Ben Klieve

Ben Klieve asked about the magnitude of the promotional increase planned for this year, specifically if it aligns with historical expectations, and whether the projected EBITDA margin compression is consistent with thoughts shared at the Investor Day a few months prior.

Answer

Russell Diez-Canseco, Executive Chairperson, President, and CEO, clarified that the promotional cadence is a return to a normal level, not deeper than originally projected, and is focused on driving trial rather than short-term volume. Thilo Wrede, CFO, added that unlike previous years where promotions were intermittent, the plan is to run promotions for the full year, which will impact gross and EBITDA margins as anticipated at the Investor Day.

Ben Klieve asked about the magnitude of Vital Farms' promotional increase this year, specifically if it aligns with historical expectations. He also inquired about the degree to which the EBITDA margin compression is consistent with the company's Investor Day projections.

Answer

Russell Diez-Canseco, Executive Chairperson, President, and CEO, clarified that the promotional cadence is a return to normal, not stronger or deeper than originally projected, focusing on trial and conversion rather than short-term volume. Thilo Wrede, CFO, added that unlike prior years with interruptions, promotions are planned for the full year, impacting gross and EBITDA margins as expected at Investor Day.

Ben Klieve asked if the company's recent success in expanding its family farm network alters the strategic need or philosophy behind the Accelerator Farms program.

Answer

CEO Russell Diez-Canseco clarified that the purpose of Accelerator Farms is not primarily for egg supply but to serve as a research and development hub. He explained that their goal is to test new technologies and techniques on the company's dime, which can then be leveraged to improve the performance, profitability, and animal welfare across the entire growing network of family farms, making the program even more important as the network scales.

Ben Klieve questioned the extent to which Branded Spirits rationalizations are built into 2026 guidance and their monetization potential. He also asked for quantification of the mechanical challenges and waste stream costs impacting Ingredient Solutions in 2025 and their expected persistence into 2026.

Answer

CEO Julie Francis confirmed that the initial 20% tail brand rationalization is accounted for in 2026 guidance with no expected impact, and some divestitures are planned to recover packaging and inventory costs. She and CFO Brandon Gall explained that in Q4 2025, mechanical outages accounted for over half of the $5.7 million gross profit decline in Ingredient Solutions, with waste stream disposal being the other half. They expect waste stream costs to persist into 2026, with sequential improvement in gross margins.

Ben Klieve inquired about the degree to which Branded Spirits rationalizations are built into 2026 guidance and whether they will be monetizable. He also asked for a quantification of the impact of mechanical challenges and elevated waste stream costs on Ingredient Solutions' 2025 profitability and their expected persistence into 2026.

Answer

CEO Julie Francis confirmed that the 20% tail brand rationalization is accounted for in 2026 guidance with no impact, focusing on non-high visibility brands. Future rationalization may involve divestment to recover costs or replacement with higher-velocity SKUs. For Ingredient Solutions, she highlighted strong commercial tailwinds and improved operational reliability since late November. She noted that the biofuel plant cannot digest all waste streams, requiring municipal disposal, which will persist into 2026 with expected sequential improvement. CFO Brandon Gall quantified Q4 gross profit headwind: over 50% from equipment outage and under 50% from effluent/disposal, with effluent disposal becoming a larger cost driver in Q1 2026 as throughput issues are resolved.

Ben Klieve from Lake Street Capital Markets requested an update on the export market challenges for the Ingredient Solutions segment, specifically for specialty proteins, and asked to isolate the contribution from new domestic customers.

Answer

CFO Brandon Gall and Corporate Controller Mark Davidson explained that the team successfully re-commercialized the Arise specialty protein line in North America after a key export partner in Japan slowed purchases. Davidson highlighted that specialty protein sales grew 13% year-over-year due to replacing lost export volume with new domestic customers, which was the primary driver of the segment's sequential and year-over-year growth.

Ben Klieve inquired about the strong performance of the legacy Skyland business in Q4 2025, asking if it met expectations and for its full-year EBITDA contribution. He also questioned the company's strategy for fertilizer application positioning ahead of the spring 2026 season, given market uncertainties.

Answer

President and CEO Bill Krueger stated that Skyland's Q4 performance was not surprising, attributing it to a larger-than-planned fall harvest in the Western U.S. Executive Vice President and CFO Brian Valentine added that Skyland's 2025 EBITDA contribution was just under $20 million, aligning with the lower end of their initial expectations. Regarding fertilizer, Bill Krueger noted substantial fall ammonia applications in the West, suggesting higher corn acres for 2026, and anticipated stronger-than-normal Q1/early Q2 applications in the Eastern Corn Belt despite some concern about soybean acres.

Ben Klieve asked about the company's strategy for the fertilizer business heading into the spring application season, considering the outlined variables and potential uncertainties.

Answer

President and CEO Bill Krueger explained that substantial fall ammonia applications in the Western U.S. suggest higher corn acres for 2026. For the Eastern Corn Belt, despite less favorable fall weather, the company anticipates stronger-than-normal Q1 and early Q2 applications, noting it's late for significant corn-to-bean acreage switches.

Ben Klieve of Lake Street Capital Markets asked about the timing of the ethanol plant acquisition in relation to regulatory tailwinds, the potential for unlocking additional capacity, the nature of recent non-strategic business exits in the Agribusiness segment, and the outlook for the mix between grain merchandising and storage.

Answer

President & CEO William Krueger stated the ethanol transaction had been in progress for months and was not directly driven by recent regulatory changes. He noted a pending Class 6 well permit could unlock future capacity. EVP & CFO Brian Valentine detailed the Agribusiness exits, which included minority investments, the sale of a facility, and the closure of some contract manufacturing. William Krueger added that the upcoming large corn harvest should improve opportunities for both storage and merchandising in the second half of the year.

Ben Klieve asked for a breakdown of factors contributing to the flat specialty egg volumes in Q2 2026, considering the recent small acquisition and the general upward trend in specialty sales.

Answer

President and CEO Sherman Miller characterized the flat specialty egg volumes as a significant achievement, given the challenging comparison to the prior year when high conventional egg prices boosted specialty demand. He highlighted double-digit growth in free-range and pasture-raised segments. VP and CFO Max Bowman reinforced that despite the difficult market comparison, the company maintains confidence in achieving double-digit specialty growth over time, emphasizing long-term customer relationships and supply reliability.

Ben Klieve asked about any operational surprises or challenges encountered with organic growth initiatives in key markets like Texas, Florida, and California, and how these investments have performed.

Answer

Chris Pappas, Founder, Chairman, and CEO, acknowledged that operational issues are a daily reality in a service company but expressed pride in the team's performance. He highlighted Texas as a significant 'first inning' growth opportunity, noted a great ROI from the Florida investment, and reported strong growth in LA with its new facility, as well as the Richmond protein facility.

Ben Klieve asked about the gross profit contribution from the Syngenta agreement in fiscal 2025, specifically differentiating it from the upfront payment recognized in the prior year. He also inquired about specific actions taken within the HB4 program over the past year that are gaining traction and provide a hopeful outlook for its future value.

Answer

Head of Investor Relations Paula Savanti clarified that the $16 million upfront payment from Syngenta was recognized in prior quarters, and fiscal 2025's gross profit from the agreement was approximately $18 million, derived from profit sharing. CEO Federico Trucco highlighted the significant agreement with GDM for soybeans in Latin America, repositioning HB4 for drought tolerance and weed control (branded Dualys), and the master agreement with Colorado Wheat Growers in the U.S. for wheat, as key achievements.

Ben Klieve inquired about the gross profit contribution from the Syngenta agreement in fiscal year 2025, distinguishing it from the upfront payment recognized in the prior year. He also asked for an update on the HB4 outlook, specifically what efforts over the past year have gained traction and provide a hopeful future for the product.

Answer

CEO Federico Trucco and Head of IR Paula Savanti clarified that the FY25 gross profit from Syngenta was approximately $18 million, derived from profit sharing, with no upfront payment this year. Trucco highlighted the significant agreement with GDM for exclusive HB4 soybean technology use in Latin America, repositioning it for drought tolerance and weed control (Dualys platform). For HB4 wheat, he mentioned opening the business to key customers in Argentina and structuring a master agreement in the U.S. with Colorado Wheat Growers and a herbicide partner, aiming for a royalty-based, capital-efficient model.

Ben Klieve asked about the gross profit contribution from the Syngenta agreement in fiscal year 2025, following the $16 million upfront payment recognition in the prior year. He also inquired about specific efforts and traction gained for the HB4 outlook over the past year, particularly in reigniting value from the technology.

Answer

Head of IR Paula Savanti clarified that the $16 million was an upfront payment from prior years. For fiscal year 2025, the gross profit from the Syngenta agreement was approximately $18 million, derived from profit sharing. CEO Federico Trucco added that the profit sharing is on a calendar basis and, while Syngenta sales have been slower, minimum payment requirements are being met. For HB4, Trucco highlighted the agreement with GDM for soybeans in Latin America, launching the Dualys platform focused on drought tolerance and weed control, expected to generate revenues in the upcoming fiscal year. In wheat, efforts include opening the business to key customers in Argentina and a master agreement in the U.S. with Colorado wheat growers and a herbicide partner to scale the opportunity, alongside Embrapa in Brazil. He emphasized a shift to a capital-efficient, royalty-based model.

Ben Klieve asked about the financial impact of tariffs on avocado and mango imports, specifically for the third quarter and first nine months of fiscal 2025. He also inquired if tariffs influenced trade patterns, leading to more product shipments to Europe and Asia or affecting international pricing. Additionally, Klieve sought clarity on Mission Produce's acreage expansion plans for blueberries, mangoes, and avocados for fiscal 2026 and beyond.

Answer

CFO Bryan Giles stated that Mission Produce incurred over $5 million in tariff-related expenses through the first nine months of fiscal 2025, including Mexico costs from Q2, expecting Q4 to be similar to Q3. President and COO John Pawlowski clarified that tariffs had not significantly altered trade patterns or product placement, with the company prioritizing demand. CEO Stephen Barnard detailed blueberry acreage targets, noting 42 hectares remaining on the original plan, with completion expected by year-end. Bryan Giles added that productive blueberry hectares increased from 500-550 last season to over 700 this year, with a target of 1,000 hectares layering in through fiscal 2026-2028. Stephen Barnard and John Pawlowski confirmed no significant new avocado or mango planting plans, focusing instead on leveraging existing farms and partnerships for mango growth.

Ben Klieve inquired about the specific financial impact of tariffs during the third quarter and the first nine months of the fiscal year, following the company's $10 million annualized estimate, and also asked about the tariff environment's effect on international trade patterns and pricing. Additionally, he sought clarity on Mission Produce's acreage expansion plans across blueberries, mangoes, and avocados for fiscal 2026 and beyond.

Answer

Bryan Giles, Chief Financial Officer, clarified that Mission Produce incurred over $5 million in tariff-related expenses through the first nine months, including Mexico costs from Q2, and anticipates Q4 impacts to be consistent with Q3. John Pawlowski, President and Chief Operating Officer, explained that despite initial concerns, the overall trade environment has stabilized, and Mission Produce has not made significant shifts in product placement due to tariffs, instead prioritizing demand fulfillment. Stephen Barnard, CEO, and Bryan Giles, CFO, detailed blueberry expansion, targeting nearly 1,000 hectares by fiscal 2027-2028, up from over 700 hectares currently. John Pawlowski, President and COO, added that no further avocado acreage expansion is planned, and mango growth will leverage partnerships rather than new capital investments in acreage.

Ben Klieve with Lake Street Capital Markets inquired about the financial impact of tariffs on Mission Produce's third quarter and year-to-date performance, as well as the anticipated impact for the fourth quarter. He also asked how the current tariff environment has influenced global trade patterns, specifically regarding product allocation to Europe and Asia and potential pricing adjustments in international markets. Furthermore, Klieve sought clarification on Mission Produce's acreage expansion plans for blueberries in 2026 and beyond, and broader harvest expansion strategies for mangoes and avocados over the next few years.

Answer

Bryan Giles, Chief Financial Officer, stated that Mission Produce incurred over $5 million in tariff-related expenses through the first nine months, including Mexico costs from Q2, and expects Q4 impacts to be similar to Q3. John Pawlowski, President and Chief Operating Officer, clarified that the tariff environment has not significantly altered global trade patterns or product placement, as the company prioritized meeting demand. Stephen Barnard, Chief Executive Officer, and John Pawlowski, President and Chief Operating Officer, detailed that blueberry acreage expansion is nearing its budgeted target of 1,000 hectares, with meaningful production ramps expected through fiscal 2027-2028. For avocados and mangoes, there are no significant plans for further acreage expansion, with the focus on optimizing existing farms and leveraging partnerships for mango growth.

Ben Klieve of Lake Street Capital Markets, LLC inquired about the second-half outlook for the International Farming segment, particularly Peruvian fruit quality and sizing. He also asked about the level of co-packer volume in Q2 amid Mexican supply challenges, the impact of tariff uncertainty on supply chain behavior, and the growth trajectory of the mango business, including market share and infrastructure capacity.

Answer

CEO Steve Barnard and President & COO John Pawlowski confirmed the Peruvian crop quality is excellent and production is exceeding expectations, with sizing well-managed through forecasting. Pawlowski explained that reliance on co-packers was normalized during the quarter by leveraging early Peruvian and Californian fruit, and future reliance will be mitigated by expanding their own packing capacity in Mexico. Regarding tariffs, Pawlowski noted some initial supplier hesitation but said the market quickly adapted to "business as usual." On the mango business, Barnard stated Mission is now the second-largest U.S. distributor, and Pawlowski added that market share has grown from under 5% to nearly 10% in the past year, with significant room for further growth supported by maturing farms and new grower relationships.

Ben Klieve of Lake Street Capital Markets, LLC inquired about the second-half outlook for Peruvian avocado quality and sizing, the level of co-packer volume in Q2, behavioral shifts due to tariff uncertainties, and the growth trajectory and market share of the mango business.

Answer

CEO Stephen Barnard and COO John Pawlowski confirmed that the Peruvian avocado crop for the second half is expected to have excellent quality and sizing, with production exceeding expectations. They noted that co-packer usage, which was elevated early in the quarter due to Mexican supply challenges, has returned to normal levels thanks to sourcing from California and early Peru. Pawlowski also described initial supplier uncertainty around tariffs which has since stabilized. Regarding mangoes, Barnard highlighted that Mission is now the second-largest U.S. distributor, with Pawlowski adding that market share has nearly doubled to almost 10% in the past year, with significant growth potential remaining within the current infrastructure.

Ben Klieve of Lake Street Capital Markets, LLC inquired about the second-half outlook for Peruvian avocado quality and sizing, the use of co-packers in Q2, the impact of tariff uncertainty on supply chain behavior, and the growth trajectory and market share of the mango business.

Answer

CEO Stephen Barnard and President & COO John Pawlowski confirmed a positive outlook for the Peruvian crop, noting excellent quality, manageable sizing, and production exceeding expectations. Pawlowski and CFO Bryan Giles explained that while co-packer use was elevated early in Q2 due to Mexican supply issues, it normalized as other sources like California came online, improving margins through the quarter. Pawlowski also described early-quarter supply chain skittishness due to tariff talk, which has since stabilized. Regarding mangoes, Barnard and Pawlowski highlighted the segment's rapid growth, with market share doubling to nearly 10% in the U.S., and noted significant runway for further expansion using existing infrastructure and maturing farms.

Ben Klieve of Lake Street Capital Markets, LLC asked about the second-half outlook for the International Farming segment, focusing on Peruvian fruit quality and sizing. He also inquired about the level of co-packer volume in Q2, the market's reaction to tariff uncertainty, and the growth trajectory and market share of the mango business.

Answer

Founder and CEO Steve Barnard and President and COO John Pawlowski confirmed a positive outlook for the Peruvian crop, expecting excellent quality and a 150% increase in production. Pawlowski and CFO Bryan Giles explained that co-packer usage normalized during Q2 as fruit from California and early Peru became available, improving margins. Pawlowski noted that while tariff uncertainty caused initial market skittishness, it stabilized by April. Regarding mangoes, Barnard highlighted Mission is now the #2 US distributor, and Pawlowski added that market share has grown from under 5% to nearly 10% in the past year.

Ben Klieve of Lake Street Capital Markets, LLC asked about the second-half outlook for Peruvian avocado quality and sizing, the level of co-packer volume in Q2 due to Mexican supply challenges, behavioral changes from tariff uncertainty, and the growth trajectory and market share of the mango business.

Answer

Founder, CEO & Director, Stephen Barnard, and President & COO, John Pawlowski, confirmed a positive outlook for Peruvian fruit quality and sizing, noting improved forecasting capabilities. Pawlowski and CFO, Bryan Giles, explained that co-packer usage normalized during Q2 as supply from California and early Peru became available, which improved margins through the quarter. Pawlowski also described early-quarter supply chain jitters from tariff talks that have since stabilized into 'business as usual'. Regarding mangoes, Barnard highlighted its complementary fit, while Pawlowski quantified market share growth from under 5% to nearly 10% in the past year, citing significant room for further expansion.

Ben Klieve of Lake Street Capital Markets asked about the specific conditions required for Titan Machinery's domestic agriculture equipment margins to recover to the historical 8% to 12% range from their current sub-4% levels.

Answer

CFO Bo Larsen outlined several key building blocks for margin recovery, including optimizing the inventory mix by completing the $100 million reduction, restoring pricing discipline as industry inventory normalizes, achieving stability in used equipment values, and enhancing geographic inventory optimization. President and CEO Bryan Knutson added that the most significant driver remains net farm income, which is a function of crop yields, commodity prices, and government support programs.

Ben Klieve from Lake Street Capital Markets sought clarification on the term 'full harvestable capacity' for the Texas facility and asked for the basis of management's confidence in retailer timelines, given that the positive EBITDA target was pushed out due to retailer schedules.

Answer

President, CEO & CFO Kathleen Valiasek clarified that 'full harvestable capacity' means the entire six-acre Texas facility is now generating revenue, effectively doubling its previous output. Regarding retailer timelines, she expressed high confidence, stating the EBITDA target shift was a one-quarter adjustment due to specific reset timings. Valiasek noted that the Texas and Washington facilities are expected to be fully sold out within 90 days, supported by the company's scale as the third-largest CEA producer by volume, which strengthens its position with retailers.

Ben Klieve from Lake Street Capital Markets questioned the outlook for the APU pipeline on 777 and A320 airframes, management's comfort with M&A valuations, and expectations for the trading and leasing segment.

Answer

CEO & President Igal Zamir confirmed the 777 APU is now in the backlog but work on A320s remains on a one-off basis. On M&A, he stressed a disciplined approach, only pursuing acquisitions with reasonable valuations that add shareholder value. For trading and leasing, Zamir explained that leasing is steady with all assets deployed, while trading is lumpier due to the difficulty of sourcing assets and the need to balance operational capacity with core MRO customer demand.

Ben Klieve of Lake Street Capital Markets questioned if the divestiture process was a broad search or specifically focused on Joby Aviation, and asked for details on the $7 million in corporate cost efficiencies expected from the sale.

Answer

CEO Rob Wiesenthal confirmed the company ran a "sweeping process" involving various potential buyers, including OEMs, luxury goods companies, and private equity, but concluded Joby was the best strategic fit for both the passenger business and as an eVTOL partner for the medical division. VP of Investor Relations Matt Schneider clarified that the $7 million in efficiencies represents costs previously in unallocated expenses that were directly associated with the passenger business, such as specific staff, IT, and lease costs.

Ben Klieve of Lake Street Capital Markets inquired about the timing for extending the company's credit facility, the drivers behind the successful procurement strategy, how the company's manufacturing footprint is handling more urgent, smaller orders, and the potential opportunities from tariffs for its US manufacturing base.

Answer

CFO David Johnson stated that discussions with lenders about the credit facility are productive and on schedule. CEO Douglas Kaye explained that procurement improvements stem from both new leadership focusing on the SIOP process and new dedicated resources. He added that American Vanguard is well-suited to handle the current 'hand-to-mouth' order flow and is actively working to increase factory utilization through efficiency initiatives and exploring third-party manufacturing opportunities.

Ben Klieve of Lake Street Capital Markets inquired about the expected timing for the credit facility extension, the specific drivers of recent procurement successes, the nature of order flow amid industry destocking, and the potential opportunities for its US manufacturing footprint from tariffs.

Answer

CFO David Johnson indicated that discussions with lenders about the credit facility are productive and on schedule. CEO Douglas Kaye attributed procurement improvements to both new leadership and the implementation of a more robust SIOP process. Kaye also confirmed that the company is well-positioned to handle the current environment of smaller, more frequent orders and is actively working to increase factory utilization through strategic production alignment and exploring third-party manufacturing opportunities.

Ben Klieve of Lake Street Capital Markets, LLC asked about the year-to-date top-line performance cadence, the specific financial impact of the discontinued Dactol product, expected 2025 seasonality, the effect of corn acreage shifts, and projections for cash taxes.

Answer

CEO Douglas Kaye explained that top-line performance was primarily impacted by the Dactol discontinuation ($6M revenue, $3.5M gross margin), weakness in Mexico's agave market, and drought in Australia. He noted destocking continued through April but is now seeing positive trends, with the second half of the year expected to be strongest. CFO David Johnson added that cash taxes for the year are expected to be in the $4-5 million range.

The analyst asked for clarification on the financial and operational impacts of the new Sunkist partnership, including changes to revenue, per-box economics, and the balance sheet. He also inquired about the current avocado crop's quality and the future yield expectations from new plantings.

Answer

The company confirmed that brokered fruit revenue will cease, but third-party cartons will still be processed. The Sunkist deal will generate approximately $5 million in annual EBITDA improvement through cost savings on sales/marketing staff, elimination of an expensive facility lease, and a move to a fixed-fee model. The primary balance sheet impact will be the transfer of accounts receivable to Sunkist. Regarding avocados, management is optimistic about the current crop's size and quality due to favorable weather and expects new plantings to mature ahead of schedule, contributing to future growth.

Ben Klieve of Lake Street Capital Markets, LLC asked for details on the Sunkist partnership's financial structure, its balance sheet effects, the current avocado harvest outlook, and future avocado yields from new plantings.

Answer

President & CEO Harold Edwards and EVP & CFO Mark Palamountain explained the Sunkist deal will add approximately $5 million in annual EBITDA by shifting to a fixed-fee sales model and optimizing the supply chain. Palamountain noted the main balance sheet change is the transfer of accounts receivable. Regarding avocados, Edwards is confident that delaying the harvest will boost fruit size and pricing due to favorable weather. Palamountain added that new plantings are maturing ahead of schedule, reinforcing long-term EBITDA goals.

Ben Klieve of Lake Street Capital Markets inquired about the outlook for Evogene's subsidiary Casterra, specifically regarding the timing and volume of future seed orders for the remainder of 2025 and the key growth drivers for the business.

Answer

Ofer Haviv, an Evogene executive, explained that Casterra receives orders at least six months ahead of the two annual sowing seasons in Africa and Brazil. He confirmed they are awaiting additional orders for the second half of the year and have sufficient inventory to fulfill them. Haviv highlighted that the primary growth driver is the increasing demand for castor oil for biopolymers and biofuels, especially in Brazil. He noted the main bottleneck is educating farmers on cultivating Evogene's elite varieties and that Casterra is now conducting commercial-level field trials in Kenya and Brazil to demonstrate value and drive future sales growth, with results expected in Q3 2025.

Ben Klieve questioned the key drivers behind the significant Q1 reduction in operating expenses and asked whether the new, lower level of approximately $3.7 million per quarter is sustainable.

Answer

Executive James Dennedy attributed the OpEx decrease primarily to reduced stock-based compensation following the de-SPAC transaction, lower professional fees for legal and accounting services, and decreased general and administrative costs. He confirmed that management believes this is a sustainable run rate and represents the company's new operating model.

Inquired about the financial aspects of the Vision Bioenergy deal, specifically the timing of the $3 million payment and expectations for future royalty income. Also asked about the company's flexibility on partnership terms for omega-3s, particularly regarding the necessity of upfront payments.

Answer

The company confirmed that the majority of the $3 million payment from Vision has already been received, with the remainder tied to near-term milestones. Projecting future royalties is difficult as it depends on the establishment and scaling of Camelina acreage. For omega-3 partnerships, the company is open-minded about deal structures, stating that while non-dilutive funding is preferred, the strategic value a partner brings in terms of product validation is also a key consideration.

Ben Klieve from Lake Street Capital Markets asked if the avocado volume intentionally foregone during the year was permanently lost or could be regained. He also requested a breakdown of the planned $18 million in 2023 CapEx between growth and maintenance, and sought to confirm if the Old El Paso relationship was entirely new.

Answer

President and CEO Brian Kocher stated that the foregone volume was largely transactional and can be regained when market conditions are favorable, as it did not involve core strategic customers. CFO Shawn Munsell detailed the $18 million CapEx plan for 2023, allocating approximately $5 million to maintenance, with the majority of the remainder dedicated to incremental profit improvement and growth projects, primarily in the Prepared business. Kocher confirmed the Old El Paso partnership is an entirely new relationship that commenced during the fourth quarter.

Ben Klieve asked about the evolution of the sourcing strategy for the processed avocado business, its potential profitability in a normalized cost environment, and the sustainability of the significant sequential gross margin improvement in the legacy RFG business.

Answer

President and CEO Brian Kocher and CFO Shawn Munsell detailed the shift in processed avocado sourcing to a diversified model, including Jalisco and other regions, which has significantly lowered input costs. They expect margins to normalize as this lower-cost inventory flows through. Regarding the legacy RFG business, Munsell confirmed the 7.7% gross margin was not due to one-time items but rather steady, P&L-wide progress. Kocher emphasized that while seasonality exists, the improvements are structural and sustainable, with a target of 10-12% gross margin by the end of fiscal 2023.

Ben Klieve from Lake Street Capital Markets sought clarification on the RFG business's gross margin target, asking if the goal was a 10% run rate for fiscal '24. He also inquired about the potential ripple effects of recent C-suite turnover on the rest of the organization.

Answer

President and CEO Brian Kocher confirmed the goal is to achieve a 10% to 12% gross margin run rate for the RFG business by the end of 2023, heading into fiscal '24, while stressing that the company's culture of continuous improvement means they will aim higher. Regarding turnover, Kocher stated that the organization below the C-suite has been relatively stable and that the company has built infrastructure and talent to ensure operational sustainability, noting that no projects were slowed by the recent CFO departure.