Betterware 3Q 2023 Results

Betterware de Mexico S.A.P.I. de C.V. (NASDAQ: BWMX), (“Betterware” or the ‘Company”), announced today its consolidated financial results for the third quarter of fiscal 2023. The figures presented in this report are expressed in nominal Mexican Pesos (Ps.) unless otherwise noted, presented and approved by the Board of Directors, prepared in accordance with IFRS, and may include minor differences due to rounding. The Company will host a conference call at 9:00 am (Eastern Time) on October 27, 2023, to discuss its results for the third quarter of fiscal year 2023.

3Q2023 Highlights

Message from Betterware’s Chairman

We ended 3Q2023 with extraordinary results for the Group, experiencing stable net sales in Betterware, better than expected results in Jafra Mexico and Jafra US, and achieving expense savings and operating efficiencies, which led to an increase in profit margin and outstanding cash flow generation.

Betterware Mexico has continued to show strength through its revenue stabilization at almost 2x revenue of 2019. This has allowed us to deliver strong profitability and cashflow generation.  After delivering 3% growth from 4Q2022 to 3Q2023, we feel confident that our initiatives have us positioned generate YoY growth.

At Jafra Mexico, the successful replication of our three business pillars of Product Innovation, Technology, and Business Intelligence, continues to yield positive results, both for the quarter and year-to-date. We are expecting a record year for Jafra Mexico, both in terms of net revenue and EBITDA.

Finally, at Jafra US, we are undergoing a complete business turnaround, with focus on business stability and back to growth strategies. We have witnessed initial positive results, although further improvements are needed to reach breakeven levels, and consistent growth.

We continue to focus on further differentiating the Company through Product Innovation, Technology and Business Intelligence, as we are confident that the future of our Group will continue to be founded on the relations between our people and our customers, coupled with the technological tools we develop to ease our network’s sale experience and our customer’s purchase experience.

We are certain that we will continue experiencing the positive trend we have seen year-to-date and since Jafra’s acquisition was completed, which have us well positioned to achieve sustained and profitable growth in the long term.

Luis G. Campos
Executive Chairman of the Board

3Q2023 Consolidated Selected Financial Information

Group’s Consolidated Financial Results

Consolidated net revenue for 3Q2023 was Ps. 3,123.5M, 1.5% lower compared to Ps. 3,171.3M in 3Q2022 explained mainly by Betterware’s slightly lower net revenues due to lower average associates and distributors base, coupled with lower net revenue in Jafra US. Year-to-date, consolidated net revenue increased 16.1% to Ps. 9,607.8M from Ps. 8,275.1M in 9M2022, explained partially by the inclusion of Jafra’s results for the entire period this year, compared to a partial year in 2022.  It is important to note that the normal seasonality causes 3Q2023 net revenue to be 3.0% lower to 2Q2023. This reflects moderation in sales force activity in the summer and back to school period.

At the closing of each fiscal year, December 31^st, Jafra Mexico considers a cut-off in revenue recognition according to the IFRS 15 standard. The cut off has never been significant compared to annual consolidated net revenue. As of September 30^th, 2023, the YTD cut-off amounted to Ps. 260.2M, which would imply having net sales at the end of 9M2023 of Ps. 9,347.7M and EBITDA of 1,834.7M as compared to our reported results of Ps. 9,607.8M and Ps. 1,901.4M, respectively. The cut-off amount would be added to the net revenue of 4Q2023, and so we expect to close FY 2023 with a not relevant cut-off effect again. We estimate that Jafra Mexico’s annual result will remain in line with our expectations.

Consolidated gross margin for 3Q2023 expanded 122-bps to 70.2%, compared to 69.0% in 3Q2022. Margin expansion is explained by higher gross margins in Betterware and Jafra US, with Jafra Mexico’s gross margin in line with previous quarter, and due to improvements in supply chain conditions and input costs normalization globally. And year-to-date, consolidated gross margin expanded 382-bps to 72.1% compared to 68.3% in 9M2022 mainly due to the inclusion of Jafra’s results, which has a higher gross margin profile, during the entire period in 2023, compared to most of the second quarter and onwards in 2022.

Consolidated EBITDA for 3Q2023 decreased 1.0% to Ps. 529.4M from Ps. 534.9M in 3Q2022, while consolidated EBITDA margin stood at 16.9%, in line with that obtained on 3Q2022, due to some adjustments in provisions that positively impacted Jafra Mexico’s EBITDA during 3Q2022, but not in 3Q2023, and partially offset by increased EBITDA in Betterware and Jafra US.  And year-to-date, consolidated EBITDA increased 10.8% to Ps. 1,901.4M from Ps. 1,716.8M, due to the inclusion of Jafra’s results during the entire period in 2023, compared to most of the second quarter and onwards in 2022. Year-to-date consolidated EBITDA margin stood at 19.8%.

Consolidated net income for 3Q2023 significantly increased 279.2% to Ps. 197.0M from Ps. 52.0M in 3Q2022, due to easy comparison base, partially offset by higher interest rates in Mexico, coupled with a negative effect related to the realized and unrealized loss in FX (forwards closed vs. real exchange rate). Earnings Per Share (EPS) for the quarter were Ps. 5.28, compared to Ps. 1.39 in 3Q2022.

Year-to-date, consolidated net income increased 3.3% to Ps. 643.4M from Ps. 622.6M in 9M2022, mainly explained by the inclusion of Jafra’s results for the entire period this year, compared to most of the second quarter and onwards in 2022. EPS for 9M2023 was Ps. 17.24, compared to Ps. 16.68 in 9M2022.

For the first nine months of the year, consolidated cash flow from operations increased significantly to Ps. 1,634.7M from Ps. 355.5M in 9M2022, primarily due to improved cash flow generation in Betterware and Jafra Mexico.

Balance Sheet

As of 3Q2023, the Company’s financial position remains strong, reflecting the main attributes of our differentiated business model, namely high cash flow generation and asset light business model. As of September 30^th, 2023, the Company had Ps. $496.1M in cash and cash equivalents. Accounts payable increased 42.8%, inventory decreased 9.9%, and accounts receivable increased 4.6% from September 30^th, 2022. The Company noted that it is comfortable with the level and composition of its inventory, which supports future growth. We ended the quarter with a cash conversion cycle of 59 days in 3Q2023.

Debt Restructuring

As mentioned in our previous earnings release, on July 10^th, 2023, we prepaid the syndicated loan utilized for Jafra’s acquisition. This debt restructuring improved the terms and conditions we had on the syndicated loan, reducing our interest rate spread, as well as enhancing the maturity profile. More than 70% of the Company’s total debt allows early payments at no additional cost. Our goal is to continue gradually reducing leverage.

Net debt at quarter end was Ps. 5,200.4M, which represents a relevant decrease relative to the Ps. 6,217.9M at the end of 3Q2022. Our leverage ratio decreased on a YoY basis from 3.0x Net Debt to Trailing-Twelve-Months EBITDA ratio in 3Q2022 to 2.1x in 3Q2023, which demonstrates strong progress toward reducing our leverage ratio below 2.0x by the end of the year.

3Q2023 and 9M2023 Financial Results by Business

Betterware
Financial Metrics

This is the fourth consecutive quarter with stable net revenues, which remain in the range of $1,400M to $1,500M. It is worth mentioning that each passing quarter becomes more comparable to the same period of the previous year, which demonstrates stability and a starting point for growth.  3Q2023 sales are equivalent to 87.3% growth compared to 3Q2019, the pre-pandemic comparable period.

Net revenue during the quarter was slightly impacted by a lower average associate and distributor base during the period, coupled with a decline in associate’s activity levels, and mostly offset by an 8.2% increase in average associate orders.  Year-to-date, Betterware’s net revenue declined 14.3%, explained by a lower average associate and distributor base, down 18.0% and 9.5%, respectively, partially offset by a 10.5% increase in average associate orders.

Gross margin for 3Q2023 expanded 87-bps compared to 3Q2022, related to the continued improvement in supply chain conditions and higher average product prices in our catalogs, coupled with a positive impact of the appreciation of the Mexican Peso.  Year-to-date, gross margin was roughly in line compared to 9M2022.

EBITDA for 3Q2023 increased 10.1% compared to 3Q2022, aided by a leaner operating structure, aligned with the current level of net revenue, coupled with lower freight and raw material costs. Due to efficient expense control and gross margin expansion, EBITDA Margin increased 327-bps during the quarter, compared to 3Q2022. Year-to-date, EBITDA decreased 6.6%, while EBITDA margin expanded 231-bps compared to 9M2022; last year we experienced significant adjustments in the demand for our products, and we had to incur in extraordinary expenses to align our operations to the current level of net revenue, which caused non-comparability on a quarterly basis.

Update on Business strategies 2023

During the quarter, we have made great advancements in our 2023 commercial strategies, namely:

• Product offer: we recovered 100% the main concepts we previously removed from our catalog to adapt our portfolio during the pandemic.
• Innovation: This year has been very intensive in the generation of new products and new categories, which have started to have a gradual impact on total sales. In addition, we recovered 100% of our core product offering. We will continue to promote product innovation to keep our catalogue attractive to the final consumer.
• Staff on the field: We have continued to recover our sales staff and perfected its work processes on the field. This strengthened team is positively supporting recruitment and sales, representing a key element of our strategy to achieve the expected results.

These advancements, on top of the previous quarter strategies that we have executed throughout the year, such as catalogue redesign, product innovation, “Ideal catalogue” structure, and recovery of in-person events, among others.

For the 4Q2023, we have reduced prices on more than 160 SKUs, to reflect favorable exchange rate, freight costs, and raw material price decreases, expecting increasing returns on revenue from volume.

Long Term Growth Opportunity

According to our research, the Living Solutions market in Mexico has stabilized.  With a total market share of only 4%, and estimated home penetration of only 25%, we are optimistic of our ability to deliver growth in this market going forward.

On the international front, we are focused on expanding to the United States and South America. The progress made in the United States is very positive, and we are planning to begin pilot operations in 1Q2024. Likewise, we have recently hired the new country manager for Betterware Peru, and we expect to begin operations late 2024 or early 2025.

Jafra Mexico
Financial Metrics

2023 will be a record year for Jafra Mexic