Q3 2024 Victory Capital Holdings Inc Earnings Call
Good morning and welcome to the Victory Capital third quarter 2024 earnings conference call. All callers are in a listen-only mode.
Speaker Change: Following the company's prepared remarks, there will be a question and answer session. I will now turn the call over to Mr. Matthew Dennis, Chief of Staff and Director of Investor Relations. Please go ahead, Mr. Dennis.
Speaker Change: Thank you. Before I turn the call over to David Brown, I would like to remind you that during today's conference call, we may make a number of forward-looking statements. Victory Capital's actual results may differ materially from these statements.
Speaker Change: Furthermore, please note that the ultimate completion of a transaction with the MUNDE remains subject to certain closing conditions as well as regulatory approvals.
Speaker Change: Please refer to our SEC filings for a list of some of the risk factors that may cause actual results to differ materially from those expressed on today's call.
Speaker Change: Victory Capital assumes no duty and does not undertake any obligation to update any forward-looking statements.
Speaker Change: Our press release that was issued after the market closed yesterday disclosed both GAAP and non-GAAP financial results. We believe the non-GAAP measures enhance the understanding of our business and our performance.
Speaker Change: Reconciliations between these non-GAAP measures and the most comparable GAAP measures are included in tables that can be found in our earnings press release and in the slides accompanying this call.
Speaker Change: Both of which are available on the investor relations section of our website at IR.DCM.com It's now my pleasure to turn the call over to David Brown, Chairman and CEO. David?
David Brown: Thanks, Matt. Good morning and welcome to Victory Capital's third quarter 2020 Fort Ernie's call.
David Brown: I am joined today by Michael Policarpo, a President, Chief Financial and Administrative Officer, as well as Matt Dennis, our Chief of Staff and Director of Investor Relations.
David Brown: I will start today by providing an overview of the quarter. After that, I will turn the call over to Mike to review the financial results in greater detail.
David Brown: Following our prepared remarks, Mike, Matt, and I will be available to take your questions.
Quarterly business overview begins on slide five.
David Brown: Continuing with the momentum we had in the first half of the year, our business performed very well during the third quarter. We ended the quarter with total client assets of more than 181 billion dollars, which is the second highest quarter end level in our history.
David Brown: In addition to strong business performance, we made excellent progress toward closing this strategic and multifaceted transaction with Amundi.
David Brown: We filed a proxy in early September for a special meeting of stockholders where shareholders were asked to approve several proposals related to the transaction.
David Brown: All the proposals were supported by a majority of our shareholders in past. We greatly appreciate the support as we continue to execute on our growth strategy for the long term.
David Brown: The Imandi U.S. business, which will become our 12th investment franchise upon close, is having a very strong year as well.
David Brown: Based on publicly available data, their mutual fund business has achieved approximately $2 billion of positive net long-term flows in 2024 as of the end of the third quarter.
David Brown: Keep in mind, this does not include their U.S. institutional business, nor does it include their international, institutional, and retail businesses.
David Brown: On slide six, I would like to take a step back to highlight some key milestones and strategic transactions in our history since our management buyout in July of 2013.
David Brown: Every acquisition we made included several significant strategic elements with the goal of making our company better.
David Brown: When it comes to successful acquisitions in the investment management industry, we have a distinct corporate capability that we feel is advanced, and coupled with our proven track record to execute, sets us up well for the consolidation that we believe is just starting in the industry.
David Brown: For investment professionals who are passionate about what they do and want to own their outcome, our ownership coach provides a platform where they can succeed over the long term.
David Brown: Our platform is the ideal permanent home where we create an optimal environment for investment professionals to deliver investment excellence to our clients.
David Brown: While our company has evolved over the years, our core principles and the long-term strategy for profitable growth have remained unchanged.
David Brown: The necessity for industry consolidation is even more apparent now than when we originally developed our strategy and operating platform, combining boutique-style focused investment management with a centralized, scaled, and effective operating and distribution platform.
David Brown: Our 15-year exclusive distribution agreement with Amundi will make us an even more attractive acquirer of choice for high-quality investment firms seeking all that we have to offer, plus strong distribution both domestically as well as outside of the U.S.
David Brown: With nearly $300 billion of assets under management and a stronger balance sheet post-closing, we'll be exceptionally well positioned to make additional strategic and creative acquisitions.
David Brown: As I mentioned during our last call in August, I firmly believe we are entering into a period of acceleration when it comes to industry consolidation.
David Brown: We purposefully and specifically designed and built our platform to thrive in this environment. Today, I am more optimistic about our prospects to continue to execute on our proven strategy and continue to move our organization forward in a very positive way.
David Brown: On slide 7, you can see that we have achieved significant operating leverage due to our increasing scale over the years.
David Brown: This has compounded our earnings growth and free cash flow, while also being a meaningful driver of value creation for shareholders.
David Brown: Since we became a public company in 2018, we've grown annualized adjusted EBITDA by $320 million and expanded our adjusted EBITDA margin by more than 1,500 basis points.
David Brown: You can also see from this graphic that our platform is resilient, with margins remaining consistently strong in different market environments.
David Brown: A good example of this was during the COVID pandemic. The market struggled and it turned out to be one of the more volatile market periods historically speaking.
David Brown: Even with that as a backdrop, we did not experience modern degradation like many in the industry did.
David Brown: Turning to slide 8, an important metric to many current and prospective shareholders is adjusted earnings per share.
David Brown: You can see that we have more than tripled our adjusted earnings per share with tax benefit over the past six years.
David Brown: This is more than a 20% compound annual growth rate over that period.
David Brown: The growth has been a significant driver of total shareholder returns.
This
David Brown: Plus, our free cash flow provides a capital-to-furor growth strategy, while also increasing capital returns to shareholders.
David Brown: On slide 9, we have updated our capital allocation details, which remain skewed towards strategic inorganic growth initiatives designed to grow earnings and cash flow, and ultimately shareholder value.
David Brown: We ended the quarter with $188 million of cash on the balance sheet, which is up $69 million from the end of June.
David Brown: Due to our proxy process, we were again prohibited from repurchasing shares during the quarter. Now that the proxy process is over, we will evaluate our ability to resume open market share repurchase activity and perform the appropriate analysis around this activity.
David Brown: Moving to slide 11, our investment performance remains strong with 67% of our AUM in mutual funds and ETFs earning overall four or five star ratings.
This is broadly diversified, encompassing 43 different products.
David Brown: Over the key three and five-year periods, 60% and 73% of our total AUM outperformed their respective benchmarks.
David Brown: Fourteen of the sixteen fixed income funds managed by Victory Income Investors investment franchise are rated either four or five stars overall by Morningstar, which represents 93% of their total AUM.
David Brown: We are very pleased to see this franchise have positive net flows for the year-to-date period and expect continued organic growth given the outlook for interest rates and investors allocating the fixed income asset classes.
David Brown: With that, I will turn the call over to Mike to go through the quarter's financial results in greater detail. Mike. Thanks, Dave, and good morning, everyone. The financial results review begins on slide 13.
Mike: Average assets under management for the quarter rose 3% from the second quarter to 172 billion dollars.
Mike: Revenue also rose 3% to $225.6 million, up from $219.6 million in the second quarter.
Mike: For the year-to-date period, average assets under management were up 10% compared with the same period in 2023.
Mike: Third quarter GAAP operating income rose 9% from the second quarter and reached a record $120.4 million.
Mike: This is up more than 50% from the same quarter in 2023, and gap operating margin widened to 53.3%.
Mike: Earnings per share reached the record high on both a gap basis at $1.24 per diluted share, as well as on an adjusted basis at $1.35 per diluted share.
Mike: Adjusted EBITDA was $121.3 million in the third quarter, which was 4% higher than in the second quarter, and adjusted EBITDA margin widened to 53.7%.
Mike: Turning to the balance sheet, we accumulated $69 million in cash during the quarter, bringing the cash balance to $188 million at the end of the quarter.
Mike: As mentioned, we are prohibited from repurchasing shares during the quarter, which contributed to the cash buildup.
Mike: Our net leverage ratio improved to 1.7 times, and we returned $32 million to shareholders in the form of quarterly cash dividends and a small amount of share repurchase activity associated with net settlements of employee equity awards.
Mike: Our board authorized a 7% dividend increase, bringing the quarterly dividend to 44 cents per share for the final quarter of this year.
Mike: Turning to slide 14, you can see that total client assets rose more than 4% or by $7.3 billion from $173.8 billion at the end of June to $181.1 billion at the end of September.
Mike: Our AUM continues to be diversified from both the channel perspective, as well as by client in the various channels, and by asset class and investment vehicle.
On slide 15, we cover long-term asset flows.
Mike: Several of our investment franchises and our ETF platform, Victory Shares, continue to generate positive long-term net flows in the quarter.
Mike: Victory Income Investors posted its third consecutive quarter of positive net flows and has made a significant contribution to net flows for the year-to-date period.
Mike: We are encouraged by the outlook for this franchise given very strong investment performance and the current selling environment for fixed income products.
Mike: For the year-to-date period, RS Global, SOPHIS, Integrity, Victory Shares, and NEC have also achieved positive net long-term flows.
Mike: NetFlows in July and August were pressured by portfolio rebalancing activity, some with existing clients who remained clients post the rebalancing activity.
Mike: We saw an improvement in net flows for the month of September.
Mike: Lastly, our one but not yet funded pipeline is larger than it has been in over three years and is well diversified from a franchise and channel perspective.
Mike: We expect most of these mandates to be funded in the fourth quarter of this year, with some funding in the first part of next year.
Mike: Slide 16 shows steady increase in sequential revenue for the past several quarters.
Mike: Her average fee rate was 52.1 basis points in the third quarter, which is down half of a basis point from the second quarter due to product, asset class, and channel mix shift, but within our expected range.
Mike: As a reminder, we are focused on the profit margin of our products first, then the fee rate, given our unique operating platform.
Slide 17 highlights expenses recorded during the quarter.
Mike: Total expenses declined by 5% to $118.1 million compared with $123.8 million in the second quarter.
Mike: A portion of the decline is attributable to the reversal of non-cash earn-out related compensation approvals taken in prior periods that led to reported compensation expenses declining by 22 percent.
Mike: You can see from the graph on this slide that our cash compensation was relatively steady as a percentage of revenue.
On slide 18, we highlight our non-GAP metrics.
Mike: Our reported $1.35 adjusted net income with tax benefit per diluted share is the highest level in our history and is up 3% from the prior record of $1.31 per diluted share reported for the second quarter.
Mike: Adjusted EBITDA and Adjusted EBITDA Margin were also company records at $121.3 million and 53.7% respectively.
Mike: Despite exceeding the 49% margin goal we have guided to, we are not changing our long-term guidance.
Mike: Finally, turning to slide 19, we generated $99.8 million in cash from operations during the quarter, and for the third consecutive quarter, our leverage ratio improved to 1.7 times down from 1.9 times at the end of June.
Mike: This is down from 2.1 times at the beginning of the year.
Mike: Our $100 million credit facility was extended in the first half of this year and remains undrawn.
Mike: I want to reiterate our $100 million of expense synergies we expect to realize from the Amundi transaction.
Mike: The synergies will be fully realized within two years of close, with the majority of them being realized in the first year.
Mike: Lastly, when it comes to revenue synergies from the Exclusive Distribution Agreement with Amundi,
Mike: We will give guidance in the future as we move towards closing.
Speaker Change: That concludes our prepared remarks. I will now turn it back over to the operator for questions.
Speaker Change: Thank you. We will now begin the question-and-answer session. If you have dialed in and would like to ask a question, please press star 1 on your telephone keypad to raise your hand and join the queue.
Speaker Change: If you would like to withdraw your question, simply press star 1 again.
Speaker Change: If you are called upon to ask a question and are listening via a loudspeaker on your device, please pick up your handset and ensure
Speaker Change: that your phone is not on mute when asking your question. And your first question comes from Ben Budish with Barclays. Please go ahead.
Ben Budish: Hi, good morning and thanks for taking the question. Maybe just starting on fixed income flows, you know, you highlighted victory income investors. It's been positive every quarter this year so far. So could you maybe talk about what's perhaps not going as well that's driving sort of the net outflows in that franchise and how do you think that may fare going into next year?
Ben Budish: Hi, it's Dave. Thanks for the question. No, we're really happy with the fixed income flows and what we're seeing. We've had a few one-off
Dave: things occur that has impacted the flows, but when we look forward and we look at the macro environment for fixed income, we look at the investment performance of Victory Income Investors, which is our fixed income franchise.
and I think we referenced it in the prepared remarks.
Excellent investment performance, really good distribution access.
Dave: and really consistent. In addition, we also have mutual fund offerings, institutional separate accounts, and then also ETS.
Dave: So we're pretty bullish on the franchise. We're pretty bullish on the opportunity for us to participate in what's happening in fixed income. So really no concern and a pretty positive outlook when we look forward.
Speaker Change: Got it. Maybe another kind of like a higher level strategic question, you know, David, in your prepared remarks, you talked about the industry sort of still being in early stages of consolidation. I was wondering if you could unpack that a little bit. It seems like, you know, there has been, you know, some consolidation over the past several years. How do you think?
Speaker Change: industry-wide that looks over say like the next five and then you know specific for victory you know you're not paying cash or debt for this for the immunity acquisition how do you think about you know your readiness to do another acquisition in 2025 from an operational perspective thank you
Speaker Change: So, from an environmental perspective for the industry, I'm extremely constructive.
Speaker Change: We've had an election, which I think will give people certainty on the future.
I think
Speaker Change: Also, the challenges in the industry which is driving the need for consolidation are only accelerating.
You put all of that together.
Speaker Change: I really believe that we are entering into a phase that is going to have more consolidation than the industry has ever seen.
Speaker Change: I've been pretty consistent on that. There have been some transactions, but I think there are going to be a lot more.
as we look forward.
Speaker Change: As far as specific to victory, I think we are superiorly positioned.
Speaker Change: to take advantage of the consolidation. We have a really, really good track record of executing on these kinds of acquisitions that I think will be very common going forward. We have a great offering as we laid out in our prepared remarks for investment professionals and we have great distribution access and we'll have scale.
Speaker Change: And we're ready, you know, from a balance sheet perspective, post-close. We're going to be in a much better position than we are today, and we're in a really good position today.
Speaker Change: And then operationally, we'll be ready as well. You know, we have a really unique platform that is really conducive to acquisitions and onboarding acquisitions. And, you know, Monday is just the latest one. We have a long track record of doing this and we have a great team.
Speaker Change: So, I couldn't be more encouraged about the future from an acquisition standpoint.
Speaker Change: And we've been able to really create shareholder value. We've been able to create value for our clients in additional offerings. We've been able to create, you know, operating leverage.
Speaker Change: So, I and our team are just unbelievably excited about the opportunity and how we're positioned looking forward.
Speaker Change: All right, I appreciate that thoughts and thanks for taking my questions.
Thank you so much.
Speaker Change: Your next question comes from Etienne Ricard of BMO Capital Markets. Please go ahead.
Speaker Change: Thank you and good morning. On the topic of the distribution partnership, Dave, you've raised in the past
Speaker Change: that Amundi has a significant presence in emerging economies via some of its joint ventures. So, how are you and Amundi thinking about distributing victories products in these economies relative to
among these presence in developed markets.
Speaker Change: So, the distribution agreement doesn't distinguish between different geographies. You know, as you've stated, Mundi has
a pretty large
Speaker Change: distribution offering in Europe. I believe close to 75% of their assets are in Europe and the other 20% is in Asia and surrounding areas. We will plan to go at.
Speaker Change: all of the, you know, countries and areas really the same way. We're working with their teams today on structuring on what products make sense for which regions.
Speaker Change: and then from there we'll just work with them to get our products into the different, you know, structures if it's a JV or if it's not a JV. So there's really no distinguishing actions that we're taking to do something different in one region versus another. I think what's most important is they have really, really good distribution access.
and their infrastructure is set up.
Speaker Change: in all of these areas and especially in these emerging areas.
Speaker Change: I believe the emerging areas are going to take some time as those countries
Speaker Change: allow U.S. investment into the country. So I think it's gonna take a little bit of time. But long-term, I think we're gonna do really well in Europe and then in the other emerging areas that they have joint ventures in, in China and in India.
Speaker Change: Okay, interesting. Switching topics, Victory Shares, a couple of your free cash flow ETFs have had really, really strong inflows.
Speaker Change: What has worked well in terms of distribution for these products and how do you plan to replicate it with future product launches?
Thank you. Thank you.
Speaker Change: So we're really in the early stages and I think you're referring to our
Speaker Change: VFlow, which is V-F-L-O-E-T-F, and then our SFlow, which is S-F-L-O-E-T-F. These are newer ETFs that have gained traction based on our distribution and based on the performance and the style of the investment style of the ETF.
Speaker Change: but I think we're, like I said, we're in early stages and I think one thing that's unique about our business is we have a distribution force, our intermediary sales force, all of our sales people sell ETS.
Speaker Change: really trying to understand what the issues that the advisors face and really trying to come up with solutions and part of those solutions are these kinds of products.
Speaker Change: and so I think by doing that it allows us to penetrate, you know, these advisors pretty quickly and I think you can see it with some of the results of those products.
Speaker Change: We have plans to launch more and we have also launched a number of new ETS.
Speaker Change: that are really just getting started. It's an exciting part of our platform. It's a part that's growing. It's a part that's growing at an accelerated pace. And as we look forward, I believe that.
Speaker Change: We're going to see that be a bigger part of our business, and it's an area that we have, you know, we date back to 2015 from an acquisition, so we've been in the ETF business for, you know, for over eight years now.
Thank you very much.
Speaker Change: Your next question comes from Alex Blostein with Goldman Sachs. Please go ahead.
Thank you very much.
Speaker Change: Hi, good morning. Thank you for the question. I was hoping you guys could expand on the institutional pipeline commentary you made, that it's, I think you said, one of the strongest in several years. Maybe just a little color on the composition by the TAPA strategy, you know, the TAPA channel and the fee rate associated would be helpful. And then I guess when you zoom out.
Speaker Change: A little more broadly, do you think closing and getting these mandates in the door will be sort of enough to finally get Victory as a whole into positive organic growth in 2025?
Speaker Change: So, on the institutional pipeline, it really spans across a number of different franchises. It's not just one, it's probably three or four.
Speaker Change: and a lot of the pipeline and we have a large one but not yet funded book.
Speaker Change: I'm referring to our pipeline, which isn't one yet, but our one but not yet funded is pretty wide and deep as well. But on our pipeline, it's a number of different franchises. It isn't one specific institutional type of client. There are larger mandates.
Speaker Change: you know the fee rates are in line with what we typically charge on the institutional side. I think as you know we are we are concerned with the fee rate but we're very focused on the margin and that's how we look at our look at our business and we look at the platform and all of the the opportunities adhere to our margin requirements so it isn't going to erode our margins and isn't going to erode our fee rate either. As far as looking forward
Thank you.
Speaker Change: very hard to predict quarter-by-quarter flows but I think with the activity that we see
coupled with the Monday distribution agreement outside the U.S.
Speaker Change: Coupled with the Monday U.S. business closing in the first quarter,
Speaker Change: and enlarging our intermediary sales force or institutional sales force. I think it puts us in an unbelievable position.
to grow our business organically.
Speaker Change: It puts us in the best position we've ever been as an organization because we'll have more salespeople, more distribution access here in the U.S. than we've ever had. And then outside of the U.S. we are opening up
Speaker Change: a totally new world, a new channel for us that we have not had on the size and scale that we'll have after we close. And that is one of the best parts about the Monday Transaction is the growth of the size and scale of our intermediary sales force in the U.S.
Speaker Change: and then what's going to happen outside the U.S. So I think it'll put us in a great position. I don't like to predict flows because I don't know what's going to happen with the market and the industry, but it puts us in a great position to be successful.
Speaker Change: Got it. Okay, makes sense. And the second question, I was hoping you guys could just update on where among these revenues and expenses stand currently. Obviously the markets have been very constructive and their flows have been pretty good, so an update on what that looks like today would be helpful.
Thank you. Thank you.
Speaker Change: Yeah, thanks Alex. It's Mike. Yeah, the total AUM for a money US is not publicly disclosed, but I think in Dave's comments, he shared that we believe we'll be approaching $300 billion in AUM.
Speaker Change: Post-close, obviously the market and organic growth has provided tailwinds for the Among the U.S. business as well as Victory's business.
Speaker Change: And I think the guidance we've provided in the past is that the fee rates among the U.S. business are probably in the high 40s, so slightly lower than the fee rates at Victory.
Speaker Change: And then we've also guided to the long-term 49% margins, which we feel very confident with achieving post the extraction of the $100 million of expense synergies.
Speaker Change: So a lot of tailwind in both businesses, as Dave mentioned in his prepared remarks, the public data on the Monday U.S. Mutual Fund business' organic growth for the year-to-date period, and they've had very strong performance as well.
Yeah, I gotcha. Great.
Speaker Change: And I would add to that just one one other comment is
Speaker Change: You know, when we evaluated the business when we were doing our diligence to where it is today, it has outperformed our expectations to the positive on a number of different areas from an organic growth perspective.
Speaker Change: from an investment performance perspective. So we're really, really happy and we're really impressed with the team and we're really impressed with the results and excited to have them part of our organization.
All righty, thank you both.
Speaker Change: Is it possible to give us maybe an update on, does that mean that accretion you would expect from the deal would be greater? And maybe could you give a little color or perspective on order of magnitude that we should expect?
Speaker Change: Thanks, Brennan. It's Mike. Yeah, I think we'd still kind of stick with the guidance that we provided, which was
Speaker Change: Low double-digit accretion post the first full year of ownership. We've kind of confirmed the guidance with respect to the expense synergies.
Speaker Change: and then we've provided that we'll provide some more clarity on revenue synergies as we get closer to the transaction.
David Brown: But we're really focused on kind of the execution phase, getting to closing and, as Dave mentioned, kind of making sure that the business is ready to operate day one, which we're fully confident that we'll be able to execute based on the playbook that we have.
Speaker Change: And as they mentioned, they've outperformed both in an investment performance flow and AUM perspective, which will provide some tailwinds.
Speaker Change: But I think at this point, you know, with the close coming in Q1, I don't think we're ready to lock in anything different than the guidance we've provided in the past.
Speaker Change: Okay, I'll just let my imagination run away with it then. You also spoke to the opportunity to consolidate. I'm not asking you to tip your hand here, but are there any particular parts of the market from either a capability perspective or geographic or whatnot that you find interesting or you think are particularly compelling or maybe mispriced?
Speaker Change: We don't approach acquisitions that way. We start off with, you know, does an acquisition make our company better?
Speaker Change: And there are a lot of ways to answer that question through an acquisition. Mundi gave us size and scale, gave us additional investment capabilities, gave us distribution access.
and it's going to make our company better.
Speaker Change: And so we'll approach the future acquisitions like that. We're not looking for a specific asset class.
Speaker Change: We're not looking for a specific type of company. We're looking to make our company better. We're looking to make sure that there's a cultural match. We're looking for investment excellence over long periods of time.
That's how we'll approach it. I do think
Speaker Change: Size and scale is going to matter in the future as you think about the industry maturing So I think anything that we will do We will definitely have be looking through a lens of wanting to get larger and wanting to continue To get you know to have our size and scale grow because I think that's going to be really important to be competitive longer term But outside of that, I don't think that there's anything unique or specific There are of course areas in the market that are growing faster than other areas. We're well aware of that We want to be in areas of growth
Speaker Change: But that isn't going exactly to be the driving factor of exactly what we're going to do.
Got it. Thanks for taking my questions.
Thank you. Bye.
Speaker Change: Your next question comes from Michael Cypress with Morgan Stanley. Please go ahead.
Michael Cypress: Great, thanks so much for the question. Maybe just continuing on that M&A topic there,
Speaker Change: I guess, where is their scope to make victory better today? Where do you want to have greater scale? What is the appetite to extend into some of those growthier areas like private markets? And maybe you could give us a sense of the types of deals that are coming across your desk that you guys are evaluating.
Thanks, Mike.
Speaker Change: First, like I said before, we want to get larger. I think there is going to be a need.
Speaker Change: for Forbes to have size and scale and, you know, post the Monday.
Speaker Change: close at $300 billion, we will be sized and scaled today, but five years forward, that probably isn't going to be big enough.
Speaker Change: to be competitive the way that we want to be competitive, so...
Speaker Change: Size and scale will matter. It'll matter on the U.S. intermediary distribution. It'll matter as you think about the product set that you're able to offer to that distribution channel.
Speaker Change: and the investments you're going to have to make with your partners around marketing, training, collateral, data, technology, and just having people out.
Speaker Change: selling, so you'll have to be larger to accomplish all of those.
So that matters to us.
Speaker Change: We're gonna want to have a larger product set than we have today to be able to partner with.
Speaker Change: you know, our potential clients and our existing clients. So going deeper on traditional asset management, yes.
Speaker Change: Private markets, you know, in certain areas will want to expand there. We'll do that creatively. We have been, you know, working very hard behind the scenes strategically on how we want to do that.
Speaker Change: Some firms have gone out and done acquisitions, some have partnered. We've observed the results of all of those and have a strategy for that.
Speaker Change: And so we'll want to expand our product set around just getting closer with our clients.
and we'll do that through acquisition and product launches.
Speaker Change: and then lastly you know we're going to still stick with our operating model and our business model and I think it's unique.
Speaker Change: You know, what we won't do is pivot away from who we are and what's made us successful, but we'll accomplish all of those things, you know, with the same model and the same mindset that we've done in the past.
Speaker Change: Great, and then just as a follow-up question as you're moving toward close here with the Amundi transaction, maybe you could speak to any sort of lessons learned over the years from prior transactions that you've done, you know, what sort of, you know, how does that inform your sort of go forward here in terms of key actions to take or not to take?
Speaker Change: and key actions to avoid, perhaps, that others do, that you do a bit differently. And then perhaps related to that, you mentioned private markets as an area maybe of interest, looking at others that have done acquisitions and partnerships. Just curious what lessons you take away from approaches that others have gone. It seems like it takes a generation from a lot longer to see success with those private market approaches.
Speaker Change: So the lessons, I'd say lessons learned on on our previous acquisitions
We are conservative and patient.
You know, we do our diligence, we do our work.
Speaker Change: and we are patient and deliberate in, you know, in putting these businesses onto our platform and we're also open-minded and, you know, I think that comes through in our approach and I think it comes through in all of our work.
Speaker Change: and ultimately the execution, and those are things that we've refined over.
Speaker Change: you know, 11 years of being an independent company and all of the acquisitions we've done. We have the same team working on the acquisitions for the most part that we had a decade ago. And that's pretty important to have really experienced people working on the integration and the execution. And that's a key element of our.
Speaker Change: of our model and all of the lessons we've learned we're applying to this transaction and when we complete this transaction we'll apply the lessons we've learned on this one to the next one.
Speaker Change: As far as private markets, I mentioned that we've observed partnerships, we've observed some of the acquisitions and I'm happy that we've had the ability to observe the success or lack of success in certain areas.
I think each company is unique.
and so how a private market's...
type product.
Speaker Change: acquisition or partnership would work with our company will be unique to our company.
and so it's hard to look at.
Speaker Change: another company not having all the information and it not being our exact company to come up with lessons but I would tell you that we're very happy with where we are with it and the ability to observe.
Speaker Change: the ability to build other parts of our business to make potentially an acquisition, a partnership, a product launch more successful.
Speaker Change: You know, the private market investing is important. It's an area of growth. It's an area that a lot of people are talking about. And I think that we'll, you know, when we look in the future, we'll participate in that part of the market.
Speaker Change: in a way that's very similar to what we've done with our traditional business.
Speaker Change: And, you know, and like I said, I think our ability to observe and, you know, go back and look at things strategically will benefit us in the future.
Great, thanks so much.
Speaker Change: Your next question comes from Candice Lee with RBC Capital Markets. Please go ahead.
Speaker Change: Hey, good morning. Thanks for taking my question. Just one more on M&A. Broadly speaking, I wonder if you could just talk about how bid-ask spreads are looking like among your discussions, and also wondering, relatedly,
Speaker Change: If you could just frame what the motivation is like from potential sellers in getting a transaction done. Thanks.
Speaker Change: Yeah, I think the bid-ask is coming together. I think people are ready to transact.
The market is strong.
Speaker Change: You can look at the future and you can game plan.
Speaker Change: somewhat the next four years. From a government administration perspective now, you could look at the Fed and rates and have a pretty strong opinion, and I think that's an environment where people want to transact.
Speaker Change: a lot of consolidation. I think the motivation is gonna be an environment that is conducive to that, from rates, from policy, and all of the reasons why an organization, depending on the type of organization, would transact. Those issues are not going away. In fact, they're probably...
Speaker Change: becoming more intense and so you put all that together and I think you know it's going to be a time where there's going to be a lot of consolidation and I go back to I think we're really well positioned for it and you know and I think people are realistic on pricing.
Speaker Change: Great. Very helpful there. And just one follow-up, if I may.
Speaker Change: In terms of recent conversations you may have had with institutional investors, I wonder if you could just provide a little bit more color around sentiment activity and perhaps whether you expect the post-election certainty.
could help drive more allocations or net flows there. Thanks.
Speaker Change: We haven't had the, given the election was just a couple days ago, we haven't had too many conversations, but I would imagine that
Speaker Change: that there will be a desire to do more allocations and to kind of do the risk-on trade. Although rates
Speaker Change: people can understand what the future might be. A lot of the uncertainty is taken out, and I think it's going to be really good for our business and for the investment management industry in general to get rid of some of the uncertainty that was there before the election.
Great, very helpful there. Thanks again.
Speaker Change: Your last question comes from Ken Worthington with J.P. Morgan. Please go ahead.
Speaker Change: Hi. Good morning, guys. Thanks for squeezing me in. This is Michael Cho, in for Ken. I just wanted to follow up quickly on the distribution with the Lundee here. I realize rent-experience synergies are
Speaker Change: are coming, but I guess just from an operational perspective, can you just update us where your initial priorities will be focused, you know, with respect to victory products as you get the sales effort off the ground for this partnership?
Speaker Change: Michael, it's Mike. Thanks for the question. I think as Dave said earlier, you know, the infrastructure at Amundi with respect to this global distribution partnership is in place.
Speaker Change: should be a high-priority or a focused product with respect to that global network.
Speaker Change: doing some work with respect to structuring. There are some co-mingled vehicles that will be part of the retail distribution.
Speaker Change: and then also starting to think about education on those products.
Speaker Change: So, really, we're lining ourselves up to be focused, you know, from an execution perspective post-closing, not just with New Victory products, but the current existing among the U.S. products that are in the network, and then leveraging those relationships, leveraging those contacts.
Speaker Change: to bring forth Victory products from a prioritization perspective. So, it really has been around education structuring and product design.
Speaker Change: Great. Thanks, Mike. And then just a quick follow-up on Flo's. You gave some monthly commentary for the quarter. I think you said July and August were a little soft. Maybe September was a little better. You sounded pretty constructive on 4Q. Any comments on October?
David Policarpo, David Brown, Matthew Dennis
You know, nothing...
Speaker Change: At this point that we highlight for October, I'd say it's probably been closer to what we saw in September than the early part of Q3.
Speaker Change: But we don't necessarily provide monthly flow information. But I think as Dave mentioned earlier, we've got significant one not funded pipeline that we're excited about here in the fourth quarter. And then we've got some
Speaker Change: Additional opportunities that are lined up for us as we get into the early part of next year.
Perfect, thank you.
Speaker Change: There are no more questions. I will now turn the conference back over to Dave Brown for closing remarks.
Dave Brown: Thank you for your interest in Victory Capital. We will be attending the Goldman Sachs Global Financials Conference in New York City next month, and we hope to see all of you there. Have a wonderful day, and thank you.
Speaker Change: Ladies and gentlemen, that concludes today's call. Thank you all for joining. You may now disconnect.