Martin Roper

Chief Executive Officer, The Vita Coco

Search every verified Martin Roper interview, podcast appearance, and on-the-record quote — each transcript cross-checked by AI and human review to confirm speaker identity. Martin Roper, Chief Executive Officer of The Vita Coco Company, discussed the company's fourth quarter and full year 2022 financial results and its commercial plans for 2023 during an earnings call on February 28, 2023. He welcomed Corey Baker, a new hire with 16 years of experience at PepsiCo, to the finance team. Roper stated that the company aims to grow the coconut water category by increasing household penetration and usage occasions while expanding category share through innovations and distribution gains. Roper reported that the company saw an acceleration of sales trends in early 2023, with 21-year-to-date dollar scan growth, and noted that commercial teams were working to rebuild distribution and restock retail shelves after inventory issues. He also said that international volume for Vita Coco coconut water grew 11% for the full year, with net sales rising 11% as price increases were offset by foreign exchange effects. Regarding costs, Roper stated that transportation cost pressures were expected to recede in 2023 and 2024 relative to 2021 and 2022 levels, with material benefits anticipated from lower ocean freight costs, reduced domestic transportation costs, and improved logistics efficiencies. He noted that the company had lower forward contract commitments to ocean freight than historically, leaving it more exposed to spot rates in 2023.