First Quarter Exceeds Company Guidance

Dispensers, Refill, and Exchange Segments Report Strong Growth

Raises Net Sales Outlook for 2018

WINSTON-SALEM, N.C., May 08, 2018 (GLOBE NEWSWIRE) -- Primo Water Corporation (Nasdaq:PRMW) today reported financial results for the first quarter ended March 31, 2018.

First Quarter 2018 Business Highlights:

  • Net sales increased 21.3% to $73.7 million

  • Dispensers net sales increased 82.6% to $13.9 million

  • Refill net sales increased 14.1% to $41.5 million

  • Exchange net sales increased 9.0% to $18.3 million

  • Net income of $1.2 million, or $0.04 per diluted share

  • Adjusted EBITDA increased 26.6% to $12.4 million

  • Record sell-thru of dispenser units; an increase of 29.0% to 185,000

  • Acceleration of U.S. Exchange same-store unit growth to 9.5%

(All comparisons above are with respect to the first quarter ended March 31, 2017)

“We are excited with the strong start to 2018, with results significantly ahead of our expectations for the first quarter,” commented Matt Sheehan, Primo Water's President and Chief Executive Officer. “We are pleased to see that the promotions in the fourth quarter of 2017 helped drive the connectivity to our water and many of our marketing tests and operational enhancements are on or ahead of track.  This led to an acceleration of our U.S. Exchange same-store unit growth and drove momentum in our Dispensers, Refill and Exchange business segments. These results and our team’s executional focus around our purpose of inspiring healthier lives thru better water and our core strategies give us the confidence to raise our net sales outlook for the remainder of 2018.”

First Quarter Results

Net sales increased to $73.7 million from $60.7 million for the prior year quarter, with growth in all three segments.  Dispensers segment net sales increased 82.6% to $13.9 million from $7.6 million for the prior year quarter, due primarily to the timing of shipments and record sell-thru of 185,000 units for the first quarter of 2018.  Refill net sales increased 14.1% to $41.5 million from $36.4 million for the prior year quarter.  The Refill net sales increase was primarily due to the Glacier and Primo Refill contract integration, an increase in unit volume, and price increases at certain outdoor coin-operated locations, which were implemented near the end of the first quarter.  Exchange net sales increased 9.0% to $18.3 million from $16.7 million for the prior year quarter, driven by an acceleration in U.S. same-store unit growth to 9.5%.  

Gross margin was 27.5% compared to 29.5% for the prior year quarter, primarily due to changes in sales mix as the Dispensers segment net sales made up a higher portion of overall sales for the first quarter of 2018.  Selling, general and administrative expenses (“SG&A”) were $9.2 million, or 12.5% as a percentage of net sales, compared to $10.5 million, or 17.4% as a percentage of net sales, for the prior year quarter.  The decrease in SG&A was primarily due to the reduction in employee-related expenses, driven by efficiency gains related to the Glacier integration, and a decrease in non-cash stock-based compensation expense, partially offset by the planned increase in marketing expenses.

U.S. GAAP net income was $1.2 million, or $0.04 per diluted share, compared to a net loss of $11.9 million, or $0.37 per diluted share in the prior year quarter.

Adjusted EBITDA increased 26.6% to $12.4 million, or 16.8% of net sales from $9.8 million, or 16.1% of net sales for the prior year quarter, driven by the increase in net sales and SG&A leverage as described above.

2018 Outlook

For the second quarter of 2018, we expect net sales of $70.5 million to $73.5 million and adjusted EBITDA of $14.7 million to $15.2 million. 

We are raising our net sales guidance for 2018 to a range of $303.0 million to $307.0 million, compared to our previous range of $298.0 million to $302.0 million.  We are reiterating our guidance for adjusted EBITDA of $61.0 million to $63.0 million, as we expect to invest the contribution from the incremental sales growth into existing and new marketing initiatives.

We do not provide guidance for the most directly comparable GAAP measure to adjusted EBITDA, net income, and similarly cannot provide a reconciliation between our forecasted Adjusted EBITDA and net income metrics without unreasonable effort due to the unavailability of reliable estimates, which include interest expense, non-recurring and acquisition related costs. These items, among others, are not within our control and may vary greatly between periods and could significantly impact future financial results.

Conference Call and Webcast

We will host a conference call to discuss these matters at 4:30 p.m. ET today, May 8, 2018.  Participants from the company will be Matt Sheehan, President and Chief Executive Officer and David Mills, Chief Financial Officer. The call will be broadcast live over the Internet hosted at the Investor Relations section of Primo Water's website at, and will be archived online through May 22, 2018.  In addition, listeners may dial (866) 712-2329 in North America, and international listeners may dial (253) 237-1244.

About Primo Water Corporation

Primo Water Corporation (Nasdaq:PRMW) is an environmentally and ethically responsible company with a purpose of inspiring healthier lives through better water.  Primo is North America's leading single source provider of water dispensers, multi-gallon purified bottled water, and self-service refill water.   Primo’s Dispensers, Exchange and Refill products are available in over 45,000 retail locations and online throughout the United States and Canada.  For more information and to learn more about Primo Water, please visit our website at

Forward-Looking Statements

Certain statements contained herein are not based on historical fact and are "forward-looking statements" within the meaning of the applicable securities laws and regulations. These statements include the Company’s financial guidance and statements regarding our belief that we have a robust runway for future growth in net sales and profitability, particularly as we begin to accelerate our brand marketing activation initiatives in 2018.  These statements can otherwise be identified by the use of words such as "anticipate," "believe," "could," "estimate," "expect," "feel," "forecast," "intend," "may," "plan," "potential," "project," “seek,” "should," "would,” “will,” and similar expressions intended to identify forward-looking statements, although not all forward-looking statements contain these identifying words. Owing to the uncertainties inherent in forward-looking statements, actual results could differ materially from those stated herein. Factors that could cause actual results to differ materially from those in the forward-looking statements include, but are not limited to, the loss of major retail customers of the Company or the reduction in volume or change in timing of purchases by major retail customers; the consolidation of retail customers and disruption of the retail business model; lower than anticipated consumer and retailer acceptance of and demand for the Company's products and services; difficulties realizing the anticipated benefits and synergies from the Glacier Water acquisition and managing our expanded operations following the acquisition; highly competitive environment in which we operate and the entry of a competitor with greater resources into the marketplace; competition and other business conditions in the water and water dispenser industries in general; adverse changes in the Company's relationships with its independent bottlers, distributors and suppliers in its Exchange business; the loss of key Company personnel; risks associated with the Company’s potential expansion into international markets, and the risk that the current U.S. presidential administration may implement changes to international trade relations, particularly with China, that could be harmful to our business and operations; the Company’s experiencing product liability, product recall or higher than anticipated rates of sales returns associated with product quality or safety issues; dependence on key management information systems; the Company's inability to efficiently expand operations and capacity to meet growth; the Company's inability to develop, introduce and produce new product offerings within the anticipated timeframe or at all; general economic conditions; the possible adverse effects that decreased discretionary consumer spending may have on the Company’s business; changes in the regulatory framework governing the Company's business; significant liabilities or costs associated with litigation or other legal proceedings; the possibility that our ability to use our net operating loss carryforwards in the United States may be limited; the restrictions imposed upon our business as a result the restrictive covenants contained in our credit agreements; the Company’s inability to comply with its covenants in its credit facility; the possibility that we may fail to generate sufficient cash flow to service our debt obligations; the negative effects that global capital and credit market issues may have on our liquidity; the costs of borrowing on our operations as well as other risks described more fully in the Company's filings with the Securities and Exchange Commission, including its Annual Report on Form 10-K filed on March 7, 2018 and its subsequent filings under the Securities Exchange Act of 1934. Forward-looking statements reflect management's analysis as of the date of this press release. The Company does not undertake to revise these statements to reflect subsequent developments, other than in its regular, quarterly earnings releases or as otherwise required by applicable securities laws.

Use of Non-U.S. GAAP Financial Measures

To supplement its financial statements, the Company provides investors with information related to adjusted EBITDA and adjusted net income from continuing operations, which are not financial measures calculated in accordance with generally accepted accounting principles in the United States (“U.S. GAAP”).  Adjusted EBITDA is calculated as income (loss) from continuing operations before depreciation and amortization; interest expense, net; income tax (benefit) expense; non-cash change in fair value of warrant liability; non-cash, stock-based compensation expense; non-recurring and acquisition-related costs; and loss on disposal and impairment of property and equipment and other.   Adjusted net income is defined as net income (loss) less income tax (benefit) expense; change in fair value of warrant liability; non-cash, stock-based compensation expense; non-recurring and acquisition-related costs; and loss (gain) on disposal and impairment of property and equipment.   The Company believes these non-U.S. GAAP financial measures provide useful information to management and investors regarding certain financial and business trends relating to the Company’s financial condition and results of operations.  Management uses these non-U.S. GAAP financial measures to compare the Company's performance to that of prior periods for trend analyses and planning purposes.  These non-U.S. GAAP financial measures are also presented to the Company’s Board of Directors and adjusted EBITDA is used in its credit agreements.

Non-U.S. GAAP measures should not be considered a substitute for, or superior to, financial measures calculated in accordance with U.S. GAAP.  These non-U.S. GAAP measures exclude significant expenses that are required by U.S. GAAP to be recorded in the Company's financial statements and are subject to inherent limitations.


 Primo Water Corporation 
 Condensed Consolidated Statements of Operations 
 (Unaudited; in thousands, except per share amounts) 
   Three Months Ended 
   March 31, 
    2018   2017  
 Net sales $  73,659  $  60,737  
 Operating costs and expenses:     
 Cost of sales    53,421     42,814  
 Selling, general and administrative expenses    9,200     10,544  
 Non-recurring and acquisition-related costs    77     4,448  
 Depreciation and amortization    6,057     6,391  
 Loss (gain) on disposal and impairment of property      
   and equipment    133     (6) 
 Total operating costs and expenses    68,888     64,191  
 Income (loss) from operations    4,771     (3,454) 
 Interest expense, net    5,286     5,002  
 Change in fair value of warrant liability    –     3,220  
 Loss before income taxes    (515)    (11,676) 
 Income tax (benefit) provision    (1,725)    186  
 Net income (loss) $  1,210  $  (11,862) 
 Earnings (loss) per common share:     
   Basic $  0.04  $  (0.37) 
   Diluted $  0.04  $  (0.37) 
 Weighted average shares used in computing loss per share    
   Basic    33,164     32,364  
   Diluted    34,424     32,364  
 Primo Water Corporation 
 Segment Information 
 (Unaudited; in thousands) 
   Three Months Ended 
   March 31, 
    2018   2017  
 Segment net sales     
 Refill $  41,475  $  36,365  
 Exchange    18,258     16,745  
 Dispensers    13,926     7,627  
 Total net sales $  73,659  $  60,737  
 Segment income (loss) from operations     
   Refill    11,584     8,708  
   Exchange    5,263     5,152  
   Dispensers    1,144     580  
   Corporate    (6,953)    (7,061) 
   Non-recurring and acquisition-related costs    (77)    (4,448) 
   Depreciation and amortization    (6,057)    (6,391) 
   Loss (gain) on disposal and impairment of      
    property and equipment    (133)    6  
   $  4,771  $  (3,454) 


Primo Water Corporation 
Condensed Consolidated Balance Sheets 
(In thousands, except par value data) 
  March 31, December 31, 
   2018   2017  
Current assets:     
Cash and cash equivalents $  5,330  $  5,586  
Accounts receivable, net    22,700     18,015  
Inventories    5,816     6,178  
Prepaid expenses and other current assets    5,652     3,409  
Total current assets    39,498     33,188  
Bottles, net    4,588     4,877  
Property and equipment, net    100,409     100,692  
Intangible assets, net    143,241     144,555  
Goodwill    92,789     92,934  
Investment in Glacier securities ($3,895 and $3,881 available-for-sale, at fair value at March 31, 2018 and December 31, 2017, respectively)    6,524     6,510  
Other assets    551     997  
Total assets $  387,600  $  383,753  
Current liabilities:     
Accounts payable $  26,107  $  18,698  
Accrued expenses and other current liabilities    7,938     9,878  
Current portion of long-term debt and capital leases    3,581     3,473  
Total current liabilities    37,626     32,049  
Long-term debt and capital leases, net of current portion and debt issuance costs    274,531     269,793  
Deferred tax liability, net    6,730     8,455  
Other long-term liabilities    2,260     1,985  
Total liabilities    321,147     312,282  
Commitments and contingencies     
Stockholders’ equity:     
Preferred stock, $0.001 par value - 10,000 shares authorized,      
none issued and outstanding    –     –  
Common stock, $0.001 par value - 70,000 shares authorized,     
31,003 and 30,084 shares issued and outstanding      
at March 31, 2018 and December 31, 2017, respectively    31     30  
Additional paid-in capital    321,197     327,178  
Common stock warrants    18,785     18,785  
Accumulated deficit    (272,542)    (273,752) 
Accumulated other comprehensive loss    (1,018)    (770) 
Total stockholders’ equity     66,453     71,471  
Total liabilities and stockholders’ equity $  387,600  $  383,753  


 Primo Water Corporation
 Condensed Consolidated Statements of Cash Flows
 (Unaudited; in thousands)
 Three Months Ended March 31,
   2018   2017 
 Cash flows from operating activities:   
 Net income (loss)$  1,210  $  (11,862)
 Adjustments to reconcile net income (loss) to net cash   
 provided by operating activities:   
 Depreciation and amortization   6,057     6,391 
 Loss (gain) on disposal and impairment of property and equipment   133     (6)
 Stock-based compensation expense   1,292     2,335 
 Non-cash interest income   (20)    (41)
 Change in fair value of warrant liability   –     3,220 
 Deferred income tax (benefit) expense   (1,725)    186 
 Realized foreign currency exchange loss and other, net   470     35 
 Changes in operating assets and liabilities:   
 Accounts receivable   (4,861)    519 
 Inventories   356     (2,211)
 Prepaid expenses and other assets   (1,793)    (722)
 Accounts payable   4,259     2,618 
 Accrued expenses and other liabilities   (912)    (415)
 Net cash provided by operating activities   4,466     47 
 Cash flows from investing activities:   
 Purchases of property and equipment   (3,490)    (4,466)
 Purchases of bottles, net of disposals   (275)    (656)
 Proceeds from the sale of property and equipment   58     11 
 Additions to intangible assets   (8)    (76)
 Net cash used in investing activities   (3,715)    (5,187)
 Cash flows from financing activities:   
 Borrowings under Revolving Credit Facility   12,000     – 
 Payments under Revolving Credit Facility   (6,500)    – 
 Term loan and capital lease payments   (883)    (872)
 Bank overdraft   2,695     – 
 Stock option and employee stock purchase activity and other, net   (8,303)    (3,287)
 Net cash used in financing activities   (991)    (4,159)
 Effect of exchange rate changes on cash and cash equivalents   (16)    29 
 Net decrease in cash and cash equivalents   (256)    (9,270)
 Cash and cash equivalents, beginning of year   5,586     15,586 
 Cash and cash equivalents, end of period$  5,330  $  6,316 


 Primo Water Corporation
 Non-GAAP EBITDA and Adjusted EBITDA Reconciliation
 (Unaudited; in thousands)
   Three Months Ended
   March 31,
    2018   2017 
 Net income (loss) $  1,210  $  (11,862)
 Depreciation and amortization    6,057     6,391 
 Interest expense, net    5,286     5,002 
 Income tax (benefit) provision    (1,725)    186 
 EBITDA    10,828     (283)
 Change in fair value of warrant liability    –     3,220 
 Non-cash, stock-based compensation expense    1,292     2,335 
 Non-recurring and acquisition-related costs    77     4,448 
 Loss on disposal and impairment of property and equipment and other    184     59 
 Adjusted EBITDA $  12,381  $  9,779 


 Primo Water Corporation 
 Non-GAAP Adjusted Net Income From Continuing Operations Reconciliation 
 (Unaudited; in thousands, except per share amounts) 
   Three Months Ended 
   March 31, 
    2018   2017  
 Net income (loss) $  1,210  $  (11,862) 
 Income tax (benefit) provision    (1,725)    186  
 Loss before income taxes    (515)    (11,676) 
 Change in fair value of warrant liability    –     3,220  
 Non-cash, stock-based compensation expense    1,292     2,335  
 Non-recurring and acquisition-related costs    77     4,448  
 Loss (gain) on disposal and impairment of property and equipment    133     (6) 
 Adjusted net income (loss)  $  987  $  (1,679) 
 Adjusted earnings (loss) per share:     
   Basic $  0.03  $  (0.05) 
   Diluted $  0.03  $  (0.05) 
 Weighted average shares used in computing earnings per share:     
   Basic    33,164     32,364  
   Diluted    34,424     32,364  

Primo Water Corporation
David Mills, Chief Financial Officer
(336) 331-4000

ICR Inc.
Katie Turner
(646) 277-1228