EDGAR 10-K Filing

Company CIK: 1668673
Filing Year: 2022
Filename: 1668673_10-K_2022_0001558370-22-002584.json

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ITEM 1. BUSINESS
Item 1 - Business
Business Overview
PetIQ is a leading pet medication and wellness company delivering a smarter way for pet parents to help their pets live their best lives through convenient access to affordable veterinary products and services. We engage with customers through more than 60,000 points of distribution across retail and e-commerce channels with our branded and distributed medications as well as health and wellness items, which are further supported by our world-class medications manufacturing facility in Omaha, Nebraska and health and wellness manufacturing facility in Springville, Utah. Our national veterinarian service platform operates in over 2,900 retail partner locations in 42 states providing cost effective and convenient veterinary wellness services. PetIQ believes that pets are an important part of the family and deserve the best products and care we can provide.
We have two reporting segments: (i) Products; and (ii) Services. The Products segment consists of our manufacturing and distribution businesses. The Services segment consists of veterinary services and related product sales provided by the Company directly to consumers.
We are the sole managing member of PetIQ Holdings, LLC (“HoldCo”), a Delaware limited liability company, which is the sole member of PetIQ, LLC (“Opco”) and, through Holdco, operate and control all of the business and affairs of Opco.
Our Industry
Attractive Pet Industry Trends. By year-end 2020, in the wake of a pet acquisition surge triggered by COVID-19, approximately 56.4% of total U.S. households owned a dog or a cat, compared to 50% of total U.S. households in 2010, according to Packaged Facts. Stay-at-home/work-from-home trends, demographic trends in pet ownership and changing attitudes toward pets support our continued growth, through the following:
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Pet Humanization: In the United States, according to The Human Animal Bond Research Institute (HABRI) and Zoetis data for 2021, 95% of pet owners consider their pet a part of their family, and 98% reported that they have personally experienced health benefits from having a pet in their lives. With pets increasingly viewed as companions, friends and family members, pet owners behave like “pet parents” with a strong inclination for spending disposable income to meet all of their pets’ needs during all economic cycles. Pets have become a household and individual spending priority.
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Increasing Consumer Focus on Pet Health and Wellness: Consumers are exhibiting greater interest in improved health for their pets and, as a result, are increasing their spending on veterinary care as well as purchases of the most effective veterinarian-grade pet products and supplies. In 2020, in the wake of COVID-19, Packaged Facts data show that 42% of dog owners and 43% of cat owners are paying closer attention to their pets’ health and wellness.
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Increasing Focus on Affordable Products and Services: According to Packaged Facts, 32% of dog/cat owners who consider their pets part of the family are concerned about the affordability of routine health care for their pets and 42% are concerned about the affordability of emergency care for their pets. In a 2021 survey, 68% of pet owners agreed that they were seeking lower prices, special offers, and sales on pet products. Pet owners of all demographic and income levels aspire to purchase leading veterinarian-grade treatments.
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Increasing Pet Population: Over the next 10 years the number of dogs and cats in the U.S. is expected to increase substantially. According to the American Veterinary Medical Association (AVMA), the dog population is expected to increase from 85 million in 2020 to over 100 million by 2030. The cat population is expected to increase more dramatically, from 65 million to more than 82 million by 2030.
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Increasing Market Size and Consumer Spending: Pet spending in the United States has steadily increased every year since 1994, with Americans spending approximately $107.3 billion on pet products and services for their pets in 2020, up from $77 billion in 2015. Packaged Facts projects the total U.S. pet products and services market to grow at a CAGR of 7.2% from 2020 to 2025.
Strong Growth in Pet Products. According to Packaged Facts, the $107.3 billion U.S. consumers spent on pet products and services in 2021 nearly doubled 2010 spending of $53.7 billion. Veterinary channel sales of pet medications grew from an estimated $6.7 billion in 2018 to $7.8 billion in 2020, and overall retail and veterinary channel sales of pet medications and supplements are estimated to have grown from $9.7 billion in 2018 to $11.6 billion in 2020, according to Packaged Facts, with pet supplement sales growing from $626 million in 2018 to $791 million in 2020 in keeping with increasing consumer attention to pet health and wellness. Additionally, our innovative pet treats compete in the U.S. dog and cat treat market, which has grown every year since 2012.
Growth of Pet Medication Purchases from Retail and E-commerce Channels. U.S. retail sales of pet medications reached $10.8 billion in 2020, inclusive of sales through veterinarians, brick-and-mortar stores and online retailers. The market has increased at a robust pace since 2016, with a CAGR rate of 9.2% for the five year period due in large part to the gains made during 2020. Packaged Facts projects that pet medication sales will grow to $14.8 billion by 2025. The COVID pandemic has accelerated pet owner purchases of veterinary-grade pet products from retail and e-commerce channels including both brick-and-mortar and online offerings. We believe this migration will continue in the future as more consumer take advantage of the convenience of their local retail store and online.
Our Business Strategy
There are significant opportunities to grow our brand awareness, increase our net sales and profitability and deliver shareholder value by executing on the following initiatives:
Grow Consumer Awareness of Our Products in the Retail & E-commerce Channels. We are an established category leader in the pet health and wellness and medication market. We maintain strong relationships with the top distributors to the veterinary channel, we have strong penetration of the retail and e-commerce channels and high awareness among pet parents. We believe we will increase our share of the overall pet Rx and OTC medications and health and wellness products market through our broad network that includes leading U.S. retailers and e-commerce partners. We are increasingly focused on building consumer awareness, converting more pet owners to use products we manufacture or distribute and providing excellent value. In addition, our retail and e-commerce partners continue to see that our proprietary manufactured products bring significant value to their pet health and wellness category sales and profit. We continue to build pet owner awareness that our proprietary manufactured products offer the same quality and active ingredients at a significant savings versus national veterinary brands.
Increase Volume of Products with Existing Retailer & E-commerce Partners. We conduct business with the majority of leading U.S. retailers and e-commerce partners with our core product offerings. We believe our net sales and profitability will continue to grow as we expand the number of products we have available for sale. We have recently increased our research and development investments to support our own proprietary manufactured products that we expect to help us expand SKU placement within new and existing accounts. Additionally, we believe we are positioned to gain additional item placement and distribution in retail partners where we are also operating our veterinarian services offering.
Provide Veterinarian Services in Conjunction with our Retail Partners. Through our Services segment, we participate in the veterinary services industry, which grew from $28.5 billion in 2018 to $32.3 billion in 2020, according to Packaged Facts. This growth equally reflects increased consumer focus on pet health and wellness. We provide a comprehensive suite of services at 2,900 community clinic locations and wellness centers hosted at retailers across 42 states. Our services include diagnostic tests, vaccinations, prescription medications, microchipping and wellness checks. We believe we have the ability to expand these offerings within new and existing retailers which we expect to help drive pet parent traffic to our retail partners for the purchase of pet medication and health and wellness products, thereby expanding the sales of our product offerings through our retail partners. In addition, we opened 98 wellness centers within retail partners in 2021. We expect to continue to open new wellness centers over the next several years with the potential to have approximately 1,000 wellness centers. We believe that our wellness centers will help us address the $10.0 billion underserved veterinary market
according to L.E.K. Consulting, consisting of an estimated $7.4 billion of services and an estimated $2.6 billion in related product revenue generated from such services based on management estimates.
Human Capital
The Company employed approximately 1,929 people as of December 31, 2021, of which 1,890 are employed within the United States. Our workforce is comprised of approximately 44% full time and 56% part time employees. Of our total employees, approximately 1,422 of our employees worked in our Services division. In addition, we regularly contract with veterinarians to provide veterinary services in our mobile community clinics and wellness centers. During the year ending December 31, 2021, we had approximately 1,600 veterinarians that were independent contractors.
The animal health industry is highly competitive and PetIQ is a fast growing company. We hired 1,481 new team members in 2021. PetIQ’s benefit offerings are designed to meet the evolving needs of a diverse workforce across the Company. Attraction and retention of key talent is a focal point for the Company. To support these objectives, our human resources programs are designed to reward and support employees through competitive pay and benefits; support and facilitate internal talent mobility; and evolve and invest in technology, tools, and resources to enable employees at work. Some examples of key programs and initiatives that are focused to attract and retain our workforce include:
● The Company has four core values that serve as the foundation for our business: commitment, quality, integrity and teamwork.
● The Company initiated a Diversity, Equity & Inclusion (DEI) leadership team that is comprised of employees representing in all functions.
● The Company has an annual review process which is a culmination of multiple touch-points between employees and managers to focus on development programs and career paths/succession.
● The Company holds quarterly Town Halls to invite dialogue among employees and leaders.
● The Company provides free mental and behavioral health resources, including on-demand access to the Employee Assistance Program (EAP) for employees and their dependents.
● The Company encourages and supports renewal of all professional licenses and professional memberships.
● The Company offers total rewards to all employees to include competitive pay, various output related bonus plans in both the Service and Product segments, a 401(k) plan with three percent Company match, paid time off, maternity leave, health, vision and dental insurance, and other ancillary benefits.
Seasonality
While many of our products are sold consistently throughout the year, we do experience seasonality in the form of increased demand for our flea and tick product offerings in the first half of the year, both leading up to and throughout the spring and summer seasons. Additionally we may experience fluctuations in net sales related to the inventory management strategies of our retail customers.
Similarly, the practice of veterinary medicine is subject to seasonal fluctuation. In particular, demand for veterinary services is significantly higher during the warmer months as there are more fleas, ticks, and mosquitos during these months and products and services sold to prevent or treat illness or diseases related to these insects.
Our Products
Through our Products segment, we are a manufacturer and distributor of pet medication and health and wellness products to the retail and e-commerce channels. We focus our offerings on innovative, proprietary value-branded products, and leading third-party branded products for dogs and cats, including pet Rx medications, OTC medications, and wellness products. We offer and supply these products to customers primarily in the United States.
Rx Medications
Our Rx pet medications include flea and tick control, heartworm preventatives, arthritis, thyroid, diabetes and pain treatments, antibiotics and other specialty medications, all of which require a prescription from a veterinarian. We develop and manufacture our own proprietary value-branded products and distribute well-known leading third-party branded medications.
Our proprietary value-branded Rx medications allow consumers to care for their pets with the same quality and active ingredients of national branded medications at a lower cost. We plan to continue to develop and manufacture our own proprietary manufactured products available at a value to pet parents which compete with other national branded pet Rx medication currently available.
We sell over 350 SKUs of the most popular pet Rx medications to retailers and e-commerce partners, in multiple formats, that previously had been available primarily through the veterinarian channel. Our partners then sell these pet Rx medications to pet owners who have a prescription. We source these pet Rx medications directly from manufacturers or through licensed distributors. Several of the top-selling Rx pet medications that we distribute include Nexgard®, Heartgard® Plus and Vetmedin®.
OTC Medications and Supplies
The pet OTC medications we sell are primarily within the flea and tick control and behavior management categories of the broader pet Health & Wellness industry. These products are available in multiple forms that consumers choose between, such as spot on (topical) treatments, chewables, oral tablets and collars.
We sell over 320 SKUs of the leading OTC-branded and value-branded medications within the Animal Health OTC category to the retail and e-commerce channels. With the 2019 acquisition of the Perrigo Animal Health business unit, we have now expanded our manufacturing capabilities to include multiple product forms within flea & tick control. Most of our manufactured OTC Medication volume is represented by PetArmor, Capstar, Sentry and Sergeants brands.
Health and Wellness Products
Our health and wellness products include specialty treats and other pet products such as dental treats and nutritional supplements (including hip and joint, vitamins and skin and coat products). We manufacture and distribute more than 400 SKUs of proprietary wellness products for dogs and cats, mainly under our PetArmor, VetIQ, Minties and Sentry product lines.
Specific products in this category include dental treats; nutritional supplements, hip and joint chews, vitamin chews and treats that disguise medication to aid in pets’ pill ingestion; and treats.
Product Innovation
We offer a broad portfolio of pet medications and health and wellness products to our retail and e-commerce customers, including an array of products that we develop, manufacture and distribute. To continue to grow our pet Rx medication, OTC medications and other health and wellness product offerings, we invest in research and development on an ongoing basis. We use a combination of in-house specialists, third-party consultants and animal health research and development experts to expand our proprietary value-branded portfolio and develop next-generation versions of our existing pet products.
In addition, we have harnessed our position to emerge as an attractive partner for outside research and development researchers and entrepreneurs developing and manufacturing new products and technologies in the strategic pet health and wellness field. We believe these scientists and entrepreneurs seek out our partnership on innovative products given our experience in proprietary value-branded manufacturing and relationships with key retail and e-commerce channel contacts. Our process of assessing partnerships with any outside research and development opportunity includes performing our own internal research and development review, testing and quality control procedures.
Channels
Traditional industry sales channels for pet Rx medications, OTC medications, and other health and wellness products include sales through the veterinarian, retail and e-commerce channels, depending primarily on the product involved. In recent years the retail and e-commerce channels have become intertwined with brick and mortar retailers expanding their online presence and online retailers opening brick and mortar stores.
Historically, pet Rx and flea and tick medications have been sold through veterinarian offices and, to a lesser extent, e-commerce. We have focused on making these products, as well as our proprietary value-branded products, available directly to consumers through retail and e-commerce partners , which offer consumers convenient access to these products at lower prices. Our sales channels are primarily concentrated in five sub-channels of retail: (i) food, drug and mass market sales (e.g., Walmart, Target and Kroger); (ii) club stores (e.g., Sam’s Club, Costco Wholesale and BJ’s Wholesale Club); (iii) pet specialty stores (e.g., PetSmart, Petco and independent pet stores); (iv) e-commerce (e.g., Chewy.com and Amazon.com); and (v) independent pharmacies and pharmacy distributors. We believe we are a key participant in the sales growth of pet medication products to the retail channel, with the additional benefit of having access to the veterinary channel through solid relationships with established distributors.
Customers
Approximately 99% of our 2021 and 2020 net sales were generated from customers located in the United States and Canada, with the remainder from foreign locations. Our customers are primarily national superstore chains, e-commerce, and national pet superstore chains, such as Walmart, Sam’s Club, Costco, PetSmart, Petco, Kroger, Target, Chewy.com, Amazon, and The Tractor Supply Company. We supply each of these customers on a national basis. Our largest retail customers in 2021 were Chewy.com and Walmart, which represented 26% and 9%, respectively, of our net sales. Our largest retail customers in 2020 were Chewy.com and Walmart, which represented 31% and 11%, respectively, of our net sales.
Finally, we believe that maintaining our level of customer care is critical in retaining and expanding our relationships with our key customers. Our in-house customer care representatives participate in ongoing training programs under the supervision of our training managers. These training sessions include a variety of topics such as product knowledge, computer usage and customer service tips. Our customer care representatives promptly respond to customer inquiries related to products, order status, prices and shipping. We believe that our customer care representatives are a valuable source of feedback regarding customer satisfaction.
Supply Chain
Proprietary Value-Branded Products
None of our suppliers for our proprietary value-branded products are individually significant. We believe there is ample available capacity, including of active pharmaceutical ingredients (“API”), for our value-added products, including at contract manufacturing organizations around the world. Our proprietary value-branded products are currently manufactured by us at our facilities in Omaha, Nebraska, Daytona Beach, Florida and Springville, Utah and through a network of manufacturing facilities owned and operated by contract manufacturing partners across the United States and in Europe. We expect that the combined capacities of our facilities and those of our contract manufacturing partners will meet our forecasted needs for our proprietary value-branded products for the foreseeable future.
Distributed Products
We purchase branded and other products that we distribute, but do not manufacture, from a variety of sources in the United States and Europe, including certain manufacturers and licensed distributors. We believe that having strong relationships with our suppliers will ensure the availability of an adequate volume of products ordered by our retail customers and will enable us to provide more and better product information.
Fulfillment, Warehousing and Shipping
To accomplish efficient fulfillment for Rx medication products across the United States into retail, we utilize our established medication distribution channels with our distribution partner, Anda, Inc. We have a multi-year contract with Anda, Inc., which automatically renews for successive two year terms.
For most products, our in-house fulfillment and distribution operations manage the entire supply chain, beginning with the placement of the order, continuing through order processing and then fulfilling and shipping of the product to the customer. All customer orders are processed by our customer service team. We inventory our products at, and fill most customer orders from our distribution centers in Daytona Beach, Florida, Omaha, Nebraska and Springville, Utah. We also use third-party warehouse providers to fulfill a small amount of our orders. We ship our products using common carriers.
Product Quality and Safety
We believe that product safety and quality are critical. We have developed, implemented and enforced a robust product safety and quality program. We have established critical control points throughout the entire supply chain from ingredient sourcing to finished goods to ensure compliance with our quality program.
The food safety program at our Utah plant, where our pet treats are made, is certified at Safe Quality Food (“SQF”) Level II (Food Safety) under Global Food Safety Initiative (GFSI) Benchmarks. To achieve this qualification level, our Utah facility has been built to comply with particular food safety specifications and allows for correct airflow to prevent cross-contamination, among other things. This qualification level also requires us to have certain standard operating procedures in place written to SQF code specifications, hold regular training seminars for manufacturing employees and maintain reporting documentation evidencing compliance with such standard operating procedures.
In addition, our food safety and quality program includes strict guidelines for incoming ingredients, batching, processing, packaging and finished goods. As part of our focus on food safety and quality, we have implemented batch and lot traceability controls across our manufacturing network, including at our manufacturing facilities, where such controls have been implemented into our enterprise resource planning system. These controls allow us to track and tie discreet, inbound raw material components through the manufacturing process to the ultimate finished product, allowing us to maintain and control all finished product lot details and quickly access process manufacturing details.
At the Florida facility where our Rx and some OTC medications are held for distribution, we maintain a Veterinary Prescription Drug Wholesale Distributor license with the State of Florida Department of Business and Professional Regulation, which is the same government entity that regulates distribution facilities for human medications. In connection with our maintenance of this license, the State of Florida conducts random inspections of our facility. To pass these inspections, we must demonstrate safety compliance at the highest standard, including maintaining correct plant temperatures and environmental controls.
As described above, we use contract manufacturers to produce certain of our proprietary value-branded products. To ensure product quality, consistency and safety standards, we actively monitor each contract manufacturer’s operations through the standard operating procedures and facility audits described above.
At our Omaha location EPA and FDA regulated products are produced, packaged, and distributed from our nearby state of the art distribution center. Products include dog and cat flea and tick spot-on, shampoo, collars, toothpaste and hairball paste. We have a robust quality management program that includes quality processes for the laboratory, incoming inspection, manufacturing and packaging inspections, supplier quality, change control, deviations, and corrective and preventative actions (CAPA). We manage customer interaction through our call centers and social media to ensure that products maintain the highest quality. All call data is tracked, trended and reviewed for signals that may indicate product quality issues. The Omaha site is inspected several times annually by external auditors and we perform annual internal audits and mock recalls. We have received high marks and consistently maintain compliance with cGMPs and retain certifications as required.
All of our contract manufacturing facilities are required to have quality control standard operating procedures in place. We require our contract manufacturing facilities to maintain third-party certifications and pass our own quality system and safety audits, and for FDA-regulated products, to comply with the Good Manufacturing Practices of the FDA. Third-party certifications provide an independent and external assessment that a product and/or process complies with applicable safety regulations and standards, although a regulatory authority may disagree with that assessment. In addition, our quality control team conducts reviews of all aspects of our supply chain to ensure that ingredients, finished goods and manufacturing processes meet our strict safety and quality requirements and that all of our ingredients are rigorously tested prior to being used in our products.
Any consumer may call our customer service line, where we have trained representatives on staff. Any call reporting an adverse event relating to our products is further addressed by our third-party vendor, SafetyCall, through its own on-site veterinarians. On a quarterly basis, we submit filings in accordance with the EPA specifications reporting any adverse event associated with our flea and tick products.
Marketing and Advertising
Our marketing strategy largely focuses on building awareness and educating pet owners about our various brands and products. To accomplish this goal, we use a combination of television, digital marketing (e.g. digital coupons, display ads, pay per click, email), social media marketing and in-store displays and promotions. Our marketing message highlights the quality and cost-savings our products offer customers such as our proprietary, value-branded flea and tick products that contain the same active ingredients as leading brands at lower prices.
Competition
The pet medication and health and wellness industry is highly competitive. In our Products segment, we compete on the basis of product quality, product availability, palatability, loyalty and trust, product variety and ingredients, product packaging and design, shelf space, reputation and brand, price point and promotional efforts. We compete directly and indirectly with both manufacturers and distributors of pet medication and health and wellness products and online distributors, as well as with veterinarians. We directly face competition from companies that distribute various pet medications and pet health and wellness products to traditional retailers such as Elanco (formerly Bayer AG), Central Garden and Pet Company, Hartz (Unicharm Corp.), Mars, Inc. (“Mars”), Manna Pro, Nestlé S.A. (“Nestlè”), Spectrum Holdings, Promika LLC, Tevra Brands (“Tevra”), and The J.M. Smucker Company (“Smucker”), most of which are larger than we are and have greater financial resources. Similarly, we face intense competition from manufacturers who sell pet medications and pet health and wellness products to e-commerce and other retailers and to veterinarians, who compete directly with our retailers to offer consumers pet flea and tick and other pet health and wellness products.
Our retail customers compete with veterinarians for the sale of Rx and OTC pet medications and other health and wellness products. Many pet owners may prefer the convenience of purchasing their pet medications or other health products during a veterinarian visit. In order to effectively compete with veterinarians, we and retail partners must continue to price competitively and to educate pet owners about the product availability, service and savings offered by purchasing pet medications and other health products in their retail stores or from their websites.
Within our Services segment, we compete directly with veterinarians. Our primary competitors for our veterinary clinics in most markets are individual practitioners or small, regional multi-clinic practices. In addition, some national companies such as Banfield Pet Hospitals, VCA Animal Hospitals, or Petco are developing or have developed networks of veterinary clinics or hospitals in markets in which we currently operate.
Our Trademarks and Other Intellectual Property
We believe that our intellectual property is valuable and has contributed to the success of our business. Our primary trademarks include “PetIQ,” “PetArmor,” “VIP Petcare,” “VetIQ PetCare,” “VetIQ,” “Capstar,” “Advecta,” “SENTRY,” “Sergeants,” “TruProfen,” “Betsy Farms,” “PetAction,” “Minties,” “Vera” and “Delightibles” all of which are registered with the U.S. Patent and Trademark Office. We also have numerous other trademark registrations and pending applications, in the U.S., Canada and Europe, for product names that are central to our branding. Our trademarks are assets
that reinforce our brand, our sub-brands and our consumers’ perception of our products. The current registrations of these trademarks in the U.S. and foreign countries are effective for varying periods of time and may be renewed periodically, provided that we, as the registered owner, or our licensees where applicable, comply with all applicable renewal requirements including, where necessary, the continued use of the trademarks in connection with the goods or services identified in the applicable registrations. In addition to trademark protection, we own numerous URL designations, including www.petarmor.com, www.vetiqpetcare.com, www.vippetcare.com, www.petvet.vippetcare.com, www.vetiq.com, www.advecta.com, www.sentrypetcare.com, www.sergeants.com, www.delightibles.com and www.mintiestreats.com, which are important to the successful implementation of our marketing and advertising strategy. We also have patents and pending patent applications for products, formulas and packaging that we consider important to our business. Including various methods of use, interomone, pheromone compositions and spot-on pesticide compositions. We rely on and carefully protect unpatented proprietary expertise, recipes and formulations, continuing innovation and other trade secrets to develop and maintain our competitive position. The contents of our websites are not intended to be incorporated by reference into this Annual Report on Form 10-K or in any other report or document we file with the SEC, and any references to our websites are intended to be inactive textual references only.
Government Regulation
Along with our contract manufacturers, ingredient and packaging suppliers and third-party shipping providers, we are subject to a broad range of laws and regulations, both in the U.S. and elsewhere, intended to protect public health and safety, natural resources and the environment. Our products and operations in the U.S. are subject to regulation by the FDA, the EPA, the Florida Department of Health and the USDA and by various other federal, state, local and foreign authorities regarding the registration, manufacturing, processing, packaging, storage, distribution, advertising, labeling and export of our products, including drug and food safety standards.
All Rx animal drugs are required to be approved by the FDA through either a New Animal Drug Application or, in the case of generic Rx animal drugs, an Abbreviated New Animal Drug Application (“ANADA”). Two of our proprietary value-branded products, TruProfen and Heart Shield Plus, have been approved by the FDA under ANADAs submitted to the FDA by third parties. We have agreements with these third parties that hold approved ANADAs to private label or proprietary value-branded products under such ANADAs. However, the third parties that hold the ANADAs are ultimately responsible for compliance with regulatory obligations associated with these products.
In addition, our foreign subsidiaries are subject to the laws of the United Kingdom, the Republic of Ireland and the European Union, as well as provincial and local regulations.
Under various statutes and regulations, these agencies and authorities, among other things, (i) prescribe the requirements for registration and establish the standards for quality and safety, (ii) regulate our marketing, advertising and sales to consumers and (iii) control the importing and exporting of our products. Certain of these agencies, in certain circumstances, must not only approve our products, but also review the manufacturing processes and facilities used to produce these products before they can be marketed in the United States and elsewhere. In particular, certain of our pet products require EPA or FDA approval prior to marketing. To market such a regulated pet product, the regulatory agency must approve a new product, supported by data from animal safety and effectiveness studies that adequately demonstrate the safety and efficacy of that product in the target animal for the intended indication; or, in the case of generic versions of previously approved reference-listed pet products, the regulatory agency, supported by data to demonstrate, among other things, that the proposed generic product has the same active ingredients in the same concentration as the reference-listed product and is bioequivalent to the reference listed product. After approval, manufacturers are required to collect reports of adverse events and submit them on a regular basis to either the EPA or FDA. Some of the approved products we distribute are held by third parties with whom we contract to distribute those products under our own label.
We are subject to labor and employment laws, safety and health regulations and other laws, including those promulgated by the EPA and the National Labor Relations Board. Our operations, and those of our contract manufacturers, ingredient and packaging suppliers and third-party shipping providers, are subject to various laws and regulations relating to worker health and safety matters as well as environmental and natural resource protection, including the availability and use of pesticides, emissions and discharges to the environment, and the treatment, handling, storage and disposal of materials and wastes. We monitor changes in these laws and believe that we are in material compliance with applicable laws and
regulations. No assurance can be given, however, that material costs and liabilities will not arise in the future, such as due to a change in the law or the discovery of currently unknown conditions.
Certain states have laws, rules and regulations which require that veterinary medical practices be either wholly-owned or majority-owned by licensed veterinarians and that corporations which are not wholly-owned or majority-owned by licensed veterinarians refrain from providing, or holding themselves out as providers of, veterinary medical care. In these states and provinces, we provide management and other administrative services to veterinary practices rather than owning such practices or providing such care. In some cases, in addition to providing management and administrative services we may lease the veterinary facility and equipment to the veterinary practice. Although we have structured our operations to comply with our understanding of the veterinary medicine laws of each state and province in which we operate, interpretive legal precedent and regulatory guidance varies by jurisdiction and is often sparse and not fully developed.
In addition, all of the states in which we operate impose various registration permit and/or licensing requirements. To fulfill these requirements, we have registered each of our facilities with appropriate governmental agencies and, where required, have appointed a licensed veterinarian to act on behalf of each facility. All veterinarians practicing in our animal wellness centers are required to maintain valid state licenses to practice.
Our Corporate Information
Our principal executive offices are located at 230 East Riverside Drive, Eagle, Idaho 83616. Our telephone number is 208-939-8900. The address of our corporate website is www.petiq.com, and our investor relations website is located at http://ir.petiq.com. The contents of our website are not intended to be incorporated by reference into this Annual Report or in any other report or document we file with the SEC, and any references to our websites are intended to be inactive textual references only.
Available Information
Our annual reports on Form 10-K, annual proxy statements and related proxy cards are made available on our website at the same time they are mailed to stockholders. Our quarterly reports on Form 10-Q, periodic reports on Form 8-K and amendments to those reports that we file or furnish pursuant to Section 13(a) or 15(d) of the Securities Exchange Act of 1934, as amended (the “Exchange Act”), are available through our website, free of charge, as soon as reasonably practicable after they have been electronically filed or furnished to the SEC. Our website also provides access to reports filed by our directors, executive officers and certain significant shareholders pursuant to Section 16 of the Exchange Act. In addition, General Code of Ethics and charters for the committees of our board of directors are available on our website as well as other shareholder communications. The information contained in or that can be accessed through our website does not constitute a part of, and is not incorporated by reference into, this Annual Report. The SEC maintains an internet site (http://www.sec.gov) that contains reports, proxy information statements and other information related to issuers that file electronically with the SEC.

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ITEM 1A. RISK FACTORS
Item 1A - Risk Factors
You should carefully consider the risks described below in addition to the other information set forth in this Annual Report. If any of the risks, events, and uncertainties described in the risk factors listed below actually occurs, our business, results of operations and financial condition may be materially and adversely affected. The risk factors listed below are not exhaustive. Additional risks not currently known to us or that we presently deem immaterial may emerge or become material at any time and may negatively impact our business, reputation, financial condition, results of operations or the trading price of our common stock
Business and Industry
There is significant uncertainty regarding the extent to which and how long the COVID-19 pandemic and its related effects will impact the U.S. economy and related demand for our products and services and, as a result, our business and future operating results and financial condition.
The global COVID-19 pandemic has created significant volatility, disruption and uncertainty. There is significant uncertainty regarding the extent to which and how long COVID-19 and its related effects will impact the U.S. economy and related impacts for our products and services businesses. The extent to which COVID-19 will continue to impact our business and operating results during 2022 will depend on future developments, including the duration and continued spread of COVID-19, the availability and effectiveness of vaccines, and the impact on our customers and employees, as well as the U.S. economy, all of which are highly uncertain and cannot be predicted.
The COVID-19 pandemic may have other adverse effects on our business, operating results and financial condition, including changes in customer and consumer behavior related to pandemic fears, quarantines and market downturns, as well as impacts on our workforce if the virus becomes widespread in any of our markets. For example, the Company has experienced an elevated level of clinic closures due to labor shortages in the Services segment. If the virus were to affect a significant amount of the workforce employed or operating at our manufacturing and distribution facilities, we may experience delays or the inability to produce and deliver products to our retail partners on a timely basis. In addition, one or more of our customers, service providers or suppliers may experience financial distress, file for bankruptcy protection, go out of business, or suffer disruptions in their business due to the COVID-19 outbreak.
We are uncertain of the potential full magnitude or duration of the business and economic impacts from the COVID-19 pandemic. This inherent uncertainty, due in part to rapidly changing governmental directives, public health challenges and progress, including the availability and effectiveness of vaccines, and market reactions thereto, makes it challenging for our management to estimate the future performance of our business and plan accordingly. Should the potential adverse impacts described above (or others that are currently unknown) occur, whether individually or collectively, it is likely to result in an adverse impact on our business, results of operations and financial condition, at least for the near term.
Finally, the impacts from the COVID-19 pandemic and efforts to contain it heighten the risks described in other risk factors in this Annual Report.
We may seek to grow our business through acquisitions of or investments in new or complementary businesses, facilities, technologies or products, or through strategic alliances, and the failure to manage acquisitions, investments or strategic alliances, or the failure to integrate them with our existing business, could have a material adverse effect on us.
From time to time we may consider opportunities to acquire or make investments in new or complementary businesses, facilities, technologies or products, or enter into strategic alliances, that may enhance our capabilities, expand our manufacturing network, complement our current products or expand the breadth of our markets. Potential and completed acquisitions and investments and other strategic alliances involve numerous risks, including:
● problems integrating the purchased business, facilities, technologies or products;
● issues maintaining uniform standards, procedures, controls and policies;
● unanticipated costs associated with acquisitions, investments or strategic alliances;
● diversion of management’s attention from our existing business;
● adverse effects on existing business relationships with suppliers, contract manufacturers, and retail customers;
● risks associated with entering new markets in which we have limited or no experience;
● potential loss of key employees of acquired businesses; and
● increased legal and accounting compliance costs.
We do not know if we will be able to identify acquisitions or strategic relationships we deem suitable, whether we will be able to successfully complete any such transactions on favorable terms or at all or whether we will be able to successfully integrate any acquired business, facilities, technologies or products into our business or retain any key personnel, suppliers or customers. Our ability to successfully grow through strategic transactions depends upon our ability to identify, negotiate, complete and integrate suitable target businesses, facilities, technologies and products and to obtain any necessary financing. These efforts could be expensive and time-consuming and may disrupt our ongoing business and prevent management from focusing on our operations. If we are unable to integrate any acquired businesses, facilities, technologies and products effectively, our business, results of operations and financial condition could be materially adversely affected.
Completed acquisitions may result in additional goodwill and/or an increase in other intangible assets on our balance sheet. We are required annually, or as facts and circumstances exist, to test goodwill and other intangible assets to determine if impairment has occurred. If the testing performed indicates that impairment has occurred, we are required to record a non-cash impairment charge for the difference between the carrying value of the goodwill or other intangible assets and the implied fair value of the goodwill or the fair value of other intangible assets in the period the determination is made. Should the value of goodwill or other intangible assets become impaired, there could be a material adverse effect on our financial condition and results of operations.
We are dependent on a relatively limited number of customers for a significant portion of our net sales.
Our largest retail customers in 2021 were Chewy.com and Walmart, which accounted for 26% and 9% respectively, of our net sales. Our largest retail customers in 2020 were Chewy.com and Walmart, which accounted for 31% and 11%, respectively, of our net sales. No other retail customer has accounted for 10% or more of our net sales during these two years. If we were to lose any of our key customers, or if any of our key customers reduce the amount of their orders, consolidate, reduce their store footprint, experience financial or operational difficulties or generate less traffic, our business, financial condition and results of operations may be materially adversely affected.
In addition, we generally do not enter into long-term contracts with our retail customers. As a result, we rely on consumers’ continuing demand for our products and our position in the market for all purchase orders. Our customers are sophisticated and have the ability to replace our proprietary value brands with various other supply options if we do not compete aggressively for their business. If our retail customers change their pricing, margin expectations or business terms (including through the imposition of warehouse and other fees), change their business strategies as a result of industry consolidation or otherwise, reduce the number of brands or product lines they carry, decrease their advertising or promotional efforts for, or the amount of shelf space they allocate to, our products or allocate greater shelf space to other products, our net sales could decrease and our business, financial condition and results of operations may be materially adversely affected.
We may not be able to successfully implement our growth strategy in our Products segment on a timely basis or at all.
Our future success depends, in large part, on our ability to implement our growth strategy, including introducing products and expanding into new markets, attracting new consumers to our brand and sub-brands, improving placement of our products in the stores of our retail customers, and expanding our distribution and online sales through our retail partners. Our ability to implement this growth strategy depends, among other things, on our ability to:
● develop new proprietary value-branded products and product line extensions that appeal to consumers;
● continue to effectively compete in our industry;
● increase our brand and sub-brand recognition by effectively implementing our marketing strategy and advertising initiatives;
● maintain and, to the extent necessary, improve our high standards for product quality, safety and integrity;
● expand and maintain brand and sub-brand loyalty;
● secure shelf space and wellness center space in the stores of our retail customers;
● increase profitability of our mobile clinics or wellness centers; and
● enter into distribution and other strategic arrangements with traditional retailers and other potential distributors of our products.
We may not be able to successfully implement our growth strategy and may need to change our strategy in order to maintain our growth. If we fail to implement our growth strategy or if we invest resources in a growth strategy that ultimately proves unsuccessful, our business, financial condition and results of operations may be materially adversely affected.
We may be unsuccessful in opening new wellness centers, which could adversely affect our growth
One of the means to achieving our growth strategy is through opening new clinics, both wellness centers and mobile clinics, and operating those on a profitable basis. During 2021, we opened 98 new wellness centers within retail partners compared to 27 in 2020. We expect to continue to open new wellness centers over the next several years with the potential to have approximately 1,000 wellness centers. Our ability to open new clinics is dependent upon a number of factors, many of which are beyond our control, including our ability to:
● hire, train, and retain the skilled veterinarians and skilled employees necessary to staff the clinics and wellness centers;
● identify locations and retail partners that can support our wellness centers;
● compete for sites;
● reach acceptable lease or host arrangement terms;
● obtain, in a timely manner and for an acceptable cost, required licenses, permits, and regulatory approvals;
● respond effectively to any changes in local, state, and federal law and regulations that adversely affect our ability to open new wellness centers or clinics; and
● control construction and other launch costs to open the wellness centers and clinics.
There is no guarantee that a sufficient number of suitable sites or hosts will be available in desirable areas or on terms that are acceptable to us in order to achieve our growth plan. If we are unable to open new wellness centers, or if openings are significantly delayed, our earnings or revenue growth and our business could be materially and adversely affected, as we expect a portion of our growth to come from new locations. There is also no guarantee that, once open, wellness centers will be profitable, which may require us to incur costs to close wellness centers and may cause revenue to decline.
As part of our longer-term growth strategy, we may enter into geographic markets in which we have little or no prior operating history. The challenges of entering new markets include (i) difficulties in hiring experienced personnel, (ii) lack of familiarity with local real estate markets and demographics, (iii) lack of consumer familiarity with our brand, and (iv) competitive and economic conditions, and discretionary spending patterns that are different from and more difficult to predict or satisfy than in our existing markets. In addition, wellness centers that we open in new markets may take longer to reach expected sales and profit levels on a consistent basis, and may have higher construction, occupancy, and operating costs, than wellness centers that we open in existing markets, thereby affecting our overall profitability. Any failure on our part to recognize or respond to these challenges may adversely affect the success of any new wellness centers.
If we continue to grow, we may not be able to manage our growth effectively.
Our historical growth has placed and, if continued, may continue to place significant demands on our management and our operational and financial resources. Our organizational structure may become more complex as we add additional
staff, and we would likely require more resources to grow and continue to improve our operational, management and financial controls. If we are not able to manage our growth effectively, our business, financial condition and results of operations may be materially adversely affected.
We operate in a highly competitive industry and may lose market share or experience margin erosion if we are unable to compete effectively.
The pet products and services retail industry is highly competitive. In our Products segment, we compete on the basis of product quality, product availability, palatability, loyalty and trust, product variety and ingredients, product packaging and design, shelf space, reputation and brand, price point and promotional efforts. We compete directly and indirectly with both manufacturers and distributors of pet medication and health and wellness products and online distributors, as well as with veterinarians. We directly face competition from companies that distribute various pet medications and pet health and wellness products to traditional retailers such as Elanco (formerly Bayer AG), Central Garden and Pet Company, Hartz (Unicharm Corp.), Mars, Inc., Nestlé S.A, Promika LLC, Tevra Brands, and The J.M. Smucker Company, most of which are larger than we are and have greater financial resources. Similarly, we face intense competition from manufacturers who sell pet medications and pet health and wellness products to e-commerce and other retailers and to veterinarians, who compete directly with our retailers to offer consumers pet flea and tick and other pet health and wellness products.
Our retail customers compete with online retailers and veterinarians for the sale of Rx and OTC pet medications and other health and wellness products. Veterinarians hold a competitive advantage over us because many pet owners may find it more convenient or preferable to purchase these products directly from their veterinarians at the time of an office visit. In order to effectively compete with veterinarians, we and retail partners must continue to price competitively and to educate pet owners about the product availability, service and savings offered by purchasing pet medications and other health products in their retail stores.
Within our Services segment, we compete directly with veterinarians. Our primary competitors for our veterinary clinics in most markets are individual practitioners or small, regional multi-clinic practices. In addition, some national companies such as Banfield Pet Hospitals, VCA Animal Hospitals, or Petco are developing or have developed networks of veterinary clinics in markets in which we currently operate.
These competitors may be able to identify and adapt to changes in consumer preferences more quickly than us due to their resources and scale. They may also be more successful in marketing and selling their products, better able to increase prices to reflect cost pressures and better able to increase their promotional activity, which may impact us and the entire pet health and wellness industry. If these or other competitive pressures cause our products to lose market share or experience margin erosion, our business, financial condition and results of operations may be materially adversely affected.
Resistance from veterinarians to authorize prescriptions, or attempts/efforts on their part to discourage pet owners to purchase from retailers and pharmacies could cause our net sales to decrease and could materially adversely affect our financial condition and results of operations.
Since we began our operations, some veterinarians have resisted providing, or simply refuse to provide, pet owners with a copy of their pet’s prescription or authorizing the prescription to an outside pharmacy, thereby effectively preventing outside pharmacies from filling such prescriptions under state law. We have also been informed by customers and consumers that veterinarians on certain occasions have tried to discourage pet owners from purchasing from the retail channel. If the number of veterinarians who refuse to authorize prescriptions should increase, or if veterinarians are successful in discouraging pet owners from purchasing from outside retailers and pharmacies, our net sales could decrease and our financial condition and results of operations may be materially adversely affected.
Any damage to our reputation or our brand or sub-brands may materially adversely affect our business, financial condition and results of operations.
Maintaining, developing and expanding our reputation with consumers, our retail customers and our suppliers is critical to our success. Our brand and sub-brands may suffer if our marketing plans or product initiatives are not successful. The importance of our brand and sub-brands may decrease if competitors offer more products with formulations similar to the
products that we manufacture. Further, our brand and sub-brands may be negatively impacted due to real or perceived quality issues or if consumers perceive us as being untruthful in our marketing and advertising, even if such perceptions are not accurate. Product contamination, the failure to maintain high standards for product quality, safety and integrity, including raw materials and ingredients obtained from suppliers, or allegations of product quality issues, mislabeling or contamination, even if untrue or caused by our contract manufacturing partners or raw material suppliers, may reduce demand for our products or cause production and delivery disruptions. We maintain guidelines and procedures to ensure the quality, safety and integrity of our products. However, we may be unable to detect or prevent product and/or ingredient quality issues, mislabeling or contamination, particularly in instances of fraud or attempts to cover up or obscure deviations from our guidelines and procedures. If any of our products become unfit for consumption, cause injury or are mislabeled, we may have to engage in a product recall and/or be subject to liability. Damage to our reputation or our brand or sub-brands or loss of consumer confidence in our products for any of these or other reasons could result in decreased demand for our products and our business, financial condition and results of operations may be materially adversely affected.
Our growth and business are dependent on trends that may change, and our historical growth may not be indicative of our future growth.
The growth of our business depends primarily on the continued shift from consumers purchasing pet health and wellness products from veterinarians to purchasing such products through traditional retail channels, growth of the pet health and wellness products market and popularity of pet ownership, transitions from traditional veterinarians to mobile clinics and wellness centers, as well as on general economic conditions. These trends may not continue or may change. In the event of a decline in consumers purchasing pet health and wellness products through traditional retail channels, a change in pet health and wellness trends or a decrease in the overall number of pets, or during challenging economic times, we may be unable to persuade our retail customers and consumers to purchase our products, and our business, financial condition and results of operations may be materially adversely affected and our growth rate may slow or stop.
There may be decreased spending on pets in a challenging economic climate.
The United States has from time to time experienced challenging economic conditions, including the COVID-19 pandemic, and the global financial markets have recently undergone and may continue to experience significant volatility and disruption. Our business, financial condition and results of operations may be materially adversely affected by a challenging economic climate, including adverse changes in interest rates, volatile commodity markets and inflation, contraction in the availability of credit in the market and reductions in consumer spending. The keeping of pets and the purchase of pet-related products may constitute discretionary spending for some consumers and any material decline in the amount of consumer discretionary spending may reduce overall levels of pet ownership or spending on pets. As a result, a slow-down in the general economy may cause a decline in demand for our products. In addition, we cannot predict how worsening economic conditions would affect consumer behavior and our retail customers and suppliers, generally. If economic conditions result in decreased spending on pets and have a negative impact on our retail customers and suppliers, our business, financial condition and results of operations may be materially adversely affected.
Our business depends, in part, on the sufficiency and effectiveness of our marketing and trade promotion programs and incentives.
Due to the competitive nature of our industry, we must effectively and efficiently promote and market our products through television, internet and print advertisements as well as through trade promotions and incentives to sustain and improve our competitive position in our market. Marketing investments may be costly. In addition, we may, from time to time, change our marketing strategies and spending, including the timing or nature of our trade promotions and incentives. We may also change our marketing strategies and spending in response to actions by our customers, competitors and other companies that manufacture and/or distribute pet health and wellness products. The sufficiency and effectiveness of our marketing and trade promotions and incentives are important to our ability to retain and improve our market share and margins. If our marketing and trade promotions and incentives are not successful or if we fail to implement sufficient and effective marketing and trade promotions and incentives or adequately respond to changes in industry marketing strategies, our business, financial condition and results of operations may be adversely affected.
To the extent our retail customers purchase products in excess of consumer consumption in any period, our net sales in a subsequent period may be adversely affected as our retail customers seek to reduce their inventory levels.
From time to time, our retail customers may purchase more products than they expect to sell to consumers during a particular time period. Our retail customers may grow their inventory in anticipation of, or during, our promotional events, which typically provide for reduced prices during a specified time or other incentives. Our retail customers may also increase inventory in anticipation of a price increase for our products, or otherwise over-order our products as a result of overestimating demand for our products. If a retail customer increases its inventory during a particular reporting period as a result of a promotional event, anticipated price increase or otherwise, then our net sales during the subsequent reporting period may be adversely impacted as our retail customers seek to reduce their inventory to customary levels. This effect may be particularly pronounced when the promotional event, price increase or other event occurs near the end or beginning of a reporting period or when there are changes in the timing of a promotional event, price increase or similar event, as compared to the prior year. To the extent our retail customers seek to reduce their usual or customary inventory levels or change their practices regarding purchases in excess of consumer consumption, our net sales and results of operations may be materially adversely affected in that or subsequent periods.
We may not be able to manage our manufacturing and supply chain effectively, which may adversely affect our results of operations.
We must accurately forecast demand for all of our products in order to ensure that we have enough products available to meet the needs of our retail customers. Our forecasts are based on multiple assumptions that may cause our estimates to be inaccurate and affect our ability to obtain adequate manufacturing capacity (whether our own manufacturing capacity or contract manufacturing capacity) in order to meet the demand for our proprietary value-branded products, which could prevent us from meeting increased retail customer or consumer demand and harm our brand, our sub-brands and our business. If we do not accurately align our manufacturing capabilities with demand, our business, financial condition and results of operations may be materially adversely affected.
If for any reason we were to change any one of our contract manufacturers, we could face difficulties that might adversely affect our ability to maintain an adequate supply of our proprietary value-branded products, and we would incur costs and expend resources in the course of making the change. Moreover, we might not be able to obtain terms as favorable as those received from our current contract manufacturers, which in turn would increase our costs.
In addition, we must continuously monitor our inventory and product mix against forecasted demand. If we underestimate demand, we risk having inadequate supplies. We also face the risk of having too much inventory on hand that may reach its expiration date and become unsalable, and we may be forced to rely on markdowns or promotional sales to dispose of excess or slow-moving inventory. If we are unable to manage our supply chain effectively, our operating costs could increase and our profit margins could decrease.
We rely on third parties to provide us with materials and services, and are subject to increased labor and material costs and potential disruptions in supply.
The materials used to manufacture our products may be subject to availability constraints and price volatility caused by changes in demand, weather conditions, supply conditions, government regulations, economic climate and other factors, including any impacts caused by the COVID-19 pandemic. In addition, labor costs may be subject to volatility caused by the supply of labor, governmental regulations, economic climate and other factors. Increases in the demand for, availability or the price of, materials used to manufacture our products and increases in labor costs could increase the costs to manufacture our products, result in product delivery delays or shortages, and impact our ability to launch new products on a timely basis or at all. We may not be able to pass all or a material portion of any higher material or labor costs on to our customers, which could materially adversely affect our operating results and financial condition.
Certain third-party suppliers are the sole or exclusive source of certain materials and services necessary for production of our products. We may be unable to meet demand for certain of our products if any of our third-party suppliers cease or interrupt operations, fail to renew contracts with us or otherwise fail to meet their obligations to us.
Shipping is a critical part of our business and any changes in, or disruptions to, our shipping arrangements could adversely affect our business, financial condition, and results of operations.
We currently rely on third-party national and regional logistics providers to deliver products to our manufacturing and distribution warehouses from our third-party suppliers and contract manufacturers and to deliver products from our manufacturing and distribution warehouses to our retail customers. If we are not able to negotiate acceptable pricing and other terms with these providers, or if these providers experience performance problems or other difficulties in processing our orders or delivering our products, it could negatively impact our results of operations and our customers’ experience. For example, changes to the terms of our shipping arrangements may adversely impact our margins and profitability. In addition, our ability to receive inbound inventory efficiently and ship merchandise to our retail customers may be negatively affected by factors beyond our and these providers’ control, including inclement weather, fire, flood, power loss, earthquakes, acts of war or terrorism or other events specifically impacting our or other shipping partners, such as labor disputes, financial difficulties, system failures and other disruptions to the operations of the shipping companies on which we rely. We are also subject to risks of damage or loss during delivery by our shipping vendors. If any of the foregoing occurs, our business, financial condition and results of operations may be materially adversely affected.
The growth of our business depends in part on our ability to accurately predict consumer trends, successfully introduce new products and improve existing products, and expand into new offerings.
Our growth depends, in part, on our ability to successfully introduce new products, including our manufactured products, and improve and reposition our existing products to meet the requirements of our retail partners and those of pet parents. This, in turn, depends on our ability to predict and respond to evolving consumer trends, demands and preferences. The success of our innovation and product development efforts is affected by the technical capability of our product development staff and third-party consultants in developing and testing new products, including complying with governmental regulations, our attractiveness as a partner for outside research and development scientists and entrepreneurs and the success of our management and sales team in introducing and marketing new products.
We may be unable to determine with accuracy when or whether any of our products now under development will be approved or launched, and we may be unable to develop or otherwise acquire product candidates or products. Additionally, we cannot predict whether any such products, once launched, will be commercially successful. Furthermore, the timing and cost of our R&D initiatives may increase as a result of additional government regulation or otherwise, making it more time-consuming and/or costly to research, test and develop new products. If we are unable to successfully develop or otherwise acquire new products, our financial condition and results of operations may be materially adversely affected.
A failure of one or more key information technology systems, networks or processes may materially adversely affect our ability to conduct our business.
The efficient operation of our business depends on our information technology systems. We rely on our information technology systems to effectively manage our sales and marketing, accounting and financial and legal and compliance functions, engineering and product development tasks, research and development data, communications, supply chain, order entry and fulfillment and other business processes. We also rely on third parties and virtualized infrastructure to operate and support our information technology systems. The failure of our information technology systems to perform as we anticipate could disrupt our business and could result in transaction errors, processing inefficiencies and the loss of sales and customers, causing our business and results of operations to suffer.
In addition, our information technology systems may be vulnerable to damage or interruption from circumstances beyond our control, including fire, natural disasters, power outages, systems failures, security breaches, cyberattacks and computer viruses. The failure of our information technology systems to perform as a result of any of these factors or our failure to effectively restore our systems or implement new systems could disrupt our entire operation and could result in decreased sales, increased overhead costs, excess inventory and product shortages and a loss of important information. Further, to the extent that we have customer information in our databases, any unauthorized disclosure of, or access to, such information could result in claims under data protection laws and regulations and could damage our reputation and result in lost sales. If any of these risks materialize, our reputation and our ability to conduct our business may be materially adversely affected.
Our success depends on our ability to attract and retain key employees and the succession of senior management.
Our continued growth and success requires us to hire, retain and develop our leadership team. If we are unable to attract and retain talented, highly qualified senior management and other key executives, as well as provide for the succession of senior management, our growth and results of operations may be adversely impacted.
We may experience difficulties hiring skilled veterinarians due to shortages that could disrupt our business.
From time to time we may experience shortages of skilled veterinarians in markets in which we operate mobile clinics and wellness centers, which may require us to enhance wages and benefits to recruit and retain enough qualified veterinarians to adequately staff mobile clinics and wellness centers. If we are unable to recruit and retain qualified veterinarians, or to control our labor costs, our business, financial conditions and results of operations may be materially adversely affected.
Legal and Regulatory
If our products or services are alleged to cause injury or illness or our products fail to comply with governmental regulations, we may need to recall our products and/or may experience related claims and reputational damage.
Our products may be subject to product recalls, including voluntary recalls or withdrawals, if they are alleged to pose a risk of injury or illness, or if they are alleged to have been mislabeled, misbranded or adulterated or to otherwise be in violation of governmental regulations. We may also voluntarily recall or withdraw products in order to protect our brand or reputation if we determine that they do not meet our standards, whether for quality, palatability, appearance or otherwise. If there is any future product recall or withdrawal, it could result in substantial and unexpected expenditures, destruction of product inventory, damage to our reputation and lost sales due to the unavailability of the product for a period of time, and our business, financial condition and results of operations may be materially adversely affected. In addition, a product recall or withdrawal may require significant management attention and could result in enforcement action by regulatory authorities.
We also may be subject to product liability claims if the consumption or use of our products is alleged to cause injury or illness. Although we carry product liability insurance, our insurance may not be adequate to cover all liabilities that we may incur in connection with product liability claims. For example, punitive damages are generally not covered by insurance. If we are subject to substantial product liability claims in the future, we may not be able to continue to maintain our existing insurance, obtain comparable insurance at a reasonable cost, if at all, or secure additional coverage. This could result in future product liability claims being uninsured. If there is a product liability judgment against us or a settlement agreement related to a product liability claim, our business, financial condition and results of operations may be materially adversely affected. In addition, even if product liability claims against us are not successful or are not fully pursued, these claims could be costly and time-consuming and may require management to spend time defending claims rather than operating our business.
Additionally, we may be subject to claims for veterinary malpractice or negligence in the event as a result of services provided by our veterinarians. Although we carry appropriate insurance, our insurance may not be adequate to cover all liabilities that we may incur in connection with veterinary malpractice or negligence claims. Additionally, any such claims may result in reputational damage to our services segment and our business, financial condition and results of operations may be materially adversely affected.
Failure to protect our intellectual property could harm our competitive position or require us to incur significant expenses to enforce our rights.
Our success depends in part on our ability to protect our intellectual property rights. Our trademarks such as “PetIQ,” “PetArmor,” “VIP Petcare,” “VetIQ PetCare,” “VetIQ,” “Capstar,” “Advecta,” “SENTRY,” “Sergeants,” “TruProfen,” “Betsy Farms,” “PetAction,” “Minties,” and “Delightibles” and others are assets that support our brand, sub-brands and consumers’ perception of our products. We rely on trademark, copyright, trade secret, patent and other intellectual property laws, as well as nondisclosure and confidentiality agreements and other methods, to protect our trademarks, trade names, proprietary information, technologies and/or processes. Our non-disclosure agreements and
confidentiality agreements may not effectively prevent disclosure of our proprietary information, technologies and processes and may not provide an adequate remedy in the event of unauthorized disclosure of such information, which could harm our competitive position. In addition, effective patent, copyright, trademark and trade secret protection may be unavailable or limited for some of our intellectual property rights and trade secrets in foreign countries. We may need to engage in litigation or similar activities to enforce our intellectual property rights, to protect our trade secrets or to determine the validity and scope of proprietary rights of others. Any such litigation could require us to expend significant resources and divert the efforts and attention of our management and other personnel from our business operations. If we fail to protect our intellectual property, our business, financial condition and results of operations may be materially adversely affected.
We may be subject to intellectual property infringement claims or other allegations, which could result in substantial damages and diversion of management’s efforts and attention.
We have obligations to respect third-party intellectual property. The steps we take to prevent misappropriation, infringement or other violation of the intellectual property of others may not be successful. From time to time, third parties have asserted intellectual property infringement claims against us, our suppliers, or our retail customers and may continue to do so in the future. Although we believe that our products and manufacturing processes do not infringe in any material respect upon proprietary rights of other parties and/or that meritorious defenses would exist with respect to any assertions of infringement of other parties, we may from time to time be found to infringe on the proprietary rights. For example, patent applications in the United States and some foreign countries are generally not publicly disclosed until the patent application is published, and we may not be aware of currently filed patent applications that relate to our products or processes. If patents later issue on these applications, we may be found liable for subsequent infringement. Such claims that our products or processes infringe these rights, regardless of their merit or resolution, could be costly and may divert the efforts and attention of our management and technical personnel. In part due to the complex technical issues and inherent uncertainties in intellectual property litigation, we cannot predict whether we will prevail in such proceedings. If such proceedings result in an adverse outcome, we could, among other things, be required to:
● Pay substantial damages (potentially treble damages in the United States);
● cease the manufacture, use or sale of the infringing products;
● discontinue the use of the infringing processes;
● expend significant resources to develop non-infringing processes;
● expend significant resources to litigate matters or to develop non-infringing processes; and
● enter into licensing arrangements with the third party claiming infringement, which may not be available on commercially reasonable terms, or may not be available at all.
If any of the foregoing occurs, our ability to compete could be affected and our business, financial condition and results of operations may be materially adversely affected.
Adverse litigation judgments or settlements resulting from legal proceedings relating to our business operations could materially adversely affect our business, financial condition and results of operations.
From time to time, we are subject to allegations, and may be party to legal claims and regulatory proceedings, relating to our business operations. Such allegations, claims and proceedings may be brought by third parties, including our customers, employees, governmental or regulatory bodies or competitors. Defending against such claims and proceedings, regardless of their merits or outcomes, is costly and time consuming and may divert management’s attention and personnel resources from our normal business operations, and the outcome of many of these claims and proceedings cannot be predicted. If any of these claims or proceedings were to be determined adversely to us, a judgment, a fine or a settlement involving a payment of a material sum of money were to occur, or injunctive relief were issued against us, our reputation could be affected and our business, financial condition and results of operations could be materially adversely affected.
We are subject to extensive and ongoing governmental regulation and we may incur material costs in order to comply with existing or future laws and regulations, and our failure to comply may result in enforcement, recalls and other adverse actions or significant penalties.
We are subject to a broad range of federal, state, local and foreign laws and regulations intended to protect public health and safety, natural resources and the environment. See “Business-Government Regulation.” Our operations are subject to extensive and ongoing regulation by the FDA, EPA, the U.S. Department of Agriculture (the “USDA”), the Florida Department of Health and by various other federal, state, local and foreign authorities regarding the manufacturing, processing, packaging, storage, distribution, advertising, labeling and import and export of our products, including drug and food safety standards. Our operations also are subject to regulation regarding the availability and use of pesticides, emissions and discharges to the environment, and the treatment, handling, storage and disposal of materials and wastes. Many of these laws and regulations are becoming increasingly stringent and compliance with them is becoming increasingly expensive. Costs of compliance, and the impacts on us of any non-compliance, with any such laws and regulations could materially adversely affect our business, financial condition and results of operations.
Later discovery of previously unknown problems with a product, including adverse events of unanticipated severity or frequency, or with our third-party manufacturers or manufacturing processes, or failure to comply with regulatory requirements, may result in, among other things:
● restrictions on the marketing or manufacturing of the product, withdrawal of the product from the market, or voluntary or mandatory product recalls;
● fines, warning letters or holds on target animal studies;
● refusal by applicable regulatory authorities to approve pending applications or supplements to approved applications, or suspension or revocation of product approvals;
● product seizure or detention, or refusal to permit the import or export of products; and
● injunctions or the imposition of civil or criminal penalties.
Regulatory policies may change and additional government regulations may be enacted that could prevent, limit or delay regulatory approval of any current or future product candidates. We cannot predict the likelihood, nature or extent of government regulation that may arise from future legislation or administrative action. If we are slow or unable to adapt to changes in existing requirements or the adoption of new requirements or policies, or if we are not able to maintain regulatory compliance, we may lose any marketing approval that we may have obtained, which would adversely affect our business.
Our business is also affected by export and import controls and similar laws and regulations, both in the United States and elsewhere. Issues such as national security or health and safety, which may slow or otherwise restrict imports or exports, may adversely affect our business, financial condition and results of operations.
Violations of or liability under any of these laws and regulations may result in administrative, civil or criminal fines or penalties against us, revocation or modification of applicable permits, environmental investigations or remedial activities, voluntary or involuntary product recalls, warning or untitled letters or cease and desist orders against or restrictions on operations that are not in compliance, among other things. Liability may be imposed under some laws and regulations regardless of fault or knowledge and regardless of the legality of the original action. These laws and regulations, or their interpretation, may change in the future and we may incur (directly, or indirectly through our contract manufacturers) material costs to comply with current or future laws and regulations or in any required product recalls.
Certain states have laws, rules and regulations which require that veterinary medical practices be owned by licensed veterinarians and that corporations which are not owned by licensed veterinarians refrain from providing, or holding themselves out as providers of, veterinary medical care. We may experience difficulty in expanding our operations into other states or provinces with similar laws, rules and regulations. Although we have structured our operations to comply with our understanding of the veterinary medicine laws of each state and province in which we operate, interpretive legal precedent and regulatory guidance varies by jurisdiction and is often sparse and not fully developed. A determination that we are in violation of applicable restrictions on the practice of veterinary medicine in any jurisdiction in which we operate,
could have a material adverse effect on us, particularly if we are unable to restructure our operations to comply with the requirements of that jurisdiction.
All of the states in which we operate impose various registration permit and/or licensing requirements. To fulfill these requirements, we have registered each of our facilities with appropriate governmental agencies and, where required, have appointed a licensed veterinarian to act on behalf of each facility. All veterinarians practicing in our animal hospitals are required to maintain valid state licenses to practice.
Failure to comply with federal, state and international laws and regulations relating to permit and/or licensing requirements, or the expansion of existing or the enactment of new laws or regulation relating to permit and/or licensing requirements, could adversely affect our business and our financial condition.
We strive to comply with all applicable laws, regulations and other legal obligations relating to permit and/or licensing requirements. It is possible, however, that these requirements may be interpreted and applied in a manner that is inconsistent from one jurisdiction to another or may conflict with other rules or our practices. We cannot guarantee that our practices have complied, comply or will comply fully with all such laws, regulations, requirements and obligations. Any failure, or perceived failure, by us to comply with our filed permits and licenses with any applicable federal, state or international related laws, industry standards or codes of conduct, regulatory guidance, orders to which we may be subject or other legal obligations relating to privacy or consumer protection could adversely affect our reputation, brand and business, and may result in claims, proceedings or actions against us by governmental entities or others or other liabilities. Any such claim, proceeding or action could hurt our reputation, brand and business, force us to incur significant expenses in defense of such proceedings, distract our management, increase our costs of doing business, result in a loss of customers and suppliers and may result in the imposition of monetary liability. We may also be contractually liable to indemnify and hold harmless third parties from the costs or consequences of non-compliance with any laws, regulations or other legal obligations relating to permit and/or licensing requirements. In addition, various federal, state and foreign legislative and regulatory bodies may expand existing laws or regulations, enact new laws or regulations or issue revised rules or guidance regarding permit and/or licensing requirements. Any such changes may force us to incur substantial costs or require us to change our business practices. This could compromise our ability to pursue our growth strategy effectively and may adversely affect our ability to acquire customers or otherwise harm our business, financial condition and results of operations.
If we fail to comply with governmental regulations applicable to our Services business, various governmental agencies may impose fines, institute litigation or preclude us from operating in certain states.
Certain states and provinces have laws, rules and regulations which require that veterinary medical practices be owned by licensed veterinarians and that corporations which are not owned by licensed veterinarians refrain from providing, or holding themselves out as providers of, veterinary medical care. We may experience difficulty in expanding our operations into other states or provinces with similar laws, rules and regulations. Although we have structured our operations to comply with our understanding of the veterinary medicine laws of each state in which we operate, interpretive legal precedent and regulatory guidance varies by jurisdiction and is often sparse and not fully developed. A determination that we are in violation of applicable restrictions on the practice of veterinary medicine in any jurisdiction in which we operate, could have a material adverse effect on us, particularly if we are unable to restructure our operations to comply with the requirements of that jurisdiction. All of the states in which we operate impose various registration requirements. To fulfill these requirements, we have registered each of our facilities with appropriate governmental agencies and, where required, have appointed a licensed veterinarian to act on behalf of each facility. All veterinarians practicing in our animal hospitals are required to maintain valid state licenses to practice.
Finance and Accounting
Changes affecting the availability of the London Inter-bank Offered Rate (“LIBOR”) may have consequences for us that cannot yet be reasonably predicted.
We have outstanding debt with variable interest rates based on LIBOR. Advances under our revolving credit facility and our term loan facility generally bear interest based on (i) the Adjusted Eurodollar Rate (as defined in our credit agreements
and calculated using LIBOR) or (ii) the Base Rate (as defined in our credit agreements). The LIBOR benchmark has been the subject of national, international and other regulatory guidance and proposals to reform. In July 2017, the United Kingdom Financial Conduct Authority (the authority that regulates LIBOR) announced that it intends to stop compelling banks to submit rates for the calculation of LIBOR after 2021. ICE Benchmark Administration, the administrator for LIBOR, ceased publishing United States Dollar LIBOR (“USD LIBOR”) for one week and two-month tenors after December 31, 2021, and confirmed its intention to cease all remaining USD LIBOR tenors after June 30, 2023. Concurrently, the United Kingdom Financial Conduct Authority announced the cessation or loss of representativeness of the USD LIBOR tenors from those dates. The Alternative Reference Rates Committee, a group of market participants convened by the United States Federal Reserve Board and the Federal Reserve Bank of New York, has recommended the Secured Overnight Financing Rate (“SOFR”), a rate calculated based on repurchase agreements backed by United States Treasury securities, as its recommended alternative benchmark rate to replace USD LIBOR. At this time, it is not known whether or when SOFR or other alternative reference rates will attain market traction as replacements for LIBOR. These reforms may cause LIBOR to perform differently than it has in the past, and LIBOR will cease to exist after June 30, 2023. After the cessation of LIBOR, alternative benchmark rates will replace LIBOR and could affect our debt securities, debt payments and receipts. At this time, it is not possible to predict the effect of any changes to LIBOR, any phase out of LIBOR or any establishment of alternative benchmark rates. Any new benchmark rate will likely not replicate LIBOR exactly, which could impact our contracts that terminate after June 30, 2023. There is uncertainty about how applicable law and the courts will address the replacement of LIBOR with alternative rates on variable rate retail loan contracts and other contracts that do not include alternative rate fallback provisions. After June 30, 2023, the interest rates on our revolving credit facility and our term loan facility will be based on the Base Rate or an alternative benchmark rate (which may or may not be based on SOFR), which may result in higher interest rates. In addition, any changes to benchmark rates may have an uncertain impact on our cost of funds and our access to the capital markets, which could impact our results of operations and cash flows. Uncertainty as to the nature of such potential changes may also adversely affect the trading market for our securities.
We have incurred net losses in the past and may be unable to sustain profitability in the future.
We incurred a net loss of $16.4 million for the year ended December 31, 2021. As of December 31, 2021, we had an accumulated deficit of $114.5 million. We expect to continue to incur significant product commercialization and regulatory, sales and marketing, clinic opening, and other expenses. In addition, our selling, general and administrative expenses increased following prior acquisitions to support the larger combined Company and product portfolio. The net income (loss) we earn may fluctuate significantly from quarter to quarter. We will need to generate additional net sales or increased gross margin to attain and sustain profitability, and we cannot be sure that we will remain profitable for any substantial period of time. Our failure to maintain profitability could negatively impact the value of our Class A common stock.
If our cash from operations is not sufficient to meet our current or future operating needs, expenditures and debt service obligations, our business, financial condition and results of operations may be materially adversely affected.
Our ability to generate cash to meet our operating needs, expenditures and debt service obligations will depend on our future performance and financial condition, which will be affected by financial, business, economic, legislative, regulatory and other factors, including potential changes in costs, pricing, the success of product innovation and marketing, competitive pressure and consumer preferences. If our cash flow and capital resources are insufficient to fund our debt service obligations and other cash needs, we could face substantial liquidity problems and could be forced to reduce or delay investments and capital expenditures or to dispose of material assets or operations, seek additional debt or equity capital or restructure or refinance our indebtedness. Our credit facility restricts our ability to take these actions and we may not be able to affect any such alternative measures on commercially reasonable terms or at all. If we cannot make scheduled payments on our debt, the lenders under our senior secured credit facilities can terminate their commitments to loan money, can declare all outstanding principal and interest to be due and payable, foreclose against the assets securing their borrowings and we could be forced into bankruptcy or liquidation. In addition, any downgrade of our debt ratings by any of the major rating agencies, which could result from our financial performance, acquisitions or other factors, would also negatively impact our access to additional debt financing (including leasing) or refinancing on favorable terms, or at all. Even if we are successful in taking any such alternative actions, such actions may not allow us to meet our scheduled debt
service obligations and, as a result, our business, financial condition and results of operations may be materially adversely affected.
The trading price of our Class A common stock is highly volatile and could reduce the market price of our shares of Class A common stock in spite of our operating performance.
The volatility in the trading price of our Class A common stock, as well as general economic, market or political conditions, could reduce the market price of shares of our Class A common stock in spite of our operating performance. In addition, our results of operations could be below the expectations of public market analysts and investors due to a number of potential factors, including variations in our quarterly results of operations, additions or departures of key management personnel, failure to meet analysts’ earnings estimates, publication of research reports about our industry, litigation and government investigations, changes or proposed changes in laws or regulations or differing interpretations or enforcement thereof affecting our business, adverse market reaction to any indebtedness we may incur or securities we may issue in the future, changes in market valuations of similar companies or speculation in the press or investment community, announcements by our competitors of significant contracts, acquisitions, dispositions, strategic partnerships, joint ventures or capital commitments and adverse publicity about our industry in or individual scandals, and in response the market price of shares of our Class A common stock could decrease significantly.
In the past few years, stock markets have experienced extreme price and volume fluctuations. In the past, following periods of volatility in the overall market and the market price of a company’s securities, securities class action litigation has often been instituted against these companies. This litigation, if instituted against us, could result in substantial costs and a diversion of our management’s attention and resources.
Our quarterly operating results may fluctuate significantly and could fall below the expectations of securities analysts and investors due to seasonality and other factors, some of which are beyond our control, resulting in a decline in our stock price.
Our quarterly operating results may fluctuate significantly because of several factors, including:
● the timing of new product and clinic launches;
● the timing and extent of customer inventory management decisions;
● our ability to procure product in a cost effective manner;
● expansion to new customers or product categories;
● seasonality of services;
● macroeconomic conditions, both nationally and locally;
● negative publicity relating to use of pet products outside the veterinary channel; and
● taxes.
Seasonal factors and the timing of holidays cause our revenue to fluctuate from quarter to quarter. Our flea and tick product offerings are most significant in the first half of the year, both leading up to and throughout the spring and summer seasons. Adverse weather conditions may also affect customer traffic to our customers or our ability to meet customer delivery requirements.
Our Organizational Structure
Our principal asset is our interest in HoldCo, and, accordingly, we depend on distributions from HoldCo to pay our taxes and expenses. HoldCo’s ability to make such distributions may be subject to various limitations and restrictions.
We are a holding company and have no material assets other than our ownership of LLC Interests of HoldCo. As such, we have no independent means of generating revenue or cash flow, and our ability to pay our taxes and operating expenses or declare and pay dividends in the future, if any, will be dependent upon the financial results and cash flows of HoldCo and its subsidiaries and distributions we receive from HoldCo. There can be no assurance that our subsidiaries will generate
sufficient cash flow to distribute funds to us or that applicable state law and contractual restrictions, including negative covenants in our debt instruments, will permit such distributions.
HoldCo is treated as a partnership for U.S. federal income tax purposes and, as such, is not subject to any entity-level U.S. federal income tax. Instead, taxable income is allocated to holders of LLC Interests, including us. Accordingly, we incur income taxes on our allocable share of any net taxable income of HoldCo. Under the terms of the HoldCo Agreement, HoldCo will be obligated to make tax distributions to holders of LLC Interests, including us. These tax distributions are funded from available cash of HoldCo and its subsidiaries. These tax distributions will be computed, for us, based on our actual tax liability as a result of the net taxable income allocated to us as a result of owning interests in HoldCo and, for all Continuing LLC Owners, based on the net taxable income of HoldCo allocated to such holder of LLC Interests multiplied by an assumed, combined tax rate equal to the maximum rate applicable to an individual resident in New York, New York (taking into account the deductibility of state and local taxes and other applicable adjustments). In addition to tax expenses, we will also incur expenses related to our operations. We intend, as its managing member, to cause HoldCo to make cash distributions to the owners of LLC Interests in an amount sufficient to (i) fund all or part of their tax obligations in respect of taxable income allocated to them and (ii) cover our operating expenses. However, HoldCo’s ability to make such distributions may be subject to various limitations and restrictions, such as restrictions on distributions that would either violate any contract or agreement to which HoldCo is then a party, including debt agreements, or any applicable law, or that would have the effect of rendering HoldCo insolvent. Our credit agreements do not currently restrict our ability to make tax distributions. If we do not have sufficient funds to pay tax or other liabilities or to fund our operations, we may have to borrow funds, which could materially adversely affect our liquidity and financial condition and subject us to various restrictions imposed by any such lenders. In addition, if HoldCo does not have sufficient funds to make distributions, our ability to declare and pay cash dividends will also be restricted or impaired.
If we are deemed to be an investment company under the Investment Company Act of 1940, as amended (the “1940 Act”), as a result of our ownership of HoldCo, applicable restrictions could make it impractical for us to continue our business as contemplated and could have a material adverse effect on our business.
Under Sections 3(a)(1)(A) and (C) of the 1940 Act, a company generally will be deemed to be an “investment company” for purposes of the 1940 Act if (i) it is, or holds itself out as being, engaged primarily, or proposes to engage primarily, in the business of investing, reinvesting or trading in securities or (ii) it engages, or proposes to engage, in the business of investing, reinvesting, owning, holding or trading in securities and it owns or proposes to acquire investment securities having a value exceeding 40% of the value of its total assets (exclusive of U.S. government securities and cash items) on an unconsolidated basis. We do not believe that we are an “investment company,” as such term is defined in either of those sections of the 1940 Act.
As the sole managing member of HoldCo, we will control and operate HoldCo. On that basis, we believe that our interest in HoldCo is not an “investment security” as that term is used in the 1940 Act. However, if we were to cease participation in the management of HoldCo, our interest in HoldCo could be deemed an “investment security” for purposes of the 1940 Act.
We and HoldCo intend to conduct our operations so that we will not be deemed an investment company. However, if we were to be deemed an investment company, restrictions imposed by the 1940 Act, including limitations on our capital structure and our ability to transact with affiliates, could make it impractical for us to continue our business as contemplated and could have a material adverse effect on our business.
Anti-takeover provisions in our organizational documents and Delaware law might discourage or delay acquisition attempts for us that you might consider favorable.
Our amended and restated certificate of incorporation and amended and restated bylaws contain provisions that may make the merger or acquisition of the Company more difficult without the approval of our board of directors. Among other things:
● a staggered board of directors;
● removal of directors, only for cause, by a supermajority of the voting power of stockholders entitled to vote;
● a provision denying stockholders the ability to call special meetings;
● a provision denying stockholders the ability to act by written consent;
● provisions waiving the corporate opportunity doctrine with respect to Certain Sponsors and their affiliates;
● advance notice requirements for stockholder proposals and nominations;
● amendment of our amended and restated charter by a supermajority of the voting power of stockholders entitled to vote; and
● the authorization of undesignated preferred stock, the terms of which may be established and shares of which may be issued without stockholder approval.
These provisions may frustrate or prevent any attempts by our stockholders to replace or remove our current management by making it more difficult for stockholders to replace members of our board of directors, which is responsible for appointing the members of our management, and may discourage, delay or prevent a transaction involving a change of control of our Company that is in the best interest of our stockholders. Even in the absence of a takeover attempt, the existence of these provisions may adversely affect the prevailing market price of our Class A common stock if they are viewed as discouraging future takeover attempts. In addition, because we are incorporated in Delaware, we have opted out of Section 203 of the General Corporation Law of the State of Delaware (the “DGCL”).
Our board of directors is authorized to issue and designate shares of our preferred stock in additional series without stockholder approval.
Our amended and restated certificate of incorporation authorizes our board of directors, without the approval of our stockholders, to issue shares of our preferred stock, subject to limitations prescribed by applicable law, rules and regulations and the provisions of our amended and restated certificate of incorporation, as shares of preferred stock in series, to establish from time to time the number of shares to be included in each such series and to fix the designation, powers, preferences and rights of the shares of each such series and the qualifications, limitations or restrictions thereof. The powers, preferences and rights of these additional series of preferred stock may be senior to or on parity with our Class A common stock, which may reduce its value.
Unanticipated changes in effective tax rates or adverse outcomes resulting from examination of our income or other tax returns could adversely affect our results of operations and financial condition.
We are subject to taxes by the U.S. federal, state and local tax authorities, and our tax liabilities will be affected by the allocation of expenses to differing jurisdictions. Our future effective tax rates could be subject to volatility or adversely affected by a number of factors, including:
● changes in the valuation of our deferred tax assets and liabilities;
● expected timing and amount of the release of any tax valuation allowances;
● tax effects of stock-based compensation; or
● changes in tax laws, regulations or interpretations thereof.
In addition, we may be subject to audits of our income, sales and other transaction taxes by U.S. federal, state and local taxing authorities. Outcomes from these audits could have an adverse effect on our operating results and financial condition.

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ITEM 1B. UNRESOLVED STAFF COMMENTS
Item 1B. Unresolved Staff Comments
None.

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ITEM 2. PROPERTIES
Item 2 - Properties
The following table sets forth the location, size, use and lease expiration date of our material properties as of December 31, 2021.
LOCATION
APPROXIMATE SIZE
PRINCIPAL USE(S)
LEASE EXPIRATION DATE
Daytona Beach, Florida
142,900 square feet
Manufacturing and distribution warehouse; office
November 30, 2022
Springville, Utah
242,000 square feet
Manufacturing and distribution warehouse; office
January 31, 2024
Omaha, Nebraska
131,150 square feet
Manufacturing; office
Owned
Omaha, Nebraska
349,680 square feet
Distribution warehouse
September 30, 2026
Eagle, Idaho
65,000 square feet
Corporate Headquarters
Owned
We are obligated under non-cancelable leases for the facilities we do not own. Our leases have varying terms, typically with three to five year renewal options.
We believe that our current properties are adequate for our intended purposes and represent sufficient capacity for our near term plans.

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ITEM 3. LEGAL PROCEEDINGS
Item 3 - Legal Proceedings
For a discussion of our “Legal Proceedings,” refer to Note 13 - Commitments and Contingencies in the notes to our audited consolidated financial statements of this Annual Report.

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ITEM 4. MINE SAFETY DISCLOSURE
Item 4 - Mine Safety Disclosures
Not Applicable
PART II

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ITEM 5. MARKET FOR REGISTRANT'S COMMON EQUITY
Item 5 - Market for Registrant’s Common Equity, Related Stockholder Matters and Issuer Purchases of Equity Securities
As of March 1, 2022, there were approximately 10 holders of record of our Class A common stock and 6 holders of record of our Class B common stock. The holders of our Class B common stock also hold LLC interests in Holdco. There is no public market for these interests. A substantially greater number of holders of our stock are held in “street name” and held of record by banks, brokers, and other financial institutions.
Dividend Policy
We have not historically paid cash dividends on our common stock, and have no current plans to pay cash dividends on our Class A common stock. The declaration, amount and payment of any future dividends will be at the sole discretion of our board of directors. Our board of directors may take into account general and economic conditions, our financial condition and results of operations, our available cash and current and anticipated cash needs, capital requirements, contractual, legal, tax and regulatory restrictions and implications on the payment of dividends by us to our stockholders or by our subsidiaries to us, including restrictions under our senior secured credit facilities and other indebtedness we may incur, and such other factors as our board of directors may deem relevant.
Stock Performance Graph
The information contained in the following chart is not considered to be “soliciting material,” or “filed,” or incorporated by reference in any past or future filing by the Company under the Securities Act or Exchange Act unless and only to the extent that, the Company specifically incorporates it by reference.
The following graph compares our total common stock return with the total return for (i) the NASDAQ Composite Index (the “NASDAQ Composite”) and (ii) the Russell 2000 Index (the “Russell 2000”) for the period from July 26, 2017 (the date our common stock commenced trading on the NASDAQ Global Market) through December 31, 2021. The figures represented below assume an investment of $100 in our common stock at the closing price of $23.64 on July 26, 2017 and in the NASDAQ Composite and the Russell 2000 on July 26, 2017. The comparisons in the table are required by the SEC and are not intended to forecast or be indicative of possible future performance of our common stock.
Date
PetIQ
NASDAQ Composite
Russell 2000
July 26, 2017
$
100.00
$
100.00
$
100.00
December 31, 2017
92.39
107.48
106.46
December 31, 2018
99.28
103.31
93.50
December 31, 2019
105.96
139.70
115.68
December 31, 2020
162.65
200.67
136.93
December 31, 2021
96.07
243.59
155.68

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ITEM 6. SELECTED FINANCIAL DATA
Item 6 - [Reserved]

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ITEM 7. MANAGEMENT'S DISCUSSION AND ANALYSIS
Item 7 - Management’s Discussion and Analysis of Financial Condition and Results of Operations
We conduct our business through PetIQ, LLC and its subsidiaries. The following discussion and analysis of our financial condition and results of operations should be read together with our financial statements and related notes and other financial information appearing elsewhere in this Annual Report. This section of this Annual Report generally discusses 2021 and 2020 items and year-to-year comparisons of 2021 to 2020. Discussions of 2019 items and year-to-year comparisons of 2020 and 2019 that are not included in this Annual Report can be found in “Management’s Discussion and Analysis of Financial Condition and Results of Operations” in Part II, Item 7 on our Annual Report on Form 10-K for the year ended December 31, 2020. This discussion contains forward-looking statements that reflect our plans, estimates, and beliefs and involve numerous risks and uncertainties. Actual results may differ materially from those contained in any forward-looking statements. See “Cautionary Note Regarding Forward-Looking Statements.”
Business Overview
PetIQ is a leading pet medication and wellness company delivering a smarter way for pet parents to help their pets live their best lives through convenient access to affordable veterinary products and services. We engage with customers through more than 60,000 points of distribution across retail and e-commerce channels with our branded and distributed medications as well as health and wellness items, which are further supported by our world-class medications manufacturing facility in Omaha, Nebraska and health and wellness manufacturing facility in Springville, Utah. Our national veterinarian service platform operates in over 2,900 retail partner locations in 42 states providing cost effective and convenient veterinary wellness services. PetIQ believes that pets are an important part of the family and deserve the best products and care we can provide.
We have two reporting segments: (i) Products; and (ii) Services. The Products segment consists of our manufacturing and distribution business. The Services segments consists of veterinary services, and related product sales, provided by the Company directly to consumers.
We are the sole managing member of Holdco, which is the sole member of Opco and, through Holdco, operate and control all of the business and affairs of Opco.
Coronavirus Disease (COVID-19) Considerations
The global COVID-19 pandemic has created significant volatility, disruption and uncertainty. The Company has continued to experience certain negative effects as a result of the pandemic, including employee absenteeism in excess of historical averages, a shortage of skilled veterinarians, and certain supply chain delays.
Nonetheless, COVID-19 has presented new opportunities for our business as it has accelerated pet owner purchases of veterinary-grade pet products from retail and e-commerce channels. In addition, with COVID-19 vaccinations becoming more widespread and various restrictions continuing to ease, consumers have started to resume normal activities, including seeking in person veterinary care for their companion animals, and more businesses have commenced resuming operations. There can be no assurance that such positive trends will continue or that there will not be any increases of new infections or new variants that may impede or reverse recovery and such positive trends.
Since the beginning of the pandemic in the first quarter of 2020, the Company implemented various policies and procedures designed to ensure the safety of our customers and team members. With COVID-19 hospitalizations and deaths declining through the United States, as well as expanded access to vaccines, we have begun to roll back certain policies that created additional costs, such as incremental team members at veterinary services clinics and wellness centers to ensure social distancing and enhanced sanitation. We continue to monitor the progression of the COVID-19 pandemic and state, local and federal government regulatory and public health responses thereto. Additional information regarding risks and uncertainties to our business and results of operations related to the COVID-19 pandemic are set forth in Part I, Item 1A of this Annual Report.
Components of our Results of Operations
Net Sales
Our Product Segment net sales consist of our total product sales net of product returns, allowances (discounts), trade promotions and incentives. We offer a variety of trade promotions and incentives to our customers, such as cooperative advertising programs and in-store displays. We recognize revenue when control transfers to our customers, in accordance with the terms of our contracts, which generally occurs upon shipment of product. Most contracts contain variable consideration, which is estimated at the time of sale and updated at each period end. Trade promotions are used to increase our aggregate net sales. Our net sales are periodically influenced by the timing, extent and amount of such trade promotions and incentives.
Key factors that may affect our future Product sales growth include: new product introductions; expansion into other customer bases; expansion of items sold to existing customers, addition of new retail customers; aggressive pricing by our competitors; as well as whether maintaining and developing positive relationships with key retail customers. In addition, our products are primarily consumables and, as such, they experience a replenishment cycle.
Our Service Segment revenue consists of providing veterinary services to consumers and selling products to the consumer in conjunction with those services. The customer generally renders payment at the time the service is provided. Services Segment revenue is dependent on the number of clinics and wellness centers we run and the number of pets we see in our clinics and wellness centers.
While many of our products are sold consistently throughout the year, we experience seasonality in the form of increased demand for our flea and tick product offerings in the first half of the year, both leading up to and throughout the spring and summer seasons. Additionally our veterinary services experience seasonality as consumers typically seek more services in the warmer months.
Gross Profit
Gross profit is our net product sales plus service revenue less cost of product sales and services. Our cost of product sales consists primarily of costs of raw goods, finished goods, packaging materials, manufacturing, shipping and handling costs and costs associated with our warehouses and distribution network. Cost of services are comprised of all service and product costs related to providing veterinary services, including but not limited to, salaries or contract costs of veterinarians, technicians and other clinic based personnel, transportation and delivery costs, facilities rent, occupancy costs, supply costs, depreciation and amortization of clinic assets, certain marketing and promotional expenses and costs of goods sold.
Gross margin measures our gross profit as a percentage of net sales. With respect to our proprietary products, we have a manufacturing network that includes leased and owned manufacturing facilities where we manufacture finished goods, as well as third-party contract manufacturing facilities from which we purchase finished products predominately on a dollar-per-unit basis. The gross margin on our proprietary value-branded products is higher than on our distributed products. For distributed products, our costs are driven by the extent of value-added products and services we render with the distributed product. Gross profit in the services segment is driven by the number of pets that seek services in the individual clinics and wellness centers due to the relatively fixed cost nature of operating the clinic or wellness center.
Selling, General and Administrative Expenses
Our selling, general and administrative expenses primarily consist of employee compensation and benefits expenses, sales and merchandizing expenses, advertising and marketing expenses, rent and lease expenses, information technology (“IT”) and utilities expenses, professional fees, insurance costs, R&D costs, host fees, banking charges, and consulting fees. Selling, general and administrative expenses as a percentage of net sales have increased to 18.3% in 2021 from 17.7% in 2020. The increase in selling, general and administrative expenses in 2021 compared to 2020 was primarily driven by increased marketing and selling costs as a result of supporting our proprietary brands, notably Capstar, which was purchased in July 2020, incremental amortization expense on the newly acquired intangible assets for the full year, and
general growth in corporate services to correspond with the growth in the Company, partially offset by a decrease in acquisition and integration costs.
Our advertising and marketing expenses primarily consist of digital marketing (e.g. social, display and search, etc.), online video and Streaming TV, e-mail, in-store merchandising and trade shows in an effort to build awareness and drive demand for our products and services. These expenses may vary from quarter to quarter but are typically higher in the second and third quarters. Our Product Segment focuses on promoting PetArmor direct-to-consumer, supported by trade promotions and merchandising. Our Services Segment focuses on promoting our veterinary services direct-to-consumer, geo-targeted around our retail locations, supported by in-store signage. We generally expect our marketing expenses to increase commensurate with increases in revenue and market share for both segments. In 2022 the Company is planning to increase advertising and marketing expenses at a rate in excess of the rate of anticipated sales growth in order to invest in our own manufactured brands.
As noted above, we experience seasonality in the form of increased demand for our flea and tick product offerings in the first half of the year, both leading up to and throughout the spring and summer seasons and, as a result, the sales and merchandizing expenses component of our selling, general and administrative expenses generally increases during this period due to promotional spending relating to our flea and tick product lines.
Net (Loss) Income
Our net (loss) income for future periods will be affected by the various factors described above. In addition, our historical results are impacted by Opco’s status as a pass-through entity for U.S. federal income tax purposes and our ownership percentage of Holdco. During 2020, we recorded a valuation allowance which effectively removed our deferred tax assets based on the likelihood of realization. Improved profitability could reverse that allowance, resulting in significant swings in net (loss) income. Our tax expense is impacted by our structure and, as a result, we expect our tax expense to fluctuate on a quarterly basis depending on the number of Exchanges that occur during each period.
Non-Controlling Interest
We consolidate the financial position and results of operations of HoldCo. Our Continuing LLC Owners hold their equity investment in us primarily through LLC Interests in the Company’s subsidiary, HoldCo, and an equal number of shares of the Company’s Class B common stock. Our Class B Stock has voting, but no economic rights. Each LLC Interest, together with a share of Class B Stock held by the Continuing LLC, is exchangeable for a share of the Company’s Class A common stock (or at the option of the Company, the cash equivalent thereof). The Company is the managing member of HoldCo and owns a majority of the LLC Interests, and consolidates HoldCo in the Company’s Consolidated Financial Statements. The interest of the Continuing LLC Owners in HoldCo is reflected in our Consolidated Financial Statements as a non-controlling interest.
Results of Operations
The following table sets forth our consolidated statements of operations in dollars and as a percentage of net sales for the periods presented:
For the Years ended December 31,
% of Net Sales for the Years ended December 31,
$'s in 000's
Product sales
$
825,395
$
725,705
$
617,118
88.5
%
93.0
%
87.0
%
Services revenue
107,133
54,346
92,313
11.5
%
7.0
%
13.0
%
Total net sales
932,528
780,051
709,431
100.0
%
100.0
%
100.0
%
Cost of products sold
646,402
584,401
530,031
69.3
%
74.9
%
74.7
%
Cost of services
99,733
60,462
72,017
10.7
%
7.8
%
10.2
%
Total cost of sales
746,135
644,863
602,048
80.0
%
82.7
%
84.9
%
Gross profit
186,393
135,188
107,383
20.0
%
17.3
%
15.1
%
Selling, general and administrative expenses
170,521
138,375
103,200
18.3
%
17.7
%
14.5
%
Contingent note revaluation loss
-
-
7,320
-
%
-
%
1.0
%
Operating income (loss)
15,872
(3,187)
(3,137)
1.7
%
(0.4)
%
(0.4)
%
Interest expense, net
24,696
22,807
14,495
2.6
%
2.9
%
2.0
%
Foreign currency (gain) loss, net
(109)
0.0
%
(0.0)
%
0.0
%
Loss on debt extinguishment
5,453
-
-
0.6
%
-
%
-
%
Other income, net
(1,922)
(571)
(172)
(0.2)
%
(0.1)
%
(0.0)
%
Total other expense, net
28,386
22,127
14,474
3.0
%
2.8
%
2.0
%
Pretax net loss
(12,514)
(25,314)
(17,611)
(1.3)
%
(3.2)
%
(2.5)
%
Income tax benefit (expense)
(3,869)
(60,413)
3,309
(0.4)
%
(7.7)
%
0.5
%
Net loss
$
(16,383)
$
(85,727)
$
(14,302)
(1.8)
%
(11.0)
%
(2.0)
%
Year Ended December 31, 2021 Compared With Year Ended December 31, 2020
Net sales
Consolidated Net Sales
Consolidated net sales increased approximately $152.5 million, or 20%, to $932.5 million for the year ended December 31, 2021, compared to $780.1 million for the year ended December 31, 2020. This increase was driven by growth in distributed and manufactured products. Additionally the Services segment grew revenue significantly on reduced impact from the COVID-19 pandemic.
Products Segment
Product sales increased approximately $99.7 million, or 14%, to $825.4 million for the year ended December 31, 2021, compared to $725.7 million for the year ended December 31, 2020. This increase was driven by accelerated growth in distributed products, as well as growth in manufactured products, particularly Capstar, which was purchased in the middle of 2020.
Services Segment
Service revenue increased approximately $52.8 million, or 97%, from $54.3 million to $107.1 million for the year ended December 31, 2021, compared to the year ended December 31, 2020. Same-store sales increased approximately $36.6 million, or 81%, to $82.0 million for the year ended December 31, 2021, compared to $45.4 million for the year ended December 31, 2020. The increase in same-store sales was driven by reduced impact from COVID-19 related closures in 2021 as compared to 2020. Non same-store sales increased approximately $16.2 million, or 180%, to $25.2 million for the year ended December 31, 2021, compared to $9.0 million for the year ended December 31, 2020. The increase in non same-store sales was a result of opening 98 additional wellness centers in 2021, as well as the maturation of clinics that
have not been open for six quarters, partially offset by wellness centers maturing into the same store sales category. Services revenue has rebounded to nearly the levels seen prior to the COVID-19 pandemic, although the Company is continuing to experience unplanned clinic closures due to absenteeism.
Gross profit
Gross profit increased by approximately $51.2 million, or 38%, to $186.4 million for the year ended December 31, 2021, compared to $135.2 million for the year ended December 31, 2020. This increase is largely due to the increase in sales of manufactured products within our product segment which carry a higher margin than our distributed product sales. Increase in manufactured products was positively impacted by sale of products acquired as part of the Capstar acquisition in 2020. Additionally, our services segment contributed to our gross profit increase due to improvements in operations as COVID-19 related closures lessened during 2021.
Selling, general and administrative expenses
Consolidated selling, general and administrative expenses (“SG&A”) increased approximately $32.1 million, or 23%, to $170.5 million for the year ended December 31, 2021, compared to $138.4 million for the year ended December 31, 2020. As a percentage of net sales, G&A increased from approximately 17.7% in 2020 to 18.3% in 2021, driven by additional sales and marketing costs to support our brands, incremental amortization expense on the newly acquired intangible assets and general growth in corporate services to correspond with the growth in the Company, partially offset by a decrease in acquisition and integration costs.
Products Segment
Products segment SG&A increased approximately $6.9 million, or 23%, to $37.5 million for the year ended December 31, 2021, compared to $30.5 million for the year ended December 31, 2020. This increase was driven primarily by selling and marketing costs to promote sales growth in our own brands.
Services Segment
Services segment SG&A increased approximately $8.7 million, or 52%, to $25.5 million for the year ended December 31, 2021, compared to $16.8 million for the year ended December 31, 2020. This increase was primarily driven by higher variable selling costs such as host fees to partners and credit card fees, which are typically based on a percentage of sales. Additionally the Company has increased marketing spend to support opening new wellness centers. As a percentage of Service Revenue G&A decreased from 31% to 24% as sales growth outpaced the growth in SG&A.
Unallocated Corporate
Unallocated corporate G&A increased $16.5 million, or 18% to $107.6 million for the year ended December 31, 2021, from $91.1 million for the year ended December 31, 2020. The increase is the result of the following:
◾ Higher amortization of $8.6 million on the inclusion of the 2020 intangible asset acquisitions for the full year;
◾ Additional corporate compensation of approximately $5.0 million;
◾ Increased research and development expense of approximately $3.7 million;
◾ Increased corporate marketing of approximately $3.0 million;
◾ Increases above were partially offset by lower litigation and settlement costs, professional fees, and other miscellaneous costs.
Other expenses
Interest expense, net, increased $1.9 million, to $24.7 million for the year ended December 31, 2021, compared to $22.8 million for the year ended December 31, 2020. This increase was driven by additional debt including the Convertible Notes entered into during May 2020 that were outstanding for the full year in 2021 which were outstanding for outstanding for only part of the year in 2020, partially, offset by lower interest rates on the Company’s new credit agreements entered into in April 2021. Additionally the loss on debt extinguishment of $5.5 million in 2021 had no comparable event in 2020.
Pre-tax net loss
As a result of the factors described above, pre-tax net loss decreased $12.8 million to a pre-tax net loss of $12.5 million for the year ended December 31, 2021 compared to a pre-tax net loss of $25.3 million for the year ended December 31, 2020.
Tax (expense) benefit
As a result of continued exchanges by Continuing LLC Owners of LLC Interests and Class B common shares, the Company now owns approximately 99.1% of Holdco with the LLC Interests not held by the Company considered non-controlling interest. Holdco is treated as a partnership for income tax reporting. Holdco’s members, including the Company, are liable for federal, state, and local income taxes based on their share of Holdco’s taxable income.
Income tax (expense) benefit totaled (30.9%) and (238.7%) of pretax earnings for the years ended December 31, 2021 and 2020, respectively. The tax rate is affected primarily by the changes in valuation allowance during the year ended December 31, 2021 and the portion of income and expense allocated to the non-controlling interest. It is also affected by discrete items that may occur in any given year such as stock based compensation, but are not consistent from year to year.
Segment Adjusted EBITDA
Products Segment
Products segment Adjusted EBITDA increased approximately $32.1 million, or 27.4%, to $149.3 million for the year ended December 31, 2021, compared to $117.2 million for the year ended December 31, 2020. The significant growth in Products segment Adjusted EBITDA relates to significant sales growth of manufactured products, primarily Capstar branded products, as well as growth of distributed items.
Services Segment
Services segment Adjusted EBITDA increased approximately $8.3 million, or 245%, to $11.7 million for the year ended December 31, 2021, compared to $3.4 million for the year ended December 31, 2020. Services segment earnings are impacted by the Company’s growth strategy of opening new wellness centers and the impact of the Company’s same store portfolio, discussed further below under “Consolidated Non-GAAP Financial Measures”. Services segment Adjusted EBITDA was significantly impacted by the COVID-19 closures in 2020.
Unallocated Corporate
Unallocated corporate expenses consist of expenses incurred by centrally-managed departments, including accounting, legal, human resources, information technology, and headquarters expenses, as well as executive and incentive compensation expenses and other miscellaneous costs. Unallocated corporate costs have primarily grown due to the growth in the size of the Company, including adding to administrative headcount through acquisitions, as well as headquarters growth to support the Company’s growth. Adjustments to unallocated corporate expenses include costs related to specific events, such as acquisition expenses, and integration costs. Adjustments also include non-cash expenses, such as depreciation, amortization, and stock based compensation.
The following tables reconcile segment pre-tax net income to Adjusted EBITDA for the periods presented.
Year ended December 31, 2021
$'s in 000's
Products
Services
Unallocated Corporate
Consolidated
Pretax net income (loss)
$
144,730
$
(17,927)
$
(139,317)
$
(12,514)
Adjustments:
Depreciation
3,857
6,510
3,999
14,366
Interest, net
-
-
24,696
24,696
Amortization
-
-
22,336
22,336
Acquisition costs(1)
-
-
Stock based compensation expense
-
-
9,428
9,428
Non same-store adjustment(2)
-
23,159
-
23,159
Integration costs and costs of discontinued clinics(3)
-
(876)
(142)
Litigation expenses
-
-
4,105
4,105
CFO Transition
-
-
Loss on debt extinguishment and related costs
-
-
6,438
6,438
Adjusted EBITDA
$
149,321
$
11,742
$
(68,171)
$
92,892
(1) Acquisition costs include legal, accounting, banking, consulting, diligence, and other costs related to completed and contemplated acquisitions.
(2) Non same-store revenue and costs relate to our Services Segment wellness centers with less than six full quarters of operating results, and also include pre-opening expenses.
(3) Integration costs and costs of discontinued clinics represent costs related to integrating the acquired businesses including personnel costs such as severance and signing bonuses, consulting costs, contract termination, and IT conversion costs. Additionally in 2021 integration costs include a gain on the sale of the Company’s former headquarters building.
$'s in 000's
Year ended December 31, 2020
December 31, 2020
Products
Services
Unallocated Corporate
Consolidated
Pretax net income (loss)
$
112,027
$
(22,839)
$
(114,502)
$
(25,314)
Adjustments:
Depreciation
4,810
3,775
3,497
12,082
Interest, net
-
-
22,807
22,807
Amortization
-
-
12,815
12,815
Acquisition costs(1)
-
-
2,620
2,620
Stock based compensation expense
-
-
9,170
9,170
Non same-store adjustment(2)
-
16,354
-
16,354
Integration costs and costs of discontinued clinics(3)
-
-
9,776
9,776
Litigation expenses
-
-
1,006
1,006
COVID-19 related costs(4)
6,097
-
6,476
Adjusted EBITDA
$
117,216
$
3,387
$
(52,811)
$
67,792
(1) Acquisition costs include legal, accounting, banking, consulting, diligence, and other costs related to completed and contemplated acquisitions.
(2) Non same-store revenue and costs relate to our Services Segment wellness centers with less than six full quarters of operating results, and also include pre-opening expenses.
(3) Integration costs and costs of discontinued clinics represent costs related to integrating the acquired businesses including personnel costs such as severance and signing bonuses, consulting costs, contract termination, and IT conversion costs. These costs are primarily in the Products segment and the corporate segment for personnel costs, legal and consulting expenses, and IT costs.
(4) Costs related to maintaining service segment infrastructure, staffing, and overhead related to clinics and wellness centers closed due to COVID-19 related health and safety initiatives. Product segment and unallocated corporate costs related to incremental wages paid to essential workers and sanitation costs due to COVID.
Consolidated Non-GAAP Financial Measures
EBITDA and Adjusted EBITDA are non-GAAP financial measures. EBITDA represents net income before interest, income taxes and depreciation and amortization. Adjusted EBITDA represents EBITDA plus adjustments for transactions that management does not believe are representative of our core ongoing business. Adjusted EBITDA is utilized by management: (i) as a factor in evaluating management’s performance when determining incentive compensation and (ii) to evaluate the effectiveness of our business strategies.
The Company presents EBITDA because it is a necessary component for computing Adjusted EBITDA. We believe that the use of EBITDA and Adjusted EBITDA provides an additional tool for investors to use in evaluating ongoing operating results and trends. In addition, you should be aware when evaluating EBITDA and Adjusted EBITDA that in the future we may incur expenses similar to those excluded when calculating these measures. Our presentation of these measures should not be construed as an inference that our future results will be unaffected by these or other unusual or non-recurring items. Our computation of EBITDA and Adjusted EBITDA may not be comparable to other similarly titled measures computed by other companies, because all companies do not calculate EBITDA and Adjusted EBITDA in the same manner.
Our management does not, and you should not, consider EBITDA or Adjusted EBITDA in isolation or as an alternative to financial measures determined in accordance with GAAP. The principal limitation of EBITDA and Adjusted EBITDA is that they exclude significant expenses and income that are required by GAAP to be recorded in our financial statements. Some of these limitations are:
● EBITDA does not reflect our cash expenditures, or future requirements, for capital expenditures or contractual commitments;
● EBITDA does not reflect changes in, or cash requirements for, our working capital needs;
● EBITDA does not reflect the interest expenses, or the cash requirements necessary to service interest or principal payments, on our debts;
● although depreciation and amortization are non-cash charges, the assets being depreciated and amortized will often have to be replaced in the future, and Adjusted EBITDA does not reflect any cash requirements for such replacements;
● Adjusted EBITDA does not reflect the impact of certain cash charges resulting from matters we consider not to be indicative of our ongoing core operations; and
● Other companies in our industry may calculate Adjusted EBITDA differently than we do, limiting its usefulness as a comparative measure.
Because of these limitations, EBITDA and Adjusted EBITDA should not be considered in isolation or as a substitute for performance measures calculated in accordance with GAAP. We compensate for these limitations by relying primarily on our GAAP results and using EBITDA and Adjusted EBITDA only supplementally. You should review the reconciliations of net loss to EBITDA and Adjusted EBITDA below and not rely on any single financial measure to evaluate our business.
The following table reconciles net loss to EBITDA and Adjusted EBITDA for the periods presented.
For the years ended
December 31, 2021
December 31, 2020
December 31 2019
Net loss
$
(16,383)
(85,727)
$
(14,302)
Plus:
Tax expense (benefit)
3,869
60,413
(3,309)
Depreciation
14,366
12,082
9,139
Amortization
22,336
12,815
5,994
Interest
24,696
22,807
14,495
EBITDA
$
48,884
$
22,390
$
12,017
Acquisition costs(1)
2,620
6,147
Integration costs and costs of discontinued clinics(2)
(142)
9,776
3,788
Loss on debt extinguishment and related costs
6,438
-
-
SKU rationalization(3)
-
-
6,482
Purchase accounting adjustment to inventory
-
-
4,805
Stock based compensation expense
9,428
9,170
7,355
Fair value adjustment of contingent note(4)
-
-
7,320
Non same-store adjustment(5)
23,159
16,354
12,232
Litigation expenses
4,105
1,006
COVID-19 related costs(6)
-
6,476
-
CFO Transition
-
-
Adjusted EBITDA
$
92,892
$
67,792
$
60,675
(1) Acquisition costs include legal, accounting, banking, consulting, diligence, and costs related to completed and contemplated acquisitions.
(2) Integration costs and costs of discontinued clinics represent costs related to integrating the acquired businesses including personnel costs such as severance and signing bonuses, consulting costs, contract termination, and IT conversion costs. These costs are primarily in the Products segment and the corporate segment for personnel costs, legal and consulting expenses, and IT costs.
(3) SKU rationalization relates to the disposal of or reserve to estimated net realizable value for inventory that will either no longer be sold, or will be de-emphasized, as the Company aligns brands between Legacy PetIQ brands and brands acquired as part of the Perrigo Animal Health Acquisition. All costs are included in the Products segment gross margin.
(4) Fair value adjustment on the contingent note represents the non cash adjustment to mark the 2019 Contingent Note to fair value.
(5) Non same-store revenue and costs relate to our Services segment and are from wellness centers, host partners, and regions with less than six full quarters of operating results, includes pre-opening expenses.
(6) Costs related to maintaining service segment infrastructure, staffing, and overhead related to clinics and wellness centers closed due to COVID-19 related health and safety initiatives. Product segment and unallocated corporate costs related to incremental wages paid to essential workers and sanitation costs due to COVID.
Financial Condition, Liquidity, and Capital Resources
Historically, our primary sources of liquidity have been cash flow from operations, borrowings, and equity contributions. As of December 31, 2021 and December 31, 2020, our cash and cash equivalents were $79.4 million and $33.5 million, respectively. As of December 31, 2021, we had an unused revolving credit facility with availability of $125.0 million, $298.5 million outstanding under a term loan, $143.8 million of outstanding 4.0% Convertible Senior Notes due 2026 (the “Notes”), and $23.5 million in other debt. The debt agreements bear interest at rates between 2.1% and 4.75%.
Our primary cash needs are for working capital and to support our growth plans, which may include acquisitions. Our maintenance capital expenditures have typically been less than 1.0% of net sales, but we may make additional capital expenditures as necessary to support our growth, such as the investment in additional veterinary clinics that is currently ongoing or the construction of new corporate headquarters, which was completed in 2021. Our primary working capital requirements are to carry inventory and receivable levels necessary to support our increasing Product net sales. Fluctuations in working capital are primarily driven by the timing of new product launches and seasonal retailer demand. As of December 31, 2021 and December 31, 2020, we had working capital (current assets less current liabilities) of $200.5 million and $141.2 million, respectively.
We believe that our operating cash flow, cash on hand, and debt proceeds from our borrowings under our credit facility will be adequate to meet our operating, investing, and financing needs for the foreseeable future. To the extent additional funds are necessary to meet long-term liquidity needs as we continue to execute our business strategy, we anticipate that they will be obtained through the incurrence of additional indebtedness, additional equity financings or a combination of these potential sources of funds, although we can provide no assurance that these sources of funding will be available on reasonable terms. As in the past, we will continue to explore opportunities to optimize our capital structure.
Cash Flows
Cash provided by or used in Operating Activities
Net cash provided by operating activities was $23.8 million for the year ended December 31, 2021, compared to $4.6 million used in operating activities for the year ended December 31, 2020. The change in operating cash flows primarily reflects higher pre-tax earnings, lower non-cash items primarily due to the lower deferred tax adjustment, and improvement in cash used in working capital. Working capital changes are driven by lower growth in accounts receivable, lower inventory due to timing and composition of expected sales in 2022, partially offset by reduction in accounts payable changes.
Cash used in Investing Activities
Net cash used in investing activities was $26.1 million for the year ended December 31, 2021, compared to $118.0 million for the year ended December 31, 2020. The decrease in net cash used in investing activities is primarily a result of the acquisition of Capstar® in the prior year with no similar acquisition occurring in 2021, partially offset by increased purchase of property, plant, and equipment, primarily to support the launch of additional wellness centers and the construction of the new corporate headquarters.
Cash provided by Financing Activities
Net cash provided by financing activities was $48.3 million for the year ended December 31, 2021, compared to $128.8 million in net cash provided by financing activities for the year ended December 31, 2020. The change in cash provided by financing activities is primarily driven by the Company’s issuance of Notes and the purchase of capped call options to finance the Capstar Acquisition in the prior year with only the refinance transaction occurring in 2021.
Description of Indebtedness
For a discussion of our “Indebtedness,” refer to Note 5 - “Debt” in the notes to our audited consolidated financial statements of this Annual Report.
Off-Balance Sheet Arrangements
We do not have any off-balance sheet arrangements.
Critical Accounting Policies and Estimates
Our management’s discussion and analysis of financial condition and results of operations is based on our financial statements, which have been prepared in accordance with accounting principles generally accepted in the United States, or GAAP. The preparation of these financial statements requires us to make estimates and assumptions that affect the reported amounts of assets and liabilities and the disclosure of contingent assets and liabilities at the date of the financial statements, as well as the revenue and expenses incurred during the reported periods. On an ongoing basis, we evaluate our estimates and judgments, including those related to accrued expenses and stock-based compensation. We base our estimates on historical experience and on various other factors that we believe are reasonable under the circumstances, the results of which form the basis for making judgments about the carrying value of assets and liabilities that are not apparent from other sources. Changes in estimates are reflected in reported results for the period in which they become known. Actual results may differ from these estimates under different assumptions or conditions.
While our significant accounting policies are described in the notes to our financial statements appearing in this Annual Report, we believe that the following critical accounting policies are most important to understanding and evaluating our reported financial results.
Revenue Recognition
The Company recognizes product sales when product control is transferred to the customer, which is generally upon delivery or shipment of goods, depending on terms with a customer. Many customer contracts include some form of variable consideration such as discounts, rebates, and sales returns and allowance. Variable consideration is treated as a reduction in revenue when product revenue is recognized. Depending on the specific type of variable consideration, we use either the expected value or most likely amount method to determine the variable consideration.
Revenue for services is recognized over time as the service is delivered, typically over a single day. Payment is typically rendered at the time of service.
Trade marketing expense, consisting primarily of customer pricing allowances and merchandising funds are offered through various programs to customers and are designed to promote our products. They include the cost of in-store product displays, feature pricing in retailers' advertisements and other temporary price reductions. These programs are offered to our customers both in fixed and variable (rate per case) amounts. The ultimate cost of these programs depends on retailer performance and is subject to management estimates.
Certain retailers require the payment of product introductory fees in order to obtain space for the Company's products on the retailer's store shelves. This cost is typically a lump sum and is determined using the expected value based on the contract between the two parties.
Both trade marketing expense and product introductory fees are recognized as reductions of revenue at the time the transfer of control of the associated products occurs. Accruals for expected payouts, or amounts paid in advance, under these programs are included as other current assets or accounts payable in the Consolidated Balance Sheet.
The Company does not grant a general right of return. However, customers may return defective or non-conforming products. Customer remedies may include either a cash refund or an exchange of the product. As a result, the right of return and related refund liability is estimated and recorded as a reduction in revenue. This return estimate is reviewed and updated each period and is based on historical sales and return experience.
Inventories
Inventories are stated at the lower of cost or net realizable value. Cost is determined on the first-in first-out (“FIFO”) method and includes estimated rebate amounts. The Company maintains reserves for estimated obsolete or unmarketable inventory based on the difference between the cost of inventory and its estimated net realizable value. In estimating the reserves, management considers factors such as excess or slow-moving inventories, product expiration dating, and market conditions. Changes in these conditions may result in additional reserves.
Accounting for Income Taxes
The Company’s annual income tax rate is based on its income, statutory tax rates, changes in prior tax positions and tax planning opportunities available in the various jurisdictions in which it operates. Significant judgment and estimates are required to determine the Company’s annual tax rate and evaluate its tax positions. Despite the Company’s belief that its tax return positions are fully supportable, these positions are subject to challenge, and the Company may not be successful in defending these challenges.
Deferred income taxes arise from temporary differences between the tax basis of assets and liabilities and their reported amounts in the financial statements, which will result in taxable or deductible amounts in the future. In evaluating our ability to recover our deferred tax assets in the jurisdiction from which they arise, we consider all available positive and negative evidence, including scheduled reversals of deferred tax liabilities, projected future taxable income, tax-planning strategies, and results of recent operations. In the event that it is determined that an asset is not more likely than not to be realized, a valuation allowance is recorded against the asset. Valuation allowances related to deferred tax assets can be impacted by changes to tax laws, changes to statutory tax rates and future taxable income levels. In the event the Company were to determine that it would not be able to realize all or a portion of its deferred tax assets in the future, the unrealizable
amount would be charged to earnings in the period in which that determination is made. Conversely, if the Company were to determine that it would be able to realize deferred tax assets in the future in excess of the net carrying amounts, it would decrease the recorded valuation allowance through a favorable adjustment to earnings in the period that the determination was made. The Company has assessed the realizability of the net deferred tax assets as of December 31, 2021 and in that analysis has considered the relevant positive and negative evidence available to determine whether it is more likely than not that some portion or all of the deferred income tax assets will not be realized. The Company believes it is more likely than not that the benefit from the recorded deferred tax assets will not be realized and has recorded a valuation allowance. In future periods, if we conclude we have future taxable income sufficient to recognize the deferred tax assets, we may reduce or eliminate the valuation allowance.

---

ITEM 7A. QUANTITATIVE AND QUALITATIVE DISCLOSURES ABOUT MARKET RISK
Item 7A - Quantitative and Qualitative Disclosures About Market Risk
We are exposed to certain market risks arising from transactions in the normal course of our business. Such risk is principally associated with interest rates. We currently do not enter into derivatives or other financial instruments for trading or speculative purposes.
Interest Rate Risk
We are exposed to changes in interest rates because the indebtedness incurred under our ABL Facility and Term Loan B are variable rate debt. Interest rate changes generally do not affect the market value of our credit agreement but do affect the amount of our interest payments and, therefore, our future earnings and cash flows. As of December 31, 2021, we had variable rate debt of approximately $300.0 million under our ABL Facility and Term Loan B. An increase of 1% would have increased our interest expense for the year ended December 31, 2021 by approximately $2.8 million.

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ITEM 8. FINANCIAL STATEMENTS AND SUPPLEMENTARY DATA
Item 8 - Financial Statements and Supplementary Data
Page
Part I.
Report of Independent Registered Public Accounting Firm
Consolidated Balance Sheets
Consolidated Statements of Operations
Consolidated Statements of Comprehensive Loss
Consolidated Statements of Cash Flows
Consolidated Statements of Stockholders’ Equity
Notes to Consolidated Financial Statements
KPMG LLP
Suite 600
205 North 10th Street
Boise, ID 83702-5798
Report of Independent Registered Public Accounting Firm
To the Stockholders and Board of Directors
PetIQ, Inc.:
Opinion on the Consolidated Financial Statements
We have audited the accompanying consolidated balance sheets of PetIQ, Inc. and subsidiaries (the Company) as of December 31, 2021 and 2020, the related consolidated statements of operations, comprehensive loss, stockholders’ equity, and cash flows for each of the years in the three-year period ended December 31, 2021, and the related notes (collectively, the consolidated financial statements). In our opinion, the consolidated financial statements present fairly, in all material respects, the financial position of the Company as of December 31, 2021 and 2020, and the results of its operations and its cash flows for each of the years in the three-year period ended December 31, 2021, in conformity with U.S. generally accepted accounting principles.
We also have audited, in accordance with the standards of the Public Company Accounting Oversight Board (United States) (PCAOB), the Company’s internal control over financial reporting as of December 31, 2021, based on criteria established in Internal Control - Integrated Framework (2013) issued by the Committee of Sponsoring Organizations of the Treadway Commission, and our report dated March 1, 2022 expressed an unqualified opinion on the effectiveness of the Company’s internal control over financial reporting.
Change in Accounting Principle
As discussed in Note 1 to the consolidated financial statements, the Company has changed its method of accounting for convertible debt as of January 1, 2021 due to the adoption of Accounting Standards Update 2020-06, Debt-Debt with Conversion and Other Options (Subtopic 470-20) and Derivatives and Hedging-Contracts in Entity’s Own Equity (Subtopic 815-40): Accounting for Convertible Instruments and Contracts in an Entity’s Own Equity.
Basis for Opinion
These consolidated financial statements are the responsibility of the Company’s management. Our responsibility is to express an opinion on these consolidated financial statements based on our audits. We are a public accounting firm registered with the PCAOB and are required to be independent with respect to the Company in accordance with the U.S. federal securities laws and the applicable rules and regulations of the Securities and Exchange Commission and the PCAOB.
We conducted our audits in accordance with the standards of the PCAOB. Those standards require that we plan and perform the audit to obtain reasonable assurance about whether the consolidated financial statements are free of material misstatement, whether due to error or fraud. Our audits included performing procedures to assess the risks of material misstatement of the consolidated financial statements, whether due to error or fraud, and performing procedures that respond to those risks. Such procedures included examining, on a test basis, evidence regarding the amounts and disclosures in the consolidated financial statements. Our audits also included evaluating the accounting principles used and significant estimates made by management, as well as evaluating the overall presentation of the consolidated financial statements. We believe that our audits provide a reasonable basis for our opinion.
KPMG LLP, a Delaware limited liability partnership and a member firm of
the KPMG global organization of independent member firms affiliated with
KPMG International Limited, a private English company limited by guarantee.
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Critical Audit Matter
The critical audit matter communicated below is a matter arising from the current period audit of the consolidated financial statements that was communicated or required to be communicated to the audit committee and that: (1) relates to accounts or disclosures that are material to the consolidated financial statements and (2) involved our especially challenging, subjective, or complex judgments. The communication of a critical audit matter does not alter in any way our opinion on the consolidated financial statements, taken as a whole, and we are not, by communicating the critical audit matter below, providing a separate opinion on the critical audit matter or on the accounts or disclosures to which it relates.
Evaluation of deferred tax assets recorded for exchange transactions
As discussed in Note 7 to the consolidated financial statements, the Company holds an economic interest in PetIQ Holdings, LLC (“Holdco”) and consolidates the financial position and results of Holdco. The Company is the sole managing member of Holdco. Holdco is treated as a partnership for U.S. federal income tax purposes with the remaining partners of Holdco (the “LLC Owners”) owning a non-controlling interest. The LLC Owners have an exchange right which grants them the right to exchange a Holdco partnership interest and a PetIQ Class B Common Stock share for a PetIQ Class A Common Stock share. Upon such an exchange, the Company is treated as purchasing an additional interest in Holdco from the LLC Owners in a taxable exchange which generates deferred tax assets as a result of an increase in tax basis for the Company.
We identified the evaluation of deferred tax assets recorded for exchange transactions as a critical audit matter. Complex auditor judgment, including specialized skills and knowledge, was required to evaluate the calculation of the deferred tax assets generated in exchange transactions as a result of the Company’s tax basis in the interest in the Holdco partnership acquired from the LLC Owners.
The following are the primary procedures we performed to address this critical audit matter. We evaluated the design and tested the operating effectiveness of certain internal controls over the deferred tax calculation. This included the internal control over the Company’s calculation of the deferred tax assets generated in exchange transactions. We involved tax professionals with specialized skills and knowledge who assisted in assessing the Company’s application of the relevant tax law for the exchanges, including:
● Evaluating the Company’s application of income tax law related to the tax basis in the interest acquired from the LLC Owners in exchange transactions
● Performing an independent calculation of the tax basis in the interest acquired from the LLC Owners in exchange transactions and comparing it to the Company’s calculation.
We have served as the Company’s auditor since 2014.
Boise, Idaho
March 1, 2022
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PetIQ, Inc.
Consolidated Balance Sheets
(In 000’s except for per share amounts)
As adjusted (Note1)
December 31, 2021
December 31, 2020
Current assets
Cash and cash equivalents
$
79,406
$
33,456
Accounts receivable, net
113,947
102,755
Inventories
96,440
97,773
Other current assets
8,896
8,312
Total current assets
298,689
242,296
Property, plant and equipment, net
76,613
63,146
Operating lease right of use assets
20,489
20,122
Other non-current assets
2,024
1,870
Intangible assets, net
190,662
213,000
Goodwill
231,110
231,158
Total assets
$
819,587
$
771,592
Liabilities and equity
Current liabilities
Accounts payable
$
55,057
$
68,131
Accrued wages payable
12,704
10,540
Accrued interest payable
3,811
Other accrued expenses
11,680
8,815
Current portion of operating leases
6,500
4,915
Current portion of long-term debt and finance leases
8,350
7,763
Total current liabilities
98,102
101,067
Operating leases, less current installments
14,843
15,789
Long-term debt, less current installments
448,470
403,591
Finance leases, less current installments
2,493
3,338
Other non-current liabilities
1,397
Total non-current liabilities
466,265
424,115
Equity
Additional paid-in capital
368,006
319,642
Class A common stock, par value $0.001 per share, 125,000 shares authorized; 29,139 and 25,711 shares issued and outstanding, respectively
Class B common stock, par value $0.001 per share, 100,000 shares authorized; 272 and 3,040 shares issued and outstanding, respectively
-
Accumulated deficit
(114,525)
(98,558)
Accumulated other comprehensive loss
(684)
(686)
Total stockholders' equity
252,826
220,427
Non-controlling interest
2,394
25,983
Total equity
255,220
246,410
Total liabilities and equity
$
819,587
$
771,592
See accompanying notes to the consolidated financial statements.
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PetIQ, Inc.
Consolidated Statements of Operations
(In 000’s except for per share amounts)
For the Year Ended December 31,
As adjusted (Note1)
Product sales
$
825,395
$
725,705
$
617,118
Services revenue
107,133
54,346
92,313
Total net sales
932,528
780,051
709,431
Cost of products sold
646,402
584,401
530,031
Cost of services
99,733
60,462
72,017
Total cost of sales
746,135
644,863
602,048
Gross profit
186,393
135,188
107,383
Operating expenses
Selling, General and administrative expenses
170,521
138,375
103,200
Contingent note revaluation loss
-
-
7,320
Operating (loss) income
15,872
(3,187)
(3,137)
Interest expense, net
24,696
22,807
14,495
Foreign currency (gain) loss, net
(109)
Loss on debt extinguishment
5,453
-
-
Other (expense), net
(1,922)
(571)
(172)
Total other expense, net
28,386
22,127
14,474
Pretax net loss
(12,514)
(25,314)
(17,611)
Income tax benefit (expense)
(3,869)
(60,413)
3,309
Net loss
(16,383)
(85,727)
(14,302)
Net loss attributable to non-controlling interest
(416)
(3,072)
(2,849)
Net loss attributable to PetIQ, Inc.
$
(15,967)
$
(82,655)
$
(11,453)
Net loss per share attributable to PetIQ, Inc. Class A common stock
Basic
$
($ 0.57)
$
($ 3.36)
$
($ 0.51)
Diluted
$
($ 0.57)
$
($ 3.36)
$
($ 0.51)
Weighted average shares of Class A common stock outstanding
Basic
28,242
24,629
22,652
Diluted
28,242
24,629
22,652
See accompanying notes to the consolidated financial statements.
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PetIQ, Inc.
Consolidated Statements of Comprehensive Loss
($’s in 000’s)
For the Year Ended December 31,
As adjusted (Note1)
Net loss income
$
(16,383)
$
(85,727)
$
(14,302)
Foreign currency translation adjustment
(65)
Comprehensive loss
(16,448)
(85,364)
(13,936)
Comprehensive loss attributable to non-controlling interest
(417)
(3,049)
(2,777)
Comprehensive loss attributable to PetIQ
$
(16,031)
$
(82,315)
$
(11,159)
See accompanying notes to the consolidated financial statements.
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PetIQ, Inc.
Consolidated Statements of Cash Flows
($’s in 000’s)
For the Year Ended December 31,
As adjusted (Note1)
Cash flows from operating activities
Net loss
$
(16,383)
$
(85,727)
$
(14,302)
Adjustments to reconcile net loss to net cash provided by (used in) operating activities
Depreciation, amortization of intangible assets and loan fees
39,300
27,483
16,509
Loss on debt extinguishment
5,453
-
-
Gain on disposition of property, plant, and equipment
(1,183)
(238)
(189)
Stock based compensation expense
9,428
9,170
7,355
Deferred tax adjustment
3,487
59,708
(3,458)
Termination of supply agreement
-
7,801
-
Contingent note revaluation
-
-
7,320
Other non-cash activity
Changes in assets and liabilities
Accounts receivable
(11,197)
(31,652)
(14,123)
Inventories
1,283
(17,846)
30,448
Other assets
(1,380)
(1,619)
Accounts payable
(12,131)
17,435
(7,595)
Accrued wages payable
2,194
1,424
2,800
Other accrued expenses
4,663
7,121
(2,718)
Net cash provided by (used in) operating activities
23,767
(4,601)
20,833
Cash flows from investing activities
Proceeds from disposition of property, plant, and equipment
5,132
Purchase of property, plant, and equipment
(31,270)
(22,392)
(10,276)
Purchase of Capstar and related intangibles
-
(96,072)
-
Business acquisitions (net of cash acquired)
-
-
(185,090)
Net cash used in investing activities
(26,138)
(118,022)
(195,026)
Cash flows from financing activities
Proceeds from issuance of convertible notes
-
143,750
-
Payment for Capped Call options
-
(14,821)
-
Proceeds from issuance of long-term debt
642,568
837,675
818,387
Principal payments on long-term debt
(597,071)
(838,073)
(676,509)
Payment of financing fees on Convertible Notes
-
(5,884)
-
Tax distributions to LLC Owners
(70)
(47)
(1,686)
Principal payments on finance lease obligations
(1,926)
(1,965)
(1,547)
Payment of deferred financing fees and debt discount
(7,656)
(550)
(5,790)
Tax withholding payments on Restricted Stock Units
(937)
(595)
(114)
Exercise of options to purchase class A common stock
13,426
9,274
2,318
Net cash provided by financing activities
48,334
128,764
135,059
Net change in cash and cash equivalents
45,963
6,141
(39,134)
Effect of exchange rate changes on cash and cash equivalents
(13)
Cash and cash equivalents, beginning of period
33,456
27,272
66,360
Cash and cash equivalents, end of period
$
79,406
$
33,456
$
27,272
See accompanying notes to the consolidated financial statements.
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PetIQ, Inc.
Consolidated Statements of Cash Flows
($’s in 000’s)
For the Year Ended December 31,
Supplemental cash flow information
Interest paid
$
19,189
$
19,402
$
13,632
Net change in property, plant, and equipment acquired through accounts payable
(1,814)
Finance lease additions
1,191
2,019
3,006
Net change of deferred tax asset from step-up in basis
3,348
-
12,381
Income taxes paid, net of refunds
Accrued tax distribution
(434)
Issuance of note for termination, settlement, and asset acquisition agreement
-
17,487
-
Purchase of intangible assets from note issuance
-
(9,686)
-
See accompanying notes to the consolidated financial statements.
PetIQ, Inc.
Consolidated Statements of Stockholders’ Equity
(In 000’s)
Accumulated
Other
Additional
Accumulated
Comprehensive
Paid-in
Non-controlling
Total
Deficit
Loss
Class A Common
Class B Common
Capital
Interest
Equity
Shares
Dollars
Shares
Dollars
Balance - January 1, 2019
$
(4,450)
$
(1,316)
21,620
$
6,547
$
$
262,219
$
64,496
$
320,977
Exchange of LLC Interests held by LLC Owners
-
(109)
1,794
(1,794)
(1)
17,299
(17,190)
-
Net increase in deferred tax asset from LLC Interest transactions
-
-
-
-
-
-
12,381
-
12,381
Accrued tax distributions
-
-
-
-
-
-
-
(786)
(786)
Other comprehensive income
-
-
-
-
-
-
Stock based compensation expense
-
-
-
-
-
-
5,902
1,453
7,355
Exercise of Options to purchase Common Stock
-
-
-
-
-
2,318
-
2,318
Issuance of stock vesting of RSU's
-
-
-
-
-
-
-
-
Net (loss)
(11,453)
-
-
-
-
-
-
(2,849)
(14,302)
Balance - December 31, 2019
$
(15,903)
$
(1,131)
23,554
$
4,752
$
$
300,120
$
45,196
$
328,310
Exchange of LLC Interests held by LLC Owners
-
1,712
(1,712)
(2)
15,725
(15,830)
-
Payment for capped call share options
-
-
-
-
-
-
(12,803)
(2,018)
(14,821)
Accrued tax distributions
-
-
-
-
-
-
-
Other comprehensive income
-
-
-
-
-
-
Stock based compensation expense
-
-
-
-
-
-
7,921
1,249
9,170
Exercise of Options to purchase Common Stock
-
-
-
-
-
9,274
-
9,274
Issuance of stock vesting of RSU's, net of tax withholdings
-
-
-
-
-
(595)
-
(595)
Net (loss)
(82,655)
-
-
-
-
-
-
(3,072)
(85,727)
Balance - December 31, 2020 As adjusted (Note 1)
$
(98,558)
$
(686)
25,711
$
3,040
$
$
319,642
$
25,983
$
246,410
Exchange of LLC Interests held by LLC Owners
-
2,768
(2,768)
(3)
23,531
(23,597)
-
Net increase in deferred tax asset from LLC Interest transactions
-
-
-
-
-
-
3,235
3,348
Accrued tax distributions
-
-
-
-
-
-
-
(7)
(7)
Other comprehensive income
-
(64)
-
-
-
-
-
(1)
(65)
Stock based compensation expense
-
-
-
-
-
-
9,109
9,428
Exercise of Options to purchase common stock
-
-
-
-
-
13,426
-
13,426
Issuance of stock vesting of RSU's, net of tax withholdings
-
-
-
-
-
(937)
-
(937)
Net (loss)
(15,967)
-
-
-
-
-
-
(416)
(16,383)
Balance - December 31, 2021
$
(114,525)
$
(684)
29,139
$
$
-
$
368,006
$
2,394
$
255,220
Note that certain figures shown in the table above may not recalculate due to rounding.
See accompanying notes to the consolidated financial statements.
Notes to the consolidated financial statements
Note 1 - Principal Business Activity and Significant Accounting Policies
Principal Business Activity and Principals of Consolidation
PetIQ is a leading pet medication and wellness company delivering a smarter way for pet parents to help their pets live their best lives through convenient access to affordable veterinary products and services. We engage with customers through more than 60,000 points of distribution across retail and e-commerce channels with our branded and distributed medications as well as health and wellness items, which are further supported by our world-class medications manufacturing facility in Omaha, Nebraska and health and wellness manufacturing facility in Springville, Utah. Our national veterinarian service platform operates in over 2,900 retail partner locations in 42 states providing cost effective and convenient veterinary wellness services. PetIQ believes that pets are an important part of the family and deserve the best products and care we can provide.
PetIQ has two reporting segments: (i) Products; and (ii) Services. The Products segment consists of the manufacturing and distribution business. The Services segment consists of veterinary services, and related product sales, provided by the Company directly to consumers.
PetIQ is the managing member of PetIQ Holdings, LLC (“Holdco”), a Delaware limited liability company, which is the sole member of PetIQ, LLC (“Opco”) and, through Holdco, operate and control all the business and affairs of Opco.
The consolidated financial statements include the accounts of the Company and all majority-owned subsidiaries. All intercompany transactions and balances have been eliminated in consolidation.
Use of Estimates
The preparation of consolidated financial statements in conformity with U.S. Generally Accepted Accounting Principles (“U.S. GAAP”) requires management to make estimates and assumptions that affect the reported amounts of assets and liabilities and disclosure of contingent assets and liabilities at the date of the consolidated financial statements and the reported amounts of sales and expenses during the reporting period. Actual results could differ from those estimates. Significant items subject to such estimates and assumptions include the useful lives of property, plant, and equipment and intangible assets; the valuation of property, plant, and equipment, intangible assets and goodwill, the valuation of assets and liabilities in connection with acquisitions, the valuation of deferred tax assets, the valuation of inventories, and reserves for legal contingencies.
Fair Value of Financial Instruments
Fair value is defined as the price that would be received to sell an asset or paid to transfer a liability (an exit price) in an orderly transaction between market participants at the reporting date. The accounting guidance establishes a three-tiered hierarchy, which prioritizes the inputs used in the valuation methodologies in measuring fair value:
Level 1-Quoted prices in active markets for identical assets or liabilities.
Level 2-Inputs other than Level 1 that are observable, either directly or indirectly, such as quoted prices in markets that are not active; or other inputs that are observable or can be corroborated by observable market data for substantially the full term of the assets or liabilities.
Level 3-Unobservable inputs that are supported by little or no market activity and that are significant to the fair value of the assets or liabilities.
The categorization of a financial instrument within the valuation hierarchy is based on the lowest level of input that is significant to the fair value measurement.
The carrying amounts of the Company’s financial instruments, including cash and cash equivalents, accounts receivable, accounts payable and accrued liabilities, are at cost, which approximates fair value due to their relatively short maturities.
A portion of the purchase price for the acquisition of Community Veterinary Clinics, LLC d/b/a VIP Petcare (“VIP” and such acquisition, the “VIP Acquisition”) was structured in the form of Contingent Notes.
The Contingent Notes began bearing interest at a fixed rate of 6.75%, with the balance payable July 17, 2023. The Company fully repaid the Contingent Notes as part of the refinance activity described in Note 5 - Debt.
Cash and Cash Equivalents
Cash equivalents consist of highly liquid investments with an original maturity of three months or less at the date of acquisition. All credit card, debit card and electronic transfer transactions that process in less than seven days are classified as cash and cash equivalents. The Company maintains its cash accounts in various deposit accounts, the balances of which at times exceeded federal deposit insurance limits during the periods presented.
Receivables and Credit Policy
Trade receivables due from customers are uncollateralized customer obligations due under normal trade terms requiring payment within 45 days from the invoice date. Accounts receivable are stated at the amount billed to the customer, net of discounts and estimated deductions. The Company does not have a policy for charging interest on overdue customer account balances. The Company provides an allowance for credit losses equal to expected losses. The Company’s estimate is based on historical collection experience, a review of the current status of trade accounts receivable and known current economic conditions including the current and expected impact of COVID-19. Payments of trade receivables are allocated to the specific invoices identified on the customer’s remittance advice.
Other receivables consists of various receivables due from vendors, banking partners, and government agencies.
Accounts receivable consists of the following as of:
$'s in 000's
December 31, 2021
December 31, 2020
Trade receivables
$
108,049
$
96,381
Other receivables
6,405
7,094
114,454
103,475
Less: Allowance for doubtful accounts
(507)
(720)
Total accounts receivable, net
$
113,947
$
102,755
Inventories
Inventories are stated at the lower of cost or net realizable value. Cost is determined on the first-in first-out (“FIFO”) method and includes estimated rebate amounts. The Company maintains reserves for estimated obsolete or unmarketable inventory based on the difference between the cost of inventory and its estimated net realizable value. In estimating the reserves, management considers factors such as excess or slow-moving inventories, product expiration dating, and market conditions. Changes in these conditions may result in additional reserves. Major components of inventories consist of the following as of:
$'s in 000's
December 31, 2021
December 31, 2020
Raw materials
$
16,564
$
15,761
Work in progress
1,650
2,273
Finished goods
78,226
79,739
Total inventories
$
96,440
$
97,773
Property, Plant, and Equipment
Property, plant, and equipment are recorded at cost. Expenditures for improvements that significantly add to the productive capacity or extend the useful life of an asset are capitalized. Expenditures for maintenance and repairs are charged to expense as incurred. Long-lived assets are reviewed for impairment whenever events or changes in circumstances indicate that the carrying amount of an asset may not be recoverable.
Depreciation and amortization is provided using the straight-line method, based on estimated useful lives of the assets, except for leasehold improvements and finance leased assets which are depreciated over the shorter of the expected useful life or the lease term. Depreciation and amortization expense is recorded in cost of sales and selling, general and administrative expenses in the consolidated statements of operations, depending on the use of the asset. The estimated useful lives of property, plant, and equipment are as follows:
Computer equipment and software
3 years
Vehicle and vehicle accessories
3-5 years
Buildings
33 years
Equipment
2-15 years
Leasehold improvements
2-15 years
Furniture and fixtures
5-10 years
Goodwill and Intangible Assets
Goodwill is the excess of the consideration paid over the fair value of specifically identifiable assets, liabilities and contingent liabilities in a business combination. Intangible assets acquired are recorded at estimated fair value. Goodwill and intangible assets deemed to have indefinite lives are not amortized, but are tested for impairment annually during the fourth quarter, and at any time when events suggest an impairment more likely than not occurred.
To assess goodwill for impairment, the Company, depending on relevant facts and circumstances, performs either a qualitative assessment or a quantitative analysis utilizing a discounted cash flow valuation model. In performing the qualitative assessment, the Company evaluates relevant factors such as macroeconomic conditions, industry and market considerations, cost factors and overall financial performance, as well as company and reporting unit specific items. If, after assessing these qualitative factors, the Company determines that it is more likely than not that the carrying value of the reporting unit is less than its fair value, then no further testing is required. In performing a quantitative analysis, the Company determines the fair value of a reporting unit using management’s assumptions about future cash flows based on long-range strategic plans. This approach incorporates many assumptions including discount rates and future growth rates. In the event the carrying amount of a reporting unit exceeded its fair value, an impairment loss would be recognized.
Indefinite-lived intangible assets are tested for impairment utilizing either a qualitative assessment or a quantitative analysis. For a qualitative assessment, the Company identifies and considers relevant key factors, events, and circumstances to determine whether it is necessary to perform a quantitative impairment test. The key factors considered include macroeconomic, industry, and market conditions, as well as the asset's actual and forecasted results. For the quantitative impairment tests, the Company compares the carrying amounts to the current fair market values. Intangible assets with definite lives are amortized over their estimated useful lives to reflect the pattern over which the economic benefits of the intangible assets are consumed. Definite-lived intangible assets are also evaluated for impairment when impairment indicators are present.
No impairment charge was recorded for the years ended December 31, 2021, 2020, and 2019.
Convertible Debt
On May 19, 2020, we issued $143.8 million aggregate principal amount of Convertible Notes due 2026 (the “Notes”). See Note 5 - “Debt.” Simultaneously, with the issuance of the Notes, we bought capped call options from certain financial institutions to minimize the impact of potential dilution of our Class A common stock upon conversion of the Notes. The premium for the capped call options was recorded as additional paid-in capital in our consolidated balance sheets as the options are settleable in our Class A common stock.
Effective January 1, 2021, we adopted ASU 2020-06 using the full retrospective approach. As a result of this adoption, we have de-recognized the equity component of the Notes and therefore no longer recognize any amortization of that component as interest expense (see below, Adopted Accounting Standard Update).
Revenue Recognition
When Performance Obligations Are Satisfied
A performance obligation is a promise in a contract to transfer a distinct good or service to the customer and is the unit of account for revenue recognition. A contract’s transaction price is allocated to each distinct performance obligation and recognized as revenue when, or as, the performance obligation is satisfied. The Company’s performance obligations are product sales and the delivery of veterinary services.
Revenue is generally recognized for product sales on a point in time basis when product control is transferred to the customer. In general, control transfers to the customer when the product is shipped or delivered to the customer based upon applicable shipping terms, as the customer can direct the use and obtain substantially all of the remaining benefits from the asset at this point in time.
The Company determined that certain products manufactured to a customer’s specifications do not have an alternative future use at a reasonable profit margin due to costs associated with reworking, transporting and repackaging these products. These products are produced subject to purchase orders that include an enforceable right to payment. Therefore the Company determined that revenue on these products would be recognized over time, as the products are produced. This represents a minor subset of the products the Company manufactures.
Revenue for services is recognized over time as the service is delivered, typically over a single day. Payment is typically rendered at the time of service. Customer contracts generally do not include more than one performance obligation. When a contract does contain more than one performance obligation, we allocate the contract’s transaction price to each performance obligation based on its relative standalone selling price. The standalone selling price for each distinct good is generally determined by directly observable data. The Company began offering subscription based veterinary service plans called Smart Care Plans to customers of the Services segment in 2021, however total activity during the year ended December 31, 2021 was immaterial.
The performance obligations in our contracts are satisfied within one year. As such, we have not disclosed the transaction price allocated to remaining performance obligations as of December 31, 2021 and 2020.
Variable Consideration
In addition to fixed contract consideration, most contracts include some form of variable consideration. The most common forms of variable consideration include discounts, rebates, and sales returns and allowances. Variable consideration is treated as a reduction in revenue when product revenue is recognized. Depending on the specific type of variable consideration, we use either the expected value or most likely amount method to determine the variable consideration. We believe there will not be significant changes to our estimates of variable consideration when any related uncertainties are resolved with our customers. The Company reviews and updates its estimates and related accruals of variable consideration each period based on the terms of the agreements, historical experience, and any recent changes in the market. Any uncertainties in the ultimate resolution of variable consideration due to factors outside of the Company’s influence are typically resolved within a short timeframe therefore not requiring any additional constraint on the variable consideration.
Trade marketing expense, consisting primarily of customer pricing allowances and merchandising funds are offered through various programs to customers and are designed to promote our products. They include the cost of in-store product displays, feature pricing in retailers' advertisements and other temporary price reductions. These programs are offered to our customers both in fixed and variable (rate per case) amounts. The ultimate cost of these programs depends on retailer performance and is subject to management estimates.
Certain retailers require the payment of product introductory fees in order to obtain space for the Company's products on the retailer's store shelves. This cost is typically a lump sum and is determined using the expected value based on the contract between the two parties.
Both trade marketing expense and product introductory fees are recognized as reductions of revenue at the time the transfer of control of the associated products occurs. Accruals for expected payouts, or amounts paid in advance, under these programs are included as accounts payable or other current assets in the consolidated balance sheets.
Significant Payment Terms
Our customer contracts identify the product, quantity, price, payment and final delivery terms. Payment terms usually include early pay discounts. We grant payment terms consistent with industry standards. Although some payment terms may be more extended, no terms beyond one year are granted at contract inception. As a result, we do not adjust the promised amount of consideration for the effects of a significant financing component because the period between our transfer of a promised good or service to a customer and the customer’s payment for that good or service will be one year or less.
Shipping and other costs
All shipping and handling costs associated with outbound freight are accounted for as fulfillment costs and are included in the cost of sales. This includes shipping and handling costs after control over a product has transferred to a customer.
Sales tax collected from customers and remitted to governmental authorities is not included in revenue and is reflected as a liability on the Company’s consolidated balance sheets.
Warranties & Returns
PetIQ provides all customers with a standard or assurance type warranty. Either stated or implied, the Company provides assurance the related products will comply with all agreed-upon specifications and other warranties provided under the law. No significant services beyond an assurance warranty are provided to customers.
The Company does not grant a general right of return. However, customers may return defective or non-conforming products. Customer remedies may include either a cash refund or an exchange of the product. As a result, the right of return and related refund liability is estimated and recorded as a reduction in revenue. This return estimate is reviewed and updated each period and is based on historical sales and return experience.
Contract balances
Contract asset and liability balances as of December 31, 2021 and 2020 are immaterial. The Company does not have significant deferred revenue or unbilled receivable balances.
Cost of Services
Cost of Services are comprised of all service and product costs related to the delivery of veterinary services, including but not limited to, salaries and contract costs of veterinarians, technicians and other clinic based personnel, transportation and delivery costs, rent, occupancy costs, supply costs, depreciation and amortization of clinic assets, certain marketing and promotional expenses and costs of goods sold.
Research and Development and Advertising Costs
Research and development and advertising costs are expensed as incurred and are included in selling, general and administrative expenses. Research and development costs amounted to $8.0 million, $2.3 million, and $1.3 million and advertising costs were $16.2 million, $10.1 million, and $4.5 million for the years ended December 31, 2021, 2020, and 2019, respectively.
Collaboration Agreements
Through the Perrigo Animal Health Acquisition, we entered into a product development and asset purchase agreement with a third party for certain product formulations in development by the third party. During the year ended December 31, 2021, the Company opted out of the arrangement for two of the product formulations, which reduced the amount potentially payable under the agreement. The Company may make payments of up to $5.3 million over the course of the next several years contingent on achievement of certain development and regulatory approval milestones on the remaining product formulation in development. Product development costs are expensed as incurred or as milestone payments become probable. There can be no assurance that this product will be approved by the U.S. Food and Drug Administration (“FDA”) on the anticipated schedule or at all. Consideration paid after FDA approval will be capitalized and amortized to cost of goods sold over the economic life of each product. The expenses paid prior to FDA approval will be included in selling, general and administrative expenses on the consolidated statements of operations. The Company accrued $2.0 million in research and development expense within accounts payable in the consolidated balance sheets related to the agreement as a milestone was determined to be probable during the year ended December 31, 2021. There were no expenses incurred under the agreement for the periods ended December 31, 2020 and 2019.
Litigation
The Company is subject to various legal proceedings, claims, litigation, investigations and contingencies arising out of the ordinary course of business. If the likelihood of an adverse legal outcome is determined to be probable and the amount of loss is estimable, then a liability is accrued in accordance with accounting guidance for Contingencies. If the assessment indicates a potentially material loss contingency is not probable but is reasonably possible, or is probable but cannot be estimated, then the nature of the contingent liability, together with an estimate of the range of possible loss if determinable and material, is disclosed. The Company consults with both internal and external legal counsel related to litigation. See Note 13 for more information.
Stock based compensation
The Company expenses employee share-based awards under ASC Topic 718, Compensation-Stock Compensation, which requires compensation cost for the grant-date fair value of share-based awards to be recognized over the requisite service period. Stock options granted to executives and other employees are valued using the Black-Scholes option pricing model. See Note 9 for more information.
Accounting for Income Taxes
The Company uses the asset and liability approach for financial accounting and reporting of income taxes. Deferred income taxes reflect the net tax effect of temporary differences between the carrying amount of assets and liabilities for financial reporting purposes and the amounts used for income tax purposes. Deferred taxes are measured using rates expected to apply to taxable income in years in which those temporary differences are expected to reverse. The effect of a change in tax rates on deferred tax assets and liabilities is recognized in income in the period that includes the enactment date.
We recognize deferred tax assets to the extent that we believe that these assets are more likely than not to be realized. In making such a determination, we consider all available positive and negative evidence, including future reversals of existing taxable temporary differences, projected future taxable income, tax-planning strategies, and results of recent operations. If we determine that we would be able to realize our deferred tax assets in the future in excess of their net recorded amount, we would make an adjustment to the deferred tax asset valuation allowance, which would reduce the provision for income taxes.
The Company uses a two-step process for the measurement of uncertain tax positions that have been taken or are expected to be taken in a tax return. The first step is a determination of whether the tax position should be recognized in the consolidated financial statements. The second step determines the measurement of the tax position. The Company records potential interest and penalties on uncertain tax positions as a component of income tax expense.
Interest expense, net
Interest expense, net, is comprised primarily of interest expense related to (i) our debt agreements, (ii) unused line fees, (iii) amortization of deferred loan fees and discounts, (iv) finance lease obligations and the mortgage note outstanding, offset by interest income earned on our demand deposits and other assets. Interest expense was $24.7 million, $22.8 million, and $14.9 million for the years ended December 31, 2021, 2020, and 2019, respectively, offset by $0.0 million, $0.0 million, and $0.4 million of interest income, respectively.
Non-controlling interest
The non-controlling interests on the consolidated statements of operations represents the portion of earnings or loss attributable to the economic interest in the Company’s subsidiary, Holdco, held by the non-controlling holders of Class B common stock and limited liability company interests in Holdco. Non-controlling interests on the consolidated balance sheet represents the portion of net assets of the Company attributable to the non-controlling holders of Class B common stock and Limited Liability Company interests in Holdco.
Loss Per Share
Basic loss per share is computed by dividing net loss attributable to PetIQ, Inc. by the weighted average shares outstanding during the period. Diluted loss per share is computed by dividing net loss attributable to PetIQ, Inc., adjusted as necessary for the impact of potentially dilutive securities, by the weighted-average shares outstanding during the period and the impact of securities that would have a dilutive effect on loss per share. See Note 8 for further discussion.
Recently Issued Accounting Pronouncements / Adopted Accounting Standard Updates
From time to time, the Financial Accounting Standards Board (“FASB”) or other standards setting bodies issue new accounting pronouncements. Updates to the Accounting Standards Codification (“ASC”) are communicated through issuance of an Accounting Standards Update (“ASU”).
In August 2020, the Financial Accounting Standards Board (“FASB”) issued Accounting Standards Update (“ASU”) 2020-06, Debt-Debt with Conversion and Other Options (Subtopic 470-20) and Derivatives and Hedging-Contracts in Entity’s Own Equity (Subtopic 815-40): Accounting for Convertible Instruments and Contracts in an Entity’s Own Equity. Under ASU 2020-06, the embedded conversion features are no longer separated from the host contract for convertible instruments with conversion features that are not required to be accounted for as derivatives under Topic 815, or that do not result in substantial premiums accounted for as paid-in capital. Consequently, a convertible debt instrument will be accounted for as a single liability measured at its amortized cost, as long as no other features require bifurcation and recognition as derivatives. The new guidance also requires the if-converted method to be applied for all convertible instruments. ASU 2020-06 is effective for fiscal years beginning after December 15, 2021, with early adoption permitted. Adoption of the standard requires using either a modified retrospective or a full retrospective approach.
On January 1, 2021, we adopted the ASU using the full retrospective method. Under the full retrospective method, the prior period consolidated financial statements have been retrospectively adjusted to reflect the adoption of the accounting standard in those periods. The adoption did not impact the year ended December 31, 2019 as the Company did not have any applicable instruments outstanding. The following tables show the impact of the adoption on our consolidated balance sheet and consolidated statement of operations.
December 31, 2020
ASU 2020-06
December 31, 2020
As reported
Adjustment
As adjusted
Liabilities
Long-term debt, less current installments
$
355,979
$
47,612
$
403,591
Stockholders' Equity
Additional Paid-in Capital
356,442
(36,800)
319,642
Non-controlling Interest
31,614
(5,631)
25,983
Accumulated Deficit
(93,377)
(5,181)
(98,558)
For the Year Ended
December 31, 2020
ASU 2020-06
December 31, 2020
As reported
Adjustment
As adjusted
Interest expense, net
$
26,299
$
(3,492)
$
22,807
Tax expense
(52,216)
(8,197)
(60,413)
Net loss
(81,022)
(4,705)
(85,727)
Note 2 - Business Combination and Asset Acquisition
Capstar ® (nitenpyram) Acquisition
On July 31, 2020 the Company completed the acquisition of Capstar® and CapAction® and related assets (the “Capstar Acquisition”) from Elanco US Inc. for $95 million, plus the cost of certain outstanding finished goods inventory in saleable condition, using cash on hand as a result of the issuance of the 4.00% Convertible Senior Notes due 2026 (the “Notes”) in May 2020, See Note 5 - “Debt”
The Capstar Acquisition was accounted for as an asset acquisition and certain transaction related costs of approximately $1.0 million were included in the cost of the acquired assets. The fair value assigned to trade names was based on the income approach using a relief from royalty methodology that assumes that the fair value of a trade name can be measured by estimating the cost of licensing and paying a royalty fee for the trade name that the owner of the trade name avoids. The estimated fair value of customer relationship was determined using an income approach, specifically a discounted cash flow analysis. The rate utilized to discount net cash flows to their present values was approximately 15% and was determined after consideration of the overall enterprise rate of return and the relative risk and importance of the assets to
the generation of future cash flows. The fair value assigned to patents and processes was determined based on the income approach. The purchased assets are identified below:
$'s in 000's
Fair Value
Amortizable intangibles
Customer relationships
$
70,901
Patents and processes
9,895
Total amortizable intangibles
80,796
Non-amortizable intangibles
Trademarks and other
15,276
Total purchased intangible assets
$
96,072
The weighted average amortization period of the amortizable intangible assets is approximately 11.8 years.
Supplier Termination, Settlement and Asset Purchase Agreement:
During July 2020, the Company entered into a Termination, Settlement and Asset Purchase Agreement (“Agreement”) with a supplier who alleged PetIQ had breached its supply agreement due to the acquisition of Perrigo Animal Health. The Agreement called for PetIQ to pay $20.6 million, $2.6 million at signing and $1.0 million per quarter thereafter. The Agreement terminated the supply agreement that was previously in place, settled all outstanding claims and operations, and allowed PetIQ to purchase certain intellectual property related assets. The Company has estimated the fair value of the payment obligation as $17.5 million, and determined the fair value of the acquired assets to be $9.7 million. The assets acquired are included within the patents and processes intangible assets category and will be amortized over 10 years. The assets were valued using the relief from royalty method. The remainder of the obligation is considered to be a payment to settle the alleged breach of the supply agreement, the termination expense is included in selling, general and administrative expenses on the consolidated statement of operations for the year ended December 31, 2020. The obligation is considered debt and is included in debt on the consolidated balance sheet. See Note 5 - “Debt” for additional information.
Note 3 - Property, Plant, and Equipment
Property, plant, and equipment consists of the following at:
$'s in 000's
December 31, 2021
December 31, 2020
Leasehold improvements
$
26,341
$
19,709
Equipment
26,414
25,664
Vehicles and accessories
7,339
7,110
Computer equipment and software
15,418
10,858
Buildings
23,302
10,168
Furniture and fixtures
3,877
2,347
Land
8,934
7,067
Construction in progress
5,077
11,331
116,702
94,254
Less accumulated depreciation
(40,089)
(31,108)
Total property, plant, and equipment
$
76,613
$
63,146
Depreciation and amortization expense related to these assets total $14.4 million, $12.1 million, and $9.1 million for the years ended December 31, 2021, 2020, and 2019, respectively. Depreciation for the year ended December 31, 2021 includes approximately $2.0 million of accelerated depreciation related to assets with shortened useful lives.
Note 4 - Intangible Assets and Goodwill
Intangible assets consist of the following at:
$'s in 000's
Useful Lives
December 31, 2021
December 31, 2020
Amortizable intangibles
Certification
7 years
$
$
Customer relationships
12-20 years
160,167
160,178
Patents and processes
5-10 years
14,843
14,905
Brand names
5-15 years
24,731
24,740
Total amortizable intangibles
200,091
200,173
Less accumulated amortization
(44,438)
(25,984)
Total net amortizable intangibles
155,653
174,189
Non-amortizable intangibles
Trademarks and other
33,341
33,341
In-process research and development
1,668
5,470
Intangible assets, net of accumulated amortization
$
190,662
$
213,000
Certain intangible assets are denominated in currencies other than the U.S. Dollar; therefore, their gross and net carrying values are subject to foreign currency movements. Amortization expense for the years ended December 31, 2021, 2020, and 2019 was $22.3 million, $12.8 million, and $6.0 million, respectively.
The in-process research and development (“IPRD”), intangible assets represent the value assigned to acquired R&D projects that principally represent rights to develop and sell products that the Company has acquired which has not yet been completed or approved. The IPRD acquired as part of the Perrigo Animal Health Acquisition is accounted for as an indefinite-lived asset until the product is available for sale and regulatory approval is obtained, or abandonment of the associated research and development efforts. If the research and development efforts are successfully completed, the IPRD would be amortized over its then estimated useful life. The fair value of the IPRD was estimated using the multi-period excess earnings income method. The projected cash flows estimates for the future products were based on certain key assumptions including estimates of future revenues and expenses, taking into account the stage of development at the acquisition date and the resources needed to complete development. In the event that the efforts are not successful, the Company will write off the relevant IPRD in the period in which it is no longer considered feasible. During the year ended December 31, 2021, the Company opted out of two of the acquired projects, effectively abandoning the associated research and development efforts. Accordingly, the Company wrote off the associated IPRD assets of $3.8 million, with the expense recorded as amortization expense included in selling, general, and administrative expenses on the consolidated statement of operations.
Estimated future amortization expense for each of the following years is as follows:
Years ending December 31, ($'s in 000's)
17,966
16,921
14,554
13,893
13,303
Thereafter
79,016
The following is a summary of the changes in the carrying value of goodwill for the years ended December 31, 2021 and 2020.
Reporting Unit
($'s in 000's)
Products
Services
Total
Goodwill as of January 1, 2020
183,781
47,264
231,045
Foreign currency translation
-
Goodwill as of December 31, 2020
183,894
47,264
231,158
Foreign currency translation
(48)
-
(48)
Goodwill as of December 31, 2021
$
183,846
$
47,264
$
231,110
Note 5 - Debt
On April 13, 2021, the Company entered into the ABL Facility and the Term Loan B (each as defined below), which replaced both the Amended Revolving Credit Agreement and A&R Term Loan Agreement as well as fully repaid $27.5 million of the Notes Payable - VIP Acquisition (as defined below).
As part of the termination of the Amended Revolving Credit Agreement and the A&R Term Loan Credit agreement, and the repayment in full of the Notes Payable - VIP Acquisition, the Company wrote off $5.5 million in deferred financing fees to loss on debt extinguishment and incurred an additional $0.9 million in costs related to the transaction which are included in selling, general and administrative expenses.
Senior Secured Asset-Based Revolving Credit Facility - ABL
On April 13, 2021, Opco entered into an asset-based revolving credit agreement with KeyBank National Association, as administrative agent and collateral agent, and the lenders’ party thereto, that provides revolving credit commitments of $125.0 million, subject to a borrowing base limitation (the “ABL Facility”). The borrowing base for the ABL Facility at any time equals the sum of: (i) 90% of eligible investment-grade accounts; plus (ii) 85% of eligible other accounts; plus, (iii) 85% of the net orderly liquidation value of the cost of certain eligible on-hand and in-transit inventory; plus, (iv) at the option of Opco, 100% of qualified cash; minus (v) reserves. The ABL Facility bears interest at a variable rate plus a margin, with the variable rate being based on a base rate or LIBOR at the option of the Company. The rate at December 31, 2021 was 2.37%. The Company also pays a commitment fee on unused borrowings at a rate of 0.35%.
The ABL Facility is secured by substantially all the assets of PetIQ Holdings, LLC and its wholly-owned domestic subsidiaries including a first-priority security interest in personal property consisting of accounts receivable, inventory, cash, and deposit accounts (such collateral subject to such first-priority security interest, “ABL Priority Collateral”), and a second-priority security interest in all other personal and real property of PetIQ Holdings, LLC and its wholly-owned domestic subsidiaries (such collateral subject to such second-priority security interest, “Term Priority Collateral”), in each case, subject to customary exceptions. The ABL contains customary representations and warranties, affirmative and negative covenants and events of default, including negative covenants that restrict the ability of PetIQ Holdings, LLC and its restricted subsidiaries to incur additional indebtedness, pay dividends, make investments, loans, and acquisitions, among other restrictions.
Senior Secured Term Loan Facility - Term Loan B
On April 13, 2021, Opco entered into a term credit agreement with Jefferies Finance LLC, as administrative agent and collateral agent, and the lenders’ party thereto, that provides senior secured term loans of $300.0 million (the “Term Loan B”). The Term Loan B bears interest at a variable rate (with the variable rate being based on a base rate or LIBOR at the option of the Company) plus a margin of 3.25% in the case of base rate loans, or 4.25% in the case of LIBOR loans. LIBOR rates are subject to a 0.50% floor. The interest rate at December 31, 2021 was 4.25%. The Term Loan B requires quarterly amortization payments of 0.25% of the original principal amount, with the balance due on the seventh anniversary of the closing date.
The Term Loan B is secured by substantially all the assets of PetIQ Holdings, LLC and its wholly-owned domestic subsidiaries, including a first-priority security interest in Term Priority Collateral and a second-priority security interest in ABL Priority Collateral, in each case, subject to customary exceptions. The Term Loan B contains customary representations and warranties, affirmative and negative covenants and events of default, including negative covenants that restrict the ability of PetIQ Holdings, LLC and its restricted subsidiaries to incur additional indebtedness, pay dividends, make investments, loans, and acquisitions, among other restrictions.
Convertible Notes
On May 19, 2020, the Company issued $143.8 million in aggregate principal amount of 4.00% Convertible Senior Notes due 2026 (the “Notes”) pursuant to the indenture (the “Indenture”), dated as of May 19, 2020. The total net proceeds from the Notes offering, after deducting debt issuance costs paid or payable by us, was $137.9 million. The Notes accrue interest at a rate of 4.00% per annum, payable semi-annually in arrears on June 1 and December 1 of each year, beginning on December 1, 2020. The Notes will mature on June 1, 2026, unless earlier repurchased, redeemed or converted. Before January 15, 2026, holders will have the right to convert their Notes only upon the occurrence of certain events. From and after January 15, 2026, holders may convert their Notes at any time at their election until the close of business on the scheduled trading day immediately before the maturity date. The Company will settle conversions by paying or delivering, as applicable, cash, shares of its Class A common stock, or a combination of cash and shares of its Class A common stock, at its election. The initial conversion rate is 33.7268 shares of Class A common stock per $1,000 principal amount of Notes. The conversion rate and conversion price will be subject to customary adjustments upon the occurrence of certain events. In addition, if certain corporate events that constitute a “Make-Whole Fundamental Change” (as defined in the Indenture) occur, then the conversion rate will, in certain circumstances, be increased for a specified period of time.
The Notes are redeemable, in whole or in part, at the Company’s option at any time, and from time to time, on or after June 1, 2023 and on or before the 40th scheduled trading day immediately before the maturity date, at a cash redemption price equal to the principal amount of the Notes to be redeemed, plus accrued and unpaid interest, if any, to, but excluding, the redemption date, but only if the last reported sale price per share of the Company’s Class A common stock exceeds 130% of the conversion price on (i) each of at least 20 trading days, whether or not consecutive, during the 30 consecutive trading days ending on, and including, the trading day immediately before the date the Company sends the related redemption notice; and (ii) the trading day immediately before the date the Company sends such notice. In addition, calling any Notes will constitute a Make-Whole Fundamental Change with respect to such Notes, which will result in an increase to the conversion rate if such Notes are converted after they are called for redemption.
If certain corporate events that constitute a “Fundamental Change” (as defined in the Indenture) occur, then noteholders may require the Company to repurchase their Notes at a cash repurchase price equal to the principal amount of the Notes to be repurchased, plus accrued and unpaid interest, if any, to, but excluding, the fundamental change repurchase date. The definition of Fundamental Change includes certain business combination transactions involving the Company and certain de-listing events with respect to the Company’s Class A common stock.
The Notes are the Company’s senior, unsecured obligations and are (i) equal in right of payment with the Company’s existing and future senior, unsecured indebtedness; (ii) senior in right of payment to the Company’s existing and future indebtedness that is expressly subordinated to the Notes; (iii) effectively subordinated to the Company’s existing and future secured indebtedness, to the extent of the value of the collateral securing that indebtedness; and (iv) structurally subordinated to all existing and future indebtedness and other liabilities, including trade payables, and (to the extent the Company is not a holder thereof) preferred equity, if any, of the Company’s subsidiaries. The Notes contain customary events of default.
The fair value of the Notes was $169.0 million as of December 31, 2021. The estimated fair value of the Notes is based on market rates at the closing trading price of the Convertible Notes as of December 31, 2021 and is classified as Level 2 in the fair value hierarchy.
Capped Call Transactions
On May 14, 2020 and May 19, 2020, the Company entered into capped call transactions (the “Capped Call Transactions”) with two counterparties (the “Option Counterparties”). The Capped Call Transactions cover, subject to anti-dilution adjustments substantially similar to the Notes, the underlying shares of Class A common stock and are intended to reduce, subject to a limit, the potential dilution with respect to the Class A common stock upon conversion of the Notes. The cap price of the Capped Call Transactions is $41.51 per share of Class A common stock, and is subject to certain adjustments under the terms of the Capped Call Transactions.
The Company paid approximately $14.8 million for the Capped Call Transactions, which was recorded as additional paid-in capital, using a portion of the gross proceeds from the sale of the Notes. The capped call is expected to be tax deductible as the Company elected to integrate the capped call into the Notes for tax purposes.
Amended & Restated Credit Agreement
OpCo entered into an Amended Revolving Credit Agreement on July 8, 2019 (the “Amended Revolving Credit Agreement”). The Amended Revolving Credit Agreement provided for a secured revolving credit facility of $125 million that matured on July 8, 2024. The borrowers under the Amended Revolving Credit Facility incurred fees between 0.375% and 0.50% as unused facility fees, dependent on the aggregate amount borrowed. On May 14, 2020, the Company amended the Amended Revolving Credit Agreement to allow for the Notes described above. Additionally, the amendment instituted a Eurodollar floor of 1% to the agreement.
All obligations under the Amended Revolving Credit Agreement were unconditionally guaranteed by HoldCo and, subject to certain exceptions, each of its material current and future domestic wholly-owned subsidiaries. All obligations under the Amended Revolving Credit Agreement, and the guarantees of those obligations, were secured by substantially all of the assets of each borrower and guarantor under the Amended Revolving Credit Agreement, subject to certain exceptions.
The Amended Revolving Credit Agreement was fully repaid and terminated in April 2021.
Amended & Restated Term Loan Credit Agreement
OpCo entered into an Amended and Restated Term Loan Credit Agreement on July 8, 2019 (the “A&R Term Loan Credit Agreement”). The $220.0 million A&R Term Loan Credit Agreement had an interest rate equal to the Eurodollar rate plus 5.00%. The A&R Term Loan Credit Agreement called for 1% of the original loan balance to be paid annually via equal quarterly payments, with the balance of the loan due on the sixth anniversary of the agreement.
All obligations under the A&R Term Loan Credit Agreement were unconditionally guaranteed by PetIQ Holdings, LLC and each of its domestic wholly-owned subsidiaries and, subject to certain exceptions, each of its material current and future domestic wholly-owned subsidiaries. All obligations under the A&R Term Loan Credit Agreement, and the guarantees of those obligations, were secured by substantially all of the assets of OpCo and each guarantor under the A&R Term Loan Credit Agreement, subject to certain exceptions.
The A&R Term Loan Credit Agreement was fully repaid and terminated in April 2021.
General Other Debt
The Company entered into a mortgage with Huntington Bank to finance a commercial building in Eagle, Idaho, in December 2021. The mortgage bears interest at a fixed rate of 2.0% plus LIBOR and utilizes a 10 year amortization schedule with a balloon payment of the balance due at that time. The rate at December 31, 2021 was 2.10%.
The Company entered into a mortgage with a local bank to finance a commercial building in Eagle, Idaho, in July 2017. The mortgage bears interest at a fixed rate of 4.35% and utilizes a 25 year amortization schedule with a 10 year balloon payment of the balance due at that time. The Company entered into an agreement to sell the commercial building in Eagle,
Idaho, which closed in the third quarter of 2021. The Company used the proceeds from the sale to repay the mortgage on August 2, 2021.
In July 2020, the Company entered into the Agreement. See Note 2 - “Asset Acquisitions”. The Agreement called for PetIQ to pay $20.6 million, $2.6 million at signing and $1.0 million per quarter thereafter with no interest. The Company discounted the payment stream using a market interest rate of 8.3%, resulting in an obligation of $17.5 million at the time it was entered into.
In connection with the acquisition of Community Veterinary Clinics, LLC d/b/a, VIP Petcare (the “VIP Acquisition”), the Company entered into a guarantee note of $10.0 million and contingent Notes that were subsequently earned. As of December 31, 2020 $7.5 million was payable pursuant to the 2018 Contingent Note and $10.0 million was payable pursuant to the 2019 Contingent Note. The guarantee note and the Contingent Notes (collectively, “Notes Payable - VIP Acquisition”) of $27.5 million required quarterly interest payments of 6.75% with the balance payable July 17, 2023. These Notes Payable - VIP Acquisition were fully repaid in April 2021.
The following represents the Company’s long-term debt as of:
As adjusted (Note1)
$'s in 000's
December 31, 2021
December 31, 2020
Convertible Notes
$
143,750
$
143,750
Term loans
298,500
217,250
Revolving credit facility
-
15,000
Notes Payable - VIP Acquisition
-
27,500
Other Debt
23,518
16,257
Net discount on debt and deferred financing fees
(10,418)
(9,947)
$
455,350
$
409,810
Less current maturities of long-term debt
(6,880)
(6,219)
Total long-term debt
$
448,470
$
403,591
Future maturities of long-term debt, excluding net discount on debt and deferred financing fees, as of December 31, 2021, are as follows:
($'s in 000's)
6,880
7,099
7,339
4,600
147,350
Thereafter
292,500
The Company incurred $6.4 million in debt issuance costs related to the Term Loan B, $1.0 million related to the ABL, and $0.2 million related to the new mortgage during the year ended December 31, 2021. The Company incurred debt issuance costs of $0.6 million related to the A&R Credit Agreement and $5.9 million in connection with the Notes during the year ended December 31, 2020. The Company incurred debt issuance costs of $0.7 million during the year ended December 31, 2019 related to the A&R Credit Agreement and $5.1 million related to the A&R Term Loan Credit Agreement.
Note 6 - Leases
The Company leases certain real estate for commercial, production, and retail purposes, as well as equipment from third parties. Lease expiration dates are between 2022 and 2027.
For both operating and finance leases, the Company recognizes a right-of-use asset, which represents the right to use the underlying asset for the lease term, and a lease liability, which represents the present value of our obligation to make payments arising over the lease term.
We elected the short-term lease exemption for all leases that qualify. This means leases having an initial term of twelve months or less are not recorded on the balance sheet and the related lease expense is recognized on a straight-line basis over the term of the lease.
The Company’s leases may include options to extend or terminate the lease. Renewal options generally range from one to ten years and the options to extend are included in the lease term when it is reasonably certain that we will exercise that option. Some leases have variable payments, however, because they are not based on an index or rate, they are not included in the ROU assets and liabilities. Variable payments for real estate leases primarily relate to common area maintenance, insurance, taxes and utilities. Variable payments for equipment and vehicles primarily relate to usage, repairs, and maintenance. As the implicit rate is not readily determinable for most of the Company’s leases, the Company applies a portfolio approach using an estimated incremental borrowing rate, giving consideration to company specific information and publicly available interest rates for instruments with similar characteristics, to determine the initial present value of lease payments over the lease terms.
The components of lease expense consists of the following:
For the Year Ended
$'s in 000's
December 31, 2021
December 31, 2020
December 31, 2019
Finance lease cost
Amortization of right-of-use assets
$
2,215
$
1,681
$
1,441
Interest on lease liabilities
Operating lease cost
5,556
5,831
4,833
Variable lease cost(1)
1,283
1,130
Short-term lease cost
Sublease income
(238)
(528)
(452)
Total lease cost
$
9,167
$
8,463
$
6,800
(1) Variable lease cost primarily relates to common area maintenance, property taxes and insurance on leased real estate.
Other information related to leases was as follows as of:
December 31, 2021
December 31, 2020
Weighted-average remaining lease term (years)
Operating leases
3.86
4.41
Finance leases
2.59
2.38
Weighted-average discount rate
Operating leases
4.9%
5.3%
Finance leases
4.6%
5.7%
Annual future commitments under non-cancelable leases as of December 31, 2021, consist of the following:
Lease Obligations
$'s in 000's
Operating Leases
Finance Leases
$
6,951
$
1,622
6,139
1,696
4,581
3,629
2,029
Thereafter
-
Total minimum future obligations
$
23,385
$
4,230
Less interest
(2,042)
(267)
Present value of net future minimum obligations
21,343
3,963
Less current lease obligations
(6,500)
(1,470)
Long-term lease obligations
$
14,843
$
2,493
Supplemental cash flow information:
For the Year Ended
$'s in 000's
December 31, 2021
December 31, 2020
December 31, 2019
Cash paid for amounts included in the measurement of lease liabilities
Operating cash flows from finance leases
$
$
$
Operating cash flows from operating leases
3,928
5,668
4,568
Financing cash flows from finance leases
1,926
1,965
1,547
(Noncash) right-of-use assets obtained in exchange for lease obligations
Operating leases
5,212
5,105
5,368
Finance leases
1,191
2,019
(3,006)
Note 7 - Income Taxes
The Company is the sole managing member of Holdco. Holdco is treated as a partnership for U.S. federal income tax purposes with the remaining partners of Holdco (the “LLC Owners”) owning a non-controlling interest. The LLC Owners have an exchange right which grants them the right to exchange a Holdco partnership interest and a PetIQ Class B Common Stock share for a PetIQ Class A Common Stock share. Upon such an exchange, the Company is treated as purchasing an additional interest in Holdco from the LLC Owners in a taxable exchange which generates deferred tax assets as a result of an increase in tax basis for the Company. As of December 31, 2021, the Company had $82.8M of deferred tax assets associated with these exchanges, which currently have a full valuation allowance against the deferred tax asset. The non-controlling interests totaled approximately 0.9% of the ownership of Holdco as of December 31, 2021. See Note 11 - Non-controlling interests for more information.
HoldCo’s members, including the Company, are liable for federal, state, and local income taxes based on their share of HoldCo’s taxable income.
The components of earnings before net loss taxes, determined by tax jurisdiction, are as follows:
Years Ended December 31
As adjusted (Note1)
$'s in 000's
United States
$
(12,816)
$
(25,747)
$
(17,953)
Foreign
Total
$
(12,514)
$
(25,314)
$
(17,611)
The provision for income taxes for 2021, 2020, and 2019 consisted of the following:
Years Ended December 31
As adjusted (Note1)
$'s in 000's
Current:
Federal
$
-
$
-
$
-
State
Foreign
$
$
$
Deferred and other:
Federal
2,661
47,048
(2,146)
State
12,922
(1,336)
Foreign
(21)
(161)
3,520
59,949
(3,643)
Total income tax expense (benefit)
$
3,869
$
60,413
$
(3,309)
Reconciliation between the effective tax rate on income from continuing operations and the statutory tax rate is as follows:
Years Ended December 31
As adjusted (Note1)
Income tax expense (benefit) at federal statutory rate
21.0
%
21.0
%
21.0
%
State and local income taxes net of federal tax benefit
(0.2)
0.6
1.3
Non-controlling interest and nontaxable income
(0.1)
(2.4)
(4.0)
Deferred tax rate changes
1.0
(0.6)
(0.4)
Share-based compensation
6.8
0.6
0.1
Return-to-Provision
(15.7)
(2.3)
0.8
Valuation Allowance
(42.9)
(255.2)
0.4
Other
(0.8)
(0.4)
(0.4)
Effective income tax rate
(30.9)
%
(238.7)
%
18.8
%
Our tax rate is affected primarily by the changes in valuation allowance during the year ended December 31, 2021 and the portion of income and expense allocated to the non-controlling interest. It is also affected by discrete items that may occur in any given year such as stock based compensation, but are not consistent from year to year.
As a result of the IPO and reorganization transactions, the Company has recorded deferred tax assets and liabilities based on the differences between the book value of assets and liabilities for financial reporting purposes and those amounts applicable for income tax purposes. Deferred tax assets have been recorded for the basis differences resulting from the purchase of LLC Interests from existing members and newly issued LLC Interests acquired directly from Holdco. The tax
effects of temporary differences that give rise to significant portions of the deferred tax assets and liabilities at December 31, 2021 and 2020 are as follows:
As adjusted (Note1)
$'s in 000's
Deferred tax assets
Investment in partnership
$
77,306
$
63,439
Fixed assets
Net operating loss carryforwards and tax credits
25,888
15,382
Disallowed business interest carryforward
3,169
1,678
Other accruals and reversals
Subtotal
106,411
80,552
Less: valuation allowance
(106,258)
(80,355)
Net deferred tax assets
Deferred tax liabilities
Fixed Assets
$
(151)
$
(12)
Intangible assets
(454)
(456)
Other
(7)
(6)
Net deferred tax liabilities
$
(612)
$
(474)
At December 31, 2021, the Company has federal net operating loss (“NOL”) carryforwards of $103.6 million, of which $1.9 million, generated in 2017 and prior, will expire in 2037. The remaining NOLs do not expire. The NOL generated in 2018 and after of $101.7 million will have an indefinite carryforward period but can generally only be used to offset 80% of taxable income in any particular year. The Company has a federal business interest expense carryover totaling $15.1 million as of December 31, 2021, which has an indefinite carryforward period but is limited in any particular year based on certain provisions. As of December 31, 2021, the Company has charitable contribution carryforwards of $0.6 million, which if unused will expire between 2022 and 2026. The Company has state NOL carryforwards of $499.5 million (tax effected $4.6 million) as of December 31, 2021 which expire between 2022 and 2039 and others that have an indefinite carryforward period. At December 31, 2021 the Company had foreign NOL carryforwards of $0.6 million which do not expire.
The Company has assessed the realizability of the net deferred tax assets as of December 31, 2021 and in that analysis has considered the relevant positive and negative evidence available to determine whether it is more likely than not that some portion or all of the deferred income tax assets will not be realized. The realization of the gross deferred tax assets is dependent on several factors, including the generation of sufficient taxable income to realize its deferred tax assets. The Company believes it is more likely than not that the benefit from the recorded deferred tax assets in the United States and Ireland will not be realized. The Company has recorded a valuation allowance for these deferred tax assets of $106.3 million and $80.4 million as of December 31, 2021 and 2020, respectively. Additionally, the Company has recorded a net deferred tax liability related to its indefinite lived intangible assets in the United States. In future periods, if we conclude we have future taxable income sufficient to recognize the deferred tax assets, we may reduce or eliminate the valuation allowance.
The Company has not recognized any uncertain tax positions, penalties or interest as we have concluded that no such positions exist. Accordingly, no unrecognized tax benefit would impact the effective tax rate. If interest and penalties were accrued, we would recognize interest and penalties as income tax expense. We are subject to taxation in the United States and various states and foreign jurisdictions. As of December 31, 2021, tax years from 2018 to present are subject to examination by the tax authorities.
Note 8 - Loss per Share
Basic and Diluted Loss per share
Basic loss per share of Class A common stock is computed by dividing net loss available to PetIQ, Inc. by the weighted-average number of shares of Class A common stock outstanding during the period. Diluted loss per share of Class A common stock is computed by dividing net loss available to PetIQ, Inc. by the weighted-average number of shares of Class A common stock outstanding adjusted to give effect to potentially dilutive securities.
The following table sets forth reconciliations of the numerators and denominators used to compute basic and diluted loss per share of Class A common stock:
Year ended December 31,
As Adjusted (Note 1)
(in 000's, except for per share amounts)
Numerator:
Net loss
$
(16,383)
$
(85,727)
$
(14,302)
Less: net loss attributable to non-controlling interests
(416)
(3,072)
(2,849)
Net loss attributable to PetIQ, Inc. - basic and diluted
(15,967)
(82,655)
(11,453)
Denominator:
Weighted-average shares of Class A common stock outstanding - basic
28,242
24,629
22,652
Dilutive effects of stock options that are convertible into Class A common stock
-
-
-
Dilutive effect of RSUs
-
-
-
Dilutive effect for conversion of Notes
-
-
-
Weighted-average shares of Class A common stock outstanding - diluted
28,242
24,629
22,652
Loss per share of Class A common stock - basic
$
(0.57)
$
(3.36)
$
(0.51)
Loss per share of Class A common stock - diluted
$
(0.57)
$
(3.36)
$
(0.51)
Shares of the Company’s Class B common stock do not share in the earnings or losses of the Company and are therefore not participating securities. As such, separate presentation of basic and diluted earnings per share of Class B common stock under the two-class method has not been presented.
Shares of the Company’s Class B common stock have not been included in the diluted loss per share calculation as they have been determined to be anti-dilutive under the if-converted method.
Additionally, all stock options and restricted stock units and convertible Notes have not been included in the diluted earnings per share calculation for the years ended December 31, 2021, 2020 and 2019, as they have been determined to be anti-dilutive under the treasury stock method and if-converted method, as applicable.
Note 9 - Stock Based Compensation
PetIQ, Inc. Omnibus Incentive Plan
The PetIQ, Inc. Omnibus Incentive Plan, as amended (the “Plan”), provides for the grant of various equity-based incentive awards to directors of the Company, employees, and consultants. The types of equity-based awards that may be granted under the Plan include: stock options, stock appreciation rights (SARs), restricted stock, restricted stock units (RSUs), and other stock-based awards. The Company has 3,914 thousand authorized shares under the Plan. As of December 31, 2021 and 2020, 771 thousand and 1,293 thousand shares were available for issuance under the Plan, respectively. All awards issued under the Plan may only be settled in shares of Class A common stock. Shares issued pursuant to awards under the incentive plans are from our authorized but unissued shares.
PetIQ, Inc. 2018 Inducement and Retention Stock Plan for CVC Employees
The PetIQ, Inc. 2018 Inducement and Retention Stock Plan for CVC Employees (the “Inducement Plan”) provides for the grant of stock options to employees hired in connection with the VIP Acquisition as employment inducement awards pursuant to NASDAQ Listing Rule 5635(c)(4). The Inducement Plan reserved 800 thousand shares of Class A Common Stock of the Company. As of December 31, 2021, no shares were available for issuance under the Inducement Plan. All awards issued under the Plan may only be settled in shares of Class A common stock.
Stock Options
The Company awards stock options to certain employees and directors under the Plan and previously issued stock options under the Inducement Plan, which are subject to time-based vesting conditions, typically 25% on each anniversary of the grant date until fully vested. Upon a termination of service relationship by the Company, all unvested options will be forfeited and the shares of common stock underlying such awards will become available for issuance under the Plan. The maximum contractual term for stock options is 10 years. The Company estimates future forfeitures and updates those estimates for actual experience as the awards vest, forfeiture estimates were not material for any period presented.
The fair value of these equity awards is amortized to equity based compensation expense over the vesting period. Expense recognized totaled $5.2 million, $6.5 million, and $6.2 million for the years ended December 31, 2021, 2020, and 2019, respectively. All stock based compensation expense is included in selling, general and administrative expenses based on the role of recipients. The fair value of the stock option awards was determined on the grant dates using the Black-Scholes valuation model based on the following weighted-average assumptions for the periods ended:
December 31, 2021
December 31, 2020
Expected term (years) (1)
6.17
6.25
Expected volatility (2)
33.45
%
33.91
%
Risk-free interest rate (3)
0.89
%
0.37
%
Dividend yield (4)
0.00
%
0.00
%
(1) The Company utilized the simplified method to determine the expected term of the stock options since we do not have sufficient historical exercise data to provide a reasonable basis upon which to estimate expected term.
(2) The expected volatility assumption was calculated based on a peer group analysis of stock price volatility with a look back period consistent with the expected option term.
(3) The risk-free interest rate was based on the U.S. Treasury yield curve in effect at the time of grant, which corresponds to the expected term of the stock options.
(4) The Company has not paid and does not anticipate paying a cash dividend on our common stock.
The weighted average grant date fair value of stock options granted during the period ended December 31, 2021 and 2020 was $12.39 and $11.88, respectively, per option. The following table summarizes the activity of the Company’s unvested stock options for the period ended December 31, 2021:
Weighted
Average
Weighted
Aggregate
Remaining
Stock
Average
Intrinsic
Contractual
Options
Exercise
Value
Life
(in 000's)
Price
(in 000's)
(years)
Outstanding at January 1, 2020
2,072
$
24.63
$
6,266
8.0
Granted
20.22
Exercised
(395)
23.48
$
4,468
Forfeited
(96)
21.42
Outstanding at December 31, 2020
2,086
$
23.93
$
30,302
7.2
Granted
35.66
Exercised
(583)
23.05
$
8,499
Forfeited
(64)
24.84
Cancelled
(25)
25.70
Outstanding at December 31, 2021
1,768
$
26.51
$
2,897
7.3
Options exercisable at December 31, 2021
At December 31, 2021, total unrecognized compensation cost related to unvested stock options was $7.0 million and is expected to be recognized over a weighted-average period of approximately 2.3 years.
Restricted Stock Units
The Company awards RSUs to certain employees and directors under the Plan, which are subject to time-based vesting conditions. Upon a termination of service relationship by the Company, all unvested RSUs will generally be forfeited and the shares of common stock underlying such awards will become available for issuance under the Plan. The fair value of RSUs are measured based on the closing fair market value of the Company’s common stock on the date of grant. At December 31, 2021, total unrecognized compensation cost related to unvested RSUs was $11.2 million and is expected to vest over a weighted average of 2.7 years.
The fair value of these equity awards is amortized to equity based compensation expense over the vesting period, which totaled $4.3 million, $2.6 million, and $1.1 million for the years ended December 31, 2021, 2020, and 2019, respectively. All stock based compensation expense is included in selling, general and administrative expenses based on the role of recipients. The Company estimates future forfeitures and updates those estimates for actual experience as the awards vest.
The following table summarizes the activity of the Company’s RSUs for the period ended December 31, 2021:
Weighted
Number of
Average
Shares
Grant Date
(in 000's)
Fair Value
Outstanding at January 1, 2020
$
28.85
Granted
20.73
Settled
(70)
25.65
Forfeited
(17)
23.34
Outstanding at December 31, 2020
$
22.91
Granted
37.91
Settled
(103)
24.81
Forfeited
(23)
26.02
Nonvested RSUs at December 31, 2021
$
31.08
The total income tax benefit recognized in the income statement for share-based compensation arrangements was $0.0 million, $0.0 million and $1.4 million for the years ended December 31, 2021, 2020, and 2019, respectively.
Note 10 - Stockholders’ Equity
Certificate of Incorporation
The Company’s amended and restated certificate of incorporation, among other things, provides for the (i) authorization of 125,000,000 shares of Class A common stock with a par value of $0.001 per share; (ii) authorization of 100,000,000 shares of Class B common stock with a par value of $0.001 per share; (iii) authorization of 12,500,000 shares of blank check preferred stock; and (iv) establishment of a classified board of directors, divided into three classes, each of whose members will serve for staggered three-year terms.
Each share of the Company’s Class A common stock and Class B common stock entitles its holders to one vote per share on all matters presented to the Company’s stockholders generally.
Holders of the Company’s Class B common stock are not entitled to receive dividends and will not be entitled to receive any distributions upon the liquidation, dissolution or winding up of the Company. Shares of Class B common stock may only be issued to the extent necessary to maintain the one-to-one ratio between the number of LLC interests of HoldCo held by Continuing LLC Owners. Shares of Class B common stock are transferable only together with an equal number of LLC Interests. Shares of Class B common stock will be canceled on a one-for-one basis upon the redemption or exchange any of the outstanding LLC Interests held by the Continuing LLC Owners.
The Company must, at all times, maintain a one-to-one ratio between the number of outstanding shares of Class A common stock and the number of LLC Interests owned by PetIQ (subject to certain exceptions for treasury shares and shares underlying certain convertible or exchangeable securities).
Note 11 - Non-Controlling Interests
The Company reports a non-controlling interest representing the LLC interests of HoldCo held by Continuing LLC Owners. Changes in PetIQ’s ownership interest in HoldCo while PetIQ retains its controlling interest in HoldCo will be accounted for as equity transactions. As such, future redemptions or direct exchanges of LLC interests of HoldCo by the Continuing LLC Owners will result in a change in ownership and reduce or increase the amount recorded as non-controlling interest and increase or decrease additional paid-in capital when HoldCo has positive or negative net assets, respectively. The Company is also required to make tax distributions based on the LLC Agreement to Continuing LLC Members on a regular basis, these distributions will reduce the non-controlling interest.
As of December 31, 2021, there were 29,411 thousand LLC Interests outstanding, of which PetIQ owned 29,139 thousand, representing a 99.1% ownership interest in HoldCo. Exchange and other equity activity during the years ended December 31, 2021 and 2020 resulted in weighted average ownership of HoldCo by PetIQ of 96.6% and 86.4%, respectively.
LLC Interests held
% of Total
LLC
LLC
$'s in 000's
Owners
PetIQ, Inc.
Total
Owners
PetIQ, Inc.
As of January 1, 2020
4,752
23,554
28,306
16.8%
83.2%
Stock based compensation transactions
-
Exchange transactions
(1,712)
1,712
-
As of December 31, 2020
3,040
25,711
28,751
10.6%
89.4%
Stock based compensation transactions
-
Exchange transactions
(2,768)
2,768
-
As of December 31, 2021
29,139
29,411
0.9%
99.1%
Note 12 - Customer Concentration
The Company has significant exposure to customer concentration. During each of the years ended December 31, 2021, 2020, and 2019, one, two, and two customers, respectively, accounted for more than 10% of sales individually and in aggregate, which accounted for 26%, 42%, and 35% of net sales, respectively.
At December 31, 2021, one Products segment customer individually accounted for more than 10% of outstanding trade receivables, and accounted for 47% of outstanding trade receivables, net. At December 31, 2020 one Products segment customers individually accounted for more than 10% of outstanding trade receivables, and accounted for 52% of outstanding trade receivables, net. All of our customer concentration exists in our Products segment.
Note 13 - Commitments and Contingencies
Litigation Contingencies
During the years ended December 31, 2021, 2020, and 2019, the Company recorded liabilities of $3.5 million, $7.8 million, and $1.0 million respectively, for contract termination costs and other litigation related matters. The expense is included within selling, general and administrative expenses for the years ended December 31, 2021, 2020, and 2019.
During the year ended December 31, 2021, the Company entered into mediation with a third party who had filed a class action lawsuit against the Company. As a result of that mediation, the Company accrued the expected settlement of $1.4 million. Final settlement and payment is expected to occur in 2022.
Additionally, during the year ended December 31, 2021, the Company continued to evaluate a lawsuit brought by a former supplier to the Company related to the redemption of ownership interests. The plaintiff has alleged actual damages of approximately $3.0 million and has claimed additional punitive damages that could result in treble damages. The Company believes the range of outcomes is between $2.0 million and the amount alleged by the plaintiff, and as no amount within the range is more likely than any other, the Company has accrued an obligation of $2.0 million as of December 31, 2021. There is no assurance that the Company’s defense will be successful, and as such the Company will continue to monitor the expected outcome of the matter.
The Company records a liability when a particular contingency is probable and estimable and provides disclosure for contingencies that are at least reasonably possible of resulting in a loss including an estimate which we currently cannot make. The Company has not accrued for any contingency other than those noted above, at December 31, 2021 as the Company does not consider any other contingency to be probable or estimable. The Company expenses legal costs as incurred within selling, general, and administrative expenses on the consolidated statements of operations.
Commitments
We have commitments for leases and long-term debt that are discussed further in Note 5, Debt, and Note 6, Leases. In addition, we have purchase obligations for goods and services, capital expenditures, and raw materials entered into in the normal course of business.
Note 14 - Segments
The Company has two operating segments: Products and Services. The Products segment consists of the Company’s manufacturing and distribution business. The Services segment consists of the Company’s veterinary services, and related product sales, provided by the Company directly to consumers.
The segments are based on the discrete financial information reviewed by the Chief Operating Decision Maker (“CODM”) to make resource allocation decisions and to evaluate performance. We measure and evaluate our reportable segments based on net sales and segment Adjusted EBITDA. We exclude from our segments certain corporate costs and expenses, such as accounting, legal, human resources, information technology and corporate headquarters expenses as our corporate functions do not meet the definition of a segment as defined in the accounting guidance related to segment reporting.
Financial information relating to the Company’s operating segments for the years ended:
$'s in 000's
Unallocated
December 31, 2021
Products
Services
Corporate
Consolidated
Net Sales
$
825,395
$
107,133
$
-
$
932,528
Adjusted EBITDA
149,321
11,742
(68,171)
92,892
Depreciation expense
3,857
6,510
3,999
14,366
Capital expenditures
1,884
10,537
18,849
31,270
$'s in 000's
Unallocated
December 31, 2020
Products
Services
Corporate
Consolidated
Net Sales
$
725,705
$
54,346
$
-
$
780,051
Adjusted EBITDA
117,216
3,387
(52,811)
67,792
Depreciation expense
4,810
3,775
3,497
12,082
Capital expenditures
13,394
7,373
1,625
22,392
$'s in 000's
Unallocated
December 31, 2019
Products
Services
Corporate
Consolidated
Net Sales
617,118
92,313
-
709,431
Adjusted EBITDA
73,537
20,045
(32,907)
60,675
Depreciation expense
3,552
3,170
2,417
9,139
Capital expenditures
1,297
6,409
2,570
10,276
The following table reconciles Segment Adjusted EBITDA to Net Loss for the periods presented.
For the years ended
$'s in 000's
December 31, 2021
December 31, 2020
December 31, 2019
Adjusted EBITDA:
Product
$
149,321
$
117,216
$
73,537
Services
11,742
3,387
20,045
Unallocated Corporate
(68,171)
(52,811)
(32,907)
Total Consolidated
92,892
67,792
60,675
Adjustments:
Depreciation
(14,366)
(12,082)
(9,139)
Amortization
(22,336)
(12,815)
(5,994)
Interest
(24,696)
(22,807)
(14,495)
Loss on debt extinguishment and related costs
(6,438)
-
-
Acquisition costs(1)
(92)
(2,620)
(6,147)
Stock based compensation expense
(9,428)
(9,170)
(7,355)
Purchase accounting adjustment to inventory(2)
-
-
(4,805)
SKU rationalization(3)
-
-
(6,482)
Non same-store adjustment(4)
(23,159)
(16,354)
(12,232)
Fair value adjustment of contingent note
-
-
(7,320)
Integration costs
(9,776)
(3,788)
Litigation expenses
(4,105)
(1,006)
(529)
COVID-19 related costs(5)
-
(6,476)
-
CFO Transition
(928)
-
-
Pretax net loss
$
(12,514)
$
(25,314)
$
(17,611)
Income tax benefit (expense)
(3,869)
(60,413)
3,309
Net loss
$
(16,383)
$
(85,727)
$
(14,302)
(1) Acquisition costs include legal, accounting, banking, consulting, diligence, and other out-of-pocket costs related to completed and contemplated acquisitions.
(2) Purchase accounting adjustment to inventory represents the portion of costs of sales related to the fair value of inventory adjusted as part of the purchase price allocation. The amounts relate to the Perrigo Animal Health Acquisition and are part of the Products segment.
(3) SKU rationalization relates to the disposal of or reserve to estimated net realizable value for inventory that will either no longer be sold, or will be de-emphasized, as the Company aligns brands between Legacy PetIQ brands and brands acquired as part of the Perrigo Animal Health Acquisition. All costs are included in the Products segment gross margin.
(4) Non same-store revenue and costs relate to our Services segment and are from wellness centers, host partners, and regions with less than six full quarters of operating results. This includes clinic launch expenses.
(5) Costs related to maintaining service segment infrastructure, staffing, and overhead related to clinics and wellness centers closed due to COVID-19 related health and safety initiatives. Product segment and unallocated corporate costs related to incremental wages paid to essential workers and sanitation costs due to COVID.
Supplemental geographic disclosures are below.
Year ended December 31, 2021
$'s in 000's
U.S.
Foreign
Total
Product sales
$
818,593
$
6,802
$
825,395
Service revenue
107,133
-
107,133
Total net sales
$
925,726
$
6,802
$
932,528
Year ended December 31, 2020
$'s in 000's
U.S.
Foreign
Total
Product sales
$
719,282
$
6,423
$
725,705
Service revenue
54,346
-
54,346
Total net sales
$
773,628
$
6,423
$
780,051
Year ended December 31, 2019
$'s in 000's
U.S.
Foreign
Total
Product sales
$
610,986
$
6,132
$
617,118
Service revenue
92,313
-
92,313
Total net sales
$
703,299
$
6,132
$
709,431
The net book value of property plant and equipment, by geographic location was as follows as of:
December 31, 2021
December 31, 2020
United States
$
75,315
$
61,807
Europe
1,298
1,339
Total
$
76,613
$
63,146
Note 15 - Related Parties
Chris Christensen, the brother of CEO, McCord Christensen, acts as the Company’s agent at Moreton Insurance (“Moreton”), which acts as a broker for a number of the Company’s insurance policies. The Company’s annual premium expense, which is paid at a variety of times throughout the year, and is generally paid directly to the relevant insurance company, amounted to $6.9 million in 2021. Amounts paid to Moreton and subsequently transferred to insurance providers, was $2.8 million and $2.3 million in 2020 and 2019.Mr. Chris Christensen earns various forms of compensation based on the specifics of each policy.
In August 2021, the Company sold its prior corporate office in Eagle, Idaho for $4.8 million. The Company utilized Colliers International (“Colliers”) as a broker with Mike Christensen, the brother of CEO, McCord Christensen, as agent.
The Company paid approximately $0.1 million in commissions to Colliers as a result of the sale. In December 2021, the Company purchased a parcel of land for $2.5 million. Total commission paid to Colliers was approximately $0.1 million as a result of this purchase. In April 2020, the Company purchased a parcel of land for $2.5 million. Total commission paid to Colliers was approximately $0.1 million as a result of this purchase.
Katie Turner, the spouse of CEO, McCord Christensen, is the owner of Acadia Investor Relations LLC, (“Acadia”) which acts as the Company’s investor relations consultant. Acadia has been paid $0.2 million for the year ending December 31, 2021.
Note 16 - Employee Benefit Plans
The Company sponsors 401(k) defined contribution plans at certain subsidiaries. Participants may elect to defer up to 100% of compensation. The Company makes matching contributions of 100% of the employee deferrals up to 3% of compensation. The Company may also make discretionary profit sharing contributions each year, which are allocated to each eligible participant based on compensation. The Company made matching contributions of $1.1 million, $0.9 million, and $0.6 million, respectively, for the years ended December 31, 2021, 2020 and 2019.

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ITEM 9. CHANGES IN AND DISAGREEMENTS WITH ACCOUNTANTS
Item 9 - Changes in and Disagreements With Accountants on Accounting and Financial Disclosure
None.

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ITEM 9A. CONTROLS AND PROCEDURES
Item 9A - Controls and Procedures
Evaluation of Disclosure Controls and Procedures
Our management, with the participation of our Chief Executive Officer and Chief Financial Officer, has evaluated the effectiveness of our disclosure controls and procedures (as such term is defined in Rules 13a-15(e) and 15d-15(e) under the Securities Exchange Act of 1934, as amended (the “Exchange Act”)) as of December 31, 2021. Based on this evaluation, our Chief Executive Officer and our Chief Financial Officer have concluded that, as of December 31, 2021, our disclosure controls and procedures (a) were effective to ensure that information that we are required to disclose in reports that we file or submit under the Exchange Act is recorded, processed, summarized and reported within the time periods specified in Securities and Exchange Commission (“SEC”) rules and forms and (b) include, without limitation, controls and procedures designed to ensure that information required to be disclosed by us in reports filed or submitted under the Exchange Act is accumulated and communicated to our management, including our Chief Executive Officer and Chief Financial Officer, as appropriate, to allow timely decisions regarding required disclosure.
Management’s Annual Report on Internal Control Over Financial Reporting
We are responsible for establishing and maintaining internal control over financial reporting (as defined in Rules 13a-15(f) and 15d-15(f) under the Exchange Act). Internal control over financial reporting is designed to provide reasonable assurance regarding the reliability of financial reporting and the preparation of financial statements for external purposes in accordance with generally accepted accounting principles. Because of its inherent limitations, internal control over financial reporting may not prevent or detect misstatements. Also, projections of any evaluation of the effectiveness of the internal control over financial reporting to future periods are subject to the risk that the controls may become inadequate because of changes in conditions, or that the degree of compliance with the policies or procedures may deteriorate.
Our management, under the supervision and with the participation of our Chief Executive Officer and Chief Financial Officer, assessed the effectiveness of our internal control over financial reporting as of December 31, 2021. In making this assessment, our management used the Internal Control - Integrated Framework (2013) as issued by the Committee of Sponsoring Organizations (COSO) of the Treadway Commission. Based on this assessment, management concluded that our internal control over financial reporting was effective as of December 31, 2021.
The Company’s registered independent accounting firm, KPMG LLP, has audited the effectiveness of our internal controls over financial reporting as of December 31, 2021, as stated in their report which appears on the next page.
Changes in Internal Control Over Financial Reporting
There were no changes in our internal control over financial reporting that occurred during our fiscal quarter ended, December 31, 2021 that have materially affected, or are reasonably likely to materially affect, our internal control over financial reporting.
KPMG LLP
Suite 600
205 North 10th Street
Boise, ID 83702-5798
Report of Independent Registered Public Accounting Firm
To the Stockholders and Board of Directors
PetIQ, Inc.:
Opinion on Internal Control Over Financial Reporting
We have audited PetIQ, Inc. and subsidiaries' (the Company) internal control over financial reporting as of December 31, 2021, based on criteria established in Internal Control - Integrated Framework (2013) issued by the Committee of Sponsoring Organizations of the Treadway Commission. In our opinion, the Company maintained, in all material respects, effective internal control over financial reporting as of December 31, 2021, based on criteria established in Internal Control - Integrated Framework (2013) issued by the Committee of Sponsoring Organizations of the Treadway Commission.
We also have audited, in accordance with the standards of the Public Company Accounting Oversight Board (United States) (PCAOB), the consolidated balance sheets of the Company as of December 31, 2021 and 2020, the related consolidated statements of operations, comprehensive loss, stockholders’ equity, and cash flows for each of the years in the three-year period ended December 31, 2021, and the related notes (collectively, the consolidated financial statements), and our report dated March 1, 2022 expressed an unqualified opinion on those consolidated financial statements.
Basis for Opinion
The Company’s management is responsible for maintaining effective internal control over financial reporting and for its assessment of the effectiveness of internal control over financial reporting, included in the accompanying Management's Annual Report on Internal Control Over Financial Reporting. Our responsibility is to express an opinion on the Company’s internal control over financial reporting based on our audit. We are a public accounting firm registered with the PCAOB and are required to be independent with respect to the Company in accordance with the U.S. federal securities laws and the applicable rules and regulations of the Securities and Exchange Commission and the PCAOB.
We conducted our audit in accordance with the standards of the PCAOB. Those standards require that we plan and perform the audit to obtain reasonable assurance about whether effective internal control over financial reporting was maintained in all material respects. Our audit of internal control over financial reporting included obtaining an understanding of internal control over financial reporting, assessing the risk that a material weakness exists, and testing and evaluating the design and operating effectiveness of internal control based on the assessed risk. Our audit also included performing such other procedures as we considered necessary in the circumstances. We believe that our audit provides a reasonable basis for our opinion.
Definition and Limitations of Internal Control Over Financial Reporting
A company’s internal control over financial reporting is a process designed to provide reasonable assurance regarding the reliability of financial reporting and the preparation of financial statements for external purposes in accordance with generally accepted accounting principles. A company’s internal control over financial reporting includes those policies and procedures that (1) pertain to the maintenance of records that, in reasonable detail, accurately and fairly reflect the transactions and dispositions of the assets of the company; (2) provide reasonable assurance that transactions are recorded as necessary to permit preparation of financial statements in accordance with generally accepted accounting principles, and that receipts and expenditures of the company are being made only in accordance with authorizations of management and directors of the company; and (3) provide reasonable assurance regarding prevention or timely
detection of unauthorized acquisition, use, or disposition of the company’s assets that could have a material effect on the financial statements.
Because of its inherent limitations, internal control over financial reporting may not prevent or detect misstatements. Also, projections of any evaluation of effectiveness to future periods are subject to the risk that controls may become inadequate because of changes in conditions, or that the degree of compliance with the policies or procedures may deteriorate.
/s/ KPMG LLP
Boise, Idaho
March 1, 2022

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ITEM 9B. OTHER INFORMATION
Item 9B - Other Information
None.
PART III

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ITEM 10. DIRECTORS, EXECUTIVE OFFICERS AND CORPORATE GOVERNANCE
Item 10 - Directors and Executive Officers of the Registrant
We intend to file with the SEC, not later than 120 days after the close of our fiscal year ended December 31, 2021, a definitive proxy statement containing the information required by this Item, which is incorporated by reference herein, or an amendment to this Annual Report filed under cover of Form 10-K/A containing the information required by this Item.

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ITEM 11. EXECUTIVE COMPENSATION
Item 11 - Executive Compensation
We intend to file with the SEC, not later than 120 days after the close of our fiscal year ended December 31, 2021, a definitive proxy statement containing the information required by this Item, which is incorporated by reference herein, or an amendment to this Annual Report filed under cover of Form 10-K/A containing the information required by this Item .

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ITEM 12. SECURITY OWNERSHIP OF CERTAIN BENEFICIAL OWNERS
Item 12 - Security Ownership of Certain Beneficial Owners and Management and Related Stockholder Matters
We intend to file with the SEC, not later than 120 days after the close of our fiscal year ended December 31, 2021, a definitive proxy statement containing the information required by this Item, which is incorporated by reference herein, or an amendment to Annual Report filed under cover of Form 10-K/A containing the information required by this Item.

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ITEM 13. CERTAIN RELATIONSHIPS AND RELATED TRANSACTIONS
Item 13 - Certain Relationships and Related Transactions
We intend to file with the SEC, not later than 120 days after the close of our fiscal year ended December 31, 2021, a definitive proxy statement containing the information required by this Item, which is incorporated by reference herein, or an amendment to this Annual Report filed under cover of Form 10-K/A containing the information required by this Item.

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ITEM 14. PRINCIPAL ACCOUNTING FEES AND SERVICES
Item 14 - Principal Accountant Fees and Services
Our independent registered public accounting firm is KPMG LLP, Boise, ID, Auditor Firm ID: 185.
We intend to file with the SEC, not later than 120 days after the close of our fiscal year ended December 31, 2021, a definitive proxy statement containing the information required by this Item, which is incorporated by reference herein, or an amendment to this Annual Report filed under cover of Form 10-K/A containing the information required by this Item.
PART IV

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ITEM 15. EXHIBITS, FINANCIAL STATEMENT SCHEDULES
Item 15. Exhibits, Financial Statement Schedules
See "Index to Consolidated Financial Statements" in Part II, Item 8 of this Annual Report on Form 10-K. Financial statement schedules have been omitted because they are not required or are not applicable or because the information required in those schedules either is not material or is included in the consolidated financial statements or the accompanying notes.
Exhibit No.
Exhibit Description
Form
File No.
Exhibit
Filing Date
2.1
Purchase and Sale Agreement, dated May 8, 2019, by and among PetIQ, LLC, L. Perrigo Company, Perrigo Company plc and PetIQ, Inc.
8-K
001-38163
2.1
5/8/2019
2.2
First Amendment to Purchase and Sale Agreement, dated July 7, 2019, by and among PetIQ, LLC, L. Perrigo Company, Perrigo Company plc, and PetIQ, Inc.
8-K
001-38163
10.1
7/9/2019
2.3
Amended and Restated Asset Purchase Agreement, dated June 21, 2020, by and between Elanco US Inc., PetIQ, LLC and PetIQ, Inc.
10-Q
001-38163
2.1
8/10/2020
3.1
Amended and Restated Certificate of Incorporation of PetIQ, Inc.
S-1/A
333-218955
3.1
7/11/2017
3.2
Certificate of Amendment to Amended and Restated Certificate of Incorporation
8-K
001-38163
3.1
6/1/2018
3.3
Amended and Restated Bylaws of PetIQ, Inc.
8-K
001-38163
3.1
2/24/2021
4.1
Specimen Stock Certificate evidencing the shares of Class A common stock
S-1/A
333-218955
4.1
7/17/2017
4.2
Registration Rights Agreement, dated July 20, 2017, among PetIQ, Inc. the Continuing LLC owners and the C-Corp LLC Parents
S-3
333-227186
4.1
9/4/2018
4.3
Registration Rights Agreement, dated January 17, 2018, between PetIQ, Inc. and each VIP Petcare Owner
S-3
333-227186
4.2
9/4/2018
4.4
Indenture, dated May 14, 2020, among PetIQ, Inc. and Wells Fargo, National Association, as trustee
8-K
001-38163
4.1
5/20/2020
4.5
Description of PetIQ, Inc.’s Securities
10-K
001-38163
4.4
3/11/2020
10.1
PetIQ Holdings, LLC Sixth Amended and Restated Limited Liability Company Agreement
S-1/A
333-218955
10.4
7/6/2017
10.2
First Amendment to PetIQ Holdings, LLC Sixth Amended and Restated Limited Liability Company Agreement
10-K
001-38163
10.1
3/12/2019
10.3
ABL Credit and Guaranty Agreement, dated as of April 13, 2021, among PetIQ Holdings, LLC, PetIQ, the guarantor subsidiaries party thereto, the lenders party thereto and Keybank National Association, as administrative and collateral agent
8-K
001-38163
10.1
4/19/2021
10.4
Term Credit and Guaranty Agreement, dated as of April 13, 2021, among PetIQ Holdings, LLC, PetIQ, LLC, the guarantor subsidiaries party thereto, the lenders party thereto and Jefferies Finance LLC, as administrative and collateral agent
8-K
001-38163
10.2
4/19/2021
10.5*
Form of Indemnification Agreement
S-1/A
333-218955
10.13
7/20/2017
10.6*
PetIQ Inc. Amended and Restated 2017 Omnibus Incentive Plan
8-K
333-218955
10.1
5/31/2019
10.7*
Form of Nonqualified Stock Option Agreement pursuant to PetIQ, Inc. 2017 Omnibus Incentive Plan
10-Q
001-38163
10.2
11/14/2018
10.8*
Form of Restricted Stock Unit Agreement pursuant to PetIQ, Inc. 2017 Omnibus Incentive Plan
10-Q
001-38163
10.3
11/14/2018
10.9*
Form of Restricted Stock Unit Agreement pursuant to the PetIQ, Inc. 2017 Omnibus Incentive Plan
10-Q
001-38163
10.4
11/14/2018
10.10*
PetIQ, Inc. Amended and Restated 2018 Inducement and Retention Stock Plan for CVC Employees
S-8
333-223635
4.3
3/13/2018
10.11*
Amended and Restated Employment and Non-Competition Agreement, dated May 9, 2019, between PetIQ, LLC and McCord Christensen
10-Q
001-38163
10.1
5/9/2019
10.12*
Employment and Non-Competition Agreement, dated December 6, 2021, between PetIQ, LLC and Zvi Glasman
8-K
001-38163
10.1
1/5/2022
10.13*
Employment and Non-Competition Agreement, dated September 17, 2018, between PetIQ, LLC and Susan Sholtis
8-K
001-38163
10.1
9/20/2018
10.14*
Employment and Non-Competition Agreement, dated as of May 28, 2019, between PetIQ, LLC and Michael Smith
8-K
001-38163
10.5
7/9/2019
10.15*
Employment and Non-Competition Agreement, dated May 9, 2019, between PetIQ, LLC and R. Michael Herrman
10-Q
001-38163
10.3
5/9/2019
10.16*
Employment and Non-Competition Agreement, dated May 9, 2019, between PetIQ, LLC and John Newland
10-Q
001-38163
10.2
5/9/2019
10.17*
Transition Support Agreement and General Release, dated August 3, 2021 between PetIQ, LLC and John Newland
8-K/A
001-38163
10.1
8/12/2021
10.18
Transition Services Agreement, dated July 8, 2019, by and between PetIQ, LLC and L. Perrigo Company
8-K
001-38163
10.4
7/9/2019
10.19
Form of Base Capped Call Transaction Confirmation
8-K
001-38163
10.1
5/20/2020
10.20
Form of Additional Capped Call Transaction Confirmation
8-K
001-38163
10.2
5/20/2020
21.1**
List of Subsidiaries of PetIQ Inc.
23.1**
Consent of KPMG LLP
31.1**
Certification of Chief Executive Officer Pursuant to Section 302 of the Sarbanes-Oxley Act of 2002
31.2**
Certification of Chief Financial Officer Pursuant to Section 302 of the Sarbanes-Oxley Act of 2002
32.1***
Certification of Chief Executive Officer Pursuant to 18 U.S.C. Section 1350, Adopted Pursuant to Section 906 of the Sarbanes-Oxley Act of 2002
32.2***
Certification of Chief Financial Officer Pursuant to 18 U.S.C. Section 1350, Adopted Pursuant to Section 906 of the Sarbanes-Oxley Act of 2002
101.INS
XBRL Instance Document
101.SCH
XBRL Schema Documents
101.CAL
XBRL Calculation Linkbase Document
101.DEF
XBRL Definition Linkbase Document
101.LAB
XBRL Labels Linkbase Document
101.PRE
XBRL Presentation Linkbase Document
101.DEF
XBRL Definition Linkbase Document
* Indicates management contract or compensatory plan or arrangement.
** Filed herewith
*** Furnished herewith. This exhibit should not be deemed to be "filed" for purposes of Section 18 of the Exchange Act.