Good afternoon, ladies and gentlemen and welcome to Farmer Brothers First Quarter Fiscal 2017 Earnings Conference Call. At this time, all participants are in a listen-only mode. Later, we will conduct a brief question-and-answer session and instructions will follow at that time. [Operator Instructions] As a reminder, this conference call is being recorded. I would now like to turn the call over to your host, Tom Mattei. Please go ahead sir.

Good afternoon, everyone. Thank you for joining Farmer Brothers' first quarter fiscal year 2017 earnings conference call. I'm the Company's General Counsel. With me today are Mike Keown, President and Chief Executive Officer; and Isaac Johnston, Treasurer and Chief Financial Officer. Earlier today we issued a press release which is available on the Investor Relations section of our website at www.farmerbros.com. The press release is also included as an exhibit to our Form 8-K available on our website and on the Securities and Exchange Commission's website at www.sec.gov. Please note that all of the financial information presented on this conference call today is unaudited. A replay of this audio-only webcast will be available approximately 24 hours after the conclusion of this call. The link to the audio replay will also be available on our website. Before we begin the call, please note that various remarks that we make during this call about our future expectations, plans and prospects may constitute forward-looking statements for purposes of the Safe Harbor provisions under the Federal Securities Laws and Regulations. These forward-looking statements represent our views only as of today and should not be relied upon as representing our views as of any subsequent date. Results could differ materially from those forward-looking statements. Additional information on factors that could cause actual results and other events to differ materially from those forward-looking statements is available in the company's press release and in our public filings, which are available on the Investor Relations section of our website. On today's call, we use certain non-GAAP financial measures including non-GAAP net income, non-GAAP net income per common share diluted, adjusted EBITDA and adjusted EBITDA margin in assessing our operating performance. Reconciliation of these non-GAAP financial measures to their most directly comparable GAAP measures is included in our earnings press release, which is available on the Investor Relations section of our website. I will now turn the call over to Mike Keown, our President and Chief Executive Officer. Mike?

Thank you, Tom. Hello everyone, and thank you for joining us this afternoon. Here’s our plan for the call today. I will start by highlighting our financial results for the quarter, then I’ll provide an update on our key initiatives before turning the call over to Isaac who will discuss our financial results in greater detail. Overall having ended fiscal 2016 on a strong note, we carried over that momentum as we entered the new fiscal year across many areas of the business. The ongoing successful execution of our turnaround strategy is continuing to show up at our financial results. And our balance sheet remains strong providing us with the financial flexibility to continue to grow our business. We remain confident that we are well-positioned to continue creating value for all of our stockholders. Turning to a few of our highlights from the quarter, coffee pound volume was again strong, gross margin improved and net income increased on a GAAP basis, as well as on a non-GAAP basis when taking into consideration a few factors which Isaac and I will both discuss. More specifically, coffee volume was up 8.1% driven by improvements in our direct ship channel. As you know, we saw volume trends start to pick up in the second quarter of fiscal 2016 and this is the third consecutive quarter that we've achieved volume growth in the high single or low double-digits. For the quarter we processed and sold around £23.3 million of green coffee compared to £21.6 million during the prior year. We are pleased to see our volume growth being driven by both existing and new customers. Next on the gross margin, where we again saw year-over-year improvement. Gross profit for the quarter increased 1.2% to $51.2 million from $50.6 million in the prior year period…

Thanks Mike and hello. I’ll spend the first few minutes discussing our financial performance for the first quarter of fiscal 2017. We are pleased with our strong start to the fiscal year. We continue to successfully execute against our objectives of driving improved volume growth and creating efficiencies in supply chain management. Now let me go to some of the details of our results. On the income statement, net sales in the first quarter of fiscal 2017 were $130.5 million representing a 2.2% decrease compared to net sales in the first quarter of fiscal 2016 driven by a decrease in net sales of spice products and coffee sales dollars partially offset by an increase in net sales of tea culinary and other beverages. Spice sales in particular were down $2.3 million or 2% of sales from the sale of our institutional spice business to Harris that occurred at the late part of last year. As Mike mentioned we had an 8.1% increase in coffee pounds sold in the first quarter which was offset by $4.2 million in price decreases to customers utilizing commodity-based pricing arrangements. This compares to $1.3 million of price increases to customers utilizing such arrangements in the first quarter of fiscal 2016. Total unit sales increased 7.4% in the quarter as compared to fiscal 2016 but average unit price decreased by 8.9%. The increase in unit sales was partially due to the 8.1% increase in net sales of roast and ground coffee products which accounted for approximately 62% of our total net sales. The decrease in average unit price was primarily due to the lower average unit price of roast and ground coffee products mostly driven by the pass-through mechanisms of more green coffee commodity purchases, cost other than passed on to our customers. Gross margin for…

Thanks Isaac. As always, I would like to thank those on the call for your continued interest in Farmer Brothers. We are very excited about the continuing improvements in our operations and in our financial performance and we remain confident in our ability to continue creating value for our stockholders as we execute our turnaround strategy including our corporate relocation and sales initiatives. And with that, I would like to open the call up for a few questions. Operator?

Operator Instructions] And our first question comes from Tony Brenner with ROTH Capital Partners. Your line is now open.

Thank you. I'm sorry Isaac, could you go over that again?

Okay Tony, the whole thing or just portions of it?

I'm kidding. A couple of questions, green coffee prices are up about 40% since the beginning of the calendar year. At what point do you estimate your sales will reflect higher prices rather than lower prices?

Tony it's Mike. There is two parts to that answer. As you know, we have a number of customers that are on a cost plus basis and we also have some hedging arrangements with them as well.

When will we know, that's what I'm asking.

Those will tend to flow over some period of time in the relative mid-term I would say but I'm giving you a balance of what all of those look like. In our DSD business probably begin to see that happen again over what I'll call the mid-term being would be kind of the middle of the bell curve.

One of the things over the last kind of 12, 14 months we instituted a program where we can go farther out in hedging programs. So when the coffee prices are low then many of the customers and then also Farmer Brothers and you can see that on our purchase commitments went farther out. So when the prices were in the $1.30 range, we were going longer and we communicated on the call a couple of times. So you will see that translate, so you'll see a lag impact a little farther from us than you probably will see from some of the others as far as the impact on prices and also within some of our larger customers you’ll probably see something similar.

Okay. Gains on sale of assets of spice assets are in the line item they are net gains to. Does that mean net of tax, the net gains after the tax provision?

Those are shown as a gross number for both of those items and then the tax provision is shown as a separate line.

Okay.

And we've covered this on a couple of times when we reengineer the facilities and the infrastructure. If we're moving to other facilities, we attempt to qualify for a 1031 exchange in those facilities that could potentially qualify. But those are items that occurred longer term. But for what's shown on the income statement, it is shown without the tax impact.

Okay, got it. One more for you Isaac, the ongoing tax rate?

Yes. I would say the best estimate including the state income tax rate, Federal of 35 and then combined up to 39 is probably the best rate, That is do not essentially utilized.

Right. One more Mike, your direct sales are just about all private label I believe and most of your DSD sales of coffee are sold by your customers as generic coffee, yet you've got a number of brands that I know you're proud of, at least some of them you are. Are there any plans to expand the use of those brands either in other sales channels or some other way to take advantage of whatever value they contain?

It's a good question Tony and the answer is yes, we do have several brands that we're proud of. I would say in answer to your question, it’s on the list of things we're working through right now as we look at how do we better leverage brands. China Mist will give us tremendous opportunity to do that. They've built a terrific brand and I think we've got the capabilities inside to grow that business as well as others whether it's a regional brand like Cain's and McGarvey or other brands in this table. So I would say more to come on that and that's something we're actively working on as we go through our next round of strategic planning and execution.

Okay. Thank you.

[Operator Instructions] And our next question comes from Chris Krueger with Lake Street Capital. Your line is now open.

Hi good afternoon guys. First I did not catch the name of the chain of 300 stores in Texas and New Mexico that you're doing business with now, can you repeat that?

Sure it's Allsup's.

Can you spell it?

It's A-L-L-S-U-P-'S.

Okay.

Very significant down in this part of the country and like I said a tremendous reputation across many areas of their business, so we're thrilled to bring them on.

Good to hear. And as your pipeline of potential accounts like that are starting to build and potentially can see kind of a momentum as you get into new your facility is that still the way we should look at that?

It's very difficult to predict potential customer behavior on a quarter-on-quarter basis but I feel good that we're past some of the issues we had at this time last year, when we're managing different times the exit of Torrents moving the volume into the other facilities. So a lot of that complexity has gone. And as we've talked before we were hopeful that we could bring on new business and that we've been pleased over the last three quarters that we've had growth rates as I mentioned in the high single or low double-digits. So I would hope that continues but very difficult to in any way forecast, basically impossible to forecast but we’ll continue to do our best.

And we bring the facility up and running, it will bring between 24 million to 28 million pounds of incremental capacity which will bring that capacity online one shift at a time. So the team and I think we've mentioned this about two or three conference calls in a row. The team has been selling for that incremental capacity for at least three quarters of the time. So they're working very aggressively to try to gain as much incremental volume as we can.

Okay. The next question, your December quarter typically is your seasonally strongest quarter. Can you talk a little bit about how maybe the month-to-month trends in the third quarter – your September quarter went? Is the typical momentum building heading into the fourth quarter as far as that seasonality?

Yes, Mike, I’ll take that. The phenomenon of coffee increasing in that quarter, the October, November, December quarter, has been with us and with the category for many years. I would suspect that would continue and we feel very good right now. As I mentioned the plants are running very well. Supply chain doing a terrific job. So it's too early to comment on the volume trends in any specific quarter, but we’re hopeful that that category trends as part of this year and our customers and by linkage ourselves benefit for that.

All right, very good. That’s all I got. Thanks.

Our next question comes from Francesco Pellegrino with Sidoti & Company. Your line is now open.

Good afternoon guys. So quick question for you, just looking at how to get to the adjusted number, the $1.3 million in the proxy for the elevated proxy spending that rolls up into G&A, right?

In the G&A line, that is correct. And then the 400,000 that you talked about Mike for I guess due diligence fees to acquire China Mist was that a G&A expense or does that fall below the operating income line?

No, that fell into the G&A line also within the quarter, a portion of it, I think fell into G&A and the portion of it is selling, if I recall correctly.

Okay. So the $8.9 million in G&A expenses could really be closer do like $7.5 million like normalized you’re saying roughly?

Roughly, I think we also had a lower bonus accrual in the quarter within the G&A relative to some of the accruals we’ve had within the same core prior year. So I think that gave us a little bit of benefit within the quarter.

Okay. So Mike your opening comments were that there was a way to view the quarter that maybe some adjustments you didn’t necessarily take for your non-GAAP net income, could allow us to sort of you - adjusted EPS is actually being up year-over-year? If I look at the China Mist due diligence fee of 400k, I think that comes out to about maybe $0.03 per share. Could you just maybe walk us through that math?

If you look at last year’s adjusted - last year’s non-GAAP was in the $0.25 range.

Right.

For liquidity purposes if you look at the difference in the tax rates between year-to-year, the impact on that alone is $0.13 a share. So a very significant impact between year-to-year, so that would take you - if you were looking at from a cash basis standpoint would take you above, the prior year, because we’re are utilizing our deferred tax asset for those are not the sort of cash taxes paid, they are deferred tax assets. So if you’re using a cash flow model or liquidity model that’s the way you would want to look at. The other item we did occur and we didn’t put it on as a non-GAAP adjustment. We spent about $400 million in the M&A activity. We bought China Mist, but we didn’t close the transaction until Q2. We did the due diligence in Q1. So we had - we would occur - the cost associated with the due diligence but we didn’t get the - we haven’t started getting the revenue on the upside. So there was a timing issue, but because we completed the due diligence within the quarter, we had to record the costs. And then we spent a couple of hundred grand in the landscape activity also trying to get a better understanding of what potentials are out there from a strategic standpoint, so combined in the form of brand range.

Okay. And then I know also the year ago period has included business from the spice assets that you sold off. Is there a way to quantify that in the year ago period just sort of make it an apples-to-apples comparison?

Yes that’s a very good question. If you look at the real estate gains and losses, there’s just under 200 grand that moved from gross margin down to real estate gains and losses because as you’re selling off the business, the volume flowed out, the gross margin flowed out and those were selling the business, the majority of the burn out is falling through real estate gains and losses, and I believe that the separate line. We broke that line item out in the income statement. So you can see that as the reader - the difference between the sale of assets and then the sale of the spice business, the earn-out associated with the spice business. That’s a little bit less than 200 grand I believe on that item.

Okay. And you guys have been doing pretty impressively since the third quarter. As you’ve been having this nice gross margin above 39%. Is there any concern I guess maybe as you take some volume out and start transitioning it and say Northlake. Just maybe over the short-term, we can get some processing deleverage that sort of drives down your margins until you’re all in with the new Northlake facility?

That's a good question. You’re going to see as the depreciation load will come on board. So you’ll probably want to look at more of an EBITDA number versus look – versus just the gross margin numbers that depreciation load will come in, and that will be a non-cash expense. So looking at it from an EBITDA standpoint is probably the best way to analyze the effectiveness of the business. As we brought the new facility up and running, we went through a pathway to try to scale the cost and somewhat mitigate the cost of bringing the new line on board. Instead of bringing that entire £24 million to £28 million up and running, we de-risk that and are bringing basically one shift up at a time. What that does is it allows your organization to go through a learning curve at a lower cost structure, then trying to bring up three shifts at a time, and also allows you to make sure you’re getting very good quality product, you're servicing your…

We get a lot of overhead I would think, like overhead face the same.

Yes, but it's overhead off of one shift, if you’re not bringing on overhead of three shifts. We’re bringing a third of the number of bodies on board that you are bringing incremental overhead. And then as part of the corporate relocation plan as Mike mentioned earlier, we’ve moved over to three PL, by bringing the new facility up and running, and the warehouse up and running, it allows us to then start working on the efficiencies, the movement from the plant warehouse to our branches and to our distribution centers from a supply chain management standpoint. So we can start focusing in that area as we grow the business and then start driving leverage out of that side through incremental growth. And so that’s part of the pathway that we went down towards, but trying to somewhat mitigate the incremental costs associated with bringing the new production line up and running.

To give you just a little deeper sense of that, so the distribution center is very close to starting up on that process which requires a considerable amount of training and we’re going through that and I think a - with some pace, but also ensuring that we check the boxes in terms of quality and so forth. We have a number of teams, I think 21 teams working on the corporate piece of that to ensure that we get over there and we can continue to perform our job. And then your point on the roasting, we think the fastest path would be to get those lines in, get an experienced group out there, take care of our Food Safety Modernization requirements and take quality food requirements. And so forth and then as we bring in volume, move additional capacity in there. So it’s quite an undertaking, but overall we feel like we’re well poised to achieve what we told you we would in the last call.

When I think about just the boarding in the way you’re going to be bringing shifts online over the next year maybe year and a half. Is there a thought of maybe like what trainee expenses will be that will sort of you like onetime in nature on a quarterly basis like $300,000 can sort of like add up to your with difference between your adjusted number and your GAAP number?

Yes, any time you bring up those incremental shifts online there will be some training associated with it. The way most manufacturing companies operate is to try to bring one shipped up at a time and then you start moving people from the first ship to the second ship, bring all the people would you take a few of the individuals and so you’ve take two of the individuals off the ship, you move the second ship, and then you bring somebody new and so you have the new employees working with experienced employees. And then you - what that does is help you - that helps mitigate the overall total training costs and also the costs associated with getting your conversion efficiencies to state that you would like to get them too. So yes, there will be some cost associated with it, but the pathway we’ve gone down is to try to mitigate it versus trying to bring it all up in one very large slug.

Okay. And just last question is, could you give us insight into maybe what is depreciation load will be over the next three quarters?

We haven’t given that exact number. What we will give in the Q that's coming out, we will give you the updated useful lives of each category. And then you can apply the spend that we had within - what's in the building, what’s in machinery equipment furniture and pictures, against the useful lives. We’re handling - we’ve gone through more normalized industry useful life categories and we'll handle that on a prospective basis and those assets come on board. So it will be fairly easy to take our capital expense and then apply against those cost categories. In most instances, machinery and equipment is in the 10 year life of its new most instances buildings are in a 30 year useful life. Furniture and fixtures, and IT software in the five to seven year range. So I know you want an exact number, but we haven’t provided the guidance on an exact number on the depreciation at this time.

No, I don’t need an exact number, but I’ll wait your math online. Thanks again guys.

At this time, I’m showing no further questions. I’d like to turn the call back over to Mike Keown, for closing remarks.

Once again thank you everybody for your time, for your questions. We look forward to seeing those who will be coming to our Annual Stockholder meeting and thanks once again. We'll be talking to you in a quarter. Thanks so much. Bye, bye.

Ladies and gentlemen, thank you for your participation in today's conference. This does conclude the program. You may now disconnect. Everyone have a great day.