FRPT Q1 Earnings Call: Freshpet Adjusts Growth Plan Amid Slower Pet Market

Pet food company Freshpet (NASDAQ: FRPT) announced better-than-expected revenue in Q1 CY2025, with sales up 17.6% year on year to $263.2 million. On the other hand, the company’s full-year revenue guidance of $1.14 billion at the midpoint came in 3.2% below analysts’ estimates. Its non-GAAP profit of $0.46 per share was significantly above analysts’ consensus estimates.

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StockStory’s Take

Freshpet’s first-quarter results were shaped by management’s response to a rapid slowdown in consumer demand, which the company attributed to heightened economic uncertainty. CEO Billy Cyr emphasized that the deceleration affected all income groups, explaining, “the slowdown in our sales growth came on very quickly as the macroeconomic climate changed a few months ago.” To maintain growth, Freshpet is increasing advertising investment and introducing new value-oriented products, such as an entry-price-point bag under the Complete Nutrition label, targeting consumers hesitating to purchase premium pet food.

Looking ahead, Freshpet lowered its full-year revenue and EBITDA guidance, citing persistently cautious consumer behavior and the expectation that current conditions will persist. Management is planning for elevated acquisition costs and a slower pace of new customer growth but remains focused on operational efficiency and strategic investments. CFO Todd Cunfer noted, “We are highly focused on continuing to drive top-line growth and profitability improvements despite the current economic uncertainty,” while also highlighting flexibility in capital expenditures and a continued commitment to being free cash flow positive in 2026.

Key Insights from Management’s Remarks

Freshpet’s leadership detailed the operational and strategic adjustments driving its Q1 performance, highlighting external consumer headwinds and internal responses. The company’s data-driven approach and focus on flexible go-to-market strategies were central themes of the discussion.

• Macroeconomic pressures: Freshpet attributed the recent growth slowdown to greater economic uncertainty, which made consumers more hesitant to adopt new pets or switch to higher-priced pet food. The company observed that even typically resilient consumer segments were affected.
• Shift toward affordability: In response, Freshpet is accelerating plans to offer more accessible products, including a new entry-level bag product under the Complete Nutrition label and increased multipack offerings to address consumer price sensitivity.
• Channel and retail expansion: Management reported early success with expansion into value-oriented retailers, such as launching in Sam’s Club, and highlighted ongoing efforts to broaden distribution, including more fridges and new store formats.
• Targeted marketing investment: The company is increasing advertising spend, particularly focused on digital and social channels aimed at higher-income and subscription-oriented consumers, while refining creative content to boost acquisition among core customer groups.
• Operational efficiency gains: Facility throughput and logistics costs improved, with management highlighting progress in operational execution at the Ennis plant and the flexibility to scale capacity investments based on demand trends.

Drivers of Future Performance

Management expects the balance of the year to be shaped by persistent consumer caution, with growth initiatives focused on targeted marketing, value-oriented products, and operational discipline.

• Consumer sentiment uncertainty: The company believes that slowdowns in pet adoptions and premium product trial will continue as long as economic uncertainty persists, impacting the rate of new household acquisitions.
• Expanded value product offerings: Freshpet is rolling out lower-priced options and multipacks, aiming to attract price-sensitive consumers and drive trial among hesitant buyers without resorting to broad discounting.
• Operational flexibility: Management is prepared to adjust capital expenditures and staffing levels if growth remains below historical rates, emphasizing the ability to protect margins and cash flow even in a lower-growth environment.

Top Analyst Questions

• Ken Goldman (JPMorgan): Asked if guidance assumes a worsening macro environment; CEO Billy Cyr clarified that projections assume current conditions persist, with flexibility to adjust if the economy changes.
• Peter Benedict (Baird): Inquired about the most impactful changes in product and channel strategy; management emphasized acceleration of affordability initiatives and more targeted marketing as the primary shifts.
• Bill Chappell (Truist Securities): Questioned the likelihood of Freshpet considering discounting; management reiterated its preference for targeted value SKUs and increased advertising, ruling out broad discounting or couponing.
• Rupesh Parikh (Oppenheimer & Co.): Sought clarity on inventory health and risk of destocking; management responded that inventories are balanced and close to consumption, minimizing destocking risk.
• Tom Palmer (Citigroup): Asked about margin targets if growth does not reaccelerate; CFO Todd Cunfer stated that margin improvements can be achieved via operational efficiency and cost controls, even at lower sales levels.

Catalysts in Upcoming Quarters

As we monitor Freshpet’s execution, our team will focus on (1) the effectiveness of new value-oriented product launches in driving incremental household penetration, (2) the impact of expanded advertising and channel strategies on acquisition costs and sales mix, and (3) operational milestones in capacity utilization and cost management. Progress on securing more value retail placements and maintaining gross margin expansion under current market dynamics will be additional areas to watch.

Freshpet currently trades at a forward P/E ratio of 64×. In the wake of earnings, is it a buy or sell? The answer lies in our free research report.

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