Turning Point Brands (TPB) investor relations material

Executive summary

• Q3 net sales rose 27.0% YoY to $151.1M, led by Modern Oral; Adjusted EBITDA fell 41.3% to $18.4M amid sales and marketing investment.

• Net income declined 81.4% to $3.9M, while CEO David Glazek reiterated the Modern Oral-focused strategy and investment in heritage-brand cash flow.

Financial highlights

• Gross profit rose 20.9% to $85.2M; gross margin was 56.4% versus 59.2% a year earlier.

• SG&A increased 69.1% to $75.3M, reflecting higher shipping, selling, staffing, advertising and Modern Oral marketing costs.

• Operating income fell 61.9% to $9.9M; diluted EPS was $0.19 versus $1.13, and Adjusted Diluted EPS was $0.41 versus $1.05.

• Adjusted EBITDA margin was 12.2% versus 26.3%; EBITDA rose $3M sequentially as gross profit increased and SG&A declined.

Outlook and guidance

• FY2026 guidance reaffirmed: Modern Oral gross sales of $330M–$350M, net sales of $260M–$270M, and Adjusted EBITDA of $70M–$80M.

• Modeling assumptions include a 23%–26% go-forward effective tax rate, Q4 CapEx of $1M–$2M excluding Modern Oral projects, and ~$3.5M for PMTA support.

• Chain-store count is targeted to grow more than 70% in 2026; U.S. manufacturing is expected in 2027, subject to FDA timing.

• Q4 Modern Oral sales may be affected by year-end orders shifting into January; management cited unchanged underlying trends and limited new visibility.