Q2 2025 Gentherm Inc Earnings Call
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Gregory Blanchette: It is now my pleasure to introduce Gregory Blanchette, Senior Director, Investor Relations. Please go ahead. Thank you and good morning, everyone. Thanks for joining us today.
Greetings and welcome to the gentherm second quarter 2025 earnings conference call. At this time, all participants are in a listen-only mode. A question and answer session will follow the formal presentations. If anyone should require operator assistance, please press star zero on your telephone keypad. As a reminder, this conference is being recorded. It is now my pleasure to introduce Gregory Blanchett senior director investor relations. Please go ahead
Gregory Blanchette: Gentherm's earnings results were released earlier this morning, and a copy of the release is available at gentherm.com.
Thanks for joining us today.
Gregory Blanchette: Additionally, a webcast replay of today's call will be available later today on the Investor Relations section of Gentherm's website.
Jen therms earnings results were released earlier this morning and a copy of the release is available at Jen therm.com.
Gregory Blanchette: During this call, we will make forward-looking statements within the meaning of federal securities laws. These statements reflect our current views with respect to future events and financial performance, and actual results may differ materially. We undertake no obligation to update them, except as required by law.
Additionally, a webcast replay of today's call will be available later today on the investor relations section of Jen terms website.
During this call, we will make forward-looking statements within the meaning of federal Securities laws.
These statements reflect our current views with respect to future events and financial performance, an actual results May differ materially
Gregory Blanchette: Please see Gentherm's earnings release and its SEC filings, including the latest 10-K and subsequent reports for discussions of our risk factors and other significant assumptions, risks, and uncertainties underlying such forward-looking statements.
We undertake no obligation to update them except as required by law.
Gregory Blanchette: During the call, we will also discuss non-GAAP financial measures as defined by SEC Regulation G.
Please see Jen, terms, earnings release and its SEC filings including the latest 10K. And subsequent reports for discussions of our risk factors and other significant assumptions risks, and uncertainties underlying such forward-looking statements
Gregory Blanchette: Reconciliations of these non-GAAP financial measures to the comparable GAAP financial measures are included in our earnings release and investor presentation.
Gregory Blanchette: On the call with me today are Bill Presley, President and Chief Executive Officer, and John Douyard, Chief Financial Officer. During their comments, they will be referring to a presentation deck that we've made available on the Investor section of Gentherm's website.
During the call, we will also discuss non-gaap Financial measures as defined by SEC. Regulation, G, reconciliations of these non-gaap Financial measures for the comparable. Gaap Financial measures are included in our earnings release and investor presentation.
Gregory Blanchette: After the prepared remarks, we'd be pleased to take your questions.
Speaker Change: On the call with me today are Bill Presley, president and chief executive officer and John deward Chief Financial Officer during their comments. They will be referring to a presentation deck that we've made available on the investor section of Jensen's website.
William Presley: Now, I'd like to turn the call over to Bill. Thank you, Greg, and good morning, everyone. I want to start on slide three, the few key performance highlights for the second quarter. The Gentherm team delivered results in line with our expectations in a highly dynamic environment. We improved adjusted EBITDA margin performance versus the first quarter by more than 100 basis points and achieved another strong quarter of Automotive New Business Awards with over $600 million secured in Q2 and $1 billion year-to-date. This keeps us on track for another robust year. We received a significant award from Ford on their F-Series platform and I would like to use this as an example of how Gentherm is strategically positioned as a differentiated solutions provider.
Bill Presley: After the prepared remarks, we'd be pleased to take your questions now, I'd like to turn the call over to Bill.
Bill Presley: The Gen 13 delivered results in line with our expectations in a highly Dynamic environment.
Bill Presley: We improved adjusted, even the margin performance versus the first quarter by more than 100 basis points and achieved another strong quarter of Automotive, new business Awards, with over 600 million dollars, secured in Q2 and 1 billion dollars a year to date.
This keeps us on track for another robust year.
William Presley: We have industry-leading technology and strong customer relationships which position us well for this highly contested award. We secured all of the heat, ventilation, lumbar, and massage systems on Ford's next-generation F-150, F-250, and F-350 platforms, making us the full comfort solution provider on one of the most significant platforms in the market. The F-Series truck platform is the number one volume vehicle in North America and is in the top five globally. This reinforces that Gentherm thermal and pneumatic products are not just focused on the luxury vehicle segment, but they are becoming the customer standard and applicable to large volume platforms. Additionally, it's important to note that Gentherm was awarded the program prior to the selection of a tier one seat supplier, demonstrating the strength of our commercial approach, which is built around direct OEM engagement.
Bill Presley: We received a significant award from 4 on their F-series platform and I would like to use this as an example of how gen therm is strategically positioned as a differentiated Solutions provider.
Bill Presley: We have industry-leading technology and strong customer relationships, which position us well for this highly contested award.
Bill Presley: We secure all of the heat ventilation Lumbar and massage systems on Ford's Next Generation F-150, F-250 and F-350 platforms. Making us the full Comfort solution, provider on 1 of the most significant Platforms in the market.
Bill Presley: The F-series truck platform is the number 1 volume vehicle in North America and is in the top 5 globally.
This reinforces that gentherm thermal and pneumatic products are not just focused on the luxury vehicle segment, but they are becoming the customer standard and applicable to large volume platforms.
Additionally, it's important to note that gentherm was awarded the program prior to the selection of a tier 1 seat supplier.
William Presley: Our products are an essential component in the OEM product planning process and we work closely with them to deliver capability and value to the end user. I am grateful to the team for securing this significant new business award. We continue to innovate thermal and pneumatic solutions that allow us to create a highly desirable value-added feature for the market. Turning to revenue, in the second quarter, automotive climate and comfort solutions outperformed actual light vehicle production in our key markets by 10 basis points, excluding FX. While we are not pleased with the overall result, we did have strong outperformance in North America and Europe, weighed down by underperformance in Asia, where our share does not currently represent the market.
Bill Presley: Demonstrating the strength of our commercial approach which is built around, direct OEM engagement.
Bill Presley: Our products are an essential component in the OEM product planning process and we work closely with them to deliver capability and value to the end user.
Bill Presley: I am grateful to the team for securing the significant new business award. We continue to innovate thermal and new managed solutions that allow us to create a highly desirable value, added feature for the market.
Bill Presley: Turning to revenue.
Bill Presley: In the second quarter Automotive, climate and comfort solutions. Outperformed actual light vehicle production in our key markets by 10 basis points, excluding FX
While we are not pleased with the overall result, we did have strong outperformance in North America and Europe.
William Presley: We recognize the importance of shifting our customer mix and are actively tailoring our pursuit maps to close the gap in Asia. To demonstrate progress we have made to proactively grow our business with Chinese domestic OEMs. If you look at our awards year-to-date, 70% of our Chinese awards were with Chinese domestic OEMs compared to 50% over the last two years. As a result of the team's efforts, historically in China, our customer revenue mix was about 80-20 in favor of the global OEMs, and we expect next year to be closer to 60-40. It remains a key strategic priority for us to shift our China customer mix toward domestic OEMs to be more closely aligned to the overall market.
Bill Presley: Weighed down by underperformance in Asia, where our share does not currently represent the market.
Bill Presley: We recognize the importance of Shifting, our customer mix and are actively tailoring. Our Pursuit maps to close the gap in Asia.
Bill Presley: To demonstrate progress, we have made to proactively grow our business with Chinese domestic. Oems. If you look at our Awards year to date, 70% of our Chinese awards were with Chinese domestic oems compared to 50% over the last 2 years.
As a result of the team's efforts, historically in China, our customer Revenue. Mix was about 80/20 in favor of the global oems
Bill Presley: And we expect next year, to be closer to 6040.
William Presley: Operationally, we are laying the necessary foundation for driving improved operational and financial performance, which will allow us to strategically deploy capital.
Bill Presley: It remains a key strategic priority for us to shift. Our China, customer mix toward domestic oems to be more closely aligned to the overall Market.
Bill Presley: Operationally. We are laying the necessary foundation for driving improved operational. And financial performance which will allow us to strategically deploy capital.
William Presley: Now on to slide four for an update of our progress against our strategic priorities. We are committed to driving strategic profitable growth and confident in the growth trajectory of our core automotive business. Pneumatic, lumbar, and massage adoption rates are accelerating. In 2024, the product line grew more than 20% from the prior year, and year to date, we've grown more than 15%. We expect that trend to continue.
Bill Presley: Now, on to slide 4 for an update of our progress against our strategic priorities.
Bill Presley: We are committed to driving strategic profitable growth and confident in the growth. Trajectory of our core Automotive business.
William Presley: We project that our lumbar and massage product line will grow from approximately $175 million in 2024 to well over $300 million by 2027. Growth will be driven by increasing adoption and recent awards that have not yet gone into production. These include GM full-size truck platform, a Hyundai vehicle with Pulse 8 technology, as well as multiple domestic Chinese OEMs including LEAP Motors.
Pneumatic Lumbar and massage. Adoption rates are accelerating in 2024. The product line grew more than 20% for the prior year and year to date. We've grown more than 15%. We expect that Trend to continue.
Bill Presley: We project that our lumbar massage product line will grow from approximately 175 million in 2024, to well over 300 million by 2027.
Bill Presley: Growth will be driven by increasing adoption and recent awards. That have not yet gone into production.
William Presley: Separately, we are executing on our strategy to expand into near-adjacent markets and are gaining momentum. Over the first half of the year, our global team has engaged with over 30 customers across a variety of end markets, and the feedback has been overwhelmingly positive, as customers are now expecting the same comfort solutions as those in the light vehicle market. We demonstrated quick progress and secured five new awards in the quarter, including two new commercial vehicle programs with our thermal management solutions, and three valve awards for PowerSports platform. These wins validate that our products have broader application, and we see additional early opportunities in these markets, as well as two-wheelers and motion furniture.
Bill Presley: These include GM full-size truck, platform 100y vehicle with pulse a technology as well as multiple domestic Chinese oems including leap motor.
Separately, we are executing on our strategy to expand into near adjacent markets and are gaining momentum. Over the first half of the Year. Our Global team has engaged with over 30 customers across a variety of end markets and the feedback has been overwhelmingly positive, as customers are now expecting the same Comfort Solutions as those in the light vehicle Market.
5 new Awards in the quarter including 2, new commercial vehicle programs with our thermal Management Solutions and 3 valve awards for Powersports platforms.
William Presley: I am impressed with our team's ability to quickly pivot beyond the light vehicle market and we do believe this is just the beginning.
Bill Presley: These winds validate that our products have broader application and we see additional early opportunities in these markets as well as 2- wheelers and motion furniture.
William Presley: Second, we continue to position the medical business for future growth. We announced an expanded strategic partnership with Duomed to enhance European distribution, increasing market access for existing product portfolio. And we progressed our work on new medical product development and expect announcements in the coming quarter. Operationally, I spent time with the leadership team in five of our manufacturing sites during the quarter, performing workshops, sharing best practices, and standardizing business processes. In my visits, I have observed best-in-class capabilities and will drive these across the company as part of a standardized company operating system.
Bill Presley: I am impressed with our team's ability to quickly, pivot beyond the light vehicle market and we do believe that this is just the beginning.
Bill Presley: Second, we continue to position the medical business for future growth.
Bill Presley: We announced an expanded strategic partnership with duomed to enhance European distribution increasing Market access for existing product portfolio and we progressed our work on new medical product development and expect announcements in the coming quarters.
William Presley: Our global strategic footprint realignment plans remain on track and expect to be substantially completed with our announced plans in late 2026 as previously communicated.
Operationally, I spent time with the leadership team in 5 of our manufacturing sites during the quarter performing workshops sharing best practices and standardizing business processes in my visits. I have observed best-in-class capabilities and will drive these across the company as part of a standardized company operating system.
William Presley: M&A is an important component of our capital allocation strategy.
Bill Presley: Our Global strategic footprint. Realignment plans remain on track and expect to be substantially completed with our announced plans in late 2026 as previously communicated.
John Douyard: We have progressed the M&A funnel development and are evaluating opportunities aligned with our strategic priorities and core technology platforms. And now I will turn the call over to John to review second quarter highlights and results. John. Thanks, Bill.
M&a is an important component of our Capital allocation strategy.
We have progressed the m&a funnel development and our evaluating opportunities aligned with our strategic priorities and core technology platforms.
Bill Presley: And now, I will turn the call over to John to review second quarter, highlights and results John
John Douyard: Please turn to slide five. For the second quarter, we secured $620 million of automotive new business awards.
John Deward: Thanks Bill. Please turn to slide 5.
John Douyard: A few highlights include that Ford F-Series program, which, as Bill mentioned, is an important strategic win that secures our content on the highest volume platform in North America for the next decade. Our technology leadership was further reinforced as we secured additional Pulse A awards on four vehicles with JLR and BMW as they scale the technology across their platform. Pulse A, our proprietary pulsating massage system, is gaining traction, and its performance remains unmatched in the market. With increasing momentum among OEMs, we expect this innovation to drive profitable, incremental growth of our lumbar massage comfort solutions business for years to come.
John Deward: For the second quarter, we secured 620 million of Automotive new business Awards.
John Deward: A few highlights include that Ford F series program, which is Bill mentioned. It's an important strategic win that secures our content on the highest volume platform in North America for the next decade.
John Deward: Our technology leadership was further reinforced as we secured additional pulse Awards, on 4 vehicles with jlr and BMW as they scale the technology across their platforms.
John Deward: They'll say our proprietary. Pulsating. Massage system is gaining traction and its performance remains unmatched in the market.
John Douyard: We are also winning in China with Chinese domestic OEMs, including BYD, Great Wall, and Leap Motor. These awards will drive incremental growth in China, resulting in a shift of our customer mix over time to be more aligned with the overall Chinese market.
John Deward: With increasing momentum among oems, we expect this Innovation to drive profitable incremental. Growth of our lumbar. Massage Comfort Solutions business for years to come.
John Deward: We are also winning in China with Chinese domestic oems including byd, Great Wall, and leap motor.
John Douyard: To that end, we launched nine new programs in the quarter, including several programs with Chinese domestic OEMs, highlighted by the launch of a steering wheel heat with hands-on detection program with Xiaomi on the YU7, which is expected to become one of the highest volume vehicles in China over the next several years. Additionally, as mentioned earlier in the year, we won a thermal control unit program across several Stellantis vehicle platforms for both seat and steering wheel heat control, and in the quarter, we were excited to launch on the RAM 1500.
John Deward: These Awards will drive incremental growth in China resulting in a shift of our customer mix over time to be more aligned with the overall Chinese market.
John Deward: To that end, we launched 9 new programs in the quarter including several programs with Chinese domestic oems highlighted. By the launch of a steering wheel heat with Hands-On detection program with xiaomi on the you 7 which is expected to become 1 of the highest volume vehicles in China, over the next several years,
John Douyard: Please turn to slide 6 for a more detailed review of the second quarter financial results. Second quarter revenue decreased 0.2% compared to the same period last year. Foreign exchange adjusted revenues decreased 1.6%. Automotive Climate and Comfort Solutions revenue increased 3.8% year-over-year or 2.5% XFX.
John Deward: Additionally, as mentioned earlier in the year, we want to Thermal control unit program across several philanthropist vehicle platforms for both seat and steering wheel heat control. And in the quarter, we were excited to launch on the Ram 1500.
John Deward: Please turn the slide 6 for a more detailed review of the second quarter Financial results.
John Deward: Second quarter, Revenue. Decreased 0.2% compared to the same period last year.
Foreign exchange adjusted revenues decreased 1.6%.
John Douyard: which partially offset planned revenue decreases from previously discussed strategic exits. Medical revenue decreased 3.8% year-over-year or 4.8% excluding the impact of FX.
John Deward: Automotive climate and comfort solutions, Revenue increased, 3.8%, year-over-year, or 2.5% XFX.
John Deward: Which partially offset plan Revenue. Decreases from previously, discussed strategic exits.
John Douyard: Turning to profitability, we delivered $45.9 million of adjusted EBITDA in the quarter, or 12.2% of sales, compared to 13.3% in the second quarter of last year. The decrease was primarily driven by higher material costs, which includes unfavorable product mix, as well as higher labor costs and expenses related to our footprint realignment. As we discussed previously, we experienced timing disconnects between tariff expense and recovery as well as dilution from the path through revenue, which collectively impacted margins by approximately 15 basis points in the quarter. Overall, our team has done a nice job of running the playbook to mitigate tariff exposure.
John Deward: Medical Revenue, decreased, 3.8%, year-over-year, or 4.8%, excluding the impact of FX.
John Deward: Starting to profitability, we delivered 45.9 million of adjusted but on the quarter or 12.2% of sales compared to 133% second quarter of last year.
The decrease was primarily driven by higher material costs, which includes unfavorable product mix as well as higher labor costs and expenses related to our footprint realignment.
John Deward: As we discussed previously.
John Deward: We experienced timing disconnects between tariff, expense, and Recovery, as well as dilution from the pass through Revenue, which collectively impacted margins by approximately 15 basis points in the quarter.
John Douyard: Adjusted diluted earnings per share in the quarter were $0.54 per share compared to $0.66 per share in the second quarter of last year.
John Deward: Overall, our team has done a nice job of running the Playbook to mitigate tariff exposure.
John Douyard: Our balance sheet remains strong, and we have generated $32 million of operating cash flow year-to-date. We repurchased $10 million of shares in the second quarter and will continue to balance repurchases with other strategic priorities moving forward. Overall net debt stood at $81 million, while our net leverage ratio remained flat at 0.5 terms. Our available liquidity was $416 million at the end of the quarter, an increase of $15 million from the prior year.
Adjusted diluted earnings per share in the quarter were 54 cents per share compared to 66 cents per share in the second quarter of last year.
John Deward: We repurchased 10 million dollars of shares in the second quarter and would will continue to balance repurchases with other strategic priorities moving forward.
John Deward: Overall, net debts that at 81 million while our net leverage ratio, remained flat at 0.5 turns.
John Deward: Our available liquidity was 416 million at the end of the quarter, an increase of 15 million from the prior year.
John Douyard: Please turn to slide 7 for a discussion on our guidance for the remainder of the year. Overall, sentiment has improved since April. We continue to diligently monitor the market, including industry reports, as well as customer production schedules, which have remained relatively stable throughout the entire year. Based on the latest available information, we have updated our guidance and increased the revenue midpoint. We now expect revenue to be in the range of $1.43 billion to $1.5 billion. On EBITDA, given our results here to date, increased clarity on the impact of tariffs based on what is in place today, as well as the expectation of improved performance in the second half, we have narrowed the adjusted EBITDA margin range to 11.7% to 12.5%.
John Deward: Please turn to slide 7 for a discussion on our guidance for the remainder of the year.
Overall sentiment has approved has improved since April.
John Deward: We continue to diligently monitor the market including industry reports as well as customer production schedules, which have remained relatively stable throughout the entire year.
John Deward: Based on the latest available information. We have updated our guidance and increase the revenue. Midpoint
John Deward: we now expect Revenue to be in the range of 1.43 billion to 1.5 billion.
John Deward: Bye in our results here today. Increased Clarity on the impact of tariffs based on what is in place today.
John Deward: As well as the expectation of improved performance in the second half, we have narrowed, the adjusted even the margin range. So 11.7% to 12.5%
John Douyard: On capital expenditures, we are reducing our expected range to $55 to $65 million to reflect the focus on optimizing the utilization of current plant equipment while also scrutinizing new projects. As we think about the cadence for the remainder of the year, we expect third quarter overall results to be roughly in line with the second quarter, despite industry reports suggesting a mid-single-digit decrease in light vehicle production sequentially.
On Capital expenditures. We are reducing our expected range to 55 to 65 million to reflect the focus on optimizing, the utilization of current plant equipment, while also scrutinizing new projects,
John Douyard: In closing, we remain on track to deliver our financial commitments for the year, while positioning the company to drive shareholder value over the long term.
John Deward: as we think about the Cadence for the remainder of the year, we expect third quarter overall results to be roughly in line with the second quarter, despite industry reports, suggesting a mid single digit, decrease in light vehicle production sequentially,
William Presley: With that, I will hand it back to Bill for closing remarks. Thanks, John. I want to wrap up on slide eight, reiterating our belief that Gentherm is uniquely positioned for long term value creation. We remain focused on driving profitable growth of our innovative and differentiated core technology platforms. In a short time, we have proven these are scalable and portable to adjacent markets. Next, we are committed to driving margin expansion through continuous improvement and have a clear path with our strategic footprint realignment and focused efforts on the margin profile of the lumbar and massage comfort solutions business.
In closing, we remain on track to deliver our financial commitments for the year, while positioning the company to drive shareholder value over the long term.
John Deward: With that, I will hand it back to bill for closing remarks.
Bill Presley: Thanks, John. I want to wrap up on slide 8, reiterating our beliefs that jenzer is uniquely positioned for long-term value creation.
Bill Presley: We remain focused on driving profitable, growth of our Innovative and differentiated core technology Platforms. In a short time. We have proven, these are scalable and portable to adjacent markets next.
William Presley: Lastly, we are operating from a strong financial position. We remain flexible and opportunistic with our capital allocation priorities to drive shareholder value.
William Presley: In conclusion, we are acting with a sense of urgency on the execution of our long-term strategic priorities to deliver enhanced shareholder returns.
Bill Presley: We are committed to driving margin expansion through, continuous Improvement and have a clear path with our strategic footprint, realignment and focused efforts on the margin. Profile of the lumbar and massage Comfort Solutions business. Lastly, we are operating from a strong financial position. We remain flexible and opportunistic with our Capital, allocation priorities to drive shareholder value in conclusion. We are acting with a sense of urgency on the execution of our long-term.
Gregory Blanchette: With that, I will turn the call back to the operator to begin the Q&A session. Thank you.
Bill Presley: Strategic priorities to deliver enhanced shareholder returns with that. I will turn the call back to the operator to begin the Q&A session.
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Ryan Sigdahl: Your first question comes from Ryan Sigdahl with Craig Hallam, please go ahead. Hey, good morning, guys. Nice quarter and update. Morning, Ryan.
Speaker Change: Thank you. We will now be conducting a question and answer session. If you would like to ask a question, please press star 1 on your telephone keypad, a confirmation call Will indicate your line is in the question, too. You may press star 2 to remove yourself from the queue for participants using speaker equipment and may be necessary to pick up your handset before pressing star keys.
Speaker Change: Your first question comes from Ryan sigdal with Craig Howen, please go ahead.
Hey, good morning guys, space quarter, an update.
Ryan Sigdahl: Let's start on guidance since you ended with it. You mentioned Q3, expected to be similar to Q2, despite... Is that a different, or I guess, is that a company-specific alt performance they expect given the...
Speaker Change: Morning Ryan.
Speaker Change: Uh, let's start on guidance since he ended with it. Uh, you mentioned Q3 expected to be similar to all despite the the industry decline of mids single digits. Um, is that a different or I guess, is that a company specific outperformance? They expect given the the visibility from new launches or do you have a different view from an industry production standpoint than than where the forecasts are at?
William Presley: Thanks Ryan.
William Presley: I think I would say it's company-specific view. I mean we do have a number of new launches that are going to come out in the third quarter really across the regions, but also as we look at, as we've talked about throughout the year, we've been very consistent from a customer production schedule standpoint. So the visibility we have here in the short term solidifies our view that Q3 looks a lot like Q2 from a top-line perspective and expect the P&L to follow. Very good.
Speaker Change: Thanks Ryan. And I think, um,
Speaker Change: I would say it's company specific view. I mean we do have a number of new launches that are going to come out in the third quarter uh really across the regions. Uh but also as we look at as we've talked about throughout the year we we've been very consistent from a customer production schedule standpoint. So the visibility we have here in the short term solidifies our view. That Q3 looks looks a lot like Q2 from a top line perspective and and
Speaker Change: Expected a pnl to follow.
Ryan Sigdahl: Then just switching over to Ford. Nice. Nice to see that U.S. full comfort solutions portfolio on Ford F-Series.
William Presley: I guess, can you compare and contrast how that compares to, because you guys had a lot of content on the previous or the current F-Series. what's new, what's different, current. Yeah, for us, Ryan, this is Bill, you know, that was continuation really of our current platform, so similar content as the previous F-Series. It just solidifies, you know, the desire of the customer to have our features because of the value that it provides to the end user. You know, and significant for us because of our strong relationships with the customer because of our innovative product line, you know, we're able to work with the customer while they're doing their product planning, you know, and be sourced into the product before they've even chosen the seat supplier.
Speaker Change: Very good. Uh, then just switching over to Ford, nice. Uh, nice to see that new F series full Comfort Solutions, portfolio, on Ford F series, I guess. Can you compare and contrast how that compares to you guys, had a lot of content on the previous or the current F series? But uh what's new, what's different Uh current versus the next gen.
Speaker Change: Yeah, for us Ryan, this is Bill. Um,
Speaker Change: For us because of our strong relationships with the customer because of our Innovative product line. You know, we're able to work with the customer while they're doing their product planning, uh, you know, and be sourced into the product before they even chosen the seed supplier.
Ryan Sigdahl: Yeah, and certainly nice to have that experience. the market.
Ryan Sigdahl: Last question for me and then I'll turn it over to the others.
Speaker Change: Yeah and uh certainly nice to have that extension with the a core customer especially given some of the noise in the market. Um,
Ryan Sigdahl: Just on the adjacencies, I believe you called out three power sports platforms that you have awards and they can expand on that, who the OEMs are, what the content provided, etc. I can't expand on who the OEM is. I'll tell you that they're UTV style, you know, vehicles. So, and it just proves the thesis that our valves really being a, what I call a catalog component, you know, read across to other industries, and our teams have been out there calling directly, you know, on those other end markets, right, to provide our solutions. So, you know, we're very positive on what we think we can do there.
Speaker Change: Last question for me and then I'll turn it over to the others just on the adjacencies. I believe you called Out 3 Powers Sports platforms. Uh that you have Awards anything you can expand on that who the oems are. What? The content provided Etc.
Speaker Change: Uh I I can't expand on who the OEM is, I'll tell you that their UTV style you know Vehicles. So um and it just proves the thesis that our valves really being a
William Presley: We're just building the channel, but we think this is a great opportunity for us in the future.
Speaker Change: What I call a catalog component. Um, you know, read across the other Industries and our teams have been out there calling directly, you know, on those other uh, end markets, right to provide our Solutions. So, you know, we're very positive on what we think we can do there. We're just building the channel, but uh, we we think this is a great opportunity for us in the future.
Ryan Sigdahl: to clarify, you said single OEM with three platforms? Yep.
Speaker Change: Just to clarify, you said single OEM with 3 platforms.
Speaker Change: Yep.
Ryan Sigdahl: Thanks guys, good luck.
Ryan Brinkman: Next question, Ryan Brinkman with J.P. Morgan, please go ahead. Hi. Thanks for taking my question.
Speaker Change: Great. Thanks guys. Good luck. Thanks.
Ryan Brinkman: Next question, Ryan Brinkman with JP Morgan. Please go ahead.
Ryan Brinkman: You know, one thing that I think really stood out from your earnings call last quarter was the large opportunity you saw in the non-automotive end market. So, it's great to see the awards already in power sports and commercial vehicles.
Ryan Brinkman: Thought to ask some questions around that. You know, starting with power sports, I'm calling it award, you know, early in the pandemic for heated and cooled seats on Indian motorcycles. Is that what you're doing as well, heated and cooled seats? You mentioned utility vehicles. I'm not sure snowmobiles seem obvious candidate.
Ryan Brinkman: And then on the commercial vehicles, are these commercial trucks? And can you remind us what, if any, business you do today in commercial trucks?
Ryan Brinkman: And then also on some of the less obvious adjacencies, thank you for helping us with furniture being another. I hadn't thought of that, but obviously makes a lot of sense.
Ryan Brinkman: Did you mention another end market too? I might have missed that. And then finally, you mentioned valves.
Ryan Brinkman: And I just want to be clear, is valve separate from these other awards? I imagine that furniture, you know, commercial trucks, you know, utility vehicles, whatever, that that would be heated and cooled seats. Is valve somehow different? And what are you looking at potentially supplying there, if not heated and cooled seats?
Ryan Brinkman: Hi, thanks for taking, uh, my question, you know, 1 thing that I think really stood out from your earnings call. Last quarter was the large opportunity. You saw in the non-automotive and market. So, it's great to see the awards already, uh, in Powersports and commercial vehicles without to ask some questions around that, you know, starting with Powersports. Um, I'm calling it award, you know, early in the pandemic for heated and cooled seats on on. Indian Motorcycles, is, is, is that what you're doing as well? Heated in, in cooled seats, uh, you mentioned utility vehicles. I'm not sure, snowmobiles seemed obvious candidate. Um, and then on the commercial vehicles, are these commercial trucks. Um, and can you remind us, uh, uh, what if any business you do today, uh, in commercial trucks and, and then also on some of the less obvious adjacencies. Thank you for helping us uh, with Furniture being another. I hadn't thought of that. But obviously, makes a lot of sense. Uh, did you mention another End Market too? I might have missed that and then finally, you mentioned Valves and I just want to be clear is valve separate from these other Awards.
William Presley: Yeah, so let me try to take those. My team will keep me honest here on the number of questions. I think I'll hit them all.
I imagine that furniture, you know, commercial trucks, uh, you know, utility vehicles, whatever that, that would be heated cooled seats is valve somehow different and, um, uh, you know, and and and what what are you looking at potentially supplying their if not keeping cool seats.
William Presley: So let me just start with saying, look, our commercial vehicle is extremely small today, almost negligible in the company. So the commercial vehicle wins that we're talking about here are specifically thermal solutions, and there were two awards on commercial vehicle. One of them is actually a heavy truck, so take class A over the road truck. So that's a big win for us there. And the other one is a last mile delivery van. Both commercial vehicles, both good wins. That's some new wins for us.
Ryan Brinkman: Yep, so let me um, let me try to take those. My team will keep me. Me honest, here on the number of questions, I think I'll hit them all. So let me just start with saying look our our alternative, our commercial vehicle is extremely small today. Um, like negligible, um, in in the company. So the commercial vehicle wins that. We're talking about. Here are are, are specifically thermal Solutions. And there were 2 Awards on Commercial Vehicle. 1 of them is actually a heavy truck so if they Class A over the road truck. So that's, that's a big win for us there and the other 1 is a last. My last mile, the delivery van. Uh, so
Ryan Brinkman: Both commercial vehicles, both good wins. Um,
William Presley: The valves specifically were in the PowerSports platforms. That was separate of any thermal and pneumatic solution. And again, you know, that was a good win, the team engaging directly with the OEM there. The valves for us, we view valves as a separate core strategy or a separate core technology platform, right? If you think back, we said we have four core technology platforms. There were thermal solutions, there were pneumatic solutions, there were valves, and there were air-moving devices. We view valves and air-moving devices as catalog parts, meaning it's a flow equation in a dimension. So we go out to the OEMs, we show the value that we can provide, the performance that we can provide, and that's how we're trying to win, and that's what the team brought home this quarter.
Ryan Brinkman: so new wins for us the valve specifically, where in the power sports platforms. That was separate of any thermal and pneumatic solution. Um and again you know that that was a good win. The team engaging directly with the OEM there. The valves for us we view valves as a separate core strategy or a separate core technology platform, right? If you think back, we said we have 4 core technology platforms. They were thermal solutions. They were pneumatic Solutions. There were valves and they were are moving devices.
Ryan Brinkman: We view valves and are moving devices as catalog parts.
William Presley: The other end markets that we specifically mentioned were two-wheelers. So, you know, two-wheelers would be applicable to our thermal solutions. They would also be applicable to valves.
Ryan Brinkman: Meaning it's a flow equation, and a dimension. So we go out to the oems, we show the value that we can provide the performance that we can provide. And that's how we're trying to win. And and that's what the team brought home this quarter, the the other end markets that we specifically mentioned, were 2 wheelers. So, you know, 2 wheelers would be uh, applicable.
William Presley: We're in some early proof of concepts, I would say, there with two-wheelers. And then motion furniture is anything that's not stationary. The doors there have opened well. The communications there have been very positive, and we're in early proof of concepts with two equipment manufacturers and motion furniture right now.
Ryan Brinkman: To our thermal solutions. They would also be applicable to valves where in some early proof of Concepts. I would say there with 2 wheelers.
William Presley: And I would just add, Ryan, I think we did talk about this on the last call, but this is us taking current product lines and opening up to existing markets. So minimal investment, we're not offering really new products, but tailoring them and looking for opportunities to just enter adjacent markets. Yeah, I think super good point to clarify. Right, Ryan, these are not us creating a bespoke solution for a unique market. This is us scaling. our core platform technologies and components, so utilizing literally the same plant property and equipment that we have today out there, pushing what our teams on the Thermal and Pneumatic site would call standard kits and pushing on the valves what our teams would call catalog partners.
Ryan Brinkman: Offering really new new products, uh, but tailoring them and looking for opportunities to, uh, to just enter adjacent markets. Yeah, I think super good point to clarify, right. Ryan, these are not us creating a box, bespoke solution for a unique Market. This Is Us scaling,
Ryan Brinkman: Our core platform Technologies and components. So utilizing literally the same plant property and equipment that we have today out there pushing what our teams on the thermal and pneumatics side would call Standard kits and pushing on the Bells with our teams would call catalog parks.
Ryan Brinkman: Okay, very helpful. Thank you.
Ryan Brinkman: And then just lastly, on the EBITDA margin change in the guide, obviously, some, you know, good fashion year to date, you're a little bit better than consensus here in the quarter. And I'm just curious if you can comment on that. And I understand it's a little bit of a narrowing, but kind of midpoint down slightly.
Ryan Brinkman: And then just curious if tariffs have influenced at all. You're one of just a handful of suppliers to have reported 1Q earnings before the April 29, you know, USMCA compliant part exemption from tariffs. Is there maybe, like, less pass-through of zero margin tariff costs? Or what are the puts and takes there on, you know, not a big change, but puts and takes on the full year margin revision?
John Douyard: Yeah, let me start on tariffs, Ryan. I mean, I think we talked in the quarter about being about a 15 basis point headwind, I would say, generally, the tariffs have played out exactly as we as we have expected in terms of the cost incurred, as well as our ability to pass through and recover. There is also the timing difference between when we we do incur the expense and when we do recover from the customer. And that's really the headwind that we're seeing here. You know, that will fluctuate month to month in terms of the magnitude just based on, you know, goods movements.
Speaker Change: Okay. It's very helpful. Thank you. And then just lastly, um, on the, the IBA margin, uh, change in the guide. Um, obviously some, you know, good friends and year to date. You're you're a little bit better than consensus here in the quarter and um, uh, just curious, if you can comment on that. And, um, I understand it's a little bit of a narrowing, but kind of the midpoint down slightly and then, um, just curious if tariffs have influenced that all your, your 1 of uh, just a handful of suppliers to have reported 1 Q earnings before the April 29th. Uh, you know, usmca compliant part exemption from tariffs is there maybe like less pass through of of zero margin. Uh, tariff costs or or what are the puts and takes their on on, you know, not a big change, but puts and takes on the full year, uh, margin. Uh revision. Please.
John Douyard: But I think we've got better clarity, certainly better clarity today than we did in April, just on the fact that we've been living through it now for a couple months. So, as we, you know, that is a piece of narrowing the EBITDA guidance range, as well as having additional clarity on what the tariff impact is overall. I think the other piece to that is you look at the first half of the year, where 11.7% of EBITDA adjusted EBITDA year to date, you know, we did see sequential improvement from Q1 to Q2, we expect second half to be in the same range or a little bit better.
Ryan: Yeah, let let me start on tariffs Ryan. I mean, I think we talked in the quarter about being, uh, about a 15 basis point headwind. Uh, I would say, generally the tariffs have played out exactly. As we, as we have expected in terms of of the cost incurred, as well as our ability to pass through and recover. Um, there is also the timing difference, uh, between when we we do incur the expense and when we do recover it from the customer, and that's really the the headwind that we're seeing here. Um, you know, that will fluctuate month-to-month in terms of the magnitude just based on, you know, Goods movements. But I think we've got better Clarity. Certainly better Clarity today than we did in April, uh, just on the fact that we've been living through it now for a couple months. So, as we, you know, that is a piece of of narrowing, the, the ibida guidance range as well as having additional Clarity on on what the Tariff impact is overall. I, I think the other piece to that is, you look at the first half of the Year where 11.7% of ibida adjusted even a year to date. Um you know, we did see.
John Douyard: And as you look at that math, it really sort of narrows it around that low 12s range.
John Douyard: Very helpful, thank you.
Sequential improvement from q1 to Q2. We expect second half to be in the same range or a little bit better. And as you look at that math, it really sort of narrows it around that that uh, that low 12's range.
Ryan: Okay, very helpful. Thank you.
Operator: Once again, if you would like to ask a question, please press star 1 on your telephone keypad.
Speaker Change: Once again, if you would like to ask
Matt Koranda: The next question comes from Matt Koranda with Roth Capital Partners. Please go ahead. Hey guys, good morning. Just on the guidance, I guess I wanted to clarify that to hit the midpoint of the guide on Iwata Dizzletide in the second half, you do need to show a little bit of Iwata Martin expansion relative to the second half of last year. Do we expect that in the third quarter, or is that more of a fourth quarter event, maybe just to put some tension on it? Yeah, I think, just to clarify what we said, I think the You know, we expect the second or third quarter to look a lot like the second quarter did.
Brandon: Brandon with Roth Capital Partners, please go ahead.
Speaker Change: Hey guys, good morning. Um, just on the guidance, I guess I wanted to clarify it to hit the midpoint of the the guide on Ava. Does it like in the second half? You do need to show a little bit of even a Martin expansion relative to the second half of last year. Do we expect that in the third quarter? Or is that more of a fourth quarter event? Maybe just the puts and takes around that
Speaker Change: Yeah, I think um, it just to clarify what we said. I think the the uh,
John Douyard: And so it should be similar from an even a margin perspective. We will see an increase as we get into the fourth quarter. And that would be where we see more of the margin expansion. But really, we've got the teams focused on incremental improvements quarter over quarter. How do we get better in the factories from a manufacturing? And that's really what we're pushing on to see a better second half here. Okay, and the fourth quarter improvement comes mostly from a mix improvement? Or is that a vendor negotiation thing? What's what are the kind of buckets where you see the No, I would say it's operational.
Speaker Change: You know, we expect the second or the third quarter to look a lot like the second quarter did. And so should be similar from an evident margin perspective, we will see an increase as we get into the fourth quarter and that would be where we see more of the margin expansion but really, we've got the teams focused on incremental improvements quarter over quarter. How do we get better in the, in the factories, from a manufacturing and and efficiency perspective. And that's really what we're pushing on to see a better second half here.
Speaker Change: Okay. And the fourth quarter Improvement comes mostly from a mix Improvement or is that a vendor negotiation thing? What's what are the kind of buckets where you see the Improvement coming from?
John Douyard: Operations. Okay, got it.
No, I would say it's it's operationally.
Matt Koranda: And then just was curious on Asia, you mentioned sort of one of the reasons for the underperformance relative to production is kind of lower exposure to the China domestic OEMs. I guess that would suggest that it's going to take time to sort of close the gap on outperforming China production.
Speaker Change: Operations. Okay, got it. Um, and then just, uh, was curious on Asia, you mentioned sort of 1 of the reasons for the underperformance relative to production is kind of lower exposure to the China, domestic oems. I guess that.
William Presley: Maybe can you speak to that and just sort of how long it may take? before you're consistently outperforming production in China over time. Yeah, I would say, if you look at our, you know, revenue, you know, what we've been winning, we say, you know, by next year, we're at that 60-40 customer split. So 60% global, 40% Domestic. So that starts improving actually for us next year.
Speaker Change: Would suggest that it's going to take time to sort of close the gap on outperforming China production, um, maybe can you speak to that? And and just sort of how long it may take before your consistently outperforming uh, production in China over time.
Speaker Change: Yeah, I would say um if you look at our, you know, Revenue you know what, we've been winning. We say you know by next year we're at that 60/40 customer split so 60% uh Global 40%. Um,
William Presley: Matt, the Chinese OEMs, their development cycles are much faster. So when we win programs, we can often add revenue anywhere from six to 18 months. You know, so as I said in my comments.
Speaker Change: so, so that starts improving actually for us next year, Matt, the Chinese oems
Speaker Change: Their development Cycles are much faster. So when we win programs, we can often add Revenue anywhere from 6 to 18 months. Um,
William Presley: For the first half of the year, the team has done a phenomenal job. Seventy percent of the wins in China have been with Chinese domestic OEMs. So, you know, if you project that out, you know, we're quickly shifting toward what I would say is the mix in the market there. So, you know, our plan is to represent the market there sometime in the next 18 to 24 months.
Speaker Change: You know, so as I said, uh, and my comments.
Speaker Change: For the first half of the year, the team's done a phenomenal job, 70% of the wins in China have been with Chinese domestic oems. Um, so, you know, if you project that out, you know, we're we're quickly shifting toward what I would say is the mix and the market there. So, you know, our plan is to represent the market there, sometime in the next 18 to 24 months,
Matt Koranda: Okay, that's great to hear.
Matt Koranda: Maybe just last quick one. The adjacent market revenue, it's exciting to kind of hear all of the potential adjacent market products that you could be in. Maybe I missed it. Maybe you covered it. But just in terms of cycle time for that, I would assume that's much faster than the typical automotive program. sort of when to launch.
William Presley: But could you touch on that really quickly? Yeah, I think you're spot on. It's surprisingly much faster. So like I said, we're working on proof of concepts now, you know, and and these industries and the parts that we're showing them the components we're showing them because they're already available. You know, their their launch times are there to market times they talk about in terms of less than a year.
Okay, that's great to hear. Um, maybe just last Quick, 1, the adjacent Market Revenue. It's, it's exciting to kind of hear all of the, uh, potential adjacent Market, um, products that you could be in. Um, maybe I missed it, maybe you covered it. But just, um, in terms of cycle time for that, I would assume that's much faster than a typical Automotive program. Uh, in terms of, you know, sort of when to launch, uh, but could you touch on that really quickly?
Yeah, I think you're spot on its it's surprisingly much faster. Um, so like I said, we're working on proof of Concepts. Now, you know, and and these industries in the parts that we're showing them, the components, we're showing them because they're already available.
You know, their, their launch times are there 2 Market times. They talk about
In terms of less than a year.
Matt Koranda: Okay, excellent, I'll leave it there, thanks. Thanks, man.
Okay. Excellent. I'll leave it there. Thanks.
Thanks man.
Operator: Thank you.
Operator: This does conclude today's teleconference. We thank you for your participation. You may now disconnect your lines.
Speaker Change: Thank you. This does conclude today's teleconference. We thank you for your participation. You may now disconnect your lines.