The Vita Coco Company (COCO) 4th Annual Evercore ISI Consumer and Retail Conference summary

Growth drivers and category trends

• Coconut water has evolved from a niche hydration product to a multifunctional beverage, driving steady mid- to high-single-digit category growth, with share gains outpacing the category.

• Younger consumers and word-of-mouth among college-age demographics fuel household penetration, with potential to double the category as these consumers age.

• The brand holds about 50% share in measured channels and continues to grow both volume and revenue in a challenging beverage landscape.

Competitive advantages and supply chain

• Focus on coconut water, a strong brand, and a robust supply chain create barriers to entry and support national scale.

• Early partnerships with coconut processors turned waste into value, securing exclusivity and strengthening supplier relationships across 14 factories in six countries.

• The supply chain model continues to offer growth opportunities as more coconut water remains untapped globally.

Household penetration and market opportunity

• Household penetration for coconut water is in the low 20% range, with the brand at 11-12%, indicating significant runway compared to juice categories.

• Over-indexing with ethnic and younger households provides demographic tailwinds for future growth.

• The business aims to double over 10-20 years by investing in category and share growth.