #10: As a reminder , if you have a question , please press star one . The next question comes from Aaron Grey from Alliance Global Partners .

Operator 2: As a reminder, if you have a question, please press star one. The next question comes from Aaron Grey from Alliance Global Partners. Please go ahead.

Speaker #10: Please go ahead .

Speaker #18: Hi . Good morning . Thanks for the questions . Congrats on the quarter . First question for me . Just on some of the consumer engagement initiatives , loyalty program .

Aaron Grey: Hi. Good morning. Thanks for the questions. Congrats on the quarter. First question from me, just on some of the consumer engagement initiatives, loyalty program, you know, now mobile app. You know, obviously it would seem like you're most able to leverage that in states where you might have more of an existing moat, like Florida as well as Arizona. Also curious to know, you know, how you might be looking to leverage that and build a larger presence in markets where it's smaller today and maybe you rely more on wholesale. Maybe just some more color in terms of how you're able to leverage, you know, some of these, you know, products and learnings to build out a market share where you're smaller today. Thank you.

Speaker #18: Now mobile app . You know , obviously it would seem like you're most able to leverage that in states where you might have more of an existing moat like Florida as well as Arizona .

Speaker #18: But also curious to know how you might be looking to leverage that . And build a larger presence in markets where smaller today .

Speaker #18: And maybe you rely more on wholesale . So maybe just some more color in terms of how you're able to leverage some of these , products and learnings to build out a market share .

Speaker #18: We're smaller today . Thank you .

Speaker #12: Sure . So again , you know , our loyalty program has had incredible success across all the markets in which it's launched . And so I wouldn't say , of course , in our bigger markets like Florida , you're going to have more of a of a of an adoption rate .

Kim Rivers: Sure. Again, you know, our loyalty program has had, you know, incredible success across all the markets in which it's launched. I wouldn't say, of course, in our bigger markets like Florida, you're gonna have more of an adoption rate. I will also tell you that some of our other markets, like Arizona, for example, it's been a huge tool for us because, and really the big learning there is, to your point, Aaron Grey, as markets go adult use, right? We don't necessarily have as much required data on a particular patient.

Speaker #12: But I will also tell you that some of our other markets , like Arizona , for example , it's been a huge tool for us because in really the big learning there is to your point , Aaron , as markets go , adult use , right ?

Speaker #12: We don't necessarily have as much required data on a particular patient . So when you think about it in a market like Florida or Pennsylvania , we have a lot of information because they have to have a patient identification card and we have to , allocate and make sure that we've got the tracking of the product .

Kim Rivers: When you think about it in a market like Florida or Pennsylvania, we have a lot of information because they have to have a patient identification card, and we have to allocate and make sure that we've got the tracking of the product that's dispensed across their recommendation from their physician. There's a lot more already known components of those purchases and of those customers. You contrast that with an adult use market where someone is just, we have to age gate, of course, and take their license information, confirm that they are an adult age 21 and up. Aside from that, you can really be more anonymous in those markets.

Speaker #12: That's dispensed across their recommendation from their physician. So there's a lot more already known components of those purchases and of those customers.

Speaker #12: But you contrast that with an adult use market where someone is just , you know , we have to age gate , of course , and take their license information , confirm that they are an adult age 21 and up .

Speaker #12: But aside from that , you can really be more anonymous in those markets . And the loyalty program has been phenomenal in terms of having those customers actually voluntarily engage with us in a more regular way so that we can , again , begin to get to know them and have that truly reciprocal relationship where we're understanding they're buying patterns , we're able to offer them additional product suggestions or deals that they may be they may have not known about .

Kim Rivers: The loyalty program has been phenomenal in terms of having those customers actually voluntarily, right, engage with us in a more regular way so that we can, again, begin to get to know them and have that truly reciprocal relationship where we're understanding their buying patterns. We're able to offer them additional product suggestions or deals that they maybe they may have not known about, right? Because there's no reason previously there would've been no necessary reason for them to connect with us in that way. We think the app is gonna take that to a completely different level. Right, you'd have the ability to pre-order online, track your order.

Speaker #12: Right . Because there's no reason for previously there would have been no necessary reason for them to connect with us in that way .

Speaker #12: We think the app is going to take that to a completely different level . So , right , you'd have the ability to pre-order online , track your order , it'll push you a notification just like in Starbucks or other places where we all use apps across our normal retail experience .

Kim Rivers: It'll push you a notification just like in Starbucks or other places where we all use apps across our normal retail experience to say, Hey, your order's ready for pickup. We can talk about, you know, as it relates to our wholesale business, Hey, we just launched this new all-in-one. Find it near you, right? We saw that you purchased an all-in-one vape previously. It's available, you know, a mile from your house at this particular location. Right. There's all kinds of capabilities that are going to be available through the app. Initially, we are definitely using it to reinforce our in-store branded products through branded retail being our core, right, our core business driver.

Speaker #12: To say , hey , your order is ready for pickup . In addition , we can talk about , you know , as it relates to our wholesale business .

Speaker #12: Hey , we just launched this new all in one , find it near you . Right ? We saw that you purchased an all in one vape previously .

Speaker #12: It's available a mile from your house at this particular location . Right . So there's all kinds of capabilities that are going to be available through the app initially .

Speaker #12: We are definitely using it to reinforce our in-store branded products or branded retail, being our core, right? Our core business driver.

Speaker #12: But Aaron , to your point , in a state like Maryland , for example , where we only have three stores , but we have a bigger wholesale business being able to leverage things like an app to offer gamification , etc.

Kim Rivers: Aaron Grey, to your point, in a state like Maryland, for example, where we only have 3 stores, but we have a bigger wholesale business, being able to leverage things like an app to offer gamification, et cetera, of products that are available and our in-house brand products that are available throughout the state, certainly is something that we'll be looking forward to as we further develop it.

Speaker #12: of products that are available in our in house brand , products that are available throughout the state certainly is something that that we'll be looking forward to as we further develop it .

Speaker #18: Really helpful . Carl there . Kim , I appreciate that . Second question for me , just on Florida in store saturations and opportunities , any color you can provide in terms of how you're feeling about the Florida market today , additional opportunities for you to open up stores , both for the true at the level of Trulieve and more broadly , where you're seeing that .

Aaron Grey: Really helpful color there, Kim. Appreciate that. Second question from me. Just on Florida in-store saturations and opportunities. Any color you can provide in terms of, you know, how you're feeling about the Florida market today, additional opportunities for you to open up stores, both at the level of Trulieve and more broadly, where you're seeing that, and then how that might differ for the different store model types that I know Trulieve has, and whether or not that would be dependent on adult use becoming legalized in the state. Thank you.

Speaker #18: And then how that might differ for the different store model types that I know Trulieve has and whether or not that would be dependent on adult use becoming legalized in the state .

Speaker #18: Thank you .

Speaker #12: Sure . So I would tell you that in Florida , we certainly it's interesting because it's a little bit of a mixed bag right now as I mentioned , we're certainly seeing across the entire system , not just in Florida , but we're certainly seeing some price , price compression and some wallet pressure and some trade down activity .

Kim Rivers: Sure. I would tell you that, you know, in Florida, we certainly it's interesting because it's a little bit of a mixed bag right now. As I mentioned, we're certainly seeing across the entire system, not just in Florida, but we're certainly seeing some price compression and some wallet pressure and some trade-down activity. Florida is a big state, and I would tell you that one of the, one of the things we've been focused on is really ensuring that we can manage down to that specific store level and that we understand 'cause not every store is positioned the same, right? We have some stores that have very little competition around them. We have other stores that are in highly competitive environments.

Speaker #12: Florida is a big state , and I would tell you that one of the one of the things we've been focused on is really ensuring that we can manage down to that specific store level and that we understand because not every store is positioned the same .

Speaker #12: Right ? And we have some stores that have very little competition around them . We have other stores that are in highly competitive environments .

Speaker #12: We have some stores that cater more towards a , you know , maybe a more higher end kind of crowd . Other stores that are more value oriented crowd .

Kim Rivers: We have some stores that cater more towards a, you know, maybe a more, higher-end kind of store crowd, other stores that are more value-oriented crowds. Being able to strategically differentiate and ensure that we have the right product mix, we have the right promotional cadence, we have the right messaging techniques on a store-by-store basis is something that we have been, we're really excited about and that we have been really focusing on. Thankfully, we have the, you know, we've made the correct investment through our customer data platform and other tools that we are able to segment more specifically and effectively down to that store level.

Speaker #12: So being able to strategically differentiate and ensure that we have the right product mix , we have the right promotional cadence , we have the right messaging techniques on a store by store basis is something that we have been we're really excited about and that we have been really focusing on .

Speaker #12: And thankfully we have the , you know , the we've made the correct investment through our customer data , data platform and other tools that we are able to segment .

Speaker #12: More specifically , in effectively down to that store level . And so we look at it in Florida as , as really a store by store , you know , landscape and you'll be seeing us , you know , launch different strategic initiatives and to further lean into that , I would say that as it relates to new stores , I'll answer that as a it depends .

Kim Rivers: We look at it in Florida as really a store-by-store, you know, landscape and, you'll be seeing us, you know, launch different strategic initiatives to further lean into that. I would say that as it relates to new stores, I'll answer that as a it depends, right? I think what we are seeing in Florida is we're seeing some of our competitors actually close stores and shutter stores, which we believe is a tremendous opportunity for us to absorb those customers and, you know, let them rediscover Trulieve and hopefully bring them into our fold.

Speaker #12: Right . And I think what we are seeing in Florida is we're seeing some of our competitors actually closed stores and shutter stores , which we believe is a tremendous opportunity for us to absorb those customers .

Speaker #12: And , you know , let them rediscover Trulieve and hopefully bring them into into our fold , but also , right , gives us an opportunity to reevaluate the landscape and see if there are if there are areas where we feel like we need to reposition or even potentially open an additional location .

Kim Rivers: Also, right, gives us an opportunity to reevaluate the landscape and see if there are areas where, you know, we feel like we need to reposition or even potentially open an additional location. I would just say stay tuned on that. That analysis is ongoing, and absolutely, it will depend on the specifics of the location, to your point, as it relates to whether or not we would consider opening a whole service, a flagship, or an express type model. As well as, of course, if, you know, adult use is on the table and it, you know, obviously that does change the narrative a bit as it relates to, where stores' attractiveness, you know, the attractiveness of certain stores may change depending on that.

Speaker #12: So I would just say stay tuned on that . That analysis is ongoing and absolutely it will depend on the specifics of the location .

Speaker #12: To your point , as it relates to whether or not we would consider opening a full service , a flagship or a express type model , as well as , of course , if adult use is on the on the table and you know , obviously that that does change the the narrative a bit as it relates to where store attractiveness , the attractiveness of certain stores may may change depending on that .

Speaker #18: Okay , great . That's really helpful . I appreciate that , Kim . Go ahead and jump back into the Q .

Aaron Grey: Okay, great. That's really helpful detail. I appreciate that, Kim. I'll go and jump back into the queue.

Speaker #12: Thanks , Aaron .

Kim Rivers: Thanks, Aaron Grey.

Speaker #10: The next question comes from Andrew Semple from Echelon Capital Markets . Please go ahead .

Operator 2: The next question comes from Andrew Semple from Echelon Capital Markets. Please go ahead.

Speaker #19: Hi there . Good morning . Thanks for taking my questions here . Start off with a pair of questions on capital expenditures . You know , just want to hone in on on the capital budget of 45 million for the year .

Andrew Semple: Hi there. Good morning. Thanks for taking my questions here. Start off with a pair of questions on capital expenditures. you know, just wanna home in on the capital budget of $45 million for the year. I believe you're already at $40 million in the first 9 months. you know, just wanna check in on that. anticipate if, you know, expecting to see a slowdown in Q4 here on capital spending. just secondly on capital budgeting, I'm wondering if you have a capital budget for next year, just kind of directionally, how much you would think to spend, maybe whether it's higher or lower or roughly the same as what we're about to see in 2025.

Speaker #19: I believe you're already at 40 million in the first nine months . So , just wanted to check in on that , anticipate if you know you're expecting to see a slowdown in the fourth quarter here on on capital spending and then just secondly on that on capital budgeting , I'm wondering if you have a capital budget for next year , just kind of directionally how much you would think to spend , maybe whether it's higher or lower or roughly the same as as what we're about to see in 2025 .

Speaker #13: Thank you . Let me take this question , Kim . First off , yes , we do have a very robust capital expenditure process and review process .

Jan Reese: Thank you. Let me take this question, Kim. First off, yes, we do have a very robust capital expenditure process and review process. We do take opportunities, though, when we do have the opportunity to relocate stores to a more customer facing program. If you look at the $45 million that we have currently in the forecast. You can divide this in two main buckets. One is relocation store in Arizona, and the other one is the cultivation in Pennsylvania and Ohio. Both investments, long and short term, will yield a much better return. We went forward and make this investment, as we always do with our review process. The good things we will execute and will do yield higher returns as we promised ourselves.

Speaker #13: We do take opportunities , though , when we do have the opportunity to relocate stores to a more customer service , customer facing program .

Speaker #13: So if you look at the 45 million that we have currently in the forecast , you can divide this into two main buckets .

Speaker #13: One is relocation store in Arizona , and the other one is the cultivation in Pennsylvania and Ohio . Both investments long and short term , will yield a much better return .

Speaker #13: So we went forward and made this investment as we always do with our review process . The good things we will execute and will do yield higher returns as we promise ourselves .

Speaker #19: Okay , thank you . Thanks for that , Jen . And then maybe just pivoting to inventory balances , you know , the inventory levels continue to inch higher .

Andrew Semple: Okay. Thanks for that, Jens. Then maybe just pivoting to inventory balances. You know, the inventory levels continuing to inch higher. Do you have any color or thoughts about your inventory balances? Are you happy where that sits today? Just any thoughts around that would be appreciated.

Speaker #19: Do you have any color or thoughts about your inventory balances ? Are you happy where that's where that sits today . Just any thoughts around that would be appreciated .

Speaker #12: Yeah . So as we as we've said consistently , our inventory is going to going to fluctuate a little bit . You know , from from quarter to quarter .

Kim Rivers: Yeah. As we've said, consistently, our inventory is gonna fluctuate a little bit, you know, from quarter to quarter. I think that it was 2 million increased in 1.8 million in Q3. To us, that wasn't really anything, you know, to cause any sort of alarm. Again, we believe that it's gonna fluctuate quarter to quarter. Yes, we are happy with it now. I mean, I think a couple of things just to note that we will of course, ramp inventory prior to some store openings, which we've had in Ohio.

Speaker #12: I think that it was 2 million increased in in 1.8 million in Q3 . So to us that wasn't really anything to cause any sort of alarm .

Speaker #12: And again , we believe that it's going to fluctuate quarter to quarter . Yes , we are happy with it now . I mean , I think a couple of things just to note that we will of course , ramp inventory prior to some store openings , which we've had in Ohio .

Speaker #12: And then additionally , as we mentioned in the prepared remarks , we've got in some markets , some new products launching as well as in Ohio , some of our brand brand portfolio coming through for the first time .

Kim Rivers: Additionally, as we mentioned in the prepared remarks, we've got in some markets some new products launching, as well as in Ohio, some of our brand portfolio coming through for the first time. Like we said, there's going to be, you know, slight swings, but don't think that there's really anything out of the ordinary there for us as it relates to inventory.

Speaker #12: So like we said , there's going to be a slight swings . But don't think that there's there's really anything out of the ordinary there for us as it relates to inventory .

Speaker #19: Great . Appreciate the color . Thanks for taking my questions . I'll get back into queue .

Andrew Semple: Great. Appreciate the color. Thanks for taking my questions. I'll get back into queue.

Speaker #10: This concludes our question and answer session . I would like to turn the call back to Christine Hersey for closing remarks .

Operator 2: This concludes our question and answer session. I would like to turn the call back to Christine Hersey for closing remarks.

Speaker #11: Thank you for your time today . We look forward to sharing additional updates during our next earnings call . Thanks everyone ! Have a great day !

Christine Hersey: Thank you for your time today. We look forward to sharing additional updates during our next earnings call. Thanks, everyone. Have a great day.

Operator 2: The conference is now concluded. Thank you for attending today's presentation. You may now disconnect.