Byrna Technologies Inc. (BYRN) Q4 2025 Earnings Call Transcript
Access earnings results, analyst expectations, report, slides, earnings call, and transcript.
Overview
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.
Key Financial Performance
Net Revenue (Q4 2025) $35.2 million, a 26% increase from $28 million in Q4 2024. The increase was driven by strong dealer and chain store performance, with direct-to-consumer and international channels contributing solid growth. The comparison also reflects growth over a strong Q4 2024 when demand was elevated around the U.S. election.
Net Revenue (Full Year 2025) $118.1 million, up 38% from $85.8 million in 2024. This increase was driven by expanded brand visibility, broadening physical retail presence, and the successful launch of the Byrna CL.
Gross Profit (Q4 2025) $21.1 million or 60% of net revenue, compared to $17.6 million or 63% of net revenue in Q4 2024. The increase in gross profit was due to higher sales, while the margin decline was due to a greater mix of dealer and chain store sales and amortization of start-up costs for the CL Launcher and ammunition factory relocation.
Gross Profit (Full Year 2025) $71.5 million or 61% of net revenue, compared to $52.8 million or 62% of net revenue in 2024. The $18.7 million increase was due to higher total revenue, while the 1% margin decrease was due to amortization of product costs for the CL Launcher and new ammunition facility.
Operating Expenses (Q4 2025) $17.1 million, up from $13.5 million in Q4 2024. The increase was due to higher advertising and marketing costs for the rollout of 500+ additional chain store locations and increased headcount in marketing and engineering.
Operating Expenses (Full Year 2025) $59.6 million, up 29% from $46.1 million in 2024. The $13.5 million increase supported revenue growth and was used to drive consumer awareness and invest in retail, marketing, and engineering.
Net Income (Q4 2025) $3.4 million, down from $9.7 million in Q4 2024. The decrease was primarily due to a $5.6 million income tax benefit in the prior year period.
Net Income (Full Year 2025) $9.7 million, down from $12.8 million in 2024. Excluding the $5.6 million tax benefit from Q4 2024, net income improved by $2.5 million.
Adjusted EBITDA (Q4 2025) $6 million, up from $5 million in Q4 2024.
Adjusted EBITDA (Full Year 2025) $16.8 million, up from $11.5 million in 2024.
Cash, Cash Equivalents, and Marketable Securities (November 30, 2025) $15.5 million, down from $25.7 million on November 30, 2024.
Inventory (November 30, 2025) $32.7 million, up from $20 million on November 30, 2024. The increase was to support ramping demand.
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Operating Highlights
Launch of Byrna CL: The Byrna CL, a compact and concealable less-lethal launcher, was successfully launched in May 2025. It has been a key driver of revenue growth due to its small form factor and significant stopping power.
Introduction of Byrna CL XL: A new variant of the Byrna CL, the CL XL, was introduced with enhanced features such as a larger magazine and greater shot capacity. It was well-received at the SHOT Show.
Development of modular launcher: A next-generation modular launcher is under development, expected to cost 40% less to produce and offer multiple performance levels using the same chassis.
Accessory development: The Byrna cam, a compact and affordable camera for self-defense scenarios, is set to launch in late Q2 or Q3 2026.
Expansion of retail footprint: Byrna expanded its brick-and-mortar presence from 200 to 900 chain store locations in 2025, with plans to grow to 2,000 locations in 2026.
International sales growth: International sales grew by 66% year-over-year, showing strong momentum.
Partnership with Sportsman's Warehouse: The partnership allowed customers to test Byrna products in-store, significantly boosting sales and brand visibility.
Manufacturing efficiencies: Production processes were improved by moving to production cells, increasing monthly production by 33%, and ramping up ammunition production in a new advanced facility in Fort Wayne, Indiana.
Cost savings from South Africa closure: Closing the South African operation is expected to save $1.5 million in 2026.
Price increase: A 4%-5% price increase was implemented in February 2026 to improve margins.
Shift to multi-platform model: Transitioned from a direct-to-consumer model to a diversified multi-platform approach, including brick-and-mortar and online channels.
Focus on experiential retail: Emphasis on in-store experiences, such as test-firing products, to drive sales and customer engagement.
Exploration of new marketing strategies: Invested in creative advertising campaigns, including a regional Super Bowl ad and product placement in media, to broaden consumer reach.
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Risk or Challenges
Gross Margin Decline: Gross margin declined from 63% in Q4 2024 to 60% in Q4 2025, primarily due to the greater mix of dealer and chain store sales and the amortization of start-up costs associated with the CL Launcher and ammunition factory relocation.
Operating Expenses Increase: Operating expenses increased by 29% year-over-year, driven by higher advertising and marketing costs, as well as increased headcount in marketing and engineering departments. This could pressure profitability if revenue growth slows.
Inventory Build-Up: Inventory levels increased significantly from $20 million in 2024 to $32.7 million in 2025. While this supports ramping demand, it could lead to cash flow issues if sales do not meet expectations.
Net Income Decline: Net income for Q4 2025 decreased to $3.4 million from $9.7 million in Q4 2024, primarily due to the absence of a $5.6 million tax benefit from the prior year. This highlights potential challenges in maintaining profitability.
Cash Reserves Decline: Cash, cash equivalents, and marketable securities decreased from $25.7 million in 2024 to $15.5 million in 2025, which could limit financial flexibility for future investments or acquisitions.
Supply Chain and Manufacturing Risks: The transition of the ammunition factory from South Africa to Fort Wayne, Indiana, incurred start-up costs and operational challenges. While expected to save $1.5 million annually starting in 2026, the transition posed short-term risks.
Dependence on Retail Expansion: The company’s growth strategy heavily relies on expanding brick-and-mortar retail locations. Any delays or underperformance in these locations could adversely impact revenue growth.
Leadership Transition Uncertainty: The CEO’s contract is set to expire, and while a successor is being identified, any disruption in leadership could impact strategic execution and investor confidence.
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Guidance & Outlook
Margin Improvement: Byrna expects margin improvement in fiscal 2026 as onetime start-up costs associated with the new CL Launcher and the new ammunition factory are completed. Additionally, a broad-based price increase of 4% to 5% was implemented as of February 1, 2026.
Product Launches: The company introduced the new Byrna CL XL and plans to release a Byrna cam in late Q2 or Q3 of 2026. A new modular launcher is also planned for rollout towards the end of 2026, with mid-level and high-level variants to follow.
Retail Expansion: Byrna expects to grow its retail footprint from 1,500 to approximately 2,000 locations in 2026, including expanded partnerships with Sportsman's Warehouse and other large chains.
Revenue Growth: The company projects continued strong top-line growth in fiscal 2026, supported by expanded retail presence, new product launches, and increasing brand awareness.
Profitability: Byrna aims to expand gross margins in 2026 through a more favorable product mix, manufacturing efficiencies, economies of scale, and recent price increases.
Recurring Revenue Model: The company is working on subscription-based devices to augment growth and build a recurring revenue model.
Acquisitions: Byrna has earmarked $15 million from a new $20 million credit facility for acquisitions to support strategic growth initiatives.
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Shareholder Return Plan
Stock Buyback: The company spent over $1 million buying back its own stock in 2025. This was part of a strategy to increase the cash balance, which grew from $9 million at the end of Q3 to $15.5 million at the end of Q4.
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Key Q&A
Q:What is the price point and margin profile for the new CL XL Launcher compared to the CL and other launcher products?
A:The CL XL Launcher is priced at $579.99, which is $30 more than the current CL. It has a 5/8 inch extension, accepts a 12-gram CO2 for greater shot capacity, and a 7+1 round magazine. The margin profile is essentially identical to the current CL, offering a strong value proposition for consumers.
Q:What is the pricing strategy for the connected device products and the potential for acquisitions related to connected devices?
A:The company is not ready to discuss pricing for connected device products. They are considering models like giving away the product for free with subscription-based revenue. No decisions have been made on acquisitions versus internal development for connected devices.
Q:What are the expectations for Q1 performance given seasonality and retail expansion?
A:Q1 is expected to be softer than Q4 due to seasonality but will be significantly better than last year's Q1. The company anticipates solid growth driven by increased retail doors.
Q:What are the expectations for gross margin trends, revenue growth, and EBITDA margins for 2026?
A:Gross margins are expected to grow incrementally, reaching 63%-65% by the end of 2026. Revenue guidance is not provided, but the company expects to stay in growth mode and expand EBITDA margins, projecting adjusted EBITDA margins well above 40%.
Q:What are the plans for modular product development and recurring components for the cam product?
A:The modular product is based on a 0.61-caliber platform, expected to reduce manufacturing costs by 40%. The first prototype is being built, with a release planned before the end of 2026. The cam product will initially be a standalone camera, not a connected device, with a potential release in late Q2 or mid-2026.
Q:What is the strategy for retail expansion and its contribution to growth?
A:The company plans to deepen relationships with existing chain stores and expand to new locations, growing from 200 to 900 chain stores in 2025. This strategy is expected to contribute to growth in 2026.
Q:What is the timeline and advertising potential for the movie featuring Byrna products?
A:The movie is expected to release later in 2026, primarily on streaming services with a small theatrical release. The focus is on using the movie as an advertising platform, leveraging behind-the-scenes content and interviews to promote Byrna products.
Q:How does the modular launcher fit into the existing product assortment?
A:The modular launcher will complement the existing assortment, offering a 0.61-caliber option at various price points. It may eventually replace the CL launcher but will coexist with other models like the SD and LE.
Q:What is the expected cost reduction for manufacturing the modular launcher?
A:The modular launcher is expected to reduce the bill of materials (BOM) by 40%, with additional savings in labor and improved production efficiency.
Q:Review of Unclear Management Responses
A:Management avoided providing direct answers on the pricing of connected device products, the timeline for connected device development, and specific revenue growth guidance for 2026. Responses were vague or lacked sufficient detail in these areas.
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Earnings Word Cloud
The most frequently occurring keywords in this quarter's earning call
Africa Fort
Bank line
CL Launcher
CL XL
CL increase
Capital Bank
Fort Wayne
Full Conference
Indiana operation
Indiana period
Inventory end
Launcher ammunition
Launcher increase
Launcher start
Launcher transfer
Texas Capital
Wayne Indiana
XL number
acquisition insight
advertising marketing
allowance loss
ammunition facility
ammunition factory
amortization introduction
credit facility
dealer chain
decrease
introduction CL
investment
margin
marketing engineering
period increase
period tax
tax benefit
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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