Barfresh Food Group, Inc. (NASDAQ:BRFH) Q4 2023 Earnings Call Transcript

And now what we’re in the process of doing, have already started doing and will be increasing significantly that is including a broker network to go out there and sell both of those products not only to the education channel, but we are also getting a dedicated military channel team that’s both senior relationships as well as boots on the ground nationally that can go out to each of the locations which is going to be very significant for us, as well as boots on the ground in 49 out of the 50 states and having multiple sales people within each state and sometimes up to 10 people going out there and selling the product both in the education channel as well as general food service. Now, when you take into account locations like the Statue of Liberty which we’ve been in for so many years now and Long Beach Aquarium and there’s such high-volume accounts, someone like the Statue of Liberty where the number one product sold on-site.

So, there’s a lot of other types of recreation and amusement locations across the country that we’ll now be able to access with a local team on the ground that we just haven’t been able to get access to because we don’t have the depth in the sales team to get the coverage. So, by signing these agreements and getting the teams on board which we have now focused on getting set up for the company, it should generate some serious lift in sales for the company across all the channels now.

Anthony Vendetti: And then just maybe comment just looking at the mix that you have right now, what do you think is a reasonable normalized or go-forward gross margin for the business?

Lisa Roger: We’re projecting high-30s, low-40s for 2024. It will build over time. Q1 is going to be a little bit lower just because of the carton issue. And then beyond that, expect to see low-40s.

Operator: [Operator Instructions]. There are no further questions at this time. This concludes today’s conference. You may disconnect your lines at this time. Thank you for your participation.