UNFI F3Q25 - Beat and raise. What's next?

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September 30, 2025

UNFI Investment Report - Q4 FY2025 Full Year Results & Accelerated Multi-Year Targets

UNITED NATURAL FOODS (UNFI)

🥬🛒 North America's Premier Grocery Wholesaler | 30,000+ Customer Locations

Q4 & FY2025 Results | $31.6B Annual Revenue, Net Debt Lowest Since 2018, Multi-Year Targets Raised

💰 Market Cap: $1.6B | 🏢 Locations: 30,000+ | 📈 FY2025 Revenue: $31.6B (+4.6%)
👨‍💼 CEO Sandy Douglas | 📊 FY25 Adj EBITDA: $552M | 🔧 Net Debt/EBITDA: 3.3x
$35.79
📈 +$4.03 (+12.68%) Today
Post-Earnings Rally
Price Target Scenarios

18-Month Horizon (2026 Targets)

$48.00
Bull Case (+34%)
Sustainable Growth
Margin Expansion Continues
📊 Valuation Calculation:
• FY2027E EBITDA: $730M × 9x multiple = $48.00
🚀 Key Assumptions:
Management's raised FY2027 EBITDA target of $730M+ achieved • Net leverage falls below 2.0x by FY2027 end • Low single-digit revenue growth sustained • Natural segment grows high single digits • Lean management delivers 60bps+ margin expansion • Free cash flow $300M annually FY2026-2027 • Automation/technology investments pay off • Market rewards execution with higher multiple
$38.00
Base Case (+6%)
Steady Execution
Modest Upside Remains
📊 Valuation Calculation:
• FY2026E EBITDA: $665M × 7.5x multiple = $38.00
⚖️ Key Assumptions:
FY2026 revenue $31.6-32B (flat to +1% due to Allentown exit) • Adjusted EBITDA $630-700M (+20% at midpoint) • Natural segment steady high single-digit growth • 35bps margin expansion in FY2026 • Net leverage reaches 2.5x or less by year-end • $300M free cash flow generation • Lean deployed to more DCs • Market fairly values near-term execution
$24.00
Bear Case (-33%)
Execution Failure
Customer Defection Risk
📊 Valuation Calculation:
• FY2026E EBITDA: $500M × 5.5x multiple = $24.00
🔻 Key Assumptions:
Major customer losses (Amazon/Whole Foods shifts to direct) • Recession crushes natural/organic premium spending • Network optimization backfires • Automation investments fail to deliver ROI • Debt refinancing pressures at higher rates • Retail turnaround stalls • Competition from regional wholesalers intensifies • Cyber incident repeat occurs • Natural segment growth decelerates sharply
Bottom Line for Retail Investors
🎯
Beat All Targets
Revenue $31.6B ✓ | EBITDA $552M ✓ | EPS $0.71 (5x vs last year) ✓ | Delivered despite cyber attack
💪
Cash Machine Now
Free cash flow: -$90M (FY24) → $240M (FY25) → $300M annually (FY26-27). Debt down 0.7 turns to 3.3x
⚓
Raised Targets
FY27 EBITDA now >$730M (was ~$600M). FCF doubled to $300M/year. Revenue growth raised. Getting to 2.5x debt 1 year early
⚠️
Cyber Hit: $50M
June attack cost $50M EBITDA total. Systems restored. No lasting damage. Customer relationships intact. Moving on

📊 Q4 & FY2025 "Solid Results" - Strategy Delivering

FY2025: $31.6B Revenue (+4.6%), Adj EBITDA $552M, Adj EPS $0.71, FCF $240M (+$330M YoY)

💵
$240M
FY2025 Free Cash Flow
vs ($90M) FY2024, +$330M
📊
$0.71
FY2025 Adj EPS
vs $0.14 FY2024 (5x)
🚢
28 DCs
Lean Management Deployed
Of 52 Total, Expanding
💰
$1.8B
Net Debt
Lowest Since 2018

📞 Key Q3 FY2025 Earnings Highlights

🌟
Guidance RAISED Big
FY27 EBITDA: $730M+ (was ~$600M). FCF: $300M/year (doubled!). Revenue: Growing now (was flat). Hitting 2.5x debt in FY26 (1 year early)
🏝️
Fixing The Business
Closed 4 bad warehouses. Added 400K sq ft with robots. Lean process in 28 of 52 warehouses (more coming). 6 automated warehouses by end 2026
📈
FY26 Looks Strong
Revenue: $31.8B (flat-ish). EBITDA: $665M (+20%!). EPS: $1.90 midpoint (+$1.20). FCF: $300M. Debt: Down to 2.5x or less
💰
Q4 Was Messy
Sales: $7.7B. Cyber attack killed 3% volume. But still hit targets. Gross margin 13.5% (best quarterly rate all year). Moving forward

📍 CEO: "Solid Q4 drove FY2025 in line with targets. Building momentum in year 2. Confident in creating sustainable long-term value" - Sandy Douglas

💡 What They Fixed: Closed 4 bad warehouses. Added 400K sq ft with automation (Manchester PA, Sarasota FL). Lean in 28 of 52 warehouses. Cut costs $130M. Inventory back to normal

👥 FY26 Focus: Keep optimizing network. Roll out lean everywhere. Get better at merchandising. Help small customers + suppliers. Invest in tech. Cut $4B in indirect spend. Investor Day Dec 2025

🔮 The Plan: FY27: $730M+ EBITDA. FCF: $300M/year. Debt: <2.0x by FY27. EPS growing faster than EBITDA as debt drops. Shifting from "survive" to "grow"

🚀 Why UNFI Bulls Are Right
📈
They're Executing
Beat all FY25 targets despite cyber mess. OpEx down 50bps. FCF: -$90M → $240M (+$330M!). Inventory fixed. Lean working
💎
Raised The Bar
FY27 EBITDA >$730M (was ~$600M). FCF $300M/year (doubled!). Getting to 2.5x debt 1 year early. Confidence
🏝️
Natural = Growth
Natural +9% Q4. High single digits sustainable. People want healthy food. $90B market. Works in any economy
📊
Debt Melting
3.3x → 2.5x FY26 → <2.0x FY27. Debt $1.8B (lowest since 2018). $300M FCF/year. Less debt = more EPS
🐻 Why UNFI Bears Have Valid Concerns
💸
Cyber Damage & Customer Risk
$50M total EBITDA hit from June cyber incident, Q4 volume -3% partially from cyber impact, empty Whole Foods shelves created customer service crisis, potential for Amazon to shift to direct sourcing, Key Food contract already terminated, delayed 1 customer onboarding 60 days, repeat incident risk remains
📉
Still Not GAAP Profitable
Q4 adj EPS loss ($0.11), FY2025 adj EPS only $0.71 (heavily adjusted), conventional segment margins half of natural (struggling), retail segment -1.7% Q4 (Cub Foods turnaround uncertain under new CEO), Q4 gross margin declined from product mix, heavy reliance on adjustments for positive story
⛽
Execution & Competitive Pressure
Lean transformation still only 28 of 52 DCs (long rollout), promotional environment "edging up" per management, conventional segment declining -6% Q4, automation expensive with long payback periods, $250M annual capex required ongoing, tariff impacts uncertain, need to help customers compete vs discounters intensifying
🏖️
Valuation & Guidance Skepticism
FY2026 revenue guidance essentially flat (midpoint $31.8B vs $31.6B FY2025), small cap volatility ($1.6B market cap), large range on adj EPS guidance ($1.50-2.30, 53% spread suggests uncertainty), history of operational challenges, natural premium spending vulnerable in recession, transformation still multi-year away from completion

This analysis is for informational purposes only and should not be considered investment advice. Please consult with a financial advisor before making investment decisions.