Presentation

Operator

Hello, and welcome to the Vital Coco Company's first-quarter 2024 earnings conference call. My name is Steven. I'll be coordinating your call today. Following prepared remarks, we'll open the call to your questions with instructions to be given at that time. I'd now like to hand the call over to John Mills with ICR.

Thank you and welcome to the Vital Coco Company first quarter 2024 earnings results conference call. Today's call is being recorded. With us are Mr. Mike Herman, Executive Chairman; Martin Roper, Chief Executive Officer; and Cory Baker, Chief Financial Officer. By now, everyone should have access to the company's first-quarter earnings release issued earlier today. This information is available on the Investor Relations section of the Vita Coco company's website at investors.thevitacococompany.com.
Also on the website, there is an accompanying presentation of our commercial and financial performance results. Certain comments made on the call include forward-looking statements, which are subject to the Safe Harbor provisions of the Private Securities Litigation Reform Act of 1995. These forward-looking statements are based on management's current expectations and beliefs concerning future events and are subject to several risks and uncertainties that could cause actual results to differ materially from those described in these forward-looking statements.
Please refer to today's press release and other filings with the SEC for a more detailed discussion of the risk factors that could cause actual results to differ materially from those expressed or implied in any forward-looking statements made today. Also during the call, we will be using non-GAAP financial measures as we describe the business performance, the SEC filings as well as the earnings press release and supplementary earnings presentation provide reconciliations of non-GAAP financial measures to the most directly comparable GAAP measures and are available on our website as well. And with that, it's my pleasure to now turn the call over to Mike Corbin, our Co-Founder and Executive Chairman.

Thanks, John, and good morning, everyone. Thank you for joining us today to discuss our first quarter 2024 financial results and our commercial plans and improved performance expectations for 2024.
I want to start by thanking all of our colleagues across the globe for our continued incredible performance and for their commitment to the Vita Coco Company and to our mission of creating ethical, sustainable, better for you, beverages that uplift our communities and do right by our planet. Our first quarter results reflect that our strategies are working and that our customer relationships are as strong as ever. Our priorities of driving growth in the coconut water category and initiatives to grow. Our share of the category are visible in the healthy retail scans in our major markets in the first quarter, according to the Econo Vita Coco brand grew 9% in the US and in the UK, the verykool brand grew 16%. In addition to strong branded retail growth, we're experiencing strong growth in private label, coconut water volume, which validates our strategy in private label and allows us to play in the value space as well as our dominant position in premium coconut water.
Our first quarter net sales were in line with our expectations with the gap of branded shipments to scans due to the timing of promotions and cycling of opportunistic promotional activity in 2023, which Martin will comment more fully. Our priorities for 2024 remain the same as those we communicated in our year-end results. We aim for our coconut water business to grow volume in line with the category growth of mid to high single digits with the continuing trend to transition out of a key private label oil relationship, providing a headwind offsetting expected strong coconut water growth. Our commercial initiatives around Vita, Coco, multipacks fighter, cocoa, farmers, organic and Vita Coco choose continued to perform very well as seen in US. or Kona scans that we highlighted in our investor deck, which was posted to our Investor Relations website today, we have also invested in growing our core business in away-from-home, which is an underpenetrated channel for us. We've recently assembled a larger, more experienced food service team, which we hope will allow us to deliver greater penetration in this channel.
I'm excited about the progress we're making in new areas to grow our business over the long term. We recently launched power lift in the New York City area and are happy to see it in our local bodegas and to be able to sample and promoted in our home market. This is back to my roots of hustling the streets, and I'm reminded of not only how hard it is, but how fun it is and how successful we have been historically with this approach, our New York team is certainly having fun building this brand the old-fashioned way. We also very recently launched Vita Coco treats a delicious and refreshing beverage. That is a further exploration of where our brand can go. Launch is initially exclusive to Target. And although it is too early to tell what velocity will be. We're very excited with the early scan results. While these two initiatives are not expected to be material to our 2024 results, the results to date give us confidence that our innovation approach should help us meet our long-term growth algorithm for branded net sales of mid 10s percentages.
Building on the long-term health of the coconut water category. Our international business remains healthy, with strong performance in Europe led by the UK, offset by weaker shipments in Asia. As in-market inventory levels were drawn down. We intend to increase our investment in Europe, particularly Germany and Benelux regions, to gain share of the category there and to help expand the category growth, which is still in its early stages of development on top of the strong business performance, we just released our third IMPACT report, which we believe does a terrific job of laying out where we are and what we are focused on from a sustainability and social impact perspective, I'm really happy that we are maintaining our momentum and that with the creation of the vital cocoa Community Foundation announced last week, will be able to solicit support from our customers and suppliers to potentially further our efforts in these areas.
20 years after launching Vita Coco coconut water remains one of the fastest growing beverage categories, both in the U.S. and the U.K. And Vale cocoa is the number one brand. We are well positioned to lead and grow the category in these markets and to grow our share further through a combination of branded and private label growth.
In addition to the opportunities that we see in less developed markets that have populations that match our consumer profile, I believe that we are in a stronger position than we've ever been to accelerate our growth.
And now I'll turn the call over to our Chief Executive Officer, Martin Roper, thanks, Mike, and good morning, everyone.

We are very pleased with our strong start to 2024. We achieved net sales growth 2% in the first quarter of 2024, driven by both via cocoa, coconut water and private-label coconut water growth. This growth was achieved on top of the first quarter by the cocoa coconut water sales growth of 17% reported in 2023, which benefited from some opportunistic brand promotional events. Importantly, the net sales results are in line with our expectations when we laid out our full year guidance. Our first quarter gross margins were exceptional, benefiting from lower transportation costs and branded pricing effects where promotional cadence was reduced relative to prior year. Gross margins also benefited from the decline in the importance of the private label oil business, which traditionally operated on significantly lower margin. As expected, our net sales performance was hampered slightly as increased transit times for ocean lanes going around Africa, delayed product arrivals and servicing persistent strong private label coconut water demand ahead of retailer forecast has been challenging. Both these effects have resulted in lower than optimal inventory levels and less than perfect service levels. We are working to rebuild our inventory in market to more normal levels. But given the length of our supply chain, this will not occur until later this year. The strong private-label coconut water demand that we are seeing is we believe, partially driven by the slightly larger price gaps to be rebranded than at this time last year. So by consumers shifting to channels with a higher penetration of private label coconut water availability from a cost side, our finished goods are in line with expectations, but we have seen elevated ocean freight rates ahead of 2023 levels, mainly due to the diversion of shipping away from the Gulf. These costs started in ocean shipments early this year, but appear to have already peaked and now be in slow decline. The rates we are seeing today remain within the underlying assumptions provided in our guidance. Our current approach to ocean freight is to negotiate spot rates monthly on most routes with limited commitments to longer-term contracts where we need to guarantee capacity on certain lanes. We are prepared to enter into longer-term ocean freight agreements. If we see competitive offerings, we have entered into new supply contracts and extensions of existing contracts to support our growing capacity needs and our plans for 2025 and are in discussions on potential additional supply as we remain positive about the long-term growth that is in front of us.
With that, I will turn the call over to Cory Baker, the Chief Financial Officer.

Thanks, Martin, and good morning, everyone. I will now provide you with some additional details on the first quarter of 2020 for our financial results. I will then discuss the drivers of our improved outlook for the 2024 full fiscal year. For the first quarter of 2024, net sales increased 2 million or 2% year over year to 112 million, driven by Vita Coco coconut water growth of 1% in net sales and private label growth of 6% on a segment basis. Within the Americas, Vita Coco coconut water increased net sales by 1% to 70 million, while private label decreased 3% to 24 million. As we have started to see the impact of the transition of private label voice by the cocoa. Coconut Water saw a negative 3% volume decline, offset by 4% net price mix benefit, while private label increased 4% in volume, which was partially offset by price mix changes driving year-to-date net sales decline of 3%. Our American Vita Coco coconut water scan trends remained very healthy, and we believe our shipments in the quarter reflect the absence of some promotional activity in untracked channels relative to 2023, same time period, a decrease in DSD inventory levels during the quarter and timing of shipments to key retailers for the first quarter of 2020.
For our international segment, net sales were up 20% with Vita Coco coconut water growth of 1%, where strong growth in Europe was partially offset by volume softness in Asia. Private label revenue grew 93%, which continues to benefit from new business gains at large European retailers. On a quarterly basis, consolidated gross profit was 47 million, up $14 million versus the prior year period. On a percentage basis gross margins were a very strong 42% in the quarter, an improvement of approximately 1,200 basis points over the 31% reported in Q1 2023. These increases resulted from branded pricing mix effects within private label products and decreased global transportation costs.
Moving on to operating expenses, first quarter 2020 for SG&A costs increased 5% to 28 million, primarily reflecting increased people expenses.
Net income attributable to shareholders for the first quarter of 2024 was 14 million or $0.24 per diluted share compared to 7 million or $0.12 per diluted share for the prior year. Net income for the quarter benefited from increased gross profit, partially offset by increased SG&A costs, a lower year-on-year impact from unrealized FX derivatives and higher year on year tax expense. Our effective tax rate for the first quarter of 2024 was 21%, which was flat to the prior year, first quarter 2024 adjusted EBITDA, our non-GAAP measure, which is defined and reconciled in our press release, was 21 million or 19% of net sales up from 9 million or 8.2% of net sales in 2023. The increase was primarily due to the gross profit improvements previously discussed.
Turning to our balance sheet and cash flow. As of March 31st, 2024, we had total cash on hand of 123 million and no debt under our revolving credit facility compared to $133 million of cash and no debt as of December 31st, 2023. The decrease in the cash position was due to the net increase of working capital of 20 million and the purchase of treasury shares of 10 million, partially offset by strong net income. Working capital was driven by an 8 million increase in accounts receivable as well as a $4 million decrease in accounts payable and accrued expenses, both due to the seasonality of customer and vendor payments. Inventory increased by 6 million as the inventory delays Mark discussed earlier, have resulted in higher inventory in transit to our markets based on our year-to-date performance and our confidence in the health of the category and our Vita Coco brand, we are raising our full year guidance. We now expect net sales between 505 hundred and 10 million with expected gross margin for the full year of 37% to 39%, delivering adjusted EBITDA of 76 to 82 million. The guidance reflects our current best assumptions of the marketplace and our global supply chain costs. While we are confident in the underlying strength of our business, we are providing a wider range on EBITDA to reflect some uncertainty on the transportation cost side, we will actively manage our promotional activity to balance our product supply and our pricing, which will allow us to deliver the gross margin guidance while absorbing higher ocean freight costs, which will begin impacting our P&L in Q2. We expect disciplined SG&A spending throughout 2024 with full year SG&A flat to slightly increasing year on year. We may adjust our SG&A spending if we see improvements in ocean freight quicker than expected or if we see productive investment opportunities to strengthen the business for the long term, we anticipate our cash balance will remain healthy through the year, allowing us to fund any potential M&A opportunities that emerge support further share buyback activity and continued to invest in our business for long-term growth.
And with that I'd like to turn the call back to Martin for his closing remarks.

Thank you.

Sorry to close, I'd like to reiterate our confidence in the long-term potential of the vertical company our ability to build a better beverage platform and the strength of our body cocoa brand. We are confident in our ability to navigate the current environment and excited about our key initiatives to drive growth. We have strong brands and a solid balance sheet, and we are well positioned to meet compete domestically and internationally.
Thank you for joining us today, and thank you for your interest in Nevada cocoa company. That concludes our quarter prepared remarks, and we will now take your questions.

Operator

Thank you. At this time we will conduct the question and answer session to ask a question and you will need to press star one one on your telephone and wait for your name to be announced. To withdraw your question. Please press star one one. Again, please stand by while we compile the Q&A roster.
Our first question comes from the line of Bonnie Herzog of Goldman Sachs. Your line is now open.

All right.

Thank you. Good morning, everyone.

I have only regarding.

Question and Answer Session

Hi, I had a question on your guidance. You just highlighted some timing impacts in the quarter on your vital cocoa heat on the coconut water. So I guess I wanted to first understand if all of these impacts should unwind in Q2? And then for your full year guidance, what does that imply for Vita Coco water, I think you mentioned you're growing in line with the category or hopefully above. So does your guidance imply high single-digit growth for your branded coconut water for the year?

Yes, I Bonnie of great question. Yes, I think we expect the category to grow high single digits, and we would certainly hope that the brand would match category growth very closely on first quarter, there are difficult comparisons to last year on branded shipments and sales, and those largely relate to some promotional activity last year that was opportunistic. We had inventory retailers had space and we took it and that did not reoccur this year. And then a little bit just related to timing of shipments to where we in a retailer direct shipment environment and to us that and then also a little bit to we believe DSD inventory in the US probably was flat to down during the quarter, where typically would build. So a couple of different, a difficult comparisons and that sort of explains in our model and our view, the shipment growth number on branded versus scan growth, which remains very healthy. Right.

So again, just to clarify, so that sounds good. So than me, are you already starting to see that on improve Uno now and I guess a month into Q2 so you're feeling good about the full year and kind of starting to see shipments more or less match what you're seeing in the scanner data moving forward.

What I what I would say in how we've described, the update of our guidance is based on our use of technology.
Okay. All right.

And then just maybe a second question for me on gross margins, obviously very strong in Q1. And of course, you you mentioned Q2 is expected to be dragged by some of the recent increases in ocean freight, et cetera. So curious if you could maybe just provide a little bit more color in terms of the magnitude of the headwind. I mean, I'm just trying to think about Q2 in the context of maybe even last year, should we assume gross margins in the second quarter? Will they be below last year's gross margin or is that just kind of a step back from the really high margins you saw in Q1 things?

Yes, Bonnie, it's again, it's hard to call quarter to quarter. We updated the full year guidance on what we expect. Q1 was abnormally high with the combination of low ocean freight, no impact yet higher branded pricing. And so we will see that start to step back in the quarter with the highest ocean freight in the quarter. But that kind of detail quarter to quarter is harder to call than we land in that range for the full year of 37 to 39.

All right. Thank you. I'll pass it on.

All right.

Operator

Thank you. One moment for those questions.
Your next question comes from the line of Christian Drinkware of Bank of America. Please go ahead.

Good morning, everyone.

You have Christian on for Brian.

Thanks for taking our question. Us retail sales for the pay of retail sales for the coconut water category are up 9% which is very strong. Any details on like what are you guys doing to support this type of growth? Increased advertisement? Is it benefiting from all the work you've put into the category already like introducing multipacks, are you guys sourcing share from other hydration options? Any color you could provide would be helpful. Thank you.

Yes, I think we've spoken about before we source from multiple categories, right? And that continues as we source from juice, we source from sport drinks and we source from enhanced waters pretty equally. And that continues. We see that continuing and demand is there. And we've talked about the fact that coconut water is really mainstreaming and becoming a mainstream category. And we think that that it is playing out and that's what we're seeing happening as the category continues to grow. And Coconut Water continues to be the fastest growing category in the beverage aisle.

And yes, I would also add, I think we're seeing a healthy category in most of the major markets that we play in there. So the UK is growing and we see growth happening from a smaller base in other countries in Europe. So that's certainly from our perspective, something going on globally in coconut water in mature economic economies. So that's going on. Obviously, our goal is to gain share and to accelerate that growth. And that's how we invest that money. We're very focused on driving kind of new trial education of consumers and new occasions to sort of both increased household penetration and also increased by rate. And I think all of those efforts taking sort of show up in our household data is that the results will be one to shoring up their rate, increased household increase consumption rate. So we're just going to keep driving that and hopefully that maintains this great moments.

Very helpful.

Thanks, guys.

Operator

Thank you. And one moment for our next question.
Our next question comes from the line of Jim solar, Stephens.

Please go ahead as.

Thanks for taking my question. I wanted to first ask about some of the flex on marketing because I think if I think about the biggest driver of incremental sales, it probably has to come from increased communication of use occasions. And it sounds like the extended shipping times and lower inventory levels, maybe limits which you guys can do on the incremental ad spend. Should we think about you're getting inventories refilled first before you can turn up the volume a little bit more on advertising as demand demand is there and on right now, it's about building inventory being able to support that have been given as we think about the full year like we're going to modulate off of pricing promotional cadence. It certainly may be a little bit of marketing spend on a on channels, which directly generate demand, right, like maybe the e-commerce channels and stuff like that based on what inventory we have available, either promoting items that we haven't stopped for pulling back a little bit but that is certainly something we're monitoring. And our expectation is that our supply sort of constraints will ease a bit towards the middle end of the year. But this is something we're watching closely.
Okay, great.

And then if I can ask a question on private label.

You guys mentioned you have seen some consumer shift into retail formats that have more private-label coconut water. Do you have a sense of if those are existing coconut water consumers that are just buying private label in a format with no private label? Or are they shopping in a value concept, but they're actually new to the private label category as a whole in that one economic conditions normalize, that might be an opportunity to get a trade up from private label, Linda branded?
Well, I think I think our belief is that those sorts of channels where you're typically buying a multi-pack, I tend to lend themselves to consumers who are already familiar with the category on Actiq, yes, because because it's a multi-pack up purchase, we certainly I believe that you can trade consumers up from private label to branded and we look at that as an opportunity, and we think that we monitor the price gaps carefully on long-term. We just think it's indicative of the health of the category private label in our shipments is sort of helped by both our inventory position relative to other suppliers and the addition of new accounts, particularly on the international side that are generating very strong growth. We certainly recognize that private label volume growth is ahead of branded growth, partially because it's operating at slightly lower price points than this time last year, but it's very healthy and we just view it as part of a very healthy category and are very happy we're playing in both sides of it.

Operator

Yes.

I mean, look, it's going to add some consumers are coming into the category to the categories, increasing households and the brand is increasing household. They're coming through multiple channels, but it's the underlying health of the category that's supporting the growth of both branded and private label.

Appreciate the color guys, and I'll hop back in the queue.

All right.

Operator

Thank you. One moment for next question.
Next question comes from the line of Trevor star of William Blair. Please go ahead.

Hey, thanks. Cover on here for John Anderson.

My question was just on the multipack rollout.

Wanted to hear maybe some context from you guys of performance so far, whether that's been meeting expectations, we're seeing some good trends in this or kind of measured channel data. I wanted to kind of hear from you guys how the multipack rollout has been and any distribution gains to come into this year and next with regard to that?
Yes, I think we're very happy with the progress of the multi-packs and the impact both on our business and our share, given that we're one of the few brands that office multipacks in food and mass, and we've seen obviously very good wins that those wins, the size of those wins just sort of laid out in the investor deck. I think it's fair to say that we hope for more distribution this year, some of the retail sets are a little delayed. So it's a little unclear when that's going to get delivered. But we're optimistic that the velocity of those items and the profitability of those items for retailers justify closing the ACV gaps that we have on those items relative to US angle. So we're going to keep hammering away at that we've obviously presented that we do expect some wins as the resets happen too early to know exactly when there of those are going to get completed.
Okay, great. Thanks for me.

Operator

Thank you. One moment for another question. Our next question comes from the line of Eric Serotta of Morgan Stanley. Please go ahead.

Hey, thanks, guys. I'm wondering for the lack of multipack. He wants to circle back on multipacks on a quick question here. The absolute contribution in the quarter per your slides was a little bit less than the run rate last year. Wondering, were multipacks in particular or as part of the broader it picture impacted by some of the promotional timing and inventory issues that you spoke about? And then on the private label side, you've spoken in the past about private label as being a door opener for your branded business, where probably coming on a year now of pretty robust private label growth. And I'm just wondering what you're seeing in terms of if private label is in fact, helping unlock some branded customers.
Yes, that's yes. On the sort of multipart question and I think we're happy happy with the trends and the contribution 90 after having to our business, we certainly have some sort of supply challenges on a couple of the multi-packs that is probably limiting retail execution. We alluded to, I think on the call that we moved the major distribution incentive distributor incentive out of Q1 to later in the year. And so that would reduce the retail execution and promotional activity that might help the scan numbers. So I think we look at the scan numbers and we're not we're not worried in any shape or form. It's a function of all of these things, and it's reflective of a very healthy category and we think a very healthy brand. And as Corey mentioned, all the household numbers that we have showed good year-on-year trends as it relates to private label, when we talk about our private label business is healthy, very healthy. We've gained accounts. We've gained off on that have opened doors for us and mostly in the European markets. And we are but basically making good progress with our brand in those markets too. And so I think in our remarks, we talked about Germany being an exciting opportunity beyond just the UK. I think each of these markets is at different stages of coconut water development. And so the UK is potentially ahead of where Germany, France and Spain are, but we are up, but the private label business for us in mainland Europe is opening some doors and the brand branded, our sales trends that we're seeing as we sort of have an opportunity to participate in those markets are encouraging. So I think our long-term goal in those markets is to build the number one premium and coconut water and those in those markets from frankly, almost nothing. And we'll grow the category to the same penetration as UK or the US which would mean that Europe could be as large as North America. That's the long-term goal.
Great. And then just a quick follow up in terms of that for our distributor incentive that moved from Q1 to later this year. Should we expect that in the second quarter or the third quarter and on in terms of any color you can give us in terms of order of magnitude in terms of the impact on your sales growth in whatever quarter that's going to fall in spread that's incorporated into your guidance would help us in terms of quarterly cadence?
Yes. So I think it's currently planned for Q3, but it's subject to move based on supply chain inventories, demand and product availability and all that all those types of factors really hard to quantify what the impact might have been. And so little uncomfortable doing that. It was a program with our largest distributors. It wasn't a national program but it was a our largest distributor, which covers a significant part of our DSD business. And again, very hard to quantify the exact the exact impact.
Got it. Thanks for the color, and I'll pass it on.

Operator

Thank you. One moment for our next question.
Your next question comes from the line of Michael Lavery of Piper Sandler. Please go ahead.

Thank you.

Good morning.

My name just wanted to follow up on the juice cans that at least in convenience of ACs, the AACB. build has been a little bit slower than we might have expected. Can you just give a sense of what some of the challenges are there and is there a way for it to break through or what should we expect kind of looking ahead a little bit. So I think as we've said before, building distribution and convenience is a long, slow, hard game ahm. We launched nationally last year and we made really good progress. I think what you then have is some of that distribution doesn't stick for reasons that maybe it wasn't quality distribution or whatever you get leverage on the fact that it's still growing, I think is a positive to us, but certainly it impacted a little bit by the distributor incentive that I previously mentioned, because we didn't have a big push, but the actual scan data is very, very healthy and juice cans up 34% in the quarter on. So the velocities, the slots starting to build and that gives us a lot of confidence. And obviously, we're going to keep pushing on. So but it's going to be a long, slow build. And that's how we think about no, that's helpful color. And and just one more back on multipacks. Can we see the breakdown on Slide 9, which is really helpful and just kind of what drove growth, but it's some of that obviously in this quarter it had done if some some promo shifts or different things might have impacted it. Can you just give a sense for me, incrementality perspective, the consumer behavior on multipacks, it seems like it's driving more occasions. Is it is that simple? How does the consumer interact? And you've got the base business obviously holding up but Tom, where do multiples go from here in terms of the sustainability of the kind of growth that has been doing?
Yes, I think obviously, it's a larger purchase. And so therefore, it sits within the more sort of high volume coconut water consumers. And it's provided them with a better shopping experience plus a basket value opportunity, right? Because there is a slight discount when we when we launch some discount was much bigger than it is today. So we've been able to close that and still maintain these velocities. We think it helps us in growing the category and having more coconut water in people's homes on because it's less chances of being out. So So it's all good. I think we've talked about before that it's probably a two year plan to close all the distribution gaps with some of the delayed resets. Maybe that's now going to be three years or maybe a little slower than we anticipated, but we'll see how that goes this summer. But we feel very good and our read on it from a supply planning perspective is we need to expand our ability to produce them. And so we're working hard on that.

And the idea is over time, there will be there'll be new multi-packs coming into the system, also some different formats different flavors of this type of thing. So that will continue to build.
And one other thing on behavior, we believe that is bringing more product into the home, which is bringing more users in each home for the many different occasions that we continue to educate consumers on for using coconut Coca-Cola.

No, that's helpful.

Great color. Thanks so much.

Operator

Thank you. One moment for our next question.
Next question comes from the line of Gregory Porter of Evercore ISI. Your line is now open.

Hey, guys. Thank you for the question. I was wondering if you could maybe just provide a bit more color on the private label price gaps kind of versus versus your branded products and how you've seen that changes? I mean, you talked a bit about it earlier on the call, but just was wondering if you could provide more color on the quantum there and how you plan to respond on if at all?

Thanks.

Sure. I think what we've said historically is that private label pricing tends to track costs or costs, right? And so it swings as the costs move and there's a lag on that, Tom. And so I think when we look at where we are today, our current private label to branded price gaps seem to us to be appropriate and pretty much mirror where they were pre COVID on. And so we think we're back to a more normalized sort of price gap situation. You may remember during COVID, we did not move the branded pricing that much, but the private label parts would have moved quite a bit. And so we think we're back to normal with start to see that on. We're still lapping a period last year and the gaps were a little tight tighter. And so that probably end of Q2, Q3, we'll start to lap what we're normalizing and the year-on-year comparisons are the same. We think some of the growth of private label is that but some of it is also a channel channel shifting and then some of it in fact, that we've gained accounts, right? So it's combination of all things. And in total, we expect long term private label and branded to grow at pretty similar rates.

Great.

Thanks, guys.

Operator

Thank you.
As a reminder to ask a question, you will need to press star one one on your telephone and wait for your name to be announced One moment for our next question our next question comes from the line of Eric Des Lauriers of Craig-Hallum Capital Group. Your line is now open.

Great.

Thank you for taking my questions. First, from your owner first for me on ocean freight. Could you comment on your mix of spot versus futures contracts for shipments here? And then maybe how you expect that to evolve for the rest of the year.
And then just kind of related, I think last call you talked about sort of increasing the supply that's coming from Brazil. Obviously, that's kind of a longer-term initiative with Brazil, obviously being where ocean freights are less expensive for you guys to the U.S. Could you just provide some commentary on how that process is going and maybe quantify that impact for us would be great.

Thank you.
Sure. On the ocean freight side, our position as it relates to sort of coverage on contract on ocean freight remains pretty much what it was last time we spoke to you. We have not entered into what we would regard as long-term ocean freight contracts, which we could think about as 12 months. We continue to operate on what we call spot stuff. But as we talked about last time does not necessarily reflect what you're seeing on the indexes. We're basically in a situation where month by month. We are communicating with carriers to say, hey, we have 200 containers to go from A. to B, what's your price and we're bidding them off against each other. And that is resulting in rates that are below what our reported spots and that we think are competitive. And we have entered into shorter-term arrangements on certain lanes where we need to guarantee capacity and particularly guarantee that the ships stop at the port. So we need them to, but those are typically two to three months commitments on specific lanes. So at this point in time. We remain, you know, very on the contracted on a forward going basis. And the rest of the reason for that is that when we've asked for and sort of long-term proposals to us. Those proposals look unreasonable as to what we think the overall the pricing is likely to be over the next 12 months, given the excess capacity that exists in the shipping ocean in our business. And given the consumer, the demand for those containers, we still believe we're in a overcapacity situation and we are better off operating as we are than committing to long-term contracts that are being proposed at higher rates than we're currently paying.

And then as it relates to increasing supply from Brazil are anywhere our objective currently is to as we see growth continuing well into the future is to increase our supply in all of our regions. You may see that we announced a couple of deals in the Philippines over the last several weeks to expand supply there. And we're looking at new supply partnerships in other places also as we continue to expand supply and some prepare to keep up with the continued demand.

Okay.

That's helpful.

And then just last question for me on sort of innovation and new new use occasions. So you mentioned the sort of exclusive new drink at Target. I guess just first on that, I mean, is this something that you expect to remain exclusive with Target, might this expand to other retailers or or channels, some should we see something similar to this partnership with Target elsewhere? And then just kind of touching on the usage occasion of coconut water as an alcohol mix or obviously, last year, there was the partnership with Diageo and few, I guess, featured cocktail that some summer events. Can you comment on plans for this year of sort of continuing to educate the consumer on the coconut water use occasion as an alcohol mixer? And maybe any specific comments on the Diageo partnership would be great.

Thanks.

Yes.

So treats on medical, good treats we're really excited about the initial results, but it's early in its initial results from what we're doing. There is, you know, looking at a new occasion for consumers, which is using basically a coconut milk beverage as kind of a mid afternoon treat type of thing. Some initial results scans at Target are great and probably better than we might have expected going in. And so we're excited about looking at it and continuing to expand it over the course of the year and into next year.
And as it relates to the CoCo as a cocktail mixer. That's something we've been working on now for going on two years, and it's become a significant part of our communications in our consumer communications. And it's working and we're putting know we spoke about the fact that we're building out a bigger on food service team. And part of that is, you know, making sure that as bars and restaurants and clubs start putting cocktails on the menu, which we're seeing happening everywhere on the CoCo is the choice and is through the right distribution systems to be able to get there and be the primary coconut water that's used for that occasion. And so it is an important occasion and a growing occasion we believe for consumers.

Appreciate that color.

Thanks.

Taking my questions.

Thanks.
Thanks.

Operator

Thank you. One moment for earnings question. Next question comes from the line of Eric Serotta of Morgan Stanley. Your line is now open.

Hey, just a quick follow-up Tom, in terms of the top-line guidance increase, was that attributable just to private label or branded or both? Any color on that would be helpful.

It's Ted spoke, Eric. It's just us taking a look at the underlying health of the business the year to date performance and trying to give you guys the best information we can on where we expect the year to land.

Got it. Thank you.
All right.

Operator

Thank you.
I am showing no further questions at this time. I would now like to turn it back to Martin Roper for closing remarks.

Thanks, Stephen. I like to thank you all for joining our Q1 earnings call, and we look forward to talking to you when we report our Q2 earnings. Thanks very much.

Operator

Thank you for your participation in today's conference. This does conclude the program, and you may now disconnect.