Q2 2024 Diebold Nixdorf Inc Earnings Call
Speaker Change: Hello everyone and welcome to the Q2 2024 Diebold Nixdorf earnings call.
Charlie: My name is Charlie, and I'll be coordinating the call today. You'll have the opportunity to ask a question at the end of the presentation. If you'd like to register a question, please press star followed by one on your telephone keypad.
Charlie: My name is Charlie and I'll be coordinating the call today. You will have the opportunity to ask a question at the end of the presentation. If you'd like to register a question please press star followed by one on your telephone keypad. I'd now like to turn the call over to our host Chris Sikora to begin. Chris please go ahead.
Christopher Sikora: On our lights, turn the call over to our host, Chris Sikora, to begin.
Operator: I'd now like to turn the call over to our host, Chris Sikora, to begin. Chris, please go ahead.
Christopher Sikora: Chris, please go ahead. Hello, everyone, and welcome to our second quarter 2024 earnings call. To accompany our prepared remarks, we have posted our slide presentation.
Christopher Sikora: Hello everyone, and welcome to our second quarter 2024 earnings call. To accompany our prepared remarks, we have posted our slide presentation in the Investor Relations section of our website. Before we start, I will remind all participants that you will hear forward-looking statements during this call. These statements reflect the expectations and beliefs of our management team at the time of the call. But they are subject to risks that could cause actual results to differ materially from these expectations.
Chris Sikora: Hello, everyone, and welcome to our second quarter 2024 earnings call. To accompany our prepared remarks, we have posted our slide presentation to the investor relations section of our website.
Christopher Sikora: To the Investor Relations section of our website. Before we start, I will remind all participants that you will hear forward-looking statements during this call. These statements reflect the expectations and beliefs of our management team at the time of the call. But they are subject to risk that could cause actual results to differ materially from the statement. You can find additional information on these factors in the company's periodic and annual filings with the SEC. The participants should be mindful that subsequent events may render this information to be out of date.
Christopher Sikora: You can find additional information on these factors in the company's periodic and annual filings with the SEC. However, participants should be mindful that subsequent events may render this information out of date. We will also be discussing certain non-GAAP financial measures on today's call. As noted on slide three, a reconciliation between GAAP and non-GAAP measures can be found in the supplemental schedules of the presentation. With that, I'll turn the call over to Octavio.
Chris Sikora: Before we start, I will remind all participants that you will hear forward-looking statements during this call. These statements reflect the expectations and beliefs of our management team at the time of the call.
Chris Sikora: But they are subject to risk that could cause actual results to differ materially from these statements.
Chris Sikora: You can find additional information on these factors in the company's periodic and annual filings with the SEC. Participants should be mindful that subsequent events may render this information to be out of date.
Christopher Sikora: We will also be discussing certain non-GAAP financial measures on today's call.
Octavio Marquez: As noted, I'm slide three. A reconciliation between GAAP and non-GAAP measures can be found in the supplemental schedules of the presentation, with the alternative call over to Octavio. Thank you, Chris, and thank you all for joining us today.
Octavio Marquez: Thank you, Chris, and thank you all for joining us today. I am happy to have our new Chief Financial Officer, Tom Pimko, with me this morning for our first earnings call together. Before we discuss the quarterly results, I wanted to give Tom an opportunity to introduce himself and share some key takeaways from his first couple of months on the job.
Chris Sikora: Thank you, Chris, and thank you all for joining us today.
Octavio Marquez: I am happy to have our new Chief Financial Officer, Tom Timgo, with me this morning for our first earnings call together.
Thomas Timko: Before we discuss the quarterly results, I wanted to give Tom an opportunity to introduce himself and share some key takeaways from his first couple of months on the job.
Chris Sikora: Before we discuss the quarterly results, I wanted to give Tom an opportunity to introduce himself and share some key takeaways from his first couple of months on the job. Tom.
Thomas Timko: Tom, thanks, Octavio. I want to start out by thanking the leadership team for welcoming me to the company. It has been an extremely productive first 60 days or so on a job. So far, my most encouraging takeaway is seeing confirmation and reinforcement of my initial rationale for joining the company. In my previous roles at GE and GM, I helped lead successful multi-year transformations. I see many of the same characteristics developing here as I saw from my prior experiences. Profitable revenue growth, margin expansion, and improving free cash flow.
Tom Pimko: Thanks, Octavio. I want to start out by thanking the leadership team for welcoming me to the company. It has been an extremely productive first 60 days or so on the job. So far, my most encouraging takeaway is seeing confirmation and reinforcement of my initial rationale for joining the company. In my previous roles at GE and GM, I helped lead successful multi-year transformations. I see many of the same characteristics developing here as I saw from my prior experience.
Tom: So far, my most encouraging takeaway is seeing confirmation and reinforcement of my initial rationale for joining the company. In my previous roles at GE and GM, I helped lead successful multi-year transformations.
Tom: I see many of the same characteristics developing here as I saw from my prior experiences. Profitable revenue growth, margin expansion, and improving free cash flow.
Tom Pimko: Profitable Revenue Growth, Margin Expansion, and Improving Free Cash. This, coupled with bringing a more disciplined and linear approach to how we run the business, will reduce our dependency on a historically strong 4Q and create the opportunity to unlock significant shareholder value. That's what excites me the most about being here, and I'm looking forward to many more earnings calls and investor meetings to share our progress with you. Octavio, back to
Thomas Timko: This coupled with bringing a more disciplined and linear approach to how we run the business will reduce our dependency on a historically strong 4Q and create the opportunity to unlock significant shareholder value. That's what excites me the most about being here, and I'm looking forward to many more earnings calls and investor meetings to share our progress with you.
Octavio Marquez: Octavio, thank you. Thanks, Tom.
Octavio Marquez: Thanks, Tom. And again, we're happy to have you with us. Now to begin on slide four, second quarter results were strong as we remained focused on serving our customers and continued to improve our operational execution. Our efforts are generating positive results as we finish the first half with strong profitability and record free cash flow performance. The combination of our market-leading product and service solutions, along with the team's commitment to continuous improvement, provides a strong foundation for long-term performance.
Octavio Marquez: And again, we're happy to have you with us now to begin on slide four. Second quarter results were strong as we remain focused on serving our customers and continued to improve our operational execution. Our efforts are generating positive results as we finish the first half with strong profitability and record free cash flow performance. The combination of our market leading product and service solution. along with the team's commitment to continuous improvement, provides a strong foundation for long-term performance. Given our strong year-to-date execution, we are updating our 2024 financial outlook to reflect higher profitability. We are well-positioned for future success and are focused on continuing our momentum into the second half of the year.
Tom: Thanks, Tom. And again, we're happy to have you with us.
Speaker Change: Second quarter results were strong as we remained focused on serving our customers and continued to improve our operational execution.
Speaker Change: The combination of our market-leading product and service solutions, along with the team's commitment to continuous improvement, provides a strong foundation for long-term performance.
Octavio Marquez: Given our strong year-to-date execution, we are updating our 2024 financial outlook to reflect higher profitability. We are well positioned for future success and are focused on continuing our momentum into the second half of the year. Our efforts are also building a stronger company for our employees and our, and our teams are building a renewed sense of pride and openness to adopt a continuous improvement mindset.
Speaker Change: We are well positioned for future success and are focused on continuing our momentum into the second half of the year.
Octavio Marquez: Our efforts are also building a stronger company for our employees and our customers. We are focused on executing, and our teams are building a renewed sense of pride and openness to adopt a continuous improvement mindset. We can all see the early returns of our work as evidenced by our first half performance. Customers remain at the center of everything we do, and we continue winning in the market. Second quarter product backlog remains above 1 billion. A strong demand environment and banking for a DNC with ATMs is helping offset market-related product revenue headwinds in retail. However, we remain positive on the long-term outlook for the retail self-service market.
Octavio Marquez: We can all see the early returns of our work as evidenced by our first half performance. Customers remain at the center of everything we do, and we continue winning in the market. Our second quarter product backlog remains above $1 billion.
Speaker Change: We can all see the early returns of our work, as evidenced by our first half performance.
Speaker Change: Customers remain at the center of everything we do, and we continue winning in the market.
Speaker Change: Second quarter product backlog remains above $1 billion.
Octavio Marquez: A strong demand environment in banking for DN Series ATMs is helping offset market-related product revenue headwinds in retail. However, we remain positive on the long-term outlook for the retail self-service market. This points to the balance in our model and the benefit of end market diversification, which has allowed us to drive higher profitability for the company. I tasked the retail leadership team with becoming the number one self checkout shipment provider in. Moving to slide five.
Speaker Change: However, we remain positive on the long-term outlook for the retail self-service market.
Octavio Marquez: This points to the balance in our model and the benefit of end-market diversification, which has allowed us to drive higher profitability for the year.
Octavio Marquez: When I came on board as CEO, I passed the retail leadership team with becoming the number one self-checkout shipment provider in Europe. The 2023 RBR retail market update confirmed the team achieved this remarkable milestone, and now our attention turns to accelerating growth in the Americas. I am proud of our team as we keep building operating momentum each quarter and stay focused on delivering for our customers.
Speaker Change: When I came on board as CEO , I tasked the retail leadership team with becoming the number one self-checkout shipment provider in Europe .
Speaker Change: The 2023 RBR Retail Market Update confirmed the team achieved this remarkable milestone. And now, our attention turns to accelerating growth in the Americas.
Octavio Marquez: Moving to slide five. Two quarters ago, we introduced the DN flywheel to help us visualize our longer-term continuous improvement objectives. The flywheel always starts with people who make people next door for great company. We are investing in our people so we can implement world-class operations, create leading-edge products, and deliver superior service. In addition to bringing Tom in at our CFO, we also added to the team a Vice President of Global Lean and Kaizen Promotion, who is accelerating the adoption of continuous improvement across the company.
Octavio Marquez: Two quarters ago, we introduced the DN flywheel to help us visualize our longer-term continuous improvement objectives, which make Diebold Nixdorf a great company. Banking product revenue is up 16% year over year, and banking product gross margin is up 770 basis points. Our service margin continues to improve sequentially, while we remain focused on exceeding customer requirements. On this slide, we are showing an example of the ATM lock assembly, where we implemented five safety enhancements and improved manufacturing efficiency and cost.
Speaker Change: Moving to slide 5.
Speaker Change: Two quarters ago, we introduced the DN Flywheel to help us visualize our longer-term continuous improvement objectives.
Speaker Change: In addition to bringing Tom in as our CFO , we also added to the team a vice president of global lean and Kaizen promotion, who is accelerating the adoption of continuous improvement across the company.
Octavio Marquez: At the board level, this morning we announced the addition of two new directors, Mara Marcus and Colin Paris. Their extensive experience in banking and technology sectors, with Mara coming from Bank of the West and Citigroup, and Colin from GE and IBM, will be significant assets and will further strengthen our already strong board. We will continue to develop and attract new talent to the company that will help us deliver profitable revenue growth, growth margin expansion, and improve free cash flow conversion. We continue to see strong demand for our DN series ATMs and increase adoption of recycling.
Speaker Change: At the board level, this morning, we announced the addition of two new directors, Mara Marquez and Colin Parris.
Speaker Change: Their extensive experience in banking and technology sectors, with Mara coming from Bank of the West and Citigroup, and Colin from GE and IBM, will be significant assets and will further strengthen our already strong board.
Octavio Marquez: Technology. Banking product revenue is up 16% year over year, and banking product gross margin is up 770 basis points. This is a good example of the end innovation driving profitable and more linear revenue. A consistent theme you will hear throughout today's call is improved operating profit driven by gross margin expansion and operating expense discipline. Our service margin continues to improve sequentially while we remain focused on exceeding customer requirements. To better serve our customers, we are investing in our North America service organization by implementing a cloud-based service suite to further improve customer support. This will help our field technicians dispatch centers and help us serve our customers more effectively while also driving efficiencies across our operations.
Speaker Change: A consistent theme you will hear throughout today's call is improved operating profit driven by gross margin expansion and operating expense discipline.
Speaker Change: This will help our field technicians, dispatch centers, and help desks serve our customers more effectively, while also driving efficiencies across our operations.
Octavio Marquez: Moving to slide 6. While we are in the early stages of implementing lean operations, I continue to be very encouraged by the developments we have seen so far. Our teams are prioritizing safety, quality, delivery, and cost. Our North-Canton manufacturing team has completed seven Kyson events. On the slide, we are showing an example of the ATM lock assembly Kyson where we implemented five safety enhancements and improved manufacturing efficiency and cost. We plan to roll out similar events in Powderborne in the second half of the year. These examples are helping set the standard of expectation for the rest of our company.
Octavio Marquez: We plan to roll out similar events in Potterborn in the second half of the year. And we are just at the beginning of what I think is possible across our global footprint as our teams embrace this operating model.
Speaker Change: We plan to roll out similar events in Potterborn in the second half of the year.
Speaker Change: These examples are helping set the standard of expectation for the rest of our company.
Octavio Marquez: We are just in the beginning of what I think is possible across our global footprint as our teams embrace the operating mindset.
Thomas Timko: With that, I will turn the call over to Tom to go through our financial results. Thanks, Octavia. Starting on slide 7 with an overview of our non-GAAP results, the second quarter represents another strong performance as we remain focused on our continuous improvement flywheel and work towards more linear quarters. Revenue of 940 million increased 2.4 percent, and gross margin expanded by 300 basis points year over year. Gross margin has now expanded sequentially for six straight quarters and year over year. Banking continues to generate disciplined, profitable revenue growth driven by our DN series units and improving service performance.
Speaker Change: The second quarter represents another strong performance as we remain focused on our continuous improvement flywheel and work towards more linear quarters.
Octavio Marquez: Revenue of $940 million increased 2.4%, and gross margin expanded by 300 basis points year over year. Banking continues to generate disciplined profitable revenue growth driven by our DM series units and improving service performance.
Speaker Change: Gross margin has now expanded sequentially for six straight quarters and year-over-year. Banking continues to generate disciplined, profitable revenue growth driven by our DM Series units and improving service performance.
Thomas Timko: This was partially offset by retail product market headwinds and our decision to no longer participate in certain lower-margin third-party sales. Year over year, gross profit improvement was primarily driven by benefits from our supply chain and logistics initiatives combined with pricing discipline. Also, service gross margin was up year over year, reflecting the benefit of our service improvement efforts. In North America, this is now our second consecutive quarter of improvement. Operating expense was flat compared to the prior year. Maintaining operating expense discipline has been a focus area for the company as we look to improve our operating George.
Speaker Change: This was partially upset by retail product market headwinds and our decision to no longer participate in certain lower-margin third-party sales.
Speaker Change: Also, service gross margin was up year over year, reflecting the benefit of our service improvement efforts. In North America, this is now our second consecutive quarter of improvement.
Speaker Change: Operating expense was flat compared to the prior year. Maintaining operating expense discipline has been a focus area for the company as we look to improve our operating leverage.
Thomas Timko: As a result, adjusted EBITDA of $119 million is up 41% compared to prior year and up 15% sequentially. Adjusted EBITDA margin expanded 340 basis points to 12.6% year-over-year and 110 basis points sequentially. Looking at three cashflow, second quarter was a use of only 16 million, which was favorable by 237 million year-over-year. The favorable performance was driven by our efforts to have more linear quarterly cashflow, combined with higher EBITDA and better working capital efficiency.
Speaker Change: As a result, adjusted EBITDA of $119 million is up 41% compared to prior year and up 15% sequentially.
Speaker Change: Adjusted EBITDA margin expanded 340 basis points to 12.6% year over year and 110 basis points sequentially.
Octavio Marquez: Looking at free cash flow, the second quarter was a use of only $16 million. Free cash flow was positive $24 million for the first half of the year, which is a meaningful achievement given our historical seasonality. Turning to slide nine.
Thomas Timko: Moving to slide 8 on our year-to-date results, higher revenue and gross margin expansion from our continuous improvement initiatives combined with disciplined operating expense management is flowing through to the bottom line, resulting in strong year-over-year growth and profitability and free cash flow. Adjusted EBITDA of $222 million is up 50% compared to the prior year, and adjusted EBITDA margin expanded 370 basis points to 12.1%. Year-to-date, levered free cash flow, a use of 53 million, represents a record first half cash flow performance for the company. On an unlevered basis, free cash flow was positive 24 million for the first half of the year, which is a meaningful achievement given our historical seasonality.
Speaker Change: Moving to slide 8 on our Year-to-Date Results.
Speaker Change: Adjusted EBITDA of $222 million is up 50% compared to the prior year.
Speaker Change: Year-to-date, levered free cash flow, a use of $53 million represents a record first-half cash flow performance for the company.
Speaker Change: On an unlevered basis, free cash flow was positive $24 million for the first half of the year, which is a meaningful achievement given our historical seasonality.
Thomas Timko: Turning to slide 9, banking delivered another outstanding performance disorder. Revenue of 707 million was up 6.4% versus the prior year, driven primarily by product revenue growth of 15.6%. Favourable product mix from higher cash recyclers and improved service performance drove year-over-year revenue growth. Banking gross profit increased by 33 million year-over-year to 198 million, and gross margin expanded 310 basis points, demonstrating improved operating leverage. Significant product gross margin expansion was due to greater input cost control and continued pricing rigor. Banking service gross margin, which has been a focus area for driving improvement, was up 20 basis points year-over-year and up 70 basis points sequentially.
Speaker Change: Turning to slide 9.
Speaker Change: Banking delivered another outstanding performance this quarter.
Speaker Change: Favorable product mix from higher cash recyclers and improved service performance drove year-over-year revenue growth.
Speaker Change: Banking gross profit increased by $33 million year-over-year to $198 million, and gross margin expanded 310 basis points.
Speaker Change: Significant product gross margin expansion was due to greater input cost control and continued pricing rigor.
Octavio Marquez: Banking Service Gross Margin, which has been a focus area for driving improvement, was up 20 basis points year-over-year and up 70 basis points sequentially across each quarter. This positions us well to deliver on our full year commitment of greater than 25% free cash flow conversion. Continued Working Capital Efficiency. On slide 12, as a result of our outstanding performance year to date and our expectations for the second half, we are expecting full year adjusted EBITDA to be in the range of $435 to $450 million.
Speaker Change: Banking Service Gross Margin, which has been a focus area for driving improvement, was up 20 basis points year-over-year and up 70 basis points sequentially.
Thomas Timko: We expect to see continued improvement in service gross margin going into the second half of the year.
Thomas Timko: Moving to slide 10, retail performance has been impacted by product market headwinds, partially offset by positive trends in service. Retail revenue of 232 million was down 8% versus the prior year. As growth in service revenue of 2.9% was more than offset by product increasing 20.5%. Project revenue declined due to lower self-service shipments as customers completed large multi-year rollouts and our decision to selectively exit lower margin third-party hardware sales. Despite this, retail profitability still improved, with a gross margin of 27.2% in a quarter. This is up 220 basis points year-over-year and up 80 basis points sequentially.
Speaker Change: Moving to slide 10. Retail performance has been impacted by product market headwinds partially offset by positive trends in service.
Speaker Change: Retail revenue of $232 million was down 8% versus the prior year, as growth in service revenue of 2.9% was more than offset by product revenue decreasing 20.5%.
Speaker Change: Despite this, retail profitability still improved, with gross margin of 27.2% in the quarter.
Thomas Timko: The main driver of the improvement is lower product input costs from our supply chain and logistics initiatives. We are seeing some softness in our self-checkout demand after two straight years of strong unit deliveries. Overall, we are still seeing good growth in retail service business from our growing installed base, and improving product profitability is supporting gross profit. We believe that despite the market challenges and retail, we remain positive on the long-term outlook for investment and self-service and automation at the checkout. As retailers continually look to increase efficiency and improve the customer and consumer experience.
Speaker Change: The main driver of the improvement is lower product input costs from our supply chain and logistics initiatives.
Speaker Change: We are seeing some softness in our self-checkout demand after two straight years of strong unit deliveries.
Speaker Change: Overall, we are still seeing good growth in retail service business from our growing installed base and improving product profitability is supporting gross profit.
Speaker Change: as retailers continually look to increase efficiency and improve the customer and consumer experience.
Thomas Timko: On slide 11, we introduced this table to present a more complete view of the changes in our cash position and highlight our efforts to drive more linear free cash flow across each quarter. As a reminder in the past, we historically had substantial quarterly volatility in our free cash flow that resulted in significant cash use through the first three quarters of the year before generating a majority of our free cash flow in the fourth quarter. The company is now in a better position to efficiently manage cash flow with improved commercial and operating rigor. As we pointed out already, you can see evidence of our significant progress in the first half of the year.
Speaker Change: across each quarter.
Speaker Change: through the first three quarters of the year before generating a majority of our free cash flow in the fourth quarter.
Thomas Timko: This positions us well to deliver on our full-year commitment of greater than 25% free cash flow conversion. Looking beyond 2024, we expect to achieve greater free cash flow conversion over the next 12 to 24 months of approximately 50% of adjusted EBITDA. By driving, higher profitability through continued margin expansion, continued working capital efficiency, reduced restructuring and professional fees, lower debt costs with anticipated 1925 refinancing, and eliminating non-recurring payments to certain vendors related to our corporate restructuring. Lastly, we end the second quarter with cash and short-term investments of approximately 369 million, and net leverage improved slightly to 1.5 times.
Speaker Change: Lower debt costs with anticipated 1Q25 refinancing.
Speaker Change: and eliminating non-recurring payments to certain vendors related to our corporate restructuring.
Speaker Change: Lastly, we end the second quarter with cash and short-term investments of approximately $369 million and net leverage improved slightly to 1.5 times.
Thomas Timko: On slide 12, as a result of our outstanding performance year to date and our expectations for the second half, we are updating our outlook to reflect higher profitability for the year. We are expecting full-year adjusted EBITDA to be in the range of 435 to 450 million, which is up from our previous guidance of 410 to 435. Billion. Our continued focus on gross margin expansion through supply chain and logistic improvements and service excellence, combined with maintaining cost discipline, is generating higher profitability for the year. We are also updating our full-year revenue outlook from our previous guidance of low single-digit growth to flat, while we continue to see strengthen banking for the full year, which is expected to grow in the low single-digits.
Speaker Change: On slide 12, as a result of our outstanding performance year-to-date and our expectations for the second half,
Speaker Change: We are updating our outlook to reflect higher profitability for the year.
Speaker Change: We are expecting full-year adjusted EBITDA to be in the range of $435 to $450 million.
Speaker Change: which is up from our previous guidance of $410 to $435 million.
Speaker Change: combined with maintaining cost discipline is generating higher profitability for the year.
Speaker Change: We are also updating our full-year revenue outlook from our previous guidance of low single-digit growth to flat. While we continue to see strength in banking for the full year, which is expected to grow in the low single digits.
Thomas Timko: This growth is being offset by retail product market headwinds and a modest half a percent to 1 percent unfavorable impact from FX. So, when taking our updated revenue outlook and conjunction with our updated adjusted EBITDA guidance, we are expecting roughly 8.5 to 12 percent year-over-year growth in adjusted EBITDA on flat revenue. This speaks to the power of our continuous improvement journey and the operating leverage our business mile can deliver. Lastly, as I already covered, we continue to target recast flow conversion of greater than 25 percent of adjusted EBITDA in 2024.
Speaker Change: This growth is being offset by retail product market headwinds.
Speaker Change: So we're taking our updated revenue outlook in conjunction with our updated adjusted EBITDA guidance.
Speaker Change: We are expecting roughly 8.5 to 12% year-over-year growth in adjusted EBITDA on flat revenue.
Speaker Change: This speaks to the power of our continuous improvement journey and the operating leverage our business model can deliver.
Speaker Change: Lastly, as I already covered, we continue to target free cash flow conversion of greater than 25% of adjusted EBITDA in 2024.
Octavio Marquez: With that, I'll turn the call back to Octavio.
Speaker Change: With that, I'll turn the call back to Octavio.
Octavio Marquez: Thank you, Tom. To wrap things up, we have lots to be excited about. We are a stronger company for our customers and employees and have improved our operational execution. We continue to believe there are highly attractive aspects of our value creation story that make for a compelling investment thesis at our current trading levels. This story is built around five components. Our product backlog of approximately one billion provides good coverage for product revenue for the remainder of the year. Also, approximately 70 percent of our total higher margin service revenue is recurring, which provides additional stability to our performance.
Octavio Marquez: We have lots to be excited about. Also, approximately 70% of our total higher-margin service revenue is recurring.
Octavio: We continue to believe there are highly attractive aspects of our value creation story that make for a compelling investment thesis at our current trading levels.
Octavio: Our product backlog of approximately $1 billion provides good coverage for product revenue for the remainder of the year.
Octavio: Also, approximately 70% of our total higher margin service revenue is recurring.
Octavio: which provides additional stability to our performance.
Octavio Marquez: We are clearly accelerating gross margin expansion with our continuous improvement programs and maintaining operating expense discipline. We will continue to improve our profitability as our teams embrace this operating mindset. As outlined on the call today, we have a number of levers available to us to meaningfully improve free cash flow generation. We are building a value-creating capital allocation strategy that will benefit all our stakeholders. As free cash flow conversion improves, we will invest in the business and unlock additional value for our stakeholders. This is the next stage of our value creation story. Lastly, we are strengthening our leadership team, building our bench of talent, and surrounding the team with skilled and experienced corporate governance.
Octavio: We are clearly accelerating gross margin expansion with our continuous improvement programs and maintaining operating expense discipline.
Octavio: We will continue to improve our profitability as our teams embrace this operating mindset.
Octavio: As outlined on the call today, we have a number of levers available to us to meaningfully improve free cash flow generation.
Octavio: We are building a value-creating capital allocation strategy that will benefit all our stakeholders.
Octavio: As free cash flow conversion improves, we will invest in the business and unlock additional value for our stockholders.
Octavio: This is the next stage of our value creation story.
Octavio Marquez: Our new management team, with the guidance of our Board of Directors, has put the company on an exciting path forward.
Octavio: Our new management team, with the guidance of our board of directors, has put the company on an exciting path forward.
Operator: And with that operator, please open the call for questions. Thank you. Of course, if you'd like to ask a question, please press star followed by one on your telephone keypad. If you'd like to enjoy your question, please press star full of by two. When the parents who ask you a question, please ensure you're unmuted. As a reminder, that star followed by one on your telephone keypad now.
Speaker Change: If you'd like to ensure your question, please press star followed by 2. When preparing to ask your question, please ensure you're unmuted locally. As a reminder, that's star followed by 1 on your telephone keypads now.
Matt Summerville: Our first question comes from Matt Summerville of DA Davidson. Matt, your line is open. Please go ahead.
Matt Summerville: Yes, thanks. Maybe Octavio, I always find it useful when talking about the banking business.
Speaker Change: Yes, thanks. Maybe Octavio, I always find it useful when talking about the banking business just if you take a step back and maybe talk about, maybe do a walk around the regions, if you will, and talk about what you're seeing in a little bit more detail as to demand trends across across the globe.
Octavio Marquez: Just if you take a step back and maybe talk about maybe do a walk around the region, if you will, and talk about what you're seeing in a little bit. A little bit more detail as to demand trends across the globe. Matt, happy to do so. So why don't we start with North America where, again, as I said in prior quarters, you know, the adoption of recycling continues to be strong. Where not only now, the big banks are embracing the technology, but we see that trickling down to the smaller banks across the North America landscape.
Octavio: Where, again, as I said in prior quarters, you know, the adoption of recycling continues to be strong.
Octavio: where not only now the big banks are embracing the technology but we see that trickling down to the smaller banks across across the North America landscape. So North America demand remains healthy for us. As you know, Latin America is still a very
Octavio Marquez: So North America demand remains healthy for us. As you know, Latin America is still a very heavy cash usage market, and we continue to see strengthen that market, both in the product sales as well as in service growth. It's important to note that, you know, resills, you know, very important markets for us. We're expecting, again, significant growth in that business as big government contracts will come up in the coming period. So we're excited about Latin America. Europe remains very stable, and it's been actually a pleasant surprise how the man has shaping up in Europe. And we see momentum in the market with significant wins as some customers continue with those pooling exercises around their network, but choose our DN series recyclers at the kind of key points on how they will build their new infrastructure.
Octavio: heavy cash usage market and we continue to see strength in that market both in the product sales as well as in service growth.
Octavio Marquez: It's important to note that Brazil is a very important market for us. We're expecting, again, significant growth in that business as big government contracts come up in the coming period. So we're excited about Latin America.
Octavio: Europe remains very stable and it's been actually a pleasant surprise how demand has shapen up in in
Octavio Marquez: And lastly, Asia Pacific. As you know, we've made significant efforts to enter some of the Asian markets, in particular India, where we're now happy to be working with one of the largest deployers of ATMs in the world, and you know gaining business with them. Again, in Asia path, there's probably more business to be had, but we're being very, very disciplined around not pursuing business that does not meet our profitability profile. As you know, that's a very competitive market. So we want to make sure that as we grow in that market, we do it in a very profitable way.
Octavio: And lastly, Asia-Pacific. As you know, we've made significant efforts to re-enter some of the Asian markets, in particular India.
Octavio: We're now happy to be working with one of the largest deployers of ATMs in the world and gaining business with them. Again, in Asia-Pacific, there's probably more business to be had, but we're being very, very disciplined around it.
Octavio: not pursuing business that does not meet our profitability profile. As you know, that's a very competitive market. So we want to make sure that as we grow in that market, we do it in a very profitable way.
Octavio Marquez: So overall, I would say demand environment for banking remains positive and you know, it's built on the back of the good story around recycling and our DN series technology.
Matt Summerville: Thanks for that color.
Matt Summerville: Maybe moving over to retail, just talk about how customer conversations have evolved in that business over the last 90 to 180 days and how the tone on investments may be at least temporarily changing. And you know, does this give you an early kind of view on what you think happens in the market in 25? Is this, you know, more of a transition year where you've had, you know, I don't know how many years in a row now, but record shipments in self check out for, you know, the last 10 years or something like that? Is this.
Speaker Change: Thanks for that, Collar. Maybe moving over to retail, just talk about how customer conversations have evolved in that business.
Unknown Executive: I don't know how many years in a row now, but record shipments in self checkout for, you know, the last 10 years or something like that. Is this a discernible change in trend? Or is this more of a pause? I guess that's what I'm trying to figure out.
Speaker Change: You know, I don't know how many years in a row now, but record shipments in self checkout for, you know, the last 10 years or something like that. Is this is this a discernible change in trend? Or is this more of a pause? I guess is what I'm trying to get get a feel for here.
Octavio Marquez: Is this a discernible change in trenders, or is it more of a pause, I guess, is what I'm trying to get good. to get a feel for you. So Matt, we've had, you know, probably two years of record shipments for us at Diebold Nixdorf around our self-checkout solutions. This was, you know, we made the conscious decision to come number one in Europe, a task that I gave the team two years ago and that they have now achieved. Now our emphasis turns into how do we accelerate growth in the America's market? Looking at the perspectives of the market, it is clear that this year we've seen a slight slowdown in customer decisions.
Unknown Executive: in customer decisions. With that said, we haven't seen a slowdown in pipeline generation. So we still see a very healthy pipeline. It's just taking customers a little bit longer to make those purchase decisions. And as I look at the industry reports, we did see a slowdown in 2024 after many years of, you know, high growth, but it, but it is there.
Octavio Marquez: With that said, we haven't seen a slowdown in pipeline generation. So we still see a very healthy pipeline. It's just taking customers a little bit longer to make those purchase decisions. One important trend that we see is customers are looking for more robust solutions that integrate hardware, software, and services. So currently we have several pilots going on with our, you know, AI string solution. So again, while that puts a little bit of a slowdown on the purchasing decision, we believe it will create a much more sticky solution going on. And if I look at the industry reports, we did see a slowdown in 2024 after many years of, you know, high growth, but it is there the analyst view and also my view that in 2025, the market resumed some more healthy growth rate and we're preparing ourselves for that.
Speaker Change: In customer decisions. With that said, we haven't seen a slowdown in pipeline generation. So we still see a very healthy pipeline. It's just taking customers a little bit longer to make those purchase decisions.
Speaker Change: And as I look at the industry reports, we did see a slowdown in 2024 after many years of, you know, of high growth, but it
Matt Summerville: Thanks.
Matt Summerville: Maybe I'll just sneak one more and just talking about services growth margin. You saw a little bit of year-over-year inflection for the first time, and I don't know, probably three years, something like that. You saw a nice sequential bump up. You know, how far away from me are we from seeing, you know, services growth margins sustainably, you know, back in that low 30s range? Is that something we can look to in 2025, or is that something beyond that? Yeah. So remember, Matt, there's one key thing that I want to make sure I mention, and then I'll turn it over to Tom to talk a little bit about finances around the service business.
Octavio Marquez: I am very focused on making so that every action we take in service keeps the customer at the center of everything we do. So improving SLA, making sure that we're meeting or exceeding customer requirements, continues to be my number one priority. I mentioned during the call, we keep investing in technology to better serve our customers. So, you know, we've just completed the rollout in parts of our North America market of our new cloud-based solution to run our service operations that will help our technicians, call centers, help that be more efficient, you know, if serve the customers better but also be more efficient.
Octavio Marquez: So that's kind of the basis. Everything we do in services will always have a strong focus on meeting or exceeding customer requirements. With that said, you know, our goal is to be north of 30% in our service margins.
Thomas Timko: So, I'll turn it over to Tom to give some color around that. Yeah. Thanks, Xavier. Q2 Service margin. We ended up at 28.8%, up 10 basis points year-to-year. Really encouraging as it indicates we're rebounding from the issues we highlighted previously in the North America marketplace that we're weighing on results, right? Really a direct result of our continuous improvement as the teams work to drive sequential quarter growth in gross margin while improving customer quality and some of the SLAs that we monitor. We are like October 22, targeting to finish Q4 with a 30% gross margin. Then this will position us to drive towards 30% for the full year in 2025.
Speaker Change: Thanks, Octavio. Q2 service curse margin, we ended up at 28.8%, up 10 basis points year over year.
Speaker Change: that we're weighing on results, right? Really a direct result of our continuous improvement as the teams work to drive sequential quarter growth in gross margin while improving customer quality and some of the SLAs that we monitor.
Thomas Timko: There's still more work to do this year, but that's what we're driving. So Matt, to be clear, that art part of this and the year and start the year at that level and be able to drive that same level from 2025. Understood.
Speaker Change: Understood.
Matt Bryson: Perfect.
Matt Bryson: Thank you.
Operator: As another reminder, we'd like to ask a question. Please press star, followed by one on your telephone keypads now.
Matt Bryson: Our next question comes from Matt Bryson of Redbush Securities. Matt, your line is open. Please go ahead.
Speaker Change: Our next question comes from Matt Bryson of Redbush Securities. Matt, your line is open, please go ahead.
Matt Bryson: Good morning, and thanks for taking my questions. I just wanted to start on the retail side. Can you provide a bit more color in terms of revenue being a bit lighter than expected? How much of that was the decision to walk away from that third party business versus how much of that was the environment just being a bit softer than we thought it would be. Yeah, thanks, Matt. Look in rough terms, the decrease is 6,040 between checkout hardware and third party sales. And remember, that was a decision to walk away from some of the lower margin, third-party sales.
Matt Bryson: Got it. I just, when you're, when you're talking about, you know, the environment being a bit softer. I mean, do you see that? Is being the bottom market. I think you talked a bit about the success you've seen the last couple of years, and so maybe a bit of a pause. And I think you're talking about a lot of game pipelines. But is that, is that something broader that's going on that you would say is macro base? Is it, is it shifts in technology? I guess what do you see the dynamics that are causing things to be a little bit softer than you might have anticipated through months ago?
Matt Summerville: Got it. When you're talking about the environment being a bit softer, do you see that as being the broader market? I know you talked a bit about the success you've seen in the last couple of years, and so maybe a bit of a pause, and Octavio talked about elongating pipelines, but is that something broader that's going on that you would say is macro-based? Is it shifts in technology? I guess what you see as the dynamics that are causing things to be a little bit softer than you might have anticipated three months ago?
Matt Bryson: Got it. Just, when you're talking about, you know, being a bit softer...
Matt Bryson: But is that something broader that's going on, that you would say is macro-based? Is it shifts in technology? I guess, what do you see as the dynamics?
Octavio Marquez: So Matt, I would say that for one, we see, you know, customers still very, very positive about deploying self-service technology at the checkout point. I think what's happening now is cutting out the whole checkout environment in a more holistic way and trying to balance, you know, their investments on how many traditional lanes, how many self checkout devices that we have. Clearly, the economics always favor the self-checkout links, and also customer behavior is favoring that. But our clients are looking at how do I improve that experience? How do I make it more frictionless? I think that that's where a lot of our software, a lot of the innovation that we're bringing in, the modularity of the devices starts to play in.
Unknown Executive: So Matt, I would say that, for one, customers are still very, very positive about deploying self-service technology at the checkout point. I think what's happening now is looking at the whole checkout environment in a more holistic way and trying to balance, you know, their investments in how many traditional lanes and how many self checkout devices that we have. Clearly, the economics always favor the self-checkout lanes, and also customer behavior is favoring that. But our, our, our clients are looking at, "How do I improve that experience?" How do I make it more frictionless?
Matt Bryson: So, Matt, I would say that.
Speaker Change: For one, we see customers still very, very positive about deploying self-service technology at the checkout point.
Speaker Change: ...happening now with...
Matt Bryson: at the whole checkout environment in a more holistic way and trying to balance their investments on how many traditional lanes, how many self-checkout devices that we have. Clearly, the economics always favor the self-checkout lanes and also customer behavior is favoring that.
Matt Bryson: But our clients are looking at how do I improve that experience, how do I make it more frictionless.
Unknown Executive: I think that that's where a lot of our software, a lot of the innovation that we're bringing to the popularity of the devices starts to play. It does create a little bit of a longer sales cycle for us. But in the end, I think it creates a more robust solution for customers and something that actually helps them serve their own customers better in the end market.
Matt Bryson: I think that that's where a lot of our software, a lot of the innovation that we're bringing in the modularity of the devices.
Octavio Marquez: It does create a little bit of a longer sales cycle for us, but at the end, I think it creates a more robust solution for customers and something that actually helps them serve their own customers better in the end markets.
Matt Bryson: starts to play in. It does create a little bit of a longer sales cycle for us. But at the end, I think it creates a more robust solution for customers and something that actually helps them serve their own customers better in the end markets.
Matt Bryson: Got it. I appreciate the color.
Matt Bryson: Shifting over to the improves your dog guidance. I mean, it feels like that. That's pretty much explicitly you're being more optimistic about where you're able to drive gross margins over the back half of the year. Any chance you can provide a bit more kind of explicit color around where what improvements might look like and how much of them coming from product versus how much of coming from services. Yes, so probably in general terms, Matt, remember when we started the year, we were targeting to end the year at 30%, you know, around 30%, you know, service margin, and we're still kind of trending in that direction.
Speaker Change: you're being more optimistic about where you're able to drive gross margins over the back half of the year. Any chance you can provide a bit more
Unknown Executive: kind of explicit color around where what improvements might look like and how much of them are coming from product versus how much are coming from service.
Speaker Change: kind of explicit color around what improvements might look like and how much of them are coming from product versus how much are coming from services.
Speaker Change: So probably in general terms, Matt, remember when we started the year, we were targeting to end the year at 30%, you know, around 30%, you know,
Thomas Timko: On the product side, you know, we do see stronger product margins going forward. You know, we've always talked about product margins being in the low, you know, in the low 20s. Now we're in the mid 20s, and we believe that that is very sustainable going forward. So I would say that, you know, that that's kind of the big picture.
Speaker Change: So, so I would say that, you know, that that's kind of the big picture view. I'll turn it over to Tom if he has any additional comment on that. Yeah, look, I would just just add a little bit on the product gross margin, right?
Thomas Timko: We'll turn it over to Tom if he has any additional comments on that. Yeah, look, I would just add a little bit on the product gross margin, right? Key to product gross margin, 26.4% up 700 basis points year over year, year over year. Really being driven by the benefit of our supply chain logistics programs that are lowering the input cost to produce, as well as, you know, really just continuing to drive pricing discipline throughout, right? Now look, the mix is going to vary a little bit quarter to quarter, and we'll work in a stain margins at these current levels and then drive small incremental improvements through our continuous improvement flywheel efforts.
Tom: Q2 product growth margin 26.4% up 700 basis points year over year.
Tom: really being driven by the benefit of our supply chain logistics.
Tom: programs that are lowering the input cost to produce, as well as, you know, really just continuing to drive pricing discipline.
Tom: throughout right now look the mix is going to is going to vary a little bit quarter to quarter and we'll work in a stain margins at these current levels and then drive small incremental improvements through our continuous improvement flywheel efforts
Matt Bryson: Thanks, and then I guess my last question is just on the backlog side. So backlogs still relatively robust, but keeps on trending down somewhat quarter on quarter. I guess I'll tell you on my question there is it's not this year question, but when you get into 2025 and that backlog hits normal levels, how confident are you that you can sustain your banking revenue at kind of current run rates versus banking revenue just comes off because you don't have that additional backlog to ship out of anymore. So Matt, I would say that one of the most important things for me is, and we talked a little bit about this; Tom mentioned it in his remark, is creating this linear revenue profile.
Unknown Executive: just on the backlog side. So backlogs are still relatively robust, but it keeps on going.
Speaker Change: Just on the backlog side, so backlog's still relatively robust, but it keeps on trending down somewhat quarter-on-quarter. I guess...
Speaker Change: Octavio, my question there is...
Octavio: It's not a this year question, but when you get into 2025 and that backlog.
Speaker Change: It's normal levels. How confident are you that you can sustain your banking revenue?
Speaker Change: at kind of current run rates versus banking revenue just comes off because you don't have that additional backlog to ship out of anymore.
Octavio Marquez: So Matt, I would say that one of the most important things for me is, and we talked a little bit about this, and Tom mentioned it in his remarks, creating this linear revenue profile. With that said, we keep seeing strong momentum in order entry and banking. So we believe that if we maintain our backlog around that $1 billion, maybe a little bit lower, maybe a little bit higher, we're still covered for two quarters of product revenue.
Speaker Change: Yeah.
Octavio Marquez: So avoiding this, you know, historically the company has very weak Q1, very strong Q4, you know, huge difference between the quarters. What we're trying to do is, you know, keep those quarters as similar as we can. You know, having quarters between the 900 to a little bit shy of a billion every quarter provides not only better, you know, working capital management for us. It produces helps us in our manufacturing efficiency. So it's really important for us to keep that revenue linear. With that said, we keep seeing strong momentum in order entry and banking. So we believe that if we maintain our backlog around that one billion, maybe a little bit lower, maybe a little bit higher, we're still covered for two quarters of product revenue.
Speaker Change: So avoiding these, you know, as you know, historically, the company has very weak Q1, very strong Q4, you know, huge difference between the quarters. What we're trying to do is, you know, keep those quarters as similar as we can.
Speaker Change: We keep seeing strong momentum in order entry and banking.
Octavio Marquez: And with the efficiencies in manufacturing and the improved supply chain that we've worked on, moving manufacturing closer to end users with our North America facility, our Brazil facility, our European and Asian facilities, I think that that provides a very stable way of running the business. So I would say that this year, a big effort to keep revenue linear. So we're going to still have the second half of the year, but we're going to try to maintain that linearity, keeping our orders in that range of 900 to a little bit shy of a billion to close out the year.
Octavio Marquez: And with the efficiencies and manufacturing and improved supply chain that we've worked in moving manufacturing closer to end users with our North America facility, or Brazil facility, or European and in Asian facilities. I think that that provides a very stable. So I would say that as, you know, this year, big effort and me keeping revenue linear. So we're going to still have the second half of the year, but we're going to try to maintain that linearity, keeping our borders in that range of 900 to the child of billion to close out the year. Next year, our big effort will be how do we now linearize our cash flow or start to linearize our cash flow also a little bit better.
Speaker Change: way of running the business. So, so I would say that
Speaker Change: You know, this year, big effort in keeping revenue linear. So we're going to still have a second half of the year, but we're going to try to maintain that linearity, keeping our orders.
Octavio Marquez: Next year, our big effort will be how do we now linearize our cash flow or start to linearize our cash flow also a little bit better. So that's kind of where we are, but I'm very confident that the model that we're building is a sustainable one. And to wrap it up, one of the things I'm proudest of is our
Octavio Marquez: So that's kind of where we are, but I'm very confident that the model that we're building. It's a sustainable one, and to wrap it up, one of the things I'm proud of, stuff of our team, you know, we've now adopted this idea of continuous improvement. So wherever we are, I would tell you the 20,000 people that make up people think sort of know that we can only get better. And once we get better, we also know that we can only continue to get better. So that new mindset is what excites me about the future for the company.
Speaker Change: And to wrap it up, one of the things I'm proudest of of our team.
Unknown Executive: Thanks; I appreciate the call.
Speaker Change: Thanks, I appreciate the call.
Operator: Thank you. Thank you. As another reminder, we'd like to ask a question. Please dial star, followed by one on your telephone keypad now.
Matt Summerville: Our next question is a follow-up from Matt Somerville of D.A. Davidson, Matt, Julian is open. Please go ahead.
Speaker Change: Our next question is a follow-up from Matt Summerville of DA Davidson. Matt, your line is open, please go ahead.
Matt Summerville: Yes, thanks. Just a couple quick follow up.
Matt Somerville: Yeah, thanks. Just a couple quick follow-ups. Octavio.
Octavio Marquez: I have you own, I guess I'm wondering if you could make it provide a little additional color on the North America and kind of recycling adoption and maybe delineate between the big banks and the small banks using a baseball analogy in terms of, you know, what any were in at this point in terms of proliferation. So I would say, I would say Matt, you know, we still have on our install base in North America. We still have more than 55% of our install base to refresh. That's just, that's just if we were able to only capture what we currently have today and refresh it with new technology.
Matt Somerville: I guess I was wondering if you could maybe provide a little additional color on the North American kind of recycling adoption and maybe delineate between the big banks and the small banks using a baseball analogy in terms of, you know, what inning we're in at this point in terms of proliferation.
Octavio Marquez: On our, on our, on our installed base in North America, we still have more than 55% of our installed base to refresh. That's, that's just if we were able to only capture what we currently have today and refresh it with new technology. Obviously, we're winning in the markets; we believe that we can actually grow that. But to be more specific about your question about big banks, and you know, I would say regional banks, community banks, credit unions. We see all big banks now embracing recycling.
Speaker Change: That's just if we were able to only capture what we currently have today and refresh it with new technology.
Octavio Marquez: Obviously, we're winning in the markets. You believe that we can actually grow that.
Octavio Marquez: But to be more specific around your question around big banks and, you know, I would say regional banks, community banks, credit unions. We see all big banks now embracing recycling. Again, remember, it requires some operating changes from software changes. So that's, you know, but everybody's buying the recycling machines today, preparing themselves for that. So I would say the big banks are in a 80 20, probably 70 30 if I'm a little conservative, but in the smaller banks we're probably in the opposite 30% done or investing in the technology 70% thinking about investing in the technology.
Speaker Change: in a 80-20, probably 70-30 if I'm a little conservative. But in the smaller banks, we're probably in the opposite, 30% done or investing in the technology, 70% thinking about investing in the technology. The important part is that all the switching networks in the North America market that drive a lot of the adoption,
Octavio Marquez: The important part is that all the switching networks in the North America market that drive a lot of the adoption are, you know, now adapting their switches to be recycling capable. So that will provide, you know, I would say in the coming years additional impetus to the adoption of recycling.
Matt Summerville: That's helpful.
Octavio Marquez: And then a comment you made to my other question on Brazil. You mentioned some larger government tenders potentially coming up there in the second half of the year that I think would portend a pretty good 2025 in that important market for you guys. So I was in, I think it's been a number of years since we've seen the big government-run banks. Make mid material, you know, sort of do material refreshes. So can you maybe just put a little bit more color around what that can mean for you guys. Yeah, Matt. So, as you know, it's always a government tender.
Unknown Executive: Yeah, Matt. So as you know, it's always a government tender. So there's a little bit of risk involved in that. But we've seen these large government banks adopt recycling. So some of them have been, were pioneers in recycling. Some of our first RM4 recycling engines were sold in Brazil several years ago.
Octavio Marquez: So there's a little bit of risk always involved in that. But we've, you know, we see these large government banks adopting recycling. So some of them have been pioneers in recycling. Some of our first, you know, RM4 recycling engines were sold in Brazil several years ago. So clearly that has provided good performance for, you know, for large government banks that now they're looking at it, expanding that to all their fleet. So, you know, we're optimistic that once, you know, this, these large banks continue renewing their fleet. You know, we will have a great opportunity. And as you know, there are few players in that market.
Speaker Change: But we've, you know, we see these large government banks adopting recycling. So some of them have, were pioneers in recycling. Some of our first...
Speaker Change: Unknown Speaker You know, RM4 recycling engines were sold in Brazil several years ago. So clearly that has provided good performance for, you know, for large government banks, but now they're looking at expanding that to other fleets. So
Unknown Executive: So clearly, that has provided good performance for, you know, large government banks. But now they're looking at expanding that to other fleets. So, you know, we're optimistic that once, you know, these large banks continue renewing their fleets, we will have a great opportunity. And, as you know, there are few players in that market. So we feel confident that with the technology and the service that we provide in the country, we should be able to win a significant portion of new business in those
Speaker Change: You know, we're optimistic that once, you know, this, these large banks
Speaker Change: continue renewing their fleet, you know, we will have a great opportunity. And as you know, there's few players in that market. So we feel our, you know, we feel confident that with the technology and the service that we provide in-country, we should be able to win a significant portion of new business in those banks.
Octavio Marquez: So we feel our, you know, we feel confident that with the technology and the service that we provide in country, we should be able to win a significant portion of new business is in those banks.
Matt Summerville: Got it. Thanks, guys. Thank you.
Speaker Change: Got it. Thanks, guys.
Operator: At this stage, we have no further questions registered by the telephone lines.
Speaker Change: Thank you. At this stage, we have no further questions registered by the telephone lines, so I'll hand back over to Chris Sikora for any closing or final remarks.
Christopher Sikora: So hand back over to Chris, the core of any closing or final remarks. Thank you again for participating in today's call. If you have any questions, please feel free to reach out to me and Investor Relations. Have a great rest of the day.
Christopher Sikora: Thank you again for participating in today's call. If you have any questions, please feel free to reach out to me in Investor Relations. Have a great rest of the day.
Operator: Ladies and gentlemen, this concludes today's call. Thank you for joining the amount of disconnect your lines.
Operator: Ladies and gentlemen, this concludes today's call. Thank you for joining us. You may now disconnect your lines.
Chris Sikora: Ladies and gentlemen, this concludes today's call. Thank you for joining, you may now disconnect your lines.