Greetings. Welcome to Celsius Holdings, Inc’s. Fourth Quarter and Full Year 2019 Earnings Call. At this time, all participants are in a listen-only mode. A question-and-answer session will follow the formal presentation. [Operator Instructions] Please note, this conference is being recorded. I will now turn the conference over to Cameron Donahue with Hayden IR. Thank you. You may begin.

Thank you, and good morning, everyone. We appreciate you joining us today for Celsius Holdings Fourth Quarter and Full Year 2019 Earnings Conference Call. Joining me on the call today are John Fieldly, President and Chief Executive Officer; and Edwin Negron, Chief Financial Officer. Following the prepared remarks, we‘ll open the call to your questions and instructions will be given at that time. The company filed its Form 10-K with the SEC and issued a press release today. All materials are available on the company’s website at celsiusholdingsinc.com under the Investor Relations section. As a reminder, before I turn the call over to John, the audio replay will be available later today. Please also be aware that this call may contain forward-looking statements, which are based on forecast, expectations and other information available to management as of today, March 12, 2020. These statements involve numerous risks and uncertainties, including many that are beyond the company’s control. Except to the extent as required by applicable law, Celsius Holdings undertakes no obligation and disclaims any duty to update any of these forward-looking statements. We encourage you to review in full our safe harbor disclosures contained in today’s press release and our filings with the SEC for additional information. With that, I’d like to turn the call over to President and Chief Executive Officer, John Fieldly, for his prepared comments. John?

Thank you, Cameron. Good morning, everyone, and thank you for joining us today. 2019 was another outstanding year for Celsius as we further expanded our distribution network, adding new relationships with channel partners and expanded its existing accounts, extended our portfolio of products through our commitment to innovation, gained greater brand recognition and visibility and restructured our business model in China. Each of these initiatives are in support of our relentless commitment to building a solid infrastructure that positions Celsius as a global beverage leader and supports long-term growth and increasing returns for our shareholders. The macro trends across the industry continue to accelerate as more consumers seek healthier alternatives, less sugar, functional beverages versus conventional beverages. In the energy drink category, one of the fastest-growing in the beverage category, it grew approximately 8% in North America through 2019, and is anticipated by Euromonitor to be an $85 billion category globally by 2025. In sync with each increasing demand, we are now reaching more consumers at more distribution ports than ever before. We set a new sales record in 2019, with over $75 million in revenue, an increase of 43% over last year, and our North America revenues grew 53% to approximately $60 million in revenue. This growth was driven by higher volumes and higher retail velocity rates across all channels of trade. Throughout 2019, we set new quarterly record in top line revenue and our financial performance and finished the year with four quarters of sequential quarter-over-quarter growth with the fourth quarter of 2019 topping $24 million in revenue. We are truly gaining considerable momentum. The energy drink market remains robust, and we are well positioned to continue to gain share. Back on September 27, 2019, beverage industry analyst, Bonnie Herzog, of Wells Fargo at that time, now at…

Thank you, John. For the 3 months ended December 31, 2019, revenue was a record high $24.1 million, an increase of $9.4 million or 64% compared to $14.7 million for the same period last year. The overall increase in revenues was basically due to increases in sales volumes as opposed to increases in product pricing. Breaking the 64% increase down by geography. In North America, continued strong growth drove an increase of $6.1 million to a record $17.1 million, mainly related to double-digit growth in both existing accounts and distribution expansion. The European markets also increased by $4.7 million compared to the fourth quarter of 2018. The Asian markets reflect the change in our China business model to a royalty and license fee arrangement, effective January 1, 2019. Asian revenue amounted to $212,000 compared to $1.6 million in the year ago period. However, in Asia, there was also a corresponding decrease in expenses, which significantly contributed to improving our profitability in the fourth quarter of 2019. Revenue from all other areas was $32,000. The total increase in revenues pertains to additional sales volume as opposed to increases in product pricing. Gross profit increased by $4.6 million or 85% to $10.1 million from $5.4 million for the same quarter in 2018. Gross profit margin for the 3 months ended December 31, 2019, was 41.9%, which compares favorably to 37.1% for the 2018 quarter. The increase in gross profit dollars is mainly related to increases in sales volume as opposed to increases in product pricing. Selling and marketing expenses for the 3 months ended December 31, 2019, were $7 million, an increase of $4.2 million or 152% from $2.8 million in the same quarter in 2018. The increase is mainly due to higher marketing investments of $1.6 million as the prior year…

Thank you. [Operator Instructions] Our first question is from Jeffrey Cohen with Ladenburg Thalmann. Please proceed.

Hi, John and Edwin. How are you?

Excellent. Good morning, Jeff.

Good morning. Thank you. So I’ll keep it just to a few questions. Talk about the DSDs a little bit and the velocities as a benefit? As far as going to DSD, you talked about 100 partners. What’s left? Do you feel like you’re 70% there, 80% there? What’s left as far as DSD and channels and getting more efficiency there?

Excellent. Thank you, Jeff. On the DSD front, direct store delivery, you’re correct, we are - as I stated, we’re at 100, strong at the moment. As we’re reporting, we do have a variety of additional - a few dozen additional distributors coming on board, and we’re in discussions right now with many. Right now at 100, we’re probably right around 35% over key markets covered in North America. We do feel we’ll have most of the markets covered by summer key markets, where we will be able to start really flipping key accounts over to this preferred method. We started to do it, as I mentioned, in New York City with Big Geyser. 7-Eleven is now serviced by Big Geyser. Target is serviced by Big Geyser. And CVS will be switched over momentarily. So also, we’re in talks with Rite Aid to flip them over as well. So this is going to continue to happen as we get these key DMAs covered. And we already have three key markets covered, where we’re working with the key accounts right now to flip those over by summer. So the velocity rates we’re seeing when we flip to DSD model just is a great -- just is a better in-store execution, signage, making sure we’re in stock. We’re seeing velocity rates increase from our current existing rate that we’re seeing in existing accounts, which the growth has been roughly around 30% to 35% in existing accounts, we’re actually seeing a 40% lift in that as well. So definitely the velocity rates will continue to increase as we move towards more direct store delivery, key accounts going over to this model.

Okay, got it. Perfect. And then second question, you talked a little bit about Func Foods and, in particular, the FAST line out of Helsinki, Finland as far as the protein bars and some of the other products coming to North America, do you still expect that in 2020? And when will we see some placements?

Yeah. The FAST portfolio, which we acquired through the acquisition, we - it’s a great tasting, innovative protein snack portfolio, which is highly complementary to our current Celsius portfolio. We do see opportunities, not only further expanding within Sweden and Norway, where we already have existing distribution with Celsius, but other markets as well throughout Europe. We are looking to start a very methodical launch of the FAST portfolio in 2020 with initially rolling out with online and starting to see it in a few retail partners. Once again, we’re very focused on the Celsius portfolio with a massive momentum we have, but we do see the FAST portfolio as a complementary offering. We are going to be very methodical on that. We’re very cognizant of resources, limited resources as well, as well as the investments required when launching new brands within retail. So we’re very methodical on approach. We will start to test it in 2020 as a complementary offering, which has a lot of synergistic benefits.

Got it. And then lastly for me, and I guess, for Edwin. You did call out some of the one-timers as far as the G&A line and the S&M line. So could you give us a little more flavor as far as normalization as far as what we see? I know that we had the European business integration. But I’m just trying to get a sense of the sales and marketing, you talked about the $21.2 million to $21.1 million on an annual change. So it’s something we should think about increasing toward the 20% range? Or is that more like the 40% range for the upcoming year and the same for G&A? Thanks.

Sure. Yes, very good question. Absolutely. We’re still kind of evaluating, bettering our arms around the European business. But to answer your question, yes, we’re seeing or we’re estimating around an increase of 20% in the OpEx lines, and obviously, it’s going to depend as well as it relates to the marketing investment that we also have on the European business side. But yes, I would think 20% to 25% would be something reasonable.

Perfect. Okay. That’s it from me. Thanks for taking the questions.

Thank you.

Our next question is from Jeff Van Sinderen with B. Riley FBR. Please proceed.

Good morning, everyone. Can you speak more about what drove the addition of Walmart? How the initial rollout will go? And what could the revenue potential be with Walmart? I know it’s early, but even if just order of magnitude, your thinking around that?

Yeah. Thank you, Jeff. Great question. I mean, just as an example, I just want to -- just - I think it’s easy - I think it’s also good to talk about the mass channel MULO data as well, and we kind of did mention that we’re seeing over 100% growth in the MULO channel. And also - I think it’s important to also point about what happened and transpired at Target, where we initially launched in Target in late 2018 with 2 flavors and a limited number of stores and continue that evolution for further expansion. Through every reset, we were able to add additional stores as well as additional flavors to now we’re chain-wide with 5 flavors. So I think you’re going to see that same momentum in Walmart. The Walmart, those 1,500 stores, half of those stores are currently serviced by key DSD partners in given markets, the other half is going direct through the warehouse until we build out the DMAs, we’ll be flipping those over to DSD. Where the DSD partners really serviced Walmart first before the warehouse clubs, we’re able to get that through their supply chain going direct to Walmart, but the initial feedback has been extremely positive, where we have landed within Walmart. And there’s already talks about adding additional flavors at the next reset. So we think Walmart is going to be a massive opportunity. Right now just like in Target, we’re starting off on the dry shelf in the energy set, but there is so much more additional opportunities to further expand and also leverage some of their federal, state locations as well through Murphy’s Oil and so forth. So we see this as a massive opportunity. It’s growing with the account, it’s managing your key accounts and leveraging the Celsius portfolio within those with multiple points of disruption and educating consumers over there as well. So I have always talked about all creatures of habit and it takes time to activate these key accounts. We’re in the process of doing it. And on walmart.com, we’ve been doing extremely well as well. We’ve been targeting and leveraging a lot of the Walmart pickups, their at-home deliveries and really integrating into the account as we do with all of our key accounts. So we see massive opportunity. To provide you a specific number, not in a position to do that today. But I will say the opportunity is extremely promising, and the initial momentum has been overwhelmingly positive.

Okay. Great to hear. And then could you speak more about the drivers of your strong international growth and give us a little more color on how the Func integration is going? And any synergies you’re seeing there?

Yes, the international growth has really been driving this year, really driving from that Nordic revenue with our now acquired Func Food Group partner, and they actually are on track to exceed a 10% market share in Sweden within the energy category. They’re building considerable momentum with some of their new innovative flavors, that they have had excellent in-store execution and really leveraging our model that we’ve talked about over the years, it’s activating consumers online through - and also leveraging them offline through an experiential marketing activity. That has been very successful on the ground and integrating everything into a 360 approach driving back to retail. So that’s been extremely successful. In Finland, they further expanded in SOK and also the other key retailers there. We saw further expansion in 2019 in Norway through 7-Eleven. The test was very successful. They rolled this out to all the 7-Elevens within the country. And we’re also in the number two - gaining authorization right now in the number two petrol retailer in country. So things are going very well, very well much embedded in health and wellness in gyms and health clubs and making further expansion into mainstream retail. Some of the synergies we already have implemented is cross - really cross-functional teams, leveraging key insights and leveraging best practices through our cross-functional teams on sales and marketing initiatives to really leverage that. And there has been some synergies. Also, we’ve seen some synergies within the G&A side. We’ve already started to implement cost-saving initiatives as well through improving logistics, also cost of goods. We saw savings in insurance and audit cost and IT. So we’re really looking at all aspects of this as we continue to go through to really drive the best ROI and the best benefit from this acquisition. In addition, you’re also seeing just much opportunity for us for that platform for European growth, but we’re already talking to some new market partners and new distributors in given market where we’ll be able to leverage throughout 2020 and beyond.

Okay, great. And then if I could just squeeze 1 more in. Any new planned key marketing initiatives you can touch on for 2020?

We have a variety of key marketing initiatives planned. We just re-launched, really bringing back and continuation of the Live Fit Tour we launched in 2019 with great success, we’re going to continue that journey with the Live Fit Tour, bringing that to key markets around the country and leveraging that online, offline experience in motion and connecting with consumers on an emotional level. Also some key initiatives has been with our tropical flamingo flavor launch in the Nordics, that was a great success as well. And you’re also going to continue to see a lot of social digital activation, influencer marketing, really driving our community and further broadening our reach.

Thanks and best of luck for 2020.

Excellent. Thank you, Jeff.

Thank you.

[Operator Instructions] Our next question is from Anthony Vendetti with Maxim Group. Please proceed.

Thanks. Good morning, guys.

Good morning, Anthony.

Good morning.

So just - I hate to ask this question, but I guess, it’s sort of on the top of mind of everyone. So COVID-19, in terms of your production, is there any concern about that going forward? And then in terms of sales, what’s the best way you can categorize as we speak now anyway, what you see as the potential impact, if any, right now?

Yes. Excellent. Anthony, we’ve been watching coronavirus for - since December when it first was initially spotted in Wuhan, due to our team on the ground that’s based out at Hong Kong, our partner, Qifeng with employees all through Mainland China. We’ve been keeping a close eye on it going back to December, and pre really the Chinese New Year. And it’s something that, internally, we have been really planning for working closely with our suppliers all around the world. And we had increased inventories, increased raw materials. We looked at we - what we do very frequently is really analyze our supply chain, making sure we’re driving efficiencies, number one, but also making sure we have backup suppliers. So we feel very confident in the position where we currently are. All our suppliers have indicated there will not be any supply disruptions momentarily as the current position is. Obviously, things are changing rapidly. So we’re keeping an eye on it. But we - at this point, we do not have any concerns. We are keeping inventories up and our raw materials up and feel we’re in a good position to weather a storm over the next several months, if needed, and working closely with all suppliers. In regards to the sales impact, that’s a little bit unknown at this point in our - as we sit here and look ahead. Because the momentum we have experienced in Q1, we have not seen any slowdown and momentum has continued in a very solid fashion as we entered 2020. So we’re still seeing same-store sales increase. We’re seeing distribution expand and we’re set to have another record quarter for the company in Q1 2020. So we feel we’re well positioned. How that transpires into Q2 and beyond is unknown. We have had a lot of our conferences. And a lot of our marketing initiatives, where we market at trade conferences, as we all know, have been canceled, which has the potential to have ramifications. But at this point, we have not seen any impact in our business, but that’s not to say there will be an impact in the second quarter potentially.

Okay. Now, that’s helpful, John. And then obviously, PepsiCo purchased Rockstar Energy for about $3.9 billion. How do you think that changes the competitive landscape for Celsius?

Yes, it’s quite interesting. That’s been a rumor for some time now, as well as the rumor is that maybe Bang moves to the distribution network as a distribution partner. You’re hearing that in some of the trade magazines within the industry. Quite frankly, it’s - we see it as a great opportunity. And we see it as a great opportunity for a number of reasons. On prior calls, I’ve talked about the partnership within a 24-Hour Fitness, where we actually have been authorized in the Pepsi coolers through that chain. Also, we see a lot of synergies and benefits, working with their independent Pepsi distributors who are in several. They are very interested in carrying Celsius. So now that Pepsi has acquired Rockstar, this really allows us further opportunity for new distributors within the Pepsi system because Rockstar had an exclusive agreement that they could be the only energy drink. So we feel this is an opportunity. It’s going to open up more doors for us. Also, in the event Bang does move over to the Pepsi bottlers or distribution system, that’s going to open up further distributors for us and opportunities through additional Anheuser-Busch distributors and many others. So we actually see this as a great benefit that we’re going to leverage over the next several months, and it’s a great opportunity for us.

And then lastly, John, just on pricing, it seems that this category is able to continue to be able to garner premium pricing. Has that changed at all? Or is that still the case as you come out with new brand - new flavors, new versions of your product? And then sort of talk about the plan going forward in terms of brand extensions?

Okay, excellent. In regards to pricing architecture, you’re absolutely right. There’s a great opportunity in the new age performance energy category for premiumization to develop. Celsius is that premium offering. When Bang and REIGN were initially locked back in August when Bang - when REIGN launched, they were doing significant buy 1 get 1 free, if you recall, with steep discounts. Celsius maintained a - really a premium pricing. We did not discount at that same level and we saw existing stores - sales continue to grow. So that really shows you the price elasticity on the Celsius portfolio, really being able to build a premium position in the category. So we are very excited about that being a premium player in the category. We think that - we feel that’s going to continue to grow. You are going to see value brands come into the category, mid-tier price brands, and you’re going to have premium players within the category that are driving the overall category growth. So we feel pricing remains strong, and there is additional opportunities to take pricing up in the future as well. As for our plans on innovative flavors and really line expenses into adjacent categories, we have a cross-functional innovation team on a global platform. You will see additional really line extensions from us. We’re going to continue to leverage our BCAA Recovery offering. You’re also going to see a lot of innovative flavors coming from Celsius. We are on the forefront of connecting with consumers. Our last several flavor launches has been spot on to exactly what the consumer wants and demands, and we have a variety of innovative flavors coming to market in 2020 and beyond, that will continue to drive that momentum into the category. And we’re very excited where we stand and the position.

Thanks, John. Appreciate it.

Excellent. Thank you, Anthony.

Thank you.

We now have a follow-up question from Jeffrey Cohen with Ladenburg Thalmann. Please proceed.

Well, I’ve just a couple more I want to circle around with. Any commentary as far as placement growths and overall growth for the BCAA line out there?

Thank you, Jeff. In relation to the Celsius branch-chained amino acid recovery line, it launched in the late really September 2019. We’re keeping it at this point in vitamin specialty. We’re keeping vitamin specialty special with this line. We’re building more brand awareness around the line before we bring it to mass retail. We see massive opportunities right now with our core line as we continue to grow and scale with that. We will bring our lines to mainstream and to mass, but at the right time. As you all know, this space is very competitive, especially in the energy category, and we want to make sure when we’re moving our products out, it has the right velocity and right brand awareness to be successful, making sure we already had generated trial and have brand awareness to truly leverage the power of retail.

Got it. And then for the fourth quarter, the top line was very much higher than what we had, extremely strong. Is demand outstripping the seasonality or at least did it in the fourth quarter? Because it seems like historically, you’ve had more of a seasonality through Q3 and then probably secondary Q2?

Yeah, it does seem, when you look at our sales 4 quarters, our quarter-over-quarter growth, we are building momentum. And historically the business is very seasonal. I think you - as we continue to grow, we will see that, but the brand is really gaining momentum. We’re seeing velocities continue to increase and new distribution coming on board. And then also, you also have the European consolidated revenue impact as well. We had November and December, a fully consolidated revenue. If you just look at North America, we did have quarter-over-quarter growth, four consecutive quarters in North America. But it’s - and I think that’s going to continue as we move into 2020. We’re just seeing really solid momentum. But the underlying business, it just does have the opportunity to be seasonal, although we’re currently not seeing that due to the growth of the brand and the brand momentum.

Okay. And when you talk about the momentum, and previously mentioned that you’re set for a record Q1, you’re referring to Q1 year-over-year over Q1 2019 or related to Q4 of 2019 into Q1 of 2020?

Yes, Q4 was the biggest - Q4 2019 was the largest quarter in company history, and we anticipate to have another largest quarter in company history in Q1 2020.

I got it. That’s tremendous. Okay. Thanks for taking the follow up.

You got it. Thank you.

Thank you.

Thank you. I would now like to turn the conference back over to management for closing remarks.

Thank you, Sherry. Thank you, everyone. On behalf of the company, I’d like to thank everyone for their interest today. Our 2019 results demonstrates our products are gaining considerable momentum. We are capitalizing on today’s global health and wellness trends and the changes taking place in today’s energy drink category. Our active healthy lifestyle position is a global position with mass appeal. We’re building upon our core and leveraging opportunities and deploying best practices. We have a winning portfolio and strategy in a rapidly growing market that consumers want. Our mission at Celsius is to continue to grow Celsius and bring it to new customers profitably. I’m proud to our dedicated team, as without them, our tremendous achievements and significant opportunities we see ahead would not be possible. In addition, I thank our investors for their continued support and confidence in our team. Thank you, everyone, for your interest in Celsius, and have a great day.

Thank you. This does conclude today’s conference. You may disconnect your lines at this time, and thank you for your participation.