Once Upon a Farm (OFRM) 46th Annual William Blair Growth Stock Conference summary

Market opportunity and brand positioning

• Addressable U.S. kids food and beverage market is $57B, including $11B in current categories; natural/organic sales grew at a 6.7% CAGR in 2023–2025, while kids food and beverage is projected to grow at a 6.5% CAGR in 2024–2027.

• 9 in 10 parents with children under 18 buy natural and organic products; 65% want one childhood brand spanning all ages.

• Household penetration was 5.8% versus a 12.5% peer average; repeat rate was 50%.

• Public benefit corporation with a mission-driven approach guiding decisions.

Products and innovation

• Organic, fresh, clean-label portfolio spans baby through kid, with no added sugar or preservatives and functional ingredients for immunity, belly and brain health.

• Pioneered fresh refrigerated baby food using high-pressure processing to retain nutrients.

• Consumer survey ratings: 92% for nutrition, 91% for freshness, 91% for ingredient quality and 89% for taste.

• More than 80 new SKUs introduced from new product lines since 2025; further innovation planned to address evolving needs and extend customer lifetime value.

Retail expansion and supply chain

• More than 3,700 coolers generated ~$48M in retail sales at March 2026; target is 5,000 coolers in 2026, with a North American opportunity of 15,000+.

• Baby cooler launches were 61% incremental to the baby food category; dry baby snacks were 80% incremental to baby and toddler snacking segments.

• Broad distribution across major national and regional retailers; deeper assortments and adjacent categories remain expansion opportunities.

• Network includes 30 production facilities, fulfillment and material warehouses; ~73% of domestic ingredients came from Equitable Food Initiative-certified farms in 2024.