Irwin Simon
Analyst · Wolfe Research. Your line is open
So number one Scott. We have made significant infrastructure changes under Jamie Fay; what we’ve done with our sales organization; what we’re doing in regards going direct versus broker the infrastructure that we’ve put in place; and the talent that we have hired at Hain, to represent us at our major retailers is a major, major upgrade. In regards to what Gary has talked about is investing in our consumers, connecting to our consumers, the acquisition costs to bring consumers to educate them about our brands. What we’ve done to upgrade our brands to overhaul packaging, whether on MaraNatha, Spectrum would come out very shortly and just our Arrowhead Mills, is just to name of few. So a lot has been done to improve products; a lot has been done the way we sell our products; a lot is being on Project Terra, as you heard John talked about; and Jay Erskine and his team in regards to service levels; improving our service levels by 2-3 points is worth $40 million, $50 million for us. So the infrastructure is built in probably the strongest that’s ever been. The team that’s running these entities today is probably the strongest. So with that, as you heard me say before, of natural foods, only 9% of natural foods is bought at brick-and-mortar, over 30% is bottom-line. And if you look and see who is buying our brands today, it’s millennials. And that is where the consumptions going to continuously move from. As I said, consumption is not going to grow out there. It's the whole category, whether its $700 billion or $800 billion in sales, it's going to move more and more over the natural organic foods. With that, yes, there will be more brands. There will be more private label get in there. And from a Hain standpoint; this is here we've been doing it for 24 years; we have supply; we have manufacturing; we have innovation. The biggest thing we have to do is connect with our consumers and make sure we connect with our customers. In regards to pricing, listen, I think one of the good things that we have is excellent partnerships and relationships with all our customers. We meet with, whether it's Amazon, Whole Foods, Walmart, Target, Sprouts on a regular basis, everyone wants to sell more everyone wants to cut prices. From a standpoint there, they’re asking us for better pricing. I think at the end of the day, everybody wants better pricing. But we have to enhance our margins. One of the reasons we’re taking a lot of costs out of our business that if there is better pricing available, we’ll pass it on. But the most important thing is what you heard me say today is Whole Foods’ comps with us are up 5%, Scott, where they are in negative territory for periods of times; so sale, sale, sales, drives a lot of margins at the bottom line.