Once Upon a Farm (OFRM) Oppenheimer 26th Annual Consumer Growth and E-Commerce Conference summary

Company overview and growth strategy

• Operates as a high-growth organic kids' food brand spanning baby to age 12, with all products organic, non-GMO, and no added sugar.

• Revenue guidance for the year was raised to $313M–$323M, reflecting rapid growth since 2017.

• Differentiates through cold-pressed pouches, trusted brand reputation, and presence in 25,000 retail doors.

• Focuses on building trust with parents from first foods and following families as children age.

• Expanding presence in both refrigerated and dry snack aisles, with a unique cooler program.

Competitive positioning and market dynamics

• Maintains a strong competitive moat through brand trust, scale, and a robust supply chain in chilled products.

• Outperforms new entrants like Little Spoon, with core product velocities about double competitors.

• Cooler rollout is a significant barrier and advantage, with plans to expand from 3,700 to 5,000 coolers by year-end.

• Retailer interest in the cooler program is high, with ongoing rollouts and tests at major U.S. retailers.

Consumer trends and channel strategy

• Premium organic brands continue to benefit from health-conscious consumer trends, especially among younger generations.

• No significant softening in demand across income cohorts, except a minor reduction in SNAP-related sales.

• Strategic focus on mass and club channels, with multi-pack offerings to lower average unit price and broaden reach.