Q4 2022 Rollins Inc Earnings Call

Greetings and welcome to the Rollins, Inc. Fourth quarter 2022 earnings call. At this time all participants are in a listen only mode. A question and answer session will follow the formal presentation. If anyone should require operator assistance. During the conference. Please press star zero on your telephone keypad. As a reminder, this conference is being recorded I would now like to turn.

The call over to your host Joe Calabrese. Thank you you may begin.

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A replay can be accessed by dialing 20161 to 7415 with the pass code 13735 once you seven.

Additionally, the call is being webcast at Www Dot Rollins Dot com and a replay will be available for 180 days. The company is also offering investors a supporting slide presentation, which can be found in violence website at www Dot Rollins Dot com.

We'll be following that slide presentation on our call. This morning, and encourage you to view that with us.

On the line with me today and speaking Jerry Gallup Junior President Chief Executive Officer, John Wilson, Vice Chairman and its Crouse Executive Vice President Chief Financial Officer, and Treasurer Angeles Beverly.

President Finance and Investor Relations manager, who will make some opening remarks and then we'll open the line for your questions. John would you like to begin.

Yes, Thank you Joe and good morning, we appreciate all of you joining us for our fourth quarter 2022 earnings call Julie will read our forward looking statement disclaimer and then we'll begin.

Our earnings release discusses our business outlook.

And contains certain forward looking statements. These particular forward looking statements and all other statements that have been made on this call. Excluding historical facts are subject to a number of risks and uncertainties and actual results may differ materially from any statement, we make today.

Please refer to yesterday's press release, and our SEC filings, including the risk factors section of our Form 10-K for the year ended December 31st 2021 for more information and the risk factors that could cause actual results to differ.

Thank you Julie I'm pleased to report the raws closed out last year with continued strong revenue growth and solid financial performance.

In the fourth quarter, we report revenue improved 10, 2% to $661 million and net income improvement of 26.1% to $84 million.

For all of 2022, we achieved revenue growth of more than 11% with net income improving as well.

Jerry and Ken will provide greater detail, but all credit goes to our tremendous team who continue to overcome many obstacles.

As we begin to 'twenty to 'twenty three the company remains well positioned to deliver on our long term business objectives now, let me turn the call over to Jerry.

Thank you John and thank you all for joining our call today.

Let me begin by saying that we're extremely pleased with our fourth quarter and full year results and I'm also equally proud of the hard working men and women of our company to continue to drive our growth through great customer service.

I'd like to provide my comments on our 2022 fourth quarter performance, Ken will then address the financials in more detail in a moment.

Reflecting solid execution of our operating strategies Ron's delivered another strong performance in the fourth quarter highlighted by total revenue growth of over 10% in the fourth quarter and over 11% for the full year.

Operationally, we have strong momentum in our markets. The company remains well positioned to achieve our long term objectives, and we're seeing solid levels of growth in the business.

As many of you are aware Rollins has a long standing company wide focus on personal safety complementing our existing guidelines and protocols. We continue to implement new initiatives designed to empower employees and enable an accountable safety driven culture.

First training remains crucial for keeping our customers out of harm's way.

Second, we're updating incentive metrics and our compensation programs to emphasize safety down to the branch level.

Branch managers bonus plan will now have stronger ties to safety metrics for their operation.

We're also working on a new employee level program to incentivize the highest levels of safe driving behaviors. We began to pilot. This program later this year or we plan to pilot. This program later this year for our 10000 plus drivers at Rollins.

We believe these initiatives will help ensure our workforce returned home to their family safely each and every day.

Looking closer at the financial results and the growth we delivered organic growth came in at six 9% compared with seven 8% for the full year.

While still strong we realized slower growth in the residential sector.

While market data indicates this to be consistent across the industry. We started 2023 with strong residential revenue performance in January while the month is not a long term trend. It was good to see solid demand to start the year.

We also continue to succeed and our other service lines, particularly within our termite and ancillary which grew 15, 4% year over year.

Rollins remains very well positioned to drive ancillary growth within this business. We've taken on the responsibility to educate homeowners on termite prevention and treatment along with other ancillary offerings and from the customer perspective. These service offerings are from a trusted partner.

We remain focused on driving revenue growth from cross selling activities across our large growing customer base. Our team continues to do a tremendous job here.

Our commercial line as Al also presented a strong year for us with 10, 3% growth over the prior year.

The sales teams continue to perform very well on both locally sold and national account sales efforts across all our commercial brands. We're seeing strong results. In this area was solid performance with customers in the retail restaurant and office building segments.

Across all the service lines I, just discussed a key driver of growth as pricing during.

During 2022 in light of the ongoing inflationary challenges we brought forward our annual price increase program to earlier in the year.

In 2023, we're bringing this forward even earlier.

Most of these price increases will be initiated beginning in early March and some are already implemented in January .

Furthermore, our non orkin brands are ramping up their focus on pricing the value of our services. Additionally, all of our brands are increasing their rate cards, we expect the inflationary environment to persist into 'twenty 'twenty through 2023 and are focused on managing the price cost equation.

Acquisitions remain a major focus as we start 2023.

During 2022 was successfully completed 31 acquisitions, representing a total of 119 million invested this compares with 39 acquisitions and a $146 million invested in 2021.

While we successfully completed four acquisitions during the fourth quarter, we proactively remained on the sidelines during the last few months of 2022 and turned our attention to 2023 deals in our pipeline.

We're very optimistic about what's in store for the new year as leveraging strategic acquisitions remains a focus of our growth strategy.

Next we remain committed to investing in our business to drive efficiency as part of this we continue to leverage leverage technology by adding a number of new applications to our portfolio of brands. For example building off our successes with routing and scheduling technology at Orkin and Western Pest services, we're rolling out routing and schedule.

<unk> technology initiatives at Clark and home team.

Each of these brands are making meaningful progress at improving efficiency.

<unk> expects to be at full utilization by the end of this quarter and is very excited about the results to date.

Robert Baker Cox President went so far as to comment that this initiative is proving to be the best thing for Clark in many years.

Home team should complete their implementation and be at full utilization by the end of the second quarter.

Both brands have seen an improvement in their on time delivery metrics since implementation started.

In addition to two enabling us to reach our customers in a more efficient and productive manner. We found these initiatives can meaningfully reduce both our overall mileage between service visits and drive time for the technician.

Not only does this lower our fuel requirements. It also has a direct impact on our labor costs.

With that I look forward to answering your questions in a few moments however, before I turn the call over to Ken I want to emphasize that our team at Rollins had a successful year in 2022, and we are confident in our ability to continue driving growth and improving profitability in our business I'll now turn the call over to Ken.

Thank you Jerry and good morning, everyone, we had a strong quarter and finish to the year. Let me start with a few highlights first revenue growth was healthy with total revenue growing approximately 10% in the quarter and 11% for the full year.

Acquisitions drove 3% of revenue growth in the quarter and for the year. We continue to see tremendous opportunities that will enable us to continue to drive growth through acquisition in the quarters and years to come.

Second quarterly adjusted EBITDA margins were a healthy 22, 1% up approximately 180 basis points versus the same period a year ago. We saw strong results throughout the income statement.

GAAP earnings per share were <unk> 17 up from 14 in the same period a year ago. It was good to see the strong growth in earnings on the healthy revenue growth and last but not least quarterly free cash flow was very healthy with operating cash flow growing over 20% versus the same period.

A year ago, we finished off another strong year with free cash flow growing over 16%.

Let's look at the quarterly results in more detail.

Quarterly revenue was $661 million up just over 10% on a reported basis currencies reduced quarterly revenue growth by 70 basis points on the stronger dollar notably versus the Canadian dollar the Australian dollar and the British pound.

Quarterly revenues were strong and it was good to see healthy growth across all of our service lines.

Turning to profitability gross profit was 55% of revenue in the quarter up 10 basis points from the same quarter a year ago. We saw good performance on gross profit as pricing more than offset inflationary pressures.

Pricing remains at the top of our agenda and we are evaluating opportunities to implement further price increases in the first quarter of 2023.

For the year, we saw elevated costs associated with casualty reserves up $12 million for the year with $10 million of that in the third quarter alone. We discussed these charges with you back in October and continue to focus on implementing a number of key programs that Jerry mentioned previously that are aimed at improving and.

This area is.

Additionally, people costs, most notably medical costs were up about $7 million for the year, we saw higher costs in this area throughout the year. This wasn't necessarily as impactful in the quarter, but was something that gradually got worse throughout the year S.

SG&A expense in the quarter was $191 million or just under 29% of revenues up $3 million from the prior year, but improving 230 basis points when stated as a percentage of revenue. It was good to see the improvements in SG&A as a percentage of revenue to finish there.

A year, while lower advertising expense due to timing drove a 120 basis points of the leverage it was good to see cost control carried across a number of categories.

Management of SG&A represents a key focus area of ours as we start 2023 at just under 30% of revenue. We feel there are opportunities to drive improvement stay tuned on this front, but no. We are focused on taking actions that will help improve performance in this area in years to come.

Looking closer at profitability, we did not have any non-GAAP adjustments to operating income or EBITDA. This year GAAP operating income was $120 million or 18, 1% of revenue adjusted EBITDA margin was 22, 1% up a strong 180 basis points.

Over the prior year adjusted EBITDA margin as I indicated previously we did not have any adjustments this year to EBIT margin. If you recall, we adjusted the prior year quarterly EBITDA margin by the impact of the nonrecurring SEC matter.

As we discussed on the last call I like to look at the business using incremental margins or meaning what percent of every additional dollar of revenue growth is converted to EBITDA in the quarter on an as reported basis, we generated incremental adjusted EBITDA margins that were approaching 40%.

When you take out the lower advertising spend I mentioned previously incremental adjusted EBITDA margins were approximately 30% for the quarter and even with incurring the higher casualty charges in the second half incremental adjusted EBITDA margins for the second half we're approaching 30%.

This is certainly good to see.

Quarterly non-GAAP net income was $84 million or <unk> 17, and adjusted earnings per share increasing from 15 cents per share in the same period a year ago.

Turning to cash flow and the balance sheet quarterly free cash flow was very strong to finish the year, we generated $116 million of free cash flow on $84 million of earnings in the quarter free cash flow increased by over 20% in the quarter and was up a very healthy 16% for the into.

Higher year.

Cash flow conversion the percent of income that was turned into cash was well above 100% for the quarter and the full year.

We made acquisitions totaling $9 million and we paid $64 million in dividends during the quarter that remains negligible and debt to EBITDA is well below one times on a gross level, we were in a net cash position to finish the year.

Year to date, we have made acquisitions totaling just over $119 million and paid dividends of approximately $212 million debt balances are down $100 million since the beginning of the year and cash is down $10 million, finishing at $95 million at the end of 2022.

We are actively evaluating options to refinance our credit facilities that are set to expire in April of 2024, we expect to make progress on this in the first quarter.

Also during the quarter, we corrected immaterial misstatements in the financial statements our press release, and our 10-K that we expect to file later today will include more information on these changes but in summary, these are noncash related items that reduced what we originally reported for earnings by an immaterial.

[noise] amount.

By making this change historical earnings increased by one cent per share per year.

Me repeat we understated historical reported earnings by <unk> <unk> per share per year. The immaterial changes are related to purchase accounting for acquisitions. The short of it is that the company allocated too much of the acquired asset value to amortize the intangible assets.

In the past and this adjustment cracks for this.

In closing our fourth quarter performance continues to demonstrate the strength of our business model, we remain focused on providing our customers with the best customer experience and driving growth through acquisition organic demand remains robust and we are very well positioned to continue to use our balance sheet to grow our business.

The acquisition pipeline is very healthy and our strong cash flow and balance sheet positions us very well to invest in our business. We continue to focus on execution and driving long term profitable growth for our shareholders with that I'll turn the call back over to Jerry for closing remarks, Jerry Thank you Ken.

Again, we're happy to take any questions at this time.

Thank you.

You'd like to ask a question. Please press star one on your telephone keypad, a confirmation tone will indicate your line is in the question can.

You May press star two if you'd 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 starkey and the interest of time, we ask that you each keep to one question and one follow up and invite you to rejoin the queue.

Our first question comes from the line of Tim Mulrooney with William Blair. Please proceed with your question.

Okay.

Gerry Ken John Julian Good morning good.

Good morning.

Just a couple quick ones from me so.

Your SG&A as a percentage of sales it was below 29% in the fourth quarter and it's been coming down every year by a couple of.

Call. It 10, 2030 40 basis points every year.

But the fourth quarter below 29% that was below what most folks were anticipating them up we typically see from you guys are there.

Deliberate cost savings programs happening here or is it primarily just the leverage that.

You would expect to get on higher volumes and the savings from advertising expense, what I'm trying to get at is.

There was a surprise here.

At the level of cost savings that you had and you had a nice EBITDA beat primarily because of it is it fair to expect to see continued leverage.

And even fixed costs like this as we move through 2023 or would you expect maybe them to come up a little bit as you layer investments back in the business. Thank you.

Thanks for the question Tim This is Ken I'll I'll take this question.

But but I would agree with you we had a really good performance in the fourth quarter with respect to our cost control programs and SG&A.

I've indicated in my prepared commentary, we had and the advertising benefit of about $7 million. So that's about 120 basis points of the improvement. However, we certainly continue to look at a number of opportunities to continue to improve our cost structure going forward.

We certainly did leverage it with the higher growth rates that we were able to deliver in the quarter, but we also are very actively evaluating and continue to contemplate a cost changes in cost reduction measures across our business.

Yeah, Tim this is Jerry.

Since since Ken has been here, it's one of the hot topics on his radar screen is as our SG&A and how can we get better and how can we improve and Ken has challenged us and brought that equation on the table and as you know, we're always looking to get better and so yeah. We're in Ken's finding some ways.

To help us do that.

Ken's cracking the whip huh.

Yeah.

Okay. Thanks, Jerry and thanks, Ken one more just a question on pricing I mean, it sounds like you are pulling forward the pricing increases even earlier this year, which was surprising but how should we think about that level of pricing increase you know I know it was higher than historical levels last year, which makes sense, but.

What the consumer outlook, maybe a little bit murkier as we turn the corner into 'twenty three I'm curious, how you're thinking about the level of pricing. This year do you would expect it to be more in line with the historical average or still above that historical average level. Thank you.

So Tim this is Jerry so on the on the really on the Orkin side, where we are at.

Looking to very similar levels to what we did in prior year, where where we've actually gotten more aggressive and in our other brands than we were at prior year. So if anything on the whole of the net result of that is.

What we expect is better performance out of pricing going forward in 2023.

Got it thank you.

Yeah.

Thank you. Our next question comes from the line.

Uh huh.

RBC capital markets. Please proceed with your question.

Thanks for taking my question. So my first question is on the residential side you talked about.

Some pretty good improvement in January I was just wondering if you could talk about what's really driving it is it.

Is it driven by better execution can you talk about how you think of using technology and other tools to improve the designation.

Thanks.

Yeah.

You got to keep in mind that as we wound down 2022 November December we reduced marketing some of our marketing spend our advertising spend.

In the back half of the year and so that that softened the end of the FERC by the fourth quarter of last year.

And we began turning our advertising and marketing efforts back on.

In January .

Across the board I think we had pretty good weather, we had a pretty.

Pretty good business environment, we had a lot less of the impact of Covid than we did the prior year in January it was just a just a overall better environment not necessarily something about technology or anything along those lines. It was just a overall better environment that that help with demand I don't I don't know John do you have anything to add to that.

The only maybe staffing we were better staffed and a better staff position part of that as opposed to Covid.

We were really rack with people out sick with Covid in January a year ago.

And so this year, we were better positioned to handle the opportunity that we had.

That's great.

And then maybe just a broader question on organic growth.

If you look at the last three years organic growth has improved materially compared to the pre pandemic level and so as we look into 'twenty three but also with the MC I'm not looking from a guidance perspective, but just as we think about the organic growth trajectory.

Should we think about it being in line with recent history, particularly the organic growth being in line with the recent history. Thanks.

As you as you as you know Ashish, we don't provide guidance. However, we do when we do look at our business I think we all know that this is a very attractive market with attractive growth opportunities and if you look at the business over the long term eliminating some of the fluctuations in volatility that you saw.

During COVID-19 and recovery from Covid. This market has the opportunity to continue to grow at that mid to high single digits. So we feel confident in our ability to continue to grow our business over the long term at that mid to high single digit sort of growth rate.

All the while continuing to be very active on the acquisition front.

We have no we have no intention to take the foot off the gas in and slow it down. So our goal is always to try to get better and and maintain or beat those rates year over year. So.

That's our aim we're going to keep going.

That's great and congrats on a solid quarter. Thank you.

Okay.

Thank you.

Thank you. Our next question comes from the line of Stephanie more with Jefferies. Please proceed with your question.

Hi, This is Hans on for Stephanie Congrats on the strong quarter, just wanted to dig in a bit more on the rescue business in Q4.

Obviously realize a bit slower growth there.

Our prepared remarks.

As a reference it's kind of been consistent across the industry.

Just wanted if you could talk about some of those trends in the industry more broadly.

The main data point that we look at is we can get information from for example search engines like Google.

Where they can report where they report to us the volume of category searches. So for example, the number of people.

Searching for the category are words like pest control.

Those were those were down I think Julia I think I remember the number was in the 15% range is what is what we heard across the industry. The category search was down around the 15% Mark so.

It seems it appears to be across the board and those are data that we get from from companies like Google.

Got it that's helpful. Thanks, and then just maybe want to dig in a bit more on sort of cost inflation could you talk a bit about what youre seeing.

Are you seeing cost inflation a bit more sticky in your business and then maybe where it's moderating a bit and then just kind of you know your ability to price in excess of cost inflation, given the pull forward of pricing for 'twenty three.

Yes, certainly when we look at the business, there's two or three broad buckets of costs, there's people theres materials, and then Theres fleet.

And when we look at the business, we started to see gradual improvement.

In fleet as we move throughout the year pressures that we felt earlier in the year when oil was much higher than where it is currently started to abate as we went throughout the year.

The one point that was good to see for US as we finished the year was actually improvements in materials and supplies and so the second category of costs that I spoke about materials and supplies, but certainly it was helpful to see some improvement as a percentage of sales to close the year out in that area and last but certainly not let late at least our people costs we continue to.

Managed that very closely it's a challenging market. Our focus is on hiring the best and the brightest retaining and providing the tools that will continue to drive that high level of engagement across our workforce that in turn results in that high level of customer service that we're known for and so we're continuing.

To manage the inflationary pressures and that's part of the reason why Jerry spoke about our intent and desire to pull forward the pricing.

We're trying to stay ahead of the inflationary cycle that we're all feeling and trying to pass along that price in price or the value of the services that we're providing to our customers and Ken well, while the fleet.

The fleet is we're seeing some improvement largely largely driven by fuel where we haven't seen any relief is in repairs and maintenance and the cost of replacing just a single tire.

<unk> remains Sky High basic service on a vehicle is.

<unk> decline and we've just got no relief there that so that's one element within fleet, but as Ken said on the M&A side, we've got those margins back in line. Our teams have have have fought a to help us do that in the procurement side those have seem to have come back to normalized levels. So.

That's good news for us.

Very helpful. Thank you.

Yeah.

Thank you, ladies and gentlemen, as a reminder, if you'd like to join the question queue. Please press star one on your telephone keypad. Our next question comes from the line of Al <unk>.

With Redburn. Please proceed with your question.

Hi, guys. Thanks for taking the question just firstly what are you seeing in terms of the international markets you operate in and it's great to have high real leather out in those markets than it is in the U S.

Yeah.

Those markets continue to be very attractive for us we continue to grow our business and in fact last year, we made significant acquisitions in the U K market, we built out our platform of businesses and services that we're providing and the U K because we view that as a very attractive market will continue to deploy capital.

Internationally, but I have to remind you also that the U S is our largest market, it's our fastest growing market and it is highly fragmented. So it provides us tremendous amount of growth opportunities as we go forward. So we're pretty bullish we're pretty optimistic and we feel like we've got a great growth plan that spans the globe.

Yeah.

Great. Thanks, and then I guess on the termite side I'm, assuming you know a decent amount of that great Britain on series out lets say what are you seeing on just the sort of the termite business.

We don't break out the termite business from the ancillary so it's hard to report that but what I would say is as we continue to see demand for the termite business. You know a lot of people look at the nonresidential or the residential housing market and get concerned about a slowdown in new housing starts and such in and while we are.

Managing through the challenges associated with higher interest rates, we're seeing good growth come through that business.

And we have great performance driving the sales of of our termite baiting programs to customers as well we have very good take rates on that it's got very high customer retention.

And we try to make sure we bundle that with all our service offerings.

Thanks very much.

Thank you.

Thank you. Our next question comes from the line of Brian Butler with Stifel. Please proceed with your question.

Oh good.

Can you hear me.

Yes, we can.

Great. Thanks for taking the questions first one just on the organic growth can you can you provide maybe some color on how much maybe was cross selling versus versus price and how that opportunity for cross selling looks going into 2023.

And it's hard to parse it down into that level of detail, but what I can tell you is when we look at the overall growth rate of roughly 10, or so percent you back off just over 3% of that for acquisitions. So you arrive at about 7% or so of total growth as Jerry indicated last year, we pulled the pricing.

Kris forward a bit so we actually saw a little bit more of pricing not only from pulling it forward, but because we were passing along the higher pricing.

Price inflation to our customers and so if you if we had talked previously about passing along roughly a 4% price increase we probably realize something in that 2% to 3%. So so you can see that our underlying real growth rate is in that 4% to 5% is what we estimate and it's just an estimation, but that's what.

That's what we are estimating that our underlying growth rate is without price.

And in terms of the opportunity.

To continue to drive cross sell through the businesses at this point the upside looks enlists.

We have plenty of customers that we still haven't touched to add our mosquito programs too as well as any of our.

Any host of our ancillary service offerings, so well.

When we look at the percentage of our customers with multiple services.

With two or more services three or more services.

That percentage is still low enough that we have a long runway to continue to sell through.

Gerry if I may add as it relates to cross selling a critical aspect of that is being well staffed in both your sales management arena and your and your sales sales team and and currently we are well staffed that's why we believe that that cross selling will cause.

To increase without without the staff you can't you're having to offer those services proactively and so without staff out there to do it.

Just doesn't happen that's a good point, John and we do continue to ramp up our sales staffing even in our 2023 plans are to continue to ramp up our our our.

Our sales team volume to be able to handle and be out there talking to our existing customers about adding services to their programs.

Okay, Great. That's helpful. And then when you think about that pricing kind of pulling it forward again in 2023.

How much I mean, I think you stated it was fully offsetting inflation. So does that continue to drive those incremental margins of 30% through 2023 or is it even better than that.

We're hopeful that we've got a number of levers that we're pulling to continue to maintain our margin profile pricing is only one of them.

And so we are optimistic about our ability to continue to drive margins, we're not committing to necessarily a specific margin target, but we do see an opportunity to continue to improve our margin profile over the long term.

Okay, and if I could slip one last one on the M&A kind of rollover into 2023 any color on what was already embedded in there from deals that you've closed in 2022.

The only thing I would say there is 2022 as you know is a little bit of a light year for us with respect to acquisitions. If you go back to 2020. One we spent almost $150 million each of those years on acquisitions. This past year. We spent 100 just about $120 million. So you could see that the rollover may not be.

At or above 3% like it has been the last couple of years it might be a slightly lower than that but what I have what we've reiterated in our prepared comments is we are incredibly active with respect to acquisitions and so we continue to go after in court opportunities.

Across the country across the world and so we continue to be very active on this front stay tuned on this front because it's an area that Jerry and I are spending a lot of our time.

Great. Thank you very much for taking the questions.

Thank you.

Thank you, ladies and gentlemen that concludes our question and answer session I'll turn the floor back to management for final comments.

Thank you everyone for joining us today and we appreciate your interest in our company, we will be filing our 10-K with the SEC later today.

And we look forward to updating you in April on our first quarter earnings call. Thanks again.

Thank you. This concludes today's conference call you may disconnect. Your lines at this time. Thank you for your participation.