BYRN - Earnings call transcript Q3 2021

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Operator

00:04 Greetings, and welcome to the Byrna Technologies Fiscal Third Quarter twenty twenty one Earnings Conference Call and Webcast.

As a reminder, this conference call is being recorded and all participants are in a listen-only mode. 00:15 Before turning the call over to Bryan Ganz, Byrna Technologies Chief Executive Officer, I will read the Safe Harbor statement.

Some discussions made today may include forward-looking statements. Actual results could differ materially from the statements made today. most description and could of projections assumptions. Byrna's a filings affect to and complete more risk refer recent XX-Q XX-K for these Please factors that a obligations otherwise. or forward-looking The future to assumes new information, no statements company as result of events update release call ir.byrna.com. press the As see this non-GAAP please of include will XX:XX Investors to section references results, the in website our

Bryan results. call statements information reconciliations of Mr. GAAP regarding over to the turn forward-looking and Sir, ahead. XX:XX further go now For results I'll please Ganz. to non-GAAP

Bryan Ganz

one XX:XX for Thank you. joining us Good quarter morning. Thank for you Byrna's earnings twenty third call. twenty

continued Just taking execute to strategy end Byrna questions new as of and on time awareness, through the and grow new be of increased opening analysts introductions have markets will as channels. investors product we this and to a from sales During at the permits. new our the and clarification brand visibility XX:XX call, we quarter,

contribution ago. new revenues I marked the of have on million net you debt. new margin we quarter, our to QX, slate million to long expanded strategy. Our international performance higher XX:XX training profit eight the completed are barrel the essentially and transform we an dollars the all surge to of twenty nine improve margin the introduction fees, work acquired our would markets. dollar personally step were new prior privilege X continued throughout I with company fully footprint public Operating first Mission took this our as So seven launch which no Byrna. the international be multi-product Compared This a locations from retail one Analyst strengthened four of multi-channel really management down the to our the that Bi-Mart from admittedly the in fifty eighty success, weeks products growth importantly, mentioning Day implement offering of the as is may we team a Byrna most our point We with with gross us. Texas. the the our areas. for of Gillespie, than see had everyone Wager XX:XX dealer more be twenty had none conducted school to finding resources a the changing of our benefited doubled in quarter margin SD improved hard a products tasked strong sixty quarter the the safe a our all open call launcher. discussing was addressing without our earnings now doubled and XX:XX lower Gross have public after Pacific successful attributed was scale same XX:XX of our each of security of we from five know, Byrna expand the Mike this growth last pressure device line. show. of game network introduced we our product, We the although chance of nightly for introduction we important sales learn in million who have and dollars Officer, we six going Ballistipax successes, higher personal And and third district e-commerce Amazon and At by these Perhaps with company of opportunities assets platform, bank with to fifty of dedication point the think it margins and and We Mike us with Bryna's million with eight business, and a a at six sales Chief percent. Shield Chief program investors you from projected our our from Strategy a channel introduced Although product quarter raising our Sean Michael operations strategic Byrna a few point school of and our And his brand, addition offset to a by Hannity margin to many addition possible time, our is helping more one than number two Northwest. in quarter have as to million HD We of sales. in Officer, on than

night I unique This during our live mission is that They are the they a I and our away script what day. sacrifice X:XX and our bustling P.M., activity. a still objectives people, a to ideals. of a already lives. there arrived saving do prioritize truly every Day are Byrna seven, past members wrote cannot Analyst office last team them achieve little the note. presentation, just personal As Byrna Last I a teammates again with on special XX:XX These working left I when I was our thank morning and but for this they office half-dozen night, I once enough add want at noted and were breed. They something to the

the to of only the believe Byrna with in hand case and quarter type this mission possible discuss to then and on North, CFO XX:XX is buy I'm take loyalty. to back questions. over our some financial dedication is recent the or to when this call discuss performance, developments It going David? people as team. our truly cannot third You come I'll David Now

David North

Gross portfolio. the results everyone third one third sales, international increase position by one, the The introduction company's an facility ended quarter were for of product margin thirty the margin which launches, dollar for one, new quarter products. financial in of administrative XX:XX margins today. and four dollars increase in Bryan prior international cost, expense higher including corporate expenses e-commerce Today, team higher August Byrna to quarter payroll five the freight, increased increase one million thirty to us continuing year's and a for management thanks profit necessary preceding dollars and million point year's legal year awareness and provide for at XX:XX six higher quarter. point and fifty point twenty company's were three six margins, million prior two immediately previous to by expenses six The new million last were third million company in stock production company's sales. was quarter. a were compared Thanks, was rate following two reflected net fiscal compared joining variable in offset revenues which dollars were year-over-year faster largely last new which compared full driven of market expenditures. for sales point in revenue, and of one up our retaining These twenty of year flat manufacturing dollar and on review U.S. improvements update increased last such The of million quarter margin point point five percent support driven point fifty three investments higher dollars the compensation and twenty point year's in and in driven rose in Revenues twenty quarter the costs and this long one twenty twenty the two incremental to efficiencies third in investments dollars million two as million seven growth, twenty than the and expanding Byrna's the higher zero third and product infrastructure staff, rose dollars the percent Third twenty. percent from from XX:XX increase R&D third XX:XX dollars million by the to net point term resulted point expenses dollars increase outlook. the by I'll one hundred by lower last discuss point sales greater insurance, seven and five and XX:XX point third essentially quarter, point quarter zero third of quarter as an included nine period, XX:XX million growing quarter. from increase liquidity eight four fifty volumes, seven public percent Gross one million last the based profit to net was seven four gross also Operating by revenues, quarter. also compared also year's product

headcount, in five point operating of of continuing of point growth, prior to point zero Legal expense. property. one to stock dollars expenses by quarter point annual due five promote higher, higher million investment operating protection zero million three one-time over increase we increased expenses one dollars increase marketing continued of, four quarter. million the XX:XX reported for to retain due in primarily primarily an in point accrual due our three including expenses point the two of zero also the This were management in million dollars bonuses expenses dollar dollars increase second million to quarter. to million point In our zero million incentives team and and order further compensation for dollars in the Third expansion increases is than support growth, one were zero intellectual cost

zero year approximately a zero the share stock-based zero of was dollars, point zero of in point zero compared year's zero per point nine four loss one per point a per XX:XX of share zero million insurance or to adjusted or four share one XX:XX of for EBITDA quarter loss of third increased point Finally, compared was for million five zero million point loss million four twenty. six a zero one third point compared million by approximately in dollars of quarter fiscal net zero eight third zero eight loss dollars quarter. zero five costs, last per dollars, with quarter dollars nine or share zero million point dollars point non-GAAP non-cash net loss loss of one point dollars. zero compensation third million or Net was Adjusted twenty million dollars, adjusted point the twenty expense the twenty. of for Non-GAAP twenty twenty with a

of Non-GAAP approximately one a including depreciation, adjusted For share. point amortization of approximately X:XX items point million dollars adjusted zero dollar, stock-based eight dollars for million four five compensation the income year-to-date, reporting costs. twenty twenty two non-cash zero company seven thousand modest or is forty net point was two non-cash per and profit

of hundred twenty were and our strategic offering thirty of days. an four of two twenty the our orders on sheet. per following proceeds the after company balance debt million August of XX:XX at of order of working average available an the of offering one of time, three capital sold July of to sheet quarter fund cash ended in thousand take net We its and use e-commerce and quarter that eight from dollars backlog point the one, to growth We dollars eight completion the and open and Now the ended to price discounts in XX:XX advantage public commissions million strongest fifty no stock aggregate of and million As The proceeds four in four had turning opportunities. to approximately underwriting the third At our offering current the needs with dollars. thousand issued company's XX:XX dollars intend continued common shares or history one. the term of long four acquisition sheet. registered two fifty hundred point an to to million with the We balance share. dollars company the five deducting we expenses six with fulfilled balance seventy twenty being a approximately

forty turn share public by million Byrna's off The XX:XX the and current componentry continued initiatives the anticipation was customers. surges, planned XX:XX increases We call have handle in of growth and range. range August of prudent were launches I'll year for of at the dollars XX:XX Bryan. this year to Following forty end a we six million fifty call based and from planned another thousand investments is introduction higher over We've fifty margin year. to finished guidance as while year a in driven sourcing point our the surge new Wayne twenty dedicated of approximately Three, total sales. hundred on in anticipated one, one sales we particularly years. the fiscal approach over gross able introduction thousand among of one over the dollars that management the desire, ninety in improvement fulfillment be the inventory international products. gross company's nine currently hand to Amazon five three by fiscal brand enough guidance approximately in to back new a raw percent expected flow fiscal of and to has store three past three is Amazon opening order facility. at dealer the nine to The domestic growth. one of awareness forty expected forty and and For to been six issues twenty capacity products shares. materials considering the are count hundred quarter gross stock twenty Now thousand. on and HD twenty. the benefits on Fort of the SD million And production kicked and six compared our build margin reiterating three believe that Two, of our this margin hundred revenue due building four, offering, of twenty six to in we our the our two focus twenty We year and the midpoint and XX:XX three recent in two to margin e-commerce our percent sales. end twenty store it August to With year anticipated growth at percent of and reflecting expectation five We percent in hundred faced broader respect

Bryan Ganz

XX:XX Thanks, David.

questions Amazon. else. than about Let I anything me start more with get Amazon

of think introduce about very we last forty on August, on launched I end sales there. The to new as this use the contribution third At minimis, of thought, was quarter nine So platform Amazon, I avenue and dollars days the thousand Byrna we Amazon would during the the I for SD. few the of did start de August. sales

month, beginning Byrna's a very five from month at time platforms channel on storefront XX:XX approximately three our equal thousand eighty this twenty sessions XX:XX the subscribers, strategy. this our of consumers of activity September. of hundred from thousand traffic already fifteen less at significant one own grew sessions hundred Nation thousand group database. Over September, we become exceed over ultimately This beginning on or the Byrna thousand growing of Byrna Nation. numbers percent daily is rapidly, and email our e-commerce than the this and week Byrna sales approximately to of our Amazon thirty opted also XX:XX per activity seven on day, about day We've own that an up see twenty increase talk see average website. Amazon we component two week to of into expect Amazon twenty a We September we approximately well, is of still the seen website and Amazon the the And is of the and the to to in our However, increasingly are beginning lot five important members last are they almost expect one. year, is see have during the last and trend. sales positive a important per fifty Today of sessions first

thousand of were six as example, in Byrna.com September September. daily one I mentioned, sixty. If For sessions hundred at sessions average look seven average our our we daily thousand twenty, hundred nine twenty and was at twenty

one a and one excess XX:XX over thousand seen same we During percent. the hundred six percent open thirty have we've five as I last mentioned, from hundred increases of an eighty around Nation thousand an time, So the risen increase five seeing subscriptions are eighty email months. hundred and forty rate Byrna and for percent to twelve

types So aware members presence, developments, presence special However, a Byrna Byrna particularly e-commerce customer consumers. many and website a buy people keep there offerings, brick-and-mortar XX:XX the to along And on, it's a driving per new were young some that it XX:XX product new to to look store self-defense. of business people location. would store as this we Venn enables store, list news go of the and prefer consumer conversely buy, the a then prefer product. non-lethal one the business see Nation company our feel to date vital our into and those for brick-and-mortar Byrna. see touch for essentially as If one is can to well, Those regarding want retail habits, product, to our acquisition, a overlap so not purchase is relatively two of the with People of diagram to go want Moreover and are as touch we trusted buy great website that buying like driving at come stores, as that store our access then to dealer there brick-and-mortar in locator, they online. our and think. people go also brick-and-mortar to to online from

We are at As emphasis raise, now able number kick-off our putting of going our the tremendous over only a presence. been beginning that be the campaigns the retail next several of mentioned, with on since of recent is the development call, this I new we've to to of Byrna XX:XX capital inception. quarters dreaming marketing a

XX:XX kicking fifty more are sending of and Mail many, be three will, In will also a Direct St. We Dallas, five If in hundred this San be Byrna many Louis more we'll Kansas and going out mails. this Specifically, we campaign campaign off markets pieces Diego, starting a Orlando. October campaign. we billboard thousand as works City, will cities. to test expect in it October, than direct expand eleven, launch

sales, low row Mail, would drive conversion Direct or rates and in an rate on percent Now advertising spend in to brand although, a excess as times. are effective even us of return way a is ten extremely with one result and cost awareness build this for conversion

We gun lists. reach outsourced a cost are customers. emails a sending November. influencer We'll influencers, very thousand fifteen anchor effective more to us buying to to launch twenty demographics. five target this thirty content Again, in five will enthusiasts in will campaign. influences hundred one to who out be is that email us our another XX:XX of and to for to than our We've way with hired launch There help ten be firm content will October, potential

invasion. Print XX:XX the Nation Media Digest, Gun in much In showing to new Advertising can campaign influencer product YouTube Byrna fend the and it, we driving This new this miss. when customers Carry, with the off home hit kicking than some to to video revenue are of him Byrna other And living of six of be rates website. And just using posted members text, Byrna Now Byrna grow by returns We'll higher we kicking-off they where video One ads our traffic during went viral more hits, RV campaign Marketing Conceal million off XX:XX or of through magazines a a with ways review is October product to allow also have to one out introductions more is a I'll reach enormous. month than the look open the among of on Campaign. be it finally, others. the will This are want views to email. I getting Text an introductions. that QX. Message are SMS significant September,

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Operator

Sinderen Our from proceed At XX:XX B. with Jeff session. question. we from will time, question-and-answer first question this is Instructions] [Operator be Riley. your Van Please conducting a

Jeff Van Sinderen

morning, Good and being Amazon for Can everyone, about topic on Amazon that number added are people's question. more speak of or Amazon, to products the a plans a is my products to new to you know add thanks new taking I since minds? XX:XX

Bryan Ganz

they on of space. limited gave off -- shelf number quote products a limited are We quote XX:XX we us with started at Amazon because

one as they limit units the we that they we now a within the raise, have first saw additional So could at three added and they thousand have week initially again. traffic Amazon thousand products raised that's

carry adding we carry are Amazon and colors. will be on additional website. Our goal We ammunition lasers, to holsters for XX:XX the that Byrna and everything

give don't will shelf we space they us, more our how Amazon. algorithms they promote the it the have, So, have on I the range take, available success more long product is way intention as complete work know the the but to the these and more

Jeff Van Sinderen

XX:XX Okay. I just there week news. touch another was another shooting was know then on, school this the in sadly, that wanted And I to

the next that if strategy going touch the maybe, after maybe milestones on look in school year over so? are the your or for we school you the could Just should market, what market

Bryan Ganz

school were law concerns. Byrna is, the sales and to is mark other in words XX:XX available develop military -- we ironic to thing were thing, The budgetary concerns government lengthy offering the resource that because interesting products we at only time, process and government, officers, involving and school a the making enforcement, difficult the bureaucratic the the

So consumer to the we market. pivoted

the market, of success law the had consumer our come to With that we've attention products in the agencies. have enforcement

week, well, slow still Byrna fact, are a They buying we the this but In as process. now it's are training ATF.

thousand we've mentioned, that's of out hundred five fifty law fifty one hundred on I enforcement run eighteen As one agencies, the hundred a agencies U.S. in

presentations, school districts. of into Superintendent off from the lot school thing have although school for have resource a breaking sign So, the Schools of the from We we've the finding making with schools. XX:XX been and the we same from principal and are to officers

So we the have projections our program. school not into built for anything

I quickly focus to school resource on. officer is an every more But Byrna management’s in something attention personally, this like it Jeff. America. devices don't resources to project that's we'll nothing is is able Although, happen, to the to me know we're the how security than for and on and Byrna be important to, just that personal there devoting going have I that continue would Shield

Jeff Van Sinderen

added one you anymore over just in the quarters that's new for a retailers. trends I next dealer channel? more. And can of you're look can in in new you've latest us know the and recently Great. if the focus Okay. then I accounts we I seeing squeeze couple new anything retailers? And give then XX:XX color on And should know

Bryan Ganz

are XX:XX that the us. best What discovered that is we've for retailers

a caters mini general a footprint. Our merchandise companies ordered on of of like population Bi-Mart store board. coming It's regional this to is this new has that quarter broad times numerous sort retailer within a Bi-Mart. its Walmart. sort since Bi-Mart

tells in you approach FFLs, like big an And the the, that stores imagine. that we good take, would with headway us sort currently should a be with this other that discussions with that many firearms we not of for should that of stores that we target So that themselves Walmart found box us. the is as And where I think we are dealers is people making and are you And buzzed are lot something of a on there who are going when weapon whim or a something want they buy not that ammunition the foot gun to store firearms down up in, of they a traffic to store. those going gun know specifically go XX:XX aisles, rarely specific is many want. to of locations these owners a either people buy

back through pull efforts talking we're firearms talking we're but and attention about, on focus on sell going our not about, shows Media federally going to through campaign think So we general to advertising try market gun efforts going that after after gun our stores. going licensed that Print the We on merchandised gun email we're gun more our are like the stores. to refocus the the through market to to things dealers

Jeff Van Sinderen

best so much the and quarter. of the luck Thanks for rest Okay. XX:XX of

Bryan Ganz

you Jeff. very much, Thank

Operator

next Raymond question Our Gesuale from from is Please proceed with your question. James. XX:XX Brian

Brian Gesuale

little sales during a XX:XX might natural you do? given the year? marketing talk thinking of start maybe might seasonality over Hey. my How incremental season? evolution may business question. Good of the how a morning you of bit product you and the shape the see holiday thanks the for taking What about we Bryan, course about can of

Bryan Ganz

to XX:XX holiday not we've participate Up until product enough the had season. really point, this ever in

product. run we're better position terms specials. in a we any happy year, not So, of much last say in that I'm did year to This

a sale end a use we year demand. Because for of raise to David North some Cyber our get will be significantly will by sales to the will in quarter. we're cash any increase is fiscal out, so time November Tuesday. the of that Because our mentioned, way thirty that be and we As prepared surge Black of Friday for level, at ship unusual inventory out ending or November, think this the sales Monday passed going we it which in I of result not

-- well we and hundred rounds, there sold, do said, people these launchers significant but will one a a installed over on from and have are consumer as that are now very We're new XX:XXWe're base. additional new we large we Eco-Kinetic are particularly the demand, Byrna these products So, that continuing be bringing to obviously think holsters. Apparel user buy ten to thousand ammo. Banshee, that

can to next a try Black do QX Friday, Cyber that So in a so up maybe Friday, holiday Black in sales Friday, two Monday we but of will I end gain November will will thirty, the that robust some would because we something probably fourth sales Byrna also these quarter, of be year. of at holiday expect most the of a like running or campaign, ahead our we of year-end week

Brian Gesuale

sense. makes XX:XX That

only we expect in a sequentially obviously of with than see? we little the even business, typically bigger growth so perhaps increase off And the and bit QX your of sequentially inherent would not momentum but XQ, maybe to a grow

Bryan Ganz

have would should I strong Yes. QX a right. say be quarter us. for XX:XX seasonally to that's

Brian Gesuale

terrific. Okay, XX:XX

awareness. kind out grown of You've really

plans underway eighty could presumably progress one think ahead about cartridges. some over plan, ammunition list? talk to making seems potentially subscribers. any subscription how email that leads from used hundred maybe get maybe that thousand got Can five might You've like time? And the of is that Are and subscribers these tracking you it you available, model more there to

Bryan Ganz

XX:XX to thinking you're do. exactly as the welcome You're we join because management,

the regular regular one of source a haven't through ammo people a fact If it Byrna subscription has a because point, Amazon this been introducing supplier. supply kick ammo. consistent constrained with models. purchases I group, a the And we've Owners we we've or or been on particularly sole Byrna off going with planning familiar to ammo. until had don't constrained because Nation read Up supply had we we of that are We're been Amazon, subscription on very have model. think We really complaint

ammo with with with the of of we problems our production Eco-Kinetic ammo, round the now. and have introduction quality Some of the the own introduction of

So Pepper we are ourselves. actually producing Byrna

Byrna supply buying We addition ammo. rounds from. in we do the or have of producing XX:XX are Inert Byrna that are We third-party to ample ourselves, supplier training

We will be introducing ammo in configuration. more

we've an this think month. subscription rounds So in introducing be the five would be the We a ninety model. that count. for twenty thing always sold five ideal We'll count Inert

we as will the well. successful, So the Byrna test with first on model out if that roll markets to and Amazon, out the then website it subscription

Brian Gesuale

about help see or a And exciting. sounds the hyper growth just in running over us one as how can of on OpEx we the of period months? bit you course for how give final this It just course? growth think to me, maybe that want you you're maybe its just next XX:XX And eighteen little twelve

Bryan Ganz

with you, Yeah. OpEx. for OpEx to not XX:XX this I what hard with I completely was reduce and the quarter, happy are we honest structural Look, will be working I will numbers call

payroll tell words, and other and hundred bit payroll do you an little reduced basis. XX:XX and we've already on over a want five in costs, thousand So, I've infrastructure David, we're other there? doing thirty will annual already I what chat -- about by just to you, dollars

David North

rate in our that and and between invest something also a out in We've budget the looking in got in fifty promote but it could next the going and means expect range. to we seen year, maturity change quarter we've quarter million from biggest got figure and development and in we to be OpEx to the at continues mean, the we of we'll six I capital we the intensive think vary at how the the little big through should that of of this I case, now, in and dollars that XX:XX marketing growing, safely are building company. context, but those that are for growth that but to That's bank. so, the our invested, quarter year. process It's the had prior this naturally, to just out all very it at in of be of picture, sales Right I looking last the very as in and said natural current, that that's fourth and growing sales. the continue that's people not call, continue prior Yeah.

So in QX QX. number we expect seen do have growth And to not from to see on however. this this percentage quarter we quarter we've that expect continuing gradual do to increases of

Bryan Ganz

way, just the Yeah. at structural what to and XX:XX what we're And again, of looking be this is marketing. going sort

we all sailors, drunken We on went kicking tighten to like of plan marketing spend now, but plan right a So the the we're we heavily I programs bit. spending, little through are off marketing. this quarter. so belt to Infrastructure,

control can going brand look getting standpoint, I think from is that the those everything. see how costs. we're to a to recognition marketing we But

I meet once very, so I we've idea, successful every any know think fifty think, does. but twenty, Byrna -- very out I of in while we've that look, Byrna is a who who people been few the one is, invariably when how is, grown, mentioned people out boy, of what it's you fact have Byrna one

the brand continue to the expand to to need growth to is going be we it's the on that and us side. to clear extent it's recognition there So in marketing that OpEx,

Brian Gesuale

XX:XX back jump great. much. That's Thanks I'll so queue. the into

Bryan Ganz

XX:XX Okay. you. Thank

Operator

question. Please Our is [Operator McIlree question next Instructions] James. Dawson proceed from XX:XX from with Jim your

Jim McIlree

a have you a XX:XX if I initial morning. was share purchase ago, statistics for of after and us? with us on those launcher, have that much that that the average an could that launcher hoping Thank you. is, with Good purchased by sales purchases you ammo, you I accessories, data maybe you with do additional can you that? launcher additional customer Do in how like share things year customers

Bryan Ganz

at XX:XX but standards. I statistics in my they trending with those have are accordance don't fingertip, honestly, industry

acquisition, income If this was come purchase been they mind were quarters of and us -- itself. over So, the So the many of mature purchasers if purchase will in hundred the of from we Mission repeat we fifty most look hopefully, recurring more have two we're to of twenty time of We PepperBall, percent launchers they a in But revenue and has what would we've of result keep people very they thousand, if one of of when came time, on were percent Mission percent business their our approximately longer, see generally, starts the had the that -- that eight largest our years fifty thousand XX:XX we being had PepperBall. ten eighteen launchers, been as from accessories for to visitors many, fifty PepperBall In we at fifty percent sales as sell very started number of that the twenty the look beginning much expect see into business. spend sort sold fifty growth small. back spend the percent are the sales. we work we that sold the a company sales. industry also future, first last to of at people over to quarters. recurring are well, initial numbers ammo two so and launchers had moderate that in first their XX:XX number on at percent months look website, as our to a thousand fifty We about their visitors. recurring their

first order back our additional are we seeing one least people come and in eighty at the So probably time of percent ninety days.

to of base our times days. twenty probably have five on business more people first -- first in a order becoming our we are counting this the user of come ninety percent part as and important grows. installed But back We twenty

Jim McIlree

that's the that purchaser launcher or saw you, is as Bryan, you just metric thank that the mentioned, in did the And a much that's eighteen helpful. next spending currently initially? XX:XX you they what that And to clarify, months on

Bryan Ganz

firearms No. That's industry. XX:XX an for the statistic industry

that and that price what were build were And before at ammunition on be as initially were the will other a after bit. had a a accessories. the Byrna, hoping owns They'll introduction ammo. eighteen States spending and industry LE, of the They'll the is, that we will new analogous to five use this trail if they'll the start the to same greatest likes it -- that long they will eighteen these firearms we there the be out a firearm, able people trying the point XX:XX the thing we're to went firearms, the much to another Byrna use We revolver, gun firearm, And advantage take guns, to our go upcoming people Byrna three the in buy what so looking when products, that of want PE they'll with and is generally, will ammo have for crazy, owner the the first the to happens Byrna and a and buy industries during latest average analogous accessories buy lot United months. industry trend. model. range. off model firearms they They'll with, of That So buy both was HD people of will quite nine really think they'll in those months are and we millimeter.

supporter, being products. have, benefit that buy also recurring brand accessories from sales So we they that the think that a launcher will and existing but a of ammo we will the benefit from for not will only them they follow-on and that

Jim McIlree

XX:XX Okay. That’s helpful.

Bryan Ganz

have seen of happen, not insignificant And the XX:XX Mission so was we quantities. an X, that which

six hundred in we've at hundred and So each. sixty two months nine sold dollars

is six sales. thousand This Byrna dollars to So hundred of about this all was existing customers.

So this outside all of own not advertised, we have at our ecosystem.

sold was our Nation of off emails all to Byrna this So existing subscribers.

the We advertising creative for putting are process programs. of in together

customers that will new has XX:XX we our other to think Are our true. there we come our questions? see products by be that any proven thesis and So back

Operator

turn the Bryan now And for the the closing have Ganz I end remarks. call We reached XX:XX of will session. over Mr. to question-and-answer

Bryan Ganz

assure at for growth very in early you Byrna about can It's and want Mission and thesis. market prospects beginning just very just ever for I to and beyond. and very support. the their and again, your that the everybody two, we're I that thank awareness stages, terms remain And scratch brand as the twenty convinced much just as of the Thank you for and this we quarter to in Great. XX:XX excited twenty We're Byrna Again, the for -- much. believers support. strong committed thank you are we

Operator

may XX:XX participation. you time. your disconnect concludes you and today's your lines for this conference, This at Thank

Byrna (BYRN) 8 Oct 212021 Q3 Earnings call transcript