Suja Life (SUJA) investor relations material

Executive summary

• Q3 net sales rose 3.3% to $76.4M; adjusted EBITDA increased to $10.5M from $1.0M, while net loss narrowed to $8.3M from $14.6M.

• Results included ~$2M of shipments shifted forward from Q4; share gains and growth in club and convenience offset grocery pressure.

• FY2026 guidance was reduced to $351M–$354M in net sales and $68M–$70M in adjusted EBITDA amid weaker grocery traffic and heavier promotions.

Financial highlights

• Gross profit was $33.5M, down 2.2%; gross margin fell to 43.9% from 46.3% as promotions, lower production absorption, freight and packaging costs weighed on results.

• SG&A was $36.5M, or 47.8% of sales, versus $41.4M, or 56.0%; lower marketing spending reflected lapping prior-year Slice launch investment.

• Adjusted EBITDA was $10.5M, or 13.8% of sales, versus $1.0M, or 1.3%–1.4%, a year earlier; net loss narrowed to $8.3M from $14.6M.

• Nine-month sales rose 13.0% to $267.3M and adjusted EBITDA reached $50.2M; GAAP net loss widened to $28.4M, including IPO-related costs.

Outlook and guidance

• FY2026 net sales guidance is $351M–$354M, or 7.5%–8.4% growth, and adjusted EBITDA guidance is $68M–$70M, or 19.4%–19.8% margin.

• Q4 guidance implies net sales of $83.7M–$86.7M and adjusted EBITDA of $17.8M–$19.8M; assumptions include current grocery conditions persisting through year-end.

• FY2026 net interest expense is expected at $18M and the base tax rate at 26.1%; Q4 trade investment is expected to remain elevated.

• 2027 is expected to start slowly and improve through the year, with growth below the long-term algorithm; priorities include distribution, innovation and consumer adoption.