Q4 2021 Concrete Pumping Holdings Inc Earnings Call
Good afternoon.
Everyone and thank you for participating in today's conference call to discuss concrete pumping Holdings' financial results for the fourth quarter and fiscal year ended October 31, 2021 joining us today are concrete pumping holdings' CEO , Bruce young CFO , Iain Humphries and the comp.
These external director of Investor Relations Cody small before we go further I would like to turn the call over to Mr floor to read the company's safe Harbor statement within the meaning of the private Securities Litigation Reform Act of 1995.
<unk> important cautions regarding forward looking statements Cody. Please go ahead.
Thanks, Paul.
I'd like to remind everyone that in the course of this call to give you a better understanding of our operations, we will be making certain forward looking statements regarding our business and outlook.
These statements are subject to numerous risks and uncertainties that could cause actual results to differ materially from such statements.
For information concerning these risks and uncertainties see concrete pumping Holdings' annual report on Form 10-K quarterly report on Form 10-Q , and other publicly available filings with the SEC.
The company disclaims any intention or obligation to update or revise any forward looking statements.
Whether as a result of new information future events or otherwise.
On today's call, we will also reference certain non-GAAP financial measures.
Including adjusted EBITDA, net debt and free cash flow, which we believe provide useful information for investors. We provide further information about these non-GAAP financial measures and reconciliations to the comparable GAAP measures in our press release issued today or the investor presentation posted on the company's website I'd.
I'd like to remind everyone. This call will be available for replay later this evening.
This replay will also be available via the link provided in today's press release as well as on the Companys website. Additionally, we have posted an updated investor presentation and to the company's website now I'd like to turn the call over to the CEO of concrete pumping holdings Bruce Young Bruce.
Thank you Cody and good afternoon, everyone I am happy to report that we had a strong finish to fiscal year 2021, and our fourth quarter revenue increased 11% to $87 $8 million compared to the prior year quarter. The strong results. This quarter were driven by increased revenue from higher construction volumes across each of our operating <unk>.
During the 2021 fiscal year revenue increased 4% to $315 $8 million as we continue to grow our market share in the U S and the U K strengthened our strong financial profile and reignited or a compelling M&A and growth strategy.
In additional in addition to multiple acquisitions in fiscal year 2021, and as announced on November 2nd we welcomed the experienced pioneer concrete pumping team into the concrete pumping Holdings' family as we successfully completed the acquisition.
The addition of this outstanding team there is strong customer relationships and high quality assets, we are well positioned to benefit from favorable market dynamics and accelerating construction activity and our important Texas and Georgia. Regents. This addition, also provides a complementary growth platform for eco Pan service expansion.
I'm grateful to our colleagues for their dedication and perseverance and their efforts to complete the acquisition and we look forward to working together to seamlessly integrate and realize synergies to deliver improved stakeholder value.
Integration activities are progressing well as expected from both an operational and customer facing perspective.
Within our individual reporting segments, our U S pumping business increased 8% in the fourth quarter driven by the contribution from recent acquisitions and the continued strength in our residential and infrastructure end markets. Our commercial business continues to experience pockets of softness across the country tied to the dynamic environment created by COVID-19.
<unk> and new variance the uneven pattern of the country returned to work is delaying some of our customers projects that where we've seen continued progress in high growth markets, such as fulfillment centers and data centers, both of which are concrete intensive projects and.
Our U K segment revenue increased 27% compared to the prior year quarter due to the country's continued strong recovery from impacts of COVID-19.
In eco Pan concrete waste management business revenue increased 11% for the fourth quarter as it yourself source has been successful in executing more interest in selling eco Pan remains an important part of our long term growth strategy and we look forward to maintaining double digit growth expectations as the nation continues to reopen.
Turning to some end market commentary, we continue to see strong demand within the residential market and intentionally tailored our fleet management to maximize our ability to win work high demand for single family homes is a key reason for our sustained market share gains and we still expect residential to remain a bright spot for our company into two.
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The infrastructure end market, we continue to see momentum in the U K and U S regions in the U K. Our team continues to secure energy road and rail projects, including the concrete intensive high speed rail project that we expect to last beyond 2000 22030 in the U S. We've mentioned in our recent earnings calls the states have injury.
It's public funding for bridges schools wastewater treatment plants and hospitals going forward, we will continue to capitalize on increased infrastructure spending at the state level and fully expect the federal spending to increase due to the recent passage of the infrastructure investment and jobs Act.
Well, we do not assume any meaningful impact from the infrastructure Bill in our 2022 fiscal year, we remain well positioned to capitalize on expanded federal and state level infrastructure investments in 2023 and beyond although the magnitude is currently tough to estimate.
As I mentioned earlier, our commercial end market continues to recover as the economy recovers from the impacts of the pandemic. We are actively bidding projects that require specialty equivalent and as expected. These projects will begin in 2022.
Now shifting to the cost side of the business is similar to our third quarter rapid inflationary pressures impacted or income statement quicker and more severe than we were able to pass along to our customers, which caused temporary pressure on margins. The most notable headwind was diesel fuel not only did the cost of diesel move higher more quickly, but also consumed more fuel as we know.
Have a gated higher traffic congestion when compared to the prior year typically our short project durations allow normal inflation to be passed on in our projects. However, given the sudden and sharp inflationary cost environment. We are experiencing a temporary lag in our cost mitigation efforts as we burn off current workload and previously agreed pricing.
Moving to labor it remains a challenge to find qualified workers given the current tightness in the construction job market.
As we shared last quarter, our business generally has unique levers to pull to combat labor headwinds like a higher wage base that helps retain talent and a flexible fleet that can be actual depending on where our construction projects and workers are.
These levers the labor environment was difficult to fully offset with some workers remaining on the sidelines due to COVID-19 labor rates have been forced higher impacting various trades across many of our customers projects. As these labor constraints continue any industry. It is important to note that the construction backlog in the U S and the U K remains strong.
We anticipate continued inflation in fiscal year 2022, and we are actively implement implementing our pass through pricing mechanisms and working with our customers on new project bids and pricing agreements.
Now to provide an update on the acquisition as discussed last quarter. We are very pleased with the strategic tuck in acquisitions in the southern California market and our acquisition of Hi Tech and Texas has resulted in market share gains in the U K, we made a small tuck in acquisition during the fourth quarter solidifying, our leading market share position in southern Scotland.
We believe this acquisition serves an important gateway to increasing our expansion in this part of the country. We also continue to focus on growing our U K business organically and through opportunistic tuck in acquisitions as I mentioned earlier on November 2nd We also announced the acquisition of pioneer, which expanded our presence in Atlanta, Dallas and San Antonio.
We are confident in our ability to realize the benefits of this transaction and deliver stakeholder value creation. Following the same proven approach we have taken with our previous acquisitions. We will continue to pursue opportunistic M&A that will be accretive to our earnings and have teams that align with our core values of safety people and reliability.
Lastly, on the topic of M&A or acquisitions offer a compelling opportunity to cross sell our eco Pan service and we look forward to introducing new customers to our cost effective environmentally friendly concrete washout solution.
As we close out to 2021 fiscal year and look forward to 2022, we are in a strong position to execute our strategic growth priorities. I'll return later to discuss our long term growth strategy and provide an updated market outlook, but for now I will pass the call off to Ian to discuss our fourth quarter and fiscal year 2021 financial results.
In more depth.
Thanks, Bruce and good afternoon, everyone for the fourth fiscal quarter of 2021 consolidated revenue increased 11% to $87 8 million compared to $79 2 million in the same year ago quarter.
By segment revenue in our U S concrete pumping business operating largely under the Brundage bone brand increased 8% to $63 million compared to $58 5 million in the same year ago quarter.
So our U K operations operating mainly under the comfort brand revenue improved 27% to $13 8 million compared to $10 9 million in the prior year quarter.
This organic growth was a result of the UK region continued recovery after being heavily impacted by COVID-19 shutdowns.
Revenue in our U S concrete waste management services segment achieved our double digit growth expectations and increased 11% to $11 million in the fourth quarter of 2021 compared to $9 9 million in the prior year quarter.
Gross profit in the fourth quarter increased 5% to $37 3 million, sorry, $5 5 million in the same year ago quarter.
Gross margin was 42, 6% compared to 44, 8%.
Speaker 1: Gross Margin was 42.6% compared to 44.8%.
As temporary reduction in gross margin was primarily due to the rapid deflationary impacts on our costs that Bruce just discussed, particularly in higher diesel prices and higher fuel consumption from increased traffic congestion for.
Speaker 1: This temporary reduction in gross margin was primarily due to the rapid inflationary impact on our costs that Bruce just discussed, particularly in higher diesel prices and higher fuel consumption from increased traffic congestion.
For the fourth quarter alone diesel costs increased approximately $105 million.
Speaker 1: For the fourth quarter alone, diesel costs increased approximately $1.5 million compared to Q4 2020. And absent this inflationary head wound, our consolidated adjusted gross margin would have been largely consistent with the same year ago quarter.
Compared to Q4, 2020 and absent this inflationary headwinds our consolidated adjusted gross margin would have been largely consistent with the same year ago quarter.
Speaker 1: While less impactful to our result, it is important to note that our recent acquisitions have been integrated into our Q4 results at a lower gross margin than our heritage US pumping based business.
While less impactful to our results. It is important to note that our recent acquisitions have been integrated into our Q4 results at a lower gross margin than our heritage U S pumping based business.
As we integrate these gross additions we would naturally expect to improve margin performance as we optimize our fleet management scale, our supply chain and purchasing power.
Speaker 1: As we integrate these growth additions, we would naturally expect to improve margin performance as we optimize our fleet management scale and supply chain purchasing power.
In other areas of our company costs, we continue to prudently monitor and manage our expenses.
Speaker 1: In other areas of our company costs, we continue to prudently monitor and manage our expenses.
Speaker 1: Our General and Administrative expenses in Q4 improved 18% to 25.6 million compared to 31.1 million in the same year ago quarter.
Our general and administrative expenses in Q4 improved 18% to $25 6 million.
$31 1 million in the same year ago quarter.
Speaker 1: excluding the non-cash G&E expenses related to amortization and stock-based compensation, G&E expenses were 17.1 million compared with 15.4 million in the same year ago quarter.
Excluding the noncash G&A expenses related to amortization and stock based compensation G&A expenses were $17 1 million compared with $15 4 million in the same year ago quarter.
As a percentage of revenue both compatible fourth quarters, what approximately 19% of revenue.
Speaker 1: as a percentage of revenue, both comparable fourth quarters were approximately 19% of revenue.
Speaker 1: Net income attributable to common shareholders in the fourth quarter increased to $2.8 million or $0.05 per dilute share, compared to net loss attributable to common shareholders of $3.1 million or $0.06 per dilute share.
Net income attributable to common shareholders in the fourth quarter increased to $2 8 million or five cents per diluted share compared to a net loss attributable to common shareholders of $3 1 million or six cents per diluted share.
The improvement was largely driven by the increase in revenue reduction in G&A expenses and the lower interest expense a result of the strategic debt refinancing that we completed in January of 2021.
Speaker 1: The improvement was largely driven by the increase in revenue, reduction in G&E expenses and the lower interest expense as a result of the strategic debt refinancing that we completed in January 2021.
Speaker 1: Adjustity with DA in the fourth quarter was 28.3 million compared to 29.9 million in the fourth quarter of 2020.
Adjusted EBITDA in the fourth quarter was $28 3 million compared to $29 9 million in the fourth quarter of 2020.
Adjusted EBITDA margin was 32, 2% compared to 37, 8% in the same year ago quarter.
Speaker 1: I just believe that our margin was 32.2% compared to 37.8% in the same year ago quarter.
The temporary reduction in EBITDA margin was due to the rapid cost inflation items explained earlier.
Speaker 1: The temporary reduction in EBITDA margin was due to the rapid cost inflation items explained earlier.
Looking at adjusted EBITDA by segment adjusted EBITDA in our U S concrete pumping business was $18 1 million compared to $20 6 million in the same year ago quarter.
Speaker 1: Looking at Adjusted EBITDA by segment, Adjusted EBITDA in our US concrete pumping business was $18.1 million compared to $20.6 million in the same year-ago quarter. In our UK business, Adjusted EBITDA improved 13% to $4.2 million compared to $3.7 million in the same year-ago quarter.
In our U K business, adjusted EBITDA improved 13% to $4 2 million compared to $3 7 million in the same year ago quarter.
For our U S concrete waste management business, adjusted EBITDA improved to $5 4 million compared to $5 million in the same prior year quarter.
Speaker 1: For our US concrete waste management business, adjusted EBITDA improved to 5.4 million compared to 5 million in the same prior year quarter.
Now turning to our capital structure and liquidity.
At October 31, 2021, we had total debt outstanding of $376 million or net debt of $366 7 million, which equates to a net debt to EBITDA leverage ratio of approximately three five times.
Speaker 1: At 31 October 2021 we had a total debt outstanding of $376 million or net debt of $366.7 million, which equates to a net debt to EBITDA leverage ratio of approximately 3.5 times.
Speaker 1: Also, we had approximately $129.9 million in liquidity, which includes cash on the balance sheet and availability from our ABL facility.
Also we had approximately $129 9 million in liquidity, which includes cash on the balance sheet and availability from our ABL facility.
When compared to the fiscal year ended October 31, 2020, our current liquidity position has significantly improved from $59 3 million or by approximately $70 million.
Speaker 1: When compared to the fiscal year end of October 31, 2020, our current liquidity position has significantly improved from $59.3 million or by approximately $70 million.
That's greatly enhances the strength and flexibility of our balance sheet capacity and ability to pursue accretive investment opportunities like M&A and organic growth.
Speaker 1: This greatly enhances the strength and flexibility of our balance sheet capacity and ability to pursue creative investment opportunities like M&A and organic growth.
As a reminder, we have no near term debt maturities with our senior notes and asset based lending facility maturing in 2026.
Speaker 1: As a reminder, we have no near-term debt maturities with our senior notes and asset-based lending facility maturing in 2026.
Our business continues to generate healthy operating free cash flows.
Speaker 1: Our business continues to generate healthy operating free cash flows.
Speaker 1: We invoice our customers daily for the work we perform and we have minimal working capital requirements since we do not take ownership of the concrete we place.
We invoice our customers daily for the work, we perform and we have minimal working capital requirements. Since we do not take ownership of the concrete we place.
In fiscal 2021, we generated approximately $50 million in free cash flow.
We generated a card a concrete pumping go through investments or acquisitions or asset purchases as opposed to business combinations. The purchase price is included in plant and equipment purchases within our cash flow statement investing activities.
Speaker 1: As we generally record our concrete pumping growth investments or acquisitions as asset purchases at the post to business combinations, the purchase price is included in plant equipment purchases within our cash flow statement investing activities.
Speaker 1: When excluding these acquisitions completed in fiscal year 2021, we achieved the midpoint of our 2021 free cash flow guidance.
When excluding these acquisitions completed in fiscal year 2021, we achieved the midpoint of our 2021 free cash flow guidance.
Speaker 1: Looking forward to 2022, we expect to continue the strong performance of delivering significant free cash flow that provides the capacity to secure attractive and accretive growth opportunities.
Looking forward to 2022, we expect to continue the strong performance of delivering significant free cash flow that provides the capacity to secure attractive and accretive growth opportunities.
Moving now into our 2022 full year guidance, we expect full year revenues to range between 360 and $378 million.
Speaker 1: Moving now into our 2022 full-year guidance, we expect full-year revenues to range between $360 million and $370 million.
Speaker 1: adjusted EBITDA to range between $115 and $120 million, and free cash flow, which we define as adjusted EBITDA, less net replacement capex, less cash interest, to range between $55 and $60 million.
Adjusted EBITDA to range between 115, and $120 million and free cash flow, which we define as adjusted EBITDA less net replacement capex less cash interest to range between 55 and $60 million.
Speaker 1: Improvements to our fleet are critical to drive improved margin performance across the business and attract and retain qualified employees, something that is very important in today's tight labour market. We continue to make improvements to our concrete pumping fleet so that we have safe and reliable equipment, lower our repair costs and reduce down for repair time, all of which help us capture project wins with new customers.
Improvements to our fleet are critical.
Critical to drive improved margin performance across the business and attract and retain qualified employees something that's very important in today's tight labor market.
We continue to make improvements to our concrete pumping fleet. So that we have safe and reliable equipment lower our repair costs and reduce down for repair time, all of which helped us capture project wins with new customers.
Speaker 1: It should be noted that we intend to reinvest a significant amount of the 55 to 60 million free cash flow dollars back into our business.
Should be noted that we intend to reinvest a significant amount of the 55 to 60 million free cash flow dollars back into our business.
For example, we redeployed approximately $20 million into the successful acquisition of pioneer concrete pumping in the first quarter of fiscal 2022.
Speaker 1: For example, we redeployed approximately $20 million into the successful acquisition of Pioneer concrete pumping in the first quarter of fiscal 2022.
Speaker 1: We have also earmarked approximately $20-25 billion towards organic growth capex and specifically new equipment.
We've also earmarked approximately $20 million to $25 million towards organic growth Capex, specifically new equipment.
It is expected that the delivery of their organic growth equipment will begin to arrive in the second half of 2022, delivering revenue and earnings benefit in fiscal 2023 and beyond.
Speaker 1: It is expected that the delivery of the organic growth equipment will begin to arrive in the second half of 2022, delivering revenue and earnings benefit in fiscal 2023 and beyond.
We are dedicated and committed to driving organic growth and believe the new gross equipment units will allow us to attract top industry talent and position us well to drive long term profitable growth with superior value for all our stakeholders.
Speaker 1: We are dedicated and committed to driving organic growth and believe the new growth equipment units will allow us to attract top industry talent and position as well to drive long term profitable growth with superior value for all our stakeholders.
We will continue to be strategic and prudent we're making capital allocation decisions remains strong from an operational and financial standpoint, and actively accelerate growth.
Speaker 1: We will continue to be strategic and prudent when making capital allocation decisions, remain strong from an operational and financial standpoint, and actively accelerate growth. With that, I will now turn the call back over.
With that I will now turn the call back over to Bruce.
Thanks, Ian in the fourth quarter of 2021, and we were pleased to report double digit revenue growth to return to a more normalized state in both the U S and the U K compared to 2020, we took steps to drive scale through continued organic growth as well as strategic M&A. We also returned to our expected double digit growth in our eco Pan business.
Speaker 2: Thanks, Ian. In the fourth quarter of 2021, we were pleased to report double-digit revenue growth to return to a more normalized state in both the U.S. and the U.K. compared to 2020. We took steps to drive scale through continued organic growth as well as strategic M&A. We also returned to our expected double-digit growth in our EcoPan business as our recently expanded EcoPan sales force were more effectively able to communicate the value of the service offering to our customers. Thanks, Ian.
<unk> as a recently expanded eco Pan Salesforce, we're more effectively able to communicate the value of the service offering to our customers. Additionally.
Additionally, we opportunistically raise rates as we endure the rapid cost inflationary pressures such as increased labor and fuel cost. Despite our actions to mitigate inflation, we expect margins to remain impacted in the near term due to timing delay an obstacle obtaining price increases that correspond with the timing and volatility of injury.
Speaker 2: Additionally, we opportunistically raise rates as we endure the rapid cost inflationary pressures such as increased labor and fuel costs. Despite our actions to mitigate inflation, we expect margins to remain impacted in the near term due to timing delay and obtaining price increases that correspond with the timing and volatility of increasing inflationary costs.
Seen inflationary cost.
Speaker 2: Earlier, I discussed the recent acquisitions of Hitech, Pioneer, and our small tuck-in in Southern California and Scotland. We've made great progress, and I want to reiterate what I've said in prior quarters, which is that we continue to have a robust pipeline of other acquisitions that our management team are evaluating.
Earlier I discussed our recent acquisitions of high Tech pioneer and our small tuck in in Southern California in Scotland, We've made great progress and I want to reiterate what I've said in prior quarters, which is that we continue to have a robust pipeline of other acquisitions that our management team are evaluating we remained very disciplined in our approach to M&A and have a clear sight lines.
Speaker 2: We remain very disciplined in our approach to M&A and have a clear sightline to the areas we want to grow. We will continue to develop our market share leading position and pursue a creative M&A opportunity.
To the areas, we want to grow we will continue to develop our market share leading position and pursue accretive M&A opportunities. Overall, we are growing our business by maintaining a healthy balance sheet. While also balancing our disciplined capital allocation priorities, we remain committed to returning superior value to our stakeholders by making.
Speaker 2: Overall, we are growing our business by maintaining a healthy balance sheet while also balancing our disciplined capital allocation priorities. We remain committed to returning superior value to our stakeholders by making strategic investments to grow organically and through acquisitions.
Strategic investments to grow organically and through acquisitions.
Look forward to continuing to gain market share in both the U S and the UK.
Speaker 2: We look forward to continuing to gain market share in both the US and the UK.
Speaker 2: To share some thoughts on 2022, we expect the residential to remain an area of momentum and strength in our U.S. business as demand remains high for these projects, especially single-family housing projects. As for infrastructure, we expect the momentum to continue both in the U.S. and in the U.K. This is outside of any beneficial impact that we may achieve from the passage of the Infrastructure Investment and Jobs Act.
Here are some thoughts on 2022, we expect residential to remain area to remain an area of momentum and strength in our U S business as demand remains high for these projects, especially single family housing projects.
As for infrastructure, we expect the momentum to continue both in the U S and in the U K. This is outside of any beneficial impact that we may achieve from the passage of the infrastructure investment and jobs Act moving to commercial there continues to be heightened demand for heavy commercial industrial warehouses and data centers as people continue to work from home and.
Speaker 2: Moving to commercial, there continues to be heightened demand for heavy commercial, industrial warehouses and data centers as people continue to work from home and rely on online retail services. We expect commercial process will continue to increase as the economy recovers from the impacts of COVID-19.
Rely on on time online retail services, we expect commercial process will continue to increase as the economy recovers from the impacts of COVID-19, Lastly, we anticipate the eco Pan's revenue will continue to accelerate as our sales team ramp up the infill person in person selling looked.
Speaker 2: Lastly, we anticipate that EcoPan's revenue will continue to accelerate as our sales team ramp up the in-person selling.
Looking beyond 2022 and to build on <unk> earlier comment of the $20 to 25 million allocated for organic growth next year, we remain well positioned to capitalize on attractive attractive market fundamentals and the secular demand trends across your geographic footprint, we fully expect expanded federal and state level infrastructure investment.
Speaker 2: Looking beyond 2022, and to build on Ian's earlier comment of the $20 to $25 million allocated for organic growth next year, we remain well-positioned to capitalize on attractive market fundamentals and secular demand trends across our geographic footprint. We fully expect expanded federal and state-level infrastructure investment, continued single-family housing strength, and the commercial market recovery to support growing construction activity for years to come.
Continued single family housing strength in the commercial market recovery to support growing construction activity for years to come.
With that I'd now like to turn the call back over to the operator for Q&A Paul.
Speaker 2: With that, I'd now like to turn the call back over to the operator for Q&A. Paul?
Thank you Sir we will now be conducting a question and answer session. If you would like to ask a question. Please press star one on your telephone keypad, a confirmation tone will indicate that you wanted in the question queue. You May press star two if he would like to remove your question from the queue for participants using speaker equipment. It may be necessary to pick up your handset before pressing the.
Speaker 3: Thank you, sir. We will now be conducting a question-and-answer session. If you would like to ask a question, please press star 1 on your telephone keypad. A confirmation tone will indicate that your line is in the question queue. You may press star 2 if you would like to remove your question from the queue. For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. One moment, please, while we poll for questions.
Sorry.
One moment, please while we poll for questions.
Yeah.
Thank you. Our first question comes from Andy Wittmann with Baird. Please proceed with your question.
Speaker 4: Thank you. Our first question comes from Andy Whitman with Baird. Please proceed with your question. Oh, great. Good afternoon, guys. I have a few questions here if you'll indulge me. I guess I wanted to start with the guidance and specifically the implied margins in guidance. I calculate them in about the midpoint about 32.2%. That's down about 90 basis points over your actuals for this year if my math is correct.
Oh, great. Good afternoon, guys I have a few questions here, if you'll indulge me.
I guess I wanted to start with the guidance and specifically the implied margins in guidance I calculate them at about the midpoint about 32.2% that's down about 90 basis points over your actuals for this year. If my math if my math is correct. In these last couple of quarters, you had obviously the diesel impact.
Speaker 4: In these last couple of quarters you had obviously the diesel impact that...
<unk> that.
Caught that was just really fast you weren't able to offset it right away you had some weather earlier in the year to.
Speaker 4: uh you know caught that was just really fast you weren't able to offset it right away you had some weather earlier in the year too um i guess maybe ian
Guess, maybe Ian.
With the margins being down again next year I would I would've thought that you.
Speaker 4: With the margins being down again next year, I would have thought that you are able to now price for the higher diesel, so that shouldn't be as much of a headwind. All of your contracts are just shortened duration, labor, all these things.
You are able to now price for the higher diesel so that shouldn't be as much of a headwind all of your contracts or just shortened duration labor all of these things I would think you'd be able to to bake into your pricing to either keep your margins flat or maybe even improve them. So I was hoping you could just talk a little bit about.
Speaker 4: I would think you'd be able to bake into your pricing to either keep your margins flat or maybe even improve them. So I was hoping you could just talk a little bit about what specific cost buckets are going against you in your guidance plan and give some detail to that.
What specific cost buckets are going against you in your guidance plan.
And give some detail there.
Yeah. Thanks, Andy.
Speaker 1: Yeah thanks Andy. So obviously I mean fuel is something that continues early into 2022 and as you heard us talk about in our prepared remarks we're still working through those inflationary pressures right now. We do expect and we will offset the pricing as we go forward with our customers so we will see the margins improve through those buckets but diesel is obviously one that we continue with.
Fuel is something that continues early into the 'twenty to 'twenty, two and as you heard us talk about in our prepared remarks, we're still working through those inflationary pressures right now and we do expect and we will offset the pricing as we go forward with our customers. So we will see the margins.
Improved through those boxes, but diesel is obviously one that we continue with him. He also hard to say that when we with some of the acquisitions that came in at slightly lower margins.
Speaker 1: You also heard us say that with some of the acquisitions they committed slightly lower margins so that is something that we work through on its energy side to offset. But you're right, as we outpace the headwinds we do expect to see the margins improve through the adjustments that we're making on price.
That is something that we worked through them there on the synergy side to offset.
But you're right I mean, as we outpace the the headwinds we do expect to see the margins improve through the adjustments that we're making on price.
Okay.
Speaker 4: Okay, got it. Can you maybe just to build on some of the questions on the acquisition?
Got it can you.
Maybe just to build on some of the questions on the acquisitions.
Speaker 4: And just trying to understand this vis-a-vis your guidance. So you said in your prepared remarks that you've been acquiring, the acquisitions that you've done have been asset purchases, so they're not coming in on the financial statements as acquisitions. Rather, they're coming in, I guess, on the CapEx line. So just to be really clear here, is your guidance of 55 to 60 free cash flow, that's treating the asset purchases as acquisitions, so we have to kind of know that adjustment. Is that right, Ian?
And just trying to understand that vis vis your guidance. So you said in your prepared remarks that you've been acquiring the acquisitions that you've done have been asset purchases. So they're not they're not coming in on the financial statements as acquisitions, rather theyre coming in I guess on the Capex slide so.
Just to be really clear here is your guidance of 50.
55 to 60 free cash flow, that's that's treating the asset purchases as acquisition. So we have to kind of know that adjustment is that right Ian.
Speaker 1: Yeah, so if you take really the 55-60s, looking at the operational free cash flow of their business that would be available to deploy and to grow.
Yeah. So if you take that really the 55 to six days looking at the operational free cash flow of their business and it would be available to deploy in that growth. So as you heard us say in our remarks, she would take the $20 million for pioneer.
Speaker 1: So, as you heard her say in her remarks, she would take the 20 million for Pioneer out of that because when we actually pull that through, it will show up on the CapEx line as opposed to a business combination line. So the 55 to 60 is the operational free cash flow after we look at net replacement investment on equipment. So, like I said, for Pioneer, 20 million of that 55 to 60 would be thought of as going into that investment.
When we actually pull that through it'll show up on the Capex line as opposed to a business combination line. So the 55 to 60 day is the operational free cash flow. After we look at them net replacement investment on equipment. So like I said for pioneer and 20 million of them all of that 55 to 60 would be thought of as going it alone.
Investment.
Yeah, Okay I just wanted to confirm that so I've got $20 million for pioneer. We've got 20 to 25 growth Capex I didn't hear a maintenance capex number that should be contemplated in the 'twenty. Two guide can you tell us what youre thinking about that one.
Speaker 4: Okay, just wanted to confirm that. So, I've got $20 million for Pioneer. We've got $20 million, $25 million for Growth CapEx. I didn't hear a maintenance CapEx number that should be contemplated in the 2022 guide. Can you tell us what you're thinking about that one?
Yeah. So on the free cash flow, it's within there. So I mean as you know if you go from EBITDA down to the free cash flow line, we really get that net replacement capex and interest and so if you look at the interest I'm really on the on the high yield bond is the interest expense expectation for the full year would be about $23 million and the replacement would be.
Speaker 1: Yes, so on the free cash flow, it's within there, so as you know, if you go from EBITDA down to the free cash flow line, we've really got that net replacement capex and interest. So if you look at the interest, really on the high yield bond, the interest expectation for the full year would be about 23 million, and the replacement would be the difference between those two, so around 36 million.
The difference between those two so around $36 million.
Okay last question, sorry, but just last question here can you.
Speaker 4: Okay, last question, sorry, but just last question here. Can you...
Speaker 1: Give us some help on what the high-tech acquisition, as well as the pioneer acquisitions, are expected to contribute in terms of revenue. I'm just trying to understand and decipher the revenue guidance here for 2022 versus what we would have otherwise expected on an organic basis. Knowing those acquisition revenue contributions, even approximately, would be helpful in that regard. Yeah. It's about $25 or $26 million.
Give us some help on what the Hi Tech acquisition as well as the pioneer acquisitions are expected to contribute in terms of revenue I'm, just trying to understand and decipher the revenue guidance here for 'twenty two versus what we would have otherwise expected on an organic basis said, knowing those acquisition revenue countries even.
It would be helpful in that regard.
Yeah, it's about 25 or $26 million.
Okay combined from the both of them.
Okay, I will yield the floor I might chime back in because they do have some others, but I, but there'll be asked by others. So thank you and have a good night.
Speaker 4: Okay, I will yield the floor. I might chime back in because I do have some others, but I bet they'll be asked by others. So thank you, and have a good night if I don't talk to you. Thanks, Andy.
Yeah, Thanks, Andy Thanks, Andy.
Speaker 3: Thank you. Our next question comes from Tim Mulrooney with William Blair. Please proceed with your question.
Thank you. Our next question comes from Tim Mulrooney with William Blair. Please proceed with your question.
Bruce Ian good afternoon.
Hi, Tien fight them.
Speaker 5: So, first on your revenue guide for fiscal 22, I mean, it was ahead of what we were expecting, I think, ahead of what consensus was expecting, but you made, you know, several asset purchase acquisitions in the back half of the year that may help explain some of that gap. Can you just talk about what kind of organic growth you're baking into your guidance for fiscal 22 that excludes all of those acquisitions, asset purchase, or otherwise? My sense is that that's.
So firstly on your revenue guide for fiscal 'twenty, two I mean, it was a.
Head of what we were expecting I think ahead of what consensus was expecting but he made.
Several asset purchase acquisitions in the back half of the year.
Explain some of that gap can you just talk about what kind of organic growth you're baking into your guidance for fiscal 'twenty two that excludes all of those acquisitions asset purchase or otherwise my sense is that that's.
Speaker 5: That's also a little bit higher than what the street is currently assuming. So I want to clarify.
That's also a little bit higher than what the street is currently assume so I want to clarify.
Yeah.
Yeah, the organic growth across the business will be about five or 6%.
Speaker 1: Yeah, the organic growth across the business will be about 5 or 6%.
Okay.
Speaker 5: All right, thanks, Ian. You mentioned that you've got new equipment coming in in the second half.
Alright, thanks and.
I know you mentioned that you've got new equipment coming in in the second half.
This year, which which will enable you to grow faster in 'twenty three.
Speaker 5: of this year which which will enable you to grow faster in 23. I mean does that mean that in the meantime you're somewhat capacity constrained or constrained on the top line because you can't get all the equipment that you need right now due to supply chain constraints.
Does that mean that in the meantime, you're somewhat capacity constrained or constrained on the top line because you can't get all the equipment that you need right now due to supply chain constraints.
No Tim I think we were actually really good with equipment right now and we anticipate 2023 being much better and with the with the systems in place we have for gaining share. We think that it's time for us to invest going forward. So we're prepared for for the opportunity of growth in 2023.
Speaker 2: No, Tim, I think we're actually really good with equipment right now. We anticipate 2023 being much better and with the systems in place we have for gaining share, we think that it's time for us to invest going forward so we're prepared for the opportunity of growth in 2023.
Okay.
Okay, Okay fair enough Bruce one more from me.
Speaker 5: Okay, fair enough, Bruce. One more from me. The acquisitions, how do they...
The the acquisitions.
How do they.
The EBITDA margins and few.
Speaker 5: fleet utilization rates for some of your larger ones, like Pioneer, how do those compare to what you see on a consolidated basis relative to Brundage Bone?
Well utilization rates for some of your larger ones like pioneer.
Do those compare to what what you see on a consolidated basis relative to brundage bone.
So in both cases their margins were much less than what brundage bone typically get typically gets and utilization was considerably lower so with those we have additional assets. Some of them were older and we will dispose of those in free cash flow will improve the asset utilization of that and then we think we can get margin improvement.
Speaker 2: So in both cases, their margins were much less than what Brundage Bone typically gets, and their utilization was considerably lower. So with those, we have additional assets. Some of them were older, and we'll dispose of those for cash. But we'll improve the asset utilization of that, and then we think we can get margin improvement by really leveraging our overhead with theirs and using our pricing power to get better pricing on all supplies.
Really you know leveraging our overhead with theirs and using our pricing power to get better pricing on all supplies.
Speaker 5: Okay, so part of the plan is to, you know, when you acquire these, then you can share your existing footprint, your fleet on your existing footprint to help lift those margins up, that's part of the basic plan here.
Okay. So part of the plan is to.
When you acquire these that you can share.
Your existing footprint in your fleet on your existing footprint to help lift those margins up that that's part of the basic plan here.
Speaker 2: Yeah, in both cases we have existing operations in all the areas they both did business in and so that's certainly helpful.
And in both cases, we have existing operations in all the areas. They both did business in and so that's certainly helpful. There.
Speaker 5: Yep. Okay. All right. That's great. Thank you for taking my questions. Thanks, Dave.
Yep, Okay, Alright, that's great. Thank you for taking my questions.
Thanks, Dan Thanks, Tim.
Yes.
Speaker 3: Thank you. Our next question comes from Brent Thielman with VA Davidson. Please proceed with your question.
Thank you. Our next question comes from Brent Thielman with D. A Davidson. Please proceed with your question.
Hey, Thanks, Good afternoon, Bruce Yeah.
Speaker 6: Hey, thanks, good afternoon, Bruce, Ian. Okay. Maybe just back on the guidance.
Okay.
<unk>.
Maybe just back on the guidance in the client margin.
Speaker 6: in F22, is there an embedded expectation, sort of margin pressure should neutralize, you know, the second half, or as you stand here today, do you expect to see some sustained pressure?
'twenty two is there an embedded expectation sort of margin pressures should neutralize the second half or where did you stand here today do you expect to see some sustained.
Pressures me through.
Through the fiscal year.
We do expect to get out in front of that in the second half of the year. It was a little steeper than what we've ever experienced before it was inflation and getting the rate increases as fast as what the customers will accept in the market there's been a little challenging but we do believe we're getting out in front of that.
Speaker 2: We do expect to get out in front of that in the second half of the year. It was a little steeper than what we've ever experienced before with inflation, and getting the rate increases as fast as what the customers would accept in the market has been a little challenging, but we do believe we're getting out in front of that.
And Bruce as you stand here today or are there more adjustments necessary based on the inflationary conditions, you're experiencing today or do you feel like you have what's out there to catch up.
Speaker 6: And Bruce, as you stand here today, are there more adjustments necessary based on the inflationary conditions you're experiencing today, or do you feel like you have what's out there to catch up?
Speaker 2: We actually think that there's going to be continued more inflationary pressure, and so we actually are looking at the way we bid our work and the length of time that we have our agreements in place for so that we can get out in front of that if it continues.
We actually think that there's going to be continued more inflationary pressure and so we actually are looking at the way we did our work and length of time that we have our agreements in place for so that we can get out in front of that if it if it continues.
Okay, and then just on eco Pan maybe your confidence in getting the business back.
Speaker 6: Okay, and then just on Ecopan, maybe your confidence in getting the business back to sort of 50 plus percent, even down margins at some point, and I'm just curious over the last.
50, plus percent EBITDA margins at some point and I'm just curious over the last.
Speaker 6: 30 days or so, given the traction you'd seen with in-person sales, has that slowed at all? Has it taken a step back, maybe just what you've seen with the latest and greatest?
30 days or so you know given the traction you've seen with in person sales has that slowed at all are they taking a step back maybe just what you've seen with the latest and greatest at the variant.
Speaker 2: Yeah, actually Ecopan continues to build stronger momentum, that we do have the ability to get out in front of contractors on site to show them the value of our service and so I think you'll see that Ecopan will continue to be strong through the remainder of this year and into the future.
Actually eco Pan continues to build stronger momentum.
We do have the ability to get out in front of our contractors.
Contractors onsite to show them the value of our service and so I think youll see that eco Pan we will continue to be strong through the remainder of this year and into the future.
Okay, Thanks, Bruce and thanks again.
Thanks, Brian .
As a reminder, if he would like to ask a question. Please press star one on your telephone keypad, a confirmation tone will indicate your line is in the question queue.
Speaker 3: As a reminder, if you would like to ask a question, please press star one on your telephone keypad. A confirmation tone will indicate your line is on the question.
Our next question comes from Steven Fisher with UBS. Please proceed with your question.
Speaker 3: Our next question comes from Stephen Fisher with UBS. Please proceed with your question.
Speaker 7: Thanks. Good afternoon. You mentioned in an earlier answer that you anticipate about five to six percent organic growth for 2022, and I guess I'm a little surprised that it's not a bit higher than that. Can you just give us a sense of what the pricing assumption you have embedded within that five to six percent?
Thanks. Good afternoon, you mentioned in an earlier answer that you anticipate about 5% to 6% organic growth for 2022, and I guess I'm, a little surprised that it's not a bit higher than that can you just give us a sense of of what the the pricing assumption.
Do you have embedded within that 5% to 6%.
Speaker 1: Yeah the pricing assumption is, well it's by local market but I would say that the pricing assumption is slightly higher than what we've seen in our legacy business so it would be in that 5-8% range but it depends on the market that we're in, whether it be the US or the UK but obviously it's in that effort to offset those inflationary cost environment that we see today so it is a little higher than what we've seen in the past.
Yeah, the pricing assumption is it as well as by local market, but I would say that the pricing assumption is slightly higher than what we've seen in our <unk>.
Legacy business, so it would be enough, 5% to 8% range, but it depends on the market that we're in whether it be the U S or the U K, but obviously, it's in the <unk>.
Offset those inflationary cost environment that we see today. So it is a little higher than what we've seen in the past.
Speaker 7: So does that imply then that your organic volumes are actually down?
So does that imply then that your organic volumes are actually down.
Yeah.
No no no within the in the U S pumping or the equal time part of our business or even in the U K.
Speaker 1: No, not within the US pumping or the Ecopam part of a business or even in the UK. I mean, those are the target prices that we would expect to see, but the organic volume we would expect to see in that 2-3% that we've seen year over year.
I mean, that's those are the target prices that that we would expect to see but then the organic volume we would expect to see in the 2% to 3% that we've seen so year over year.
Speaker 7: Okay. And within that two to three percent volume, any sense of kind of first half versus second half? Sort of assume that there should be some accelerating recovery over the course of the year. Any particular assumption there?
Okay.
And within that.
2% to 3% volume any sense of.
Kind of first half versus second half sort of assume that there should be some accelerating recovery over the course of the year and any particular assumption there.
Speaker 1: The shape of our business, whether it be Q1 through Q4 or H1, H2, we expect to be largely the same as what we've seen in historical years. It is slightly flatter, maybe from before we were 45-55 and it's maybe 46-54, but the shape of the business quarter to quarter or H1 over H2 is largely the same.
The shape of our business, whether it be M Q1 through Q4, our H one H two and we expect to be largely the same as what we've seen in historical years and it is slightly flatter.
Maybe from before we were 45 55, and it's maybe 46 54, but the shape of the business quarter to quarter are each one of these two is largely the same.
Speaker 7: Okay. Then I guess my last question really relates to capacity in your customer base, and I'm wondering to what extent is there perhaps a constraint at your customers to be able to take on new work from a labor perspective? How utilized do you think your customers are on balance, and how much capacity do they have to take on growth?
Okay.
And then I guess my my last question really relates to.
Capacity in your customer base.
And I'm wondering to what extent is there perhaps a constraint.
At your customers to be able to take on new work from a labor perspective, how utilized do you think your customers are on balance and how much capacity you have to take on.
Growth.
Speaker 2: And that's a great question, Steve. I think that's the biggest challenge our industry faces is getting the labor to do the work. I think our customers have great backlog. They're having difficulty keeping up with the schedules that they currently have and taking on new jobs as we really work hard to attract more people into our industry so we can drive more growth.
Yeah. That's a great question, Steve I think that's the biggest challenge our industry faces is getting the labor to do the work I think our I think our customers have great backlog.
They're having difficulty keeping up with the schedules that they currently have in taking on new jobs as we.
Really work hard to get to attract more people into our industry. So we can drive our growth.
Okay. Thanks, a lot.
Thank you.
Yeah.
Thank you. Our next question is from Andy Wittmann with Baird. Please proceed with your question.
Oh, great. Thanks for taking my follow up guys.
Speaker 4: Okay. Thanks for taking my follow-up guys. I don't think I caught it if you said it, but could you give the FX a contribution to revenue for the quarter?
I don't think I caught it if you said it but could you give the FX contribution to revenue.
For the quarter.
Speaker 1: Yeah, the FX contribution for the quarter was about $600,000 or $700,000.
Yeah, that's a contribution for the quarter.
Is it a six or $700000.
Okay. So that's still very good underlying growth.
Speaker 4: Okay, so that's still very good underlying growth. Okay, and then...
Okay and then.
Maybe just a little bit more detail Bruce on your three business segments residential commercial and infrastructure.
Speaker 4: Maybe just a little bit more detail, Bruce, on your three business segments, residential, commercial, and infrastructure for your U.S. segment in particular. Can you talk about.
For your U S segment in particular can you talk about.
Speaker 4: What the what the full year plus or minus
What the what the full year plus or minus.
Per cent change was for those three categories in 'twenty, one now that that's in the book and how do you expect the those three categories to perform relatively okay.
Speaker 4: percent change was for those three categories in 21, now that that's in the book, and how do you expect those three categories to perform relatively in fiscal 22? We kind of heard some thoughts on this. I just thought maybe you could be a little bit more specific.
In fiscal 'twenty, two we kind of heard your some thoughts on this I just thought maybe it could be.
More specific as possible yeah. So.
Speaker 2: Yeah, so commercial is down almost 10% year over year from the previous year. And it was picked up by residential largely and a little bit of infrastructure. We expect that going forward in the first half of this year that it will stay fairly consistent to that. We are bidding an awful lot of commercial projects and substantial projects that need specialty equipment that are really good projects for us that we hope go this summer. But that's the thing that we watch more than anything is when does the commercial market come back. And while we're hoping it'll come back in the second half of this year, we really haven't budgeted too much for that and really expect to see more of that in 2023.
Commercial was down almost 10% year over year for the previous year and and it was picked up by residential largely in a little bit of infrastructure and.
We expect to take going forward in the first half of this year that will stay fairly consistent to that and we are bidding an awful lot of commercial projects into substantial projects, especially equipment that are really good projects for us that we hope goes this summer but.
That's the thing that we watch more than anything is when does the commercial market come back in a while we're hoping it will come back in and are in the second half of this year, we really haven't budgeted too much for that and really expect to see more of that in 2023.
Speaker 4: Got it. Okay, those are all my questions. Thanks a lot guys. Have a good evening.
Got it okay. Those are all my questions. Thanks, a lot guys have a good evening.
Thank you.
Okay.
Speaker 3: This concludes our question and answer session. I would now like to turn the call back over to Mr. Young for any closing remarks.
This concludes our question and answer session I would now like to turn the call back over to Mr. Young for any closing remarks.
Thank you Paul we'd like to thank everyone for listening to today's call and we look forward to speaking with you. When we report our first quarter of 2022 results in March.
Speaker 2: Thank you Paul. We'd like to thank everyone for listening to today's call and we look forward to speaking with you when we report our first quarter 2022 results in March.
Ladies and gentlemen. This concludes today's conference you may disconnect. Your lines at this time. Thank you for your participation.
Speaker 3: Ladies and gentlemen, this concludes today's conference. You may disconnect your lines at this time. Thank you for your participation.