CECO Environmental Corp. Q1 2023 Earnings Call
Okay.
[music].
Good morning, and welcome to the CECO Environmental first quarter 2023 earnings call. All participants will be in listen only mode should you need assistance. Please signal conference specialist by pressing the star key followed by zero.
After todays presentation, there will be an opportunity to ask questions to ask a question you May Press Star then one on your Touchtone phone to withdraw your question. Please press Star then two.
Please note. This event is being recorded I would now like to turn the conference over to Steven Hooser of Investor Relations. Please go ahead.
Thank you Jason and thank you everyone for joining us on the CECO Environmental first quarter 2023 earnings call on the call with me today is Todd Cleveland, Chief Executive Officer, Peter Y'all, Hampton, Chief Financial and strategy Officer, Andrew I'm, asking about Holly Chief operating officer.
What are we begin I'd like to note that we have provided a slide presentation to help guide our discussion the call will be webcast along with the earnings presentation, which is on our website at CECO in viral dotcom presentation.
The materials can be accessed through the Investor Relations section of the website I'd also like to caution investors regarding forward looking statements any statements made in today's presentation that are not based on historical fact are forward looking statements.
Such statements are based on certain estimates and expectations and are subject to a number of risks and uncertainties.
Actual future results may differ from those expressed or implied by the forward looking statements. We encourage you to read the risks described in our SEC filings included on Form 10-K for.
For the year ended December 31 2022.
Except to the extent required by applicable securities laws, we undertake no obligation to update or publicly revise any forward looking statements that we make here today, whether as a result of new information future events or otherwise today's presentation will also include references to certain non-GAAP financial measures. We have provided the comparable GAAP and non.
non-GAAP numbers in today's press release and provide non-GAAP reconciliation in the supplemental tables in the back of the slide presentation.
And with that I'd now like to turn the call over to Chief Executive Officer, Scott Gleason.
Yes.
Thanks, Steven and good day, a handful of weeks ago, We filed our annual report for the year 2022.
Yo letter highlighted the tremendous progress we made last year and our strong position as we entered 2023 and.
In fact, the first sentence of the letter simply stated it is an exciting time at CECO environmental well as we close the books on the first quarter of 2023.
Iterate that statement once again it remains an exciting time at CECO environmental for our employees.
Our customers and our shareholders now lets dive into the details to support that statement I'm going to start with slide number three which is entitled Q1 2023 earnings highlights.
As we highlighted in today's press release <unk> delivered record first quarter revenue levels. In addition to our record first quarter revenue levels. Our bookings were so strong that we delivered a book to bill of one three which produced yet another record for our backlog, which supports our ongoing growth.
Platform teams continue to execute against a very large and growing pipeline of sales opportunities. So we remain highly confident we can maintain continued strong bookings going forward I also want to highlight that our operating excellence programs are really just getting starting and starting to rollout as ramesh and his team have deployed <unk>.
Important improvement work streams.
I believe margin expansion will continue on the gross margin line and those improvements in gross profit will flow through to EBITDA expanding margins as we move through 2023.
I also want to highlight for you the two completed strategic and accretive acquisitions year to date, which brings our total number of deals to six in the past 15 months.
As a result of the continued strength in our bookings improvements in our operational execution and execution on our programmatic M&A approach, we are raising our full year 2023 outlook for the second time since really since we introduced full year guidance back in November of last year.
We will revisit our increased full year 2023 outlook in just a minute.
A final highlight that I want to share with you is that we continue to be pleased with the progress we are making to transform CECO to ensure we maintain sustained growth and long term shareholder value.
More to come on each of these takeaways as we go through the presentation.
Now please turn to slide four let's review, our first quarter and trailing 12 month financial summary.
Peter will cover many of these key financial figures and metrics in a few minutes. Let me just focus on a few areas right.
Well, mostly stick to the left side of the slide which covers Q1 2023 results. The panel on the right side of this slide provides a snapshot of cecos trailing 12 month or TTM financials, all of which are very strong we will provide additional color on past periods in <unk>.
<unk> remarks.
Turning the focus to Q1 results Cecos orders of $146 million in the quarter represented the third highest quarterly bookings level in our company history and outstanding result, one which could have even been higher had two or more large projects closed in March. These jobs have now moved over into.
The second quarter it will be part of what we expect will be another strong bookings period. So the casual observer they might see that our bookings are down 9% year over year, and think market demand might be slowing or leveling off.
Actually nothing could be further from the truth for CECO with bookings at this level, we generated a record backlog at quarter's end, providing a direct line of sight to our future growth.
Sales of approximately 113 million were a record for a first quarter and our sales growth of 22% in the first quarter reflects the great execution. She goes global teams are driving to deliver solutions for our customers.
Adjusted EBITDA of almost $10 million in the first quarter was up slightly over the prior year period.
This result produced adjusted EBITDA margins of eight 6%, which were below prior year period, and Q1 of last year, we had the benefit of a specific insurance settlement that we recognized if you take into account. This one time item, our adjusted EBITDA margins expanded 50 basis points year on year. Additionally.
Additionally, we had higher operating expenses in the quarter due in part to investments in new resources to execute our record backlog and to continue our solid commercial growth and also due to expenses related to programmatic M&A and integration activities. We expect the additions to our cost structure to stabilize and with continued.
Solid top line growth throughout the balance of 2023, we expect solid margin expansion in.
In the coming quarters.
Also want to point out that the first quarter is historically sequels lowest revenue and earnings quarter and each subsequent quarter builds on the prior.
Adjusted EPS of <unk> 10 cents was in line with our expectations and again, if not for the one time insurance settlement in Q1 of last year, we would've exceeded EPS year over year.
Given the timing of accounts receivables and our need to build some inventory or working capital growth resulted in a use of cash in Q1.
We expect cash receipts to be very strong in the coming quarters, delivering a very good total year free cash flow, reflecting the seasonal nature of project deliveries and cash flow generation.
So overall I'm very pleased with our first quarter results. Our continued dedication to operational excellence as part of our transformation have driven record sales growth record backlog and our orders pipeline that continues to yield very strong book to bill results.
Next I will highlight the two acquisitions, we have completed year to date. So please turn to slide number five on.
On the right side of this slide we highlight Wakefield acoustics, which we acquired in January of 2023.
Wakefield adds critical solutions for noise abatement in the industrial air market. It helps to broaden our product range and acoustics solution set and it provides business mix for our thermal acoustics platform by adding smaller quicker turn projects for many industrial end markets. This is the third acquisition, we have made in the industrial.
Labor market since mid 2020.
On the left side of the slide we highlight transcend which is our most recent deal. We closed in early April . This is our first acquisition in direct support of our energy transition strategy.
Technical and market knowledge within separation in filtration solutions is world class CECO Peerless brand team has worked with transcend for many years and they have long been a key supplier and partner to CECO.
Combined transcend and CECO now have a tremendous opportunity to grow in new energy transition applications and to expand internationally.
Again, each of these acquisitions as well as the transactions. We closed in 2022 are accretive to see go we expect each to beat their acquisition financial models now, let's turn to slide number six.
As we have discussed in previous quarters, CECO is more balanced and pursuing more opportunities than ever before across everything we do our focus is to protect people. Our focus is to protect the environment and our focus is to protect our customers' industrial equipment in previous quarters, we have outlined how we're advancing our leadership position in industrial air.
And the three acquisitions highlighted in the middle column under newly acquired brands are yielding great results towards helping us advance this leadership.
We've also discussed how we were building our position in industrial water before water applications excuse me acquisitions highlighted in the center column add important building blocks to our growing growing water niche leadership positions.
And finally, our CECO shifts to support the energy transition the trend send acquisition puts us in great position to provide new and enhanced solutions to improve the efficiency and lower the cost of gas and liquid separation and filtration and legacy natural gas and natural.
Gas liquids transport and hydrocarbon processing infrastructure and to position CECO for new and emerging applications in renewable natural gas carbon capture and other low carbon opportunities.
The transcend the acquisition will also open even more doors to higher margin opportunities and business models and engineering field support and emergency services.
Now before I hand, it over to Peter let's look at a slide that highlights how we are creating both short term and long term value. So please turn to slide seven.
To maintain momentum on our transformational journey. It is critical we must drive short term performance, while continuing to invest to ensure longer term sustained success. This slide is a very simple depiction of how CECO operating model is being constructed to create and deliver value.
On the top half of the slide we show how we are driving short term success and on the bottom half of the slide we show how we will build upon these short term successes to deliver sustained long term performance.
With respect to growth.
In the short term, we have steadily been adding to our record backlog and pursuing a larger pipeline of sales opportunities. In addition to continuing to win more than our core markets. Our platform teams continue to find new geographic and market Adjacencies, where our solutions and services are in high demand.
The ability to be nimble and expand accessible market opportunities is really key to delivering sustained double digit organic growth.
Over the past 15 to 18 months, we've been executing on our programmatic M&A approach to add key pieces to our portfolio.
To add business diversity.
To expand the addressable market to improve business mix and margins and to strengthen our niche leadership positions combined these two growth mechanisms to support support strong core and adjacency growth in <unk>.
Longer term as highlighted on this slide we will maintain strong organic growth through business development investments and maintain a programmatic approach to M&A.
Now to drive more bottom line growth, we have a similarly balanced approach with respect to driving the things we can control like ensuring we are driving productivity and higher gross margins with good conversion on our investments and improved project execution, along with incorporating new operating excellence programs around lean enterprise.
<unk> and executing higher margin acquisitions.
The balanced approach of driving short and long term strategies has already yielded significant returns. We believe the levers we are pulling across our business platforms. When combined with the positive results from our programmatic M&A approach will propel CECO into a $600 million plus company with 15%.
Or greater EBITDA margins in the next few years.
We expect to have a more balanced portfolio of short and long cycle businesses with leadership positions and industry, leading brands and industrial air industrial water and the energy transition and it is our belief that this strategy will deliver sustained double digit topline growth increased margins higher cash flow conversion and greater.
Portfolio Brazilians all supportive of the mid teens EBITDA.
Margins and mid teens, EBITDA multiples, a truly meaningful shareholder value company has.
Each week, we strive to make Mondays matter to ensure we are hitting our short term goals and objectives, while taking the appropriate amount of time to also invest for next year. The next two years and beyond.
I'll now hand, it over to Peter who will dive into our financials in more detail and then I will help close our prepared remarks Peter.
Thank you Todd I'm very pleased today to be able to present to all in attendance a solid set of solid financial results that confirms that CECO remains on track to deliver another strong year of operational and financial performance.
Please turn to slide number nine with me.
On slide nine we present, a more detailed picture of first quarter results and Todd walked you through on slide four.
Orders for the quarter at $146 million was the third highest for any quarter in company history and now represents.
There's over $500 million on a TTM basis.
Revenues of $112 6 million set a record for revenue during any first quarter. Following on from our record third and fourth quarters, respectively. A nice run of three quarters in a row.
We delivered gross profit margins of 31% an increase of 240 basis points year over year and more importantly, the gross profit dollar delivery of $35 million was the highest in our first quarter in company history and the second highest in recent memory following on from our.
Fourth quarter of 'twenty, two in which we delivered the highest gross profit dollar quarter in company history.
Adjusted EBITDA for the quarter was up 2% year over year to $9 7 million.
SG&A additions from acquired businesses and M&A expenses.
Also were included in that $9 7 million dollar figure.
While nicely positive both GAAP and adjusted EPS were down year over year, excluding the settlement and the benefit from the previously mentioned settlement Q1, 'twenty three EPS would have increased over the prior period.
Now I'd like you to please turn to slide number 10, where I'll walk you through a more detailed view of our CECO orders progression.
On this slide you can see the sequels order growth trajectory that began in Q4 of 2020 and accelerated through 2021 and 2022 is maintained strength into our first quarter with a book to Bill of one three.
The three best orders quarters in company history have posted across the past five quarters with a five quarter average of $135 million per quarter, which went in annualized would deliver a $540 million per year bookings rate higher than both total year 'twenty two results and the two <unk>.
Trailing 12 month actuals, it's a nice place to be.
Yeah.
On the strength of the $146 million of orders, we posted in Q1 CECO finished the quarter with a record $356 million in backlog.
We recognize that the orders picture can be lumpy.
To provide a view that smooths out the lumps I referred to the TTM and average orders per quarter rose above the bar chart.
By looking at orders. This way, we are able to smooth out our accumulative order flow and deliver a picture, which more closely matches our revenue realization.
And speaking of revenue. Please turn to slide number 11, where I will walk you through a more detailed view of our current revenue growth forget progression.
On this slide you can see the peak goes revenue growth trajectory, which began in Q1 of 2021 and it showed steady improvement sequentially and period over period throughout to 'twenty, one and 'twenty 'twenty 2021 period and accelerating of this improvement in 2022.
Continuing into 2023 with strength as we convert our growing backlog into four consecutive quarters of 100 million or greater revenue print.
And we have delivered the best first third and fourth quarters for revenue in company history in consecutive quarters.
The trailing 12 month trend for revenue is at 5%.
5% ahead of trailing a total year 'twenty, two and 28% ahead of the same metric in Q1 of 'twenty two.
I also want to highlight that Q1 'twenty three revenues were the second highest for any single quarter in company history.
And outstanding result, considering that there is still some choppiness in our supply chains and delays in customer approvals that our teams had to overcome in the quarter.
Finally on top of the slide on the top of the slide above the Bar chart. We have also included the TTM revenue and average revenue per quarter run rate trends for an easy comparison to similar TTM data provided for orders and this way you can see how orders convert to revenue in subsequent periods.
<unk>.
Now, let's move on to slide number 12 for a quick review of backlog and backlog trends.
As previously mentioned CECO concluded the first quarter of 2023 with a new record for backlog of $356 million, representing a 26% increase over with this backlog exiting Q1, 'twenty, two and 14% or.
<unk> are already record 22022 year end levels.
The organic growth in backlog was $33 million was another 11 million booked from acquisitions.
Book to Bill in the quarter was one three for the second consecutive quarter and was approximately 1.2 for the TTM period, both very solid results.
Like to point out there were no cancellations in the quarter and the only recent cancelation of significance, which occurred in the fourth quarter of 2022 is now back in our pipeline for potential second half 'twenty three booking.
With a very strong opportunity pipeline underpinned by a number of secular and durable macro trends that we will highlights further on page 17.
We expect to maintain a book to bill rate greater than 1.0 for the total year 2023, a very positive leading indicator for our future growth.
Please move with we now to slide 13, and I will walk you through our gross profit and EBITDA margins for the quarter.
On the left hand side of the page you will see the.
This is the second consecutive quarter was 32% year over year improvement, while down 7% sequentially on slightly lower sales the $35 million. Gross profit result is the best for any first quarter in company history, and the third highest quarter in company history.
And represents a margin that is 240 basis points higher than the year ago period.
Additionally, TTM gross profit is $137 million, reflecting 120 basis point expansion to an average over the period of 31%, which is 33% greater than gross profit delivery than any prior TTM period and customer history in company history excuse me.
We are truly accelerating our performance.
It is this additional gross profit that is allowing CECO to continue to fund our investments in our operating model expanded capabilities and growth.
We continue to realize improved margins from better pricing on projects booked in 2022 and are starting to see the positive impact on margins of recently completed acquisitions. Both their trends, we can expect to see continuing throughout 2023.
On the right hand side of the page.
Last eight quarters of EBITDA performance are shown.
The Q1, 2023, $9 7 million of adjusted EBIT.
For an eight 6% margin.
While it's down quarter over quarter slightly on margin is up $1.
On a TTM basis.
CECO has delivered $42 5 million of adjusted EBITDA, a 46, 48% increase over a comparable prior period and an for an aggregate margin of nine 6%.
I am, particularly pleased with this quarterly result of CECO also made additional investments in people systems and processes and M&A in the quarter.
These investments were made to enable secret to excellent execute on its growing backlog and.
<unk> continued to drive higher growth and performance in 2023 and beyond these are investments, which we will continue to make to strengthen and better position CECO.
I'd like to now turn to slide 14, I'll provide you with a little more color on our most recent two acquisitions and other capital deployment.
On the left hand side of the page you will see some additional information about our Wakefield acoustics and transcend solution acquisition.
Both deals are consistent with the strategic parameters of prior acquisitions, we have concluded in terms of scope.
Complexity risk and strategic intent.
With deals checked all the boxes in terms of screening and future potential and more importantly, the management teams for both businesses have joined CECO and are already beginning to realize the benefits of being part of a larger and global organization.
We're very bullish on the growth prospects of both businesses and their ability to double their size in a few years. Each company has a nice specialists with unique technical and applications differentiation that yields a strong margin profile.
On the right hand side of the page as in past presentations I will discuss a summary of our recent share repurchase and growth investments. There is little to report on the share repurchase topic. This quarter. So I'll provide a few highlights from our investments made in Q1 to support growth.
Capex spend rate in the quarter was higher than in previous quarters.
And there's likely to be the high point for Capex spending for the year.
The investments in the quarter were for machine centers.
Our pump business and automated welding equipment in two of our platform.
Upgrades were made to our it and data security infrastructure to support growth and improve our ability to handle data safely and effectively safety updates were made across our network of facilities and very importantly, our expansion in India continues at pace with a very large editions.
Both staff and facility in Pune.
Now I'd like you to turn to slide 15, where I'll finish my remarks with a discussion on our cash position and liquidity, we feel very good about our balance sheet and our ability to continue investing for growth.
<unk> finished the first quarter with $42 2 million in cash down slightly from year end.
But up over almost $12 million from the same period in 2022.
Cash from operations was negative $12 million in the quarter and net borrowings on our revolver facility with $34 million.
Following the balanced capital deployment approach underpinning our value creation strategy $24 million was spent on acquisitions and $2 5 million was used on capital or growth investments.
Gross debt at quarter end was $141 million, an increase of approximately 36 million from year end 2022 net.
Net debt of $99 million results in a comfortable leverage ratio of two four times a single churn increase from year end levels, and we get well below our credit facility's leverage cap.
At current debt levels before planned repayments in second quarter from a catch up in collections and improve cash generation.
It goes available capacity to support continued investment in growth and value creation, while holding a comfortable cash buffer is in the $40 million range.
That concludes my summary of <unk> first quarter 2023 financial performance, a quarter of which I am very pleased and set the table for a very successful 2023 year I will now turn the microphone back over to Todd to take you through our full year outlook and concluding remarks back to you.
Todd.
Peter a lot of good information with respect to our financials of various insights into our performance before I look forward I.
I'm going to make a quick comment to thank our global teams for all the work they've done specifically around six acquisitions in 15 months.
Significant growth to our bookings significant growth to our sales and execution.
Amidst a continued challenging market in many places around the world with still respect to travel inflation resource hiring so whether it's finance HR legal operations platform leadership sales all of our teams are working hard to row in the same direction to deliver the type of results and positioned ourselves for the balance of the year.
I'll come back to that thank you again at the end, but it should be noted that after 15 months to 18 months of significant growth and acquisitions those are some heavy lifts.
Okay. Please turn to slide number 17, let's talk about our outlook.
Simply put we're raising our guidance for the full year for both revenue and adjusted EBITDA. So, let's go out and start with revenue.
We now expect to deliver at least $485 million for the full year.
This would be approximately 15% growth over 2022.
We're not providing a range for either revenue or EBITDA at this point, but we might do so in the next quarter or so the point is we're very confident and expect our full year sales growth to exceed this level. Our previous revenue range had been $460 million to $485 million. So clearly we're going to the top of our prime.
Dias range, and suggesting we expect to exceed that figure.
With respect to adjusted EBITDA, We now expect to produce at least $50 million for the full year similar to revenue.
We went to the high end of our previous guidance range, which was $45 million to $50 million.
The year over year growth would be approximately 18% or higher.
And even after the use of cash in Q1, we expect to deliver 50% to 70% of free cash flow from EBITDA in the full year.
This range has not changed and we and we believe represents our normalized cash flow generation.
On the bottom half of the slide I want to highlight the macro tailwind as we continue to ride.
Wins like inflation and concerns around financial tightening linger, we are directly benefiting from a host of important growth drivers and it speaks to the transformation at CECO that might not have pointed to these growth drivers in year's past I won't read all of the tailwind, but no doubt the re shoring and renewing of industrial strategic investments.
North America.
It's a positive for CECO.
Additionally, the increased investment in global infrastructure Green investments in energy transition and specific industries that are building capacity and all are all opportunities for CECO to continue to have high order levels and solid revenue growth.
And as mentioned in our prior charts I want to repeat that CECO has invested and will continue to invest in growth resources and operating excellence programs. We are just starting to see the expected benefits and the real impact to our bottom line will be significant we have added key resources to help drive gross margin improvements through supply chain excellence.
And lean enterprise, we continue to launch more products in multiple platforms and those new products are really gaining traction and in India. We have almost tripled the size of our workforce in just three years, which provides for local company support but also global engineering and global project management at a very.
I'm very pleased to provide our updated and increased guidance for the full year and even more pleased to share that we are positioned CECO very well for key macro growth trends and also for sustainable performance now.
Now please turn to slide 18, which is our final slide.
Q1, 2023 has positioned CECO for another great year, we delivered outstanding top line growth and exited Q1 with a new record backlog. Our gross margins continued to make nice improvements in our programmatic M&A has helped better position CECO.
For the future.
We have increased confidence in the year, which is reflected in our updated and increased full year guidance.
And we continue to steadily transform <unk>.
Co environmental to be a more balanced company with sustainable high performance. We believe we are a great strategic playbook and we continue to execute it very well.
Again, I'd like to thank our incredible and dedicated employees that worked tirelessly for our customers. We're tirelessly for our communities and for each other and by doing so things. We believe we will continue the things. We are doing we believe will continue to deliver meaningful results for all of our constituents.
We're now happy to open it up for questions so with that operator.
Thank you we will now begin the question and answer session to ask a question you May Press Star then one on your Touchtone phone.
If youre using a speakerphone please pick up your handset before pressing the keys to withdraw your question. Please press Star then two.
At this time, we'll pause momentarily to assemble our roster.
Our first question comes from Aaron's call off from Craig Hallum. Please go ahead.
Yeah. Good morning, Thanks for taking the questions one of errors for me. Good morning, you know you've mentioned in the past that customers have been pushing to turn quotes into orders faster.
Can you talk about is that something that you're still hearing or you know how have those conversations been trending given some of the macro crosscurrents and then.
Maybe just an early read on <unk> orders you know based on your commentary it sounds like I'm still pretty optimistic for continued strong order growth.
Yeah good questions.
Two parts here, so all addressable quickly see if refresh of Peter have any additional comments, but simply put look.
Customers.
They are pushing for speed in terms of getting quotes through a process I think a lot of that is the markets that we are investing to position ourselves in our growing markets and so there is you know if there's competition for resources in these growing markets and I think they have approved a bunch.
<unk>.
It's an area of strength and again, when we see one market starting to slow down we're much more nimble than the years past and we move we shift over to a market that is expanding so by that it just feels like we're entering into more rapid discussions around around project opportunities.
Els is fairly the same I think in terms of if you look at the macro of our pipeline.
It's not like we're seeing the pipeline move faster I think we're just moving into markets that have a higher growth shorter term growth.
Friends and so we are we know that there's.
More visibility to our upcoming 90 180 days and so speaking of that I think you know look we're a month into the second quarter and I would just say and we said so in our prepared remarks, we had some orders that drifted from Q1 into Q2 for every comment we'll probably have orders of drift from Q2.
The Q3.
But but had those orders booked in Q1, we may have achieved a new record bookings for the year or for the company for the year through maybe but certainly for the company. So I think we feel very good about where we're at in Q2 and our pipeline remains that I don't know if we would call a record levels of pipeline.
Significant well over $2 billion and again, we feel really good about the about the second quarter and probably the second half of the year from a from a pipeline perspective.
Alright, thanks for that thanks for that and then maybe just one follow up you kind of talked about 15% plus EBITDA margin can you just talk a little bit about what gross margin level that might be and just what some of the drivers are to get from where we are today to.
To that level.
Yeah, there's really there's really three things that I think we'd like to talk about pretty consistent when we talked about 15% EBITDA margins and in no particular order.
I'll start with gross margins I think the fact is that we're getting good productivity, we're going to continue to get great productivity with with the investments we've made and are making in our operating excellence programs that those are those are specifically designed to influence gross margins to get up to at least our historic average of 33, but Frank.
We believe that with those investments coupled with the acquisitions, we've made and we'll continue to look at making that have higher gross margins you could say the first bucket is higher gross margins driven by productivity and at higher gross margin acquisitions should get that up to 33% to 35%.
And.
That you know or more and so when you look at when you look at gross margins there that that's a heck of a nice jump from where we're currently at.
Then the next the next bucket of items I think is you know our volumes.
Obviously, we are delivering very strong sales growth, we are investing heavily in the support of that sales growth because it's in front of us as much. It is with us. So we have to add resources to execute that record backlog, but we're also investing in the things that I just mentioned and we mentioned on our prepared remarks, so but as we go forward that continued.
Double digit sales growth.
You know sort of sequentially and year over year, we'll just continue to provide really strong conversion to our bottom line and so the combination of productivity acquisitions and just volume conversion, we feel on balance will each give us the necessary building blocks to get from the 10.
Each percent, where we exited the year last year due to the 15%, where we expect to exit a few years from now.
Alright, thanks for the color I'll turn it over.
Thanks Aaron.
The next question comes from Rob Brown from Lake Street Capital markets. Please go ahead.
Hi, good morning, congratulations on all the progress.
Thanks, Thank you ma'am.
Just wanted to get a get a little bit further color on your confidence in your order environment.
What's sort of the visibility has visibility changed at all in the last three months or are you seeing kind of continued pipeline activity and didn't really know no change there.
I would say we were a year ago at the end of our first quarter.
We voiced a fairly high confidence rate for the year and we started to not only introduce full year guidance for the first time, but we.
We proceeded to sort of raise that guidance as a result in large part of the fact that we were executing on our pipeline and booking very strong record orders and record backlog coupled with our programmatic M&A approach. So a year ago I think for those of you that were paying attention to CECO you felt a high confidence in our growth.
I sit here today with a similar level of confidence.
Okay great.
And then the on the M&A environment.
A couple of deals recently, what's sort of the pipeline of M&A activity look like.
How should that play out over the next 18 months.
Yeah.
I'll, let Peter expand on this but we have you know.
It doesn't mean, our playbook couldnt change, we know how to have different plays into playbook, but.
We have we're.
We're executing well on the approach that we're taking our pipeline has been fairly consistent you know things come in we evaluate them things go out because we pass or theyre not for us or the timing doesn't work or maybe the we believe that the growth of the returns aren't going to be there for our shareholders and for our portfolio.
We focus in on the handful of deals that we think make the most sense for our transformation. The most sense for our financial health and stability and we obviously look at what's going on with our balance sheet and interest rates and the expenses associated with that so we maintain a really steady pipeline I don't think much has changed in terms of that regard there are some.
Bigger deals that we look at them there are some smaller deals that we look at but overall our playbook is.
We feel very comfortable with our playbook Peter.
The.
We continue to identify very interesting small tuck in or bolt on deals to improve.
The positioning of our platforms.
Deliver access to customer market technology, we would like to add that as.
It is important to the business, but may not necessarily come from a.
Product development effort and it transcends a very good example of those three market customer and technology all wrapped up in one package.
And as we.
So we're seeing a good steady flow and.
Frankly more than we could action if we wanted to.
And what's also happened Rob and I see this wouldn't come as a surprise to you I didn't believe since we have been acquisitive, we have more sellers approaching us as a potential buyer on a private or proprietary basis, because they've seen how the last six transactions if there.
For sellers as well as those management teams and it's positioned FICO very favorably in their eyes. So we're not only seeing the traditional flow that comes from an investment adviser or a banker.
Flows from of ideas coming from our platform teams, we're actually getting inbounds from owners asking if we'd like to talk to them about a possible combination or a strategic alternative.
Okay, well. Thank you for all the color I'll turn it over.
Jim Ricchiuti from Needham <unk> Company. Please go ahead.
Alright. Thank you good morning, I may have missed it but keep the organic sales growth number for the quarter.
We didn't.
I can get back to you with that.
Jim.
It would be yeah.
Probably 15 16 point, yes, it's 75% of our of our it's roughly 75% of our.
Or of our of our topline sales growth. So however that shakes out it's about 15%, 16%, but we'll get the exact number okay. Okay got it.
If I look at.
The revised outlook through 'twenty three.
Let's assume you know.
This 45 $50 million of EBITDA.
You're a little north of 10% EBITDA margins.
Just wondering.
When you look at the year, where do you see the most potential for upside too.
I think the.
The upside.
Would come from volume.
We have you know it doesn't it doesn't take too much for somebody to look at our trailing 12 months historically when you look at.
Bookings and then the next you know fast forward nine months and you look at a corresponding revenue level. So I think we feel that the investments, we're making now to support the execution of that backlog.
I would point to potential upside potential upside in revenues, which would which would flow through on the on the conversion side because our investments are in large part in place doesn't mean that we don't have to sort of flex certain cost as we go up with volume, but but the upside specifically would come from more organic.
Both.
As it pertains to the backlog that we have now if if if if getting significantly higher than 10% to 11% EBITDA margins is our only goal in life and it's one of them.
If we didn't see upside to 485.
But we felt that that golden life needed to be achieved this year.
We have cost and then we've brought into our organization that are important that are yielding results.
That our dedicated employees and dedicated cost programs et cetera, but we can flex us and so I would want you to know that we have the other lever, which we understand and we do not expect to have to go to that lever because of the pipeline. We see the backlog we have and the excitement we have around executing on the initiatives that we have put in place.
Or do you agree with those two levers.
Absolutely and just to add to that.
He can get gradual trend of improving margin on the project business is that we've been bidding.
We monitor this on a 12 month basis.
And we have done well when it comes to margin those things have been a four don't have a bottom line and some of the productivity programs that we've introduced.
All I'm going to start to kick in at least in the second half of the year, whether it be the mckee deal and some of the labor productivity and the M&A targets that we have brought in those markets are not only accretive that higher than our traditional businesses and when you add them all up that gives us the confidence on unemployment and the EBITDA margin.
Thank you.
Got it and just a final question just so from the standpoint of the ability to convert over those backlog you feel pretty comfortable about.
The operational structure of the business. They are your are your head count your labor.
The other question I had just regarding inflationary pressures has that begun and are you seeing any signs of that subsiding or have you been able to.
Offset it has a lot of companies have by just passing on pricing.
I think you know the passing our pricing has been with us too and I feel good about that and I think you know, but now I might suggest where sort of you know.
But back to what is a stable feelings, there's more stabilization going on at the moment, which we don't need we don't need there to be huge decreases in costs, we don't need them to be Hugh Yeah. I think most most leadership teams, which they give me a stable market and we can we can price around that we can execute around that.
The labor markets are still a little tricky.
It is not easy.
Getting the right people in the right places.
And keeping them but.
We're working hard at that and we feel like Theres not a lot of constraints on our ability to execute at the moment, but it's a it's an ongoing focus on I guess I want to thank our our individual members as well as our groups and teams around the world that you know the step up because we are still wearing multiple hats, a lot of us and we are still having to go a little.
So it's a big central gratitude that we have for our teams executing because it's still tough out there.
Okay. Thanks, Thanks for all the information.
Thanks, Jim.
Again, if you have a question. Please press Star then one.
Our next question comes from Sameer Joshi from H C. Wainwright. Please go ahead.
Yes, good morning tons.
But I'd start with pizza for.
For the good execution.
I just had a question on a conversion of pipeline to backlog.
Are you seeing an improvement in that and as a result of which you are seeing.
Our backlog or is it that your pipeline has increased.
I guess I'll just say our pipeline has increased I think we would say our conversion of backlog feels.
In line with our the muscle we've been building to execute upon it and adding process and resource and operational excellence programs. So just the execution of our backlog is good the backlog growing I think is it is a direct benefit of our platform organizations that see more market.
Adjacent opportunities feel supported and invested to go after those.
And frankly were to use the analogy, where we have more of that.
I mean, I think our win rate has been has been really solid.
And maybe certainly in certain platforms and product categories improved.
Over the last few years, but it's about finding more market opportunities and going after them in and not being afraid to swing and that's a little bit because we're going to support that growth mindset.
Understood Thanks for that.
And then just sticking to backlog on slide 12.
Nice niche on your like a yearly averages.
100, and the living within 90.
Is that.
Jump in <unk>, which.
We have seen in one to 'twenty three.
And stabilize over the next four quarters in terms of the backlog.
And in other words should we expect the book to Bill ratio for the next four quarters to be.
The other two one to one point.
So.
Yes look.
I'll say this.
Well first of all I'll start with a reminder, that our orders can be choppy.
Our book to Bill could've been one for potentially could have been 1.2, I, it's hard I'm certainly not going to sit here today and try to give a forecast of book to Bill I will say this.
We believe that the average.
Over the next three quarters will be greater than one and that's I think what we're striving for is that are you know weather.
Whether it's 11213.
We want to continue to add backlog for future growth to give ourselves the confidence around the investments we've made and will continue to make and of course since we're talking with investors here today give our investors the confidence that we have probably more visibility than the average bear out there in terms of the companies that yep.
And by the way I think we have more visibility than historically.
<unk> you go back 510 years, where where sika was really first coming together as an organization and our processes were were not mature yet and we still have a long way to go we're never done with this baseball game, but but I think we have a lot more visibility to the next three four quarters and I want to thank again, our Lee.
Our ship team for making for making that visibility in front of myself and Peter and <unk>. Because we can now we can make some important decisions based on that visibility.
Understood.
Just one last one that's on me.
Is that the.
Yeah. The engineered systems revenue has shown a higher year over year growth rates almost closer to 30% are good of boats are related to the industrial process solutions.
Also bleed into the gross margin so that we hope to see you.
Sure.
Perhaps.
I think it goes back to the point, where members, making and that we are what we're doing at least two things well in engineered systems, but also across the organization.
The market has allowed for us to you know if you.
We'll because of our niche leadership position things.
Things, improving stabilizing and cost structures, we feel good about the jobs, we're booking have slightly higher margins sequentially and have we feel for a little bit of time, therefore, our backlogs across our across the board.
Just have slightly higher gross margins and some of that is also the benefit of our ability to get price and to strategically focus on price, especially in our short cycle businesses are our fluid handling and filtration products categories, where we.
We have raised price.
Relatively consistently over the last 24 months coming out of Covid. So yeah, I mean, I think gross margins, which is pretty balanced across the organization. We don't look at it now I mean, we look at it by platform. We look at it by quote unquote reportable segments, but theres no.
It's the same it's the same playbook, we're running across our entire enterprise.
Yes.
Thanks for that and.
And once again, congrats and good luck.
Great.
Thank you.
This concludes our question and answer session I would like to turn the conference back over to Todd Gleason for any closing remarks.
Okay, great. Thank you, Jason well, Thanks again, everybody for your questions your interest in our information today.
We've said it multiple times, but a significant amount of appreciation for our global teams that are delivering incredible value to our customers as we continue to protect people protect the environment protect our customers' investment in their industrial equipment.
Great start to the year for US we feel we look forward to speaking with many of you soon and providing you with our Q2 update in early August so with that have a great day and talk to you soon thank you.
The conference has now concluded. Thank you for attending today's presentation you may now disconnect.
Yeah.
Yeah.
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Yeah.
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