Q3 2026 Central Garden & Pet Co Earnings Call

August 5, 2026

Speaker #1: Participants are in a listen-only mode; following the prepared remarks, we'll— we will hold a question-and-answer session, and instructions will be given at that time.

Speaker #1: If you require assistance at any point during the call, please press * followed by 0 on your touch-tone phone. As a reminder, this conference is being recorded.

Speaker #1: I would now like to turn the call over to Friederike Edelmann. Sorry, Edelmann, Vice President Investor— Vice President Investor Relations. Please go ahead.

Speaker #2: Good afternoon, everyone, and thank you for joining Central's Q3 fiscal 2026 earnings call. Joining me today are Niko Lahanas, Chief Executive Officer; Brad Smith, Chief Financial Officer; John Hanson, President of Pet Consumer Products; J.D.

Speaker #2: Walker, President of Garden Consumer Products; as well as Jason Barnes, EVP of Garden Consumer Products. Niko will begin by highlighting today's key takeaways followed by Brad, who will walk through our financial performance and the acquisition of Trixie in greater detail.

Speaker #2: After their prepared remarks, John, J.D., and Jason will join us for the Q&A session. Before we get started, I would like to remind everyone that all forward-looking statements made during this call are subject to risk and uncertainties, that could cause our actual results to differ materially from those expressed or implied by these forward-looking statements today.

Speaker #2: A detailed description of Central's risk factors can be found in our annual report filed with the SEC. Please note that Central undertakes no obligation to publicly update forward-looking statements to reflect subsequent information, future events, or other developments.

Speaker #2: You can find our press release and related materials at ir.central.com. Finally, unless otherwise specified, all comparisons discussed during this call are made against the same period in the prior year.

Operator: Ladies and gentlemen, thank you for standing by. Welcome to Central Garden & Pet's Fiscal 2026 Q3 earnings call. My name is Cleo, and I will be your conference operator for today. At this time, all participants are in a listen-only mode. Following the prepared remarks, we will hold a question-and-answer session, and instructions will be given at that time. If you require assistance at any point during the call, please press star followed by zero on your touch-tone phone. As a reminder, this conference is being recorded. I would now like to turn the call over to Friederike Edelmann, Vice President Investor Relations. Please go ahead.

Speaker #1: Ladies and gentlemen, thank you for standing by. Welcome to Central Garden & Pet's fiscal 2026 third-quarter earnings call. My name is Cleo, and I will be your conference operator for today.

Speaker #1: At this time, all participants are in a listen-only mode. Following the prepared remarks, we'll we will hold a question-and-answer session, and instructions will be given at that time.

Speaker #2: Should any question come up after the call or throughout the quarter, please feel free to contact me at ir.central.com. And with that, I'll turn the call over to Niko.

Speaker #1: If you require assistance at any point during the call, please press star followed by zero on your touch-tone phone. As a reminder, this conference is being recorded.

Speaker #2: Niko, the floor is yours.

Speaker #3: Thanks, Friederike. And good afternoon, everyone. I'll begin with our Q3 highlights. And then share how we're thinking about the balance of the year. We delivered another solid quarter, organic sales grew, operating margins expanded, and our teams continued to execute well across the business.

Speaker #1: I would now like to turn the call over to Frederick Elman, L-E sorry, Edelman, Vice President Investor Vice President Investor Relations. Please go ahead.

Speaker #3: More importantly, our performance reflects the strength of the business we've been building over the past several years. We've consistently improved our execution, strengthened our operating model, and enhanced our ability to invest behind the opportunities we believe will create the greatest long-term value.

Speaker #2: Good afternoon, everyone, and thank you for joining Central's third-quarter fiscal 2026 earnings call. Joining me today are Nicholas Lahanas, Chief Executive Officer, Brad Smith, Chief Financial Officer, John Hansen, President of Pet Consumer Products, JD Walker, President of Garden Consumer Products, as well as Jason Barnes, EVP of Garden Consumer Products.

Friederike Edelmann: Good afternoon, everyone, thank you for joining Central's Q3 fiscal 2026 earnings call. Joining me today are Niko Lahanas, Chief Executive Officer, Brad Smith, Chief Financial Officer, John Hanson, President of Pet Consumer Products, J.D. Walker, President of Garden Consumer Products, as well as Jason Barnes, EVP of Garden Consumer Products. Niko will begin by highlighting today's key takeaways, followed by Brad, who will walk through our financial performance and the acquisition of TRIXIE in greater detail. After their prepared remarks, John, J.D., and Jason will join us for the Q&A session. Before we get started, I would like to remind everyone that all forward-looking statements made during this call are subject to risks and uncertainties that could cause our actual results to differ materially from those expressed or implied by these forward-looking statements today.

Speaker #3: Those efforts are allowing us to deliver stronger financial performance, while continuing to invest in the future. One example is Project Horizon, our multi-year effort to modernize our garden logistics network.

Speaker #3: Since 2022, we've closed 13 facilities and opened 2, transforming what had been separate business unit distribution networks into a unified four-node national network we call the Central Logistics Network.

Speaker #2: Nico will begin by highlighting today's key takeaways, followed by Brad, who will walk through our financial performance and the acquisition of Trixie in greater detail.

Speaker #2: After their prepared remarks, John, JD, and Jason will join us for the Q&A session. Before we get started, I would like to remind everyone that all forward-looking statements made during this call are subject to risks and uncertainties that could cause our actual results to differ materially from those expressed or implied by these forward-looking statements today.

Speaker #3: That program is now approximately 95% complete, the vast majority of projects have been delivered on schedule, every project has been completed under budget, and we've accomplished all of this with minimal disruption to our customers.

Speaker #3: Since launch, we've shipped more than 1 million small parcel packages through the network, and total shipments moving through those facilities are substantially higher. As utilization continues to increase, we're seeing meaningful improvements in productivity.

Friederike Edelmann: A detailed description of Central's risk factors can be found in our annual report filed with the SEC. Please note that Central undertakes no obligation to publicly update forward-looking statements to reflect subsequent information, future events, or other developments. You can find our press release and related materials at ir.central.com. Finally, unless otherwise specified, all comparisons discussed during this call are made against the same period in the prior year. Should any question come up after the call or throughout the quarter, please feel free to contact me at ir.central.com. With that, I'll turn the call over to Niko. Niko, the floor is yours.

Speaker #3: Service levels, and customer responsiveness. Project Horizon reflects the kind of disciplined operational execution that strengthens our competitive position while creating capacity to invest in growth.

Speaker #3: Across Central, we're focused on making the business easier to operate, better serving our customers, and allocating capital to the highest return opportunities. Today, that means investing behind our brands, strengthening our innovation pipeline, expanding our digital and e-commerce capabilities, improving our understanding of cost to serve, and leveraging our strong balance sheet to pursue opportunities that enhance our portfolio.

Speaker #2: Should any questions come up after the call or throughout the quarter, please feel free to contact me at ir.central.com. And with that, I'll turn the call over to Nico.

Speaker #2: Nico, the floor is yours.

Speaker #3: Thanks, Frederick. And good afternoon, everyone. I'll begin with our third-quarter highlights. And then share how we're thinking about the balance of the year. We delivered another solid quarter, organic sales grew, operating margins expanded, and our teams continued to execute well across the business.

Niko Lahanas: Thanks, Friederike, good afternoon, everyone. I'll begin with our Q3 highlights and then share how we're thinking about the balance of the year. We delivered another solid quarter. Organic sales grew, operating margins expanded, and our teams continued to execute well across the business. More importantly, our performance reflects the strength of the business we've been building over the past several years. We've consistently improved our execution, strengthened our operating model, and enhanced our ability to invest behind the opportunities we believe will create the greatest long-term value. Those efforts are allowing us to deliver stronger financial performance while continuing to invest in the future. One example is Project Horizon, our multi-year effort to modernize our garden logistics network.

Speaker #3: We believe these investments will support sustainable growth while continuing to improve our returns over time. That brings me to the announcement we made just last week.

Speaker #3: We entered into a definitive agreement to acquire an 80% interest in Trixie, the leading European pet supplies and pet snacks company. This is an important milestone in advancing our Central-to-home strategy and significantly expands our presence in Europe.

Speaker #3: Those efforts are allowing us to deliver stronger financial performance while continuing to invest in the future. One example is Project Horizon, our multi-year effort to modernize our garden logistics network.

Speaker #3: Trixie serves more than 30,000 pet retail stores worldwide, with a portfolio that is approximately 90% branded products, a business built on strong customer relationships, differentiated products, and a long history of profitable growth.

Niko Lahanas: Since 2022, we've closed 13 facilities and opened two, transforming what had been separate business unit distribution networks into a unified four-node national network we call the Central Logistics Network. That program is now approximately 95% complete. The vast majority of projects have been delivered on schedule. Every project has been completed under budget, and we've accomplished all of this with minimal disruption to our customers. Since launch, we've shipped more than one million small parcel packages through the network, and total shipments moving through those facilities are substantially higher. As utilization continues to increase, we're seeing meaningful improvements in productivity, service levels, and customer responsiveness. Project Horizon reflects the kind of disciplined operational execution that strengthens our competitive position while creating capacity to invest in growth. Across Central, we're focused on making the business easier to operate, better serving our customers, and allocating capital to the highest return opportunities.

Speaker #3: We expect to transaction to close during the first half of our fiscal 2027. Together, Central and Trixie will create a leading global pet supplies platform with a broader international footprint.

Speaker #3: That program is now approximately 95% complete. The vast majority of projects have been delivered on schedule, every project has been completed under budget, and we've accomplished all of this with minimal disruption to our customers.

Speaker #3: Approximately 10% of combined sales generated outside the United States and an attractive platform from which to participate in the continued growth and consolidation of the European pet specialty market.

Speaker #3: This acquisition also reflects the financial flexibility we've created through disciplined execution and a strong balance sheet. An opportunities to acquire a profitable category-leading company with Trixie's scale, brand strength, innovation capabilities, and strong cultural alignment are uncommon.

Speaker #3: We believe this transaction meaningfully enhances our long-term growth opportunities and we're excited to welcome the Trixie team to the Central family. Innovation is another area where Trixie excels.

Speaker #3: Introducing hundreds of new products annually, through its in-house design organization. That same commitment to innovation continues across our own portfolio. During the quarter, our recent product launches continue to perform well, including Nylabone dog shoes made with real meat, Farnham's Endure Gold Fly Killer and Mosquito Control Spray, the Rebel Sun & Shade Extension in grass seed, and several successful private label programs.

Niko Lahanas: Today, that means investing behind our brands, strengthening our innovation pipeline, expanding our digital and e-commerce capabilities, improving our understanding of cost to serve, and leveraging our strong balance sheet to pursue opportunities that enhance our portfolio. We believe these investments will support sustainable growth while continuing to improve our returns over time. That brings me to the announcement we made just last week. We entered into a definitive agreement to acquire an 80% interest in TRIXIE, the leading European pet supplies and pet snacks company. This is an important milestone in advancing our Central to Home strategy and significantly expands our presence in Europe. TRIXIE serves more than 30,000 pet retail stores worldwide, with a portfolio that is approximately 90% branded products, a business built on strong customer relationships, differentiated products, and a long history of profitable growth.

Speaker #3: We believe these investments will support sustainable growth while continuing to improve our returns over time. That brings me to the announcement we made just last week.

Speaker #3: Turning to our outlook, as we enter the fourth quarter, we do so with good momentum and a continued focus on disciplined execution. While the macroeconomic environment remains dynamic, our diversified portfolio strong customer relationships, operational flexibility, and disciplined capital allocation position us well to continue delivering profitable growth.

Speaker #3: Consumers continue to seek value and performance, while e-commerce and, in certain categories, private label remain an important areas of growth. These investments are generating encouraging results today, while positioning us to create sustainable growth and continued margin expansion over the long term.

Niko Lahanas: We expect the transaction to close during the H1 of our fiscal 2027. Together, Central and TRIXIE will create a leading global pet supplies platform with a broader international footprint. Approximately 10% of combined sales generated outside the United States and an attractive platform from which to participate in the continued growth and consolidation of the European pet specialty market. This acquisition also reflects the financial flexibility we've created through disciplined execution and a strong balance sheet and opportunities to acquire a profitable category leading company with TRIXIE scale, brand strength, innovation capabilities, and strong cultural alignment are uncommon. We believe this transaction meaningfully enhances our long-term growth opportunities, and we're excited to welcome the TRIXIE team to the Central family. Innovation is another area where TRIXIE excels, introducing hundreds of new products annually through its in-house design organization. That same commitment to innovation continues across our own portfolio.

Speaker #3: M&A remains an important component of our long-term strategy, and the announcement of Trixie doesn't change that. Even after funding this transaction in the coming months, our balance sheet remains strong and provides us meaningful flexibility to pursue additional high-quality opportunities that enhance our portfolio and create shareholder value.

Speaker #3: This acquisition also reflects the financial flexibility we've created through disciplined execution and a strong balance sheet. An opportunities to acquire a profitable category-leading company with Trixie's scale brand strength, innovation capabilities, and strong cultural alignment are uncommon.

Speaker #3: Our approach remains disciplined, will continue to focus on acquisitions that fit strategically meet our financial return objectives, and strengthen our competitive position over the long term.

Speaker #3: Looking ahead, the exit of our pet distribution business will continue to reduce reported revenue over the next several quarters. Though the earnings impact will be minimal, given the lower margin profile of that business.

Speaker #3: Once the Trixie transaction closes, it will contribute incremental sales and earnings, helping offset a portion of the reported revenue impact while further strengthening our overall business mix.

Speaker #3: Introducing hundreds of new products annually, through its in-house design organization. That same commitment to innovation continues across our own portfolio. During the quarter, our recent product launches continue to perform well, including Nylabone Dog Shoes made with real meat, Farnham's Endure Gold Fly Killer and Mosquito Control Spray, the Rebel Sun & Shade Extension in grass seed, and several successful private label programs.

Speaker #3: Based on our performance year to date, and our outlook for the fourth quarter, we are raising our guidance for fiscal 2026 non-GAAP diluted EPS from 270 or better to 285 or better.

Niko Lahanas: During the quarter, our recent product launches continued to perform well, including Nylabone dog chews made with real meat, Farnam's Endure Gold Fly Killer and Mosquito Control Spray, the Rebel Sun and Shade Extension in grass seed, and several successful private label programs. Turning to our outlook. As we enter the Q4, we do so with good momentum and a continued focus on disciplined execution. While the macroeconomic environment remains dynamic, our diversified portfolio, strong customer relationships, operational flexibility, and disciplined capital allocation position us well to continue delivering profitable growth. Consumers continue to seek value and performance, while e-commerce and in certain categories, private label remain in important areas of growth. These investments are generating encouraging results today while positioning us to create sustainable growth and continued margin expansion over the long term.

Speaker #3: This increase reflects both the progress we've made through the first nine months of the year and our confidence in our ability to execute during the remainder of fiscal 2026.

Speaker #3: As always, this guidance excludes the impact of future acquisitions, including Trixie, as well as any future divestitures or restructuring actions in any further tariff refunds.

Speaker #3: Before I hand it over to Brad, I just want to recognize our teams across Central. Their commitment, execution, and focus continue to drive our performance.

Speaker #3: They've built a stronger company, with a solid operating foundation, and a culture that continues to embrace innovation, accountability, and customer service. We're entering an exciting new chapter for Central.

Speaker #3: Consumers continue to seek value and performance, while e-commerce and in certain categories private label remain an important areas of growth. These investments are generating encouraging results today while positioning us to create sustainable growth and continued margin expansion over the long term.

Speaker #3: We have a stronger portfolio, greater financial flexibility, expanding international opportunities, and a clear strategy for creating long-term value. While there's always more work to do, I'm encouraged by the momentum we've built and confident in our ability to continue delivering for our customers, our employees, and our shareholders.

Niko Lahanas: M&A remains an important component of our long-term strategy. The announcement of TRIXIE doesn't change that. Even after funding this transaction in the coming months, our balance sheet remains strong and provides us meaningful flexibility to pursue additional high-quality opportunities that enhance our portfolio and create shareholder value. Our approach remains disciplined. We'll continue to focus on acquisitions that fit strategically, meet our financial return objectives, and strengthen our competitive position over the long term. Looking ahead, the exit of our pet distribution business will continue to reduce reported revenue over the next several quarters. The earnings impact will be minimal given the lower margin profile of that business. Once the TRIXIE transaction closes, it will contribute incremental sales and earnings, helping offset a portion of the reported revenue impact while further strengthening our overall business mix.

Speaker #3: And with that, I'll turn it over to Brad. Brad?

Speaker #2: Thank you, Niko. Let me run through our third quarter results in more detail, and then I'll provide further comments on our recent Trixie acquisition.

Speaker #3: Our approach remains disciplined. We will continue to focus on acquisitions that fit strategically, meet our financial return objectives, and strengthen our competitive position over the long term.

Speaker #2: Net sales declined 8% to 882 million, driven by the exit of our pet distribution business at the beginning of Q3. In contrast, organic net sales which exclude the pet distribution business rose 2% to 862 million, reflecting organic growth in both garden and pet non-GAAP gross profit was 318 million, down 4%, with gross margin up 140 basis points to 36%.

Speaker #2: Non-GAAP SG&A was 182 million. Down 6% year over year. As a percentage of net sales, SG&A rose to 20.6% from 20.1%, the lower SG&A spend and higher SG&A rate were primarily the result of exiting the pet distribution business, which carried a lower SG&A rate than the remaining portfolio.

Speaker #3: Based on our performance year to date, and our outlook for the fourth quarter, we are raising our guidance for fiscal 2026 non-GAAP diluted EPS from $2.70 or better to $2.85 or better.

Niko Lahanas: Based on our performance year-to-date and our outlook for Q4, we are raising our guidance for fiscal 2026 non-GAAP diluted EPS from $2.70 or better to $2.85 or better. This increase reflects both the progress we've made through the first nine months of the year and our confidence in our ability to execute during the remainder of fiscal 2026. As always, this guidance excludes the impact of future acquisitions, including TRIXIE, as well as any future divestitures or restructuring actions and any further tariff refunds. Before I hand it over to Brad, I just want to recognize our teams across Central. Their commitment, execution, and focus continue to drive our performance. They've built a stronger company with a solid operating foundation and a culture that continues to embrace innovation, accountability, and customer service. We're entering an exciting new chapter for Central.

Speaker #3: This increase reflects both the progress we've made through the first nine months of the year and our confidence in our ability to execute during the remainder of fiscal 2026.

Speaker #2: Non-GAAP operating income was 136 million, down 2%, with operating margin expanding 90 basis points to 15.4%. Higher corporate spend related to the Trixie acquisition and investments to improve our data capabilities, accounted for more than 100% of the operating income decrease.

Speaker #3: As always, this guidance excludes the impact of future acquisitions, including Trixie, as well as any future divestitures or restructuring actions, and any further tariff refunds.

Speaker #3: Before I hand it over to Brad, I just want to recognize our teams across Central. Their commitment, execution, and focus continue to drive our performance.

Speaker #2: Net interest expense was 8 million dollars, below a year ago, and other income was 2 million dollars, slightly above the prior year. Non-GAAP net income was 96 million, down 2%, and non-GAAP diluted EPS came in at $1.54, just shy of the $1.56 we posted last year.

Speaker #3: They've built a stronger company, with a solid operating foundation and a culture that continues to embrace innovation, accountability, and customer service. We're entering an exciting new chapter for Central.

Niko Lahanas: We have a stronger portfolio, greater financial flexibility, expanding international opportunities, and a clear strategy for creating long-term value. While there's always more work to do, I'm encouraged by the momentum we've built and confident in our ability to continue delivering for our customers, our employees, and our shareholders. With that, I'll turn it over to Brad. Brad?

Speaker #2: Adjusted EBITDA was 162 million, versus 167 million a year ago, with margin expanding to 18.3% from 17.3%. Lastly, our effective tax rate for the quarter was 24.7% versus 25.1%.

Speaker #3: And with that, I'll turn it over to Brad. Brad?

Speaker #2: Thank you, Nico. Let me run through our third quarter results in more detail, and then I'll provide further comments on our recent Trixie acquisition.

Brad Smith: Thank you, Niko. Let me run through our Q3 results in more detail. Then I'll provide further comments on our recent TRIXIE acquisition. Net sales declined 8% to $882 million, driven by the exit of our pet distribution business at the beginning of Q3. In contrast, organic net sales, which exclude the pet distribution business, rose 2% to $862 million, reflecting organic growth in both garden and pet. Non-GAAP gross profit was $318 million, down 4%, with gross margin up 140 basis points to 36%. Non-GAAP SG&A was $182 million, down 6% year over year. As a percentage of net sales, SG&A rose to 20.6% from 20.1%. The lower SG&A spend and higher SG&A rate were primarily the result of exiting the pet distribution business, which carried a lower SG&A rate than the remaining portfolio.

Speaker #2: As a reminder, our tax rate in last year's third quarter was a bit higher than normal, due to non-deductible losses incurred in the wind-down of our UK business.

Speaker #2: Now, onto the segments starting with pet. Pet segment net sales were 400 million, down 19%, reflecting the exit of our pet distribution business. Organic sales rose 2% to 380 million, driven by broad gains across the majority of our portfolio, which offset lower dog and cat revenues that were primarily due to the timing of promotional events and related investment spending.

Speaker #2: Our online sales of key barometer for the health of our business were up 10% over prior year, helped by a record prime day. In addition, we delivered another quarter of record performance in our professional business, a key growth vertical for the segment, and an area where we continue to see significant opportunity.

Speaker #2: Non-GAAP SG&A was $182 million, down 6% year over year. As a percentage of net sales, SG&A rose to 20.6% from 20.1%. The lower SG&A spend and higher SG&A rate were primarily the result of exiting the pet distribution business, which carried a lower SG&A rate than the remaining portfolio.

Speaker #2: We continue to hold overall share in pet, with share gains in several categories, including professional, dog treats, rawhide, and flea and tick. Segment non-GAAP operating income was 76 million, down 2%, with operating margin improving 320 basis points to 19%.

Speaker #2: Non-GAAP operating income was $136 million, down 2%, with operating margin expanding 90 basis points to 15.4%. Higher corporate spend related to the Trixie acquisition and investments to improve our data capabilities accounted for more than 100% of the operating income decrease.

Brad Smith: Non-GAAP operating income was $136 million, down 2%, with operating margin expanding 90 basis points to 15.4%. Higher corporate spend related to the TRIXIE acquisition and investments to improve our data capabilities accounted for more than 100% of the operating income decrease. Net interest expense was $8 million, below a year ago, and other income was $2 million, slightly above the prior year. Non-GAAP net income was $96 million, down 2%, and non-GAAP diluted EPS came in at $1.54, just shy of the $1.56 we posted last year. Adjusted EBITDA was $162 million versus $167 million a year ago, with margin expanding to 18.3% from 17.3%. Lastly, our effective tax rate for the quarter was 24.7% versus 25.1%. As a reminder, our tax rate in last year's Q3 was a bit higher than normal due to nondeductible losses incurred in the wind down of our UK business.

Speaker #2: The lower operating income but higher operating margin were primarily the result of our distribution exit, with continued improvements in margin mix and ongoing productivity benefits in the organic business offset primarily by higher materials and freight cost.

Speaker #2: Lastly, segment adjusted EBITDA was 86 million versus 88 million, with margin expanding to 21.4% from 17.9%. Now, onto garden. Garden net sales were 482 million, up 3%, driven by meaningful distribution wins and strong consumer demand across fertilizer, wild bird, and grass feed.

Speaker #2: Adjusted EBITDA was 162 million, versus 167 million a year ago, with margin expanding to 18.3% from 17.3%. Lastly, our effective tax rate for the quarter was 24.7% versus 25.1%.

Speaker #2: In fact, sales this year in both fertilizer and wild bird continue to be a record levels, a testament to the strength of our execution in these categories.

Speaker #2: As a reminder, our tax rate in last year's third quarter was a bit higher than normal, due to non-deductible losses incurred in the wind down of our UK business.

Speaker #2: Another highlight this year has been our e-commerce momentum, with Q3 sales up over 40% year over year, reflecting strong growth across both our pure play and omni-channel partners, overall garden continue to gain market share during the year, with third quarter gains led by fertilizer, wild bird, and grass feed.

Speaker #2: Now, on to the segments starting with pet. Pet segment net sales were 400 million, down 19%, reflecting the exit of our pet distribution business.

Brad Smith: Now on to the segments, starting with Pet. Pet segment net sales were $400 million, down 19%, reflecting the exit of our pet distribution business. Organic sales rose 2% to $380 million, driven by broad gains across the majority of our portfolio, which offset lower dog and cat revenues that were primarily due to the timing of promotional events and related investment spending. Our online sales, a key barometer for the health of our business, were up 10% over prior year, helped by a record Prime Day. In addition, we delivered another quarter of record performance in our professional business, a key growth vertical for this segment and an area where we continue to see significant opportunity. We continue to hold overall share in Pet. We share gains in several categories, including professional, dog treats, rawhide, and flea and tick.

Speaker #2: Organic sales rose 2% to 380 million, driven by broad gains across the majority of our portfolio, which offset lower dog and cat revenues that were primarily due to the timing of promotional events and related investment spending.

Speaker #2: As we enter the final phase of the garden season, we remain well-positioned. Our teams have executed effectively throughout the season, partnering closely with our customers to optimize in-season performance and meet consumer demand.

Speaker #2: Our online sales of key barometer for the health of our business were up 10% over prior year, helped by a record prime day. In addition, we delivered another quarter of record performance in our professional business, a key growth vertical for this segment, and an area where we continue to see significant opportunity.

Speaker #2: We continue to see solid support for our garden portfolio, and remain focused on finishing the year strong. Garden non-GAAP operating income was 91 million, up 7%, with operating margin improving 70 basis points to 18.9%, driven by a favorable product mix and productivity improvements which more than offset higher cost, particularly around freight and digital marketing spend.

Speaker #2: We continue to hold overall share in Pet, with share gains in several categories including professional, dog treats, rawhide, and flea and tick. Segment non-GAAP operating income was $76 million, down 2%, with operating margin improving 320 basis points to 19%.

Brad Smith: Segment non-GAAP operating income was $76 million, down 2%, with operating margin improving 320 basis points to 19%. The lower operating income but higher operating margin were primarily the result of our distribution exit, with continued improvements in margin mix and ongoing productivity benefits in the organic business offset primarily by higher materials and freight costs. Lastly, segment adjusted EBITDA was $86 million versus $88 million, with margin expanding to 21.4% from 17.9%. Now on to Garden. Garden net sales were $482 million, up 3%, driven by meaningful distribution wins and strong consumer demand across fertilizer, Wild Bird, and grass seed. In fact, sales this year in both fertilizer and Wild Bird continue to be at record levels, a testament to the strength of our execution in these categories.

Speaker #2: Finally, garden adjusted EBITDA was 101 million, versus 96 million, with margin expanding to 20.9% from 20.4%. Let's shift to cash flows and the balance sheet.

Speaker #2: Cash provided by operations was 327 million this quarter, versus 265 million last year, a record for the company. This quarter, capex was 13 million, and depreciation and amortization was 20 million, both in line with the prior year.

Speaker #2: Lastly, segment adjusted EBITDA was 86 million versus 88 million, with margin expanding to 21.4% from 17.9%. Now, on to garden. Garden net sales were 482 million, up 3%, driven by meaningful distribution wins and strong consumer demand across fertilizer, wild bird, and grass feed.

Speaker #2: We're now planning approximately 50 million of capex for the full year, mostly maintenance plus targeted productivity and growth spending in both segments. We bought back a small amount of shares this quarter, about 26,000 shares, leaving 128 million remaining, on our current authorizations.

Speaker #2: In fact, sales this year in both fertilizer and wild bird continue to be a record levels, a testament to the strength of our execution in these categories.

Speaker #2: Cash and cash equivalents ended the quarter at just shy of a billion dollars, 997 million to be exact, up 284 million, making Q3 the 14th consecutive quarter of year over year cash improvement.

Brad Smith: Another highlight this year has been our e-commerce momentum, with Q3 sales up over 40% year over year, reflecting strong growth across both our pure-play and omni-channel partners. Overall, Garden continued to gain market share during the year, with Q3 gains led by fertilizer, Wild Bird, and grass seed. As we enter the final phase of the garden season, we remain well-positioned. Our teams have executed effectively throughout the season, partnering closely with our customers to optimize in-season performance and meet consumer demand. We continue to see solid support for our Garden portfolio and remain focused on finishing the year strong. Garden non-GAAP operating income was $91 million, up 7%, with operating margin improving 70 basis points to 18.9%, driven by a favorable product mix and productivity improvements, which more than offset higher costs, particularly around freight and digital marketing spend.

Speaker #2: Total debt stood at 1.2 billion, in line with last year, with no drawdowns on our credit facility. Gross leverage was 2.8 times, slightly below a year ago, and below our 3 to 3.5 times target.

Speaker #2: As we enter the final phase of the garden season, we remain well positioned. Our teams have executed effectively throughout the season, partnering closely with our customers to optimize in-season performance and meet consumer demand.

Speaker #2: Net leverage was 0.5 times, and all-time low for the company. It's important to note that these ratios exclude the impact of funding tricksy. As we expect the transaction to close in the first half of fiscal 2027, that said, we do not expect funding of the transaction to have a meaningful impact on our leverage ratios next year.

Speaker #2: We continue to see solid support for our Garden portfolio and remain focused on finishing the year strong. Garden non-GAAP operating income was $91 million, up 7%, with operating margin improving 70 basis points to 18.9%, driven by a favorable product mix and productivity improvements, which more than offset higher costs, particularly around freight and digital marketing spend.

Speaker #2: As a reminder, the transaction is structured as an 80% stake for 340 million euros at closing, plus up to 60 million euro in additional earn-out consideration, so up to 400 million euro in total, at a high single-digit EBITDA multiple.

Speaker #2: One final comment on tricksy. This acquisition is the most exciting opportunity in pet supplies I've seen during my nine years at Central. By uniting the premier US and European leaders in pet supplies, we capture a rare and powerful opportunity to expand our access to over 100 million pet-owning households across Europe, a market whose demographic and spending trends around pet ownership closely mirror ours in the US.

Speaker #2: Finally, garden adjusted EBITDA was 101 million, versus 96 million, with margin expanding to 20.9% from 20.4%. Let's shift to cash flows and the balance sheet.

Brad Smith: Garden adjusted EBITDA was $101 million versus $96 million, with margin expanding to 20.9% from 20.4%. Let's shift to cash flows and the balance sheet. Cash provided by operations was $327 million this quarter versus $265 million last year, a record for the company. This quarter, CapEx was $13 million and depreciation and amortization was $20 million, both in line with the prior year. We are now planning approximately $50 million of CapEx for the full year, mostly maintenance plus targeted productivity and growth spending in both segments. We bought back a small amount of shares this quarter, about 26,000 shares, leaving 128 million remaining on our current authorizations. Cash and cash equivalents ended the quarter at just shy of a billion dollars, $997 million to be exact, up $284 million, making Q3 the 14th consecutive quarter of year-over-year cash improvement.

Speaker #2: Cash provided by operations was $327 million this quarter, versus $265 million last year—a record for the company. This quarter, CapEx was $13 million, and depreciation and amortization was $20 million, both in line with the prior year.

Speaker #2: Together, we will be well-positioned to consolidate a fragmented European market, expand our consumables offering, increase online penetration, and unlock meaningful commercial and supply chain synergies.

Speaker #2: This partnership marks a bright future that we believe will benefit our retail partners, consumers, employees, and shareholders alike. Before we open it up for questions, I want to thank our more than 6,000 employees across Central, our strong financial performance, and improved outlook for the year are a direct result of your dedication and hard work.

Speaker #2: And with that, Operator, please open the line for questions.

Brad Smith: Total debt stood at $1.2 billion, in line with last year, with no drawdowns on our credit facility. Gross leverage was 2.8x, slightly below a year ago, and below our 3 to 3.5x target. Net leverage was 0.5x, an all-time low for the company. It is important to note that these ratios exclude the impact of funding TRIXIE, as we expect the transaction to close in H1 of fiscal 2027. We do not expect funding of the transaction to have a meaningful impact on our leverage ratios next year. As a reminder, the transaction is structured as an 80% stake for EUR 340 million at closing, plus up to EUR 60 million in additional earn-out consideration, so up to EUR 400 million in total at a high single-digit EBITA multiple. One final comment on TRIXIE.

Speaker #1: Thank you. We will now be conducting a question-and-answer session. If you would like to ask a question, please press star 1 on your telephone keypad.

Speaker #2: Net leverage was 0.5 times, and all-time low for the company. It's important to note that these ratios exclude the impact of funding tricksy. As we expect the transaction to close in the first half of fiscal 2027, that the transaction to have a meaningful impact on our leverage ratios next year.

Speaker #1: A confirmation tone will indicate your line is in the question queue. You may press star 2 if you would like to remove your question from the queue.

Speaker #1: For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. One moment while we pull for questions.

Speaker #1: Our first question is from Brad Thomas, with KeyBank Capital Markets. Please proceed with your question.

Speaker #3: Distribution JV, and I think we're lapping some of the exits of lower-margin pet durables last year, and then you have the champion cattle business, which was acquired in December.

Brad Smith: This acquisition is the most exciting opportunity in pet supplies I have seen during my nine years at Central. By uniting the premier US and European leaders in pet supplies, we capture a rare and powerful opportunity to expand our access to over 100 million pet-owning households across Europe, a market whose demographic and spending trends around pet ownership closely mirror ours in the US. Together, we will be well positioned to consolidate a fragmented European market, expand our consumables offering, increase online penetration, and unlock meaningful commercial and supply chain synergies. This partnership marks a bright future that we believe will benefit our retail partners, consumers, employees, and shareholders alike. Before we open it up for questions, I want to thank our more than 6,000 employees across Central. Our strong financial performance and improved outlook for the year are a direct result of your dedication and hard work.

Speaker #3: Though that may be relatively small. But you noted organic growth about 2% in the quarter, which it did accelerate slightly from kind of that plus 1 you had in first half.

Speaker #3: So I guess, Niko, what do you kind of think the underlying trends are within the pet segment here in the first quarter?

Speaker #2: Together, we will be well positioned to consolidate a fragmented European market, expand our consumables offering, increase online penetration, and unlock meaningful commercial and supply chain synergies.

Speaker #2: Well, we think there's a real stabilization going on in pet right now. I'll make some overarching comments, and I'll turn it over to John to give a little more color.

Speaker #2: But our pro-business was strong, equine continues to be strong. Believe it or not, small animal avian small animal had an excellent quarter. Our normally very strong dog and cat business had a little bit of a hiccup.

Speaker #2: They had some supply issues where one of the plants down in South America had burned down, so we had to sort of triage that to get the supply up here.

Speaker #2: But that was more of a internal issue as opposed to what I would call systemic. But overall, we're encouraged with kind of what we've been saying all along, that we feel like there's some real nice stabilization going on in pet.

Speaker #2: And with that, operator, please open the line for questions.

Brad Smith: With that, operator, please open the line for questions.

Speaker #1: Thank you. We will now be conducting a question-and-answer session. If you would like to ask a question, please press star 1 on your telephone keypad.

Operator: Thank you. We will now be conducting a question and answer session. If you would like to ask a question, please press star one on your telephone keypad. A confirmation tone will indicate your line is in the question queue. You may press star two if you would like to remove your question from the queue. For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. One moment while we poll for questions. Our first question is from Brad Thomas with KeyBanc Capital Markets. Please proceed with your question.

Speaker #2: And then we're taking market share in some key areas as well. So we feel really good about that. And we've got some nice momentum going on in some of our higher-margin businesses, is what I would say.

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Speaker #1: For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. One moment while we pull for questions.

Speaker #2: But John, anything?

Speaker #4: No, I think you handled it well and answered it well, Niko. We feel really good about the stabilization we're seeing. Household penetration by rate we got a small animal business, live animal business that is up, low single digits, and that's been, I think, the third quarter.

Speaker #1: Our first question is from Brad Thomas, with KeyBank Capital Markets. Please proceed with your question.

Speaker #4: It's been stabilized to slightly up. So we feel good about that. Overall, we think we're holding market share, but we're taking market share and key businesses like Rawhide Dog Treats, Wing and Tick, and our professional business.

Speaker #3: Hey. Good afternoon, everyone. It's Taylor Zakon for Brad. Thanks for taking our question. Maybe just to start off here on the pet side, the segment kind of has a lot of moving parts with the pet JV distribution JV, and I think we're lapping some of the exits of lower margin pet durables last year, and then you have the champion cattle business, which was acquired in December.

Taylor Zakon: Hey, good afternoon, everyone. It is Taylor Zakon for Brad. Thanks for taking our question. Maybe just to start off here on the pet side. The segment has a lot of moving parts with the pet JV, distribution JV. I think we are lapping some of the exits of lower margin pet durables last year. Then, you have the Champion USA business, which was acquired in December, though that may be relatively small. You noted organic growth about 2% in the quarter, which it did accelerate slightly from that +1% you had in H1. I guess, Niko, what do you think the underlying trends are within the pet segment here in Q1?

Speaker #4: And we feel real good where we're at.

Speaker #2: Yeah. And I would say, too, that pretty intentionally, we did the JV with Pet D, and we've talked about it here and there. But these types of moves allow us to focus on the businesses that we want to drive.

Speaker #3: Though that may be relatively small, you noted organic growth of about 2% in the quarter, which did accelerate slightly from the plus 1% you had in the first half.

Speaker #2: So we're taking a lot of noise out of the business and simplifying what we're doing. And it brings a lot of focus around what's truly important for us.

Speaker #3: So I guess, Niko, what do you kind of think the underlying trends are within the pet segment here in the first quarter?

Speaker #2: Well, we think there's a real stabilization going on in pet right now. I'll make some overarching comments, and I'll turn it over to John to give a little more color.

Niko Lahanas: Well, we think there is a real stabilization going on in pet right now. I will make some overarching comments, and I will turn it over to John to give a little more color. Our pro business was strong. Equine continues to be strong. Believe it or not, avian small animal had an excellent Q1. Our normally very strong dog and cat business had a little bit of a hiccup. They had some supply issues where one of the plants down in South America had burned down, so we had to triage that to get the supply up here. That was more of an internal issue as opposed to what I would call systemic. Overall, we are encouraged with what we have been saying all along, that we feel like there is some real nice stabilization going on in pet. Then, we are taking market share in some key areas as well.

Speaker #3: Yeah. That's great. And then maybe one more, if I can, on the garden side. Garden, I think, was up. You called out 3% here for 3Q.

Speaker #3: I think it's pretty much in line with kind of where the first half ended up here. And I guess, at the same time, we've kind of heard others in the industry talk about whether kind of being a drag here in the spring, selling season.

Speaker #3: So just kind of curious on what you all saw during the quarter. And then maybe just kind of how that informs fourth quarter, because I believe we had a pretty strong fourth quarter of the prior year, curious on how you feel about lapping that and maybe how retail inventories kind of had ended here.

Speaker #2: They had some supply issues where one of the plants down in South America had burned down, so we had to sort of triage that to get the supply up here.

Speaker #4: Yeah. Great questions. Jason, I'll take that question. And I'll start with the quarter. We had a bit of a mixed bag in weather. So we started out the quarter with a little bit of cold and wet that translated into a heat dome.

Speaker #2: And then we're taking market share in some key areas as well. So we feel really good about that, and we've got some nice momentum going on in some of our higher margin businesses, is what I would say.

Niko Lahanas: Then, we are taking market share in some key areas as well.

Speaker #4: In the middle of the quarter, that then translated into just an extended heat throughout the quarter. But I think what you saw in the results is, like you said, up, low single digits.

Niko Lahanas: We feel really good about that, and we have got some nice momentum going on in some of our higher margin businesses, is what I would say. John, anything you want to add?

Speaker #4: But if you look at our brands within that mix, we were up mid to high single digits for the quarter on our brands and our manufactured products.

Speaker #2: But John, anything?

John Hanson: No, I think you handled it well, and answered it well, Niko. We feel really good about the stabilization we're seeing. Household penetration, buy rate. We got a small animal business, live animal business that is up low single digits, and that's been, I think, Q3.

Speaker #4: We're seeing really good strength within that portfolio. Drug down slightly by our vendor partner distribution business, as we talked about some of the losses within that segment.

Speaker #4: Looking forward into Q4, we've started out with a lot of the same momentum, seeing really good strength and growth within the brands, despite some challenging weather, to start out June, particularly heat, smoke from Canadian wildfires, and other headwinds.

Niko Lahanas: Yeah

John Hanson: It's been stabilized to slightly up. We feel good about that. Overall, we think we're holding market share, but we're taking market share in key businesses like raw hide, dog treats, flea and tick, and our professional business, and we feel real good where we're at.

Speaker #4: We've been able to offset those with feeling really good. And I think that's translated into share within those brands, particularly grassy fertilizer and wild bird, where we continue to pick up share in the market.

Speaker #2: Yeah. And I would say, too, that pretty intentionally, we did the JV with Pet D, and we've talked about it here and there, but these types of moves allow us to focus on the businesses that we want to drive.

Speaker #4: And then your last question on inventories, we feel really good about where we're sitting on retailer inventories. In fact, if you net the impact of our new fertilizer distribution, we're actually negative at retailer inventories in terms of what our inventory position looks like.

Niko Lahanas: Yeah. I would say, too, that pretty intentionally, we did the JV with PetD, and we've talked about it here and there, but these types of moves allow us to focus on the businesses that we want to drive. We're taking a lot of noise out of the business and simplifying what we're doing, and it brings a lot of focus around what's truly important for us.

Speaker #4: So feeling very good there about our ability to ship into the Q and then into the '27 and beyond. And then a final comment on inventory, I'd say we're doing a great job internally of managing garden inventories internally, and continue making good progress about bringing those down year over year as well.

Speaker #2: So we're taking a lot of noise out of the business and simplifying what we're doing. It brings a lot of focus around what's truly important for us.

Speaker #3: Yeah, that's great. And then maybe one more, if I can, on the Garden side. Garden, I think, was up—you called out 3% here for Q3.

Speaker #2: I would say I would just add, you guys are doing a great job just running the business in general, because we know it wasn't an optimal weather quarter, I should say.

Taylor Zakon: Yeah. That's great. Then maybe one more, if I can, on the Garden side. Garden, I think was up, you called out 3% here for Q3. I think it's pretty much in line with where the H1 ended up here. I guess at the same time, we've heard others in the industry talk about weather being a drag here in the spring selling season. Just curious on what you all saw during the quarter. Then maybe just how that informs Q4, because I believe we had a pretty strong Q4 of the prior year. Curious on how you feel about lapping that and maybe how retail inventories had ended here.

Speaker #2: And yet it was a record for the garden business. So kudos to the entire team over there for just crushing it in the quarter when weather was less than perfect.

Speaker #3: I think it's pretty much in line with where the first half ended up here. And I guess, at the same time, we've heard others in the industry talk about weather kind of being a drag here in the spring selling season.

Speaker #2: And then I would just call out, I think Jason did call it out, but wild bird and grassy just absolutely had great quarters.

Speaker #3: So, just kind of curious on what you all saw during the quarter, and then maybe just kind of how that informs fourth quarter—because I believe we had a pretty strong fourth quarter of the prior year. Curious on how you feel about lapping that and maybe how retail inventories kind of ended here.

Speaker #4: Yeah. Yeah. And Niko, I think you're spot on there. I think when I talk to the garden team, we say that weather was less than perfect, as you said, particularly in that late April, May time frame, which is critical for our fallen garden business.

Speaker #4: Yeah, great question. This is Jason. I'll take that question. And I'll start with the quarter. We had a bit of a mixed bag in weather.

Jason Barnes: Great question. This is Jason. I'll take that question. I'll start with the quarter. We had a bit of a mixed bag in weather. We started out the quarter with a little bit of cold and wet that translated into a heat dome in the middle of the quarter, that then translated into just an extended heat throughout the quarter. I think what you saw in the results is, like you said, up low single digits. If you look at our brands within that mix, we were up mid to high single digits for the quarter on our brands and our manufacturer products. We're seeing really good strength within that portfolio, dragged down slightly by our Vendor Partner distribution business as we talk about some of the losses within that segment.

Speaker #4: But I think aside from that, the team has managed to produce good results, right?

Speaker #2: Yes.

Speaker #4: So kudos to the team.

Speaker #4: So we started out the quarter with a little bit of cold and wet that translated into a heat dome. In the middle of the quarter, that then translated into just an extended heat throughout the quarter.

Speaker #2: Can't underscore that enough. One thing, too, Zach, that I would call out, just as an umbrella statement related to Q3, that really reflects the health of our business and where we're at.

Speaker #4: But I think what you saw in the results is, like you said, up, low single digits. But if you look at our brands within that mix, we were up mid to high single digits for the quarter on our brands and our manufacturer products.

Speaker #2: Every single business within garden and pet was up, or at least flat versus prior with the exception of vendor partner, which you mentioned, Jason and Dog and Cat, which we talked about.

Speaker #4: We're seeing really good strength within that portfolio. Drug down slightly by our vendor partner distribution business, as we talked about some of the losses within that segment.

Speaker #2: So I mean, very broad. Very broad.

Speaker #4: Yeah. And the last thing I would add, just regarding a forward look at the business and the for Q4 and beyond this heat dome, that Jason talked about the intense heat that we've seen a lot of markets across the country.

Speaker #4: And looking forward into Q4, we've started out with a lot of the same momentum, seeing really good strength and growth within the brands, despite some challenging weather to start out June—particularly heat, smoke from Canadian wildfires, and other headwinds.

Jason Barnes: Looking forward into Q4, we've started out with a lot of the same momentum, seeing really good strength and growth within the brands, despite some challenging weather to start out June, particularly heat, smoke from Canadian wildfires and other headwinds. We've been able to offset those with doing really good, and I think that's translated into share within those brands, particularly grass seed, fertilizer, and Wild Bird, where we continue to pick up share in the market. Your last question on inventories, we feel really good about where we're sitting on retailer inventories. In fact, if you net the impact of our new fertilizer distribution, we're actually negative at retailer inventories in terms of what our inventory position looks like. It's feeling very good there about our ability to ship into the Q and then into 2027 and beyond.

Speaker #4: During the summer, that bodes well for our grassy business. That typically means a good overseeding business for grass seed and then fertilizer for the fall season.

Speaker #3: Yeah. Good to hear. I'll pass it along to others. Thanks so much.

Speaker #4: And then your last question on inventories: we feel really good about where we're sitting on retailer inventories. In fact, if you net the impact of our new fertilizer distribution, we're actually negative at retailer inventories in terms of what our inventory position looks like—just feeling very good there about our ability to ship into the queue and then into '27 and beyond.

Speaker #2: Thanks.

Speaker #1: Thank you. Our next question. Is from Bob Labick with CJS Securities. Please proceed with your question.

Speaker #5: Hi. This is Will. I'm for Bob. Thanks for taking our questions. You all have done a great job reshaping the portfolio recently, higher margins, etc.

Speaker #4: And then a final comment on inventory, I'd say we're doing a great job internally of managing garden inventories internally, and continuing to make good progress about bringing those down year over year as well.

Jason Barnes: A final comment on inventory, I'd say we're doing a great job internally of managing garden inventories internally and continuing making good progress about bringing those down year-over-year as well.

Speaker #5: But given the current composition, how should we think about organic growth rates in both pet and garden going forward?

Speaker #2: I would say I would just add, you guys are doing a great job just running the business in general, because we know it wasn't an optimal weather quarter, I should say, and yet it was a record for the garden business.

Niko Lahanas: I would just add, you guys are doing a great job just running the business in general, because we know it wasn't an optimal weather quarter, I should say, and yet it was a record for the garden business. Kudos to the entire team over there for just crushing it in the quarter when weather was less than perfect. I would just call out, I think Jason did call it out, Wild Bird and Grass Seed just absolutely had great quarters.

Speaker #4: I think we've talked about this a lot over the year. We're coming out of that trough from post-COVID, sort of that hangover. But we have every intention of getting back to our long-term sort of growth rates.

Speaker #2: So kudos to the entire team over there for just crushing it in the quarter when weather was less than perfect. And then I would just call out, I think Jason did call it out, but wild bird and grassy just absolutely had great quarters.

Speaker #4: If you think of pet being anywhere from 1 to 4 percent and then garden being a little bit lower, anywhere from 1 to 2, maybe.

Speaker #4: Yeah, yeah. And Niko, I think you're spot on there. I think when I talk to the garden team, we say that weather was less than perfect, as you said, particularly in that late April, May time frame, which is critical for our fallen garden business.

Jason Barnes: Yeah. Niko, I think you're spot on there. I think when I talk to the garden team, we say that weather was less than perfect, as you said.

Speaker #4: So you're starting to see that materialize a little bit in the last few quarters. A lot of that is really internal. Because again, we want to get back to more of a growth mindset.

Niko Lahanas: Yeah.

Jason Barnes: Particularly in that late April, May timeframe, which is critical for our farm and garden business. I think aside from that, the team has managed-

Speaker #4: But I think, aside from that, the team has managed to produce good results, right? So, kudos to the team.

Speaker #4: We've been talking a lot about cost and simplicity over the years. And I think this year we started talking a little bit more about growth and innovation and things like that.

Niko Lahanas: Yes

Jason Barnes: to produce good results, right?

Niko Lahanas: Yeah.

Jason Barnes: Kudos to the team.

Speaker #2: Yeah. Can't underscore that enough. One thing, too, Zach, that I would call out, just as an umbrella statement related to Q3, that really reflects the health of our business and where we're at.

Niko Lahanas: Can't underscore that enough.

John Hanson: One thing too, Zach, that I would call out.

Speaker #4: So I think we'd love to get back to those long-term growth rates. And then layer on top of that some nice M&A work that you're starting to see happen now.

Niko Lahanas: As an umbrella statement related to Q3, that really reflects the health of our business and where we're at. Every single business within Garden and Pet was up or at least flat versus prior, with the exception of Vendor Partner, which you mentioned, Jason, and Dog and Cat.

Speaker #2: Every single business within Garden and Pet was up, or at least flat versus prior, with the exception of Vendor Partner, which you mentioned, Jason, and Dog and Cat, which we talked about.

Speaker #5: Thank you. That's super helpful with significant CNS initiatives accomplished. How much margin growth? How should we think about margin growth from here? And what are the potential synergies with Trixie beyond sales and cross-selling?

Brad Smith: Yes

Niko Lahanas: We talked about that. Very broad.

Speaker #2: So I mean, very broad. Very broad.

Niko Lahanas: Yeah.

Brad Smith: Very broad.

Speaker #4: Yeah. And the last thing I would add, just regarding a forward look at the business and the for Q4 and beyond, this heat dome that Jason talked about, the intense heat that we've seen a lot of markets across the country.

Brad Smith: Yep.

J.D. Walker: The last thing I would add, just regarding a forward look at the business and for Q4 and beyond, this heat dome that Jason talked about, the intense heat that we've seen in a lot of markets across the country during the summer. That bodes well for our grass seed business. That typically means a good overseeding business for grass seed and then fertilizer for the fall season.

Speaker #5: Is there any opportunity to enhance margins there?

Speaker #4: Yeah. I mean, there's a lot there. I'll talk Trixie here for just a sec. They do a lot of sourcing from China. I think there's an opportunity for us to add the manufacturing margin and start moving product over to Europe.

Speaker #4: During the summer, that bodes well for our grassy business. That typically means a good overseeding business for grass seed, and then fertilizer for the fall season.

Speaker #3: Yeah, good to hear. I'll pass it along to others. Thanks so much.

Taylor Zakon: Yeah. Good to hear. I'll pass it along to others. Thanks so much.

Speaker #4: From our manufacturing facilities, particularly Dog and Cat, it's largely a Dog and Cat business. We think that's a huge opportunity. They have an incredible team over there that does a tremendous job with product development.

Speaker #2: Thanks.

Jason Barnes: Thanks.

Speaker #1: Thank you. Our next question. Is from Bob Lavik. With CJS Securities. Please proceed with your question.

Operator: Thank you. Our next question is from Bob Labick with CJS Securities. Please proceed with your question.

Speaker #4: So we're kind of licking our chops in terms of being able to collaborate come out with even more innovation. Because as we mentioned on the call, they add about a few hundred products every year because they've got a pretty robust team there.

Speaker #5: Hi, this is Willam for Bob. Thanks for taking our questions. You all have done a great job reshaping the portfolio recently, higher margins, etc.

[Analyst] (CJS Securities): Hi, this is Will in for Bob. Thanks for taking our questions. You all have done a great job reshaping the portfolio recently, higher margins, et cetera. Given the current composition, how should we think about organic growth rates in both pet and garden going forward?

Speaker #5: But given the current composition, how should we think about organic growth rates in both pet and garden going forward?

Speaker #4: So innovation, manufacturing margin, we think sourcing is another area where we can get better. Believe it or not, their logistics facility is nothing short of amazing.

Speaker #2: I think we've talked about this a lot over the year. We're coming out of that trough from post-COVID, sort of that hangover. But we have every intention of getting back to our long-term sort of growth rates.

Niko Lahanas: I think, we've talked about this a lot over the year. We're coming out of that trough from post-COVID, sort of that hangover. We have every intention of getting back to our long-term growth rates. If you think of pet being anywhere from 1% to 4%, and then garden being a little bit lower, anywhere from 1% to 2%, maybe. You're starting to see that materialize a little bit in the last few quarters. A lot of that is really internal, because again, we want to get back to more of a growth mindset. We've been talking a lot about Cost and Simplicity over the years, and I think this year we started talking a little bit more about growth and innovation and things like that.

Speaker #4: We've got a lot to learn from them, in terms of automation and just engineering we're going to have to get their folks over here to help us out.

Speaker #2: If you think of pet being anywhere from 1 to 4 percent, and then garden being a little bit lower, anywhere from 1 to 2, maybe.

Speaker #4: But we got very excited when we saw that as well. So there's a lot. That's just first blush. There's going to be a whole lot more that we can do.

Speaker #2: So you're starting to see that materialize a little bit in the last few quarters. A lot of that is really internal, because, again, we want to get back to more of a growth mindset.

Speaker #2: This is Brad. I would just add to that from a synergy perspective, in terms of the timing of that, I wouldn't expect it within the first year.

Speaker #2: It's really the second year that we would start to expect synergies. We need to let the dust settle and work together to kind of come up with the right plan.

Speaker #2: We've been talking a lot about cost and simplicity over the years. And I think this year we started talking a little bit more about growth and innovation and things like that.

Speaker #2: So I think we'd love to get back to those long-term growth rates. And then layer on top of that some nice M&A work that you're starting to see happen now.

Niko Lahanas: I think we'd love to get back to those long-term growth rates and then layer on top of that some nice M&A work that you're starting to see happen now.

Speaker #5: I'll leave it there. Thank you.

Speaker #1: Thank you. Our next question comes from Brian McNamara. With Canaccord Genuity. Please proceed with your question.

[Analyst] (CJS Securities): Thank you. That's super helpful. With significant C&S initiatives accomplished, how should we think about margin growth from here, and what are the potential synergies with TRIXIE, beyond sales and cross-sell? Is there any opportunity to enhance margins there?

Speaker #6: Hey. Good afternoon, guys. Thanks for taking the questions. I got one on garden and one on pet. I'll start with garden. I think three months ago, you said that retailers were a little bit light on inventories.

Speaker #5: Is there any opportunity to enhance margins there?

Speaker #6: I'm curious kind of what drove the results. Was it better replenishment in Q2? And I think you had mentioned that they're currently a little light on fertilizers.

Speaker #2: Yeah. I mean, there's a lot there. I'll talk Trixie here for just a sec. They do a lot of sourcing from China. I think there's an opportunity for us to add the manufacturing margin and start moving product over to Europe.

Niko Lahanas: There's a lot there. I'll talk Trixie here for just a sec. They do a lot of sourcing from China. I think there's an opportunity for us to add the manufacturing margin and start moving product over to Europe from our manufacturing facilities, particularly Dog and Cat. It's largely a Dog and Cat business. We think that's a huge opportunity. They have an incredible team over there that does a tremendous job with product development. We're kind of licking our chops in terms of being able to collaborate, come out with even more innovation, because, as we mentioned on the call, they add about a few hundred products every year because they've got a pretty robust team there. Innovation, manufacturing margin. We think sourcing is another area where we can get better. Believe it or not, their logistics facility is nothing short of amazing.

Speaker #6: Any color there would be helpful. Thank you.

Speaker #4: Yeah. Hey, Brian. This is Jason. I can take that. I mean, the biggest driver was not inventory lows. I'd say that our shipments versus consumption were relatively close.

Speaker #2: From our manufacturing facilities, particularly Dog and Cat, it's largely a Dog and Cat business. We think that's a huge opportunity. They have an incredible team over there that does a tremendous job with product development.

Speaker #4: The biggest drivers were the grass seed and fertilizer over delivery in terms of their retail sell-through and then wild bird. We also had some strength and controls in the period.

Speaker #2: So we're kind of licking our chops in terms of being able to collaborate. Come out with even more innovation, because as we mentioned on the call, they add about a few hundred products every year, because they've got a pretty robust team there.

Speaker #4: And then the other thing I mentioned would be e-commerce. We had really strong continued e-commerce. Results in the period, as Brad mentioned in his script, that continues to be a key driver for us.

Speaker #4: And I'd say that in general, inventory change from Q2 to Q3, we feel about the same that we did in Q2, that we feel still well positioned not overburdened in any specific categories or particularly lightened any.

Speaker #2: So innovation, manufacturing margin, we think sourcing is another area where we can get better. Believe it or not, they're a logistics facility is nothing short of amazing.

Speaker #4: I feel like we're in a pretty good spot as we head into Q4.

Speaker #6: Great. And then secondly, on pet, Niko, I think you mentioned a facility fire in Lad Am. I'm just curious if you guys could quantify.

Speaker #2: We've got a lot to learn from them, in terms of automation and just engineering we're going to have to get their folks over here to help us out.

Niko Lahanas: We've got a lot to learn from them in terms of automation and just engineering. We're going to have to get their folks over here to help us out. We got very excited when we saw that as well. There's a lot. That's just first blush, there's going to be a whole lot more that we can do.

Speaker #6: I'm assuming you left some sales on the table there. If that's possible to quantify.

Speaker #2: But we got very excited when we saw that as well. So there's a lot—that's just at first blush. There's going to be a whole lot more that we can do.

Speaker #4: We haven't. We have not quantified it. We not only left some sales on the table, but also margin because we had to and I give the team there a lot of credit for triaging that.

Speaker #4: This is Brad. I would just add to that, from a synergy perspective, in terms of the timing of that, I wouldn't expect it within the first year.

Brad Smith: This is Brad. I would just add to that from a synergy perspective in terms of the timing of that, I wouldn't expect it within the first year. It's really the second year that we would start to expect synergies. We need to let the dust settle and work together to come up with the right plan.

Speaker #4: They had to go find other supply sources and then actually airship product up. So it actually caused margins to contract a little. But again, it's sort of a one-time kind of hit.

Speaker #4: It's really the second year that we would start to expect synergies. We need to let the dust settle and work together to kind of come up with the right plan.

Speaker #4: It's not something that's like I said, systemic. So we'll get through it. We didn't quantify it. Normally, that business is up. It was a little down this quarter.

Speaker #5: I'll leave it there. Thank you.

[Analyst] (CJS Securities): I'll leave it there. Thank you.

Speaker #1: Thank you. Our next question comes from Brian Mannamara. With Canaccord Genuity. Please proceed with your question.

Operator: Thank you. Our next question comes from Brian McNamara with Canaccord Genuity. Please proceed with your question.

Speaker #2: Brian, just to add to that on Dog and Cat, I mean, when we look at the sales decline, roughly about two-thirds of it was actually just normal timing differences related to promotional events and whatnot.

Speaker #6: Hey, good afternoon, guys. Thanks for taking the questions. I've got one on Garden and one on Pet. I'll start with Garden. I think three months ago you said that retailers were a little bit light on inventories.

Brian McNamara: Hey, good afternoon, guys. Thanks for taking the questions. I got one on Garden and one on Pet. I'll start with Garden. I think 3 months ago, you said that retailers were a little light on inventories. I'm curious what drove the results. Was it better replenishment in Q2? I think you had mentioned that they're currently a little light on fertilizers. Any color there would be helpful. Thank you.

Speaker #2: So it was down a bit more than normal top line this quarter, but to Niko's point, the business continues to perform well. And actually, the results that we saw in July were encouraging.

Speaker #6: I'm curious kind of what drove the results. Was it better replenishment in Q2? And I think you had mentioned that they're currently a little light on fertilizers.

Speaker #6: Any color there would be helpful. Thank you.

Speaker #4: Yeah. Hey, Brian. This is Jason. I can take that. I mean, the biggest driver was not inventory lows. I'd say that our shipments versus consumption were relatively close.

Speaker #2: So I think we're in good shape.

Jason Barnes: Yeah. Hey, Brian, this is Jason. I can take that. The biggest driver was not inventory lows. I'd say that our shipments versus consumption were relatively close. The biggest drivers were the grass seed and fertilizer over-delivery in terms of their retail sell-through, then Wild Bird. We also had some strength in controls in the period. The other thing I'd mention would be e-commerce. We had really strong continued e-commerce results in the period, as Brad mentioned in his script. That continues to be a key driver for us. I'd say that in general, inventory change from Q2 to Q3, we feel about the same that we did in Q2, that we feel still well-positioned, not overburdened in any specific categories or particular item. I feel like we're in a pretty good spot as we head into Q4.

Speaker #4: Yep.

Speaker #6: Appreciate the caller. Thanks, guys. Best of luck.

Speaker #4: Thank you.

Speaker #4: The biggest drivers were the grass seed and fertilizer over delivery in terms of their retail sell-through, and then wild bird. We also had some strength and controls in the period.

Speaker #1: Thank you. Our next question comes from Shovana Chowdhury. With JP Morgan. Please proceed with your question.

Speaker #7: Hi. Thanks for taking our question. I was just wondering if you can add more color on the consumer behavior especially as it relates to trading down within your portfolio from branded to private label.

Speaker #4: And I'd say that in general, inventory change from Q2 to Q3, we feel about the same that we did in Q2, that we feel still well positioned.

Speaker #7: And if you're seeing that, can you add more details on what are some of the categories especially within pet that is more observable? Thanks.

Speaker #4: Not overburdened in any specific categories or particularly buying any. I feel like we're in a pretty good spot as we head into Q4.

Speaker #4: I mean, I'll kick it off and then I'll let our pet and garden specialist elaborate. But what we've seen is there's some trade down going on, but it's really finding that value equation that resonates with the consumer.

Speaker #6: Great. And then secondly, on pet, Nico, I think you mentioned a facility fire in LatAm. I'm just curious if you guys could quantify. I'm assuming you left some sales on the table there.

Brian McNamara: Great. Secondly on Pet, Niko, I think you mentioned a facility fire in LATAM. Just curious if you guys could quantify, I'm assuming you left some sales on the table there, if that's possible to quantify?

Speaker #6: If that's possible to quantify.

Speaker #2: We haven't. We have not quantified it. We not only left some sales on the table, but also margin, because we had to and I give the team there a lot of credit for triaging that.

Niko Lahanas: We haven't. We have not quantified it. We not only left some sales on the table, but also margin because we had to, and I give the team there a lot of credit for triaging that. They had to go find other supply sources and then actually airship product up. It actually caused margins to contract a little. Again, it's sort of a one-time kind of hit. It's not something that's, like I said, systemic. We'll get through it. We didn't quantify it. Normally, that business is up. It was a little down this quarter.

Speaker #4: And we've seen it in both segments where we've nailed it in certain areas. So on the garden side, if you look at, for instance, Rebel grass seed, which is a real value brand, but a great product, we've seen that really take off.

Speaker #2: They had to go find other supply sources and then actually airship product up. So it actually caused margins to contract a little. But again, it's sort of a one-time kind of hit.

Speaker #4: Because the consumers are more discerning. And that's one where we really got it right on the value equation. And we're seeing more and more where we get it right, we see demand really, really jump.

Speaker #2: It's not something that's like I said, systemic. So we'll get through it. We didn't quantify it. Normally that business is up. It was a little down this quarter.

Speaker #4: So that we one example on the garden side. On the pet side, we have our Bullyhide product and that's competes with Bully Sticks, but it's at a much lower price point.

Speaker #4: Brian, just to add to that on Dog and Cat, I mean, when we look at the sales decline, roughly about two-thirds of it was actually just normal timing differences related to promotional events and whatnot.

Brad Smith: Brian, just to add to that on dog and cat. When we look at the sales decline, roughly about two-thirds of it was actually just normal timing differences related to promotional events and whatnot. It was down a bit more than normal top line this quarter. To Niko's point, the business continues to perform well and actually the results that we saw in July were encouraging. Yeah, I think we're in good shape.

Speaker #4: Just as much fun for the dogs to chew on. Has all the benefits that a Bully Stick does. It's just quite a bit less from a price point standpoint.

Speaker #4: And that's also something that's really taken off. We innovated on that a couple of years ago. And it's just a matter of getting that kind of value equation right for the consumer.

Speaker #4: So it was down a bit more than normal top line this quarter, but to Nico's point, the business continues to perform well and actually the results that we saw in July were encouraging.

Speaker #4: So those would be two examples. I'll kick it over to our industry guys.

Speaker #2: Yeah. For Q3 on the pet side, we actually saw our branded outperform private label which was nice to see. What I think we're seeing a little bit more on the pet side is the super premium products get more trade down.

Speaker #4: So I think we're in good shape.

Speaker #2: Yep.

Niko Lahanas: Yep.

Speaker #6: Appreciate the color. Thanks, guys. Best of luck.

Brian McNamara: Appreciate the color. Thanks, guys. Best of luck.

Speaker #2: Thank you.

Niko Lahanas: Thank you.

Speaker #1: Thank you. Our next question comes from Shovana Chowdhury with JP Morgan. Please proceed with your question.

Operator: Thank you. Our next question comes from Shovana Chowdhury with JPMorgan. Please proceed with your question.

Speaker #2: Many of our brands sitting at good and better brand positioning and offer a really strong value. And attracts mainstream consumers. So we're going to be close to it.

Speaker #7: Hi. Thanks for taking our question. I was just wondering if you can add more color on the consumer behavior, especially as it relates to trading down within our portfolio from branded to private label.

Shovana Chowdhury: Hi. Thanks for taking our question. I was just wondering if you can add more color on the consumer behavior, especially as it relates to trading down within your portfolio from branded to private label. If you're seeing that, can you add more details on what are some of the categories, especially within pet, that is more observable? Thanks.

Speaker #2: We're going to stay close to it. We're going to make sure we monitor that because consumers are very much challenged right now. But for Q3, we feel really good about the performance of our branded business, especially as a comparison to private label.

Speaker #7: And if you're seeing that, can you add more details on what are some of the categories, especially within pet that is more observable? Thanks.

Speaker #2: I mean, I'll kick it off and then I'll let our pet and garden specialist elaborate. But what we've seen is there's some trade down going on, but it's really finding that value equation, that resonates with the consumer.

Niko Lahanas: I'll kick it off, then I'll let our pet and garden specialists elaborate. What we've seen is there's some trade-down going on, but it's really finding that value equation that resonates with the consumer. We've seen it in both segments where we've nailed it in certain areas. On the garden side, if you look at, for instance, Rebel grass seed, which is a real value brand, but a great product. We've seen that really take off because the consumers are more discerning, and that's one where we really got it right on the value equation. We're seeing more and more where we get it right, we see demand really jump. That would be one example on the garden side. On the pet side, we have our Bully Hide product, that competes with bully sticks, but it's at a much lower price point.

Speaker #4: And I think too what we've seen in pet that's been very noticeable is a channel shift over to club, Walmart, so you think Costco, for example.

Speaker #4: And that's been pretty profound and we expect that to continue.

Speaker #2: And we've seen it in both segments where we've nailed it in certain areas. So on the garden side, if you look at, for instance, Rebel grass seed, which is a real value brand, but a great product, we've seen that really take off.

Speaker #2: Yeah. And we do have strong positions in those channels. And we had a good quarter on e-com too. E-com was up 10%. As a percent of mix, it was above prior year.

Speaker #2: So I think we're managing a lot of facets of it really well. But it's something we're going to have to stay really close to.

Speaker #2: Because the consumers are more discerning. And that's one where we really got it right on the value equation. And we're seeing more and more where we get it right.

Speaker #4: Yeah. And I think all of those comments echo really closely to garden and Niko. I think you covered it well. I think we see more of a intent by consumers to find value rather than to trade down.

Speaker #2: We see demand really, really jump. So that we one example on the garden side. On the pet side, we have our bullyhide product, and that's competes with bully sticks, but it's at a much lower price point.

Speaker #4: So that might be trading into a grassy product that's a combination product that has fertilizer and seed all in one that might be a more expensive single retail but does provide a lot of value.

Speaker #2: Just as much fun for the dogs to chew on, has all the benefits that a bully stick does. It's just quite a bit less from a price point standpoint.

Niko Lahanas: Just as much fun for the dogs to chew on. Has all the benefits that a bully stick does. It's just quite a bit less from a price point standpoint. That's also something that's really taken off. We innovated on that a couple of years ago, it's just a matter of getting that kind of value equation right for the consumer. Those would be two examples. I'll kick it over to our industry guys.

Speaker #4: And we do have a significant private label portfolio as well that we have seen perform very well in this environment. Fertilizers typically have two brand strategy.

Speaker #2: And that's also something that's really taken off. We innovated on that a couple of years ago. And it's just a matter of getting that kind of value equation right for the consumer.

Speaker #4: There's a national brand and a private label. And in that environment where there's only two choices, we have started to see some trade into private label.

Speaker #2: So those would be two examples. I'll kick it over to our industry guys.

Speaker #4: But where there's multiple choices, value seems to be the first search.

Speaker #4: Yeah. For Q3 on the pet side, we actually saw our branded outperform private label. Which was nice to see. What I think we're seeing a little bit more on the pet side is the super premium products get more trade down.

John Hanson: Yeah. For Q3 on the pet side, we actually saw our branded outperform private label, which was nice to see. What I think we're seeing a little bit more on the pet side is the super premium products get more trade down. Many of our brands sit in that good and better brand positioning, and offer a really strong value and attracts mainstream consumers. We're going to be close to it. We're going to stay close to it. We're going to make sure we monitor that because consumers are very much challenged right now. For Q3, we feel really good about the performance of our branded business, especially as it compares to private label.

Speaker #2: And like pet, I think the garden portfolio does particularly well when the consumer is seeking value. It's not our value equation is not just price.

Speaker #2: It's price and quality.

Speaker #4: Performance too, right? We want to see efficacy, performance, and basically we're priced at a value to the leading national brand. And that's a good spot to be in.

Speaker #4: Many of our brands sit in that good and better brand positioning. And offer a really strong value. And attracts mainstream consumers. So we're going to be close to it.

Speaker #2: Yeah.

Speaker #7: Thank you very helpful. I'll pass that on.

Speaker #4: Thank you.

Speaker #1: Thank you. Our next question comes from Jim Chartier. With Monas Crespi. And Hart. Please proceed with your question.

Speaker #4: We're going to stay close to it. We're going to make sure we monitor that because consumers are very much challenged right now. But for Q3, we feel really good about the performance of our branded business, especially as it compares to private label.

Speaker #6: Hi. Thanks for my question. You talked about project Verizon on a garden side being largely complete. You're just curious where the overall process simplicity initiatives stand.

Speaker #2: And I think too, what we've seen in pet that's been very noticeable is a channel shift over to club, Walmart, so you think Costco, for example.

Brad Smith: I think too, what we've seen in pet, that's been very noticeable is a channel shift over to club Walmart. You think Costco, for example, that's been pretty profound and we expect that to continue.

Speaker #6: How much more opportunity do you see going forward from that?

Speaker #4: Well, we've made some big moves. I would say a lot of the large moves are behind us. That said, we're already looking at ways to improve efficiency and performance in those facilities.

Speaker #2: And that's been pretty profound and we expect that to continue.

Speaker #4: Yeah. And we do have strong positions in those channels. And we had a good quarter on e-com too. E-com was up 10%. As a percent of mix, it was above prior year.

John Hanson: Yeah, we do have strong positions in those channels. We had a good quarter on e-com too.

Brad Smith: Yeah.

John Hanson: E-com was up 10%. As a percent of mix, it was above prior year. I think we're managing a lot of facets of it really well, but it's something we're going to have to stay really close to.

Speaker #4: So I think we're managing a lot of facets of it really well. But it's something we're going to have to stay really close to.

Speaker #4: I think the next phase is going to be really looking at AI robotics, things like that. We talked about the Trixie acquisition and having a look at their facility and how advanced it was.

Speaker #2: Yeah. And I think all of those comments echo really closely to garden and Nico. I think you covered it well. I think we see more of a intent by consumers to find value rather than to trade down.

Jason Barnes: Yeah, I think all of those comments echo really closely to garden. Niko, I think you covered it well. I think we see more of an intent by consumers to find value rather than to trade down. That might be trading into a grass seed product that's a combination product that has mulch, fertilizer, and seed all in one. That might be a more expensive single retail, but does provide a lot of value. We do have a significant private label portfolio as well that we have seen perform very well in this environment. Fertilizer is typically a two-brand strategy. There's a national brand, and a private label, and in that environment, there's only two choices. We have started to see some trade into private label, but where there's multiple choices, value seems to be the first search.

Speaker #4: So we've got some things to learn there. So we think there's always going to be room for improvement. In terms of the footprint, a lot of the big work has been done.

Speaker #2: So that might be trading into a grassy product as a combination product that has mulch fertilizer and seed all in one. That might be does provide a lot of value.

Speaker #4: But then I would also point out we want to continue to acquire. And that's going to mean bringing more businesses in, more supply chain networks, and then integrating those.

Speaker #2: And we do have a significant private label portfolio as well. We have seen perform very well in this environment. Fertilizers typically have two brand strategy.

Speaker #4: So I don't think there's going to be a real shortage of targets. For us, given how we run the business with M&A, and really what's coming at us from a technology standpoint.

Speaker #2: There's a national brand and a private label. And in that environment, there's only two choices. We have started to see some trade into private label.

Speaker #2: But where there's multiple choices, value seems to be the first surge.

Speaker #4: So we think there's more to come.

Speaker #4: And like pet, I think the garden portfolio does particularly well when the consumer is seeking value. It's not our value equation is not just price.

Speaker #2: And the only other thing I would add on the pet side is cost and simplicity is really embedded in our culture now. It's really part of the muscle and the fabric of how we build our business plans and execute our plans.

Niko Lahanas: Like pet, I think the garden portfolio does particularly well when the consumer is seeking value.

Niko Lahanas: Yeah.

Niko Lahanas: Our value equation is not just price, it's price and quality.

Speaker #4: It's price and quality. We want to see advocacy, performance, and typically we're priced at a value to the leading national brand. And that's a good spot to be in.

Niko Lahanas: Performance too, right?

Jason Barnes: What they want is efficacy.

Brad Smith: Yeah, performance.

Niko Lahanas: Exactly.

Niko Lahanas: Basically, we're priced at a value to the leading national brand, and that's a good spot to be in.

Speaker #2: So we still have upside as Niko said, many of the big projects have been addressed. There'll be more to come. But the muscle and how we go about our business and cost and simplicity is part of it every single day.

Niko Lahanas: Basically, we're priced at a value to the leading national brand, and that's a good spot to be in.

Speaker #2: Yeah.

Jason Barnes: Yes.

Speaker #7: Thank you very helpful. I'll pass that on.

Shovana Chowdhury: Thank you. Very helpful. I'll pass that on.

Speaker #2: Thank you.

Niko Lahanas: Thank you.

Speaker #1: Thank you. Our next question comes from Jim Chartier with Monas, Cresty & Hart. Please proceed with your question.

Operator: Thank you. Our next question comes from Jim Chartier with Monness, Crespi, and Hardt. Please proceed with your question.

Speaker #4: And there's still opportunity right now to integrate more of pet and garden, right? We're doing a little bit of it now. But there's also a lot more opportunity there as well.

Speaker #6: I'll finish my question. You talked about project Verizon on a garden side being largely complete. You're just curious where the overall cost of simplicity initiatives stand, how much more opportunity do you see going forward from that?

Jim Chartier: Thanks for my question. You talked about Project Horizon on the Garden side being largely complete. Was just curious where the overall cost and simplicity initiatives stand, how much more opportunity do you see going forward from that side?

Speaker #4: So I think we're just early stages there.

Speaker #2: I'd say that roughly 10 times the amount of volume this year of pet has flown through that logistics network versus time last year. So that's a great example of that collaboration.

Speaker #4: Yeah. Great example.

Speaker #2: And cross-segment communication working out.

Speaker #4: Yeah. Which we'd never done before.

Niko Lahanas: Well, we've made some big moves. I would say a lot of the large moves are behind us. That said, we're already looking at ways to improve efficiency and performance in those facilities. I think the next phase is gonna be really looking at AI, robotics, things like that. We talked about the TRIXIE acquisition and having a look at their facility and how advanced it was. We've got some things to learn there. We think there's always gonna be room for improvement. In terms of the footprint, a lot of the big work has been done. I would also point out, we wanna continue to acquire, and that's gonna mean bringing more businesses in, more supply chain networks, and then integrating those.

Speaker #6: And then it sounds like you're pretty optimistic on the M&A front. Can you talk about what you're seeing in terms of the number of deals that are out there, the quality, and evaluations?

Speaker #4: Yeah. I mean, we hinted at it the last two quarters. You didn't see anything happen, but we could see the pipeline filling up, the quality of deals.

Speaker #4: I think the next phase is AI robotics, things like that. We talked about the Trixie acquisition and having a look at their facility. And how advanced it was.

Speaker #4: We felt like people were finding more religion around valuation. So we felt it was more tangible than in the past. And again, this by no means means what we're done.

Speaker #4: So we've got some things to learn there. So we think there's always going to be room for improvement. In terms of the footprint, a lot of the big work has been done.

Speaker #4: This is a really nice deal. Won't close till early next year, but we've got other ones that we're looking at right now that we'd like to close.

Speaker #4: But then I would also point out, we want to continue to acquire. And that's going to mean bringing more businesses in, more supply chain networks, and then integrating those.

Speaker #4: And we're good from a liquidity standpoint. We've got you can see we're just shy of a billion. In cash. So we'd love to do more.

Speaker #4: So I don't think there's going to be a real shortage of targets. For us, given how we run the business with M&A, and really what's coming at us from a technology standpoint.

Niko Lahanas: I don't think there's going to be a real shortage of targets for us given how we run the business with M&A and really what's coming at us from a technology standpoint. We think there's more to come.

Speaker #4: And we feel like we've got some really nice momentum right now. In the world of deals, deals get to deals, right? So people see you making announcement and all of a sudden you're getting a lot more inquiries on other deals.

Speaker #4: So we think there's more to come. And the only other thing I would add on the pet side is cost and simplicity is really embedded in our culture now.

John Hanson: The only other thing I would add on the Pet side is cost and simplicity is really embedded in our culture now.

Speaker #4: So we feel like we've got some really strong momentum right now.

Speaker #2: And just getting done with the Trixie deal, I would comment that Europe is a very fertile hunting ground for M&A on the pet side in particular.

Speaker #4: It's really part of the muscle and the fabric of how we build our business plans and execute our plans. So we still have upside as Nico said, many of the big projects have been addressed.

Niko Lahanas: Yeah.

John Hanson: It's really part of the muscle and the fabric of how we build our business plans and execute our plans. We still have upside, as Niko said, many of the big projects have been addressed. There will be more to come, the muscle in how we go about our business and cost and simplicity is part of it every single day.

Speaker #2: And so we're very bullish on that. It's an area of focus for us in addition to the US in terms of additional M&A. In addition to the decent amount of good opportunities over there, the multiples are relatively lower in the US, which is encouraging.

Speaker #4: There'll be more to come. But the muscle and how we go about our business and cost and simplicity is part of it. Every single day.

Speaker #2: And there's still opportunity right now to integrate more of pet and garden, right? We're doing a little bit of it now. But there's also a lot more opportunity there as well.

Niko Lahanas: There's still opportunity right now to integrate more of Pet and Garden, right?

Speaker #6: Great. Thank you.

John Hanson: Yeah.

Niko Lahanas: We're doing a little bit of it now.

John Hanson: Yeah.

Niko Lahanas: There's also a lot more opportunity there as well.

Speaker #2: So I think we're just in the early stages there.

John Hanson: There sure is.

Niko Lahanas: I think we're just early stages there.

Speaker #4: I'd say that roughly 10 times the amount of volume this year of pet has flown through that logistics network versus time last year. So that's a great example of that collaboration.

Speaker #1: Thank you. Our next question is from Hale Holden with Barclays. Please proceed with your question.

J.D. Walker: I'd say that roughly 10 times the amount of volume this year of Pet has flown through that logistics network versus time last year.

Niko Lahanas: Yeah.

J.D. Walker: Just a great example of that collaboration.

Speaker #6: Hey, good afternoon. I just had two quick ones. Just as a follow-up on the M&A question. Is there anything about the Trixie integration that would cause you to pause either from a management bandwidth or otherwise?

Speaker #4: And cross-segment communication working out.

Niko Lahanas: Great example. Yeah

J.D. Walker: Cross-segment communication working out.

Speaker #2: Which we'd never done before.

Niko Lahanas: Which we've never done before.

J.D. Walker: That's right.

Jim Chartier: It sounds like you're pretty optimistic on the M&A front. Can you talk about what you're seeing in terms of the number of deals that are out there, the quality, and the valuations?

Speaker #6: Other transactions, or do you think you could move relatively quickly even before Trixie is closed?

Speaker #2: Yeah. I mean, we hinted at it the last two quarters. You didn't see anything happen, but we could see the pipeline filling up, the quality of deals.

Niko Lahanas: Yeah. We hinted at it the last 2 quarters. You didn't see anything happen, but we could see the pipeline filling up, the quality of deals. We felt like people were finding more religion around valuations. We felt it was more tangible than in the past. Again, this by no means what we're done. This is a really nice deal, won't close till early next year, but we've got other ones that we're looking at right now that we'd like to close and

Speaker #4: Let me make sure I understood the question. Are you asking whether we would do other deals or?

Speaker #2: We felt like people were finding more religion around valuation. So we felt it was more tangible than in the past. And again, this by no means means what we're done.

Speaker #6: Yeah. Well, no, I'm asking if the integration for Trixie either for European deal or for a US deal if you need some time to season that asset before you would pursue another M&A transaction.

Speaker #2: This is a really nice deal. Won't close till early next year, but we've got other ones that we're looking at right now that we'd like to close.

Speaker #6: Or if it's kind of a standalone asset.

Speaker #4: No. Yeah. No. We're actually looking at a few deals right now that we're going to move forward on assuming we can agree on terms and everything.

Speaker #4: So no, absolutely not. That it has a whole separate workstream. And we've got bandwidth to do more and we want to do more. We want to get more aggressive.

Speaker #4: So absolutely not. The only thing that's going to cause us to pause is we don't want to screw a great business up. So they have a great business.

Speaker #4: We're going to be really thoughtful about how we approach it. By the way, culturally, we are such a great fit with that business as well.

Speaker #4: When we met that team, it was like we knew each other. We'd known each other for 10 years. So I think the biggest issue is going to be just being thoughtful about what we're doing there so we don't break anything.

Speaker #4: But it doesn't preclude us from other deals now.

Speaker #6: Great. And then my second question is you guys had an amazing sort of cash flow from operations sprint this quarter. And I was wondering if there was any driver specifically that helped you do that or it was just an overall good cash conversion quarter?

Speaker #4: Yeah. I mean, it was an overall good cash conversion quarter. And then that was further helped by the fact that we got we unwound a lot of inventory, getting on a distribution.

Speaker #4: And then we also worked through a lot of inventory on grass seed as well, which helped. So those were the big drivers.

Speaker #6: Great. Thank you very much. I appreciate it.

Speaker #5: So this was our last question. Thank you, everyone, for joining us today. Please reach out to us with any additional questions and have a good rest of the day.

Q3 2026 Central Garden & Pet Co Earnings Call

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