Q3 2024 Steelcase Inc Earnings Call

Good morning. My name is Krista and I'll be your conference operator today. At this time, I would like to welcome everyone to the Steelcase Third Quarter Fiscal 2024 conference call. All lines have been placed on mute to prevent any background noise.

Good morning, My name is Krista and I'll be your conference operator today at this.

Time, I would like to welcome everyone to the Steelcase third quarter fiscal 2024 conference call.

All lines have been placed on mute to prevent any background noise.

After the speaker's remarks, there will be a question and answer session. If you would like to ask a question during that time, simply press star followed by the number one on your telephone keypad. And if you would like to withdraw your question, again, press star one. Thank you. Mr. O'Mara, you may begin your conference.

After the Speakers' remarks, there will be a question and answer session. If you would like to ask a question during that time simply press star followed by the number one on your telephone keypad and if you would like to withdraw your question again press Star one.

Speaker Change: Mr. O'meara you may begin your conference.

Thank you Chris Good morning, everyone. Thank you for joining us for the recap of our third quarter fiscal 2024 financial results here with me today are Sarah Armbruster, our President and Chief Executive Officer, and Dave Sylvester, Our senior Vice President and Chief Financial Officer.

Thank you, Krista. Good morning, everyone. Thank you for joining us for the recap of our third quarter fiscal 2024 financial results. Here with me today are Sarah Armbruster, our President and Chief Executive Officer, and Dave Sylvester, our Senior Vice President and Chief Financial Officer.

Our third quarter earnings, which crossed the line, the wires yesterday is accessible on our website. This conference call is being webcast, and this webcast is a copyrighted production of Steelcase Inc. A replay of this webcast will be posted to ir.steelcase.com later today.

Speaker Change: Our third quarter earnings which crossed.

Speaker Change: The wires yesterday is accessible on our website. This conference call is being webcast and this webcast is a copywriter production of Steelcase, Inc. A replay of this webcast will be posted to IR steelcase com later today.

Our discussion today may include references to non-GAAP financial measures and forward-looking statements. Reconciliations to the most comparable GAAP measures and details regarding the risks associated with the use of forward-looking statements are included in our earnings release, and we are incorporating by reference into this conference call the text of our Safe Harbor statement included in the...

Speaker Change: Our discussion today may include references to non-GAAP financial measures and forward looking statements reconciliations to the most comparable GAAP measures and details regarding the risks associated with the use of forward looking statements are included in our earnings release, and we are incorporating by reference into this conference call. The text of our Safe Harbor statement included in the release.

Following our prepared remarks, we will respond to questions from investors and analysts. I will now turn the call over to our President and Chief Executive Officer Sarah Armbre.

Following our prepared remarks, we will respond to questions from investors and analysts I will now turn the call over to our President and Chief Executive Officer, Sarah Armbruster.

Thanks, Mike, and hello, everyone, and thanks for joining the call today. Our third quarter results reflect the continued progress we're making on our profit improvement initiatives, which is evidenced by our year-over-year growth margin improvement of 360 basis points. I'm proud of all of our employees who are continuing to direct fitness and reallocate resources to support our growth and transformation initiatives.

Sarah Armbruster: Mike and Hello, everyone and thanks for joining the call today.

Mike: Our third quarter results reflect the continued progress we're making on our profit improvement initiatives, which is evidenced by our year over year gross margin improvement of 360 basis points.

Mike: I am proud of all of our employees, who are continuing to drive fitness and reallocate resources to support our growth and transformation initiatives.

I'd like to thank our sales team for capturing price increases and our operations teams for the improvements they're driving.

Mike: I'd like to thank our sales team for capturing price increases and our operations teams for the improvements that are driving.

Additionally, our operations teams continue to make changes aimed at improving our manufacturing and distribution efficiency. We recently announced the relocation of our Regional Distribution Center in Rancho Cucamonga, California, to Phoenix, which we expect will provide additional savings beyond that from our previously announced Atlanta Distribution Center closure.

Mike: Additionally, our operations teams continue to make changes aimed at improving our manufacturing and distribution efficiency. We recently announced the relocation of our regional distribution center in Rancho Cucamonga, California to Phoenix, which we expect will provide additional savings beyond that from our previously announced Atlanta distribution Center.

Mike: For closure.

We've also begun implementing the consolidation of certain seeding production into our Mexico and Malaysia operations, which will open up additional footprints that will enable us to pursue further efficiency actions.

Mike: <unk> also begun implementing the consolidation of certain CV production in Q are Mexico, and Malaysia operations, which will open up additional footprint that will enable us to pursue further efficiency actions.

Our America segment delivered another strong quarter of year-over-year profitability improvement, and I'll also highlight the turnaround in the results in our international businesses quarter. We delivered over $9 million of adjusted operating income in our international segment, or over $4 million if we excluded the earn-out adjustment we recorded. These figures compared to the nearly $15 million adjusted operating loss we recorded in the first half of the year.

Mike: Our Americas segment delivered another strong quarter of year over year profitability improvement and I'll also highlight the turnaround in the results in our international business this quarter.

Mike: We delivered over $9 million of adjusted operating income in our international segment.

Mike: There are 4 million if we exclude the earn out adjustment we recorded.

Mike: These figures compare to the nearly $15 million adjusted operating loss, we recorded in the first half of the year.

We're seeing momentum in the improvements we're making in both our EDA and Asia-Pacific businesses where we're now benefiting from some of the actions we announced earlier in the year to lower our cost structure and tune our strategy.

Mike: Seeing momentum and the improvements we're making in both our EMEA and Asia Pacific businesses, where we're now benefiting from some of the actions we announced earlier in the year to lower our cost structure and two of our strategy.

Our third quarter orders grew 15% overall against the prior year and 1% sequentially against our second quarter, continuing the relatively stable overall levels we've seen this year. Our international orders grew 10% year over year and that included 40% growth or over 40% growth in Asia Pacific.

Mike: Our third quarter orders grew 15% overall against the prior year and 1% sequentially against our second quarter, continuing a relatively stable overall levels. We've seen this year.

Mike: Our international orders grew 10% year over year and that included 40% growth or over 40% growth in Asia Pacific.

In the Americas, our third quarter orders grew 16% and were led by strong growth in our large corporate customer segment.

Mike: In the Americas, our third quarters grew 16% and were led by strong growth in our large corporate customer segment.

We also posted order growth in our other customer segments on a collective basis.

Also posted order growth in our other customer segments on a collective basis.

Those segments continue to see progress in areas such as clinical health care spaces and classroom environments, while we experience headwinds in others such as health care and educational administrative settings, which we believe is consistent with the broader trend in those verticals.

Mike: Those segments continued to see progress in areas, such as clinical health care spaces and classroom environments, while we experienced headwinds in others, such as health care and educational administrative settings, which we believe is consistent with the broader trend in those verticals.

Borders in the large corporate customer segment have been strengthening over the past year and Customers are coming to us for guidance as they strive to create spaces that will engage their employees and help them perform

Mike: Orders in the large corporate customer segment have been strengthening over the past year and customers are coming to us for guidance as they strive to create spaces that will engage their employees and help them perform.

Customers are looking to invest in spaces that solve for a host of needs, such as providing places to focus, collaborate, build social connections, and foster well-being. We've stayed invested throughout the last few years in workplace research and new product offerings to maintain and enhance a differentiated offering, and we believe that's reflected in our strong win rate.

Mike: Customers are looking to invest in spaces that solve for a host of needs such as providing places to focus collaborate those social connections and foster wellbeing.

Mike: We've stayed invested throughout the last few years and workplace research and new product offerings to maintain and enhance a differentiated offering and we believe that's reflected in our strong win rates.

And we're continuing to position ourselves to lead the transformation of the workplace and when new business comes.

Mike: And we're continuing to position ourselves to lead the transformation of the workplace and win new business.

As I look at some of our most recent significant wins, our customers say that two of the most important factors in their furniture selections are innovation and sustainability. They're seeking products rooted in insight-based innovation to help increase the performance of their workspaces. And they're also leveraging rigorous product selection processes with an eye to achieving environmental goals.

Mike: As I look at some of our most recent significant wins, our customers say that two of the most important factors in their furniture selections are innovation and sustainability theyre seeking products rooted in insight based innovation to help increase the performance of their workspaces and they're also leveraging rigorous.

Mike: Product selection processes with an eye to achieving environmental goals.

So, we've taken deliberate steps to curate and grow our product portfolio to answer this call. So, for example, we recently launched carbon neutral options for ology and migration SE, and we expanded carbon neutral task-seeding options to AMIA. And this adds to the carbon neutral task-seeding portfolio we launched in the Americas last spring.

Mike: So we've taken deliberate steps to curate and throw our product portfolio to answer that call. So for example, we recently launched carbon neutral options for allergy and migration SCE and we expanded carbon neutral task seating options to EMEA and this adds to the carbon neutral task seating.

Mike: Portfolio, we launched in the Americas last spring.

This quarter, we also launched our innovative Carmen Mesh Chair in Asia Pacific, expanding the offerings we have in that region to support ergonomic comfort and well-being.

Mike: This quarter, we also launched our innovative Carmen mesh share in Asia Pacific expanding the offerings, we have in that region to support ergonomic comfort and wellbeing.

We've also made performance enhancements to steel caseology and our AMQ height adjustable tables to provide improved wellbeing solutions at a broad range of price points.

Mike: We've also made performance enhancements to steelcase allergy and our <unk> height adjustable tables to provide improved well being solutions at a broad range of price points.

We believe we are uniquely positioned to meet evolving customer needs and expectations and we believe our wins reinforce both our strategy and our global investments in these areas.

We believe we are uniquely positioned to meet evolving customer needs and expectations and we believe our wins reinforce both our strategy and our global investments in these areas.

Mike: Finally, I'd like to celebrate the work our team has done and connecting our strategy with our better people better planet aspiration.

Finally, I'd like to celebrate the work our team has done in connecting our strategy with our better people, better planet aspiration. I encourage you to dive into the details of that work in our recently published impact report. This year, instead of releasing it exclusively as an online PDF, we integrated the report into our work better magazine to demonstrate the central role that having a positive impact on people and the planet has in our business and in our conversations with customers.

Mike: Encourage you to dive into the details of that work in our recently published impact report this year instead of releasing it exclusively as an online PDF, we integrated the report into our work better magazine to demonstrate the central role that having a positive impact on people and the planet has in our business and in our conversations.

Mike: Issues with customers.

Leaders today have an incredible opportunity to help people do their best work by creating places that work better. And SteelCase is equipped to help them and is excited to offer solutions that meet their most pressing needs.

Leaders today have an incredible opportunity to help people do their best work by trading places that work better and Steelcase is equipped to help them and is excited to offer solutions that meet their most pressing needs.

So, in closing, our demand levels have been stable and we've continued to drive year-over-year profitability improvement.

Mike: So in closing our demand levels have been stable and we've continued to drive year over year profitability improvements.

We are optimistic that as more companies settle into a stronger in-office presence, their investment levels will increase.

Mike: We are optimistic that as more companies settle into a stronger in office presence their investment levels will increase.

We remain focused on executing our strategy to lead the workplace transformation, diversify the customers and markets we serve, and improve our profitability. So with that, I'll turn it over to Dave to review the financial results and share details regarding our outlook.

Mike: We remain focused on executing our strategy to lead the workplace transformation diversify the customers and markets, we serve and improve our profitability. So with that I'll turn it over to Dave to review the financial results and share details regarding our outlook.

Thank you, Sarah. And good morning, everyone. My comments today will provide some additional color around our third quarter results, including a comparison to the outlook we provided in September , as well as some comments regarding our orders, the balance sheet and our cash flow. I will also cover the outlook for the fourth quarter and share some preliminary thoughts about fiscal 2025.

Dave: Thank you Sarah and good morning, everyone. My comments today will provide some additional color around our third quarter results.

Including a comparison to the outlook, we provided in September as well as some comments regarding our orders the balance sheet and our cash flow.

Dave: We'll also cover the outlook for the fourth quarter and share some preliminary thoughts about fiscal 2025.

Our third quarter adjusted earnings per share included the benefits of a decrease in the valuation of an acquisition earn-out liability and gains from the sale of land in fixed assets.

Dave: Our third quarter adjusted earnings per share included the benefits of a decrease in the valuation of an acquisition earn out liability and gains from the sale of land in fixed assets.

Those items benefited our third quarter results by approximately $0.10 per share, which was $0.06 more than the benefits we had included in our third quarter guidance range for projected gains on the sale of fixed assets.

Dave: Those items benefited our third quarter results by approximately <unk> 10 per share which was six.

Dave: More than the benefits. We had included in our third quarter guidance range guidance range for projected gains on the sale of fixed assets.

Setting these items aside our third quarter results were in line with our expectations as the impact of lower than expected revenue was offset by a more favorable gross margin and lower operating expenses.

Setting these items aside, our third quarter results were in line with our expectations as the impact of lower than expected revenue was offset by a more favorable gross margin and lower operating expense.

Dave: Our revenue of $778 million was slightly below our expectations because order fulfillment patterns in the Americas did not continue to improve on a sequential basis as we had expected.

Our revenue of $778 million was slightly below our expectations because order fulfillment patterns in the Americas did not continue to improve on a sequential basis as we had to expect it. Do in part to a couple of isolated supplier disruption issues.

Dave: Due in part to a couple of isolated supplier disruption issues are.

Our teams have been actively working on these situations and we expect them to be resolved during the fourth quarter.

Dave: Our teams have been active actively working on these situations and we expect them to be resolved during the fourth quarter.

Our favorable gross margin was driven by higher than expected pricing benefits across both segments.

Dave: Our favorable gross margin was driven by higher than expected pricing benefits across both segments.

and our lower than expected operating expenses after setting aside the earn-out adjustment were driven by the international sector.

Dave: Our lower than expected operating operating expenses after setting aside the earn out adjustment were driven by the international segment.

Dave: Moving on to the sequential comparison of our third quarter results versus the second quarter adjusted operating income of $50 million in the third quarter represented a sequential decrease of $3 million is 23 as a $23 million decrease in the Americas was mostly offset by a <unk>.

Moving on to the sequential comparison of our third quarter results versus the second quarter, adjusted operating income of $50 million in the third quarter represented a sequential decrease of $3 million. As a $23 million decrease in the Americas was mostly offset by a $20 million improvement in international development.

Dave: <unk> million dollars improvement in international.

The decline in the Americas was driven by typical revenue seasonality at Smith System, partially offset by the land and fixed asset gains, and a portion of the earn-out revaluation.

Dave: The decline in the Americas was driven by typical revenue seasonality at Smith system, partially offset by the land and fixed asset gains and a portion of the earn out revaluation.

The improvement in international was driven by higher revenue, improved gross margin, and lower operating expenses in addition to their portion of the earn-out adjustment.

Dave: The improvement in international was driven by higher revenue improved gross margin and lower operating expenses. In addition to their portion of the earn out adjustment.

As it relates to cash flow in the balance sheet, our total liquidity strengthened by $110 million during the quarter. We generated $120 million of cash from operations, which was driven by $74 million of adjusted EBITDA and a $22 million reduction in working capital as we collected receivables from the strength of our education business in the summer and we continued to manage down our inventory level.

Dave: As it relates to cash flow and the balance sheet, our total liquidity strengthened by $110 million during the quarter we.

Dave: We generated $120 million of cash from operations, which was driven by $74 million of adjusted EBITDA.

Dave: And a $22 million reduction in working capital as.

Dave: As we collected receivables from the strength of our education business in the summer and we continued to manage down our inventory levels.

Our liquidity totaled $425 million at the end of the quarter, and our total aggregated debt was $446 million.

Dave: Our liquidity totaled $425 million at the end of the quarter and our total aggregated debt was $446 million.

Our trailing four-quarter adjusted EBITDA is $264 million, or 8.3% of revenue, reflecting a 270 basis point improvement over the same timeframe last year.

Dave: Our trailing four quarter, adjusted EBITDA is $264 million or eight 3% of revenue.

Dave: Selecting a 270 basis point improvement over the same timeframe last year.

Orders in the quarter were in line with our expectations and grew 15% compared to the prior year and modestly on a sequential basis versus the second quarter.

Dave: Orders in the quarter were in line with our expectations and grew 15% compared to the prior year and modestly on a sequential basis versus the second quarter.

The year-over-year growth includes an increase of 16% in the Americas and 10% in international.

Dave: The year over year growth included an increase of 16% in the Americas, and 10% and international.

The order growth in the Americas was primarily driven by large corporate customers across both continuing and project business.

Dave: Order growth in the Americas was primarily driven by large corporate customers across both continuing and project business.

while international was primarily driven by over 40% growth in Asia Pacific.

Dave: While international was primarily driven by over 40% growth in Asia Pacific.

The growth in Asia-Pacific was driven by notable strengths in India and Southeast Asia and was partially offset by continued softness in China.

Dave: The growth in Asia Pacific was driven by notable strength in India, and Southeast Asia and was partially offset by continued softness in China.

In EMEA, orders grew modestly over the prior year and included growth in France and Iberia offset in part by declines in some other markets such as the UK.

Dave: In EMEA orders grew modestly over the prior year and included growth in France in Iberia offset in part by declines in some other markets such as the U K.

Turning to our outlook for the fourth quarter, our Q3 orders grew 15% and orders during the first three weeks of Q4 grew by 7% compared to the prior year. However, our beginning backlog was down 10% compared to the prior year, which was impacted by customer orders that had accumulated in part due to supply chain disruptions and extended delivery time.

Dave: Turning to our outlook for the fourth quarter, our Q3 orders grew 15% and orders during the first three weeks of Q4 grew by 7% compared to the prior year How's.

Dave: However, our beginning backlog was down 10% compared to the prior year, which was impacted by customer orders that had accumulated in part due to supply chain disruptions and extended delivery timeframe.

As a result, we expect to report revenue within a range of $765 to $790 million, which would be approximately flat on an organic basis compared to the prior year.

Dave: As a result, we expect to report revenue within a range of 765% to $790 million, which would be approximately flat on an organic basis compared to the prior year.

We expect a report adjusted earnings per share of between $0.19 and $0.23, which compares favorably to $0.19 in the prior year.

Dave: We expect to report adjusted earnings per share of between 19% and 23 cents.

Dave: Which compares favorably to 19.

Dave: In the prior year.

In addition to the projected range of revenue, the adjusted earnings estimate includes estimated gross margin of approximately 31.5 percent.

In.

Dave: In addition to the projected range of revenue. The adjusted earnings estimate includes estimated gross margin of approximately 31, 5%.

projected operating expenses of between $210 to $215 million, which includes $4.3 million of amortization related to purchased intangible assets.

Dave: Projected operating expenses of between $210 million to $215 million, which includes $4 3 million of amortization related to purchased intangible assets.

And lastly, we expect interest expense and other non-operating items to net to approximately $3 million of expense.

Dave: And lastly, we expect interest expense and other non operating items to net to approximately $3 million of expense and we are projecting an effective tax rate of approximately 24%.

And we're projecting an effective tax rate of approximately 24%.

As we begin to think about fiscal 2025, we expect to target organic revenue growth and improved earnings compared to fiscal 2024, adjusted for items like the asset sale gains recorded over the last two quarters and the earn-out revaluation recorded in the current quarter.

Dave: As we begin to think about fiscal 2025, we expect to target organic revenue growth and improved earnings compared to fiscal 2024 adjusted for items like the asset sale gains recorded over the last two quarters and the earn out revaluation recorded in the.

Dave: Current quarter.

We remain optimistic about the growing number of companies in the United States that are emphasizing physical presence in their offices for a minimum number of days per week as we believe it has positively impacted order levels over the last three quarters in our business.

Dave: We remain optimistic about the growing number of companies in the United States that are emphasizing physical presence in their offices for a minimum number of days per week as we believe it has positively impacted order levels over the last three quarters in our business.

At the same time, we expect to begin next year with a backlog of customer orders that is lower than the prior year.

Dave: At the same time, we expect to begin next year with a backlog of customer orders that is lower than the prior year.

Thus, it's likely that revenue growth will lag any projected order growth in fiscal 2025.

Dave: Thus, it's likely that revenue growth will lag any projected order growth in fiscal 2025.

While we continue to target midterm organic revenue growth between 5% to 7%, a lower level of organic revenue growth is a more plausible scenario for fiscal 2025 based on the current outlook.

While we continue to target mid term organic revenue growth between 5% to 7% a lower level of organic revenue growth is a more plausible scenario for fiscal 2025 based on the current outlook.

We remain focused on our gross margin improvement and other fitness initiatives to help fund investments in our growth and diversification strategies, and we remain committed to improving the levels of profitability in our international segment.

Dave: We remain focused on our gross margin improvement and other fitness initiatives to help fund investments in our growth and diversification strategies.

Dave: And we remain committed to improving the levels of profitability in our international segment.

So to reiterate, we expect to target improved operating performance again next year, and we plan to provide a more detailed outlook in March. From there, we will

Dave: So to reiterate we expect to target improved operating performance again next year and.

Dave: And we plan to provide a more detailed outlook in March.

Dave: From there we will turn it over for questions.

At this time I would like to.

At this time, I would like to remain one in order to ask a question. Please press star followed by the number one on your telephone keypad. We'll pause for a moment just to compile the Q&A raw.

Dave: In order to ask a question. Please press star followed by the number one on your telephone keypad.

Dave: For a moment.

Dave: To compile the Q&A roster.

Your first question comes from the line of Ruben Garner from the Benchmark Company. Please go ahead. Your line is open. Thank you.

Dave: Your first question comes from the line of Reuben Garner from the Benchmark Company. Please go ahead. Your line is open.

Reuben Garner: Thank you and good morning, everybody.

Reuben Garner: Good morning.

Dave, maybe just to start where where you ended there with the 25 outlaw, can you can you help me with, you know, it seems like some orders are maybe being pushed out because of fulfillment challenges. Can you walk me through the backlog math and why maybe next year revenue might trail orders despite what appears to be maybe a little bit of push out into the early part of your fiscal 25 from from this order.

Reuben Garner: Dave maybe just to start where you ended there with the 25 outlook can you can you help me with.

Dave: It seems like some orders are maybe being pushed out because of fulfillment.

Dave: Challenges.

Dave: Can you walk me through the backlog math and why maybe next year.

Dave: Revenue might trail orders, despite what appears to be maybe a little bit pushed out into the early part of your fiscal 'twenty five from from this order strength.

Speaker Change: Well Reuben we're simply modeling that backlog will still be down compared to last year and that will impact.

Well, Ruben, we're simply modeling that backlog will still be down compared to last year, and that will impact.

You know the next year revenue growth rates, so if if orders

Speaker Change: The next year revenue.

Speaker Change: Growth rates.

Speaker Change: If orders.

grow at x and the backlog is down by y at least

Speaker Change: Grow at X and the backlog is down by one at least.

You know, a quarter or 20% of that decline in backlog is going to impact revenue growth.

Speaker Change: A quarter or 20% of that decline in backlog is going to impact the revenue growth.

So it's just that math that we're talking about. There's really not a lot of, I would say, significant disruption happening in the business currently. We have a couple of suppliers.

Speaker Change: So it's just that math that we're talking about there is really not a lot of I would say significant disruption happening in the business. Currently we have a couple of suppliers.

that have extended delivery dates. Frankly, they're suppliers that deliver for the entire industry.

Speaker Change: That have extended delivery dates frankly their suppliers.

Deliver for the entire industry. So.

So we were probably not alone in this, but we think they're going to have things resolved here pretty quick and we'll be back.

Speaker Change: So we are probably not alone in this but we think theyre going to have things resolved here pretty quick and we will be back.

kind of to our normal lead times and I would I would just reiterate that our lead times didn't really extend Significantly, it's that they didn't continue to come down from where they were a year ago Whether they were very high because of all the supply chain disruptions that everyone was

Speaker Change: To our normal lead times and I would I would just reiterate that our lead times didn't really extend significantly.

Speaker Change: Didn't continue to come down from where they were a year ago, whether they were very high because of all the supply chain disruptions that everyone was experiencing so we saw them come down in each of the last I think three or four quarters, we projected them to come down again modestly in the fourth quarter and the state or sorry in the third quarter.

So we saw them come down in each of the last, I think, three or four quarters. We projected them to come down again modestly in the fourth quarter, and they stayed, or sorry, in the third quarter, and they stayed flat with the second quarter.

Speaker Change: And they stayed flat with the second quarter.

So it impacted our revenue by, I don't know, like $10, $15 million.

Speaker Change: So it impacted our revenue by I don't know 10 $15 million.

Okay, Great and then.

Okay, great. And then on the order strength, you reference large customers, can you give us any more detail on kind of end markets, you know, whether it be technology, finance, healthcare, you know, what's driving that and then any, any geographical sort of comments within the US, maybe areas that are bouncing back that we've, you know, have been under pressure the last.

Speaker Change: On.

Speaker Change: The order strength you referenced large customers can you give us any more detail on kind of end markets.

Whether it be.

Speaker Change: Technology Finance health care.

Speaker Change: Whats driving that and then any geographical sort of comments within the U S. Maybe areas that are bouncing back.

There have been under pressure the last couple of years.

I don't remember seeing any data that suggested it was driven by one particular region or one particular or a few particular vertical markets.

Speaker Change: I don't remember seeing any data that suggested it was driven by one particular region or one particular, a few particular vertical markets.

And, you know, surprisingly, you know, some of the areas that you would think would be more weak, they actually have been okay this year. We're keeping an eye on the West Coast and the tech sector, of course, but we've had business, a nice business that was generated earlier in the year and continues throughout this year.

Speaker Change: And.

Speaker Change: Surprisingly some of the areas that you would think.

Speaker Change: Would be more weak.

Speaker Change: They actually have been okay. This year.

Speaker Change: We're keeping an eye on the west coast in the tech sector of course, but we've had business a nice business that was generated earlier in the year and continues.

Speaker Change: Throughout this year.

So that's really notable across verticals and vertical markers.

Speaker Change: So nothing really notable across verticals and vertical markets.

Speaker Change: Okay, and then last one for me.

Okay, and then last one for me. So far this year, pretty strong cash flow balance sheets in good shape just any kind of comment on go forward cash flow how to think about it and then any changes in plans for uses of uses.

Speaker Change: So far this year pretty strong cash flow balance sheets.

Good shape, just any kind of comment on go forward cash flow how to think about it and then.

Speaker Change: Any changes in plans for.

Speaker Change: Uses of cash.

Well, we remain focused on our growth strategy primarily, and we have used bolt-on acquisitions to help accelerate some of our growth initiatives, so we're still in the market, keeping an eye out for various possibilities that might help our growth strategy, but to date, we've not found the right one at the right price, so we'll continue to sit on some of that liquidity in hopes that we will find the right one at the right price to help accelerate

Speaker Change: While we remain focused on our growth strategy, primarily and we have used bolt on acquisitions to help accelerate some of our growth initiatives. So we were still in the market keeping an eye out for various possibilities that might help or our growth strategy, but to date, we've not found the right one.

The right price. So we will continue to sit on some of that liquidity and hopes that we will find the right one at the right price to help accelerate.

our strategy. We also continue to fund a strong dividend. And we, as I think you'll remember, the board increased the authorization to repurchase shares the last quarter. So to the extent we have opportunities to

Speaker Change: Our strategy. We also continue to fund a strong dividend.

Speaker Change: We as I think Youll remember the board increased the authorization to repurchase shares the last quarter. So to the extent we have opportunities to.

by back shares, we will continue to look at that as also a means of using some of our liquidity.

Speaker Change: Buy back shares we will continue to look at that as also a means of using some of our liquidity.

Speaker Change: Great. Thanks, guys happy holidays, and happy new year.

Speaker Change: Thank you. Thank you.

Your next question comes from the line of Greg Burns from Sidoti. Please go ahead. Your line is open.

Speaker Change: Your next question comes from the line of Greg Burns from Sidoti. Please go ahead. Your line is open.

morning. With the fourth quarter guidance, could you just bridge us

Greg Burns: Good morning.

Greg Burns: With the.

Greg Burns: Fourth quarter guidance.

Could you just bridge us from.

reported to what you expect organic growth would be in terms of

Greg Burns: Reported two would you expect organic.

Greg Burns: Growth would be in terms of.

How much of that variance is because of maybe divestitures or anything that happened in the third quarter or what you expect in the fourth quarter? I'm just trying to understand.

Greg Burns: How much of that variance is because of maybe divestitures or anything that happened in the third quarter or would you expect in the.

Greg Burns: The fourth quarter I'm, just trying to understand.

Greg Burns: Where that lines up maybe where were the organic number lines up with where consensus was coming in.

where that lines up, maybe where the organic number lines up with where consensus was coming in.

Well, there was, you did mention the divestiture there. We did have a dealer divestiture in the quarter that you all probably were not thinking about. We hadn't talked about it. And that has a modest impact. It's a

Greg Burns: Well there was you did mentioned the divestiture there we did have.

Greg Burns: A dealer divestiture in the quarter that you all probably we're not thinking about we haven't talked about it.

Greg Burns: And that has a modest impact.

A decent size dealer, but we have a high share of wallet with them, so we lose the incremental margin between the dealer and the customer, as well as their service revenue and any supplemental third-party products that they're selling. I don't know exactly what that is per quarter, but it's probably more than $10 million per quarter of impact.

Greg Burns: A decent sized dealer, but we have a high share of wallet with them. So we lose the incremental margin between the dealer and the customer as well as their service revenue and any supplemental third party products that they're selling.

Greg Burns: Don't know exactly what that is per quarter, but it's probably more than $10 million per quarter.

Impact.

Greg Burns: Okay.

All right. And then in terms of, I guess you mentioned, you know, companies getting more strict with their, their back to office policies.

Greg Burns: Alright.

Greg Burns: And then in terms of I guess, you mentioned companies getting more strict with their <unk>.

Greg Burns: Back to office policies.

In terms of pipeline activity or conversations you're having with your customers, has anything – have you seen any meaningful change there or is it kind of still status quo with what you've talked about over the last couple quarters? How has the pipeline of activity looked?

Greg Burns: In terms of pipeline activity or conversations youre, having with your customers as anything.

Greg Burns: Have you seen any meaningful change there or is it kind of still status status quo with what we've what you've talked about over the last couple of quarters like how is the pipeline of activity looking.

Well, it looks pretty good. I'll start with opportunity creation, which has been okay, not great, but not bad. But our win rate among the opportunities has been quite strong for the last several quarters. I think Sarah has mentioned that previously and either quotes on the earnings release or in our comments on the analyst calls.

Greg Burns: Well it looks pretty good I will start with opportunity creation, which has been okay, not great, but not bad.

Greg Burns: But our win rate among the opportunities has been quite strong for the last several quarters I think Sarah has mentioned that previously in either quotes in the earnings release or in our comments on the analyst calls.

And that has helped our high-confidence part of the pipeline be higher than prior year. So we feel pretty good about that. We've got a nice backlog of projects that we've either competed for and already won and they're in our pipeline, or that we have high confidence in because it's a deep customer relationship, long history, and we think we're positioned well. So when we look at our high confidence,

Greg Burns: That has helped our high confidence part of the pipeline be higher than prior year. So we feel pretty good about that we've got a nice backlog of projects that we've either competed for and already won and they are in our pipeline or that we have high confidence in because it's a deep customer relationship long history.

Greg Burns: And we think we're positioned well so when we look at our high confidence portion of the pipeline, which is frankly, the most important part of it it is showing growth over prior year.

portion of the pipeline, which is frankly the most important part of it, it is showing growth over prior year.

Speaker Change: Okay, great. Thank you.

Speaker Change: Okay.

Your next question comes from the line of Steven Ramsey from Thompson Research Group. Please go ahead. Your line is open.

Your next question comes from the line of Steven Ramsey from Thompson Research Group. Please go ahead. Your line is open.

Steven Ramsey: Good morning, maybe to clarify on the delivery.

Good morning, maybe to clarify on the delivery issues that impacted the quarter. First, I assume deliveries are better you over here. Maybe you can confirm that and then is this a cost issue or simply timing and then maybe a third one to add on what are delivery times now versus pre pandemic level.

Steven Ramsey: Issues that impacted the quarter first I assume deliveries are better year over year, maybe you can confirm that and then.

Steven Ramsey: This cost issue we're simply.

Steven Ramsey: Timing and then maybe a third one to add on what are delivery times now versus pre pandemic levels.

Yeah. Good question, Steven. They are way better than they were a year ago. I don't remember exactly what they were in the third quarter, but they peaked at, like, 14 and a half weeks.

Speaker Change: Oh, yeah. Good good question, Stephen they are way better than they were a year ago I don't remember exactly what they were in the third quarter, but they peaked in late 14 five weeks.

And these, again, are a function of a lot of things. It's, you know, what is the requested delivery date by our customer, and then how do we acknowledge it based on our lead times and our supplier reliability? So it peaked a year ago, I think, in Q4 of FY22, maybe at 14 and a half, and that compares to pre-pandemic levels that were closer to eight and a half weeks.

Speaker Change: And these again are a function of a lot of things. It's what is requested delivery date by a customer and then how do we acknowledge it based on our lead times and our supplier reliability.

Speaker Change: So it peaked a year ago I think in Q4 of FY 'twenty two maybe at.

Speaker Change: At 14, five and that compares to pre pandemic levels.

Speaker Change: Were closer to eight five weeks.

We had been trending down from the 14 and a half and we were at 10, I think averaging 10 weeks inside of our America's core business in Q2, we thought it might come down a little bit into the nines this quarter and it stayed at 10.

Speaker Change: So we had been trending down from the $14 five and we were at 10, I think averaging 10 weeks inside of our Americas core business.

Speaker Change: In Q2, we thought it might come down a little bit into the nines this quarter and it stayed at 10.

Okay. That's helpful. Thank you for clarifying that.

Okay, that's helpful. Thanks for clarifying that. On the 2025 outlook, how much of that growth is driven by large corporate customers, how much of that is other verticals and some of your long term push to diversify that customer base.

Speaker Change: The 2025 outlook, how much of that growth is driven by large corporate customers. How much of that is other verticals and some of your long term push to diversify that customer base.

Well, I don't know that today I'm ready to talk about targeted growth rates across our vertical markets, but I will say that we expect large company to continue its momentum, which really began earlier in the fiscal year, and we believe is continuing to trend, and the positive trend we believe is correlated with a stronger return to the office and more activity that's being driven by people being present and identifying needs of

Speaker Change: Well I don't know that today I'm ready to talk about targeted growth rates across our vertical markets, but I will say that we expect large company to continue its momentum, which really began earlier in the fiscal year and we believe is continuing to trend.

Speaker Change: And the positive trend, we believe is correlated with <unk>.

Speaker Change: A stronger return to the office and more activity, that's being driven by people being present and identifying needs to.

Speaker Change: To change.

That said, I think we'll also target and see growth across our vertical markets. I don't know that we'll see it in every vertical market. We've talked in the past as an example for healthcare. We're seeing growth on the clinical side, but the decline's on the admin side. So in total, I don't know yet what we're going to target for that vertical in particular.

Speaker Change: That said I think we will also target and see growth across our vertical markets I don't know that we will see it in every vertical market. We've talked in the past as an example, where health care, we're seeing growth on the clinical side, but the declines on the admin side. So in total I don't I don't know yet what we're going to target for that vertical and.

Speaker Change: In particular I'd be surprised if we werent targeting growth in education that remains a very strong positive vertical for us and things are indicating.

I'd be surprised if we weren't targeting growth in education that remains a very

strong, positive, vertical for us, and things are indicating

that trends are indicating that we should be able to target growth across that vertical, but to what degree and how that compares to large co-ids.

Speaker Change: The trends are indicating that we should be able to target growth across that vertical but to what degree and how that compares to large co I don't I don't know.

I don't know that today, might be more detail that we'd be able to share.

Know that today.

Speaker Change: Might be more detail that we'd be able to share in March.

Sure. Totally understand. Last thing from me, thinking about the next leg of growth for the office furnishings industry, do you think there's an incremental catalyst beyond just RTO grinding forward or is it just kind of the continued momentum of more workers being back in the office more days in the coming months and years?

Sure totally understand lasting from B thinking about the next leg of growth for the office furnishings industry. Do you think there is an incremental catalyst beyond just RTL grinding forward.

Speaker Change: Or is it just kind of just the continued momentum of <unk>.

Speaker Change: More workers being back in the office more days in the coming months and years.

Speaker Change: Well, maybe I'll start and then I'll, let Sarah pile on and I'll just quickly say, yes.

Well, maybe I'll start and then I'll let Sarah pile on. I'll just quickly say yes. I mean, I think not only do people need to get back into the office, I have a strong belief that people are better when they're together. But the office has not configured to support the new ways of working, which I'm sure Sarah wants to talk more about. Yeah, no, I'll jump into that and I would agree. I think the answer is yes. I mean, certainly.

Speaker Change: I think not only the people need to get back into the office.

Speaker Change: We have a strong belief that people are better when they're together.

But the office is not configured to support new ways of working which I'm sure Sarah let's talk more about.

Sarah Armbruster: Yeah, no I'll jump into that and I would agree I think the answer is yes, I mean certainly.

You know, return to office will, we believe drive continued interest in our business and our sector, but beyond that, and they've just said, I think offices in general.

Sarah Armbruster: Turning to office will we believe drive continued interest in our business in our sector, but beyond that as Dave just said I think offices in general.

Are not configured to support the ways people are looking to work so whether that's privacy and focus whether that's supporting collaboration

Sarah Armbruster: Are not configured to support the way people are looking to work so whether thats privacy focus whether that's supporting collaboration whether thats, helping rebuild social connections and personal engagement and wellbeing I think all of those things are kind of open question that lots of organizations are thinking about and trying to make investments to support.

Whether that's helping rebuild social connections and, you know, personal engagement and well-being. I think all of those things are kind of open questions that lots of organizations are thinking about and trying to make investments in support. I would also say even beyond that, you know, I think the future is going to be no different from the past in the sense that there will continue to be broader.

Sarah Armbruster: I would also say even beyond that I think.

Sarah Armbruster: The future is going to be no different from the past in the sense that that will continue to be broader.

I'll say macro level trends that I think can also provide even support to our business. For example, I was in Mexico City with our team down there a couple weeks ago and they were talking about how much the nearshoring trends.

Sarah Armbruster: I will say macro level trends that I think can also provide it as a.

Sarah Armbruster: A portion of our business for example, I was in Mexico City with our team down there a couple of weeks ago and they were talking about how much the near shoring trend is driving opportunity for them as companies from around the world.

is driving opportunity for them as companies from around the world look to make different geographic choices and that's leading to a real boom of opportunity. I think we also, you know, probably all have lots of really interesting questions about how things like the growth of AI is going to change.

Sarah Armbruster: But to make different geographic choices and that's leading to a real business opportunity I think we also probably all have lots of really interesting questions about how things like the growth of AI is going to change.

businesses and Cogniz for hiring or different kinds of jobs or, you know, entire new companies kind of cropping up, so I think we're always also looking at those kinds of, you know, changes in the broader landscape and thinking about how we can target, you know, our innovation and our solution to help organizations as they adapt to those things. So I think there are likely to be multiple, you know, multiple things happening that provide potential for growth for us across our business.

Sarah Armbruster: <unk> and cause me for hiring or different kinds of jobs or entirely new companies kind of cropping up. So I think we're always also looking at those kinds of.

Sarah Armbruster: Changes in the broader landscape and thinking about how we can target our innovation and our solution to help to help organizations as they adapt to those things. So I think there are likely to be multiple.

Sarah Armbruster: Multiple things happening that that provide.

Sarah Armbruster: Cancel for growth for us across our business.

Speaker Change: That's great. Thank you.

Again, if you would like to ask a question, please press star then the number one on your telephone keypad.

Speaker Change: Again, if you would like to ask a question. Please press Star then the number one on your telephone keypad.

Your next question comes from the line of Bud Bukaj from Water Tower Research. Please go ahead. Your line is open.

Speaker Change: Your next question comes from the line of Budd <unk> Ghosh from water Tower Research. Please go ahead. Your line is open.

Thank you for my thank you thank you happy holidays to all and congratulations on the quarter

Hi, Thank you for my Thank you. Thank you happy holidays to all and congratulations on the quarter.

Let me try and get out of the noise here. Let me ask just a couple of questions. Dave, on the guidance.

Speaker Change: Thank you that's all I can get out of the noise here.

Speaker Change:

Speaker Change: Let me ask just a couple of questions David on the guidance.

You're at 31.5% for the upcoming quarter, and you reported 32.4, I think, for the third. Is there a way to get from the gross margin guidance from what you reported in the third quarter to what you're looking for for fourth?

Speaker Change: At 31, 5% for the.

David: The upcoming quarter, you reported 32, four I think for.

David: The third is there a way to get from the.

The gross margin guidance from what you reported in the third quarter to what Youre looking for for fourth.

Speaker Change: Yeah, a little bit of it has to do with the inefficiencies that we tend to see in January and February when production slows down in la.

Yeah, a little bit of it has to do with the inefficiencies that we tend to see in January and February when our production slows down and we leverage that opportunity to enhance or increase our maintenance, equipment maintenance in the facility.

Speaker Change: Leverage that opportunity to enhance or increase our maintenance equipment maintenance in the facilities.

That's really the biggest driver that we see between the two quarters. And that's really a global situation. You know, in Asia we have Chinese New Year where we shut down for a week or 10 days and we also go through.

That's really the biggest driver that we see between.

Speaker Change: The two quarters and Thats really a global situation in Asia, we have Chinese new year, where we shut down for a week or 10 days and we also go through.

kind of our annual maintenance work in January and February in Europe .

Speaker Change: Our annual maintenance work in January and February in Europe.

Speaker Change: Okay that makes good sense.

Okay, that makes a nice good sense. Congratulations on international. Obviously, a lot of work has been going in there. Is that persistent? You can see the persistent lower expenses and do we see, do we look for operating profits going forward quarterly from international, maybe with the exception of the vacation quarter?

Congratulations Warner International obviously, a lot of work has been going in there or is that persistence.

Speaker Change: As you can see the persistent lower expenses and do we do.

Speaker Change: Do we look for operating profits going forward quarterly from my International maybe with the exception.

Speaker Change: The vacation quarter.

Yeah, we are projecting profitability in both of me and Asia Pacific for Q4, and we'll see what next year looks like, but I like how the

Speaker Change: Yes, we are projecting.

Speaker Change: Profitability in both EMEA and Asia Pacific for Q4.

Speaker Change: Well, we'll see what next year looks like but I like how the.

The activity levels have been trending. The opportunity creation in Europe is actually not bad. It's actually decent. There are a number of relatively large project opportunities that have surfaced in the last 90 to 120 days that we're working on.

Speaker Change: The activity levels have been trending the opportunity creation in Europe is actually not bad its actually decent.

Speaker Change: A number of relatively large project opportunities that have surfaced in the last 90 to 120 days that we are working on.

and we'll compete for and we it just it feels like activity level there is just a degree or two higher.

Speaker Change: And we will compete for and.

Speaker Change: It just it feels like activity level. There is just a degree or two higher than it is in the Americas and certainly then you might traditionally expect based on the macroeconomic environment and I think a lot of that has to do with the fact that they are in fact more back in the office and they recognize that they need to change their office.

than it is in the Americas, and certainly then you might traditionally expect based on the macroeconomic environment, and I think a lot of that has to do with the fact that they are, in fact, more back in the office.

and they recognize that they need to change their office environment.

Speaker Change: Environment. So yes, we feel feel good the teams are working very hard driving a lot of cost reduction.

So yeah, we feel good. The teams are working very hard, driving a lot of cost reduction, continuing to realize pricing benefits, and we saw a little nice uptick in our win rate in Europe and in Asia as well. So I think we have the right applications, the right sales teams, and we're competing effectively.

<unk> to realized pricing benefits and we saw a little nice uptick in our win rate in Europe and in Asia as well. So I think we have the right applications. The right sales teams in there we're competing effectively.

Okay, and last for me before my my holiday wish is the large corporate customers that seem to be your your seem to be gaining them either share or with them, maybe both share and win rates and.

Speaker Change: Okay and last for me.

Speaker Change: Before by my holiday wish is.

Speaker Change: The large corporate customers that seem to be you seem to be gaining.

Speaker Change: Either share or with maybe both share and win rates and.

the behavior that we're seeing out of those large corporate customers. We've heard CEOs all over the state say they want their people back in the office and we've seen pushback being notably written about and talked about. Sarah, what are you seeing and how are they successfully getting people back into the office and what's happening on that front? Can you give us a feel of how that looks going forward and how what you've seen most recent?

Speaker Change: The behavior that we're seeing out of those large corporate customers. We've heard CEO, who is all over this.

Speaker Change: They say they want their people back in the office and we've seen pushback being.

Speaker Change: Being notably written about and talked about.

Speaker Change: What are you seeing and how are they how are they successfully getting people back into the office and.

Speaker Change: What's happening on that front can you give us a feel of how that looks going forward.

Speaker Change: <unk> seen most recently.

Sure, so we've, you know, we've certainly seen many companies working hard to encourage

Speaker Change: Sure.

Speaker Change: We've certainly seen.

Speaker Change: Many companies working hard to encourage.

their employees to be back in the office for, you know, some period of time. And I think, you know, many of the organizations that we work with are doing that, you know, first by being clear about their expectations, but more importantly by, you know, making sure that they're really highlighting what is it about the office that can make that a really terrific place to help people do their best work. So what are the amenities, what are the tools, what are the ways in which the office can support better work? And I think companies that we work with are trying to put their investments

Speaker Change: Their employees to be back in the office for some period of time and I think.

Many of these organizations that we work with are doing that first by being clear about their expectations, but more importantly by.

Speaker Change: Making sure that they are really highlighting what is it about the office that can make that a really terrific place to help people do their best work. So what are the amenities one of the tools what are the ways in which the office can support better work and I think companies that we work with are trying to put their investments.

You know, behind that, in terms of spaces that really support those behaviors, like I talked about a minute ago, so thinking about, you know, how do we create great environments for people to focus? How do we create great places for people to connect with one another in, like, you know, deeply human and personal ways? How do we support well-being? How do we support collaboration to foster, you know, innovation? You know, how are those organizations looking at their sustainability goals and thinking about spaces that...

Speaker Change: Behind that in terms of states is that really support those behaviors like I talked about a minute ago as I'm thinking about how do we create great environment for people to focus how do we create great places for people to connect with one another.

Speaker Change: Deeply human and personal ways.

Speaker Change: Do we support wellbeing, how do we support collaboration to foster.

Speaker Change: Innovation.

How are how are those organizations looking at their sustainability goals and thinking about spaces that that support those fall. So I think those are the kinds of things we continue to hear.

That support those goals. So I think those are the kinds of things we continue to hear, you know, from the organizations that we work with and they believe and I think they're seeing, you know, some evidence that when you.

Speaker Change: You know from the organizations that we work with and they believe and I think they're seeing some evidence that when you when you create a really terrific space that can support people in these critical ways.

When you create a really terrific space that can support people in these critical ways, it becomes a draw and people find that kind of environment energizing and supportive and they'll spend time there.

Speaker Change: It becomes a draw and people people people find that kind of environment, energizing and supportive and they will spend time there. So so.

Speaker Change: So I think thats broadly what I would say, we're seeing across our client base, especially with large organizations.

Thank you and well congratulations on the progress so far this year and happy holidays and best wishes to everybody for a happy holiday season and certainly for a healthy and happy and hopefully a peaceful new year.

Speaker Change: Thank you and congratulations on the progress so far this year and happy.

Speaker Change: Happy holidays, and best wishes to everybody for a happy holiday season, and certainly for a healthy and happy.

Speaker Change: Hopefully peaceful new year.

Speaker Change: Thank you. Thank you.

Speaker Change: Okay.

There are no further questions at this time. Ms. Armbrunster, I turn the call back over to you.

There are no there are no further questions at this time Ms arm Bernstein I turn the call back over to you.

Well, thank you all for joining us today. We appreciate as always your interest in Steelcase, and I want to wish everyone a happy holidays. Thank you.

Sarah Armbruster: Well. Thank you all for joining US today, we appreciate as always your interest in steelcase and I want to wish everyone a happy holidays. Thanks.

This concludes today's conference call. You may now disconnect.

Sarah Armbruster: This concludes today's conference call you may now disconnect.

Sarah Armbruster: Okay.

Sarah Armbruster: Yeah.

Okay.