Charlotte’s Web Holdings Reports Quarter 1 2021 Results

BOULDER– Charlotte’s Web Holdings (TSX: CWEB) (OTCQX: CWBHF), Charlotte’s Web Holdings, Inc. the market share leader in full spectrum cannabidiol (CBD) hemp extract wellness products, today reported financial results for the first quarter ended March 31, 2021.

 Q1-2021 Financial Highlights (in USD).

• Consolidated revenue increased 9.1% to $23.4 million vs. $21.5 million in Q1-2020
• DTC eCommerce sales increased 14.5% year-over-year and contributed 68.9% of Q1 revenue
• B2B net revenue decreased 1.4% year-over-year. Excluding non-retail B2B hemp drying services, comparable B2B retail sales increased 11.0% and expanded market share
• Gross profit of $13.7 million, or 58.4% of consolidated revenue
• Operating expenses were 2.9% higher year-over-year and 15.2% lower from Q3-2020 in line with the cost reduction plan implemented Q4-2020
• Adjusted EBITDA loss of $4.7 million vs. loss of $5.7 million in Q1-2020
• $35.0 million cash (plus $10.8 million pending IRS tax receivable) and $95.6 million working capital on March 31, 2021
• $10 million unused line of credit with JPMorgan extendable to $20 million

Business Highlights

• Expanded its number one market share position across major retail channels including total food/drug/mass retail (“F/D/M”) and US natural specialty retail
• Completed clinical study reaffirming the liver health safety of Charlotte’s Web™ hemp derived CBD extracts and shared quantitative data study’s results with the U.S. FDA
• Secured future optionality to enter the US cannabis wellness category through a purchase option agreement to acquire Stanley Brothers cannabis business pending US federal legalization of cannabis
• Three proprietary hemp cultivars approved for cultivation in Canada in 2021
• Secured three U.S. Patents for proprietary hemp cultivars bringing total patents to five
• Successfully enforced its Charlotte’s Web trademark
• CW Labs announced a scientific collaboration researching hemp CBD efficacy with Harvard Medical School’s Dr. Staci Gruber, Ph.D.
• Invested $1.6 million capex to substantially complete phase III expansion of new 137,000 sq. ft. facility with extraction infrastructure and R&D expansion
• Launched Charlotte’s Web first THC-free broad spectrum extract tinctures and topicals
• Supported federal and state legislative actions to help develop comprehensive regulatory framework with Federal Bill H.R. 841 and proposed regulations in CA and NY

“Despite reduced retail activity due to the pandemic, our directly comparable B2B retail sales showed year-over-year growth. Our B2B retail sales and velocities further strengthened in March and April as US vaccination programs support reopening of the economy, and our DTC sales continued to grow demonstrating long-term secular strength for our products in the e-commerce channel,” said Deanie Elsner, CEO of Charlotte’s Web. “We continued to expand our leading market position with quarterly market share gains across all of our channels. Internationally we have made our first moves into Israel and Canada with initial product sales planned for early 2022. We are pleased with our progress and believe that Charlotte’s Web is well positioned to drive continued growth in the US and new growth in key international markets as we expand outside of the US.”

Q1-2021 Financial Review

The following table sets forth selected financial information for the periods indicated.

The following information sets forth selected quarterly revenue information for the Company’s recent fiscal quarters.

Consolidated net revenue for the three months ended March 31, 2021 increased 9.1% year-over-year to $23.4 million. DTC ecommerce net sales increased 14.5% reflecting increased marketing, targeted promotions as well as incremental demand for the Company’s new topical and THC-free ingestible products. Year-over-year new consumer acquisitions increased 51% and conversion rates increased 27%. DTC accounted for 68.9% of total revenue in the first quarter of 2021 versus 65.6% for the same period in 2020.

Consolidated B2B revenue was consistent with the same period in 2020, however prior year B2B revenue included hemp drying services revenue which was not repeated in Q1-2021. In addition, during Q1-2021 the Company accepted product returns from a retail partner due to reduced shelf life as a result of extended time on shelves with the pandemic reducing retail traffic. Excluding these items, comparable net B2B retail sales increased 11.0% year-over-year. Higher volumes are primarily the result of the Company’s expanding retail footprint and a successful competitive pricing realignment implemented in the second quarter of 2020, which together have somewhat offset COVID-19 related headwinds.

Higher retail volumes have been producing incremental quarterly gains in retail market share and Charlotte’s Web holds the number one market share position across major retail channels including total US food/drug/mass retail, total US natural specialty retail, and ecommerce.

Gross profit of $13.7 million was 58.4% of revenue compared to $15.1 million, or 70.3% of revenue last year. Lower gross profit primarily reflects product mix and a competitive pricing realignment implemented across the Company’s product portfolio beginning in Q2-2020. The Company’s leading gummy product line carries lower gross margins and contributed a larger portion of total revenue in Q1-2021. The Company anticipates gross profit improvements through pending production cost reductions in 2021.

Operating expenses were $24.0 million, a 2.9% year-over-year increase from $23.3 million. In response to lower B2B retail sales during the pandemic, in Q4-2020 management took actions to better align operating expenses through an expense optimization program targeting reductions of more than 10% of the Q3-2020 consolidated expense run rate. Q1-2021 operating expenses were 15.2% lower compared to Q3-2020, ahead of plan, and were achieved despite the additional expenses in Q1-2021 from the CW Labs R&D division and the acquisition of Abacus Health, which were not present for the full quarter in Q1-2020.

Adjusted EBITDA for the quarter was negative $4.7 million, or (19.9)% of consolidated revenue, compared to negative EBITDA of $5.7 million, or (26.5)% of revenue, for the first quarter of 2020.

Balance Sheet and Cash Flow

The Company used $7.7 million of cash in operations during the first quarter of 2021 compared to $14.9 million of cash used in operations during the first quarter of 2020. During the quarter the Company paid total consideration of $8.0 million cash for an Option Purchase Agreement with Stanley Brothers USA Holdings, Inc. providing the optionality to acquire or own warrants Stanley Brothers USA upon federal legalization of cannabis in the United States. The Company’s cash and working capital at March 31, 2021 were $35.0 million and $95.6 million, respectively, compared to $52.8 million and $113.6 million at December 31, 2020.

Consolidated Financial Statements and Management’s Discussion and Analysis

The Company’s unaudited financial statements and accompanying notes for the periods ended March 31, 2021 and 2020 and related management’s discussion and analysis of financial condition and results of operations (“MD&A”) are available under the Company’s profile on SEDAR at www.sedar.com and on the Investor Relations section of the Company’s website at https://investors.charlottesweb.com.

Conference Call

Management will host a conference call to discuss the Company’s first quarter 2021 results at 8:30a.m. ET on May 11, 2021. To participate in the call, please dial 1-647-427-7450 or 1-888-231-8191 approximately 10 minutes before the conference call and provide conference ID 5365736. A recording of the call will be available through May 18, 2021. To listen to the rebroadcast please dial 1-416-849-0833 and provide the same conference ID.

A webcast of the call can be accessed through the investor relations section of the Charlotte’s Web website.

About Charlotte’s Web Holdings, Inc.

Charlotte’s Web Holdings, Inc., a Certified B Corporation headquartered in Boulder, Colorado, is the market leader in the production and distribution of innovative hemp-derived cannabidiol (“CBD”) wellness products under a family of brands which includes Charlotte’s Web™, CBD Medic™, CBD Clinic™, and Harmony Hemp. The Company’s premium quality products start with proprietary hemp genetics that are 100-percent American farm grown and manufactured into whole-plant hemp extracts containing a full spectrum of naturally occurring phytocannabinoids including CBD, CBC, CBG, terpenes, flavonoids and other beneficial hemp compounds.  Charlotte’s Web product categories include CBD oil tinctures (liquid products), CBD gummies (sleep, stress, inflammation recovery), CBD capsules, CBD topical creams and lotions, as well as CBD pet products for dogs.  Charlotte’s Web products are distributed to more than 14,000 retail, over 8,000 health care practitioners, and online through the Company’s website at www.CharlottesWeb.com. Through its vertically integrated business model, Charlotte’s Web strives to improve customers’ lives and meet their demands for stringent product quality, efficacy and consistency.

Charlotte’s Web was founded by the Stanley Brothers with a mission to unleash the healing powers of botanicals through compassion and science, benefiting the planet and all who live upon it.  Charlotte’s Web is a socially and environmentally conscious company and is committed to using business as a force for good and a catalyst for innovation. The Company weighs sound business decisions with consideration for how its efforts affect employees, customers, the environment, and diverse communities. The rate the Company pays for agricultural products reflects a fair and sustainable rate driving higher quality yield, encouraging regenerative farming practices, and supporting U.S. farming communities. Management believes that its socially oriented and environmentally responsible actions have a positive impact on its customers, suppliers, employees and stakeholders. Charlotte’s Web donates a portion of its pre-tax earnings to charitable organizations.

Shares of Charlotte’s Web trade on the Toronto Stock Exchange (TSX) under the symbol “CWEB” and are quoted in U.S. Dollars in the United States on the OTCQX under the symbol “CWBHF.” As of May 10, 2021, Charlotte’s Web had 109,378,169 Common Shares outstanding and 76,264.43 Proportional Voting Shares convertible at 400:1 into Common Shares, for an effective equivalent of 139,883,938 Common Shares outstanding.

Forward-Looking Information

In the interest of providing the shareholders and potential investors of Charlotte’s Web Holdings, Inc. with information about the Company,  certain information provided constitutes forward-looking statements or information (collectively, “forward-looking statements”). Forward-looking statements are typically identified by words such as “may”, “will”, “should”, “could”, “anticipate”, “expect”, “project”, “estimate”, “forecast”, “plan”, “intend”, “target”, “believe” and similar words suggesting future outcomes or statements regarding an outlook. Although these forward-looking statements are based on assumptions the Company considers to be reasonable based on the information available on the date such statements are made, such statements are not guarantees of future performance and readers are cautioned against placing undue reliance on forward-looking statements. By their nature, these statements involve a variety of assumptions, known and unknown risks and uncertainties, and other factors which may cause actual results, levels of activity, and achievements to differ materially from those expressed or implied by such statements. The forward-looking statements contained in this press release are based on certain assumptions and analysis by management of the Company (“Management”) in light of its experience and perception of historical trends, current conditions and expected future development and other factors that it believes are appropriate.

Specifically, this press release contains forward-looking statements relating to, but not limited to: potential capacity expansion for production, extraction, R&D and distribution; international expansion activities and strategy; capacity expansion and transition to a CPG operating company capable of supporting mass retail channel growth; the impact of certain activities on the Company’s business and financial condition; suggested regulatory developments; possible equity and debt financing; the Company’s anticipated trajectory, long-term growth expectations and shareholder value creation; and product expansion, including into cannabis wellness where federally permissible.

The material factors and assumptions used to develop the forward-looking statements herein include, but are not limited to, the following: (i) the impact of the COVID-19 pandemic; (ii) the regulatory climate in which the Company operates; (iii) the continued sales success of the Company’s products; (iv) the continued success of sales and marketing activities; (v) the Company’s ability to complete the conversion or buildout of its facilities on time and on budget; (vi) there will be no significant delays in the development and commercialization of the Company’s products; (vii) the Company will continue to maintain sufficient and effective production and research and development capabilities to compete on the attributes and cost of its products; (viii) the Company’s ability to deal with adverse growing conditions (due to pests, disease, fungus, climate or other factors) in a timely and cost-effective manner; (ix) there will be no significant reduction in the availability of qualified and cost-effective human resources; * new products will continue to be added to the Company’s portfolio; (xi) demand for the Company’s  products will grow in the foreseeable future; (xii) there will be no significant barriers to the acceptance of the Company’s products in the market; (xiii) the Company will be able to maintain compliance with applicable contractual and regulatory obligations and requirements; (xiv) there will be adequate liquidity available to the Company to carry out its operations; and (xv) products do not develop that would render the Company’s current and future product offerings undesirable and the Company is otherwise able to minimize the impact of competition and keep pace with changing consumer preferences; and (xvi) the Company will be able to successfully manage and integrate acquisitions and take advantage of synergies from acquisitions.

The Company’s forward-looking statements are subject to risks and uncertainties pertaining to, among other things, the adverse impact of the COVID-19 pandemic to the Company’s operations, supply chain, distribution chain, and to the broader market for the Company’s products, revenue fluctuations, nature of government regulations (both domestic and foreign), economic conditions, loss of key customers, retention and availability of executive talent, competing products, common share price volatility, loss of proprietary information, product acceptance, internet and system infrastructure functionality, information technology security, cash available to fund operations, crop risk, availability of capital, international and political considerations, the successful integration of acquired businesses, and including but not limited to those risks and uncertainties discussed under the heading “Risks and Uncertainties” in MD&A, the AIF, and the Company’s other filings with securities regulators. The impact of any one risk, uncertainty, or factor on a particular forward-looking statement is not determinable with certainty as these are interdependent, and the Company’s future course of action depends on Management’s assessment of all information available at the relevant time. Except to the extent required by law, the Company assumes no obligation to publicly update or revise any forward-looking statements made, whether as a result of new information, future events, or otherwise. All subsequent forward-looking statements, whether written or oral, attributable to the Company or persons acting on the Company’s behalf, are expressly qualified in their entirety by these cautionary statements.