Pyxus International Q4 FY2026 Earnings Call - Record EBITDA and Leverage Drop Amid Tobacco Oversupply

Operator: Hello, welcome to our fourth quarter fiscal 2026 earnings conference call. Today’s call is being recorded. After our prepared remarks, we’ll open the call for questions. If you would like to ask a question today, you must dial in through your phone line. You may press star one at any time to enter the question queue. I’d now like to turn the call over to Tomas Grigera, VP Corporate Treasurer. Please go ahead.

Tomas Grigera, Vice President, Corporate Treasurer, Pyxus International: Thank you, operator. With me today is Pieter Sikkel, our President and CEO, and Dustin Styons, our Executive Vice President, CFO. Before we begin discussing our financial results, I would like to cover a few points. You may hear statements during the course of this call that express a belief, expectation, or intention, as well as those that are not historical fact. These statements are forward-looking and involve a number of risks and uncertainties that may cause actual events and results to differ materially from these forward-looking statements. These risks and uncertainties are described in detail along with other risks and uncertainties in our filings with the SEC, including our most recent Form 10-K. We do not undertake to update any forward-looking statements made on this conference call to reflect any change in management’s expectations or any change in assumptions or circumstances on which these statements are based.

Included in our call today may be discussion of non-GAAP financial measurements, including earnings before interest, taxes, depreciation, and amortization, commonly referred to as EBITDA, adjusted EBITDA, adjusted free cash flow, and free cash flow adjusted for changes in working capital, which are not measures of results of operations under generally accepted accounting principles in the United States and should not be considered as an alternative to U.S. GAAP measurements. A table including a reconciliation of, and other disclosures regarding these historical non-GAAP financial measures is available on our website at www.pyxus.com. Any replay, rebroadcast, transcript, or other reproduction of this conference call, other than the replay as provided by Pyxus International, has not been authorized and is strictly prohibited. Investors should be aware that any unauthorized reproduction of this conference call may not be an accurate reflection of its contents. Now I’ll hand the call over to Pieter.

Pieter Sikkel, President and Chief Executive Officer, Pyxus International: Thank you, Tomas, and good morning, everyone. Fiscal year 2026 concluded with an exceptional fourth quarter in which net sales were up 35.2% and full year adjusted EBITDA reached a record $226.7 million, an 8.8% increase from last year, marking our fourth consecutive year of adjusted EBITDA growth. As a global leaf tobacco supplier, our financial results are rooted in our extensive network of small scale and commercial farmers, strategically located across 15 sourcing countries, each with different crop production cycles. Under contract supply agreements, we provide farmers with financing, agronomic expertise, and ongoing technical support, helping us secure a reliable quality supply of leaf. Once purchased, we process and blend the tobacco to precise customer specifications, leveraging our global operating network, delivering a consistent traceable product to customers worldwide, including every major tobacco product manufacturer.

In addition to traditional leaf processing, we also provide customers with third-party processing and value-added services. Our resilient model enables us to create long-term value for farmers, customers, and investors through focused execution from strategy to delivery, which is reflected in our strong fiscal 2026 performance. As the year progressed, we communicated a clear plan based on our expectation of larger crop sizes and the potential shift to an oversupply environment. We successfully executed that plan, achieving the three key deliverables we had outlined: strong second half results, record adjusted EBITDA, and improved credit metrics. In the first half of the year, we accelerated buying in strategic local markets to ensure we obtained the required crop quality and volume, positioning ourselves to process and ship product later in the year.

Fourth quarter sales were 35.2% higher than the prior year due to the shift in cadence of volumes sourced from South America and Africa, moving shipments from quarter three into quarter four. For the full year, sales were $2.4 billion, slightly lower than last year due to certain fiscal 2026 sales that were accelerated to the fourth quarter of fiscal 2025 and lower cost and pricing in parts of South America. Our core volumes were flat compared to the prior year. Considering the oversupply context, these results reflected sustained underlying demand and effective execution across the business. We effectively managed the oversupply environment, enabling us to preserve our profitability throughout the fourth quarter. Our gross margin per kilo remained close to historic highs, essentially matching last year’s record performance, which you may recall benefited from a favorable sales mix.

This demonstrates the durability of our margins through shifting supply conditions and was achieved due to a combination of key factors, including mix optimization across geographies and customers, strong growth in third-party processing, and improved cost absorption from higher volumes. For the full year, SG&A was down approximately 5% versus fiscal 2025. Reflecting lower incentive compensation accruals and continued cost discipline, which supported stronger profit conversion. We delivered these results amid a dynamic operating environment, overcoming tariffs and logistics disruptions while remaining on plan throughout the year. We also enter fiscal 2027 with a well-balanced inventory position. Our strong full-year performance reflects the dedication and operational excellence of our global teams, who navigated evolving market dynamics with agility, focus, and a clear commitment to how we operate, not just what we deliver.

That same approach extends to our sustainability agenda, where we continue to work closely with farmers to educate and integrate climate-smart practices, helping reduce greenhouse gas emissions, supporting crop productivity and quality, and strengthening supply chain resilience. Our progress in this area recently received external recognition, including from global environmental nonprofit CDP, who ranked Pyxus amongst the top tier of the 23,000 responding companies for our achievements related to climate change, forestry, and supplier engagement. We continue to view a sustainable supply chain as an important differentiator for Pyxus as it increasingly informs how our customers evaluate long-term supplier relationships. In summary, fiscal year 2026 showcased our team’s ability to deliver under evolving market conditions, achieving record-adjusted EBITDA, strong margins, and improved credit metrics in an oversupply environment.

Our strong performance positions us for success as we enter fiscal year 2027 and further reinforces Pyxus’s reputation as a resilient and trusted partner to our contracted farmers, customers, and investors. With that, I’ll hand the call to Dustin for the financial details and our outlook.

Dustin Styons, Executive Vice President, Chief Financial Officer, Pyxus International: Thank you, Pieter, and good morning, everyone. As Pieter said, our fourth quarter was a strong finish to one of our strongest years on record. I’ll walk through our results in comparison to last year’s and highlight how we delivered on the plan we previously shared with you. Net sales for the quarter were $678.2 million, up 35.2% from the prior year. This increase was driven by significantly higher shipment volumes, delivering 108.3 million kilos of tobacco in the fourth quarter, which is up approximately 40% year-over-year. This success reflects the anticipated shift in cadence due to the higher volume sourced from South America and Africa, moving shipments from quarter three into quarter four.

For the full year, total sales were $2.4 billion, a modest decline of 2.8% compared to last year, primarily due to lower carryover volumes entering the year and lower cost and pricing in parts of South America. Despite this timing shift, full-service shipment volumes were effectively flat, highlighting steady underlying demand across our customer base. For the fourth quarter, gross profit was $94.4 million, a substantial 40.4% increase compared to last year, and our gross margin percentage also increased in the fourth quarter to 13.9%, up from 13.4% last year. For the full year, we delivered a 14.4% margin, reflecting strong operational execution and the sustained strength of our margin profile despite evolving market conditions. Increased third-party processing volumes largely drove the increase in full-year margin expansion, which also benefited from product mix across our markets.

The larger crop volumes processed in our facilities enabled us to lower our per-unit cost. Reiterating what Peter said earlier, last year’s full-year gross margin per kilo was particularly high due to a favorable mix. The fact that we were able to hold nearly the same margin per kilo this year demonstrates the underlying strength of our margins despite changes in market conditions. This slight difference year-over-year in gross margin per kilo was due to product mix, not oversupply. We were disciplined in keeping our costs down with fourth quarter SG&A at $44.1 million, just below last year’s $44.9 million. For the full-year, SG&A totaled $162.9 million, $8.1 million lower than fiscal year 2025. This improvement was mainly driven by reduced accruals for incentives and our continued attention to cost management. Fourth quarter operating income increased sharply, tripling to $43.7 million compared to $13.7 million last year.

For the full year, operating income reached $162.7 million, up $9.4 million from fiscal year 2025, reflecting the benefit of higher gross profit alongside lower full-year SG&A expenses. Below the operating line, interest expense in quarter four was $31.8 million, up from $27.4 million last year. This increase is due to higher average working capital borrowings. For the full year, interest expense totaled $138.7 million, which is $5.6 million higher than the prior year. This slight increase was driven by larger working capital investment, demonstrates an improvement in the cost of our seasonal lines. We also saw positive contribution from our joint venture, China Brasil Tobaccos, which benefited from larger South American crops following a weather-impacted crop in the prior year. Our fourth quarter equity pickup was $5.7 million, compared to $0.7 million last year, and $17.4 million for the full year, up $9.2 million versus the prior year.

Our fourth quarter adjusted EBITDA was $62.4 million, a 118.2% increase compared to last year’s fourth quarter. This significant increase underscores the strength of the quarter in both shipments and margins. Full-year adjusted EBITDA increased to $226.7 million, which is 8.8% higher than fiscal year 2025. This achievement was above the midpoint of our previously provided guidance range and marks the highest annual adjusted EBITDA on record. Consistent with the plan we communicated earlier this year, we made a substantial investment in inventory during the first half of fiscal year 2026, peaking in the second quarter at $1.14 billion, which strongly positioned us for our peak shipping period. This resulted in a meaningful release of working capital in the fourth quarter, with year-end leaf inventory at $786.7 million, generating approximately $352.1 million in adjusted free cash flow, nearly double what we generated in the same period last year.

It’s important to note this improvement was not solely driven by working capital timing. It also reflects higher underlying operating performance that stems from both increased earnings and diligent cash management. We put the cash flow from the fourth quarter to good use, paying down $356.6 million of short-term debt. As a result, our seasonal lines dropped from $833.7 million at the end of Quarter Three to $477.1 million at year-end. This outcome follows the crop year pattern we outlined at the start of the year, building inventory in the first half and then releasing it in the second half, underscoring our commitment to optimizing cash generation and enhancing stakeholder value. Our strong cash inflow during the fourth quarter helped significantly reduce our net debt from Quarter Three.

We finished fiscal year 2026 with net debt of $798.6 million, and our net debt to EBITDA leverage ratio improved to around 3.5 times. It is important to highlight that the mid-three times range is the lowest level we’ve achieved in recent years and continues our multi-year trend of leverage improvement, reflecting disciplined execution through different market conditions. For perspective, that’s down from over six times at the end of the third quarter and marks a clear improvement from where we ended last year. We had previously communicated that our leverage would significantly improve by year-end, and I’m pleased to report that we delivered on that objective. From a liquidity standpoint, our position remains strong. We closed the year with $134.3 million in cash on hand, and our $150 million asset-based revolver remained undrawn at year-end.

This gives us ample capacity to support our crop purchasing needs in the upcoming year. As we move into fiscal year 2027, we’re committed to delivering another strong year and maintaining stable financial performance. We anticipate continued strong demand, as well as ample global leaf supply, leading to lower leaf prices. While this could modestly reduce revenue, we do not anticipate a negative impact on margins. The oversupply environment lowers our cost of goods sold by reducing crop purchase prices and increasing third-party processing volumes, which improves our fixed cost absorption across our global footprint and supports margin stability. We expect these oversupply opportunities to continue through fiscal year 2027, and our guidance reflects this favorable backdrop.

We expect our revenue for fiscal year 2027 to be in the range of $2.3 billion-$2.5 billion, and we expect our adjusted EBITDA to be between $210 million and $240 million, with any pricing-related margin impacts largely offset by continued cost discipline and efficiency initiatives. The oversupply environment also benefits our working capital position. With lower leaf cost, we’ll have less cash tied up in inventory, which is expected to boost adjusted free cash flow. We anticipate generating positive adjusted free cash flow on a like-for-like basis, excluding working capital timing. Intend to use that to further reduce debt. We continue to actively prepare to address the coming maturity of our outstanding long-term debt. This is a top priority for us in fiscal year 2027. Our improved financial metrics enhance our position as we pursue this objective. I’ll now hand the call back to Pieter for brief closing comments.

Pieter Sikkel, President and Chief Executive Officer, Pyxus International: Thanks, Dustin. Fiscal 2026 was a remarkable year for Pyxus. During the first nine months, we clearly communicated our outlook, including our expectation that the fourth quarter would be a key period for generating cash and reducing leverage. We delivered on those objectives and ensured alignment between our plan and our outcomes, which is fundamental to building credibility with our stakeholders. Our strong results were made possible thanks to the support received from our customers, investors and partners, and the dedication and collaboration of our teams around the world. We thank each of our employees and know they will continue to be our greatest asset, consistently delivering on our guidance through operational consistency and teamwork. We enter fiscal year 2027 strongly positioned to manage a dynamic market, leveraging a disciplined operating model and deep customer insight.

This approach enables us to make demand-led crop purchases and adapt quickly to changing market conditions, which we have demonstrated through our consistent performance across varying market cycles and complexities. Steady customer demand and strong supply continue to align with our sizable global footprint and are expected to provide us with favorable conditions, including lower crop costs and improved working capital. These benefits present a significant opportunity to further strengthen our business, both operationally and financially, and reinforce our commitment to delivering value to our stakeholders well into the future. Thank you again for joining today’s call. Operator, please open the line for questions.

Operator: Thank you, Pieter. Ladies and gentlemen, we will now begin the question and answer session. If you would like to ask a question today, you must be dialed in through your phone line. To ask a question, please signal by pressing star one on your telephone keypad. If you are using a speakerphone, please make sure your mute function is turned off to allow the signal to reach our equipment. Again, press star one to ask a question. We will pause for just a moment to allow everyone the opportunity to signal for questions. We will take our first question from Chapin Meacham with Northeast Investors.

Chapin Meacham, Analyst, Northeast Investors: Oh, hi. Good morning, guys.

Dustin Styons, Executive Vice President, Chief Financial Officer, Pyxus International: Good morning.

Pieter Sikkel, President and Chief Executive Officer, Pyxus International: Good morning.

Chapin Meacham, Analyst, Northeast Investors: I just had a question sort of about the inventory levels and how you manage uncommitted inventory. I think last year that number was pretty low, if there was any. Now it’s somewhere around 9%. I’m like, what’s the right number there? Your big competitor is much higher. I think they’re like 3x that and sort of attribute it to delayed customer purchasing. Is that something you guys are seeing and sort of anything you can provide on that inventory levels, the uncommitted specifically?

Pieter Sikkel, President and Chief Executive Officer, Pyxus International: Chapin, thanks for the question. I think for us, we have a very clear focus on uncommitted inventory, particularly when we’re coming into changing market conditions, we want to make sure that’s as low as possible, which allows us opportunities for purchasing at lower cost in future crops. I think we exemplified that in the past year to maximize our opportunities. At the current levels that we consider that still very low. We’re very pleased with the result of that. That’s core focus. The key for us really is to have a very coordinated global approach. We’ve got a known customer demand. We have a very disciplined global sourcing, and commitment strategy, our focus is on profitably supplying that demand and continuing to improve our performance and credit metrics. It’s a disciplined global approach, that will continue.

Chapin Meacham, Analyst, Northeast Investors: Great, thanks. Just kind of one other little thing on that. They’ve seen some substantial inventory write-downs. I haven’t seen that from you guys. Is that something maybe that’s coming, or is there a differentiator between your inventory and theirs?

Dustin Styons, Executive Vice President, Chief Financial Officer, Pyxus International: Chapin, this is Dustin. I’ll take that question. Our inventory is appropriately marked, as it always is and any adjustments are immaterial to the financials throughout this year.

Chapin Meacham, Analyst, Northeast Investors: I guess, Dustin, anything else you can add? I know you did mention the refinancing, but any additional update maybe on timing or where you stand on that?

Dustin Styons, Executive Vice President, Chief Financial Officer, Pyxus International: Yes. As I said, top priority, active in that strategy, development, and implementation. We’ll look forward to providing more details in the future.

Chapin Meacham, Analyst, Northeast Investors: Great. Thank you.

Dustin Styons, Executive Vice President, Chief Financial Officer, Pyxus International: Thank you.

Operator: As a reminder, if you would like to ask a question at this time, please press star one. We’ll pause for just a moment. As there are no further questions, this will conclude the Q&A portion of today’s call. I will now hand the call back to Mr. Grigera for closing remarks.

Tomas Grigera, Vice President, Corporate Treasurer, Pyxus International: Thank you, operator, and thank you to everyone on the line for your interest in Pyxus. We appreciate your time and engagement today, and we look forward to keeping you updated as we execute on our commitments through the remainder of the fiscal year. This concludes today’s call.