Good morning. My name is Krista, and I'll be your conference operator today. At this time, I would like to welcome everyone to the Organigram Holdings First Quarter Fiscal 2024 Earnings Conference Call. [Operator Instructions] Thank you. Max Schwartz, you may begin your conference.

Good morning, and thank you for joining us today. As a reminder, this conference call is being recorded and a recording will be available on Organigram's website 24 hours after today's call. Listeners should be aware that today's call will include estimates and other forward-looking information from which the company's actual results could differ. Please review the cautionary language in our press release dated February 13, 2024, on various factors, assumptions and risks that could cause our actual results to differ. Further references will be made to certain non-IFRS measures during this call, including adjusted EBITDA, free cash flow and adjusted gross margin, among others. These measures do not have any standardized meaning under IFRS, and are intended to provide additional information and as such, should not be considered in isolation or as a substitute for measures of performance prepared in accordance with IFRS. Our approach to calculating these measures may differ from other issuers, so these measures may not be directly comparable. Please see today's earnings report for more information about these measures. In this call, references to fiscal 2023 are to the 13-month period from September 1, 2022 through September 30, 2023. Listeners should also be aware that the company relies on reputable third-party providers on making certain statements relating to market share data. Unless otherwise indicated, all references to market data are sourced from Hifyre in combination with data from WeedCrawler, provincial boards, retailers and our internal sales payers. Today, we'll be hearing from key members of our senior leadership team, beginning with Beena Goldenberg, Chief Executive Officer, who will provide opening remarks and commentary, followed by Greg Guyatt, Chief Financial Officer, who will review our quarterly financial results for Q1 fiscal 2024. Also joining us for the question-and-answer segment is Tim Emberg, Chief Commercial Officer. As a reminder to our analysts and institutional investors on the call today, we are pleased to invite you to join us at our Investor Day at our Moncton, New Brunswick facility on the evening of April 9 for dinner and the morning of April 10, where we will offer a tour of our flagship facility and showcase our science-backed product development pipeline and more. If you have not yet received an invitation or would like more information about the event, please contact me via e-mail. My e-mail address can always be found at the bottom of our press releases. I will now introduce Beena Goldenberg, Chief Executive Officer of Organigram Holdings Inc. Please go ahead, Ms. Goldenberg.

Thank you, Max. Good morning, everyone. Thank you for joining our call today and for your continued support of Organigram. Throughout fiscal 2023, with the dedication of our 1,000 employees across three facilities and our corporate head office, we demonstrated record-breaking international sales for the company, introduced award-winning products, completed extensive efficiency driving CapEx projects and expanded our market share in key growth categories, reaching the number 2 spot among LPs, all while maintaining our negligible debt position. We then started fiscal 2024 off on a strong footing, securing the $124.6 million strategic investment from our dedicated partner, BAT, at a premium of over 100% to Organigram share price at the time of announcement. With this transformational deal now formally approved by shareholders and the first tranche of $41.5 million now closed, Organigram will focus on delivering on its objective of being a global cannabis leader, driven by geographic and product expansion backed by industry-leading innovation. Two-thirds of the $124.6 million investment will be used by Organigram to create a strategic investment pool named Jupiter. Jupiter will target investments in emerging cannabis opportunities internationally that will enable Organigram to apply its industry-leading capabilities in products, brands and cultivation to new markets. We have identified geographic expansion as a strategic priority, and this opportunity presents the company with the capital to lay global foundation as emerging cannabis markets continue to see significant growth. We have seen tremendous interest from cannabis company looking for partnership opportunities and growth capital. Organigram is now uniquely positioned to take advantage of these opportunities. Organigram continues to differentiate itself as a leader with its flagship facility in Moncton, which we believe is the largest indoor cannabis facility of its kind, with over 130 microclimate, three tiered grow rooms and in-house lab testing, we could grow and…

Thank you, Beena. It's a pleasure to be here today as a new member of the Organigram team. I've been involved in the cannabis industry for many years now, and I've watched Organigram growth leadership position in Canada. So I am very pleased to join this incredibly focused and disciplined team and particularly pleased to join at such a pivotal time in the company's evolution. As Beena mentioned, we started off the quarter achieving positive adjusted EBITDA and positive cash flow from operations, demonstrating our investments in automation and our commitment to long-term efficiencies that are beginning to pay off. Q1 fiscal 2024 growth and net revenue decreased by 8% and 16%, respectively, primarily due to net decreases in international revenue of $4.8 million and medical sales of $1 million when compared to Q1 fiscal 2023. Organigram's cost of sales in Q1 fiscal 2024 was $27.3 million compared to $31.6 million in Q1 fiscal 2023, representing a decrease of 14%. The decrease in cost of sales over the same prior year period was primarily due to lower medical and international sales and lower cultivation and post-harvest costs. Included in Q1 fiscal 2024 cost of sales were $1.7 million of inventory provisions that primarily related to net realizable value adjustments of inventories. We harvested approximately 20,000 kilograms of flower during Q1 fiscal 2024 compared to about 22,000 kilograms in Q1 fiscal 2023, which represents a decrease of 11%. The decrease was primarily attributable to changes in our cultivar mix to address changing consumer preferences. While yields and THC content will fluctuate over time, the trend we have seen over the last two years has been larger yields and higher potencies. In Q1, Organigram experienced a 53% increase in flower produced containing more than 24% THC. Anticipated higher yields should reduce the…

Thank you, Greg. As has been the case historically, Organigram will continue to drive growth and shareholder value through an industry-leading focus on innovation and the integration of new technologies that provide sustainable competitive advantages for the company and differentiated experiences for consumers at home and abroad. We also continue to leverage our leadership position in the industry to advocate for much-needed reform in the sector that will not only level the playing field for all companies, but also support the development and growth of a sustainable industry in the long term. We believe that the cannabis industry in Canada has begun to reach an inflection point that will remove supplies in the market and accelerate consolidation. Companies engaging in THC inflation who have dubiously enjoyed temporary competitive advantages to artificially inflating their labeled THC content are facing more pressure as Health Canada and the OCS have announced random THC testing protocols. We have also seen the CRA begin to garnish companies who are in arrears on their excise taxes and many companies are already stretching their payables to preserve cash. As capital markets have dried up and increased enforcement removes unfair advantages and penalizes those who don't contribute to the health of our sector, the Canadian market will experience a shakeout. As this materializes, Organigram stands to cement itself as a long-term industry leader, owing to its strong balance sheet, increasing production efficiency, industry-leading R&D and reinvigorated focus on international expansion supported by Project Jupiter. Once again, we thank you for joining us today, and for your continued support of Organigram during a very exciting time for the company. We look forward to seeing as many of you as possible at our Investor Day in April, and should you have any questions, please feel free to contact Max. Thank you, and I will now open the call for questions.

[Operator Instructions] Your first question comes from the line of Aaron Grey from Alliance Global Partners. Please go ahead. Your line is open.

Hi, good morning, and thank you very much for the questions. Nice to see the gross margin improvement during the quarter along with some of the other achievements you had. Quickly, on the gross margin, right, so a nice uptick in the quarter. You talked about some of the levers that participated to that. So, when you think about lower post-harvest costs, depreciation, along with some of the mix with JOLTS, what would have been the biggest contributor sequentially? It looks like, if you back into some of the P&L, might have been depreciation, which could offer further color that would be greatly appreciated. And then on the go forward, how do we think about mix contributing to the margin, particularly as we think about vapes? Historically, it's been one of the more, tougher formats to be profitable in. So, if you could offer any comments of how you're thinking about margin and mix as you look to increase your share in vape? Thanks.

Perfect. Thank you, Aaron, for the question. I'll pass the first part of the question over to Greg to talk about the gross margin, and then I'll take on the mix part of the question. So, go ahead, Greg.

Sure. Thanks, Beena. Well first of all, we believe we've set ourselves up to drive higher margins throughout 2024 and beyond. And really, as you mentioned, it's increasing production efficiencies from continuing, to dial in our automated processes, such as around our pre-roll production. And we're going to see expected - eventual savings and higher yields related to the seed-based transition as well. We're also going to see contribution from flower Laurentian ultimately as well. And on the international side, it's really going to be driven by EU GMP, which will help improve our margins on that front. Also contributing, we'll have some new innovation, as we mentioned before, around the nano emulsion and further expansion into vapes. So, as I said, I think those factors will continue to drive margin improvements, as we get through the rest of the year. Beena?

Okay. Great. Thanks Greg. And just building on what Greg said. So when outbound of the mix and while vapes has been a competitive market in the past. For us, vapes is a big opportunity for improved mix, because we're competing in the flowers that has fullness of margins. And so this is a great opportunity for us and totally incremental. We're not cannibalize an existing business. We come in with products that is differentiated with our Green Tank investment being in the vaporization technology. So we're very excited about what that could contribute, but just as I mentioned in the script, at the end of the day, our ready-to-consume products are growing, and that's what's driving the growth in the category versus just flower, right? It's all about convenience as consumers are looking for it. So as we convert from flower to pre-roll, as we convert people from pre-rolls to vapes and to gummies to some of the derivatives, that's the mix that's going to improve our domestic recreational business. And then, obviously, the impact of international sales. We had a low international sales in this quarter, and we expect to have growing international sales as we look out, especially as a result of adding the EU GMP benefit that we expect to have sometime this summer. So, at the end of the day, that's what's going to drive our improved mix. We're still very proud of our flower category, but the category overall industry is changing, and ready-to-consume, is becoming a bigger part of it, and we're participating in both gummies, infused pre-rolls, and pre-rolls in a big way.

Thank you. Really appreciate that, color from both you, Greg, and Beena. Second question for me. You know, often in this, we've talked about the need for a shakeout. Beena, you talked about in your prepared remarks, one of the issues that you had called out a few quarters ago as being a greater need in terms of THC inflation, and now there's some THC testing protocols that you mentioned, unpaid taxes or something that we've known about in the industry, and you also called out how those might be being cut down as well. And basically, it seemed that you might have a - you had somewhat of a different tone in terms of that shakeout maybe being more on the doorstep than maybe we had seen in the past. So, just any more color you can offer in terms of what you might be seeing, incrementally? You mentioned the prepared remarks to why you might see more of a shakeout in the industry in 2024 than what we might have expected to see in past years but didn't quite come to fruition? Thank you.

Yes, no problem. So, absolutely, we were a big, we talked a lot about THC inflation, and I'm not sure we've seen the full impact of the benefits of both the OCS random testing and Health Canada testing, because we still see, you know, THC inflation is alive and well out in the market. We actually see that flower - over 25% THC has been up versus last year. It now represents 77% of all flower sales, where a year ago it was up 42%. So, it was 42% of the flowers. So, we are seeing continued higher THC, and we are still seeing random testing showing that there are several players out there, continuing to identify their THC flower as higher potency than it really is. But we expect this is going to somehow start to stop as testing continues. And the boards are challenging. We've heard anecdotally some boards are pushing back on over 30% flower and asking for secondary testing. So, that is going to take time to kind of happen through the industry, but we're excited to see that it's starting to be addressed. But why do I think the consolidation, or the shake-up is going to happen? And I think it's in the next 12 months. And that's because we've been watching very carefully the cash of different companies, when the debt is due, that how people are stretching their payables. And what was giving some of these players in the industry more runway was the ability to not pay their excess taxes. This really wasn't a fair playing field. You know, a company like Organogram pays our excise taxes on time. But, there were stories up to 80% of cannabis companies out there were not paying their excise taxes on time, or in some…

Thank you. Really helpful color there on your view of the market. So really appreciate it. I'll jump back in the queue.

Thank you.

Your next question comes from the line of Federico Gomes from ATB Capital Markets. Please go ahead.

Hi, good morning. Thank you for taking my questions. My first question is just on your first shipment to Germany. I'm just curious about your expectations for that market, given the potential votes happening soon there in terms of legalization. And also in terms of your EU GMP certification, can you just maybe provide a little bit more color on exactly how does that impact your international exports? Thank you.

Sure. So first about our German shipment. So, we had announced the agreement with the Sanity Group a while ago. And as we work through the appropriate stability testing and regulatory requirements, we're excited that we finally got our first shipment out into the German market. And as you said, with the recent ruling that they're going to remove cannabis from the narcotics identified as a narcotic, it will open up the medical market. It's anticipated on the conservative side that, the medical market will grow two to three times this year. So, we're very excited about the opportunity to increase our shipments, to our partner now in Germany. And so yes, Germany might not be as exciting as it was about a year ago, when everybody thought - that was coming. But, just like Canada evolves, we're going to get into a growing medical market first. And they're testing pilot facilities and pilots on rec and we'll see where that goes. But we're still very interested in the German market, as a result of that. And then your second question around our EU GMP certification. So, we have gone through the work to get ourselves ready for the audit. How it works with an EU GMP certification is you have to get somebody over from a European jurisdiction to come in and do the audit. So it's a little bit difficult to confirm exactly, when that will be scheduled. But we've done our homework. We believe we're audit ready and are just waiting for that auditor to come over. What this will mean to us once we get certified is that instead of having to move our GACP flower through a facility such as in Portugal, or one of these converters who would then package it up and available for an European market, we'd be able to ship directly. In the case of Australia, having GMP would allow us to package our product and ship it to Australia rather than selling bulk product. And in both of these cases, it would be higher margin business for us, without requiring a middleman touching the product. So, we're very excited about opening up more markets available to us, with the EU GMP and the ability to take out the middleman by shipping direct.

Thank you for the color. That's great. Thank you, Beena. So my next question is just, I think the U.S. market, you have always said that you're looking at it and you think it's a potential long-term opportunity. We recently saw a competitor of yours that appears to be approaching a structure that, would be compliant with the NASDAQ, to get no plant-touching exposure there. I'm just curious, if you would consider pursuing something similar? How do you look at it, given that you're also a NASDAQ listed? Thank you.

Yes, thanks, Fred. So first of all, we did our first investment in the U.S. last year in May when we invested in Phylos Bioscience. And so, we did take some time to figure out how to set up the structure in a way that would be obviously compliant with our NASDAQ and TSX listings. And at the same time, have some benefit to our organization. And that's where we were able to access the high concentration of THCV flower, as well as the seeds to allow us to move into seed-based production. So it was an investment in the U.S. And although you can't consolidate - there was benefit to our existing business. So, we will look at the U.S. for sure with Project Jupiter, as well as other emerging markets, but the U.S. will be a focus. And I could comfortably say that we've received many inbounds. There's a high interest, because there's a lot of companies that are capital constrained. So, we're actively looking, and we are going to explore any of these, tested instruments that we've seen other people use, around how to get a compliant structure. But at the end of the day, look, we're looking at several verticals. So if we're looking at investing in MSOs, SSOs, or even brand plays, we recognize those are more difficult to structure, and those will probably take us a little bit longer. Where we expect that there'll be an easier approach in the short-term would be IP-focused opportunities and hemp-derived THC plays that we could consolidate, and that can have a direct impact on us. So, we're already in conversations today with certain companies and we're excited about the opportunity. But again, we'll watch how other companies structure compliantly and learn from that. We don't have to reinvent the wheel and we're excited about these opportunities going forward.

Thank you very much, all that color. Thank you.

[Operator Instructions] Your next question comes from the line of Yewon Kang from Canaccord Genuity. Please go ahead.

Hi there. Good morning. Thank you for taking my question. This is Yewon Kang on for Map Bottomley. So I just wanted to ask a question about the international strategic investment arm that you guys, are trying to set up right now. I wanted to ask if those initial expectations in terms, of where you guys wanted to deploy that capital has changed at all in the past few months, just because one of your peers recently announced that, they're going to be acquiring a medical cannabis company in Australia. And this has been a market that, has been ramping up quite a bit and seems that a lot of Canadian LPs are taking interest in that market. So just wanted to see if any of your expectations have kind of gone away from U.S. focused into more international focused? Thanks.

Thank you for your question. So, when we originally announced Project Jupiter, we did say we would have a strong focus on the U.S., but we also left room for international markets. And we are interested in exploring markets like Germany and markets like Australia. Obviously, we ship our export business to both Australia, and we've just shipped to Germany. And we expect to actually ship any time now to the U.K. So there are other markets that are interesting. And those markets will allow us to have a more direct impact on our business versus the US. So there's going to be a balancing approach. We will do some investments in some of those other markets, and we'll see what are, the best opportunities for us that meets our long-term strategic goals. But a good chunk of the Jupiter investment will happen in the U.S. Because that is an opportunity for the future that we want to set ourselves up for. So yes, we'll look at Australia and we'll look at Germany and we'll see what the right opportunities are. And hopefully we'll have news to share in the next few months.

Thank you for the color. I'll jump back into the queue.

And we have no further questions in our queue at this time. I will now turn the call back to management for closing remarks.

Well, thank you, everybody, for joining the call today. As I could tell, there's a lot of interest in our next steps on our Jupiter investment pool. And we're equally excited about this next stage of Organigrams evolution. And we continue to be proud of the work we do every day in the domestic market in Canada. So, with that, I'll close out today's call, and look forward to updating you soon, on our second quarter. And as a reminder, please come out, to see our facility and come join us on our Investor Day in April. Thank you again for joining.

This concludes today's conference call. Thank you for your participation and you may now disconnect.