Q2 2023 Xerox Holdings Corp Earnings Call

Operator: Welcome to the Xerox Holdings Corporation Q2 2023 Earnings Release Conference Call. After the presentation, there will be a question and answer session. To ask questions at that time, please press star one one at any time during this call. You can withdraw your question by simply pressing star one one again. At this time, I'd like to turn the meeting over to Mr. David Beckel, Vice President and Head of Investor Relations. Sir, the floor is yours.

Speaker 1: Welcome to the Xerox Holding Corporation's second quarter, 2,023 Earnings Release Conference Call. After the presentation, there will be a question and answer session. To ask questions at that time, please press star 11 at any time during this call.

Speaker 1: You can withdraw your question by simply pressing star 11 again. At this time, I'd like to turn the meeting over to Mr. David Beckel, Vice President and Head of Investor Relations.

David Beckel: Morning, everyone. I'm David Beckel, Vice President of Investor Relations at Xerox Holdings Corporation. Welcome to the Xerox Holdings Corporation Q2 2023 Earnings Release Conference Call hosted by Steve Bandrowczak, Chief Executive Officer. He's joined by Xavier Heiss, Executive Vice President and Chief Financial Officer. At the request of Xerox Holdings Corporation, today's conference call is being recorded. Other recording and/or rebroadcasting of this call are prohibited without the express permission of Xerox. During this call, Xerox executives will refer to slides that are available on the web at www.xerox.com/investor and will make comments that contain forward-looking statements, which by their nature address matters that are in the future and are uncertain. Actual future financial results may be materially different than those expressed herein. At this time, I'd like to turn the meeting over to Mr. Bandrowczak.

Speaker 1: The floor is yours.

Speaker 2: Good morning everyone. I'm David Beckel, Vice President of Investor Relations at Xerox Holdings Corporation. Welcome to the Xerox Holdings Corporation second quarter 2023 earnings release conference call hosted by Steve Banderszak, Chief Executive Officer. He is joined by Xavier Heiss, Executive Vice President and Chief Financial Officer.

Speaker 2: At the request of Xerox Holdings Corporation, today's conference call is being recorded.

Speaker 2: Other recording and or rebroadcasting of this call are prohibited without the express permission of Xerox.

Speaker 2: During this call, Zerox executives will refer to slides that are available on the web at www.Zerox.com slash investor.

Speaker 2: and will make comments that contain four looking statements which by their nature address matters that are in the future and are uncertain.

Speaker 2: Actual future financial results may be materially different than those expressed herein.

Steve Bandrowczak: Good morning, thank you for joining our Q2 2023 earnings call. I am pleased to report another quarter of year-over-year growth in revenue, profits, profit margins, and cash flow. Consistent with recent quarters, these positive results reflect our team's balanced execution amid a dynamic macroeconomic backdrop. Summarizing results for the quarter, revenue of $1.75 billion grew 0.5% in constant currency and 0.4% in actual currency. Adjusted EPS was $0.44, $0.31 higher year-over-year. Free cash flow was $88 million compared to $-98 million in the prior year quarter. An adjusted operating margin of 6.1% was higher year-over-year by 410 basis points. This quarter, and throughout this past year, demand for our products and services has remained resilient, particularly for our value-added print and digital services and among our mid-market clients.

Speaker 2: This time I'd like to turn the meeting over to Mr. VanJek.

Speaker 3: Good morning and thank you for joining our Q2 2023 earnings call.

Speaker 3: I am pleased to report another quarter of year-over-year growth in revenue, profits, profit margins, and cash flow.

Speaker 3: Consistent with recent quarters, these positive results reflect our team's balanced execution amid a dynamic macroeconomic backdrop. Summarizing results for the quarter, revenue of 1.75 billion group, 0.5% in constant currency, and

Speaker 3: 0.4% in actual currency.

Speaker 3: Adjusted EPS was 44 cents, 31 cents higher year-over-year.

Speaker 3: Pre-cash flow was $88 million compared to negative $98 million in the prior year quarter.

Speaker 3: and adjusted operating margin of 6.1% was higher year over year by 410 basis points.

Speaker 3: This quarter and throughout this past year, demand for our products and services has remained resilient, particularly for our value-added print and digital services and among our mid-market clients.

Steve Bandrowczak: Our ability to consistently deliver growth in revenue, profits, and cash flow through a challenging operating environment is the result of an intense focus on three strategic priorities: client success, profitability, and shareholder returns. A benefit of renewed focus on client success, beyond the positive impact on revenue and profits, is an employee base that genuinely seeks to empower clients and partners with essential products and services for today's workforce. At Xerox, we see the evolving hybrid workplace as an opportunity to improve clients' productivity and employee satisfaction levels with solutions such as secure cloud print for a distributed workforce, automated document and information workflows, and streamlined multi-channel customer communications, to name a few. A thriving hybrid workplace requires advanced technology solutions from trusted technology providers like Xerox.

Speaker 3: Our ability to consistently deliver growth in revenue, profits, and cash flow through a challenging operating environment is the result of an intense focus on three strategic priorities, client success, profitability, and shareholder returns.

Speaker 3: A benefit of renewed focus on client success beyond the positive impact on revenue and profits is an employee base that genuinely seeks to empower clients and partners with essential products and services for today's workforce.

Speaker 3: At Xerox, we see the evolving hybrid workplace as an opportunity to improve client productivity and employee satisfaction levels, with solutions such as secure, cloud print for a distributed workforce.

Speaker 3: automated document and information workflows, and streamlined multichannel customer communications to name a few.

Speaker 3: A thriving hybrid workplace requires advanced technology solutions from trusted technology providers like Xerox.

Steve Bandrowczak: This quarter, Xerox was recognized by Quocirca as a leader in cloud print services, positioned as a leader for both strategic vision and depth of service. We also advanced our leadership position in Quocirca's assessment of leaders in the print security market, an important distinction as clients place increasing importance on data security. Xerox's leading technology and our ability to deliver solutions in and around multifunctional devices help win new business with existing clients and win new clients. This quarter, we won a renewal of a leading healthcare service company, increasing annual contract value by close to 40%. Through our understanding of this client's needs and our broader healthcare vertical expertise, we were able to design an integrated customer engagement solution that improves and automates patient communications processes.

Speaker 3: This quarter, Jerox was recognized by Kiserka as a leader in cloud print services positioned as a leader for both strategic vision and depth of service.

Speaker 3: We also advanced our leadership position in Kerserka's assessment of leaders in the Prince Security market an important distinction as clients place increasing importance on data security.

Speaker 3: Xerox is leading technology and our ability to deliver solutions in and around multi-functional devices help win new business with existing clients and win new clients. This quarter, we want a renewal of a leading healthcare service company increasing annual contract value by close to 40%.

Speaker 3: Through our understanding of this client's needs and our broader healthcare vertical expertise, we were able to design an integrated customer engagement solution that improves and automates patient communications processes. All instances are affected and are

Steve Bandrowczak: We also won a new business at a global chemical company, displacing a large competitor in the process by offering an advanced print management solution that will improve print compliance and security while reducing system-wide print costs by 15% to 20%. An important enabler of client success is a deeper understanding of Xerox's value proposition among clients and partners. In Q2, we launched a new integrated brand and demand generation campaign, We Make Work Work. This is the most significant marketing campaign the company has launched in many years and is meant to drive awareness of Xerox's digitization and workflow solutions that solves clients' pain points in a dynamic hybrid workplace. This quarter, we also held our first global partner summit since the pandemic, hosting close to 400 channel partners.

Speaker 3: We also want a new business at a global chemical company, displacing a large competitor in the process by offering an advanced print management solution that will improve print compliance and security while reducing system-wide print costs by 15 to 20%.

Speaker 3: An important oeuvre of client success is a deeper understanding of Xerox's value proposition among clients and partners.

Speaker 3: In Q2 we launched a new integrated brand and demand generation campaign. We make work work.

Speaker 3: This is the most significant marketing campaign the company has launched in many years and is meant to drive awareness of zero access digitization and work close solutions that solves clients' pain points in a dynamic hybrid workplace.

Speaker 3: This quarter we also held our first global partner summit since the pandemic.

Steve Bandrowczak: The event showcased Xerox's commitment to its partner ecosystem and demonstrated how Xerox can grow with our partners to provide secure, sustainable, and cloud-ready solutions built for the new era of AI and digital transformation. It is clear our value proposition is resonating with clients. In the past 6 months, we experienced a meaningful improvement in services signings momentum. Year to date, signings are up double-digit in constant currency, and revenue retention rates remain solid. The greater appreciation of our workflow solution is helping drive equipment market share. In Q1, the latest quarter of market share data availability, Xerox gained 2 points of global market share in the markets in which we compete with strong performance in A3 and production. Moving to profitability. In Q2, we grew our profit margin year over year for the third consecutive quarter.

Speaker 3: Posting close to 400 channel partners.

Speaker 3: The event showcased Xerox's commitment to its partner ecosystem and demonstrated how Xerox can grow with our partners to provide secure, sustainable, and cloud-ready solutions built for the new era of AI and digital transformation.

Speaker 3: It is clear our value proposition is resonating with clients. In the past six months, we experienced a meaningful improvement in services signings momentum.

Speaker 3: Year to date, signings are up double digit in constant currency and revenue retention rates remain solid.

Speaker 3: Further, the greater appreciation of our workflow solution is helping drive equipment market share.

Speaker 3: In Q1, the latest quarter of market share data availability Xerox gained two points of global market share in the markets in which we compete with strong performance in A3 and production.

Speaker 3: The latest quarter of market share data availability, Xerox came two points of global market share in the markets in which we compete with strong performance in A3 and production. Moving to profitability.

Steve Bandrowczak: This improvement in margin reflects specific actions taken to drive profitable revenue growth, optimize our operations, and offset product cost inflation with price increases. We continue to look for ways to streamline and focus our operations. We recently sold Xerox Research Centre of Canada, or XRCC, to Myant Capital Partners, a leading textile computing company with a shared mission of advancing material-based innovation. As with PARC, this transaction provides Xerox with greater focus and financial flexibility to pursue growth opportunities adjacent to our core operations. Improvements in profitability and cash flow, of course, accrue directly to shareholder value. In the current market environment, we believe the most prudent use of cash has been the reduction of our debt balance, and in the Q2, we reduced our debt balance again. Year to date, we have lowered total debt outstanding by around $600 million.

Speaker 3: In Q2, we grew our profit margin year over year for the third consecutive quarter.

Speaker 3: This improvement in margin reflects specific actions taken to drive profitable revenue growth, optimize our operations, and offset product cost inflation with price increases. We continue to look for ways to streamline and focus our operations.

Speaker 3: We recently sold Xerox Research Center of Canada or XRCC to my capital partners, a leading textile computing company with a Shad mission of advancing material-based innovation.

Speaker 3: As with Pauk, this transaction provides Xerox with greater focus and financial flexibility to pursue growth opportunities adjacent to our core operations.

Speaker 3: Improvements in profitability and cash flow of course are crude directly to shareholder value.

Speaker 3: In the current mocking environment, we believe the most prudent use of cash has been the reduction of our debt balance. And in the second quarter, we reduced our debt balance again. Yet a date, we have lowered total debt outstanding by around 600 million. Now, she'll hold the return policy remains the return of at least 50%.

Steve Bandrowczak: Our shareholder return policy remains the return of at least 50% of free cash flow back to our shareholders. We will provide more direction on how we plan to deploy free cash flow as cash flow is generated throughout the year. Before I turn the call over to Xavier, I'd like to reflect on some of the actions Xerox has taken to position the company for long-term profitability and sustainable growth. In the past year, the company has experienced significant change, not all of which may be apparent to investors. Through a calculated set of actions taken, we have bolstered our operating and financial discipline and attuned our business model to a market that has been permanently altered by changes in workplace behavior post-pandemic. In doing so, I strongly believe we have the operational and financial foundation from which we can sustainably grow our print, digital, and IT services revenue.

Speaker 3: Xerox has taken to position the company for long-term profitability and sustainable growth.

Speaker 3: In the past year, the company has experienced significant change, not all of which may be apparent to investors.

Speaker 3: Through a calculated set of actions taken, we have bolstered our operating and financial discipline and attuned our business model to a market that has been permanently altered by changes in workplace behavior post-pandemic.

Speaker 3: In doing so, I strongly believe we have the operational and financial foundation from which we can sustainably grow our print, digital and IT services revenue.

Steve Bandrowczak: Starting with operating discipline, the rigor and operating system instilled by Project Own It provide the key building blocks from which this foundation could be built. Learnings from that program have now been institutionalized at Xerox, including the use of advanced technologies such as RPA, augmented reality, and AI to drive continuous operating efficiency and data-driven decision-making. Internally, we use more than 600 bots to conduct 7 million transactions per quarter. These bots reduce resources required to process manual and repetitive tasks and improve client response times. In our service delivery function, we use augmented reality and AI to improve remote solve rates, in-field decision-making, and service delivery profitability. When CareAR and AI are incorporated into our service offerings, we see meaningful improvement in client satisfaction. One of the most significant decisions I have made in my time as CEO was the appointment of John Bruno as COO.

Speaker 3: Starting with operating discipline, the rigor and operating system instilled by Project Own It provides the key building blocks from which this foundation could be built.

Speaker 3: Learnings from that program have now been institutionalized at Xerox, including the use of advanced technologies such as RPA, Augmented Reality, and AI to drive continuous operating efficiency and data-driven decision making.

Speaker 3: Internally, we use more than 600 bots to conduct 7 million transactions per quarter.

Speaker 3: These bots reduce resources required to process manual and repetitive tasks and improve client response times.

Speaker 3: In our service delivery function, we use augmented reality and AI to improve remote solve rates, in-field decision making, and service delivery profitability.

Speaker 3: And when KERA-R and AI are incorporated into our service offerings, we see meaningful improvement in client satisfaction.

Speaker 3: One of the most significant decisions I have made in my time as CEO was the appointment of John Bruno as COL. John has a strong track record of leading transformation and strategic change across a range of industries.

Steve Bandrowczak: John has a strong track record of leading transformational and strategic change across a range of industries. After joining the company in November, he moved quickly to redesign our strategy and further solidify our operating model, establish a number of new operating committees tasked with making the complex and difficult decisions required to drive balanced execution, and reposition Xerox for long-term success. When transforming a company in challenging operating environment, focus is critical. That understanding led to a number of transactions, including the exit of our Eloque joint venture, the spin-out of Novity and Mojave, the donation of PARC to SRI International, and more recently, the sale of XRCC to Myant.

Speaker 3: After joining the company in November , he moved quickly to redesign our strategy and further solidify our operating model, establish a number of new operating committees tasked with making the complex and difficult decisions required to drive balanced execution and reposition Xerox for long-term success.

Speaker 3: When transforming a company in challenging operating environment, focus is critical.

Speaker 3: That understanding led to a number of transactions including the exit of our LQ joint venture, the spin out of Navi and Mojave, the donation of Park to SRI International, and more recently the sale of XRCC to Miami.

Steve Bandrowczak: These transactions freed up the financial resources and managerial capacity needed to direct our efforts more concertedly towards advancements in workplace technology solutions, while allowing each of the respective teams to align with organizations that will give them the capacity and resources needed to stay focused on their areas of innovation. Last but not least, investments in our people. As we place more importance on client centricity and client success, we need to do more to recognize and enable our employees' success. Accordingly, in the past year, we reinstituted a number of compensation and career development programs that were placed on hold during the pandemic, including the VISTA program, which provides learning and advancement opportunities for some of our most promising up-and-coming talent. Financial discipline is equally important in providing stable base for growth.

Speaker 3: These transactions freed up the financial resources and managerial capacity needed to direct out efforts more conservatively towards advancements in workplace technology solutions while allowing each of the respective teams to align with organizations that will give them the capacity and resources needed to direct out efforts more conservatively towards advancements in workplace technology solutions.

Speaker 3: employees success.

Speaker 3: Accordingly in the past year, we reinstituted a number of compensation and career development programs that will place on hold during the pandemic, including the VISTA program which provides learning and advancement opportunities for some of our most promising up-and-coming talent.

Steve Bandrowczak: In the past year, we have taken a number of steps to improve profitability, financial flexibility, and balance sheet strength. Following the pandemic and through recent operating challenges, we have been laser-focused on profit margin. Strategic actions targeted at pricing and product mix have improved base level profits, and we plan to further bolster profitability through changes in compensation practices that emphasizes transaction and deal margins, thus allowing our sales team to focus their attention on delivering value for clients rather than compete for commoditized business. Through the PARC donation, we fundamentally changed our approach to research and development, lowering our R&D cost base while maintaining access to world-class research. The technology exploration and innovation program signed with SRI and PARC provides an on-demand access to scientists, engineers, and researchers that will enable new technologies that are more closely aligned with our print, digital, and IT services focus.

Speaker 3: Financial discipline is equally important in providing stable base for growth. In the past year, we have taken a number of steps to improve profitability, financial flexibility, and balance sheet strength. Following the pandemic and through recent operating challenges,

Speaker 3: we have been laser focused on profit margin. Strategic actions targeted at pricing and product mix have improved base level profits. And we plan to further bolster profitability through changes in compensation practices that emphasizes transaction and deal margins.

Speaker 3: Thus allowing our sales team to focus their attention on delivering value for clients rather than compete for commoditized business.

Speaker 3: Through the POC donation, we fundamentally changed our approach to research and development, lowering our R&D cost base while maintaining access to world-class research.

Speaker 3: The Technology Exploration and Innovation Program signed with SRI and PAUC provides an on-demand access to scientists, engineers and researchers that will enable new technologies that are more closely aligned with our print, digital and IT services focus.

Steve Bandrowczak: The receivable funding agreement we signed with a subsidiary of HPS Investment Partners last December significantly improved our free cash flow generation and lowered FITTLE's reliance on Xerox's balance sheet to provide funding for lease originations. Accordingly, we have lowered our debt balance by around $760 million over the past 12 months while improving our financial outlook, providing incremental capacity to fund future growth opportunities. It has been a challenging year for sure, but I am more optimistic about Xerox's future and growth opportunities than at any point in the past five years. In the past year, I've spent significant portions of my time meeting directly with some of our most important clients and partners. From those conversations, it is clear clients trust Xerox and look to us to help them solve their most pressing workplace challenges.

Speaker 3: The Receivable Funding Agreement we signed with a subsidiary of HPS investment partners last December significantly improved our free cash flow, generation, and lowered Fiddles Reliance on Xerox's balance sheet to provide funding for lease originations.

Speaker 3: Accordingly, we have lowered our debt balance by around 760 million over the past 12 months while improving our financial outlook, providing incremental capacity to fund future growth opportunities.

Speaker 3: It has been a challenging year for sure, but I am more optimistic about Xerox future and growth opportunities that at any point in the past five years.

Speaker 3: In the past year, I've spent significant portion of my time meeting directly with some of our most important clients and partners.

Speaker 3: For those conversations, it is clear clients trust year-ox and look to us to help them solve their most pressing workplace challenges.

Steve Bandrowczak: Recent discussions have shifted to emerging technologies such as generative AI that will further stress the need for secure workplace solution like ours that help optimize company data and workflows. With clients' trust and an institutional knowledge of our clients' businesses and industries, we have a clear path to win. We aim to expand existing client share of wallet and win new client business by delivering advanced print, digital, and IT solutions. Moving forward, investors should expect us to continue evolving and reinventing our business as we shift our mix of revenue towards services that addresses a more complex hybrid work environment. Success along this path will be driven by a service-led, software-enabled approach to improving client business outcomes and a brand strategy more closely aligned with repositioned Xerox. To recap, it is the early days of a reinvention of our company, but progress is already apparent.

Speaker 3: Recent discussions have shifted to emerging technology such as generative AI that will further stress the need for secure workplace solution like hours that help optimize company data and workflows. With clients trust and an institutional knowledge about clients' businesses and industries,

Speaker 3: We have a clear path to win. We aim to expand existing clients' share of wallet and win new client business by delivering advanced print, digital and IT solutions.

Speaker 3: Moving forward, investors should expect us to continue evolving and reinventing our business as we shift our mix of revenue toward services that addresses a more complex, hybrid work environment.

Speaker 3: Success along this path will be driven by a service-led, software-enabled approach to improving client business outcomes and a brand strategy more closely aligned with repositioned Xerox.

Speaker 3: To recap, it is the early days of a reinvention of our company, but progress is already apparent.

Steve Bandrowczak: Balanced execution against our strategic priorities is driving momentum in service signings and operating efficiencies, giving us the confidence to increase our profitability and cash flow outlook for the year. I now hand it over to Xavier.

Speaker 3: Balance execution against our strategic priorities is driving momentum in service signings and operating efficiencies, giving us the confidence to increase our profitability and castle outlook for the year.

Xavier Heiss: Thank you, Steve. Good morning, everyone. As Steve mentioned, we deliver another quarter of growth in revenue and profits, driven by resilient demand for our equipment and services, normalizing supply chain conditions, and benefits from price increases and ongoing cost efficiencies efforts. In Q2, revenue was slightly higher year-over-year in actual and constant currency. Growth was driven by equipment sales, once again reflecting a stable demand environment, improved product supply, and favorable mix. Growth from equipment sales was offset by a decline in post-sales revenue, which was mainly driven by non-contractual items. Turning to profitability, we deliver a third consecutive quarter of year-over-year improvement in growth and operating profit margins due to higher equipment sales and favorable equipment mix, price increases enacted in prior periods, lower logistic costs, and ongoing cost reduction efforts.

Speaker 2: now hand it over to Xavier. Thank you Steve and good morning everyone. As Steve mentioned we deliver another quarter of growth in revenue on profits driven by resilient demand for our equipment and services normalizing supply chain conditions on benefits from price increases on ongoing cost efficiencies

Speaker 2: In Q2, revenue was slightly higher year over year in actual and constant currency.

Speaker 2: Growth was driven by equipment sales, once again reflecting a stable demand environment, improved product supplies and favorable mix.

Speaker 2: Growth from equipment sales was offset by a decline in post sales revenue, which was mainly driven by non-contractual items.

Speaker 4: Turning to profitability.

Speaker 4: We deliver a third consecutive quarter of year-over-year improvement in growth on operating profit margins due to higher equipment sales on favorable equipment mix, price increases enacted in prior periods, lower logistic cost and ongoing cost reduction efforts.

Xavier Heiss: Gross margin improved 210 basis points over the prior year quarter, mainly driven by improved product mix, lower supply chain-related costs, specifically container transportation costs and benefit associated with recent price and cost efficiency actions. These benefits were partially offset by unfavorable currency effects and around 50 basis points of impact from lower Fuji royalties. Q1 2023 was the last quarter we recognized revenue from Fuji royalties. Adjusted operating margin of 6.1% increased 410 basis points year-over-year, driven by 450 basis points of improvement from ongoing operating efficiencies and pricing actions, and 300 basis points from supply chain-related improvement, including a more favorable product mix. Partially offsetting these benefits were unfavorable effects from currency, lower Fuji royalty income, and higher year-over-year bad debt and compensation expenses.

Speaker 4: Rough margin improves 210 basis points over the prior year quarter mainly driven by improved product mix, lower supply chain related costs, specifically container transportation costs, and benefits associated with recent price and cost efficiency actions.

Speaker 4: These benefits were partially offset by unfavourable currency effects on around 50 basis points of impact from lower Fuji royalties.

Speaker 4: Adjusting operating margin of 6.1% increased 410 basis points year over year, driven by 450 basis points of improvement from ongoing operating efficiencies on pricing actions, and 300 basis points from supply chain related improvements, including a more favorable product mix.

Speaker 4: Partially offsetting these benefits were unfavorable effects from currency, lower FJ royalty income, and higher EUR-V-E by debt on compensation expenses.

Xavier Heiss: Adjusted other expenses net were $9 million higher year over year due to a $16 million benefit associated with the defined contribution pension plan refund in the prior year quarter, partially offset by lower interest expense. Adjusted tax rate was 20% compared to 18.5% in the same quarter last year. Adjusted EPS of $0.44 in Q2 was $0.31 higher than the prior year, driven by higher adjusted operating income, partially offset by a pension benefit in Q2 2022 on a slightly higher tax rate. GAAP loss per share of $0.41 was $0.36 higher than the prior year, due mainly to a $132 million charge associated with the donation of PARC on higher restructuring on non-service retirement-related costs. Let me now review revenue and cash flow in more detail.

Speaker 4: Adjusted other expenses net were 9 million higher year-over-year due to a 16 million benefit associated with a defined contribution pension plan refund in the prior year quarter partially offset by lower interest expense.

Speaker 4: Adjusting tax rate was 20% compared to 18.5% in the same quarter last year.

Speaker 4: Adjusted EPS of 44 cents in the second quarter was 31 cents higher than the prior year driven by higher adjusted operating income partially offset by a pension benefit in Q2 2022 on a slightly higher tax rate. Gap loss

Speaker 4: were 36 cents higher than the prior year due mainly to 132 million shares associated with the donation of PARC on higher restructuring and non-service

Xavier Heiss: Turning to revenue, equipment sales of $420 million in Q2 grew 14% year over year in constant currency, or around 15% in actual currency. Growth was driven by better availability of product, particularly in the Americas, and for our higher margin A3 devices. As expected, backlog has now returned to normalized level. We will no longer provide detailed backlog information as it is being managed in the normal course of business, and we do not expect change in backlog to materially affect results going forward. Consistent with recent quarter, revenue growth outpaced equipment installation due to the favorable mix on pricing. Installation growth was strongest for our high margin A3 product on color production equipment. A4 installation were down year over year due to the ongoing normalization of work from home trend. Post sales revenue of $1.3 billion fell around 3% in actual on constant currency year over year.

Speaker 4: Let me now review revenue and cash flow in more detail.

Speaker 4: Turning to Review, Equipment sales of 420 million in Q2 rose 14% year-over-year in constant currency, or around 15% in actual currency.

Speaker 4: Growth was driven by better availability of product, particularly in the Americas and for our higher margin A3

Speaker 4: As expected, backlog has now returned to normalize level.

Speaker 4: We will no longer provide detailed backlog information as it is being managed in the normal course of business, and we do not expect change in backlog to materially affect results going forward. Consistent with recent partners, revenue growth outpaced equipment installation due to the favorable mix.

Xavier Heiss: Post-sale decline were driven by lower IT hardware and paper sale, lower finance income and the elimination of Fuji royalty and PARC revenue. Revenue from contractual print and digital services, our largest and most stable source of revenue, was down slightly. Growth in digital services, including the benefit of a recent acquisition and benefit of pricing improvement, were offset by a slight reduction in our service fleet. Geographically, both region grew total revenue in actual and constant currency. EMEA grew faster than the Americas due to higher post-sales revenue growth, including the prior year acquisition of Go Inspire. Let's now review cash flow. Free cash flow was $88 million in Q2, higher by $186 million year-over-year. Operating cash flow were $95 million in Q2 compared to a use of $85 million in the prior year.

Speaker 4: revenue of 1.3 billion fell around 3% in actual and constant currency year over year.

Speaker 4: Post-SAL declines were driven by lower IT hardware on paper cells, lower finance income on the elimination of Fuji royalty on Park Review.

Speaker 4: Revenue from contractual print on digital services, our largest and most stable source of revenue goes down slightly.

Speaker 4: Growth in digital services, including the benefit of a recent acquisition and benefit of pricing improvement were offset by a slight reduction in our service fleet.

Speaker 4: Geographically, both regions grew total revenue in actual and constant currency. EMEA grew faster than the Americas due to higher post-sales revenue growth, including the prior year acquisition of Go Inspire.

Speaker 4: Let's now review cash flow.

Speaker 4: Free cash flow was 88 million in Q2, higher by 186 million year over year.

Speaker 4: Operating cash flow were 95 million in Q2 compared to a use of 85 million in the prior year.

Xavier Heiss: Improvement were mainly driven by growth in operating income, a one-time contract termination payment in the prior year, on the net source of cash associated with finance asset. Finance asset activity was a source of cash this quarter of $210 million, compared to a use of cash of $35 million in the prior year, reflecting the benefit of our receivable funding program with HPS, partially offset by higher finance asset origination activity. Offsetting these benefits, working capital was a use of cash of $248 million, resulting in a $183 million year-over-year increase in cash use, driven largely by the timing of purchases on payments. Inventory was a source of cash of $76 million, reflecting a recent effort to reduce inventory following disruption to our supply chain.

Speaker 4: Improvement were mainly driven by growth in operating income, a one-time contract termination payment in the prior year on the net source of cash associated

Speaker 4: Finance asset activity was a source of cash this quarter of $210 million compared to a use of cash of $35 million in the prior year, reflecting the benefit of our Receivable Funding Program with HPS partially offset by higher finance asset origination activity.

Speaker 4: Working capital was the use of cash of 248 million, resulting in a 183 million year-over-year increase in cash use driven largely by the timing of purchases on payments. Inventory was a source of cash of 76 million, reflecting recent efforts to reduce inventory following disruption to our supply chain.

Xavier Heiss: Investing activity were a use of cash of $5 million compared to a source of cash of $13 million in the prior year, due to lower proceed from asset sales, partially offset by lower CapEx. Financing activity consumed $220 million of cash this quarter, which includes a net payment of approximately $174 million of secure debt on dividend totaling $43 million. Turning to segments. Beginning this quarter, we revised the presentation of our segment measures, transferring revenue and cost associated with operating lease from FITTLE to our print on other segment. This change was made to better reflect differences in ownership and oversight for this type of leases between segments, including the effect of the receivable funding agreement with HPS. The result is a reduction to FITTLE segment revenue on profit. FITTLE origination volume grew 36% year-over-year.

Speaker 4: Investing activity were a use of cash of $5 million compared to a source of cash of $13 million in the prior year due to lower proceeds from asset sales partially offset by lower capex. Financing activity consumed $220 million of cash this quarter, which includes a net payment of approximately $5 million.

Speaker 4: 174 million of secured debt on dividend totaling 43 million.

Speaker 4: million of secular debt on dividends totaling 43 million.

Speaker 4: Beginning this quarter, we revised the presentation of our segment measures, transferring revenue and costs associated with operating lease from CITEL to our print on other segments. This change was made to better reflect differences in ownership and oversight for this type of lease between segments.

Speaker 4: The result is a reduction to fetal segment revenue on profit.

Xavier Heiss: Captive product originations were up 45% on higher Xerox equipment revenue, particularly in the mid-market. Non-captive channel originations, which include third-party dealers or non-Xerox vendors, grew 26%, a function of growth in new dealer relationships and third-party equipment originations. As expected, FITTLE finance receivables were down 9% sequentially in actual currency, reflecting a run-off of existing finance receivables on HPS funding of around 40% of FITTLE Q2 originations. FITTLE revenue grew roughly 5% in Q2, mainly due to higher commission associated with the sale of finance receivable assets, partially offset by lower finance income and other fees, a result of a decline in FITTLE finance receivable asset base. Segment profit for FITTLE was zero, down $6 million year over year, primarily due to higher bad debt expense, reflecting year over year origination increases.

Speaker 4: Peter origination volume grew 36% year over year. Captive product origination were up 45% on higher Xerox equipment revenue, particularly in the mid-market. Instagram. Which has with degree.

Speaker 4: Non-captive channel originations, which include third-party dealers on non-Xerox vendors, grew 26%, a function of growth in new dealers' relationships on third-party equipment origination.

Speaker 4: As expected, FITL finance receivables were down 9% sequentially in actual currency, reflecting a runoff of existing finance receivables on HBS funding of around 40% of FITL Q2 origination.

Speaker 4: FITOL revenue grew roughly 5% in Q2, mainly due to higher commission associated with the set of finance receivable assets partially offset by lower finance income on other fees, a result of a decline in FITOL finance receivable asset base. Non-profit for FITOL was zero.

Speaker 4: down 6 million euro per year, primarily due to higher bad debt expense, reflecting euro value origination increase.

Xavier Heiss: As noted last quarter, we expect improvement to bad debt expense going forward as our finance receivable book decline. Print on Other revenue was essentially flat year over year in Q2. Print on Other segment profit improved $78 million versus the prior year quarter, resulting in a 470 basis point expansion in segment profit margin year over year, driven by improved product supplies, lower logistic cost, favorable mix and the benefit of price and cost actions. Turning to capital structure. We ended Q2 with around $570 million of cash equivalents and restricted cash, a reduction from Q1 level mainly due to the net repayment of secure debt. Net core cash of around $50 million was down from the prior quarter. $2.6 billion of the remaining $3.1 billion of our outstanding debt supports our finance assets with the remaining debt of around $500 million attributable to the non-leasing business.

Speaker 4: As noted last quarter, we expect improvement to bad debt expense going forward as our Finance Allowable Book Decline.

Speaker 4: Print on other revenue was essentially flat year-over-year in Q2. Print on other segment profit improved 78 million versus a prior year quarter resulting in a 470 basis point expansion in segment profit margin year-over-year driven by improved product supplies, lower logistic cost, favorable mix on the

Speaker 4: on cost actions. Turning to capital structure, we ended Q2 with around 570 million of cash, cash equivalents on restricted cash, a reduction from Q1 level mainly due to the net repayment of

Speaker 4: net core cash of around 50 million was down from the prior quarter. 2.6 billion of the remaining 3.1 billion of our outstanding debt supports our finance assets with a remaining debt of around 500 million attributable to the

Xavier Heiss: Total debt consists of senior unsecured bond, finance asset securitization or borrowing under our asset-backed credit facility. We have a balanced bond maturity ladder over the next few years. Finally, I will address guidance. Our outlook for revenue remain unchanged at flat to down low single digit, and continue to reflect a stable demand environment with some contingency for potential macroeconomic weakness. As a result of recent improvements in the macroeconomic outlook and momentum in our services signings, we now expect full-year revenue to come in at the upper end of that range. Regarding operating margin, we are increasing our outlook for full-year adjusting operating margin by 50 basis point to a range of 5.5% to 6%, due in large part to a stronger than expected realization of operating efficiencies on volume mix.

Speaker 4: Total debt consists of senior unsecured bonds, finance asset securitization, and borrowing under our asset backed credit facility.

Speaker 4: We have a balanced bond maturity ladder

Speaker 4: we have a balanced bond maturity ladder over the next few years. Finally, I will address Guy-downs.

Speaker 4: Our outlook for Romeo remains unchanged at flat to down, low single digits, and continues to reflect a stable demand environment with some contingency for potential macroeconomic weakness.

Speaker 4: As a result of recent improvements in the macroeconomic outlook, on momentum in our services signings, we now expect full year revenue to come in at the upper end of that range. Regarding operating margin, we are increasing our outlook for full year adjusting operating margin by 50 basis point to a range of 5.

Xavier Heiss: Regarding the implied trajectory of operating margin in H2, it is important to note that operating profit margin in H1 benefited from favorable equipment mix, a one-off credit to bad debt expense, one quarter of Fuji royalties, the timing of price increases related to incremental product cost, and lower labor cost associated with open position. This benefit may not repeat in H2. The indicated range of profit margin outcome reflects the degrees to which macroeconomic uncertainty could affect our operating profit for the year. Q3 adjusted operating income margin is expected to be lower than Q4, reflecting seasonality. We continue to work diligently to identify incremental cost efficiency and expect the benefit of a more flexible cost structure to drive incremental margin expansion beyond 2023.

Speaker 4: in the first half of the year, benefited from favorable equipment mix, a one-off credit to bad debt expense, one quarter of foodie royalties, the timing of price increases relative to incremental product cost, and lower labor costs

Speaker 4: These benefits may not repeat in the soon half of the year. The indicated range of profit margin outcome reflects the degrees to which macroeconomic uncertainty could affect our operating

Speaker 4: Q3, Adjusting Operating Income Margin, is expected to be lower than Q4, reflecting seasonality. We continue to work efficiently to identify incremental cost efficiency and expect the benefit of a more flexible cost structure to drive incremental margin expansion beyond Q3.

Xavier Heiss: We are also increasing our guidance for free cash flow from at least $500 million to at least $600 million. This increase reflects an improvement in expected operating income on incremental sales of finance receivable. Our finance result and improved outlook validate that we are on the right path with a focus on our three strategic priority, client success, profitability, and shareholder return. We now open the line for Q&A.

Speaker 4: We are also increasing our guidance for free cash flow from at least $500 million to at least $600 million. This increase reflects an improvement in expected operating income on incremental sales of finance receivables.

Speaker 4: Our finance results on improved outlook validate that we are on the right path with a focus on our three strategic priorities. Client success, profitability

Operator: Certainly. One moment. Our first question comes from the line of Ananda Baruah from Loop Capital. Your question, please.

Speaker 4: We now open the line for Q&A.

Speaker 1: Certainly, one moment. And our first question comes from the line of Ananda Bruja from Loop Capital. Your question, please..

Ananda Baruah: Hey, guys. Good morning. Thanks for taking the question. I guess two if I could. The first one, certainly for Steve, could be for Xavier as well. You guys continue to sort of put up resilient top line as you talked about, Steve. This looks like it's lining up to be, call it the fourth year in a row, where you're sort of at $7 billion in revenue. I was wondering if there's anything sort of structural about the market that you think has shifted. You've talked about a lot of what Xerox has done, kind of to address post-COVID world and some of the newer tech trends.

Speaker 5: Yeah, hey guys, good morning and thanks for taking the questions. I guess two if I could, the first one certainly for Steve and could be for Xavier as well. You guys continue to sort of put up resilient top line as you talked about Steve and this looks like it's lining up to be called the fourth year in a row.

Ananda Baruah: I guess I'd love your bigger picture thoughts on what previously had been for many years a declining market, and now for the last three years has been sluggish, or at least the company's performance has been sluggish, and looks like we're looking at a fourth straight year of $7 billion in revenue. I have a quick follow-up, too. Thanks.

Speaker 5: and some of the newer tech trends. But I guess I'd love your bigger picture thoughts on what previously been for many years the declining market. And now for the last three years has been slavish, or at least the company's performance has been slavish. And it looks like we're looking at like a fourth straight year of seven billion revenue.

Steve Bandrowczak: Ananda, great. On the macro side, we have shifted significantly, as I said, over the last year towards client success, and really what that means for us is thinking about the hybrid workplace and the distributed workforce. How do we drive productivity, how do we drive efficiencies and help our clients in the macro headwinds that they're seeing? If you think about headwinds on inflation, headwinds on use of capital, our solutions and what we're driving is to help them solve their solutions. That's a strategic shift for us in bundling around our equipment, our software, our cloud solutions, and so forth. Second is really driving digital services. As we start to see more and more companies think about their own digital transformation, digital journeys, we have a tremendous position to go play there around securing data, unlocking value inside of that data.

Speaker 3: and how do we drive efficiencies and help our clients in the macro headwinds that they're seeing. So if you think about headwinds on inflation, headwinds on use of capital, our solutions and what we're driving is to help them solve their solutions. And that's a strategic shift for us in bundling around.

Speaker 3: our equipment, our software, our cloud solutions, and so forth. Second is really driving digital services. You know, as we start to see more and more companies think about their own digital transformation, digital journeys, we have a tremendous position to go play there around securing data, unlocking value inside of that data. And so it's a very strategic shift for us. And so, wow.

Steve Bandrowczak: It's a very strategic shift for us, while we are focusing on, obviously, the macro trends of what's happening in the print industry, more importantly, the opportunity and the areas that we can play. I talked about trust. I talked about how our clients depend on us to help drive their future workplace. We've been very successful in driving digital services and expanding inside of existing accounts. Xavier?

Speaker 3: we are focusing on obviously the macro trends of what's happening in the print industry. More importantly, the opportunity and the areas that we can play. I talked about trust and I talked about how our clients depend on us to help drive their future workplace. And we've been very, very successful in driving digital services and expanding inside of existing accounts. Xavier?

Xavier Heiss: Yeah, Ananda, just to complete from the revenue point of view, what we see, the equipment revenue remains strong, and the demand for our products, specifically A3, remain very strong, which drive revenue. We pushed some price increases as well, so this is supporting revenue. The other positive news is on the post-sales. Post-sales on the contracted revenue, our customer sign contract for usually a length of 5 years there. The signings on the resilience we see in this post-sales focus team is quite strong currently here. This is a reason why we are quite upbeat with the current revenue trajectory, and we have upgraded or improved our guidance because we believe we will be closer to a flat situation compared to the low single-digit decline we had as a range before.

Speaker 4: Yeah, I'm not that just to complete from the revenue point of view, what we see is the equipment review remains strong on the demand for our products, specifically A3. We main very strong, which drive revenue, you know, we push some price increases as well. So this is supporting revenue. Because the positive news is on the post sales, post sales on the contracted revenue, you know, our customer find contract for, you know, usually a length of five years.

Ananda Baruah: You guys, you mentioned on the call, I guess in the prepared remarks a few moments ago, Steve, sort of like a strategy shift towards services, and I think you used the term reinvention as well. Is that incremental to what you last showed at the analyst day? Is this something that's sort of afoot right now? Maybe since John has come in, this incremental sort of go forward that you'll be talking to us about?

Speaker 5: heard the answer range before. And you guys you mentioned on the call again the prepared remarks you want me to go Steve sort of like a street a strategy shift towards services and then I think you used the term reinvention as well so is that incremental?

Steve Bandrowczak: We'll be talking about in the future, but we've talked about very specific vertical solutions and horizontal solutions in our existing customer base, and we gave examples of working in universities and education, working in the medical industry, working in the law firms. We have been digging deep into where are the areas that we have products and services, software and solutions, think about security, think about the world of AI, and how do we continuously evolve in that space and drive value for our clients. We really focus on client success. When I talked about freeing up both financial and management capacity, that's exactly what we're doing. Really focusing on specific, how do we drive client success with products and services. You will see a lot more from that from us in the future.

Speaker 3: the future but you know we've talked about very specific vertical solutions and horizontal solutions in our existing customer base and we gave examples of working in universities and education, working in the medical industry, working in

Speaker 3: the law firms. And so we have been digging deep into where are the areas that we have products and services, software and solutions, think about security, think about the world of AI, and how do we continuously evolve in that space and drive value for our clients. And we really focus on client success. When I talked about freeing up both...

Speaker 3: financial and management capacity. That's exactly what we're doing, really focusing on specific how do we drive client success with products and services. You will see a lot more from us in the future. All right, that's great. I have one quick last one, just a clarification. When you mentioned...

Ananda Baruah: All right. That's great. I have one quick last one, just a clarification. When you mentioned, Steve, to open up the prepared remarks, the resiliency in customer demand, you also then mentioned small, medium business. Is it small, medium business more resilient than enterprise? Was it just pointing out that also small, medium business is very resilient?

Speaker 5: Steve to open up and pay remarks, the resiliency in sort of in customer demand. You also then mentioned small medium business. Is it small medium business more resilient than enterprise? Or was it just pointing out that also small medium business is resilient?

Steve Bandrowczak: It's balanced. We're finding stronger resilience there in SMB today, while we're seeing some of the large enterprises pull back a little bit, not change, but maybe defer some of the installs and defer some of the installations. In general, SMB was strong from us.

Speaker 3: It's balanced, but we're finding stronger resilience there in SMB today while we're seeing some of the large enterprises pull back a little bit, not change, but maybe defer some of the installs and defer some of the installations. But in general, SMB was strong from us.

Ananda Baruah: That's great. Got it. Thanks so much.

Operator: Thank you. One moment for our next question. Our next question comes from the line of Erik Woodring from Morgan Stanley. Your question, please.

Speaker 1: That's great. Thanks so much. Thank you. One moment for our next question. And our next question comes from the line, Eric Woodring, from Morgan Stanley . Your question, please.

[Analyst] (Morgan Stanley): Hi, thank you. This is Maya on for Erik. Steve, if we just take a step back from the quarter and think bigger picture a little bit. We're largely past that normalization of return to office and hybrid work. Meaning that the activity we're seeing today outside of the cycle-related dynamics is something of the new normal. I know you touched on this a little bit earlier, how should we think about kind of normalized revenue growth, margins, and business mix, going forward? Is there a path to revenue growth? If so, when should we expect that? Do you believe that normalized gross and operating margins should be in a post-COVID world?

Speaker 6: Hi, thank you. This is Maya on for Eric. Steve, if we just take a step back from the quarter and think bigger picture a little bit, we're largely past that normalization of return to office and hybrid work. So, meaning that the activity we're seeing today outside of the cycle related dynamics is something of the new normal. So I know you touched on this a little bit earlier, but how should we think about kind of normalization?

[Analyst] (Morgan Stanley): I know this is kind of the message you provided at an investor day, but since there's been so much change in the last 12 months, it'd be helpful for us to understand how you think about some of these metrics over a multi-year period. Then I have a follow-up. Thank you.

Speaker 6: It would be helpful for us to understand how you think about some of these metrics over a multiyear period. And then I have a follow-up. Thank you.

Steve Bandrowczak: No, great. Thank you for the questions. Let me start with the macro and then have Xavier comment on some more specifics. We really take a step back. I really believe today the workforce and the hybrid workplace is really trying to continuously drive productivity and transformation. We're seeing CEOs and companies really trying to figure out what this new normal looks like and how do we drive more productivity in that space. It's not one size fits all. What we've been doing is really focusing and working on how do we drive the efficiency in the workplace of the future.

Speaker 3: Doug, great. Thank you for the questions. Let me start with the macro and then Hepsavia comment on some more specifics. So we really take a step back. I really believe today the workflows and the hybrid workplace is really trying to continuously drive productivity and transformation. And we're seeing CEOs and companies really trying to figure out what this new normal look like and how do we drive more productivity in that space. And it's not one side.

Steve Bandrowczak: That's something we have in our DNA, and we've done for the last 50 years, and we have a right to play there as we start to see digital transformation in large enterprises, in SMB, and where are the areas and products and services that we can grow. I don't think the chapter's been written in terms of what the new normal is. We're still evolving, and I think it will continue to evolve as we try to drive more productivity, and we try to drive more value inside of this new hybrid workplace, number one. Number two, you really think about next-generation technology, whether it's AI or ChatGPT or the future of robotics or augmented reality. The reality, the underpinning of that is significant amounts of data. We play really well in that data, securing it, having the ability to be able to orchestrate it.

Speaker 3: been written in terms of what the new normal is, we're still evolving and I think we'll continue to evolve as we try to drive more productivity and we try to drive more value inside of this new hybrid workplace number one. Number two, you know, you really think about next-generation technology, whether it's AI or chat, GBT or the future of robotics or augmented reality. The reality is the underpinning of that is significant amounts of data and we play really well.

Steve Bandrowczak: When you start to hear things like how do companies drive more productivity with these new tools, whether it's AI, whether it's RPA or with augmented reality. We are playing really well and really trusted in helping our clients there. We see significant growth and significant opportunities in the hybrid workplace as companies are really trying to figure out their new norm and driving productivity going forward. Xavier?

Speaker 3: in that data, securing it, having the ability to be able to orchestrate it. And so when you start to hear things like how do companies drive more productivity with these new tools, whether it's AI, whether it's RPO, with reality, we are playing really well. I'm really trusted in helping our clients there. So we see significant growth and significant opportunity.

Xavier Heiss: Yeah. To give color on this, specifically for 2023, what we are expecting here is that still a strong mix. You have noticed it in Q1, Q2, Q4 last year as well. We have been able to mix up by having product, higher margin product, and higher revenue product with some price increases that supported on growth from an activity point of view, from market share, but also from a revenue point of view, that drove the revenue growth that we are seeing here. At the same time, as I mentioned it earlier on, the post-sales revenue stream is still strong here, and we are delivering on supporting essential services for our customer. We see that in the contractual trend that we have, signings are strong.

Speaker 4: you have noticed it in quarter one, quarter two, quarter four last year as well. We have been able to mix up by having product, how your margin product, how your revenue product with some price increases. That support it on growth from an activity point of view from market share, but also from a value point of view that growth as a revenue growth.

Speaker 4: that we are seeing here. At the same time, as I mentioned it earlier on, the post sales review stream is still strong here and we are delivering on supporting essential services for our customers. We see that in the contractual trends that we have, signing are strong.

Xavier Heiss: As well, revenue renewal rates that we are observing with client is also showing the high attachment rate on the retention of our revenue. Finally, from a margin point of view, as we mentioned it, you have seen this in the guidance, we are upgrading the guidance for this year, from 5% to 5.5% to 6% there. To just show the confidence that we have in the activity I've just described on the ability of the team to deliver operational efficiency and drive the mix up.

Speaker 4: and as well, renewal rates that we are observing with clients that also show the high attachment rate on the retention of our review.

Speaker 4: Finally, from a margin point of view, as we mentioned it, you have seen this in the guidance, we are upgrading the guidance for this year from 5 to 5.5 to 5.5 to 6% there to just show the confidence that we have in the activity I've just described on the ability of the team to deliver operational efficiency.

[Analyst] (Morgan Stanley): Great. Thank you. Just a follow-up to that, actually. You had previously guided kind of Q2 operating margins to high 4% and low 5%, but obviously came in above 6%. Where did the most significant upside come from the quarter, and why is that not sustainable as we look into H2, given your guidance kind of implies operating margins contract in H2 despite cost cuts?

Speaker 6: in above 6%. Where did the most significant upside come from the quarter and why is that not sustainable as we look into the back half of the year given your guidance kind of implies operating margins contract in the second half despite cost cuts?

Xavier Heiss: Yeah. I will comment it in two parts. If you look at H1, we have had, during H1, some, what I call one-off item that were supporting the margin. Specifically, we had the benefit from Fuji Xerox royalty, which is roughly 50 basis point benefit. It was only in Q1. It won't repeat anymore here. At the same time, we've had some bad debt release or bad debt good news during Q1, low bad debt in Q2. This is also items that we are not expecting to repeat. At the same time, we are still confident. That's the reason why we upgraded the guidance. We are still confident in maintaining this overall margin for H2 of the year in a range which is around 5.5%, potentially above this one.

Speaker 4: Yes, so I will comment it in two parts. So if you look at the first half, we have had during the first half some radical one-off item that we're supporting the margin. Specifically, we had had the benefit from Fuji the rocks for reality, which is roughly 50 basis point benefit. It was only.

Speaker 4: We are still confident that the reason why we upgraded the guidance, we are still confident in maintaining this overall margin for the second half of the year. In a range with a 1.5.5% potential, we hope this one.

Xavier Heiss: That's the reason why we improved the guidance, and we are still focused on driving both operational efficiencies, but also ensuring that the revenue mix and margin mix come at the expected level so we can drive overall operating margin up on free cash flow.

Speaker 4: So that's the reason why we improve the guidance. And we are still focused on driving both operational efficiencies, but also ensuring that the revenue mix and margin mix come at the expected level so we can drive overall operating margin up on free cash flow.

[Analyst] (Morgan Stanley): Great. Thank you.

Operator: Thank you. One moment for our next question. Our next question comes from the line of Samik Chatterjee from JPMorgan. Your question, please.

Speaker 1: Great, thank you. Thank you, one moment for our next question.

Speaker 1: And our next question comes from the line of Samit Chatterjee from JP Morgan. Can you answer your question, please?

Samik Chatterjee: Hi. Thanks for taking my questions. I guess, for the first one, I'm just curious how you're thinking about seasonality through the remaining two quarters of the year. I know you mentioned seasonality to be lower for Q3, but more curious if you can dive into that for equipment sale, the $420 million of revenue you reported in this quarter. Is there a tailwind there from backlog digestion, and should we expect normal seasonality even in relation to equipment sale for the rest of the year, or should we be sort of looking at it ex backlog? Maybe any insights on what that underlying demand is looking for equipment sale relative to the revenue profile you have now, which might be benefiting from backlog. Follow-up, please.

Speaker 7: Hi, thanks for taking my questions. I guess for the first one, I'm just curious how you're thinking about seasonality through the remaining two quarters of the year. And no, you mentioned seasonality to be lower for three queue, but more curious if you can dive into that four equipment sale. The 420 million of revenue you've voted in this quarter, is that sort of, is there a tailwind there from backlog digestion? And

should we expect normal seasonality even in relation to equipment sale for the rest of the year, or should we be sort of looking at it X backlog, maybe any insights on what that underlying demand is looking for equipment sale rate up to the revenue profile you have now, which might be benefiting from backlog. And follow up, please. Yeah, I have ties to mix. Seasonality, as we mentioned it in the comments.

Xavier Heiss: Yeah. Hi, Samik. Seasonality, as we mentioned it in the comments, we are expecting Q3 as usual. That means this is not a surprise. As usual to be a little bit softer than Q4. As you know, Q4 is a very strong quarter. This is usually where we have the also higher mix of margin of equipment on the larger deals being signed towards the end of the year. We're expecting it to be slightly below. If you look at the equipment revenue growth even on the post-sale side, we are not expecting to have a significant decline. If you remember last year in Q3, this is where we started to have supplies coming back on track. The compare versus Q3 will be very different compared to the compare versus Q1 and Q2 here.

We are expecting Q3 as usual. That means this is not a surprise. My eyes usual to be a little bit softer than Q4. As you know, Q4 is a very strong quarter. This is usually where we have the also higher mix of margin of equipment on the larger deals being signed towards the end of the year.

So we're expecting it to be slightly below. But if you look at equipment for new growth on even on the post cell side, we are not expecting to have a significant decline. If you're on the last year in Q3, this is where we started to have supplies coming back on track. So the compare versus Q3 will be very different compared to the compare versus Q2 here.

Xavier Heiss: From a margin point of view, as I commented earlier on, if I remove the one software, we are still expecting to get the margin in the range of 5.5% to 6% for the full year, which imply potentially a softer Q3, but a very strong Q4 as we have always delivered. I will comment lastly on the normalizing on where we are today. Backlog, as we mentioned it, we will not report any more on backlog because we are now back to normal from a backlog point of view. There is a little bit of flushing backlog. Some of it was the end of Q2. We do not expect backlog being a key contributor in Q3 and Q4. Finally, just from, I'll call that the usual seasonality of revenue, just to summarize Q3, little bit softer than Q4.

From the margin point of view, as I commented earlier on, we are still, if I remove the one software, we are still expecting to get the margin, the range of five on a half to six for the full year, which imply potentially a software quarter-sweep, but a very strong Q4, as we have always delivered. I will comment lastly on the normalating on where we are.

And finally, just from how could that the usual season 80 of code view just to summarize Q3, a little bit softer than Q4. And then, Zavi, on the cash flow, you've done, I think, around 150 million of free cash flow in the first half, if I'm calculating it right, and that leaves about 450 to be done in the second half.

Samik Chatterjee: Got it. Xavier, on the cash flow, you've done, I think around $150 million of free cash flow in H1, if I'm calculating it right, and that leaves about $450 to be done in H2. Can you just walk us through sort of the half over half, how you're thinking about working capital, finance receivables, sort of what plays into that significant improvement into the H2?

Can you just walk us through the half-over-half, how you think about working capital finance, we see what plays into that significant improvement into the second half? This is also aligned with the traditional season 80. We have, if you remember, last year, with the last year on the Europe before a very similar pattern, the second half is much specifically related to items like working capital on payables.

Xavier Heiss: This is also aligned with the traditional seasonality we have. If you remember last year or the year before, very similar pattern. The H2 is much stronger. It's specifically related to items like working capital on payables. This quarter, we have a year-over-year impact of payables, simply because last year we have a higher purchase. Some of the supply chain were, I would say, released, which make us having higher purchase in Q2 for revenue recognition in Q3 here. Working capital will normalize. We will have some, I would say, tailwind coming from accounts payable. Inventory, you notice it this quarter was also a tailwind with a reduction of close to $80 million. We will see this being driven here. That's the operational part. The second part is on finance receivable.

This quarter we have a year-over-year impact of payables simply because last year we have higher purchase, some of the supply chain were released which make us having higher purchase in Q2 for revenue recognition in quarter three here. So working capital will normalize, we will have some I would say tailwind coming from...

Xavier Heiss: As expected on the strategies working, we are continuing our forward flow program with HPS. No surprises here. This is planning as expected, and we've got the full benefit of now having close to 40, it was 40 this quarter, 40% of our origination being funded by HPS, which support the free cash flow and is helping the balance sheet as you have noticed it as well. Just my last comment, we paid down the secured debt of roughly $180 million. You look at the leverage ratio of the company, it has improved significantly compared to last year.

surprises here. This is planning as expected. We've got the full benefit of now having close to 40. It was 40 this quarter, 40% of our origination been funded by HBS, which support you know, the free cash flow and is helping to balance it as you have noticed it as well. Just my last comment. Has beenVI out

we pay down the secured debt of roughly under $18 billion. So if you look at the lead right to ratio of the company, it has improved significantly compared to last year.

Samik Chatterjee: Okay. Got it. Thank you. Thanks for taking the questions.

Operator: Thank you. One moment for our next question. Our next question comes from the line of Shannon Cross from Credit Suisse. Your question please.

Okay, thank you. Thanks for taking the questions. Thank you one moment for our next question.

And our next question comes in the line of Shannon Cross from Credit Suisse. Dear question, please.

Shannon Cross: Thank you very much. I just have a couple. The first is, I'm curious, and I'm not sure what you can talk about, but what the benefit or impact could be from the banning of the Ninestar products into the US. I know you were sourcing some things from Lexmark, I'm just curious, is this potentially a positive since people won't be able to get stuff in, or is it just sort of a non-starter? Thank you.

Thank you very much. I just have a couple. The first is I'm curious and I'm not sure what, you know, what you can talk about, but what the benefit or impact could be from the banning of the nine-star products into the US? I know you were sourcing some things from Lex Marks. I'm just curious, you know, is this potentially a positive? And people won't be able to get stuff in or is it just sort of a non-starter? Thank you.

Steve Bandrowczak: Yeah, Shannon, I think a couple of things. First of all, we're constantly looking at our supply chain and making sure we're adhering to all regulatory and government requirements around the world. Ninestar was no different than that. We immediately looked at and made sure that we continued to be a good corporate citizen around the world. From a materiality standpoint, it wasn't material for us in the quarter, and going forward, we should be just fine.

Yeah, Shana, I think a couple of things. First of all, we're constantly looking at our supply chain and making sure we're adhering to all regulatory and government requirements around the world. And nine stars was no different than that. And we immediately looked at and made sure that we continued to be a good corporate citizen around the world. From materiality standpoint, it wasn't material for us in the quarter and going forward. We should be just fine.

Shannon Cross: Okay, thanks. I'm curious, how do you think about your cash balance, and then use of cash? You have about, I think, $560 some odd million worth of cash right now. You used to run at a higher level. Company's smaller. I'm wondering what you think your cash balance needs to be, and then, as you have cash come in in H2 of the year, how should we think about usage there and versus the debt repayments, which clearly you've done a good job of reducing your debt load, but you still have about $1 billion over the next couple of years. Thank you.

Okay, thanks. And then I'm curious, how do you think about your cash balance and then, you know, use of cash? You have about, I think, $560 some odd million worth of cash right now. You used to run at a higher level, company smaller.

wondering what you think your cash balance needs to be. And then as you have cash come in in the second half of the year, how should we think about usage there and versus the debt repayments, which clearly you've done a good job of reducing your debt load. But you still have about a billion dollars over the next couple of years. Thank you.

Xavier Heiss: Yeah, Shannon. Good questions there. We are good with the cash balance. That means this level of $500 million and above is the level where we should be. We manage. We have seasonality within the quarter of cash share, but this is the right level for us. Regarding use of cash, as you know it, our policy has not changed. Shareholder distribution of at least 50% of free cash flow. We are mainly focused on the paying down or paying the dividend. This is roughly $180 million of dividend. There will be, I would say, on comment later on, when we will generate the $600 million of free cash flow, how we'll have the use of cash. Just would like to comment on one topic.

Yeah, good question, so we are good with a cash balance. That means this level of 500 million on above is the level where we should be. So we manage, we have seasonity within the quarter of cash. But this is so right level for us. Regarding use of cash, as you know, it our policy has not changed, shareholder distribution of at least 50% of free cash flow.

We are mainly focused on the paying down or paying the dividend. So this is roughly under 1080 million of dividend. And I will say on comment later on when we will generate 600 million of free cash flow, you know how we'll have the use of cash.

Xavier Heiss: We do not have board authorization on share repurchase. We are not planning to do share repurchase on any cash that we can use or we are willing to use there will be to support the business development.

Just would like to comment on one topic. We do not have both the authorization on share with purchase. So we are not planning to do share with purchase on any cash that we can use or we are willing to use here. We'll be too support the business development. So does that mean you're looking more at M&A or just internal like ramping up cat-backs? We are looking at any opportunity.

Shannon Cross: Does that mean you're looking more at M&A or just internal, like ramping up CapEx?

Xavier Heiss: We are looking at any opportunity. It could be organic, it could be inorganic. M&A is part of the list.

Shannon Cross: Thank you.

It could be organic, it could be inorganic, emanating sports of the list.

organic, it could be inorganic, M&A's part of the list. Thank you.

Operator: Thank you. This does conclude today's question and answer session. I'd now like to hand the program back to Steve Bandrowczak for any further remarks.

Thank you. And this does include today's question and answer session. I'd now like to hand the program back to Steve Anderson's Act for any further remarks. Thank you for listening to our earnings conference called this morning. We continue to face dynamic operating environment as workplace behavior and technology needs evolved to accommodate a rapidly changing hybrid work environment.

Steve Bandrowczak: Thank you for listening to our earnings conference call this morning. We continue to face dynamic operating environment as workplace behavior and technology needs evolve to accommodate a rapidly changing hybrid work environment. In the past year, we have bolstered our operating and financial model, solidifying a foundation from which we can grow as we help clients solve their most pressing workplace challenges. I thank you each for joining our Q2 earnings call. Have a wonderful day.

In the past year, we have bolstered our operating and financial models, solidifying a foundation from which we can grow as we help clients solve their most pressing workplace challenges. I thank you each for joining our Q2 Ernie's call. Have a wonderful day.

Operator: Thank you, ladies and gentlemen, for your participation in today's conference. This does conclude the program. You may now disconnect. Good day.

Thank you, ladies and gentlemen, for your participation in today's conference. This does conclude the program. You may now disconnect. Good day.