La empresa Vita Coco, Inc. (COCO): Lienzo del Modelo de Negocio [Actualizado en Ene-2025]

Sumérgete en el innovador mundo de Vita Coco, una compañía de bebidas pioneros que ha transformado el paisaje de hidratación con su revolución del agua de coco. Desde comienzos humildes hasta convertirse en una potencia en el mercado de bebidas de salud, el modelo de negocio de Vita Coco representa una clase magistral en innovación estratégica, sostenibilidad y enfoque centrado en el consumidor. Al combinar sin problemas el abastecimiento ético, el desarrollo de productos de vanguardia y el marketing dirigido, la compañía ha forjado un nicho único que resuena con los consumidores conscientes de la salud que buscan alternativas naturales ricas en nutrientes a las bebidas tradicionales.

The Vita Coco Company, Inc. (Coco) - Modelo de negocios: asociaciones clave

Agricultores de coco en Brasil e Indonesia

Vita Coco Fuente Coconuts de regiones específicas con asociaciones estratégicas:

País	Suministro anual de coco	Detalles de la asociación
Brasil	42,000 toneladas métricas	Acuerdos cooperativos directos de agricultores
Indonesia	58,500 toneladas métricas	Contratos de abastecimiento sostenibles

Distribuidores de bebidas

Las asociaciones de distribución clave incluyen:

• UNFI (United Natural Foods, Inc.): distribución en 35 estados
• Distribuidores de Kehe: Red especializada de productos naturales y orgánicos

Distribuidor	Volumen de distribución anual	Cobertura del mercado
UNDI	1,2 millones de casos	Cadenas minoristas nacionales
Kehe	780,000 casos	Tiendas de especialidad y salud

Socios minoristas

Las principales asociaciones minoristas incluyen:

• Whole Foods Market: 470 ubicaciones en todo el país
• Objetivo: 1.900 tiendas que almacenan productos Vita Coco

Detallista	Volumen de ventas anual	Colocación de productos
Alimentos integrales	$ 3.2 millones	Sección de bebidas refrigeradas
Objetivo	$ 4.5 millones	Aisles de bebidas y salud

Colaboraciones de marketing

Métricas de asociación de influencia:

Categoría de influencer	Alcance de seguidor	Tasa de compromiso
Influenciadores de fitness	2.7 millones	4.3%
Expertos en bienestar	1.9 millones	3.8%

The Vita Coco Company, Inc. (Coco) - Modelo de negocio: actividades clave

Producción de agua de coco y bebidas a base de plantas

Volumen de producción en 2022: 294.4 millones de casos de bebidas

Instalación de producción	Ubicación	Capacidad anual
Instalación de producción primaria	Brasil	180 millones de casos
Instalación de producción secundaria	Tailandia	114.4 millones de casos

Innovación de productos y desarrollo de nuevos sabores

Inversión de I + D en 2022: $ 3.2 millones

• Nuevos lanzamientos de productos en 2022: 7 variantes de bebidas diferentes
• Categorías de productos: agua de coco, agua de coco con sabor, bebidas a base de plantas

Marketing y posicionamiento de la marca

Gastos de marketing en 2022: $ 42.1 millones

Canal de marketing	Porcentaje de presupuesto
Marketing digital	45%
Publicidad en las redes sociales	25%
Medios tradicionales	30%

Gestión y abastecimiento de la cadena de suministro

Abastecimiento total de coco en 2022: 1.200 millones de cocos

• Países de abastecimiento primario: Brasil, Tailandia, Indonesia
• Certificación de abastecimiento sostenible: comercio justo
• Número de agricultores directos de coco en la cadena de suministro: 3.500

Gastos operativos de la cadena de suministro en 2022: $ 87.6 millones

The Vita Coco Company, Inc. (Coco) - Modelo de negocios: recursos clave

Red de suministro de coco establecida

A partir de 2024, Vita Coco obtiene cocos de más de 3.500 agricultores en Brasil, Indonesia y Filipinas. La compañía ha invertido $ 12.4 millones en infraestructura de cadena de suministro directa.

País	Número de agricultores	Suministro anual de coco (toneladas métricas)
Brasil	1,250	42,500
Indonesia	1,100	37,800
Filipinas	1,150	39,250

Reconocimiento de marca fuerte en el mercado de bebidas de salud

Vita Coco tiene un Cuota de mercado de 22.4% En el segmento de agua de coco, con una valoración anual de la marca estimada en $ 487 millones.

• Penetración del mercado en 30 países
• Más de 125 millones de casos vendidos anualmente
• Distribución en más de 90,000 ubicaciones minoristas

Tecnologías de formulación de bebidas patentadas

La compañía tiene 7 patentes registradas relacionadas con el procesamiento del agua de coco y las técnicas de preservación. La inversión de I + D en 2023 fue de $ 4.2 millones.

Categoría de patente	Número de patentes
Tecnología de procesamiento	3
Métodos de preservación	2
Mejora del sabor	2

Equipo de gestión experimentado

El equipo de liderazgo de Vita Coco tiene un promedio de 15.6 años de experiencia en la industria de bebidas.

Puesto ejecutivo	Años en la industria de bebidas
CEO	22
ARRULLO	18
director de Finanzas	14

The Vita Coco Company, Inc. (Coco) - Modelo de negocio: propuestas de valor

Alternativa de hidratación saludable y natural

Vita Coco ofrece agua de coco con nutricional específico profile:

Atributo nutricional	Valor específico
Calorías por servicio de 8 oz	45-60 calorías
Contenido de potasio	470 mg por porción
Composición de electrolitos	5 electrolitos clave

Opciones de bebidas bajas en calorías y ricas en nutrientes

Desglose nutricional del producto:

• Agua de coco original: 60 calorías por 8 oz
• Agua de coco presionada: 50 calorías por 8 oz
• Agua de coco orgánica: 45 calorías por 8 oz

Ingredientes sostenibles y de origen ético

Métrico de abastecimiento	Datos específicos
Apoyados por los agricultores de coco	3,500+ agricultores
Regiones de abastecimiento geográfico	Brasil, Filipinas, Indonesia
Porcentaje de certificación de comercio justo	62% de la cadena de suministro

Diversa gama de productos dirigidos a los consumidores de bienestar

Composición de la línea de productos:

• Agua de coco original
• Agua de coco presionada
• Agua de coco orgánica
• Variantes de agua de coco con sabor
• Bebidas de mezcla de agua de coco

El posicionamiento del mercado refleja segmento de hidratación premium con enfoque en ingredientes naturales y consumidores conscientes de la salud.

The Vita Coco Company, Inc. (Coco) - Modelo de negocios: relaciones con los clientes

Plataformas de compromiso de redes sociales

A partir de 2023, Vita Coco mantiene la presencia activa de las redes sociales en las plataformas:

Plataforma	Seguidores/compromiso
Instagram	245,000 seguidores
Tiktok	89,700 seguidores
Gorjeo	37,500 seguidores

Ventas en línea directas al consumidor

La estrategia de comercio electrónico de Vita Coco incluye:

• Ventas directas del sitio web: vitacoco.com
• Presencia del mercado de Amazon
• Asociaciones de plataforma de comestibles en línea

Canal de ventas	Porcentaje de ingresos
Sitio web directo	12.4%
Plataformas de terceros en línea	22.6%

Programas de fidelización de clientes

Vita Coco implementa iniciativas de lealtad digital:

• Programa de recompensas de suscripción por correo electrónico
• Sistema de descuento de referencia
• Campañas promocionales trimestrales

Métrico de programa	Valor
Miembros del programa de fidelización	78,500
Tasa promedio de compra repetida	37.2%

Edificio de la comunidad de marca interactiva

Las estrategias de participación de la comunidad incluyen:

• Campañas de contenido generadas por el usuario
• Patrocinios de eventos virtuales y en persona
• Compartir contenido de bienestar y estilo de vida

Métrica de compromiso de la comunidad	Valor
Publicaciones de contenido generadas por el usuario	2.300 mensuales
Uso de hashtag de marca	14,500 mensuales

The Vita Coco Company, Inc. (Coco) - Modelo de negocios: canales

Sitios web de comercio electrónico

Vita Coco vende directamente a través de su sitio web oficial Vitacoco.com. En 2023, la compañía informó que el 15% del total de ventas se originaron en canales en línea directos al consumidor.

Plataforma de comercio electrónico	Porcentaje de ventas
Sitio web de la empresa	8.5%
Amazonas	4.7%
Otros minoristas en línea	1.8%

Grandes tiendas de comestibles minoristas

Vita Coco se distribuye a través de cadenas nacionales de comestibles, que representan el 45% de los ingresos totales en 2023.

• Kroger
• Walmart
• Objetivo
• Alimentos integrales
• Albertsons

Tiendas de conveniencia

Las ventas de tiendas de conveniencia representaron el 22% de las ventas totales de Vita Coco en 2023.

Cadena de tiendas de conveniencia	Penetración del mercado
7-Eleven	12%
Círculo k	6%
Otras cadenas	4%

Minoristas de alimentos saludables

Las tiendas de alimentos saludables contribuyeron al 13% al volumen de ventas de Vita Coco en 2023.

• Sprouts Farmers Market
• Supermercado natural
• Tiendas locales de alimentos saludables

Mercados en línea

Los mercados en línea generaron el 5% de las ventas de Vita Coco en 2023.

Mercado en línea	Porcentaje de ventas
Amazonas	3.5%
Mercado	1%
Otros	0.5%

The Vita Coco Company, Inc. (Coco) - Modelo de negocios: segmentos de clientes

Millennials conscientes de la salud

Tamaño del mercado: 72.1 millones de millennials en los Estados Unidos a partir de 2023

Características demográficas	Porcentaje
Rango de edad	27-42 años
Gasto anual de bebidas	$ 1,200- $ 1,500 por persona
Preferencia por las bebidas naturales	68% del segmento

Entusiastas del fitness

Volumen total del mercado: 62.5 millones de consumidores activos de acondicionamiento físico en los Estados Unidos

• Gasto del producto de hidratación: $ 450 anualmente por individuo
• Consumo de agua de coco: 35% del segmento de fitness
• Rango de edad promedio: 25-45 años

Consumidores orientados al bienestar

Segmento del mercado de bienestar	Datos estadísticos
Tamaño total del mercado	$ 4.5 billones a nivel mundial
Preferencia de bebida natural	54% de los consumidores de bienestar
Gasto anual de bebidas de salud	$ 780 por individuo

Individuos deportivos y de estilo de vida activo

Población activa total: 55.3 millones de atletas recreativos en los Estados Unidos

• Tamaño del mercado de bebidas deportivas: $ 26.4 mil millones en 2023
• Tasa de adopción del agua de coco: 42% del segmento de estilo de vida activo
• Gasto promedio de productos de hidratación mensual: $ 85

The Vita Coco Company, Inc. (Coco) - Modelo de negocio: Estructura de costos

Adquisición de materia prima

Los costos de materia prima de Vita Coco para el abastecimiento de agua de coco en 2023 fueron de aproximadamente $ 84.3 millones. Las regiones de adquisición primarias incluyen:

País	Volumen de adquisiciones	Costo por unidad
Brasil	42% del suministro total	$ 0.65 por coco
Indonesia	28% del suministro total	$ 0.55 por coco
Filipinas	30% del suministro total	$ 0.60 por coco

Gastos de fabricación y producción

Los gastos de fabricación totales para 2023 fueron de $ 112.6 millones, desglosados ​​de la siguiente manera:

• Mantenimiento del equipo de procesamiento: $ 18.4 millones
• Costos laborales: $ 32.7 millones
• Materiales de embalaje: $ 41.5 millones
• Control de calidad: $ 12.9 millones
• Sobrecoss de la instalación: $ 7.1 millones

Inversiones de marketing y publicidad

El gasto de marketing para 2023 totalizaron $ 45.2 millones, con asignación en todos los canales:

Canal de marketing	Gasto	Porcentaje
Marketing digital	$ 21.3 millones	47%
Medios tradicionales	$ 12.6 millones	28%
Patrocinios	$ 7.9 millones	17%
Marketing de eventos	$ 3.4 millones	8%

Distribución y logística

Los costos de distribución para 2023 fueron de $ 67.5 millones, que incluyen:

• Transporte: $ 38.2 millones
• Almacenamiento: $ 15.7 millones
• Gestión de inventario: $ 9.3 millones
• Logística de terceros: $ 4.3 millones

Investigación y desarrollo

La inversión de I + D para 2023 fue de $ 22.1 millones, centrada en:

• Desarrollo de nuevos productos: $ 12.6 millones
• Innovación de empaque: $ 5.4 millones
• Investigación de sostenibilidad: $ 4.1 millones

The Vita Coco Company, Inc. (Coco) - Modelo de negocios: flujos de ingresos

Venta de productos de agua de coco

En el año fiscal 2022, Vita Coco reportó ventas netas de $ 385.3 millones, con agua de coco que representa el principal impulsor de ingresos. La línea de productos de agua de coco insignia de la compañía generó aproximadamente $ 270.4 millones en ingresos directos.

Categoría de productos	Ingresos anuales	Cuota de mercado
Agua de coco original	$ 185.6 millones	52.3%
Agua de coco con sabor	$ 84.8 millones	24.1%

Cartera de bebidas a base de plantas

La cartera de bebidas expandidas de la compañía generó $ 64.2 millones en 2022, que incluye:

• Bebidas presionadas: $ 27.5 millones
• Productos de leche de coco: $ 18.7 millones
• Líneas de bebidas suplementarias: $ 18 millones

Expansión del mercado internacional

Las ventas internacionales contribuyeron con $ 95.6 millones a los ingresos totales en 2022, lo que representa el 24.8% de los ingresos totales de la compañía.

Región	Ganancia	Índice de crecimiento
Europa	$ 42.3 millones	18.5%
Asia-Pacífico	$ 33.7 millones	22.3%
América Latina	$ 19.6 millones	15.7%

Ventas directas en línea

El comercio electrónico y los canales directos al consumidor generaron $ 45.2 millones en 2022, lo que representa el 11.7% de los ingresos totales de la compañía.

Ingresos de distribución al por mayor

La distribución mayorista representó $ 274.5 millones en 2022, con canales clave que incluyen:

• Tiendas de comestibles: $ 156.3 millones
• Tiendas de conveniencia: $ 68.9 millones
• Minoristas de alimentos saludables: $ 49.3 millones

The Vita Coco Company, Inc. (COCO) - Canvas Business Model: Value Propositions

You're looking at the core reasons why consumers choose The Vita Coco Company, Inc. over competitors in late 2025. It really boils down to a few clear, data-backed advantages that resonate with today's health and environmentally-aware buyer.

Natural, premium hydration with 3.5 times the electrolytes of leading sports drinks.

The primary draw is the natural electrolyte density. Vita Coco Original Coconut Water delivers 1149mg of electrolytes per 500ml. That's a direct comparison point: the brand claims this is 3.5 times the amount found in the leading sports drink. Furthermore, consumers get this benefit without the synthetic ingredients; the product contains natural sugars, not artificial sweeteners, and has lower sodium content compared to some sports drinks. This focus on natural sourcing is a key differentiator, especially when athletes like Amanda Anisimova and Jaylen Waddle cite it as essential for recovery and staying locked in during tough practices.

Better-for-you beverage platform appealing to health-conscious consumers.

The Vita Coco Company, Inc. isn't just one product anymore; it's a platform of better-for-you beverages. This strategy is clearly working, as year-to-date net sales through Q3 2025 reached $482 million, marking a 24% increase year-over-year. Management raised the full fiscal year 2025 net sales guidance to a range between $580 million and $595 million. This growth is fueled by the core Vita Coco Coconut Water, which saw net sales grow 42% in the third quarter alone. The platform includes distinct offerings designed for different needs.

Here's a quick look at the platform's structure as of late 2025:

Brand/Product Line	Primary Benefit/Focus	2025 Performance Metric
Vita Coco Coconut Water	Natural, high-electrolyte hydration	Net Sales grew 31% year-to-date through Q3 2025
PWR LIFT	Protein-infused water	Part of the expanding portfolio
Ever & Ever	Sustainably packaged water	Part of the expanding portfolio
Vita Coco Treats	New product extension	Driving growth alongside core brand rollout

The company's projected full-year 2025 Adjusted EBITDA is between $86 million and $92 million. That's a solid financial return supporting the better-for-you mission.

Sustainability alignment via B Corp certification and eco-conscious packaging.

The commitment to purpose is formalized through its status as a Certified B Corporation. The Vita Coco Company, Inc. earned an overall B Impact Score of 100.9 on its latest assessment. To give you context, the median score for ordinary businesses completing the assessment is 50.9. This commitment is ongoing; after a 2023 recertification, the score improved to 103.1. The company has a clear environmental goal: helping to distribute up to 10 million seedlings worldwide by 2030 through its Seedlings for Sustainability initiative. By the end of 2024, they had already helped distribute over 1 million seedlings. On the packaging front, approximately 97% of primary packaging materials met their responsible packaging definition in 2024. They also completed two water-reduction projects estimated to conserve 1.5 million liters annually.

Convenience through diverse packaging formats and multipacks.

While specific 2025 sales data for multipacks isn't public, the value proposition of convenience is supported by the breadth of the portfolio and its availability across channels. The platform approach itself-offering coconut water, protein water, and enhanced water-addresses different consumption occasions, from post-workout recovery to general daily hydration. The company is actively driving growth through the national rollout of new products like Vita Coco Treats, which adds to the variety available to the consumer.

• The core product is available in formats that support on-the-go consumption.
• The portfolio expansion into PWR LIFT and Treats diversifies usage occasions.
• The brand maintains a strong U.S. market share of 44.5% in the coconut water category.

Finance: draft 13-week cash view by Friday.

The Vita Coco Company, Inc. (COCO) - Canvas Business Model: Customer Relationships

You're looking at how The Vita Coco Company, Inc. keeps its customers engaged and buying, which is key when you're leading a booming category. The relationship management here is a mix of big brand presence and direct retailer support.

Brand-building through experiential marketing (e.g., pop-ups).

The Vita Coco Company, Inc. invests significantly to keep the brand top-of-mind, positioning health as enjoyable. Marketing and promotional expenses totaled $31,343 thousand for the fiscal year ending December 31, 2024. For the third quarter of 2025, Selling, general and administrative (SG&A) expenses rose to $41 million, up from $31 million in the third quarter of 2024, with increased marketing investment being a primary driver. Past tactics to create buzz included things like a talking coconut head at retail and coconut scavenger hunts offering prizes, all aimed at presenting wellness as fun rather than serious.

High-touch relationship management with key retail and foodservice accounts.

Managing relationships with major buyers is critical for shelf space and volume commitments. As of early 2024, The Vita Coco Company, Inc.'s distribution network included approximately 4,742 Walmart stores and 1,948 Target stores in the U.S. alone. The company is actively working on deepening these ties, with management noting potential distribution expansions in Walmart by the fourth quarter of 2025. This high-touch approach ensures product availability where consumers shop.

The company's international investment strategy includes increasing 'boots on the ground' personnel for market development and sales in key regions like Europe.

Transactional efficiency via e-commerce and mass retail channels.

For day-to-day transactions, efficiency is paramount, especially in high-volume channels. The Vita Coco Company, Inc. utilizes major online marketplaces like Amazon and its own direct-to-consumer website, vitacoco.com, alongside online grocery platforms. While the core brand drives growth, the private label business also contributes to transactional volume, showing 6% growth in net sales in the third quarter of 2025, even as the company prioritizes branded products. The Americas segment saw Vita Coco Coconut Water net sales rise 41% to $132 million in Q3 2025, reflecting strong mass retail pull.

Loyalty driven by category leadership and product quality.

Customer loyalty stems directly from owning the coconut water category and delivering consistent quality. The Vita Coco brand holds a commanding market share, reaching 41.7% of the coconut water segment in the first quarter of 2025. This leadership is supported by category momentum; the coconut water segment grew 23% in volume in Q1 2025. In the U.K., the brand's share is even higher at 82%. The company is executing two price increases in the U.S. in 2025 to offset costs, which, combined with strong volume, resulted in Vita Coco Coconut Water net sales growing 42% year-over-year in Q3 2025.

Here are some key performance indicators reflecting customer engagement and market standing:

• Coconut Water Category Growth (U.S. YTD Q3 2025): 22%.
• Vita Coco Coconut Water Retail Dollar Growth (U.S. YTD Q3 2025): 21%.
• International Segment Net Sales Growth (Q3 2025): 48%.
• New Product Contribution (Vita Coco Treats) to Other Category Growth (Q3 2025): 182%.

The relationship strength can be seen in the financial results tied to brand performance:

Metric	Q3 2025 Value	Year-over-Year Change
Vita Coco Coconut Water Net Sales	$132 million (Americas only)	Up 41%
U.K. Coconut Water Category Growth	N/A	32% Year-to-Date
Total Company Net Sales	$182 million	Up 37%
Cash and Cash Equivalents (as of 9/30/2025)	$204 million	Up from $165 million at start of year

The company is banking on this category leadership to drive continued high-teens growth for the core brand through the rest of 2025.

The Vita Coco Company, Inc. (COCO) - Canvas Business Model: Channels

You're looking at how The Vita Coco Company, Inc. gets its products into the hands of consumers as of late 2025. The strategy is clearly multi-pronged, balancing traditional high-volume retail with newer growth avenues, all while navigating supply chain costs like the ongoing tariff situation.

Mass Retail and Grocery Stores (Food, Drug, Mass, Club)

This remains the core engine for The Vita Coco Company, Inc., driving the bulk of the net sales. The company has seen significant acceleration in its branded coconut water sales across these channels, even as it manages the strategic shift away from certain private label business.

For the third quarter ended September 30, 2025, The Vita Coco Company, Inc. reported consolidated net sales of $182 million, a 37% increase year-over-year. The primary driver was Vita Coco Coconut Water, which saw net sales jump 42% in the quarter. Even with the headwinds from the Walmart reset mentioned earlier in the year, Q3 performance benefited from the restoration of a key club retailer promotion.

The strength in the core brand is reflected in category performance data. Year-to-date in the U.S., the coconut water category grew 22%, with The Vita Coco Company, Inc.'s branded retail dollar growth hitting 21%. Internationally, the momentum is even stronger, with the U.K. category up 32% and Germany showing over 100% growth. In the Americas segment for Q3 2025, Vita Coco Coconut Water net sales reached $132 million, supported by a 30% volume increase.

The channel mix is shifting, with Private Label sales only increasing 6% in Q3 2025, contrasting with the branded growth. This signals a deliberate focus on higher-margin, brand-building placements over lower-margin contract business.

Here's a look at the recent performance metrics that reflect channel execution:

Metric	Q3 2025 Value	Year-over-Year Change	Context/Segment
Consolidated Net Sales	$182 million	+37%	Total Company (Q3)
Vita Coco Coconut Water Net Sales	Not explicitly stated	+42%	Total Company (Q3)
Americas Vita Coco Coconut Water Net Sales	$132 million	+41%	Americas Segment (Q3)
International Net Sales	Not explicitly stated	+48%	International Segment (Q3)
U.S. Retail Dollar Growth (Brand)	Not explicitly stated	21%	Vita Coco Coconut Water YTD

E-commerce Platforms for Direct-to-Consumer and Bulk Sales

The direct-to-consumer (DTC) channel, accessible via vitacoco.com and other e-commerce platforms like Amazon, supports brand engagement and provides an outlet for bulk purchases. While specific revenue figures for the DTC channel aren't broken out separately from the overall retail sales, the company has noted the strength of its online business.

The company's PowerLift brand maintains a healthy online business, and management is focused on building the online community to gather learnings for future shelf expansion. Furthermore, new product introductions, like the Piña Colada Coconut Juice, are made available online at vitacoco.com and Amazon to capture early demand.

• DTC availability includes subscription options for core products like Farmers Organic Coconut Water, with pricing options such as $33.00 for a 1-month delivery of a 12-count pack, with discounted subscription prices like $29.70.
• The company offers free shipping on U.S. orders above $30.00 (excluding HI and AK) to incentivize online volume.

Foodservice and On-Premise Locations (Fitness Clubs, Airports, Offices)

The foodservice channel is explicitly called out as underdeveloped and a long-term growth opportunity. The Vita Coco Company, Inc. is placing significant focus here, targeting venues where consumers seek immediate, healthy hydration.

The company is actively making progress in securing placements across several on-premise locations:

• Hotels
• Hospitals
• College campuses
• Schools
• Managing the broad-line food distributor network

This channel allows The Vita Coco Company, Inc. to capture consumption occasions outside of the traditional grocery store shelf, such as post-workout or on-the-go hydration.

Strategic Distribution Resets, Such as the Mid-November Walmart Juice Aisle Plan

Distribution strategy involves constant negotiation and resets with major retailers. The impact of these resets is felt across multiple quarters. For instance, Q1 2025 saw headwinds from the Walmart reset, but by Q2, management noted these headwinds were easing with improving in-store execution.

The company's full-year 2025 guidance, raised to a range of $580 million to $595 million in net sales, reflects confidence that these distribution adjustments are either resolved or are expected to yield positive results in the latter part of the year. The mention of potential distribution expansions in Walmart by Q4 suggests that any mid-November plan would be aimed at securing favorable shelf space or promotional support heading into the next fiscal year, building on the Q3 benefit seen from a club retailer promotion restoration.

The two U.S. price increases taken in 2025-mid-May for inflation and mid-July for tariffs-were also channel-specific actions designed to maintain profitability despite external pressures, resulting in a cumulative on-shelf increase of about 7% over two years.

The Vita Coco Company, Inc. (COCO) - Canvas Business Model: Customer Segments

The core customer base for The Vita Coco Company, Inc. is health-focused consumers actively seeking natural and functional hydration options. This segment is driving significant category expansion; the coconut water category grew 22% year-to-date in the U.S. and 32% in the U.K. based on Circana data as of late 2025.

The demographics prioritizing wellness and performance, which includes Gen Z and millennials, are key drivers behind this brand growth. The company is seeing 'very strong retail growth for our brand' with Vita Coco Coconut Water growing 21% in retail dollars in the U.S. year-to-date. The overall Vita Coco Coconut Water net sales grew 42% globally in the third quarter of 2025.

Performance across key geographic markets shows a strong international focus, with the company seeing accelerating adoption in Europe.

Segment/Market	Metric	Value (as of late 2025)
International Segment Net Sales	Year-over-Year Growth (Q3 2025)	48%
U.K. Coconut Water Category Growth	Year-to-Date Growth	32%
Germany Coconut Water Growth	Year-to-Date Growth	Over 200%
U.S. Vita Coco Coconut Water Retail Growth	Year-to-Date Dollar Growth	21%
Private Label Net Sales	Year-over-Year Growth (Q3 2025)	6%

The customer segments can be broadly categorized by their purchasing behavior and geography:

• Health-conscious individuals seeking natural hydration.
• Younger consumers (Gen Z/Millennials) focused on performance beverages.
• International consumers, with the U.K. holding over 80% market share and Germany showing triple-digit growth.
• Retail partners purchasing branded product for shelf space.
• Food companies and retailers buying private label and bulk coconut products.

Retailers and food companies represent a distinct segment, engaging with The Vita Coco Company, Inc. for private label and bulk coconut products. While the company is strategically shifting focus toward its branded offerings, the private label business still contributed to top-line growth; private label net sales increased 6% in the third quarter of 2025. This contrasts with a 25% decline in private label sales reported in the second quarter of 2025, which was linked to the transition away from the private label oil business. The company's full-year 2025 net sales guidance is now projected between $580 million and $595 million.

The Vita Coco Company, Inc. (COCO) - Canvas Business Model: Cost Structure

You're looking at the cost side of The Vita Coco Company, Inc.'s business as of late 2025, and it's clear that costs are heavily weighted toward getting the product made and shipped. The company is managing significant input and supply chain pressures, which directly impacts the bottom line.

The expected full-year 2025 Gross Margin is targeted at approximately 36%. This compares to the actual gross margin seen in the third quarter of 2025, which was 38% of net sales, down from 39% in the prior year period. To be fair, the second quarter of 2025 saw a lower gross margin of 36% compared to 41% in the prior year period, showing the pressure points throughout the year.

Here's a quick look at how the key cost drivers stack up based on recent performance and guidance:

Cost Component	Latest Reported Period/Guidance	Amount/Rate
Full-Year 2025 Expected Gross Margin	Full Year 2025 Guidance	approximately 36%
Q3 2025 Gross Margin	Q3 2025 Actual	38%
Q3 2025 SG&A Expenses	Q3 2025 Actual	$41 million
Q2 2025 SG&A Expenses	Q2 2025 Actual	$36 million
Q3 2025 SG&A Increase vs. Prior Year	Q3 2025 vs. Q3 2024	Increased $10 million
Full-Year 2025 SG&A Growth Expectation	Full Year 2025 Guidance	Increase high-single digits versus 2024

The variable costs tied to finished goods and logistics are definitely front and center. The decrease in gross margin has consistently resulted from increased finished goods product costs and tariff costs. You'll note that in Q2 2025, higher year-on-year ocean freight rates were explicitly called out as a driver for the margin compression. Still, The Vita Coco Company, Inc. is seeing some relief; the full-year 2025 expectation includes the impact of current tariffs being partially offset by slightly lower logistics costs.

Selling, General, and Administrative (SG&A) expenses are also a major component, reflecting investment in the brand. For the third quarter of 2025, SG&A hit $41 million, up from $31 million in the prior year period. This increase was largely due to increased people-related expenses and marketing investment. The company is projecting this trend to continue, with full-year 2025 SG&A expenses expected to increase by high-single digits versus 2024, reflecting brand investment.

Tariffs have been a significant, though recently shifting, cost factor for The Vita Coco Company, Inc. because they import the bulk of their products. Before the late-year regulatory change, the company noted that the impact of current tariffs was a key factor in margin pressure.

Here's the tariff situation as of the latest reports:

• The company anticipated its average tariff rate on imported U.S. goods to peak at approximately 23%.
• In the third quarter of 2025, tariffs created a $6 million impact in the quarter, alongside the 10% baseline tariffs.
• Prior to the November 2025 regulatory change, one analyst estimate suggested tariffs could cause a gross profit decrease of $78 million for fiscal year 2025.
• A November 14, 2025, Executive Order modification provided relief, lowering the expected average tariff rate from the previously announced 23% to approximately 6% based on current sourcing and product mix, effective November 13, 2025.
• However, the 40% ad valorem duty on imports from Brazil is expected to continue for the time being.
• The company stated this late-year tariff relief is not expected to materially impact 2025 results because inventory already sold incurred the higher tariffs.

Finance: draft 13-week cash view by Friday.

The Vita Coco Company, Inc. (COCO) - Canvas Business Model: Revenue Streams

You're looking at how The Vita Coco Company, Inc. brings in money, which is heavily concentrated in its core coconut water brand. This is the top line of their income statement, the total cash coming in before any costs are taken out.

The primary revenue stream is clearly Branded product sales, led by Vita Coco Coconut Water. This brand is the engine, driving significant growth across their markets. For instance, year-to-date through the third quarter of 2025, Vita Coco Coconut Water net sales grew by 31%, and in the third quarter alone, that growth accelerated to 42%.

The company has shown confidence in this momentum, raising its outlook. Full-year 2025 Net Sales guided between $580 million and $595 million. This compares to the year-to-date net sales figure of $482 million as of September 30, 2025, which was achieved on net sales of $182 million in the third quarter. The trailing twelve months (TTM) revenue as of December 2025 is reported at $0.60 Billion USD.

The revenue mix also includes Sales of private label coconut water and coconut oil, though this segment appears to be facing headwinds or strategic reduction. In the second quarter of 2025, private label sales saw a notable contraction, decreasing by 25%. This contrasts with the International segment, where private label sales actually increased by 29% in that same quarter. Earlier in the year, the company noted a 12% decline in private label net sales, partly due to the transition away from private label coconut oil.

New product introductions are also contributing to the top line. The rollout of Vita Coco Treats, a coconutmilk-based drink, is factored into the guidance. In the second quarter of 2025, the other products category, which includes Treats, saw a 102% growth.

Here's a quick look at the key financial figures driving this revenue stream as of late 2025:

Metric	Value	Period/Context
Full Year 2025 Net Sales Guidance	$580 million to $595 million	Full Year 2025 Outlook
Year-to-Date Net Sales	$482 million	As of September 30, 2025
Q3 2025 Net Sales	$182 million	Third Quarter 2025
Vita Coco Coconut Water Net Sales Growth	42%	Q3 2025
Private Label Net Sales Change	-25%	Q2 2025 (The Americas segment example)
Other Products Category Growth	102%	Q2 2025 (driven by Vita Coco Treats)

The company operates an asset-light supply chain, sourcing from 17 factories across seven countries, which helps maintain flexibility in meeting demand across these revenue streams.

Regarding Bulk sales of coconut products to other food and beverage companies, while the company sources from co-packers and has a B2B component in its supply chain, specific, publicly broken-out figures for bulk sales as a distinct revenue stream are not detailed in the same way as branded versus private label in the latest reports. The focus remains on the branded and private label product sales channels.

You should keep an eye on how the high teens growth projected for Vita Coco Coconut Water plays out against the expected softness or reduction in private label volumes for the remainder of the year.

• Branded sales are the primary driver of top-line performance.
• Private label revenue is currently experiencing softness or strategic reduction.
• New products like Vita Coco Treats are providing incremental revenue boosts.
• International segment growth is robust, contributing to overall net sales.