Byrna Technologies Inc. (BYRN) Q3 2025 Earnings Call Transcript
Access earnings results, analyst expectations, report, slides, earnings call, and transcript.
Overview
The earnings call reflects positive sentiment with strong revenue growth expectations, strategic retail expansion, and a promising ByrnaCare service. The Q&A highlighted effective influencer campaigns and strategic promotional sales. Although there are uncertainties in conversion rates and new influencer specifics, the company's cautious guidance and strategic focus on existing retail relationships provide a positive outlook. The anticipated launch of the SOS platform and ongoing partnerships further support a positive sentiment. However, conservative guidance and some uncertainties temper the outlook, suggesting a moderate positive stock price reaction.
Key Financial Performance
Net Revenue $28.2 million for Q3 2025, a 35% increase from $20.9 million in Q3 2024. The $7.2 million increase was driven by strong change store and dealer sales, expanding retail presence, new advertising initiatives, and broader brand adoption.
Gross Profit $16.9 million or 60% of net revenue for Q3 2025, compared to $13 million or 62% of net revenue for Q3 2024. The decrease in gross margin percentage reflects a changing channel mix, startup costs for the Compact Launcher release, and manufacturing ramp-up costs.
Operating Expenses $14.1 million for Q3 2025, up from $12.2 million in Q3 2024. The increase was driven by higher variable selling expenses and discretionary marketing investments to support growth.
Net Income $2.2 million for Q3 2025, up from $1 million in Q3 2024. This increase was driven by the overall increase in product sales.
Adjusted EBITDA $3.7 million for Q3 2025, up from $1.9 million in Q3 2024. This reflects improved profitability due to higher sales.
Cash, Cash Equivalents, and Marketable Securities $9 million as of August 31, 2025, compared to $25.7 million as of November 30, 2024. The decrease reflects normal seasonal working capital timing, collection subsequent to quarter-end, and planned inventory drawdown.
Accounts Receivable $8.9 million as of August 31, 2025, compared to $2.6 million as of November 30, 2024. The increase was driven by higher dealer sales.
Inventory $34.1 million as of August 31, 2025, compared to $20 million as of November 30, 2024. The increase reflects strategic builds ahead of the holiday season and the Compact Launcher rollout.
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Operating Highlights
Compact Launcher: Released in May, gained traction in experiential settings, accounting for 30% of sales. Manufacturing ramp-up costs impacted margins but expected to improve with efficiency.
Connected Safety Platform: Developing SOS alert-integrated devices for self-defense, targeting firearm owners and broader markets. Expected to create new revenue streams and expand market reach.
Value-Oriented Launchers: Planned for 2026, targeting budget-conscious consumers and younger demographics with affordable options.
New Ammunition Offerings: Introducing cost-effective practice rounds to compete with imports and encourage training.
Retail Expansion: Now in over 1,000 stores nationwide, including Big Box partners and company-owned stores. Retail stores performing well with an average annualized run rate of $725,000.
Advertising Initiatives: AI-enabled campaigns increased web traffic and brand awareness, with daily sessions rising from 33,000 to 58,000. Expanded ad placements on MLB and NFL platforms.
Shop Floor Management System: Implemented proprietary system to enhance factory efficiency and reduce labor variances, aiming for gross margin improvement to 63%-65%.
POS System Development: Developed in-house POS system for retail operations, improving operational efficiency and data tracking.
Mission Statement Update: Expanded focus beyond less lethal weapons to include technology-based safety solutions.
Recurring Revenue Model: Aiming to integrate connected safety devices and services to create recurring revenue streams.
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Risk or Challenges
Gross Margin Performance: Gross margin decreased from 62% in Q3 2024 to 60% in Q3 2025 due to changing channel mix, startup costs for the Compact Launcher, and manufacturing ramp-up costs. This could impact profitability if not managed efficiently.
Operating Expenses: Operating expenses increased from $12.2 million in Q3 2024 to $14.1 million in Q3 2025, driven by higher selling expenses and marketing investments. This rise could pressure margins if revenue growth does not keep pace.
Inventory Levels: Inventory increased significantly from $20 million in November 2024 to $34.1 million in August 2025, reflecting strategic builds. However, high inventory levels could lead to cash flow issues if sales do not meet expectations.
Cash Position: Cash and equivalents dropped from $25.7 million in November 2024 to $9 million in August 2025. While cash is expected to increase, the current low level could constrain operational flexibility.
Manufacturing Inefficiencies: Short-term inefficiencies in manufacturing due to new product launches and facility ramp-ups temporarily reduced gross margins. If not resolved, this could impact profitability.
Advertising Conversion Rates: Initial advertising campaigns lowered conversion rates due to increased web traffic. Although rates are improving, prolonged low conversion rates could affect sales growth.
Product Mix Dynamics: Shift in product sales mix, with the SD launcher now accounting for 50% of sales and the Compact Launcher for 30%. This shift requires adjustments in inventory and production planning, which could pose challenges.
Regulatory and Market Risks: Expansion into new markets and product categories may face regulatory hurdles and market acceptance challenges, potentially delaying growth.
Strategic Execution Risks: Plans to develop new products and integrate SOS alert technology require significant investment and execution. Delays or failures could impact the company's strategic objectives.
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Guidance & Outlook
Compact Launcher and Ammo Margins: Margins are expected to grow as production volumes increase and manufacturing processes become more efficient.
Inventory Normalization: Inventory levels are expected to normalize after the peak holiday season and into fiscal Q1 2026.
Gross Margin Target: Gross margin percentages are expected to reach 63% to 65% next year due to improved factory efficiencies.
Connected Safety Platform: The company is advancing the development of a connected safety platform integrating SOS alert technology with Byrna's self-defense devices, aiming for new technology-driven recurring revenue streams.
New Product Launches: Plans to introduce a value-focused 61 caliber launcher and a portable protection device in 2026 to target budget-conscious consumers and expand market reach.
Consumables Expansion: Plans to introduce more affordable inert and kinetic practice rounds to encourage frequent training and repeat purchases.
Revenue Growth Expectation: Full-year fiscal 2025 revenue growth is expected to be between 35% and 40%.
Holiday Sales Impact: Black Friday and Cyber Monday sales are expected to drive exceptionally high order volume, contributing to a strong finish for fiscal 2025 and a fast start to fiscal 2026.
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Shareholder Return Plan
The selected topic was not discussed during the call.
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Key Q&A
Q:Can you touch on thoughts on adding new influencers and areas of focus?
A:The company kicked off a celebrity influencer campaign with Sean Hannity in late 2023, expanding to about a dozen conservative radio talk show hosts. They believe they have enough conservative hosts and are looking to expand beyond this demographic. They recently brought on Adam Roth, former Head of Sales and Marketing for Nike North America, to help develop a plan for new brand ambassadors. Specific names of potential new influencers were not disclosed.
Q:What is the update on the new CL launcher and the lower price point unit?
A:The next new launcher will be a 61-caliber price point launcher, expected to launch next year, based on the CL design. There are no new variations of the CL planned. The lower price point unit has not been as popular as expected, with 90% of sales coming from the universal or ready kit priced at $540.99, which the market has accepted as a good price point.
Q:How is ByrnaCare adoption running in the early days?
A:ByrnaCare adoption is in line with expectations. The company has not yet updated its website to prompt customers to buy ByrnaCare at the end of every purchase, which they believe will improve adoption further.
Q:What are the expectations on conversion rates given the increase in web traffic?
A:The company is unsure if conversion rates will return to previous levels but expects them to climb significantly over time. Conversion rates are currently dampened by new consumers visiting the website multiple times before purchasing. Last year, conversion rates during October and November approached 1.5%, but they do not need to reach that level this year to meet targets due to increased web traffic.
Q:What is the expected channel mix for Q4?
A:The company expects strong dealer and chain store sales but anticipates direct-to-consumer (DTC) channels to account for a higher percentage of overall sales compared to Q3.
Q:What is the outlook on expense leverage in Q4 and beyond?
A:Expense leverage is expected to continue, though not to the same extent as in Q3 due to increased marketing expenses. Incremental labor costs for new positions are expected next year, but overall leverage will remain strong.
Q:How does the guidance fit with the increase in web traffic?
A:The company expects conversion rates to take time to catch up with the increase in web traffic. They are being conservative in their guidance, expecting growth over time rather than immediate results.
Q:What is the promotional strategy for the holiday season?
A:The company plans two sales: an early Black Friday sale in late October and a traditional Black Friday/Cyber Monday sale starting the Wednesday before Thanksgiving. These sales represent a significant portion of November's revenue, and the company is focused on managing the logistics of fulfilling orders during this period.
Q:What is the update on wholesale expansion and retail footprint?
A:The company feels well-positioned with its current retail footprint and does not plan significant expansion to avoid market saturation. They aim to strengthen existing relationships and improve performance within the current footprint. They may open Byrna retail stores in underrepresented areas.
Q:When will the SOS and connected platform become commercially available?
A:The SOS and connected platform will be phased in starting next year. The technology already exists and is being adapted for Byrna's products, allowing for quicker development compared to traditional projects.
Q:What is the status of the partnership with Sportsman's Warehouse?
A:The partnership is on track, with shooting pods proving effective in driving conversions. Sportsman's Warehouse carries most of Byrna's product line, including launchers, ammo, CO2, and accessories.
Q:Are you in Cabela's or trying to get in?
A:Byrna is already in Cabela's, which is part of Bass Pro, and has been on a national basis with them since October of the previous year.
Q:Review of Unclear Management Responses
A:Management avoided providing specific names of new influencers they are targeting and did not give a clear timeline for when conversion rates might return to previous levels. Additionally, while they discussed the SOS and connected platform, they did not provide detailed timelines or specifics on the phased rollout.
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Earnings Word Cloud
The most frequently occurring keywords in this quarter's earning call
Accounts increase
Byrna CEO
Byrna Conference
Byrna SD
Byrna Technology
Byrna filing
Byrna result
CEO Mr
Cash end
Inventory build
Mix dynamic
Mr today
SD part
SD purchase
Web traffic
adoption Web
advertising brand
build holiday
capital timing
change store
collection drawdown
dealer sale
debt Accounts
drawdown inventory
dynamic Byrna
end capital
end reduction
holiday season
increase change
inventory cash
inventory drawdown
inventory peak
investment income
manufacturing Fort
manufacturing process
manufacturing ramp
margin channel
marketing investment
metric Cash
part point
today Byrna
BYRN Transcript
Byrna Technologies Inc. (BYRN) Q4 2025 Earnings Call Transcript
Positive2-5
The earnings call presents several positive indicators, such as strong revenue growth expectations (35-40% for fiscal 2025), gross margin improvements, and a strategic retail expansion. Despite some concerns over increased expenses and vague guidance on connected devices, the company's plans for new product launches and a movie collaboration are promising. The Q&A also highlights optimistic growth in retail presence and modular product cost reductions. Overall, these factors suggest a positive stock price movement over the next two weeks.
Byrna Technologies Inc. (BYRN) Q3 2025 Earnings Call Transcript
Positive10-9
The earnings call reflects positive sentiment with strong revenue growth expectations, strategic retail expansion, and a promising ByrnaCare service. The Q&A highlighted effective influencer campaigns and strategic promotional sales. Although there are uncertainties in conversion rates and new influencer specifics, the company's cautious guidance and strategic focus on existing retail relationships provide a positive outlook. The anticipated launch of the SOS platform and ongoing partnerships further support a positive sentiment. However, conservative guidance and some uncertainties temper the outlook, suggesting a moderate positive stock price reaction.
Byrna Technologies Inc. (BYRN) Q2 2025 Earnings Call Transcript
Positive7-10
Byrna's earnings call summary and Q&A session indicate a positive outlook. The company achieved 57% YoY revenue growth, expanded partnerships, and launched new products. Despite increased operating expenses, net income and adjusted EBITDA improved. The Q&A revealed growth trends and strategic initiatives, addressing market softness with expected sustained growth. The launch of 'Byrna Care' and new product iterations suggest future revenue streams. While cash reserves decreased, inventory buildup supports upcoming launches. Overall, strong financial performance, strategic initiatives, and optimistic guidance support a positive stock price reaction.
Byrna Technologies Inc. (NASDAQ:BYRN) Q1 2025 Earnings Call Transcript
Positive4-12
The earnings call highlights strong financial performance with record revenue and improved margins. The new partnership with Sportsman's Warehouse and retail expansion plans are promising. Despite some concerns like increased costs and tariffs, management's optimistic guidance and strategic initiatives, such as transitioning to U.S. suppliers, mitigate these risks. The Q&A session reflects a generally positive sentiment, with expectations of sequential growth and effective marketing strategies. Overall, these factors point towards a positive stock price movement in the short term.
BYRN Report
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