Page 1 of 8. Columbus McKinnon Corporation Second Quarter Fiscal 2018 Teleconference and Webcast October 31, 2017

Transcription

1 Operator: Good day, and welcome to the Columbus McKinnon Second Quarter Fiscal Year 2018 Conference Call and webcast. All participants will be in a listen-only mode. [Operator Instructions] After today s presentation, there will be an opportunity to ask questions. Please note, this event is being recorded. I would now like to turn the conference call over to Ms. Deborah Pawlowski, Investor Relations for Columbus McKinnon. Ms. Pawlowski, the floor is yours, ma am. Deborah Pawlowski: Thanks, Mike, and good morning, everyone. We certainly appreciate your time today and your interest in Columbus McKinnon. I have with me here Mark Morelli, our President and CEO, and Greg Rustowicz, our Chief Financial Officer. You should have a copy of our second quarter fiscal 2018 financial results that were released earlier this morning. If you don t, you can find them on our website at cmworks.com. You will also find on the site the slides that will accompany today s conversation. So, with those slides, if you will turn to slide 2, I will review the Safe Harbor statement. As you are aware, we may make some forward-looking statements during the formal discussions as well as during the Q&A session. These statements apply to future events which are subject to risks and uncertainties as well as other factors that could cause actual results to differ materially from what is stated here today. These risks and uncertainties and other factors are provided in the earnings release as well as with other documents filed with Securities and Exchange Commission. These documents can be found on our web site or at sec.gov. During today s call, we will also discuss some non-gaap financial measures. We believe these will be useful in evaluating our performance. You should not consider the presentation of this additional information in isolation or as a substitute for results prepared in accordance with GAAP. We have provided reconciliations of the non-gaap measures to comparable GAAP measures in the tables that accompany today s release and slides for your information. So with that, please turn to slide 3, and I will turn it over to Mark to begin. Mark? Mark Morelli: Thank you, Deb. We have had a great first half of fiscal 2018 by delivering another solid quarter. I believe that this is indicative of the potential of our franchise as we continued the strong momentum from the first quarter. Our sales in the quarter rose 40% to $212.8 million, with strong organic growth of 8.5% compared with the prior year, excluding the impact of favorable currency exchange rates. Compared with many others, we got off relatively light with the hurricanes. Nonetheless, we had to work hard to get our products to the Port of Houston to get to the customers on time. Another factor that helped drive demand was improved availability of our product. I believe this was an excellent demonstration of the commitment and professionalism of our employees to execute a growth roadmap and work through issues. Our new operating system helped us deliver results. By putting structure and discipline around a regular review process and deep deployment in the organization, we have clarified our targets and developed roadmaps to achieve our goals. This structure has led to a more effective prioritization, better decision making and improved execution. The performance in the quarter also highlights the relevancy of our product lines in a wide variety of vertical market segments and how they fill the need for high-quality professional-grade products and solutions. Let s first discuss the robust organic growth of 9.5% for the quarter in our U.S. market. This was stronger than we anticipated and the market tailwinds from industrial capacity utilization improvement and the approximate 3% GDP growth in the U.S. this past quarter were certainly welcome. However, we are also better addressing customer needs, reducing lead times, and improving responsiveness, which helps ensure our success in the market. It is important to understand too that our products relevance in several key vertical markets enable our performance in the quarter. Sales to utilities were robust. As I mentioned, with the hurricanes, we were Page 1 of 8

2 able to effectively manage our operations and logistics. We quickly restocked some of our hand tools and hoists used for pulling and restringing power lines. As utilities deployed equipment to recover from natural disasters, they also replenished stock in preparation for the likelihood of future events. Construction in the U.S. continues to be strong, as there was a steady increase of commercial and industrial construction that drives our tool business, particularly in the summer months. The construction boom has impacted many cities throughout the U.S. The materials industry, particularly steel production, is driving demand for Magnetek products, as producers look to refurbish and upgrade facilities. Our Magnetek controls provide measurable energy savings for these customers as well. The mining sector is also improving and, as a result, beginning to drive demand in the industry for our products. The automotive market has helped to drive demand for our products as well. Automotive OEMs making model changeovers require them to retool their operations. This drives demand for our projects, such as Unified rail, Lodestar hoists, and Magnetek controls. The entertainment segment in the U.S. has also helped the business, particularly through the summer months. Our leading products serving the entertainment industry are used for hoisting and lifting for summer festivals, touring acts, as well as theater. Also notably, the U.S. government has been placing orders, particularly for products like attachments used for applications such as tie-downs for aircraft, vehicles and other assets. Outside of the U.S., we had strong organic revenue growth of 6.5%, with EMEA up 5.5%. Increasing industrial capacity utilization in Europe has helped drive demand. We have been successful selling actuators for a large bridge construction project in Russia, screw jacks for aircraft engine manufacturing, and explosion-proof manual hoist for midstream and downstream oil and gas in the Middle East. In addition, Latin America has experienced significant growth as that region comes out of a recession. We have been successful in localizing several products that are now manufactured in Mexico and selling into local markets. We are seeing growth in automotive, metal-working, capital equipment and durable goods manufacturing in that region. Strong sales translated into GAAP net income of $12.5 million or $0.54 per diluted share, for the quarter. For the first half of fiscal 2018, we generated $1.05 per diluted share. We continue to demonstrate our strong cash engine and generated $20.3 million in cash from operations in the quarter. We used the cash to pay down $16.3 million in borrowings. In the first half of the fiscal year, we generated $35 million in cash from operations and paid down $30 million in debt, ahead of our scheduled debt repayment plan. Before I turn the call over to Greg to walk you through the results of the quarter, let me provide some brief commentary on our focus on our industrial technology capabilities. As we discussed in our last earnings call, we are accelerating the evolution of Columbus McKinnon from a legacy industrial company into an industrial technology leader. The acquisitions of STAHL and Magnetek increased our product portfolio of engineered products and solutions. And once again, this quarter, we can see that our businesses with more highly engineered products performed very well with better than average margins. For example, STAHL s explosion-proof hoists and crane solutions drove growth with its engineered solutions for applications in the midstream oil and gas markets and energy infrastructure, such as LNG terminals and power generation. Magnetek s growth was again driven by penetration into the steel and automotive industries. In these and other markets, customers specify Magnetek controls for their specific features, high quality and reliability, which enables high uptime. Customers also appreciate our outstanding technical and after sales support. Similarly, Lodestar holds a leading market position in the entertainment industry, because of its technical functionality in a unique and demanding role, and the high-performance design of Unified Industries rail systems provides higher yields and greater productivity for leading companies in the automotive industry. Page 2 of 8

3 Following Greg, I will provide some outlook on fiscal 2018 and discuss what to expect with our strategic plan that we will introduce in the beginning of the calendar year. So, let me turn the call now to you, Greg. Gregory Rustowicz: Thank you, Mark. Good morning, everyone. Turning to slide 4, consolidated sales in the second quarter of $212.8 million were up 40.1% from the prior year. STAHL was a strong contributor in the quarter, adding $45.8 million of sales, which represented 30.2% of the quarter s sales growth. We also grew organically $12.9 million, or 8.5%. Sales volume was up $12.2 million, or 8%, and pricing was up by $700,000 or 50 basis points. Overall, we saw solid organic growth in the quarter, as the U.S. and Latin American markets continued to show strength, and markets improved in Canada and EMEA. Foreign currency translation shifted to a tailwind and increased sales in the quarter by 1.4%, largely the result of a stronger euro and weaker U.S. dollar. For the quarter, U.S. sales were up $14.4 million, or 14.6%, compared with the year ago period. STAHL contributed $5 million to our U.S. sales. Sales outside of the U.S. were up $46.5 million, or 86.8%. STAHL contributed $40.8 million to our international sales. Latin America saw double-digit organic growth, while Canada and EMEA saw mid-to-high single digit organic growth in the quarter as the business environment improved in these two regions. On slide 5, our second quarter gross profit increased by $21.9 million, or 44%. Adjusted gross profit was $69.9 million, an increase of $20.2 million, or 40.6%, versus the prior year. Our adjusted gross margin percentage was 32.9% compared with 32.7% in the prior year, an increase of 20 basis points. STAHL was accretive to adjusted gross margin, posting an adjusted gross margin of 36.7%. This demonstrates the value of a highly-engineered, ATEX-certified product line, which is consistent with our plans to transform into an industrial technology company. The reconciliation for adjusted gross margin can be found on slide 16 of this presentation. Let s now review the quarter s gross profit bridge. The increase in gross profit was the result of two primary drivers: the STAHL acquisition and higher sales volumes. STAHL added $16.8 million of gross profit; higher sales volumes contributed $3.7 million of gross profit. In addition, we also received a $1.7 million partial payment from an insurance carrier for ongoing litigation regarding insurance coverage for asbestos claims. This item is adjusted out of gross margin as a pro forma item. Other items positively affecting our gross profit included foreign currency translation, which added $600,000 of gross profit, and the impact of higher pricing net of raw material inflation, which positively impacted gross profit by $500,000. In addition, product liability costs were lower by $400,000 compared with the prior year. STAHL integration costs negatively impacted gross profit by $100,000 and is also a pro forma item. We also saw negative productivity net of other cost changes in our plants this quarter of $1.7 million, which decreased gross profit. This was due to a higher benefit and other cost changes of $1.1 million for medical and worker s comp costs, stock compensation costs, and annual incentive plan costs compared with one year ago. In addition, we had unfavorable inventory adjustments this quarter, which more than accounted for the balance of the negative deviation. As shown on slide 6, selling expense in the second quarter was higher than the prior year by $6 million. STAHL added $6 million to selling costs, including integration costs. Unfavorable foreign currency translation also increased selling costs by $300,000 and that was offset by cost savings measures. G&A expense increased $5.5 million from the prior year. STAHL added $2.5 million to G&A expense this quarter. STAHL integration costs added $500,000 to G&A as well. G&A costs also included two pro forma items: $1.3 million for legal costs related to the insurance claim previously mentioned, as well as a $400,000 accrual for legal costs expected to be incurred related to a former subsidiary of Magnetek. Page 3 of 8

4 Unfavorable foreign currency translation added $100,000 to G&A. The remainder of the increase is largely due to higher annual incentive plan costs expected in fiscal year 2018 compared with fiscal R&D costs were $3.7 million compared with $2.5 million in the prior year. STAHL added $900,000 to R&D expense. R&D expense represents 1.7% of sales and we see this investment growing in the coming year. Our quarterly forecasted RSG&A run rate remains unchanged, and is expected to approximate $46 million per quarter, excluding STAHL integration costs and other pro forma items. Turning to slide 7, adjusted income from operations was $20.2 million, or 9.5% of sales. This compares with adjusted operating income of $12.6 million, or 8.3%, in the prior year. STAHL added $5.5 million of adjusted operating income, which represents an adjusted operating margin of 11.9%. STAHL amortization is estimated to be $8 million for the year at current FX rates. The reconciliation for adjusted operating margin can be found on slide 17 of this presentation. As you can see on slide 8, GAAP earnings per diluted share were $0.54 versus $0.33 per diluted share in the prior year period. Adjusted earnings per diluted share for the second quarter of fiscal 2018 were $0.51 compared with $0.40 in the previous year, an increase of $0.11 per share, or 27.5%. STAHL contributed $0.04 of accretion to adjusted EPS this quarter and year-to-date has added $0.09 of accretion. The reconciliation of GAAP earnings per share to adjusted earnings per share can be found on slide 18 of this presentation. All adjustments are tax affected at a normalized tax rate of 22%. On a GAAP basis, our effective tax rate in the current quarter was 14.1%. This was lower than our previous guidance, as a result of the new GAAP accounting standard impacting the tax accounting treatment of equity compensation. Given this change, we now expect the full-year effective tax rate to be in the 18% to 22% range. Turning to slide 9, our working capital as a percent of sales decreased to 18.5% compared with 21.2% at September 30, 2016 and 18.6% at March 31, Working capital as a percent of sales decreased 270 basis points from the prior year quarter, reflecting improved inventory turns. Inventory turns were 4.1 turns compared with 3.5 turns as of September 30, We are committed to managing inventory turns as we look to generate cash to pay down our debt. On slide 10, net cash from operating activities in the second quarter was strong, increasing to $20.3 million compared with $18.4 million in the prior year. Free cash flow was also strong at $16.2 million, which is higher than one year ago. The hallmark of this company has always been its ability to generate cash and we expect this to continue in fiscal Our guidance for capital expenditures has been lowered to $15 million to $20 million for fiscal 2018, as we continue to evaluate our priorities for the use of capital and focus on paying down debt. Turning to slide 11, as a result of the STAHL acquisition, our total debt was $392.3 million and our net debt was $322.8 million as of September 30, Our net debt to net total capitalization was 45.5%. We repaid a total of $16.3 million of debt this quarter. We continue to demonstrate our ability to de-lever very quickly to a more normal net debt to net total capital level of 30%. We expect that we will repay approximately $55 million of debt in fiscal 2018, which has been increased from our original plan. And we are targeting to be less than three times net debt-to-ebitda by the end of fiscal We are currently 3.3 times leveraged on an LTM-adjusted EBITDA basis, which reflects only eight months of EBITDA from STAHL. As a reminder, we have a covenant like term loan B, which has no leverage maintenance covenant as long as the revolver is undrawn. With that, I will turn it back over to Mark. Page 4 of 8

5 Mark Morelli: Thanks, Greg. Turning to slide 12, I will provide some considerations as we look at the remainder of fiscal We had solid year-over-year organic growth, with orders up 5.5% overall. Sequentially, this was down from the very strong order levels we had in the first quarter. Our backlog, while down 6% from the second quarter, was a strong $162.7 million and about 5% higher than September 2016, adjusted for the STAHL acquisition. As we look at the remaining two quarters in fiscal 2018, our third quarter is seasonally our weakest quarter and we would expect the fourth quarter to rebound from there. Our organic growth has certainly been encouraging and we expect 3% to 5% organic revenue growth for the December quarter. At this point, it is difficult to tell what the relative strength could be for our typical uptick in the fourth quarter, given uncertainty on the sustainability of our industrial recovery, but we are confident that fiscal 2018 will be a good year. Let me update you on the progress with our near-term priorities. The STAHL integration is on track to provide $5 million in synergies in fiscal We have captured approximately $2.4 million year-to-date. We are capturing savings through organizing synergies, supply chain efficiencies and leverage, as well as the elimination of transfer service agreements. Our Tiger team for leveraging Magnetek technology has further defined a roadmap for smart hoist products. We have taken advantage of several near-term opportunities to pick up demand for our products. A key component to strengthening our core is creating organic growth opportunities. As I have mentioned, we are working toward better product availability and improved customer responsiveness in many of our operations, in part by improving lead times. Let s talk about the success we are having with our debt reduction goal. While we do generate strong cash, there is still potential to reduce our working capital requirements. Finally, let me offer what you should expect for our strategic plan discussion at the beginning of the new calendar year. We have spent quality time as a global leadership team developing our longer-term goals and strategies to get there. While we will discuss our thoughts in greater detail on our next earnings call, I am encouraged with the potential we have inherent in the run rate for the business. Expect our plan to highlight the importance of increasing our earnings power. One of the drivers for strong earnings power as we discussed with you before is our new operating system that we call EPAS, or Earnings Power Acceleration, which is a system that embodies a set of tools and processes. Within our organization, we have deployed this operating system that is redefining the cadence of work and setting new standards of accountability. By clarifying targets and expectations, EPAS is also driving accountability and our team has developed clarity around our purpose. EPAS also provides for more frequent checkpoints along the path, so we can monitor and manage both risk and opportunities. As we move forward, we will be adding new tools and processes to EPAS, which will help us accelerate our earnings power. Another critical element of our plan to drive stronger earnings power is the greater focus on our industrial technology companies, as I discussed earlier. We believe, with proper execution of our plan, we can drive EBITDA margin expansion, which we will expect to translate into multiple expansion. Our focus on profitable growth will center on STAHL, continued strengthening of the core business, ramping our product development engine, and operational excellence. STAHL has been a great acquisition for us. Culturally, they represent a good fit as we both primarily sell to independent crane builders. They have a highly engineered product that is relevant in a wide set of industrial markets. We have the opportunity to position multiple brands in the market, better leverage product platforms and create a more globalized sales force. We are excited to build upon this platform. Page 5 of 8

6 A key part of our growth this fiscal year comes from strengthening our core businesses. Going forward, our stocking programs and lead time reduction initiatives will continue to pay off. Customers look to Columbus McKinnon for our trusted brand for professional grade applications. If we do not have a product with excellent availability, they are forced to go elsewhere. We will continue to focus on this and expect we will grow accordingly. Also, part of strengthening the core is to become easier to do business with. We will simplify our offerings, better leverage online tools and provide more effective content, so that customers can better understand how to solve their problems using Columbus McKinnon equipment. We will also ramp our product development engine. We know that customers appreciate well-made products that solve tough problems. They are willing to pay for higher up-time and better yields. Our smart hoist concept has the ability to solve needs in the marketplace, and we believe our approach through greater investment in R&D will bring more effective products to market. Columbus Mackinnon has a rich heritage in manufacturing. At the same time, our production and warehousing footprint represent significant opportunities to reduce cost. We can more effectively manage our 19 factories, 8 warehouses and approximately 2.5 million square feet to improve our profits. We also have the opportunity to simplify our product lines, drive efficiency through our supply chain and effectively value engineer our products to improve functionality and take out costs. This represents a significant runway of opportunities and we will further leverage tools and processes as part of EPAS to capture greater profits. In summary, we have had an excellent first half of our fiscal year. We are concerned as many others are about geopolitical uncertainty and its potential impact on industrial markets globally. However, markets have been favorable and our new operating system has enabled us to capture outsized growth. Our business model, emphasizing the industrial technology aspects of our new acquisitions as well as important legacy products and brands, also supports driving greater value at higher margins. We are strengthening our balance sheet ahead of schedule. We have improved teamwork collaboration on shared goals with this clarity of purpose and we are all pulling together. Thank you for listening. Mike, we can now open the line for questions. Operator: Thank you, sir. We will now begin the question-and-answer session. [Operator Instructions] The first question we have will come from Matt Koranda of ROTH Capital. Please go ahead. Matt Koranda: Good morning. Gregory Rustowicz: Good morning, Matt. Matt Koranda: I just want to ask about the organic revenue growth guide for Q3 here. It is ahead of where we would have expected, but I was wondering if you could provide a little bit more detail on why the relative deceleration versus the first half? Is it just conservatism or are you seeing something specific in the channel causing you to throttle it back a bit versus in the first half? Mark Morelli: Yes, Matt, it is characteristically typical for our business to see a seasonality decline in our Q3. If you look back historically at our rates and trends, there are a couple of things that happen, particularly as we approach the holiday season at the end of the year. We also have less working days, which has an impact. It is very much characteristically in line with the slowdown we would expect. We have received some outsized growth, probably well beyond what you would expect from our business. We have been really pleased with what we have been able to do so far, but going forward, we want to give responsible guidance that reflects both the seasonality, as well the order rates we are able to understand or recognize at this point. Matt Koranda: Okay. And you mentioned, Mark, in your prepared remarks, some impact from the hurricane in terms of logistics. Is all of that buttoned up now? Could you also tie in some comments on any expectation of residual impact? It sounded like you were alluding to maybe utilities having some potential; is that going to have any material impact on revenue over the next couple of quarters? Page 6 of 8

7 Mark Morelli: We think the hurricane s impact has already been reflected in our quarter. We are a quick cycle business. With some of these hand tools, you either sell it out of availability or folks have to go elsewhere. So I think that has pretty much been reflected and resolved. Once again, we are pretty pleased with how we are able to manage things. Obviously, we had some disruptions that, with some hard work and some luck, we were able to manage through and come out unscathed. We did see a small impact to us for restocking orders and getting some equipment on time, but other than that, I do not think you should expect anything else going forward. Matt Koranda: All right. One for Greg on debt repayment, nice job there. I am wondering if you are pulling forward some of the expected repayment from fiscal 2019 or should we expect the same rate of debt repayment heading into next year as well? Gregory Rustowicz: Good question, thanks, Matt. We would expect in fiscal 2019 to be at the $55 million level for debt repayment as well, which is comparable to our new guidance for this year. Matt Koranda: Got it, okay. That s helpful. And then, I will just sneak one more in on STAHL and the synergies. It looks like you got an incremental $1.6 million in synergies by my calculation. Can you provide a little bit of color on where that specifically came from during the quarter, and then, what s the visibility like to achieving the remaining $2.6 million for the rest of the year? Gregory Rustowicz: Matt, part of the savings came in the sourcing area. There are operations items that added to the synergies in the quarter, a little bit of savings from some subsidiary consolidations that we are going through. The transition service agreements, or TSAs, we are getting off of those faster than we had originally anticipated. A lot of those are IT related. So the combination of all those puts us at about $2.4 million year-to-date. We feel very confident about the $5 million. We are tracking clearly towards that $5 million number this year. Matt Koranda: All right. I will jump back in queue. Thanks. Operator: [Operator Instructions] Next, we have Mike Shlisky of Seaport Global Securities. Jordan Bender: Good morning. It is Jordan Bender on for Mike this morning. Going back to organic growth, are you surprised with any of the organic growth in the second quarter, to the upside or even the downside? Mark Morelli: There was a certain level of surprise in the number. As we headed into the quarter, obviously, things have been strong for us and, as we are piecing together our roadmaps, we started figuring out things. We had some headwind early in the quarter, which we had begun to offset with some of the businesses. We had the hurricane issues that came up, and we just kind of lined things up. We have a pretty regular review process where we build our roadmaps for the quarter, and then we try to manage the risk and opportunities. I am very pleased and very proud that the team really came through on many fronts. Sometimes you put your hands on the wheel, put your foot on the accelerator, and you go a little bit faster than we had thought we might, but it is a real testament to what the team was able to achieve in the quarter. Jordan Bender: Okay. And then, a quick modeling question here. Your organic growth outlook in the third quarter, does that include currency or is that excluding? Gregory Rustowicz: That excludes currency. At current exchange rate levels, there might be a little bit of a positive benefit on translation. Jordan Bender: Okay. Regarding pricing going forward, I was wondering if there is any pricing improvement anticipated there. Gregory Rustowicz: Yes, we are at about 50 basis points of pricing so far and we would expect that to continue in the third quarter. Jordan Bender: All right. I appreciate it. Thanks. Page 7 of 8

8 Operator: [Operator Instructions] Next, we will have Christopher Hillary of Roubaix Capital. Chris Hillary: Hi. Good morning. Mark Morelli: Good morning. Gregory Rustowicz: Hi, Chris. Chris Hillary: Can you give us your perspective on the medium-term demand outlook, given that we see this continued strength in the manufacturing surveys, and more recently a bit more constructive oil price? Mark Morelli: We see a pretty wide set of applications and verticals, as I spoke about in my script, where we are definitely seeing the industrial markets have recovered. We have tracked industrial capacity, which has marginally up-ticked a bit. I would say what we have seen has certainly been quite encouraging. It is tough for us to say what will happen midterm, because it is difficult to understand how the markets will play out from an industrial setting. But I have visited some customers and have seen capital equipment going toward their factories. We have seen them retooling and refurbishing, and these are all good signs, but it is very difficult for us to tell how this will play out going forward. Given the geopolitical uncertainty and the political environment, there can be a number of twists and turns that are difficult for us to predict. We are going to continue to build a roadmap and take advantage of whatever market opportunities present themselves, and hopefully, we will continue to get outsized growth accordingly. Chris Hillary: Okay, great. Thank you. Operator: At this time, we are showing no further questions. We will go ahead and conclude the question-and-answer session. At this time, I d like to hand the conference back over to the management team for any closing remarks Mark Morelli: Thank you for participating today. I think this is an exciting time for Columbus McKinnon as we are executing the strategy that builds greater value into what already is a highly durable and high quality franchise. I believe we are making great progress, and I look forward to discussing with you our new strategy, goals and objectives. Thank you for participating, and enjoy your day. Operator: And we thank you, sir, and the rest of the management team for your time today. The conference call has now concluded. At this time, you may disconnect your lines. Thank you again, everyone, and take care. Page 8 of 8