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    Glenn West

    Research Analyst at William Blair & Company

    Glenn West is an Equity Research Analyst at William Blair & Company, specializing in consumer and healthcare sectors with active coverage of companies like Prestige Consumer Healthcare and Black Rifle Coffee Company. He regularly participates in earnings calls for these and related firms, providing in-depth analysis to institutional clients. Prior to joining William Blair, his experience included roles in financial analysis and asset management, although detailed previous firm names and dates are not publicly listed. Glenn West holds industry-standard professional credentials and is registered to provide investment research under relevant securities regulations.

    Glenn West's questions to Prestige Consumer Healthcare (PBH) leadership

    Glenn West's questions to Prestige Consumer Healthcare (PBH) leadership • Q1 2026

    Question

    Glenn West from William Blair asked for more detail on the cadence of the Clear Eyes supply recovery in the second half, specifically the timing between Q3 and Q4. He also questioned the company's capital allocation strategy moving forward, given the cash purchase of Pillar five and continued share repurchases.

    Answer

    CFO & COO Christine Sacco clarified that the step-up in Clear Eyes supply will be significant in both Q3 and Q4, not just back-half loaded into the fourth quarter. Chairman, President & CEO Ron Lombardi added that a full recovery will extend into fiscal 2027. VP of IR & Treasury Phil Terpolilli reiterated that the capital allocation waterfall remains unchanged, prioritizing M&A, share repurchases, and debt reduction, supported by strong expected free cash flow.

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    Glenn West's questions to Prestige Consumer Healthcare (PBH) leadership • Q4 2025

    Question

    Glenn West asked for more detail on the $15 million tariff headwind, including the specific cost-saving levers available to offset it and the strategy for using surgical pricing. He also inquired if e-commerce growth was still primarily concentrated in North America.

    Answer

    CFO & COO Christine Sacco confirmed the tariff estimate assumes the current environment holds and that mitigation levers include dual or alternative sourcing for products and APIs, with cost savings being the primary focus before considering surgical pricing. Chairman, President & CEO Ron Lombardi affirmed that e-commerce growth remains largely U.S.-centric, as adoption in other international markets like the U.K. and Australia has been slower.

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    Glenn West's questions to BRC (BRCC) leadership

    Glenn West's questions to BRC (BRCC) leadership • Q2 2025

    Question

    Glenn West from William Blair & Company, L.L.C., asked about the strategy to increase RTD coffee market share, which has remained steady despite rising ACV. He also questioned the plan to expand energy drink distribution in the convenience channel, where ACV is currently low.

    Answer

    CEO Chris Mondzelewski explained that ACV is a leading indicator and that share gains will follow as velocities build in newly acquired national accounts. He expressed confidence in the RTD business, citing its outperformance versus the category and upcoming innovation. For energy drinks, Mondzelewski clarified that the low national ACV in convenience stores is by design, resulting from a disciplined, limited-market launch strategy with partner KDP to perfect the model before a wider rollout.

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    Glenn West's questions to BRC (BRCC) leadership • Q1 2025

    Question

    Glenn West asked about the strategies being implemented to stabilize the Direct-to-Consumer (DTC) business, which saw an adjusted 5% decline, especially with investment being reallocated to other channels.

    Answer

    CEO Chris Mondzelewski explained the goal for DTC is stabilization, not aggressive growth, as consumers naturally shift to wholesale channels where the brand is expanding. He highlighted that despite lower ad spend, the company is operating more efficiently by focusing on mobile app conversion and has successfully stabilized its valuable subscription business. He expects this stabilization to continue.

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    Glenn West's questions to BRC (BRCC) leadership • Q4 2024

    Question

    Glenn West inquired about the year-end distribution target for Black Rifle's new energy drink, given its strong start and a resurgent category, and asked about the timing for the associated marketing spend ramp-up.

    Answer

    CEO Chris Mondzelewski confirmed the energy category is growing, particularly the no-sugar segment where Black Rifle competes. While not updating the official 20-30% ACV guidance for the year, he expressed confidence in the launch's rapid progress, which was already over 17% ACV by early March. Mondzelewski stated that marketing spend would be focused on 12 key markets and would ramp up significantly closer to the key summer months to maximize return on investment, in coordination with distribution partner Keurig Dr Pepper.

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    Glenn West's questions to Vita Coco Company (COCO) leadership

    Glenn West's questions to Vita Coco Company (COCO) leadership • Q2 2025

    Question

    Glenn West from William Blair, on for Jon Andersen, asked for clarification on the 2026 private label outlook, specifically if the new business win would fully offset recent losses. He also requested any early reads on the sales velocity of SKUs placed in Walmart's new juice aisle.

    Answer

    CEO Martin Roper stated it is too early to quantify the impact of the new private label business for 2026, as it's a new program with a wide range of potential outcomes, but noted that achieving flat year-over-year results for the segment would be a positive outcome. CFO Corey Baker reported that velocities for SKUs in Walmart's juice aisle are performing very well, with growth of over 50%, which they see as a positive indicator for future distribution expansion.

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