Q4 2025 Karat Packaging Inc Earnings Call

March 12, 2026

Speaker #2: After today's presentation, there will be an opportunity to ask questions. To ask a question, you may press star, then 1 on your telephone keypad.

Speaker #2: To withdraw your question, please press star, then 2. Please note this event is being recorded. I would now like to turn the conference over to Roger Pondel, Investor Relations.

Speaker #2: Please go ahead. Thank you, operator. Good afternoon, everyone, and welcome to Karat Packaging's 4th Quarter and full year 2025 conference call. I'm Roger Pondel with Pondel Wilkinson, Karat Packaging's Investor Relations firm.

Roger Pondel: Thank you, operator. Good afternoon, everyone, and welcome to Karat Packaging's Q4 and full year 2025 conference call. I'm Roger Pondel with PondelWilkinson, Karat Packaging's investor relations firm. It will be my pleasure momentarily to introduce the company's Chief Executive Officer, Alan Yu, and his Chief Financial Officer, Jian Guo. Before I turn the call over to Alan, I wanna remind our listeners that today's call may include forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995. Such forward-looking statements are subject to numerous conditions, many of which are beyond the company's control, including those set forth in the Risk Factors section of the company's most recent Form 10-K, as filed with the Securities and Exchange Commission, copies of which are available on the SEC's website at www.sec.gov, along with other company filings made with the SEC from time to time.

Speaker #2: It will be my pleasure momentarily to introduce the company's Chief Executive Officer, Alan Yu, and his Chief Financial Officer, Jian Guo. Before I turn the call over to Alan, I want to remind our listeners that today's call may include forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995.

Speaker #2: Such forward-looking statements are subject to numerous conditions, many of which are beyond the company's control, including those set forth in the risk factor section of the company's most recent Form 10-K as filed with the Securities and Exchange Commission, copies of which are available on the SEC's website at www.sec.gov along with other company filings made with the SEC from time to time.

Speaker #2: Actual results could differ materially from these forward-looking statements, and current packaging undertakes no obligation to update any forward-looking statements except as required by law.

Roger Pondel: Actual results could differ materially from these forward-looking statements, and Karat Packaging undertakes no obligation to update any forward-looking statements except as required by law. Please also note that during this call, we will be discussing adjusted EBITDA, adjusted EBITDA margin, adjusted diluted earnings per share, and free cash flow, which are non-GAAP financial measures as defined by SEC Regulation G. A reconciliation of the most directly comparable GAAP measures to the non-GAAP financial measures is included in today's press release, which is now posted on the company's website. With that, I will turn the call over to CEO Alan Yu. Alan?

Speaker #2: Please also note that during this call, we will be discussing adjusted EBITDA, adjusted EBITDA margin, adjusted diluted earnings per share, and free cash flow which are non-GAAP financial measures as defined by SEC regulation G.

Speaker #2: A reconciliation of the most directly comparable GAAP measures to the non-GAAP financial measures is included in today's press release, which is now posted on the company's website.

Speaker #2: And with that, I will turn the call over to CEO Alan Yu. Alan, thank you, Roger.

Alan Yu: Thank you, Roger. Good afternoon, everyone. Despite ongoing trade volatility, Karat continues to deliver profitable growth, demonstrating the strength and resilience of our business model. We closed 2025 with an increase of 13.7% net sales in Q4, fueled by strong double-digit volume growth across all major markets. Notably, pricing also turned positive for the first time since early 2023, adding further momentum to our performance. Our ongoing effort to diversify sourcing continues to deliver positive results. We have adjusted our import volume across sourcing countries following tariffs and foreign currency development. During Q4, our import mix consisted of 46% from Taiwan, 14% from China, 13% from the United States, and 11% each from Vietnam and Malaysia.

Speaker #3: Good afternoon, everyone. Despite ongoing trade volatility, Karat continues to deliver profitable growth, demonstrating the strength and resilience of our business model. We closed 2025 with an increase of 13.7% net sales in the 4th quarter.

Speaker #3: Fueled by strong double-digit volume growth across all major markets, notably pricing also turned positive for the first time since early 2023, adding further momentum to our performance.

Speaker #3: Our ongoing effort to diversify sourcing continues to deliver positive results. We have adjusted our import volume across sourcing countries following tariffs and foreign currency development.

Speaker #3: During the fourth quarter, our import mix consisted of 46% from Taiwan, 14% from China, 13% from the United States, and 11% each from Vietnam and Malaysia.

Speaker #3: Our resilient global supply chain enabled us to maintain a solid 34% gross margin, despite significantly higher tariffs and duty costs during the quarter. Following the recent favorable global tariff developments and the stabilization of favorable US dollar and new Taiwan dollar exchange rates, we expect tailwinds on the margin to be realizing beginning in the second quarter of this year.

Alan Yu: Our resilient global supply chain enabled us to maintain a solid 34% gross margin despite significantly higher tariff and duty costs during the quarter. Following the recent favorable global tariff developments and the stabilization of favorable US dollar and New Taiwan dollar exchange rates, we expect tailwinds on the margin to be realizing beginning in Q2 of this year. Our new paper bag business product category continues to gain strong momentum, expanding steadily and driving meaningful revenue growth. In addition to supplying one of our largest national chain accounts, we are actively pursuing additional opportunities, some of which are at the final confirmation stage. We are also strengthening this category by supplying generic paper bags to smaller customer accounts in addition to custom paper bags, and we expect to continue gaining market shares in this category in the years ahead.

Speaker #3: Our new paperback business product category continues to gain strong momentum, expanding steadily and driving meaningful revenue growth. In addition to supplying one of our largest national chain accounts, we are actively pursuing additional opportunities.

Speaker #3: Some of which are at the final confirmation stage. We are also strengthening this category by supplying generic paperback to smaller customer accounts in addition to custom paperbacks, and we expect to continue gaining market share in this category in the years ahead.

Speaker #3: Our eco-friendly product sales boosted in part by paperbacks grew to 37.3% of total revenue in the 4th quarter of 2025. Up from 34.5% in the same quarter of 2024.

Alan Yu: Our eco-friendly product sales, boosted in part by paper bags, grew to 37.3% of total revenue in Q4 of 2025, up from 34.5% in the same quarter of 2024. As our paper bag category business continues to expand, we are further strengthening our position as a leading provider of sustainable, eco-friendly, and disposable foodservice products. In today's consistently shifting trade environment, we believe that Karat global sourcing flexibility and efficient logistics capabilities position us well to support continued growth and the margin improvement. We are also maintaining our focus on operating efficiency, reflected in the improvement of our operating costs levered to 26.7% in Q4 of 2025 from 32% in the prior-year quarter. Together, these efforts provide a solid foundation as we look forward to another strong year.

Speaker #3: As our paperback category business continues to expand, we are further strengthening our position as a leading provider of sustainable, eco-friendly disposable food service product.

Speaker #3: In today's consistently shifting trade environment, we believe that Karat Global's sourcing flexibility and efficient logistic capabilities position us well to support continued growth and the margin improvement.

Speaker #3: We are also maintaining our focus on operating efficiency, reflected in the improvement of our operating costs leveraged to 26.7% in the 4th quarter of 2025 from 32% in the prior year quarter.

Speaker #3: Together, these efforts provide a solid foundation as we look forward to another strong year. I will now turn the call to Jian Guo, our Chief Financial Officer, to discuss the company financial result in greater detail.

Alan Yu: I will now turn the call to Jian Guo, our Chief Financial Officer, to discuss the company's financial results in greater detail. Jian?

Speaker #3: Jian?

Speaker #4: Thank you, Alan. I'll begin with a summary of our 4th quarter performance. Followed by an update on our guidance. Net sales for the 2025 4th quarter increased to 115.6 million dollars up 13.7% from 101.6 million dollars in the prior year quarter.

Jian Guo: Thank you, Alan. I'll begin with a summary of our Q4 performance, followed by an update on our guidance. Net sales for the 2025 Q4 increased to $115.6 million, up 13.7% from $101.6 million in the prior year quarter. The increase primarily reflected $8.2 million in volume and a $6.3 million favorable impact from pricing and product mix. Sales to chain accounts and distributors, our biggest sales channel, were up by 17.5% in the 2025 Q4. Online sales rose 1.9% over the prior year quarter, and sales to the retail channel declined 4.8% from the 2024 Q4.

Speaker #4: The increase primarily reflected 8.2 million dollars in volume and a 6.3 million dollars favorable impact from pricing and product mix. Sales to chain accounts and distributors are our biggest sales channel were up by 17.5% in the 2025 4th quarter.

Speaker #4: Online sales rose 1.9% over the prior year quarter, and sales to the retail channel declined 4.8% from the 2024 4th quarter. As part of our initiatives to optimize margin, we continued to shift away from online sales fulfilled by Amazon and focused more on driving traffic through our own lollipop store and fulfilling our own orders on third-party platforms.

Jian Guo: As part of our initiatives to optimize margin, we continued to shift away from online sales fulfilled by Amazon and focused more on driving traffic through our own LollicupStore store and fulfilling our own orders on third-party platforms. We achieved significantly higher contribution margins in our online sales with reduced online platform fees and marketing costs. Cost of goods sold for the 2025 Q4 increased 23.4% to $76.3 million from $61.8 million in the prior year quarter. Product costs increased $6.1 million due to sales growth, partially offset by more favorable vendor pricing and product mix. Within import costs, duty and tariff costs increased $8.4 million due to higher tariff rates and $0.4 million adjustment to the duty reserve previously recorded on certain imports.

Speaker #4: We achieved significantly higher contribution margins in our online sales with reduced online platform fees and market costs. Cost of goods sold for the 2025 4th quarter increased 23.4% to 76.3 million dollars from 61.8 million dollars in the prior year quarter.

Speaker #4: Product costs increased 6.1 million dollars due to sales growth, partially offset by more favorable vendor pricing and product mix. Within import costs duty and tariff costs increased 8.4 million dollars due to higher tariff rates and a 0.4 million dollars adjustment to the duty reserve previously recorded on certain imports.

Speaker #4: Gross profit for the 2025 4th quarter was 39.3 million dollars compared with 39.8 million dollars in the prior year quarter. Gross margin for the 2025 4th quarter was 34.0% compared with 39.2% in the prior year quarter.

Jian Guo: Gross profit for the 2025 Q4 was $39.3 million compared with $39.8 million in the prior year quarter. Gross margin for the 2025 Q4 was 34.0% compared with 39.2% in the prior year quarter. Gross margin was impacted by higher import costs, which included ocean freight, import duty, and tariffs. As a percentage of net sales, import costs increased to 14.5% from 8.3% in the prior year quarter. However, we were able to partially offset the headwind on margin by reducing product costs as a percentage of net sales due to more favorable vendor pricing and product mix, as well as lower logistics expenses as a percentage of net sales.

Speaker #4: Gross margin was impacted by higher import costs, which included ocean freight and import duty and tariffs. As a percentage of net sales, import costs increased to 14.5% from 8.3% in the prior year quarter.

Speaker #4: However, we were able to partially offset the headwind on margin by reducing product costs as a percentage of net sales, due to more favorable vendor pricing and product mix, as well as lower logistics expenses as a percentage of net sales.

Speaker #4: Operating expenses in the 2025 4th quarter decreased to 30.9 million dollars from 32.5 million dollars in the prior year quarter. As Alan mentioned, our focus on cost containment yields significant results here.

Jian Guo: Operating expenses in the 2025 Q4 decreased to $30.9 million from $32.5 million in the prior year quarter. As Alan mentioned, our focus on cost containment yields significant results here. Compared to the prior year quarter, we reduced online platform fees by $1.6 million while maintaining our sales growth trajectory, lowered marketing expense by $0.5 million, and reduced professional services expense by $0.4 million. At the same time, our rent expense increased $0.5 million, primarily due to the opening of a new Chino distribution center in 2025. Operating income in the 2025 Q4 increased 16.0% to $8.5 million from $7.3 million in the prior year quarter.

Speaker #4: Compared to the prior year quarter, we reduced online platform fees by 1.6 million dollars while maintaining our sales growth trajectory lowered marketing expense by 0.5 million dollars and reduced professional services expense by 0.4 million dollars.

Speaker #4: At the same time, our rent expense increased 0.5 million dollars primarily due to the opening of a new chino distribution center in 2025. Operating income in the 2025 4th quarter increased 16.0% to 8.5 million dollars from 7.3 million dollars in the prior year quarter.

Speaker #4: Total other income, net, increased 17.7% to $1.2 million for the 2025 fourth quarter from $1.0 million in the prior year quarter. Net income for the 2025 fourth quarter increased 22.8% to $7.2 million from $5.9 million for the prior year quarter.

Jian Guo: Total other income net increased 17.7% to $1.2 million for the 2025 Q4 from $1.0 million in the prior year quarter. Net income for the 2025 Q4 increased 22.8% to $7.2 million from $5.9 million for the prior year quarter. Net income margin rose to 6.2% in the 2025 Q4 from 5.8% in the prior year quarter. Net income attributable to Karat for the 2025 Q4 increased 21.3% to $6.8 million or $0.34 per diluted share from $5.6 million or $0.28 per diluted share in the prior year quarter.

Speaker #4: Net income margin rose to 6.2% in the 2025 fourth quarter from 5.8% in the prior year quarter. Net income attributable to Karat for the 2025 fourth quarter increased 21.3% to $6.8 million, or $0.34 per diluted share, from $5.6 million, or $0.28 per diluted share, in the prior year quarter.

Speaker #4: Adjusted EBITDA for the 2025 4th quarter rose to 12.5 million dollars from 11.3 million dollars for the prior year quarter. Adjusted EBITDA margin was 10.8% compared with 11.1% for the prior year quarter.

Jian Guo: Adjusted EBITDA for the 2025 Q4 rose to $12.5 million from $11.3 million for the prior year quarter. Adjusted EBITDA margin was 10.8% compared with 11.1% for the prior year quarter. Adjusted diluted earnings per common share increased to $0.34 per share for the 2025 Q4 from $0.29 per share in the prior year quarter. We executed strong working capital management during the Q4, generating operating cash flow of $15.4 million and free cash flow of $14.6 million, despite continued heavy duty and tariff payments. During the Q4, we also made an early loan repayment of $8.0 million for our consolidated variable interest entities term loan.

Speaker #4: Adjusted diluted earnings per common share increased to $0.34 per share for the fourth quarter of 2025, up from $0.29 per share in the prior year quarter.

Speaker #4: We executed strong working capital management during the fourth quarter, generating operating cash flow of $15.4 million and free cash flow of $14.6 million, despite continued heavy duty and tariff payments.

Speaker #4: During the 4th quarter, we also made an early loan repayment of 8.0 million dollars for our consolidated variable interest entities term loan. In addition to our regular quarterly dividend, of 45 cents per share paid to shareholders on November 28th, 2025, we further utilized our newly approved share repurchase program and repurchased 137,000 374 shares of our common stock at an average share price of 21.74 cents per share for a total amount of 3.0 million dollars.

Jian Guo: In addition to our regular quarterly dividend of $0.45 per share paid to shareholders on 28 November 2025, we further utilized our newly approved share repurchase program and repurchased 137,374 shares of our common stock at an average share price of $21.74 per share for a total amount of $3.0 million. As of 11 March 2026, approximately $12.0 million remained available for repurchase under the authorized repurchase program. We ended 2025 with $91.0 million in working capital and maintained financial liquidity of $45.6 million. On 5 February 2026, our board of directors approved a regular quarterly dividend of $0.45 per share, payable 27 February 2026, to shareholders of record as of 20 February 2026.

Speaker #4: As of March 11th, 2026, approximately 12.0 million dollars remained available for repurchase under the authorized repurchase program. We ended 2025 with 91.0 million dollars in working capital and maintained financial liquidity of 45.6 million dollars.

Speaker #4: On February 5th, 2026, our board of directors approved a regular quarterly dividend of 45 cents per share payable February 27th, 2026, to shareholders of record as of February 20th, 2026.

Speaker #4: Looking ahead to the 2026 1st quarter, we expect net sales to increase by approximately 8 to 10 percent from the prior year quarter. Sales for the 1st quarter are typically subject to weather conditions although we experienced facility shutdowns due to increment weather this January and February we are seeing strong sales growth momentum.

Jian Guo: Looking ahead to the 2026 Q1, we expect net sales to increase by approximately 8% to 10% from the prior year quarter. Sales for the Q1 are typically subject to weather conditions. Although we experienced facility shutdowns due to inclement weather this January and February, we are seeing strong sales growth momentum. We expect gross margin for the 2026 Q1 to be within 34% to 36% and adjusted EBITDA margin to be within 9% to 11%. For the full year 2026, we expect net sales to grow in the low double-digit range over the prior year, and we anticipate continued improvements in both gross margin and adjusted EBITDA margin compared with the prior year under the current global tariff import environment.

Speaker #4: We expect gross margin for the 2026 1st quarter to be within 34 to 36 percent and adjusted EBITDA margin to be within 9 to 11 percent.

Speaker #4: For the full year 2026, we expect net sales to grow in the low double digit range over the prior year. And we anticipate continued improvements in both gross margin and adjusted EBITDA margin compared with the prior year under the current global tariff import.

Speaker #4: As Alan mentioned earlier, we are seeing accelerated growth in our pipeline, supported by the continued expansion of our paperbacks category and the addition of several key customer accounts.

Jian Guo: As Alan mentioned earlier, we are seeing accelerated growth in our pipeline, supported by the continued expansion of our paper bags category and the addition of several key customer accounts. We remain committed to accelerating top-line growth while continuing to improve operational efficiency and cost management. Alan and I will now be happy to answer your questions, and I'll turn the call back to the operator.

Speaker #4: We remain committed to accelerating top line growth while continuing to improve operational efficiency and cost management. Alan and I will now be happy to answer your questions and I'll turn the call back to the operator.

Speaker #1: We will now begin the question and answer session. To ask a question, you may press star then one on your telephone keypad. If you are using a speakerphone, please pick up your handset before pressing the keys.

Operator: We will now begin the question and answer session. To ask a question, you may press Star then one on your telephone keypad. If you are using a speakerphone, please pick up your handset before pressing the keys. To withdraw your question, please press Star then two. At this time, we will pause momentarily to assemble our roster. Our first question today comes from Ryan Merkel with William Blair. Please go ahead.

Speaker #1: To withdraw your question, please press star then two. At this time, we will pause momentarily to assemble our roster. Our first question today comes from Ryan Merkle with William Blair.

Speaker #1: Please go ahead.

Speaker #3: Hey, good afternoon and thanks for the question. I wanted to start with the outlook for ’26—the up double digits. Alan, what do you assume for the market in that outlook? I was thinking something like flat, and that most of your sales growth is going to be market share gains, but tell me how you’re thinking about that.

Ryan Merkel: Hey, good afternoon, and thanks for the question. I wanted to start with the outlook for 2026, the up double digits. Alan, what are you assuming for the market in that outlook? I was thinking something like flat and that most of your sales growth is gonna be market share gains, but tell me how you're thinking about that.

Speaker #1: Well, I do see the environment for our competitive it's a very competitive environment right now. And I see, numbers coming out from our competitors, our, negative growth to maybe, say, low single digit, low single digit growth.

Alan Yu: Well, it's a very competitive environment right now. I see numbers coming out from our competitors are negative growth to maybe low single digit, low single digit growth. While we are foreseeing our company to have a low double-digit growth, I think that is being conservative. The way that I see that is, yes, market share gain, mainly on the new categories that we're offering on the paper bag, the SOS bag. We're adding, for example, we have about maybe perhaps 40 SKUs on the paper bag. We're going to add an additional 50 or more SKUs on just on the paper bag category. Maybe we didn't have the complete line of SOS bag. We're adding all of it. It's paper shopping bag.

Speaker #1: while we are seeing foreseeing our company to have a low double digit growth, I think that is being conservative. the way I see that is, yes, market share gain, mainly on the new categories that we're offering on the paperback, the SOS back.

Speaker #1: We're adding, for, for example, we have about maybe perhaps, 40 SKUs on the paperback. We're going to add an additional 50 or more SKUs on just on the paperback category.

Speaker #1: maybe we didn't have the complete line of, SOS back. We're adding all of it. it's paper shopping back. We're adding more of that and we're adding more custom printing.

Alan Yu: We're adding more of that, and we're adding more custom printing. We're doing a lot of things to add additions to our line offering to increase our revenue.

Speaker #1: We're, we're doing a lot of things to, add addition to the, our line of offering to increase our revenue.

Speaker #3: Got it. Okay. That's great. And then I wanted to ask on one cue, kinda up 9 percent year over year for revenue. That's a bit of a slowdown from the up 14 this quarter.

Ryan Merkel: Got it. Okay, that's great. Then I wanted to ask on Q1, kinda up 9% year-over-year for revenue. That's a bit of a slowdown from the up 14% this quarter. Jian, you mentioned weather. I guess my question is it just weather that's causing the slowdown in Q1? Now that the weather's cleared a bit, have you seen the trends pick back up?

Speaker #3: Jan, you mentioned weather. So I guess my question is, is, is it just weather that's causing the slowdown in one cue? And now that the weather's cleared a bit, have you seen the trends pick back up?

Speaker #1: Yes. Texas is one of our major, hub. we had a shutdown over, a week. we couldn't work in it was like a, a snowstorm.

Alan Yu: Yes. Texas, one of our major hub, we had a shutdown over a week. We couldn't work, and it was like a snowstorm. East Coast had several weather issues, New Jersey and South Carolina. Mainly it was Texas that we had with entire week that we couldn't do anything. That really slowed us down for the month of January and some part of February. We do see that weather is getting better now in March. We're seeing strong momentum coming back from the March and onward.

Speaker #1: And also East Coast has several weather issues. New Jersey, and, South Carolina. but mainly it was a Texas that we had with entire week that we couldn't do anything.

Speaker #1: and so that really slowed us down for the month of January and some part of February. But we do see that, weather is, s getting better now in, in March.

Speaker #1: So we’re seeing strong momentum coming back from March and onward.

Speaker #3: Okay. Thanks. Pass it on.

Ryan Merkel: Okay, thanks. Pass it on.

Speaker #1: Thank you, Ryan.

Alan Yu: Thank you, Ryan.

Speaker #2: Again, if you have a question, please press star, then one. The next question is from Ryan Myers with Lake Street Capital Markets. Please go ahead.

Operator: Again, if you have a question, please press Star then one. The next question is from Ryan Meyers with Lake Street Capital Markets. Please go ahead.

Speaker #4: Yep. Hi, guys. Thanks for taking my questions. Congrats on the solid fourth quarter. First question for me: just thinking about the full-year revenue guidance, do you guys factor in any of these business opportunities that you commented on, that are in the final confirmation stages?

Ryan Meyers: Yep. Hi, guys. Thanks for taking my questions. Congrats on the solid Q4. You know, first question for me, just thinking about the full year revenue guidance, do you guys factor in any of these business opportunities that you commented on that are in the final confirmation stages? Is this full year revenue guidance just based on the business that you guys have already signed and visibility you already?

Speaker #4: Or is this full year gu revenue guidance just based on the business that you guys have already signed invisibility to already?

Speaker #1: Well, a part of it, the one that we're re we're adding in is that we know how we have a lot of, pipeline that we are confirming.

Alan Yu: Well, a part of it. The one that we're adding in is that we have a lot of pipeline that we are confirming on the final stages. The key part is, in most cases, these chain accounts, even after they confirm, there's a testing phase, and they might just delay and drag for six months to nine months. We wanna be conservative. Of course, we don't just have one or two or three, or maybe we have more than a dozen, several dozen, potentially now, accounts that we're adding in. They're either existing customer or they're new accounts. We're adding that, and that's why we're forecasting low double-digit growth.

Speaker #1: On the final stages, the key part of it is, in most cases in these chain accounts, even after they confirm, there's a testing phase and they might just delay, delay, and drag for six to nine months.

Speaker #1: So we wanna be conservative. Of course, we d we don't just have one or two or three or maybe we have more than a dozen, several dozen.

Speaker #1: potentially now, accounts that we're adding in. They're, either, existing customer or they're new accounts. So we are adding that. And that's why we're, we're shoot we're, forecasting single dig single double, low double digit growth.

Speaker #1: But my goal is actually, mid or, higher, high double digit growth. That's our ultimate goal. So outside, if we can if some of those opportunities can materialize.

Alan Yu: My goal is actually a mid or a high double-digit growth. That's our ultimate goal.

David Brown: Okay. Got it. That's helpful.

Ryan Meyers: Okay. Got it. That's helpful.

Jian Guo: Upside if some of those opportunities can materialize.

Speaker #4: Yep, okay, makes sense. And then I just want to make sure I'm understanding the gross margin guidance correctly. So, Jan, are you expecting an increase from the 36.8% full-year 2025 number in 2026?

David Brown: Yep. Okay. Makes sense. I just wanna make sure I'm understanding the gross margin guidance correctly. Jian, are you expecting an increase from the 36.8% full year 2025 number in 2026? Or are you expecting an increase from what you guys reported in Q4? Just want clarification there.

Ryan Meyers: Yep. Okay. Makes sense. I just wanna make sure I'm understanding the gross margin guidance correctly. Jian, are you expecting an increase from the 36.8% full year 2025 number in 2026? Or are you expecting an increase from what you guys reported in Q4? Just want clarification there.

Speaker #4: Or are you expecting an increase from what you guys reported in the fourth quarter? Just want clarification there.

Speaker #1: We are expecting year over year increase under the current tariff, environment.

Jian Guo: We are expecting year-over-year increase under the current tariff environment.

Speaker #4: Okay. Got it. Fair enough. Thanks for taking my questions. Sure.

David Brown: Okay. Got it. Fair enough. Thanks for taking my questions.

Ryan Meyers: Okay. Got it. Fair enough. Thanks for taking my questions.

Speaker #1: Thank you, Ryan. Thanks, Ryan.

Alan Yu: Thank you, Ryan.

Jian Guo: Thanks, Ryan.

Speaker #2: The next question is from George Stathos with Bank of America. Please go ahead.

Operator: The next question is from George Staphos with Bank of America. Please go ahead.

Speaker #5: Hi, this is Kyle Benvenuto stepping in for George. Quick question for you—you discussed tariffs, FX, and logistics as key margin drivers, and in the past, you've talked about transportation.

Kyle Benvenuto: Hi, this is Kyle Benvenuto stepping in for George. Quick question for you. You discussed tariffs, FX, and logistics as key margin drivers, and in the past, you've talked about transportation. Can you comment on whether energy costs are baked into your margin outlook, your margin guidance?

Speaker #5: can you comment on whether energy costs are baked into your margin outlook, your margin guidance?

Speaker #1: Yes, we have, because this is not the first time we're seeing the energy crisis, like the oil crisis. We've seen—the in 2022, the ocean freight liner, the shipping, ocean freight skyrocketed from $1,500 to $10,000 per container.

Alan Yu: Yes, we have, because this is not the first time we're seeing the energy crisis like the oil crisis. We've seen, in 2022, the ocean freight liner, the shipping ocean freight skyrocketed from $1,500 to $10,000 containers. We do not foresee the price will be that incrementally high. We are foreseeing a little bit of an increase. I mean, the past three months, basically, the ocean freight carrier, they tried to increase the prices of the ocean freight costs and, for the past three times, they failed. It went up for just merely two or three weeks, and it dropped back down.

Speaker #1: But we do not foresee, the price will be that incrementally high. we are foreseeing a little bit of an increase. and I mean, in the past three months, basically, the ocean-free carrier, they tried to increase the, the prices, the ocean-free costs.

Speaker #1: And, for the, the past three times, they failed. It went up to just merely two of the, two or three weeks, and it dropped back down.

Speaker #1: But mainly, we normally sign the full-year agreement, which is normally signed in the month of April, which is next month—we'll be able to sign that.

Alan Yu: Mainly, we normally sign the full year agreement, which normally are signed in the month of April, which is next month. We'll be able to sign that. So far, the guidance is just about 10, 15% increase year-over-year on the ocean freight shipping costs. For locally domestic diesel gases, it's been up and down throughout the year, so these have been accounted for.

Speaker #1: And for temp so far, the guidance is just about 10, 15 percent increase year over year on the ocean-free shipping costs. And for locally, domestic, diesel gases, it's been up and downs, throughout the year.

Speaker #1: So these have been accounted for.

Speaker #5: Thank you, Alan. And then just one more question. In regard to the online sales, we saw some positive growth this quarter. Back in Q2, I believe you mentioned double-digit growth potentially in the back half of this year.

Kyle Benvenuto: Thank you, Alan. Just one more question. In regard to the online sales, we saw some positive growth this quarter. Back in Q2, I believe you mentioned double-digit growth potentially in the back half of this year. I guess I was just wondering what's the progress on that maybe going forward into 2026 and how, a little bit more detail about how that's evolving. Thank you.

Speaker #5: I guess I was just wondering, what's the progress on that maybe going forward into '26 and how, a little bit more detail about how that's evolving?

Speaker #5: Thank you.

Speaker #1: Yes. No problem. we I do we do foresee, 2026, we will have a double digit growth online, because we're adding additional platform. We're, we're, we're currently, we have our own, Shopify store.

Alan Yu: Yes. No problem. We do foresee 2026, we will have double-digit growth online because we're adding additional platforms. We're currently we have our own Shopify store, we have Amazon, we added Sysco.com platform. We'll be adding Target.com, and there's CheneyBrothers.com, and there's other platforms we're adding or a product into those platforms that will increase our sales. We're also driving our sales by increasing bulk sales from our own stores and our Amazon stores. What I mean bulk sales is we're encouraging customer to buy not just 1 case, 1 piece, but like 5 cases and 10 cases. That increases our volume. Not only volume, it increases our revenue and also our profit margin because we do get a bulk discount from the carrier.

Speaker #1: We have Amazon. We added Cisco.com platform. We'll be adding Target.com. And there's a n Cheney Brother.com. And there's other platform we're adding or, or product into those, platform.

Speaker #1: That will in-increase our sales. And also, we're driving our sales by increasing, bulk sale from our own stores and on Amazon stores. what I mean bulk sales is we're encouraging customer to buy, not just one cases, one pieces, but like five cases and 10 cases.

Speaker #1: that increases our volume not only volume, it increases our revenue and also our profit margin because we do get a, a, a, a bulk discount from the carrier.

Speaker #1: If we ship more product to the same location, our, our shipping cost comes down. So we're optimizing that and passing that saving to the customer to increase revenue.

Alan Yu: If we ship more product to the same location, our shipping costs come down. We're optimizing that and passing that savings to the customer to increase revenue. We do foresee that our 2026 online growth will be double-digit.

Speaker #1: So we do foresee that our 2026 online sales growth will be double digit.

Speaker #5: Thank you. Good luck in the quarter.

Kyle Benvenuto: Thank you. Good luck in the quarter.

Speaker #1: Thank you.

Alan Yu: Thank you.

Speaker #2: The next question is from Joshua Axel with KTF Investments. Please go ahead.

Operator: The next question is from Joshua Axel with KTF Investments. Please go ahead.

Speaker #6: Good afternoon, Alan. Jan, I hope you guys are doing well.

Joshua Axel: Good afternoon, Alan Yu, Jian Guo. Hope you guys are doing well.

Alan Yu: Thank you.

Speaker #1: Thank you.

Joshua Axel: I had a question for you, or really two questions. Number one, can you expand a little bit on the demand you're seeing for the eco-friendly business, maybe outside of the paper bags? Just curious as to if you're still seeing high demand with the current environment. Secondly, can you comment a little bit on what you're seeing in the California market? Thank you.

Speaker #6: I had a question for you—actually, really two questions. Number one, can you expand a little bit on the demand you're seeing for the eco-friendly business, maybe outside of the paper bags?

Speaker #6: Just curious, as if you're still seeing high demand with the current environment. And then, secondly, can you comment, a little bit on what you're seeing in the California market?

Speaker #6: Thank you.

Speaker #1: Sure. First question. demand in eco-product has never dropped. And, mainly on the molded fiber pro product. And on the paper bag, due to, regulate rule and regulation, and we're seeing more and more chains are moving away from, styrofoam into paper product.

Alan Yu: Sure. First question. Demand in eco products has never dropped, and mainly on the molded fiber product and on the paper bag due to regulation. We're seeing more and more chains are moving away from Styrofoam into paper products. We're seeing more of that. On the compostable product, PLA items, we also see a growth of that due to the price decrease. They used to be pretty expensive to buy a compostable PLA cup, but now as price come down, it's become more affordable and more and more customers are actually looking to that. We're seeing newly opened restaurants are trying out with the eco-friendly product because they wanna perceive themselves with the consumer as being part of the initiative to save the environment.

Speaker #1: so we're seeing more of that. On the compostable product, PLA items, we, we also see a growth of that due to the price decrease.

Speaker #1: they used to be pretty expensive, to buy a compostable PLA cup. But now it's, it's as price come down, it's become more affordable and more and more customer are actually looking to that.

Speaker #1: We're seeing, newly open restaurants are, are trying out with the eco-friendly product because they wanna perceive themselves with the consumer as being part of the, initiative to save the environment.

Speaker #1: So, I would say that more and more are going to that—that's driving the demand from the consumer perspective. Now, in the California market, we're seeing a slowdown in the California market overall. In general, restaurants are shutting down, and it's becoming a very competitive environment.

Alan Yu: I would say that more and more are going to that. That's driving the demand from the consumer perspective. Now, in California market, we're seeing a slowdown in the California market overall. In general, restaurants are shutting down, and it's becoming a very competitive environment. In our aspect, our company, we have seen recently a double-digit growth in our companies. We're seeing, due to the tariff containment, some of the importers stopped importing product because they went out of business. It's actually driving the business to our company as well as other larger company with more inventory on hand. That's what we're seeing in the California market.

Speaker #1: But in, in our aspect, our company, we're seeing a double we have seen, recently a double digit growth in our, companies. we're seeing, due to the tariff, containment, some of the importers stop importing product.

Speaker #1: Because they went out of business. And so, it's actually driving the business to our company, as well as other larger companies with more inventory on hand.

Speaker #1: that's what we're seeing. In the California market.

Speaker #6: Great. Thank you both.

Joshua Axel: Great. Thank you both.

Speaker #1: Thank you, Joshua.

Alan Yu: Thank you, Joshua.

Speaker #5: This concludes our question and answer session. I would like to turn the conference back over to Alan Yu for any closing remarks.

Operator: This concludes our question and answer session. I would like to turn the conference back over to Alan Yu for any closing remarks.

Speaker #1: Thank you, operator. Thank you, everyone. It has been a wonderful quarter, and I look forward to hearing from you all next quarter.

Alan Yu: Thank you, operator. Thank you, everyone. It has been a wonderful quarter, and I look forward to hearing from you all the next quarter. Thank you all. Bye-bye.

Speaker #1: Thank you all. Bye-bye.

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

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