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Freshpet (FRPT) investor relations material

Freshpet Barclays 18th Annual Global Consumer Staples Conference 2025 summary

Complete event summary combining all related documents: earnings call transcript, report, and slide presentation.
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Barclays 18th Annual Global Consumer Staples Conference 2025 summary4 Sep, 2025

Market outlook and category trends

  • Fresh and frozen pet food is projected to grow from $3 billion to potentially $10 billion in retail sales within a decade, with strong long-term category tailwinds driven by changing consumer demographics and pet humanization.

  • Temporary slowdown in growth is attributed to historically low consumer sentiment, but long-term demand remains robust, with previous downturns followed by strong recoveries.

  • Premiumization and new user acquisition are key growth drivers, though current macroeconomic conditions have slowed trade-up rates.

  • Competition is intensifying, but increased advertising and new entrants are expected to expand category awareness and benefit established players.

  • The company is positioned as a market leader with a strong competitive moat, including manufacturing expertise and broad retail presence.

Financial performance and guidance

  • EBITDA margin improved from 3% three years ago to a projected 18% this year, with a target of 22% by 2027, contingent on steady sales growth.

  • Gross margin is expected to reach 48% by 2027, with upside potential from new manufacturing technology.

  • CapEx has been reduced from $250 million to $175 million for the year, with further reductions possible if growth remains moderate.

  • Free cash flow positivity is anticipated this year or next, aided by deferred capital expenditures and existing capacity.

  • Operational improvements and plant efficiency gains have contributed to margin expansion and financial resilience.

Strategic initiatives and innovation

  • Focused on attracting high-value, loyal customers (MVPs) who feed fresh food daily, supported by targeted advertising and media spend.

  • New advertising campaigns emphasize the health and value of fresh food, with messaging tailored to drive trade-up from kibble and can.

  • Distribution is expanding, including growth in club channels and additional fridge placements in winning retail channels.

  • Launched a new entry-level product, Complete Nutrition, to attract new consumers at a lower price point.

  • Investing in next-generation bag manufacturing technology to improve margins, product innovation, and maintain a competitive edge.

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Frequently asked questions

Fresh Pet Food

Freshpet is an American company that, as suggested by its name, manufactures and sells fresh pet food that needs to be refrigerated. The company markets its products as a healthier and fresher alternative to traditional pet food and has both cat and dog food in its portfolio of products. The company is headquartered in Secaucus, New Jersey, and its shares are traded on the Nasdaq.

Founded by Pet Food Executives

Founded in 2006 the company was started by former pet food executives Scott Morris, and Cathal Walsh, who identified a niche in the pet food market for products that focused on fresh, whole ingredients with minimal processing. Freshpet set itself apart by providing these refrigerated foods and marketing them as a healthier and better alternative to traditional dry or canned pet food options. The brand's growth reflected a shift in consumer preferences towards more natural and fresh food options for pets. Today, the company’s products are sold at retailers such as Walmart and Target, as well as at specialized pet stores.

For Cats and Dogs

Freshpet offers a range of refrigerated food products for both dogs and cats, focusing on fresh, natural ingredients. Their dog food line includes various forms such as rolls, bagged meals, and patties, catering to different canine dietary needs and preferences. These products typically feature real meats, vegetables, and grains, without preservatives or fillers. Freshpet also provides grain-free and chicken-free options to accommodate dogs with specific dietary restrictions or allergies.

For cats, Freshpet's selection is similarly crafted with fresh, high-quality ingredients, including poultry, beef, and fish. The cat food range offers meals in both rolled and bagged formats. These recipes are designed to meet feline nutritional requirements, with an emphasis on high protein content and essential vitamins and minerals.

Across both ranges, Freshpet emphasizes the use of natural ingredients, minimal processing, and the absence of artificial preservatives, aiming to offer pet food that is closer to a natural diet. This is something that has become more and more important to consumers as the years pass, as it has become easier than ever before to become educated on what pets need in order to live long and healthy lives.

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