Edible Garden Q2 2024 Earnings Report

Edible Garden EPS Results

• Actual EPS: -$250.00
• Consensus EPS: N/A
• Beat/Miss: N/A
• One Year Ago EPS: N/A

Edible Garden Revenue Results

• Actual Revenue: $4.27 million
• Expected Revenue: N/A
• Beat/Miss: N/A
• YoY Revenue Growth: N/A

Edible Garden Announcement Details

• Quarter: Q2 2024
• Date: 8/14/2024
• Time: N/A
• Conference Call Date: Wednesday, August 14, 2024
• Conference Call Time: 8:00AM ET

Edible Garden (NASDAQ:EDBL) AG, trading on the Nasdaq under the ticker EDBL, is a technology-enabled agriculture company specializing in the design, construction and operation of hydroponic greenhouse farms. By leveraging controlled-environment agriculture techniques and proprietary automation systems, the company produces a range of leafy greens and salad‐related vegetables, including branded Salanova products, for wholesale distribution to retailers, food service operators and distributors.

In addition to farm ownership and produce cultivation, Edible Garden develops and licenses its modular greenhouse technology and cultivation methods to third parties. The company’s end-to-end platform encompasses site design, equipment integration and remote monitoring services, aiming to optimize resource efficiency, crop quality and yield consistency across diverse climatic conditions.

Founded in 2015 and headquartered in Munich, Germany, Edible Garden has expanded its footprint through multiple cultivation sites across Europe. Its leadership team brings together expertise in agriculture technology, engineering and supply-chain management, positioning the company to address growing demand for locally sourced, high-quality produce in urban and peri-urban markets.

Edible Garden Q2 2024 Earnings Call Transcript

Key Takeaways

• Edible Garden delivered a 157% increase in gross profit in Q2 2024, with cut herbs up 61% and vitamins & supplements up 30%, driving gross margin to 36.7% from 13.1% as 95% of fresh products are now produced in-house.
• The company strategically shifted away from low-margin segments and third-party growers, focusing on higher-margin core products and vertical integration to position itself for near-term positive cash flow.
• Distribution was expanded through partnerships with UNFI Distributors and KeHE, placing the pulp line in over 30,000 outlets including Target, Whole Foods and Meijer, while new agreements with Hemingway’s, Seasons Kosher, Lincoln Market and Brooklyn Fair broaden retail reach.
• Edible Garden launched eco-friendly garden starters and potted herbs for home gardeners, entered a product development partnership with Hermann Pickle Company for fermented foods, and rolled out proprietary packaging innovations to extend shelf life and reduce waste.
• Q2 revenue remained flat at $4.2 million as COGS fell 37%, SG&A rose modestly, and net loss improved to $1.21 per share from $4.83, underlining the benefits of its disciplined financial approach and strong holiday season outlook.

Presentation

[Operator]

Good morning, everyone, and welcome to the Edible Garden's Second Quarter 2024 Business Update Conference Call. At this time, all participants have been placed on a listen-only mode, and we will open for questions following the presentation. If anyone should require operator assistance during the conference, please press star zero on your phone keypad. Please note, this conference is being recorded. I will now turn the conference over to your host, Mr. Ted Ayvas, Investor Relations, Crescendo Communications. Ted, the floor is yours.

[Ted Ayvas, Head of Investor Relations at Crescendo Communications]

Thanks, Jenny. Good morning, and thank you for joining Edible Garden's Quarter-Ended June 30, 2024 Conference Call and Business Update. On the call with us today are Jim Kras, Chief Executive Officer of Edible Garden, and Kostas Dafoulas, Interim Chief Financial Officer of Edible Garden. Earlier this morning, the company announced its operating results for the three months ended June 30, 2024. The press release is posted on the company's website, www.ediblegardenag.com. In addition, the company has filed its quarterly report on Form 10-Q with the U.S. Securities and Exchange Commission, which can also be accessed on the company's website, as well as the SEC's website at www.sec.gov. If you have any questions after the call or would like any additional information about the company, please contact Crescendo Communications at 212-671-1020. Before Mr.

[Ted Ayvas, Head of Investor Relations at Crescendo Communications]

Kras reviews the company's operating results for the quarter ended June 30, 2024, and provides a business update. We would like to remind everyone that this conference call may contain forward-looking statements. All statements other than statements of historical facts contained in the conference call, including statements regarding our future results of operations and financial position, strategy and plans, and our expectations for future operations, are forward-looking statements. The words aim, anticipate, believe, could, expect, may, plan, project, strategy, will, and the negative of such terms, in other words, in terms of similar expression, are intended to identify forward-looking statements. These forward-looking statements are based largely on the company's current expectations and projections about future events and trends that it believes may affect its financial condition, results of operations, strategy, short-term and long-term business operations and objectives, and financial needs.

[Ted Ayvas, Head of Investor Relations at Crescendo Communications]

These forward-looking statements are subject to several risks, uncertainties and assumptions as described in the company's filings with the SEC, including the company's annual report on Form 10-K for the year ended December 31, 2023. Because of these risks, uncertainties, and assumptions, the forward-looking events and circumstances discussed in the conference call may not occur, and actual results could differ materially and adversely from those anticipated or implied in the forward-looking statements. You should not rely upon forward-looking statements as predictions of future events. Although the company believes that the expectations reflected in the forward-looking statements are reasonable, it cannot guarantee future results, level of activity, performance, or achievement. In addition, neither the company or any other person assumes responsibility for the accuracy and completeness of any of these forward-looking statements. The company disclaims any duty to update any of these forward-looking statements except as required by law.

[Ted Ayvas, Head of Investor Relations at Crescendo Communications]

All forward-looking statements attributable to the company are expressly qualified in their entirety by these cautionary statements, as well as others made in this conference call. You should evaluate all forward-looking statements made by the company in the context of these risks and uncertainties. Having said that, I'd now like to turn the call over to Jim Kras, Chief Executive Officer of Edible Garden. Jim?

[Jim Kras, CEO at Edible Garden]

Thanks, Ted. Good morning, and thank you to everyone for joining us today. We're excited to report another outstanding quarter, highlighted by a 157% increase in gross profit, fueled by a year-over-year growth of 61% in cut herbs and a 30% growth in vitamins and supplements. A shift away from third-party growers and a focus on higher-margin businesses are driving our gross profit margin improvement. Now, with approximately 95% of our fresh product line produced in-house, our gross margin increased to 36.7% in the second quarter of 2024, up from 13.1% in the same period last year. We've also conducted a thorough review of our business operations and made the strategic decision to move away from less profitable segments of our business.

[Jim Kras, CEO at Edible Garden]

Instead, we are directing our focus and efforts on, towards more profitable, higher-margin segments. We believe this strategic shift, combined with the vertical integration of our operations, positions us well to achieve our goal of becoming cash flow positive in the near future. The second quarter, we expanded the distribution of our Pulp line of sustainable USDA organic, fermented gourmet sauces, and chili-based products with the addition of UNFI distributors. As a leading North American wholesaler of health and specialty foods, UNFI serves over 30,000 locations, including natural product superstores, independent retailers, supermarket chains, and e-commerce platforms, and food service providers across the continent. We believe the addition of UNFI, which is dedicated to promoting a better food system and leading the way in meeting consumer demand for healthier options, aligns perfectly with Edible Garden's zero-waste inspired mission.

[Jim Kras, CEO at Edible Garden]

Through KeHE Distributors, UNFI Distributors, and our own e-commerce platform, retailers across the continent now have access to our Bland to Bold product-Pulp product line. Our growing roster of major retailers with Pulp includes Target, Whole Foods, Meijer, Morton Williams, Dierbergs Markets, and Woodman's. According to research in markets, the global sauces and condiments product category is expected to grow to $240 billion in 2028 from $172 billion in 2021. The response to Pulp, the Pulp product line has been overwhelmingly positive from consumers seeking to enhance their meals with its Bland to Bold flavor profiles, reinforcing Edible Garden's reputation as a flavor maker.

[Jim Kras, CEO at Edible Garden]

We are confident that expanding the availability of our Pulp lines through UNFI and KeHE Distributors, we are accelerating Pulp's momentum and ensuring our unique flavors reach consumers across the United States and Canada. We've also strengthened our distribution through our partnership with Hemingway's, which serves more than 350 retailers across the Northeast region. This includes developing a new integrated rack program designed to provide Hemingway's retail partners with improved and more efficient methods for displaying Edible Garden's herbs. These integrated racks align with our strategy to enhance brand visibility and improve consumer access to our products. We believe this initiative will offer a more engaging and efficient shopping experience for all retail customers, which can help increase sales and overall customer satisfaction.

[Jim Kras, CEO at Edible Garden]

In July, we expanded our retail distribution network with the addition of Seasons Kosher, a local supermarket chain celebrated for its extensive range of kosher products, distinguished by a commitment to quality and ethical sourcing. In addition, Lincoln Market, known for its fair pricing and diverse selection of high quality, organic and conventional products, will also be beginning carrying Edible Garden products. Our dedication to sustainability and community involvement aligns seamlessly with the principles of both these retailers, making them a natural fit for our growth strategy. Furthermore, we are excited that our entire product line, including Pulp, is now available at every Brooklyn Fare location in New York City. Brooklyn Fare is renowned for its offering products that satisfy their customers' sophisticated flavor preferences.

[Jim Kras, CEO at Edible Garden]

At their Hudson Yards location, they also operate Chef's Table at Brooklyn Fare, a restaurant where cutting-edge culinary expertise and creativity comes to life. We launched Garden Starters, potted herbs and basil bowls designed for home gardening to retailers. First introduced in 2023 to cater to the growing popularity of home gardening, these eco-friendly herbs meet the needs of 35% of American households that grow at least some of their own food, providing them with diverse flavor options. Our vertically integrated Edible Garden facilities manage their production, packaging, and distribution. By placing Garden Starters next to our cut herbs and sustainably sourced produce in supermarkets, we aim to offer maximum convenience to our customers.

[Jim Kras, CEO at Edible Garden]

In May, we entered a product development partnership with Hermann Pickle Company, a leading brand in refrigerated kosher dill pickles, sauerkraut, and other fermented foods, known nationwide for their presence in delis and on family dinner tables. This collaboration will continue, will combine the strengths of both companies to explore and develop scalable commercial opportunities, focusing on producing, marketing, and distributing fermented plant-based products and non-GMO consumer packaged goods. We are excited to work with Hermann Pi- the Hermann Pickles team, leveraging their esteemed legacy to create a contemporary line of fermented products. In addition, we have implemented several new proprietary innovations focused on packaging and shipping, which is expected to significantly extend the shelf life of our products, reducing spoilage and driving cost savings for our retailer part- our retail partners.

[Jim Kras, CEO at Edible Garden]

These innovations serve as an important competitive differentiator for Edible Garden and build on our other unique solutions. For example, our patented self-watering in-store display has already transformed how plants are displayed, ensuring they remain fresh for longer and greatly minimize waste at retail outlets. Aligned with our zero waste inspired mission, these innovations allow retailers to showcase plants at their peak, minimizing waste and providing superior products to our customers. In July, we launched a comprehensive training program with Abilities of Northwest New Jersey, a nonprofit providing employment and day services for individuals with disabilities. Our decade-long partnership with Abilities in Northwest New Jersey has been incredibly rewarding. By integrating workers with disabilities, who consistently demonstrate exceptional dedication and hard work, we have created an environment that benefits Edible Garden and empowers these individuals.

[Jim Kras, CEO at Edible Garden]

Our training programs offer valuable skills and professional development opportunities, enhancing these workers' employability and career prospects, while enriching our workforce with diverse talents. As we expand this partnership, Edible Garden remains committed to community involvement, local investment, and leadership in ESG and sustainability initiatives that we are known for. I would like to turn the call over to Kostas Dafoulas, our Interim Chief Financial Officer, who will review the financial results for the three months ended June 30, 2024. Kostas?

[Kostas Dafoulas, Interim CFO at Edible Garden]

Thanks, Jim, and good morning, everyone. Turning to our second quarter results, total revenue for the second quarter was $4.2 million, relatively flat compared to Q2 2023. The slight increase in revenue was driven by our core product portfolio, primarily cut herbs and our vitamin supplement business. Our strategic shift away from lower margin products offset the revenue increase in our core products, specifically from the floral segment. Cost of goods sold decreased by 37% to $2.7 million for the three months ended June 30, 2024, compared to $3.7 million for the 2023 comparable quarter. The decrease was largely driven by the company's strategic shift away from our largest third-party growers.

[Kostas Dafoulas, Interim CFO at Edible Garden]

As Jim stated earlier, in the second quarter of 2024, the company's gross profit increased by 157% as compared to the 2023 comparable period. In addition, gross margin increased to a record 34.4% in the second quarter of 2024, compared to 13.1% for the same period last year. Both these impressive results were driven by the shift away from our dependence on third-party growers. Selling general and administrative expenses totaled $2.7 million for the three months ended June thirtieth, 2024, compared to $2.4 million for the three months ended June thirtieth, 2023. The increase was primarily driven by higher audit, accounting, and legal fees related to our capital raising activities in the quarter, and a one-time expense of $100,000. Net loss was one point...

[Kostas Dafoulas, Interim CFO at Edible Garden]

... $1.21 per share for the three months ended June 30, 2024, compared to the net loss of $4.83 per share for the three months ended June 30, 2023. While the loss from operations improved year over year by $645,000 from a loss of $1.83 million in Q2 of 2023 to $1.18 million in Q2 of 2024, higher interest expense and a one-time loss on the extinguishment of debt in Q2 of 2024, along with a one-time $1.2 million dollar credit in Q2 of 2023 related to the employee retention credit, led to an increase in our net loss this year. In closing, we've been working hard to improve our margins, and we are pleased with the way our team executed this quarter.

[Kostas Dafoulas, Interim CFO at Edible Garden]

Our results in Q2 show that the strategic shift we made in our product mix and reliance on third-party growers is starting to deliver results, and we remain committed to a disciplined financial approach. With that, operator, please open the line for questions.

[Operator]

Thank you very much. We will now be conducting our question and answer session. If you would like to ask a question, please press star one on your phone keypad now. A confirmation tone will indicate that your line is in the queue. You may press star two if you would like to remove your question from the queue. For any participants using speaker equipment, it might be necessary to pick up your handset before you press the keys. Please wait a moment while we poll for questions. Thank you. Your first question is coming from Anthony Vendetti of the Maxim Group. Anthony, your line is live.

[Anthony Vendetti, Executive Managing Director at Maxim Group]

Thank you. So, Jim, it's great to see that we're moving more towards the high profitable items and vitamins and supplements grew this quarter. Can you talk about the outlook for that product line for the rest of this year? And then, also, just talk to us about the contract growers. I know you've been trying to reduce that to improve gross margin. How did that do this quarter? And then, expectations for that for the rest of the year as well.

[Jim Kras, CEO at Edible Garden]

Thanks, Anthony. We're extremely pleased with the quarter, with the reflection in the numbers, I mean. We are continuing to expand the assortment of our products, so we have the diversity that we need and the flexibility. You know, obviously, we are a CEA company that uses the greenhouses inform everything we do, and we're moving more to finished goods, i.e., the farm's formula approach to the vitamins and supplements. To answer your question, vitamin supplements, we have a big trade show coming up in September. We'll be introducing a new line in addition to the existing Vitamin Way line that we have. There'll be some near-term announcements as far as us expanding our sales efforts in the e-commerce realm, and then shortly.

[Jim Kras, CEO at Edible Garden]

So that'll allow us to, you know, expand our reach. You know, that's gonna really be driven by a combination of not only new products, but our, you know, our, I think our positioning and relationship with the 5,000 stores that we have, which allow us to have, some, you know, opportunity to drive that business in and expand it. Obviously, the ring for vitamins and supplements is much higher than a plant, let's say.

[Jim Kras, CEO at Edible Garden]

So for us, we see that not only allowing us to drive a business at a good, healthy margin, but also drive that top line significantly as we, you know, have been able to really dig in and get the CEA part of the business, the greenhouses, with, you know, Michigan fully online now and us growing 95% of our fresh goods, really allows us to kind of check the box shortly here once that business is cash flow positive, that segment, and really start to, you know, drive the vitamins and supplements. We've got a line of functional pickles, which will be kind of one of the a totally new item out in out into the marketplace.

[Jim Kras, CEO at Edible Garden]

That's something that we're currently working on, and I think that launch will happen at the Big Produce show this fall. And we have some other products that have already gotten acceptance into our retailers that we'll be launching in 2025, not only in the vitamin supplement part of the business, but also in the more shelf-stable, fresh segment. So I couldn't be more bullish on the business right now. It's all starting to come together, and you know, we're really starting to kind of you know hit our marks.

[Jim Kras, CEO at Edible Garden]

So I will continue on the, you know, on the vertical integration piece, to answer your second question, as it relates to, you know, continuing to making an investment in efficiency, you know, shifting away from bringing product from the outside, specifically, a lot of the fresh goods. It helps in so many different ways. Yeah, there's the margin expansion that it drives, but it's also just quality, consistency, cuts down on shrink.

[Jim Kras, CEO at Edible Garden]

We control what now is a very tight supply chain, especially to the likes of Meijer, and Wakefern ShopRite and Walmart, where, you know, we're so close to their distribution centers with our own facility, that it's very smooth and we have a lot of control over it, and we have been able to continue to cut down our transportation costs by using backhauls with both the retailers that pick up goods at our facilities, which, you know, really helps us not only with the environment and taking trucks off the road, but also by ride sharing, but also just by efficiency, since everything kind of runs like clockwork. So, really, really excited. It's taken us a little bit of time to get here.

[Jim Kras, CEO at Edible Garden]

The last three months, we've really improved the operations by, by, you know, a huge jump, some just with the ability of having everything in-house and controlling more of it.

[Anthony Vendetti, Executive Managing Director at Maxim Group]

I know that's great, Jim. And obviously, you have many of the top, if not all of the top, well-known retailers as customers, which speaks to the quality of your product. Can you talk about the expansion of SKUs within those retailers, this quarter and expectation, for the rest of the year? Thanks.

[Jim Kras, CEO at Edible Garden]

Yeah, that's a great question. I think that's important to focus on because, you know, this quarter has really been getting the house in even better order. Once again, like I said, all you have to do is look at the GP increase to see that the impact of the investment we've made in people and in machinery and just, you know, getting better oiled. You know, for us, it's really moving forward. You know, this quarter is gonna be a good, strong quarter as usual with our existing relationships. Look, we have a contract with Meijer on the herbs that allows us, you know, a ringside seat to do what we need to do to get new items in.

[Jim Kras, CEO at Edible Garden]

That's always an ongoing conversation that we have because we're, you know, a mile from their. It's a couple of miles from their headquarters in Grand Rapids, so we spend a lot of time with the buyers, you know, really focusing on innovation. There's a considerable amount of, you know, private label opportunities for all these retailers. Since there's been a big shift there in the marketplace, especially with inflation, private label continues, you know, pick up steam, and they're coming to us to help, you know, round out their assortment. So for us, you know, look, we've got 5,000 doors plus and growing, Walmart, Wakefern, ShopRite, Meijer, Hannaford, which is Ahold Delhaize. The list goes on and on.

[Jim Kras, CEO at Edible Garden]

And so, you know, for us, it's really, you know, not only driving the existing business by adding on, you know, SKUs of maybe herbs that they may not carry or lettuce products that they want, but there's also, you know, this opportunity, since we are a leader in that produce set, especially in sustainability and in cut herbs, to leverage that, to help that inform other more shelf-stable products that give us, you know, kind of less pressure to get it out the doors quickly and allow us to get a better margin, as a function of, you know, of just it being shelf stable, and we can put the time in and to, you know, kind of formulate this stuff to make it, you know, acceptable on all fronts.

[Jim Kras, CEO at Edible Garden]

So, you know, like I said, we got a big trade show in fall, vitamin supplements, new line coming out, which is gonna be fantastic. You know, everything we do is more sustainable, more better for you. I don't know if that's... I can say it that way, but better for you instead of more better for, better for you. And, you know, that positioning, I think, is continues to give us, like I said, a, a ringside seat to be able to go in there and, and always get into the fight. And, you know, and we're coming out with a lot of wins, which is, which is great. So I, I couldn't be more excited about where the business is. It's, it's been a dramatic shift.

[Jim Kras, CEO at Edible Garden]

I'd like to thank Kostas, who came on board in January and has really helped us, you know, really operate at a high level that's expected from a finance perspective, from our retailers. When you're dealing with such large retailers, I mean, the expectation is nothing short of excellence. Otherwise, they'll just find somebody else. And I think that's where not only have we done it, I think, in the products that we grow and the new innovations that we're coming out with and some of the technology that we have that supports who we are as a brand and what we stand for, but now we have team members that we've brought in, like Kostas, that are, you know, elevating how we conduct business, how we manage the relationships, how we manage our cash.

[Jim Kras, CEO at Edible Garden]

Like I said, it's been exciting.

[Anthony Vendetti, Executive Managing Director at Maxim Group]

Okay, that's great color. Thanks for all that color. Congrats on the progress. I'll turn it back to the queue.

[Jim Kras, CEO at Edible Garden]

Thanks.

[Operator]

Thank you very much. Just a reminder there, if there are any remaining questions, you can press star one on your phone keypad now. Thank you. Your next question is coming from Nick Pincus of Forest Capital. Nick, your line is live.

[Nick Pincus, Analyst at Forest Capital]

Hey, guys. Congrats on a very strong quarter, especially the improvement in margins. As the last caller mentioned, it seems to me you've got this amazing distribution network with all these loyal retailers, and now it's really just about pushing more high-margin product through that funnel. My first question, and you touched a bit on this in the last question, but if you could expand a little bit on the shift in the product, specifically to shelf-stable items and the benefits there, as well as how you kind of see that playing out in the second half of this year.

[Jim Kras, CEO at Edible Garden]

Thanks, Nick. Yeah, look, you know, just to kind of reinforce what I had to say to Anthony, it's really, it's a really, a function of putting the right products in, the right pricing at the right margin into, you know, the funnel, as you would say, or, or this distribution platform. I mean, one of the crown jewels of Edible Garden has always been our relationships, as a company. You know, many people say, "Well, Jim, you've been dealing with these guys for the last couple of decades," and it's not. It's, you know, it really comes down to the... I'm not just saying this, the team and our ability to execute. You know, when you look at our fill rates-...

[Jim Kras, CEO at Edible Garden]

I mean, when we're running mid- to high 90s, which is, you know, which is, which is, which is exceptional when you consider we're handling live goods, you know, that makes us a trusted partner. And if our trucks are running in, and they're running into the stores, you know, that, you know, I'll name, I'll name them again, you know, Walmart and, and, you know, Meijer and, you know, and Hannaford and ShopRite. I mean, these are, these are, these are, you know, we're coming off on 60%-70% of the total population in the U.S., and we're going into these stores 3-4 times a week with our trucks or their trucks. It's just a matter of having the right offerings, once again, that, that, that, you know, we know that we can sell, work with, the retailers to, promote.

[Jim Kras, CEO at Edible Garden]

We've got some exceptional team members that come from these retailers. David Ross, who heads up our sales department, I mean, you know, a smart guy who, you know, worked at, you know, Wakefern and, and, and Church & Dwight, and he understands, you know, what these retailers want at a buying level and what it takes to execute, especially in the store, to, to, to not only, you know, have, you know, to communicate that you're an innovative product, but to also know what you have to do in order to not only get the product in, but to sell it, sell it through. And, you know, that's not only from a marketing advertising push perspective, but from a promotional and trade marketing standpoint.

[Jim Kras, CEO at Edible Garden]

So, you know, we've got big shows coming up with new product lines, and we're coming out with all guns ablaze, and I couldn't be, you know, like I said, more excited. We have a great relationship with Nutracom, who's our, you know, vitamin supplement co-man. You know, they've just become more and more of a trusted partner to help us push out the next generation of products. And I think people will be very excited about what they're gonna see in the first week of September at ECRM. We've got major meetings set up there. We've already got some commitments on the new line for 2025, which is pretty much unheard of.

[Jim Kras, CEO at Edible Garden]

So once again, speaks to our relationships, the team's wherewithal, that, you know, these retailers would, you know, would, you know, commit to, you know, so early on to some of this stuff, really kind of sight unseen. And then, and then, you know, all of this really comes down to, you know, higher ring products, pro- products that help us leverage those 5,000 doors at a higher margin.

[Jim Kras, CEO at Edible Garden]

That should not only help the top line of the business and continue to grow it, hopefully at an even more accelerated rate, as a function of what we charge for these items, but also the bottom line, since the margin is gonna be, you know, a lot more intact, since these are stable products versus some of the pressures we get from fresh goods. I hope that helps, Nick.

[Nick Pincus, Analyst at Forest Capital]

Oh, it definitely, it definitely does. And to kind of put it another way, it seems like it's the relationships and the trust that you've built with the big retailers, that the street really hasn't woken up to yet. But hopefully, they will, as you start pushing more products through these, through these retailers and through this channel. So good luck with that. The second part of my question, you also touched on this a little bit, but if you could expand on it a little bit more. As you head into the peak season around Thanksgiving and the holidays, is there room for more vertical integration and gross margin improvement going forward in 2025? What are your thoughts on that?

[Jim Kras, CEO at Edible Garden]

You know, look, it's game time for us as a company come Q4. I mean, that's to us, we've always said that's the Super Bowl of herbs and lettuces, especially herbs, just as you know a function of people cooking you know around the holidays. Look, we've the trending data and all points to people because of inflation, because of creativity, because of nutritional value, people wanting fresher goods, people are cooking more and more at home, and that's only continued. You know, there's always seems to be you know a reason, whether like I said it's inflation or you know or people just want you know more nutritious product. Some people just, they just it comes down to you know spending money out at you know at the restaurant.

[Jim Kras, CEO at Edible Garden]

And that all, you know, that all equates to people, like I said, cooking, you know, more at home. You know, herbs have continued to gain such a great prominence, since they really are a flavor maker, and they allow you to, you know, add flavor and some nutrition to your products. And so that's always been the case in holiday. We crushed it last Thanksgiving. I would expect nothing less this Thanksgiving. You know, that business for us continues to grow. We continue to be an expert in the holiday season with the items and the displays and the things that we do that are consumer facing, that help drive turns and volumes.

[Jim Kras, CEO at Edible Garden]

I mean, there's no shortage of demand from people buying herbs, you know, from the beginning of November through the second week, you know, the first week in January. So for us, the margin will, you know, will continue to improve. We're bringing in... Actually, I brought in an outside consultant who is dedicated, she's out of Cargill, to help us improve our efficiency on our lines. We're putting in another production line out in Heartland in Michigan, so that we can increase even more volume. So you know, for us, it's game on. I expect the margin to continue to improve on that core business.

[Jim Kras, CEO at Edible Garden]

I expect the, you know, the herbs to continue to grow, not only for cut, but also living and everything around the displays for the holidays. You know, we've got meetings coming up with major retailers, you know, in the next couple of weeks to talk even more about incremental opportunities during the holidays. And, you know, like I said, we've got some of these other products, the vitamin supplement business. You know, we're just starting to really put the effort towards that now that we've got the core business in a place that we can really start to drive it, and now we can really focus on innovation and scale the vitamin supplement business. I mean, that's, you know, that Q4 load-in for us-...

[Jim Kras, CEO at Edible Garden]

For a New Year's resolution sales season in January is always big, and this year we're gonna be pushing that as well, and we'll have some new lines. I don't know how much of the new lines we'll get in Q4, but we'll get some in. We've got some commitments. So, for us, once again, I think there's a huge opportunity here to continue to do better than the year before, as a function of not only opportunities because of our relationships, you know, and people wanting and trusting us to do more, but expanding the product, the product lines to pick up and more of that consumer that's in there, that's looking for either, you know, sustainable sauces that are organic, that are very unique and play in a white space in produce.

[Jim Kras, CEO at Edible Garden]

You know, that ride on our truck that's already going in there with the herbs, i.e., Pulp or some of these other new products that we'll be announcing shortly, you know, as it relates to other sort of quote-unquote sort of condiments. You know, that's something I didn't mention, which was our development of this fresh condiment category, which is our is incredibly unique for us as a company and unique for, you know, for the industry. I mean, for years, people have been kind of buying the same old tired, you know, condiments, ketchups and mustards and whatnot. And now, you know, being able to come out with a better product that's fresher, tastes better, better for you, doesn't have all the kind of negative preservatives, to us, is where we're pushing.

[Jim Kras, CEO at Edible Garden]

And, you know, and I think because of the relationship that we have, you're gonna see some pretty, some pretty great strides there. Pulp has been a bright spot all year long. The team's pushing to, you know, to continue to gain that. I mean, just look at the list from Target to Whole Foods to Meijer just in the last, you know, year.

[Jim Kras, CEO at Edible Garden]

And, you know, I think the industry's starting to look at us and say, "You know, not only do you have great distribution, but you've got great products, and you guys are more than just a company that grows, you know, leafy greens." And so for me, it's that, you know, being that next generation provider of better for you products that are, you know, rooted in, you know, excuse the pun, rooted in the fact that we actually grow a lot of these items or, you know, or they end up in the product, I think is gonna be, for us, a huge differentiator, and I'm pretty excited about it, frankly.

[Nick Pincus, Analyst at Forest Capital]

No, that's, that's awesome. We really appreciate, you know, your hard work and the entire team. It seems like we're making tremendous progress and very excited to get updates on in future quarters. Good luck.

[Jim Kras, CEO at Edible Garden]

Thank you, Nick.

[Operator]

Thank you very much. Well, we appear to have reached the end of our question and answer session. I will now hand it back over to the management team for closing remarks.

[Jim Kras, CEO at Edible Garden]

Thank you for joining us today. Our impressive performance in the second quarter and the first half of 2024 is a testament to the dedication of, and years of effort from the entire Edible Garden team. We have consistently delivered high fill rates and built a strong reputation in the industry as a trusted, dependable supplier. Our results also highlight the significant benefits that vertical integration has added to our operations. We are optimistic about what lies ahead and believe the future is extremely promising. Thank you again, and thank you for being on the call.

[Operator]

Thank you very much. This does conclude today's conference call. You may disconnect your phone lines at this time and have a wonderful day. Thank you for your participation.

Participants

Executives

• Jim Kras, CEO
• Kostas Dafoulas, Interim CFO

Analysts

• Anthony Vendetti, Executive Managing Director at Maxim Group
• Nick Pincus, Analyst at Forest Capital
• Ted Ayvas, Head of Investor Relations at Crescendo Communications