Central Garden & Pet NASDAQ: CENT executives said the company is entering a period of record profitability, expanding margins and increased acquisition activity as it simplifies its operating structure and pursues growth in pet and garden products.
Speaking at Canaccord’s 46th Annual Growth Conference, Chief Executive Officer Niko Lahanas said the company’s year-to-date results included record earnings, EBIT, EPS, cash flow and cash balances. He said the Garden segment posted a record quarter and that the company’s fiscal third-quarter EPS was its second-highest ever, despite what he described as a difficult comparison period.
Lahanas also pointed to Central Garden & Pet’s pending acquisition of an 80% interest in European pet-supplies company TRIXIE, which he said is expected to close in January or February of next year. The transaction represents a major international expansion for the company, bringing foreign-exchange exposure as well as a presence in Europe.
TRIXIE Deal Expands European Pet Presence
Lahanas described TRIXIE as Europe’s largest pet-supplies business and said combining it with Central’s operations would create what he called the largest global pet-supplies business. He said the transaction offers a platform for further European consolidation, citing a fragmented market and lower acquisition multiples than those seen in the U.S.
The CEO said TRIXIE also increases Central’s exposure to cat products, an area where the company’s existing presence is limited. About 20% to 25% of TRIXIE’s business is related to cats, according to Lahanas. He said Central sees continued opportunity in cat products, citing cats’ lower-maintenance nature for consumers.
Central ended its fiscal third quarter with nearly $1 billion in cash and has not tapped its asset-based lending facility, giving it nearly $2 billion of available capital, Lahanas said. He estimated the TRIXIE transaction could total more than $400 million, assuming earn-out payments are achieved.
“Deals beget deals,” Lahanas said, adding that Central has received more inbound acquisition interest following the TRIXIE announcement. He said the company has completed more than 60 acquisitions over its 40-year history and considers M&A a core part of its strategy, particularly in mature categories where acquisitions can alter competitive positioning more quickly than organic growth alone.
Simplification Efforts Support Margins
Management attributed improving profitability in part to cost reductions, logistics consolidation and portfolio optimization. Lahanas said the company has focused on exiting or restructuring businesses where it lacks a “right to win” or where channel dynamics have changed structurally.
Central recently announced the divestiture of its pet distribution business through a joint venture in which it will retain a 20% stake. Lahanas said the distribution operation had a large customer base, a SKU count approaching 40,000, fuel exposure, trucking costs and workers’ compensation costs, while generating relatively low margins.
The joint venture structure will preserve Central’s access to independent pet retailers and the product innovation taking place in that channel, while keeping the business out of its consolidated financial results, he said. Lahanas added that independent pet retailers face pressure from food, drug and mass retailers, e-commerce, convenience and subscription models.
He said Central has structurally improved its profitability, noting that the pet business has a gross margin “with a four in front of it” and EBITDA margins of approximately 19% on the pet side. The Garden business can generate similar margins during its season, he said.
Garden Portfolio Helps Offset Weather Volatility
Jason Barnes, executive vice president of Garden Consumer Products, said Central’s garden portfolio differs from competitors because of its breadth. In addition to categories shared with companies such as The Scotts Miracle-Gro Company and Spectrum Brands, Central operates in wild bird, live goods and packet seeds.
That diversification can help moderate weather-related volatility, Barnes said. Wild bird products, for example, can perform better in colder conditions than traditional spring garden categories.
Weather remained a major factor during the most recent garden season. Barnes said a strong March and early April gave way to a difficult May, as the market shifted from cold and wet weather to a heat dome without a typical spring period. He said the company’s ability to manage costs and its profit-and-loss structure helped it navigate the volatility and still deliver a record Garden quarter.
Executives also highlighted continued strength in wild bird products. Lahanas said the category gained younger consumers during the pandemic and has remained resilient. Central introduced its Feeding Frenzy product line at Walmart roughly a year ago, supported by new packaging and digital marketing.
E-Commerce, Data and Value Remain Priorities
E-commerce accounts for about 26% of Pet sales and about 10% of Garden sales, Lahanas said. Barnes said Central expects Garden e-commerce penetration to expand by another 200 basis points this year, supported by its direct-to-consumer pest-control capabilities and growth across both pure-play and omnichannel retail.
Beyond acquisitions and share repurchases, Central plans to invest in its data infrastructure, artificial intelligence capabilities, logistics network and robotics. Lahanas said the company’s acquisition history has left data insufficiently integrated, and management sees improved data organization as necessary to use AI tools effectively.
On consumer demand, Lahanas said shoppers remain focused on value, particularly at the lower end of the income spectrum. He cited the company’s Bully Hide pet product and The Rebels value-tier grass seed brand as examples of products designed to provide lower-priced options while maintaining quality.
About Central Garden & Pet (NASDAQ:CENT)
Central Garden & Pet NASDAQ: CENT is a leading North American specialty retailer, manufacturer and distributor serving the lawn and garden and pet supplies markets. The company operates through two primary segments: Pet and Garden. In the Pet segment, Central Garden & Pet offers a comprehensive range of products including pet food, treats, accessories, training products and habitat solutions for dogs, cats, birds, fish and small animals. The Garden segment encompasses a wide array of lawn, garden and outdoor living products, such as soils, fertilizers, planters, pest control solutions, landscape lighting and watering equipment.
Central Garden & Pet's product portfolio includes both proprietary and branded offerings.
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