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SunOpta (SOY) investor relations material
SunOpta Stephens Annual Investment Conference summary
Complete event summary combining all related documents: earnings call transcript, report, and slide presentation.Stephens Annual Investment Conference summary18 Nov, 2025
Market and demand trends
Plant-based beverages and fruit snacks are experiencing strong growth, with fruit snacks growing over 20% and plant-based beverages in the high-single digits.
Club and food service channels are key growth drivers, with significant presence in major coffee chains and club stores.
Better-for-you and clean label trends are fueling fruit snack demand, with 21 consecutive quarters of double-digit growth.
Protein-dense products and menu migration in coffee shops are supporting category expansion.
Customer base is diversified, with only one customer above 10% of revenue and top 10 customers making up 80%.
Capacity investments and operational strategy
Pulled forward capital investments originally planned for 2027 to meet oversubscribed demand, especially in fruit snacks and aseptic processing.
New fruit snack line will increase capacity by 25% ($40M annualized revenue), and aseptic line by 10% ($65M revenue opportunity).
Temporary operational inefficiencies, including a $10M EBITDA headwind in Q4, stemmed from volume increases and system constraints, especially at Midlothian.
Wastewater system upgrade at Midlothian to be completed by end of Q2 2026, expected to resolve major bottlenecks.
Margin improvement plan delayed but expected to resume in Q3 2026 as constraints are resolved.
Financial outlook and capital allocation
Maintaining leverage below 3x is a top priority, with current leverage at 2.8x and expected to remain under 3x through 2026.
Capital allocation priorities: deleverage, invest in accretive projects, and return capital to shareholders if leverage allows.
Long-term ROIC target is 16%-18%, with new projects expected to be accretive and ramping up by end of 2026 or early 2027.
Gross margin target of 20%+ expected to be reached in the back half of 2027 as new lines come online and operational issues are resolved.
Transparent pricing model passes commodity and tariff changes to customers, with recent tariff impacts fully passed through.
When will gross margins reach 20%?
What drives fruit snack's sustained 20%+ growth?
How does SunOpta differentiate from competitors?
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Frequently asked questions
SunOpta, Inc. engages in the sourcing, processing, and packaging of plant-based and fruit-based foods. It operates through the following segments: Plant-Based Foods & Beverages; Specialty Foods; and Distribution Agri-Products, and Corporate. The Plant-Based Foods & Beverages segment produces beverages, frozen fruits, and grains. The Specialty Foods segment provides organic and non-genetically modified snacks and grocery products that includes breakfast cereals and granola. The Distribution Agri-Products segment offers organic and non-genetically modified specialty commodities including agriproducts such as peas, corn, wild rice, beans wheat, buckwheat, soybeans among others.
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