如果你想要的是盈利,那你找错人了。
燕麦奶生产商Oatly的首席执行官托尼•彼得森表示,公司目前优先考虑的是增长,而不是实现盈利。
“就公司的优先事项而言,如果要在增长和盈利之间二选一,我们永远都会选择增长。”彼得森说。他的企业在5月通过IPO上市,旗下业务日渐壮大,触角已经伸向植物性酸奶、植物性冰淇淋等品类。2020年,通过达成合作让旗下燕麦奶在咖啡店直销,并以可持续性为卖点,该公司赚得数百万美元。自上市以来,其强势表现也让黑石集团(Blackstone)、脱口秀女王奥普拉•温弗瑞等股东赚得盆满钵满。Oatly的股价自上市以来已经上涨了近59%,公司市值达到163亿美元左右。
该公司去年实现营收4.214亿美元,亏损6040万美元,但其董事长、Verlinvest董事总经理埃里克•梅卢尔等投资者并不急于实现盈利。“我们觉得我们要把践行公司使命放在第一位,经济效益会是水到渠成的事情。”梅卢尔说道。或许这其中也涉及到商业战略:事实证明,可持续性是有市场的,尤其能够迎合下一代的消费者。
对于这一点,Oatly是很清楚的。“Z世代和“千禧一代将在未来几年成为全球的主导力量,给市场带来一系列新的价值观和期许。这些复合因素显然在推动植物性乳制品市场快速增长乃至加速增长,促使新的消费者涌入市场。”该公司在提交的上市文件中指出。
上周早些时候,我和彼得森、梅卢尔、《财富》高级编辑柯问思(Beth Kowitt)一起进行了交谈。以下是我们谈话的摘录(内容经过编辑精简提炼)。
《财富》:在近年的发展中,Oatly经常面临生产短缺问题。这是为什么呢?
托尼•彼得森:有几个原因。新冠疫情是我们最近遭遇生产延误的主要原因,我们需要派专家前往我们的新设施(正在犹他州建造),但他们无法成行。
我们早在2019年就已经出现增长,在2020年疫情期间,增长还呈现加速。这是由我们在全球范围内看到的整个大趋势所推动的,人们变得更加审慎看待自己消费的东西以及自身行为对地球的影响。
因此,这让预测市场需求变得有点困难。
我有一个与疫情有关的问题。你们进入市场的途径一直是先通过咖啡馆。而当所有商店都关门停业的时候,你们是如何改变你们的策略的?你们是否找到了新的业务模式?
彼得森:疫情来袭时,我们的业务有35%来自咖啡店,在中国市场这一比例更是超过50%。当时我们在想,我们现在应该怎么办?最终,我们的产品生产量和销售量均超过原定计划。在美国、瑞典、英国和德国,我们的业务来源变成了杂货贸易,在中国则是变成了电子商务。而中国全面重启经济也比世界上的任何其他地方都要早。
说到国际市场,你们的扩张战略是什么?你们一开始只是一家欧洲公司。
埃里克•梅卢尔:说到X因素,我相信它必须是自下而上的——很多有趣的想法都来源于此。我和托尼去了中国和美国,试图在当地为公司找到合适的领导人选。一位中国市场领导者想出了一个奇妙的主意,即为非动物乳制品创造一个角色。这样的角色在中国并不存在。
在美国也是如此。公司还在体育场馆内推出了软冰淇淋。这个想法并不是来自高层,而是来自某个员工,他举手说这是我们想要瞄准的人群,这样的产品很适合。
因此,作为投资者,我们必须为自下而上的创意的产生创造空间——这是至关重要的一点。
所以说你们没有进行微观管理。Oatly的IPO招股书指出,1升Oatly产品所产生的温室气体排放量比牛奶少80%。我想到的一个痛点是,产品运输过程中产生碳足迹——是否有什么措施可以尽量消除这个问题?
彼得森:我们非常非常清楚我们需要在什么地方进行改进。是的,交通就是其中之一。现在,我们实际上是将产品从欧洲运往亚洲。因此,一旦我们在新加坡和中国大陆建立工厂,这个问题就会得到解决。
我们还与农民开展了一些项目,以让他们减少生产动物乳制品。例如,我们与瑞典的一位农民进行了尝试(生产燕麦,而不是养牲畜),仅仅一年之后,这个农场就能够养活三倍多的人,他们的土地使用量和碳足迹也减少了一半——并且提高了盈利能力。这是我们目前希望规模化的一点。
并不是说我们做得十全十美,我们离十全十美还很遥远,但我们的雄心壮志是真真切切的。
梅卢尔:我们还投资了电动卡车。这一决定引来了不少质疑,但我们觉得我们要把践行公司使命放在第一位,随着时间的推移,取得经济效益也会是水到渠成的事情。
在与其他食品科技投资者交谈时,一些人认为植物性汉堡和牛奶替代品是第一代或第二代食品科技,而发酵、细胞农业等方法则被认为是第三代。我和一个投资者开玩笑说,他们把这些技术想成IBM之于苹果(Apple)。
梅卢尔:我真的相信,市场会有足够的空间让大家通过各种不同的途径追求食品科技,即便是在牛奶领域。
但必须要指出的是,作为食品投资者,我认为食品最重要的是功能性。主流消费者关心的是产品的口味、性能和可持续性。引领潮流的方式是,打造出人们认可的食品产品。有很多小众企业在以各种不同的方式切入市场,但在我看来,燕麦奶正是一个大趋势的开始。
你所说的第一代产品是什么?我认为,仅仅从规模来看,我们所做的是第三代产品。
彼得森:我完全认同。消费者并不关心这些,他们关心的是产品是否美味。
托尼,你也曾经就品牌塑造发表过广泛的看法。就在几天前,你们还因为英国家庭农场Glebe Farm Group的燕麦饮料而将其告上法庭,以保护你们的品牌。这就提出了一个问题,即对于竞争对手而言,你们公司的护城河有多大?
彼得森:自2014年以来,我们一直在积极保护我们的品牌。我认为,在任何这样的情况下,到了这一步,你可能会穷尽一切办法来保护品牌。我想这是企业经营的正常过程。随着我们变得越来越受欢迎,我们在市场中变得越来越主流,这种问题有所增多。
你们还没有实现盈利。投资者想知道你们打算如何实现这一点。有什么路线图吗?
彼得森:说实话,增长是我们优先考虑的问题。未来很多年我们都将继续谋求增长,因为市场潜力很大——我们将努力获得尽可能多的市场份额。
但我们也明白,你必须证明自己的实力,你无法在不盈利的情况下为世界做好事。(财富中文网)
译者:万志文
如果你想要的是盈利,那你找错人了。
燕麦奶生产商Oatly的首席执行官托尼•彼得森表示,公司目前优先考虑的是增长,而不是实现盈利。
“就公司的优先事项而言,如果要在增长和盈利之间二选一,我们永远都会选择增长。”彼得森说。他的企业在5月通过IPO上市,旗下业务日渐壮大,触角已经伸向植物性酸奶、植物性冰淇淋等品类。2020年,通过达成合作让旗下燕麦奶在咖啡店直销,并以可持续性为卖点,该公司赚得数百万美元。自上市以来,其强势表现也让黑石集团(Blackstone)、脱口秀女王奥普拉•温弗瑞等股东赚得盆满钵满。Oatly的股价自上市以来已经上涨了近59%,公司市值达到163亿美元左右。
该公司去年实现营收4.214亿美元,亏损6040万美元,但其董事长、Verlinvest董事总经理埃里克•梅卢尔等投资者并不急于实现盈利。“我们觉得我们要把践行公司使命放在第一位,经济效益会是水到渠成的事情。”梅卢尔说道。或许这其中也涉及到商业战略:事实证明,可持续性是有市场的,尤其能够迎合下一代的消费者。
对于这一点,Oatly是很清楚的。“Z世代和“千禧一代将在未来几年成为全球的主导力量,给市场带来一系列新的价值观和期许。这些复合因素显然在推动植物性乳制品市场快速增长乃至加速增长,促使新的消费者涌入市场。”该公司在提交的上市文件中指出。
上周早些时候,我和彼得森、梅卢尔、《财富》高级编辑柯问思(Beth Kowitt)一起进行了交谈。以下是我们谈话的摘录(内容经过编辑精简提炼)。
《财富》:在近年的发展中,Oatly经常面临生产短缺问题。这是为什么呢?
托尼•彼得森:有几个原因。新冠疫情是我们最近遭遇生产延误的主要原因,我们需要派专家前往我们的新设施(正在犹他州建造),但他们无法成行。
我们早在2019年就已经出现增长,在2020年疫情期间,增长还呈现加速。这是由我们在全球范围内看到的整个大趋势所推动的,人们变得更加审慎看待自己消费的东西以及自身行为对地球的影响。
因此,这让预测市场需求变得有点困难。
我有一个与疫情有关的问题。你们进入市场的途径一直是先通过咖啡馆。而当所有商店都关门停业的时候,你们是如何改变你们的策略的?你们是否找到了新的业务模式?
彼得森:疫情来袭时,我们的业务有35%来自咖啡店,在中国市场这一比例更是超过50%。当时我们在想,我们现在应该怎么办?最终,我们的产品生产量和销售量均超过原定计划。在美国、瑞典、英国和德国,我们的业务来源变成了杂货贸易,在中国则是变成了电子商务。而中国全面重启经济也比世界上的任何其他地方都要早。
说到国际市场,你们的扩张战略是什么?你们一开始只是一家欧洲公司。
埃里克•梅卢尔:说到X因素,我相信它必须是自下而上的——很多有趣的想法都来源于此。我和托尼去了中国和美国,试图在当地为公司找到合适的领导人选。一位中国市场领导者想出了一个奇妙的主意,即为非动物乳制品创造一个角色。这样的角色在中国并不存在。
在美国也是如此。公司还在体育场馆内推出了软冰淇淋。这个想法并不是来自高层,而是来自某个员工,他举手说这是我们想要瞄准的人群,这样的产品很适合。
因此,作为投资者,我们必须为自下而上的创意的产生创造空间——这是至关重要的一点。
所以说你们没有进行微观管理。Oatly的IPO招股书指出,1升Oatly产品所产生的温室气体排放量比牛奶少80%。我想到的一个痛点是,产品运输过程中产生碳足迹——是否有什么措施可以尽量消除这个问题?
彼得森:我们非常非常清楚我们需要在什么地方进行改进。是的,交通就是其中之一。现在,我们实际上是将产品从欧洲运往亚洲。因此,一旦我们在新加坡和中国大陆建立工厂,这个问题就会得到解决。
我们还与农民开展了一些项目,以让他们减少生产动物乳制品。例如,我们与瑞典的一位农民进行了尝试(生产燕麦,而不是养牲畜),仅仅一年之后,这个农场就能够养活三倍多的人,他们的土地使用量和碳足迹也减少了一半——并且提高了盈利能力。这是我们目前希望规模化的一点。
并不是说我们做得十全十美,我们离十全十美还很遥远,但我们的雄心壮志是真真切切的。
梅卢尔:我们还投资了电动卡车。这一决定引来了不少质疑,但我们觉得我们要把践行公司使命放在第一位,随着时间的推移,取得经济效益也会是水到渠成的事情。
在与其他食品科技投资者交谈时,一些人认为植物性汉堡和牛奶替代品是第一代或第二代食品科技,而发酵、细胞农业等方法则被认为是第三代。我和一个投资者开玩笑说,他们把这些技术想成IBM之于苹果(Apple)。
梅卢尔:我真的相信,市场会有足够的空间让大家通过各种不同的途径追求食品科技,即便是在牛奶领域。
但必须要指出的是,作为食品投资者,我认为食品最重要的是功能性。主流消费者关心的是产品的口味、性能和可持续性。引领潮流的方式是,打造出人们认可的食品产品。有很多小众企业在以各种不同的方式切入市场,但在我看来,燕麦奶正是一个大趋势的开始。
你所说的第一代产品是什么?我认为,仅仅从规模来看,我们所做的是第三代产品。
彼得森:我完全认同。消费者并不关心这些,他们关心的是产品是否美味。
托尼,你也曾经就品牌塑造发表过广泛的看法。就在几天前,你们还因为英国家庭农场Glebe Farm Group的燕麦饮料而将其告上法庭,以保护你们的品牌。这就提出了一个问题,即对于竞争对手而言,你们公司的护城河有多大?
彼得森:自2014年以来,我们一直在积极保护我们的品牌。我认为,在任何这样的情况下,到了这一步,你可能会穷尽一切办法来保护品牌。我想这是企业经营的正常过程。随着我们变得越来越受欢迎,我们在市场中变得越来越主流,这种问题有所增多。
你们还没有实现盈利。投资者想知道你们打算如何实现这一点。有什么路线图吗?
彼得森:说实话,增长是我们优先考虑的问题。未来很多年我们都将继续谋求增长,因为市场潜力很大——我们将努力获得尽可能多的市场份额。
但我们也明白,你必须证明自己的实力,你无法在不盈利的情况下为世界做好事。(财富中文网)
译者:万志文
If you’re looking for profitability here, turn away.
Oatly CEO Toni Petersson says the maker of oat milk is prioritizing growth over hitting the green for now.
“If the company’s priorities are between growth and profitability, it is always going to be growth for us,” said Petersson, who took his business public via an IPO in May, and has grown his business to encompass products such as plant-based yogurt and ice cream. Having made millions in 2020 by striking deals putting its oat-based milk directly in coffee shops and selling consumers on its sustainability as a product, the company, backed by the likes of Blackstone and Oprah Winfrey, has also fattened shareholder’s wallets since its public debut. Oatly’s stock has risen nearly 59% since its IPO, valuing the business at about $16.3 billion.
Though the company lost $60.4 million last year on revenue of $421.4 million, investors like Eric Melloul, chairman of the board and managing director at Verlinvest, are not pushing for profitability yet either. “We felt like we wanted to put the mission first, and the economics will come,” said Melloul. And perhaps there is business strategy there too: Sustainability as it turns out, sells, especially among the next generation of consumers.
And that much, Oatly is well aware of. “Generation Z and Millennials will become the dominant global generations in the coming years, bringing to the market a new set of values and expectations. These combined factors are driving a clear rapid, accelerating growth and influx of new consumers to the plant-based dairy market,” the company’s filing to go public stated.
Petersson, Melloul, Fortune Senior Editor Beth Kowitt and I talked earlier last week. Here are excerpts of our conversation, edited for clarity.
So through Oatly’s recent history, the company has dealt often with production shortages. Why is that?
TONI PETERSSON: It's a combination of a couple of things here. COVID-19 was the main delay we had recently where we needed experts traveling to our new facilities (being built in Utah), but couldn’t.
We also saw growth happening already back in 2019, which accelerated during the pandemic in 2020. That is driven by the whole movement that we see globally where people are more cautious about what they consume and about their own impact on the planet.
So it makes it a little bit harder to try to predict and forecast.
I have a pandemic related question. Your path to market has always been through coffee houses first. When everything shut down, how did you change your approach? Did you find new ways of working?
PETERSSON: So 35% of our business at that time, when the pandemic struck, came from coffee shops with China accounting for more than 50%. And we were just sitting there wondering, what do we do now? We ended up producing more and selling more than planned. In the U.S., Sweden, U.K., Germany, it got absorbed into the grocery trade and in China, it got absorbed into e-commerce. And China also opened earlier than anywhere else in the world.
Speaking of international markets, what is your expansion strategy there? You were just a European company to start off with.
ERIC MELLOUL: When it comes to the X Factor, I believe it has to come from the bottom up—a lot of ideas interestingly [came from there]. Tony and I went to China and the U.S. trying to find the right people for the business. So a Chinese leader came with the fantastic idea of creating a character for non-dairy milk, right? Which didn't exist in China.
Same thing in the U.S. The company also launched soft-serve ice cream into stadiums. That idea didn’t come from the top, but from someone who raised his hand and said this is the people we want to be targeting and this is the product.
So as an investor, we have to create space for bottom-up idea generation—it is absolutely critical.
So no micromanaging allowed. Oatly’s IPO prospectus states that a liter of Oatly product results in 80% less green gas emissions than cow’s milk. One pain point I’d imagine though the carbon footprint due to transporting the product—are there initiatives there to minimize that issue?
PETERSSON: We have a very, very good understanding of where we need to improve. Yes, transportation is one. Right now, we're actually shipping from Europe to Asia, so that is going to be taken care of as soon as we build the plants in Singapore and Mainland China.
We also have a number of projects with farmers to reduce their animal-based production. In one example we tried that with a farmer in Sweden (to produce oats over livestock) and after only one year, that very farm could feed three times more people while reducing land usage and their carbon footprint by half—and became more profitable. That is now something we are hoping to scale it up.
It’s not that we’re perfect, we’re so far away from being perfect, but our ambitions are true and genuine.
MELLOUL: We also invested in electric trucks. There were a lot of questions about this decision, but we felt that we wanted to put the mission first and over time, the economics will come.
In speaking with other food tech investors, several see plant-based burgers and milk alternatives as first or second generation compared to methods like fermentation and cellular agriculture that are considered say, third generation. I was joking with an investor that they were thinking about it as IBM to Apple.
MELLOUL: I really believe there will be room in the market for a number of different ways of going after technology, even in milk, right.
But I must tell you, as first and foremost a food investor, that food is about functionality. The mainstream consumer wants taste, performance, and sustainability. The way to drive conversation is with a food product people can recognize. There are a lot of niche players attacking the market in many different ways, but what I see in oat milk is the very beginning of a trend.
And what do you call generation one? I think we turned out to be generation three simply by virtue of scale and size.
PETERSSON: I couldn’t agree more. Consumers don’t care about that—they care about having great tasting products.
Toni, you’ve also spoken extensively on building a brand. You’ve also had to protect it via a lawsuit just a few days ago against Glebe Farm Group, a U.K.-based family farm, for its oat-based beverage. That raises the question of how much of a moat then the company has against competitors?
PETERSSON: We have been actively protecting our trademark since 2014. I think that in any case like that, if you come to that point, you probably emptied all the possibilities. I guess that's the normal course of running a business. It’s probably increased as we have become more popular, and our group becomes more and more mainstream to people.
You are not profitable yet. And investors have wondered how you plan to get there. What is the roadmap?
PETERSSON: To be honest, growth is what we are prioritizing. And we are going to continue to do that for a number of years because the potential is so big—and we will try to gain as much market share as we can.
But we also understand you have to prove yourself and you cannot do good for the world without being profitable.