• Revenue: $90 million, up 6% from the first quarter and relatively flat year-over-year.
• Gross Margin: 43.1%, a year-over-year increase of 270 basis points.
• Adjusted EBITDA: $5.9 million, a year-over-year increase of $3.6 million.
• Net Income: $0.2 million, compared to $2.7 million in the previous year.
• Operating Expenses: $37.8 million, 42% of net sales.
• Free Cash Flow: $0.5 million, an improvement of $7.6 million year-over-year.
• Cash Flow from Operating Activities: $2.6 million, an increase of $6.3 million year-over-year.
• Customer Volume: Coffee volumes down 8% year-over-year.

• Warning! GuruFocus has detected 3 Warning Signs with FARM.

Release Date: February 06, 2025

For the complete transcript of the earnings call, please refer to the full earnings call transcript.

Positive Points

• Farmer Bros Co (NASDAQ:FARM) reported a 6% increase in sales compared to the first quarter, reaching $90 million.
• The company maintained gross margins above 43% for the second consecutive quarter.
• Farmer Bros Co (NASDAQ:FARM) achieved positive adjusted EBITDA of $5.9 million and generated positive free cash flow for the first time in many years.
• The company announced a new partnership to develop a premium coffee program featuring ethically sourced eco-friendly blends.
• Leadership enhancements, including the addition of Brian Miller as Vice President of Sales, are expected to drive business development and operational efficiency.

Negative Points

• Farmer Bros Co (NASDAQ:FARM) experienced an 8% decline in overall coffee volumes year-over-year due to customer attrition and lower consumer spending.
• The company continues to face pressure from high prices and volatility in the commodity markets.
• Operating expenses increased to $37.8 million, or 42% of net sales, compared to $31.7 million, or 35.4% of net sales, in the same quarter last year.
• Net income for the quarter was $0.2 million, down from $2.7 million in the second quarter of fiscal '24.
• The company is facing challenges related to customer counts and overall coffee volumes, which remain a key area of focus.

Q & A Highlights

Q: Can you shed light on the strategic focus for top-line growth and the role of the new VP of Sales, Brian Miller? A: John Moore, President and CEO, explained that Brian Miller brings extensive experience in DSD and the coffee sector. His role is to invigorate business development efforts. The company aims to leverage his expertise to enhance sales processes and capitalize on growth opportunities, particularly by focusing on both new business development and optimizing existing operations.

Q: What stage is Farmer Brothers in regarding operational optimization, and are there significant opportunities remaining? A: John Moore stated that the company is in the early to mid-stages of optimizing operations. There is significant untapped potential within the existing customer base. The focus is on increasing product penetration and strengthening customer relationships to drive return on investment and top-line growth.

Q: How does the rollout of the specialty tier brand impact Farmer Brothers' strategy? A: John Moore noted that the specialty tier brand aligns with consumer trends towards exotic and specialty beverages. Initially, it will optimize operations through SKU consolidation, but it is expected to become a top-line driver as it gains traction with consumers seeking sustainable and high-quality products.

Q: Can you elaborate on the partnership with "us" and its potential impact? A: John Moore clarified that the partnership involves creating specific brands for "us," highlighting Farmer Brothers' capabilities in quality roasting and sourcing. While not the core focus, such partnerships offer meaningful opportunities and demonstrate the company's ability to cater to specific customer needs.

Q: What are the plans for the direct-to-consumer e-commerce platform? A: John Moore mentioned that the e-commerce platform aligns with the brand pyramid strategy and corporate branding refresh. The upcoming B2B web-based ordering platform will allow customers to place orders conveniently, enhancing product penetration and enabling loyalty and promotional programs.

For the complete transcript of the earnings call, please refer to the full earnings call transcript.