Coconut water company The Vita Coco Company (NASDAQ: COCO) beat Wall Street’s revenue expectations in Q4 CY2025, but sales were flat year on year at $127.8 million. The company’s full-year revenue guidance of $690 million at the midpoint came in 0.9% above analysts’ estimates. Its non-GAAP profit of $0.14 per share was 17.3% above analysts’ consensus estimates.

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StockStory’s Take

Vita Coco’s fourth quarter results reflected a mix of progress and ongoing headwinds, as revenue surpassed Wall Street expectations but earnings per share came in below consensus. Management identified healthy international momentum and improved U.S. distribution as key drivers, but noted that flat overall sales and lower sales volumes were weighed down by lingering inventory and tariff-related costs. CEO Martin F. Roper acknowledged, "We operated the quarter primarily on spot rates, with some fixed price arrangements on certain lanes to secure capacity," highlighting the company’s tactical approach to navigating supply chain challenges.

Looking ahead, Vita Coco’s guidance leans on expected growth in both core and international markets, with management emphasizing category expansion and increased marketing investment. Executives are confident that tariff exemptions and lower ocean freight costs will support margin recovery, but plan to reinvest in promotions and brand building. As Chairman Michael Kirban stated, "We are positioning Vita Coco as the natural choice for performance-minded consumers," relying on sport and hydration marketing to drive future demand even as competitive and cost pressures persist.

Key Insights from Management’s Remarks

Management attributed Q4 performance to international growth, improved U.S. shelf presence, and the impact of tariffs and promotions on profitability.

• International acceleration: Strong sales growth in Europe, especially the U.K. and Germany, contributed 29% of full-year company net sales growth, with management highlighting these as markets with long-term expansion potential.
• Walmart distribution gains: Recovered and expanded shelf space at Walmart led to improved U.S. brand visibility and a 5-6% boost in scan data, indicating increased consumer access and retailer support.
• Tariff and cost pressures: The lingering impact of tariffs and elevated ocean freight rates continued to pressure gross margins and profitability, with CFO Corey Baker noting that most tariff costs would phase out after Q1 2026.
• Shift in private label dynamics: While private label sales declined due to retailer losses earlier in the year, regained regions and new business are expected to drive growth in future quarters. Management described the private label business as “lumpy” but increasingly diversified.
• Increased marketing and innovation focus: Marketing spend is set to rise faster than branded net sales, targeting hydration and sports positioning, with new product formats and flavors such as the “Treats” line supporting shelf presence and consumer engagement.

Drivers of Future Performance

Vita Coco’s outlook is shaped by ongoing expansion in international markets, renewed U.S. promotional efforts, and anticipated cost improvements as tariffs ease.

• International market expansion: Management expects continued strong growth in Europe, especially as per capita coconut water consumption remains below U.S. levels. CEO Martin F. Roper noted, "Our plan is for international to continue to provide a significant part of our total growth for the foreseeable future."
• Promotional activity and brand investment: Increased marketing and promotions are designed to reinforce Vita Coco’s positioning in hydration and sports, driving consumer trial and loyalty. These investments are expected to offset competitive pricing from private label players as tariff savings are passed through.
• Margin improvement and cost management: The removal of most tariffs and lower ocean freight rates should benefit gross margins, although management cautions that increased domestic logistics and inflationary pressures may partially offset these gains. CFO Corey Baker stated that full-year gross margins are expected to improve, with SG&A leverage targeted despite additional brand investments.

Catalysts in Upcoming Quarters

In the coming quarters, StockStory analysts will closely watch (1) the pace and sustainability of international sales momentum, particularly in the U.K. and Germany; (2) the effect of Walmart’s expanded shelf space on U.S. brand penetration and potential moves by other retailers; and (3) the impact of tariff exemptions and lower freight rates on gross margins. The evolution of private label partnerships and new product rollouts will also be key indicators of execution.

Vita Coco currently trades at $49.61, down from $56.52 just before the earnings. Is there an opportunity in the stock?Find out in our full research report (it’s free).

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