Q2 2025 Hayward Holdings Inc Earnings Call

LaTanya: Greetings. Welcome to Hayward Holdings' second quarter 2025 earnings call. My name is LaTanya, and I will be your operator for today's call. At this time, all participants are in a listen-only mode. Later, we will conduct a question-and-answer session. During the question-and-answer session, if you have questions, please press star one, then on your telephone keypad. Please note this conference call is being recorded. I will now turn the call over to Kevin Maczka, Vice President of Investor Relations and FNP&A. Mr. Maczka, you may begin, please.

Greetings, welcome to Hayward Holdings. Second quarter 2025 earnings call. My name is Latta and I will be your operator for today's call.

At this time, all participants are in a listen-only mode.

Later, we will conduct a question answer session.

during the question and answer session, if you have questions, please press star 1 then on your telephone keypad,

Please note this conference call is being recorded.

Kevin Maczka: Thank you and good morning, everyone. We issued our second quarter 2025 earnings press release this morning, which has been posted to the Investor Relations section of our website at investor.hayward.com. There you can also find the earnings slide presentation referenced during this call. I'm joined today by Kevin Holleran, President and Chief Executive Officer, and Eifion Jones, Senior Vice President and Chief Financial Officer. Before we begin, I would like to remind everyone that during this call, the company may make certain statements that are considered forward-looking in nature, including management's outlook for 2025 and future periods. Such statements are subject to a variety of risks and uncertainties, including those discussed in our most recent forms, 10-K and 10-Q filed with the Securities and Exchange Commission, that could cause actual results to differ materially. The company does not undertake any duty to update such forward-looking statements.

I will now turn the call over to Kevin Mazza vice president of investor relations and SNP. And a Mr. Mazza you may begin, please.

We issued our second quarter 2025 earnings press release this morning, which has been posted to the investor relations section of our website at investor.com.

There you can also find the earnings slide presentation referenced during this call.

I'm joined today by Kevin Halloran, president and chief executive officer and Ivy and Jones, senior vice president and Chief Financial Officer.

Kevin Maczka: Additionally, during today's call, the company will discuss non-GAAP measures. Reconciliations of historical non-GAAP measures discussed on this call to the comparable GAAP measures can be found in our earnings release and the appendix to the slide presentation. All comparisons will be made on a year-over-year basis unless otherwise indicated. I will now turn the call over to Kevin Holleran.

Before we begin, I would like to remind everyone that during this call the company may make certain statements that are considered forward-looking in nature, including Management's, outlook for 2025 and future periods. Such statements are subject to a variety of risks and uncertainties including those discussed in our most recent forms, 10K and 10, Q filed with the Securities and Exchange Commission that could cause actual results to differ materially. The company does not undertake any duty to update such forward-looking statements,

Additionally, during today's call, the company will discuss non-gaap measures. Reconciliations of historical non-gaap measures discussed on this, call to the comparable. Gaap measures can be found in our earnings release and the appendix to the slide presentation. All comparisons will be made on a year-over-year basis, unless otherwise indicated

Kevin Holleran: Thank you, Kevin, and good morning. It's my pleasure to welcome all of you to Hayward's second quarter earnings call. I'll begin on slide four of our earnings presentation with today's key messages. I'm pleased to report second quarter results exceeded expectations. Net sales increased 5% with growth across both our North America and Europe and rest of the world segments. We delivered strong profitability with gross profit margins increasing to a record 52.7% and adjusted EBITDA margin increasing to 29.5%. This represents the 10th consecutive quarter of year-over-year gross margin expansion, a direct result of the strong performance of our commercial and operations teams. Robust sales growth and profitability, coupled with effective working capital management, enabled us to significantly reduce net leverage to 2.1 times.

Kevin Holleran: This is near the low end of our targeted range of two to three times and the lowest level in over three years, providing enhanced financial flexibility as we execute our strategic growth plans. During this period of tariff uncertainty, we continue to aggressively execute our plans to mitigate the impact of tariffs, support margins, and deliver on our commitments to shareholders and customers. We have a resilient business model with approximately 85% of our sales aligned with serving the aftermarket needs of the existing installed base. I'm confident in our team's ability to navigate this dynamic environment. We are refining our guidance for the full year 2025, raising the low end of our guidance range for net sales. We now expect net sales to increase approximately 2% to 5%, and we continue to expect adjusted EBITDA of $280 to $290 million.

I will now turn the call over to Kevin howerin. Thank you. Kevin and good morning. It's my pleasure to welcome all of you to hayward's. Second quarter earnings call. I'll begin on slide 4 of our earnings presentation with today's key messages. I'm pleased to report second quarter results, exceeded expectations. Net sales increased 5% with growth across both our North America and Europe, and rest of world segments. We delivered strong profitability with gross profit margins, increasing to a record 52.7% and adjusted IBA margin increase in to 29.5%. This represents the 10th consecutive quarter of year-over-year, gross margin expansion, a direct result of the strong performance of our commercial and operations teams, robust, sales growth and profitability coupled with effective working Capital Management, enabled us to significantly, reduce net leverage to 2.1 times.

This is near the low end of our targeted range of 2 to 3 times and the lowest level in over 3. Years providing enhance Financial flexibility as we execute our strategic growth plans,

During this period of tariff uncertainty, we continue to aggressively execute, our plans, to mitigate the impact of tariffs support margins and deliver on our commitments to shareholders and customers. We have a resilient business model with approximately 85% of our sales aligned with serve in the aftermarket needs of the existing installed base. I'm confident in our team's ability to navigate this Dynamic environment.

Kevin Holleran: Turning now to slide five, highlighting the results of the second quarter. Net sales increased 5% to approximately $300 million, driven by a 5% increase in net price, 2% lower volumes, and a 2% contribution from the Core King acquisition. By segment, total net sales increased 6% in North America and 3% in Europe and the rest of the world. End demand improved in June, resulting in customer orders generally in line with normal seasonal patterns for the quarter. Non-discretionary aftermarket maintenance demand remains resilient, but the more discretionary elements of the market have been pressured. Consistent with the trend of prior quarters, homeowners building new pools or remodeling existing pools are increasingly electing to add technology to deliver the desired ambiance and experience rather than cutting costs to defeature their pool investment. Last quarter, we introduced you to OmniX, an industry-first suite of innovative products for the aftermarket.

We are refining our guidance for the full year 2025, raising the low end of our guidance range for net sales. We now expect net sales to increase approximately 2% to 5%, and we continue to expect adjusted EBITDA of $280 million to $290 million.

Turning now to slide 5 highlighting the results of the second quarter, net sales increased 5% to approximately 300 million driven by a 5% increase in net price 2% lower volumes and a 2% contribution from the clerk. King acquisition.

By segment, total net sales, increased 6% in North America and 3% in Europe and rest of the world and demand improved in June, resulting in customer orders. Generally in line with normal seasonal patterns for the quarter. Non-discretionary aftermarket maintenance, demand remains resilient, but the more discretionary elements of the market have been pressured. Consistent with the trend of Prior quarters, homeowners building, new pools or remodeling, existing pools, are increasingly electing to add technology to deliver the desired Ambience and experience rather than cutting costs to defeat their pool investment.

last quarter, we

Kevin Holleran: This automation platform provides a cost-effective way to accelerate technology adoption in the installed base, increasing aftermarket equipment content per pool pad, and advance our technology leadership position in the market. We are pleased with the initial dealer response to the new OmniX-enabled variable speed pump and will launch other product categories with embedded OmniX control capabilities in the coming quarters. In addition, our commercial pool business continues to grow organically and benefit from the addition of the Core King acquisition in June of 2024. As I reflect on our first full year of ownership, this has been a very successful integration for Hayward, providing a key building block as we expand our commercial pool business, delivering the expected sales and operational synergies. Year to date, our commercial sales in North America have approximately doubled while generating strong profitability.

Introduced you to Omni X and industry. First Suite of innovative products for the aftermarket, this automation platform provides a cost-effective way to accelerate technology adoption in the installed base, increasing aftermarket equipment content, per pool pad, and Advance our technology leadership position in the market. We are pleased with the initial dealer response to

The new Omni X-enabled variable speed pump will launch other product categories with embedded Omni X control capabilities in the coming quarters.

Kevin Holleran: Consolidated gross profit margins increased 170 basis points to a quarterly record 52.7%. Adjusted EBITDA increased 7% to $88 million, and adjusted EBITDA margin increased 50 basis points to 29.5%. We continue to make SG&A investments in the business to drive future growth. We are investing in advanced engineering and new product development to continue bringing innovative, industry-leading products to market. On the commercial side, we are increasing investments in customer care and executing targeted sales and marketing strategies to further increase our presence in high-growth regions and capture market share. During the quarter, Hayward sponsored the prestigious 2025 Pool and Spa Network Top 50 Builder Awards event. As we continue to invest in the industry and build upon our unified customer-first approach, we are seeing greater traction with higher-end builders and servicers. Finally, adjusted diluted EPS increased 14% to 24 cents. Turning now to slide six.

In addition, our commercial pool business continues to grow organically and benefit from the addition of the clerk King acquisition in June of 2024, as I reflect on our first full year of ownership, this has been a very successful integration for Hayward. Providing a key building block as we expand our commercial pool business, delivering the expected sales and operational synergies year to date our commercial sales in North America, have approximately doubled while generating strong profitability,

Points to a quarterly record 52.7%, adjusted ibida, increase 7% to 88 million and adjusted evaa margin increase. 50 basis points to 29.5%,

we continue to make sgna investments in the business to drive future growth. We are investing in advanced engineering, and new product development to continue bringing Innovative industry-leading products to Market, on the commercial side, we are increasing investments in customer care, and executing targeted sales and marketing strategies. To further, increase our presence in high growth regions and capture market share.

During the quarter, Hayward sponsored the prestigious, 2025 Pool and Spa, Network top 50 Builder Awards event. As we continue to invest in the industry and build Upon Our unified customer first approach, we are seeing greater traction with higher-end Builders and services, finally adjusted diluted EPS increased 14% to 24 cents

Kevin Holleran: The tariff environment continues to evolve and will likely remain unsettled for some time. As of our last earnings call, the incremental tariffs were 145% for China and 10% for the rest of the world. Since then, we have seen movement in those rates, most significantly a reduction to 30% incremental for China. As a reminder, we are predominantly a domestic manufacturer with approximately 85% of our North America sales produced in the United States and increasing, as I'll discuss in a moment. However, we do source certain products from our Hayward facility in China and other third-party Chinese suppliers who are also impacted by the tariffs. Based on the latest available information, we estimate a total annualized tariff impact of approximately $30 million, with a partial year impact in 2025 of approximately $18 million, most related to China.

Turning now to slide 6.

The tariff environment continues to evolve and will likely remain unsettled for some time.

As of our last earnings call, the incremental tariffs were 145% for China and 10% for the rest of world. Since then, we have seen movement in those rates.

Most significantly a reduction to 30% incremental for China. As a reminder, we are predominantly a domestic manufacturer with approximately 85% of our North, America sales produced in the United States and increasing as I'll discuss in a moment. However, we do Source certain products from our Hayward facility in China and other third-party Chinese suppliers who are also impacted by the tariffs.

Kevin Holleran: This is down from an annualized impact of approximately $85 million when the China tariff was 145%. Our planning assumption is the current tariff arrangements remain in place, and our outlook does not consider any changes that may potentially take effect in August. We remain agile and prepared to respond as needed. Our team is focused on aggressively executing our mitigation action plans. As previously communicated, we expect our direct sourcing from China into the US as a percent of cost of goods sold to decline from approximately 10% to 3% by year-end. We intend to achieve that target regardless of the eventual tariff resolution, as it de-risks our supply chain and limits exposure to geopolitical uncertainty. On the pricing side, we announced a 3% tariff-related price increase in North America effective late April. This will remain in place.

Based on the latest available information, we estimate a total annualized tariff impact of approximately 30 million dollars with a partial year impact in 2025 of approximately 18 million, most related to China.

This is down from an annualized impact of approximately 85 million when the China Tariff was 145%. Our planning assumption is the current tariff Arrangements remain in place, and our Outlook does not consider any changes that may potentially take effect in August. We remain agile and prepared to respond as needed. Our team is focused on aggressively executing our mitigation action plans.

As previously communicated, we expect our direct sourcing from China into the U.S. as a percent of cost of goods sold to decline from approximately 10% to 3% by year-end. We intend to achieve that target regardless of the eventual tariff resolution, as it de-risks our supply chain and limits exposure to geopolitical uncertainty on the pricing side. We announced a 3% tariff-related price increase in North America effectively.

Kevin Holleran: However, we elected not to implement a previously announced second price increase after the 145% China tariff was reduced. Our teams are working diligently to support our customers while protecting profitability. At this point, we expect to fully offset the current tariff-related cost increases. And with that, I'd like to turn the call over to Eifion to discuss our financial results in more detail.

Eifion Jones: Thank you, Kevin, and good morning. I'll start on slide seven. As Kevin stated, we are pleased with our second quarter financial performance. Net sales increased 5% and exceeded expectations. We delivered strong growth and adjusted EBITDA margin expansion to 52.7% and 29.5% respectively, and significantly reduced net leverage to 2.1 times. Looking at the results in more detail, the net sales increase of 5% to approximately $300 million was driven by 5% positive net price realization, 2% lower volume, and a 2% contribution from the acquisition of Core King. Gross profit in the second quarter increased 9% to $158 million. Gross profit margin increased 170 basis points to a record 52.7%, with a 220 basis point increase in North America, offsetting a reduction in Europe and the rest of the world.

April this will remain in place. However, we elected not to implement a previously announced second price increase after the 145% China Tariff was reduced. Our teams are working diligently to support our customers. While protecting profitability at this point, we expect to fully offset. The current tariff related cost increases. And with that, I'd like to turn the call over to Ivan to discuss our financial results in more detail.

Eifion Jones: We took steps in recent quarters to improve the performance in Europe and the rest of the world, and I'm pleased to see the sequential margin progress again this quarter, increasing 390 basis points from 35% in the first quarter and 750 basis points from 31.4% in the fourth quarter of 2024. Adjusted EBITDA increased 7% to $88 million in the second quarter, and adjusted EBITDA margin increased 50 basis points to 29.5%. As a reminder, we are strategically reinvesting in the business to drive future growth with targeted initiatives in sales and marketing, customer service, and engineering. Our effective tax rate was approximately 25% in the second quarter, consistent with our guidance. Adjusted diluted EPS increased 14% to 24 cents.

Thank you, Kevin and good morning. I'll start on slide 7 as Kevin stated. We are pleased with our second quarter financial performance and that sales, increased 5% and exceeded expectations. We delivered strong growth and adjustability but our margin expansion to 52.7% and 29.5% respectively and significantly reduced net leveraged to 2.1 times, looking at the results in more detail, the net sales increase of 5% to approximately 300 million was driven by 5% positive, net price, realization 2%, lower volume, and a 2% contribution from the acquisition of Paul King, gross profit in the second quarter, increased 9% to 158 million, gross profit, margin increased, 170, basis points to a record 52.7% with a 220 basis point. Increase in North America of setting a reduction in Europe and rest of the world. We took steps in recent quarters to improve the performance in Europe and

The world.

Eifion Jones: Turning to slide eight for a review of reportable segment results for the second quarter, North American net sales increased 6% to $255 million, driven by 6% net price realization, 3% lower volume, and 3% from the Core King acquisition. Net sales in the US increased 6%, and Canada was down modestly. Seasonal demand increased as expected as we entered the peak of the 2025 pool season. Incoming orders were healthy and consistent with our expectations for the quarter, and strong in commercial, up double digits organically. Gross profit margin increased 220 basis points to a robust 55.1%, and adjusted segment income margin increased 110 basis points to 34.9%. Turning to Europe and the rest of the world, net sales for the quarter increased 3% to $44 million, driven by 1% favorable net pricing, 1% lower volume, and 3% favorable foreign currency translation.

The second quarter was consistent with our guidance. Adjusted diluted EPS increased 14% to $0.24. Turning to slide 8 for a review of our reportable segment results for the second quarter: North American net sales increased 6% to $255 million, driven by 6% net price realization, 3% lower volume, and 3% from the ClawKing acquisition. Net sales in the U.S. increased 6%, while sales in Canada were down modestly.

Seasonal demand increased as expected as we entered the peak of the 2025 pool season income, in orders were healthy and consistent with our expectations. For the quarter and strong in commercial up. Double digits organically,

Eifion Jones: Net sales reduced 4% in Europe and increased 16% in the rest of the world. Certain Middle Eastern and Asian markets were significantly impacted in the prior year by macroeconomic and geopolitical conditions, and we are encouraged by the improving year-to-date trends. We are pleased to see the continued margin progression in the quarter. On a sequential basis, gross profit margins increased 390 basis points to 38.9% compared to 35% in the first quarter, and adjusted segment income margins increased 150 basis points to 18.1%. Turning to slide nine for a review of our balance sheet and cash flow highlights. We are pleased with the quality of our balance sheet and the significant reduction in net leverage during the quarter and over the last two years.

Gross profit, margin increased, 220 basis points to a robust 55.1% and adjusted segment income margin increased 110. Basis points to 34.9% turning to Europe and rest of world. Net sales for the quarter, increased 3%, to 44 million driven by 1%, favorable net pricing, 1% lower volume and 3%, favorable foreign currency translation, net sales reduced 4% in Europe and increased 16% in rest of the world. Certain middle eastern. Asian markets were significantly impacted in the prior year by macroeconomic and geopolitical conditions. And we are we are encouraged

Encouraged by the improving, year-to-date trends.

We are pleased to see the continued margin progression in the quarter. On a sequential basis across profit margins, increased 390 basis points. The 38.9% compared to 35% in the first quarter and adjusted segment income margins increased 150 basis points to 18.1%

turning to slide 9 for a review of our balance sheet and cash flow highlights.

Eifion Jones: Net debt to adjusted EBITDA improved to 2.1 times compared to 2.8 times at the end of the first quarter and 2.8 times in the year-ago period. Reduced leverage provides additional flexibility as we invest in the business and execute on our strategic growth plans. Total liquidity at the end of the second quarter was $528 million, including $365 million in cash and equivalents, plus availability under our credit facilities of $163 million. We have no near-term maturities on our debt, as the term debt and the undrawn ABL mature in 2028. Our borrowing rate benefits from $600 million in debt currently tied to fixed interest rate swap agreements maturing in 2026 through 2028, limiting our cash interest rate on our term facilities to 6% in the quarter. Our average interest rate earned on global cash deposits for the quarter was 3.8%.

We are pleased with the quality of our balance sheet and the significant reduction in net leverage during the quarter and over the last 2 years. Net debt to adjust the debt. Improved to 2.1 times compared to 2.8 times at the end of the first quarter and 2.8 times in the year ago, period reduced leverage provides additional flexibility as we invest in the business and execute on our strategic growth plans. Total liquidity at the end of the second quarter was 528 million including 365 million in cash and equivalents plus availability under a credit facilities of 163 million.

We have no near-term maturities on our den as the term debt and the undrawn abl mature in 2028 a borrowing rate benefits from 600 million in debt. Currently tied to fixed interest rate swap agreements. Maturing in 2026 through 2028 limiting, our cash interest rate on our term facilities to 6% in the quarter. Our

Eifion Jones: Our business has strong free cash flow generation characteristics driven by high-quality earnings. Cash flows are seasonal, and the company typically has strong cash generation in the second quarter related to the collection of early buy receivables. Year-to-date cash flow from operations was $188 million compared to $210 million in the year-ago period, largely reflecting strategic inventory management ahead of tariff-related cost increases. Our outlook for the full year is unchanged. Capex of $13 million in the first half was modestly higher than the prior year, reflecting strategic growth investments and project timing. Consequently, free cash flow was $175 million. Turning now to capital allocation on slide 10, we maintain a disciplined and balanced approach to capital allocation, emphasizing strategic growth investments and manufacturing asset investments for tariff mitigation, maximizing long-term shareholder returns while maintaining prudent financial leverage.

My average interest rate earned on global cash deposits. For the quarter was 3.8%.

Our business has strong free. Cash flow generation characteristics, driven by high quality earnings cash, flows is seasonal and the company typically has strong cash generation in the second quarter related to the collection of early buyers receivables year to date. Cash flow. From operations, was 188 million compared to 210 million in the year ago, period. Largely reflecting strategic inventory, management, ahead of tariff. Related cost increases, our outlook for the full year is unchanged. Capex of 13 million. In the first half was a modestly higher than the prior year, reflecting strategic growth Investments and project time in consequently, free cash flow was 175 million.

Eifion Jones: We continue to pursue additional acquisition opportunities to augment our organic growth plans in addition to potential share repurchases. Hayward's Board of Directors recently authorized the repurchase of up to $450 million in shares over three years to replace a similar expired authorization. Turning now to slide 11 for our full year 2025 outlook. We are refining our guidance for the year, raising the low end of our guidance range for net sales. For fiscal year 2025, Hayward now expects net sales to increase approximately 2% to 5%, to $1.07 billion to $1.1 billion, and adjusted EBITDA of $280 to $290 million. We continue to expect solid execution across the organization, positive price realization, and continued product technology adoption. We expect non-discretionary aftermarket maintenance demand to remain resilient with pressure on the more discretionary elements of the market.

Turning now to Capital, allocation on slide 10, we maintain a disciplined and balanced approach to Capital allocation emphasizing strategic growth Investments and Manufacturing asset Investments for tariff. Mitigation maximizing long-term shareholder returns while maintaining prudent financial leverage, we continue to pursue additional acquisition opportunities to augment our organic growth plans. In addition to potential share repurchases, Haywood's board of directors recently. Also authorized the repurchase of up to 450 million in shares, over 3 years to replace a similar expired. Authorization, turning now to slide 11,

For our full year 2025 Outlook.

Eifion Jones: In April, we implemented an out-of-cycle price increase of approximately 3% in North America to offset the anticipated tariff-related inflation. As a result of the partial year benefit of this increase, we now anticipate a positive full-year net price contribution of at least 4%. Our guidance does not contemplate potential new tariffs effective on or after July the 27th. If these do materialize, we will take mitigation actions to offset as appropriate. We continue to expect solid cash flow generation in 2025 with a conversion of greater than 100% of net income at approximately $150 million. We are confident in our ability to successfully execute in a dynamic environment and remain very positive about the long-term growth outlook for the pool industry, particularly the strength of the aftermarket. And with that, I'll now turn the call back to Kevin.

We continue to expect solid execution, across the organization positive price realization and continued product technology. Adoption we expect non-discretionary aftermarket maintenance demand to remain resilient with pressure on the more discretionary elements of the market in April, we implemented an out of cycle price, increase of approximately 3% in North America, to offset the anticipated, tariff related inflation, as a result of the partial year benefit of this increase. We now anticipate a positive full year net price contribution of at least 4%. Our guidance does not contemplate potential new tariffs.

Kevin Maczka: Thanks, Eifion. I'll pick back up on slide 12. Before we close, let me reiterate how appreciative I am of the team's strong performance. In a continued challenging and uncertain environment, Hayward delivered another strong quarter, exceeding expectations. Net sales increased 5% and margins continued to expand, including a record gross margin. We significantly delevered the balance sheet 2.1 times while investing in the business to drive future growth. We refined our guidance for the full year, raising the low end of our net sales guidance and effectively implementing measures to counter the current tariff headwinds. As the macroeconomic and tariff environments continue to evolve, we are excited about the fundamentals that drive our business and confident in our ability to execute our growth strategies and create shareholder value. With that, we're now ready to open the line for questions.

Effective on or after July the 27th. If these do materialize, we will take mitigation actions to offset as appropriate. We continue to expect solid cash flow generation in 2025 with a conversion of greater than 100% of net income at approximately 150 million. We are confident in our ability to successfully execute in a dynamic environment and remain. Very positive about the long-term growth outlook for the pool industry, particularly the strength of the aftermarket, and with that, and I'll turn the call back to Kevin

Thanks Ivan. I'll pick back up on slide 12 before we close. Let me reiterate how appreciative I am of the team strong performance in a continued challenging and uncertain environment. Hayward delivered, another strong quarter, exceeding expectations, net sales, increased 5% and margins. Continue to expand including a record. Gross margin, we significantly de-lever the balance sheet, 2.1 times while investing in the business, to drive future growth.

LaTanya: Thank you. We will now conduct a question-and-answer session. If you would like to ask a question, please press star one on your telephone keypad. A confirmation tone will indicate your line is in the question queue. You may press star two to remove yourself from the queue. For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. Once again, that's star one at this time. One moment while we pull for the questions. The first question comes from Ryan Merkel with William Blair. Please proceed.

We refined our guidance for the full year, raising the low end of our net sales guidance and effectively implementing measures to counter the current tariff, headwinds as the macroeconomic, and tariff environments, continue to evolve, we are excited about the fundamentals that drive our business and confident in our ability to execute our growth strategies and create shareholder value with that. We're now ready to open the line for questions.

Thank you. We will now conduct a question and answer session. If you would like to ask a question, please press star 1 on your telephone keypad. A confirmation tone will indicate your line is in the question queue. You may press star 2 to remove yourself from the queue. For participants using speakerphones, it may be necessary to pick up your handset before pressing the star keys. Once again, that's star 1 at this time. One moment, while we pull for the questions.

Ryan Merkel: Hey, good morning all, and congrats on a nice quarter in a tough market.

The first question comes from Ryan Merkel with William Blair please proceed.

Kevin Holleran: Morning. Thanks, Fred.

Hey, good morning, all and congrats on a nice quarter and a tough Market.

Ryan Merkel: My first question is on gross margin. You know, it really pops off the page. Just curious on your thoughts on the outlook for the second half because it feels like you're not really raising the expectations there. So a little color there would be helpful.

My first question is on gross margin. You know, it really pops off the page, just curious in your thoughts on the outlook for the second half because it it feels like you're not really raising the expectations uh there. So a little color there would be helpful.

Kevin Holleran: Good morning, Ryan. Yeah, let me just first kind of highlight what drove Q2, and then we'll transition into how we see the second half. It was great to report a strong result, you know, which really was driven by that margin performance and the record at 52.7%. And it does represent great work collectively that the Hayward team across the operations, supply chain, and the commercial teams are doing. You know, in some ways, I really think what we just posted in Q2, you know, shows the possibilities for what we can deliver. You know, we look at it across kind of four main pillars.

Uh, good morning Ryan. Uh yeah, let me just first kind of highlight, what drove uh Q2 and then we'll transition into how we see the second half. It was great to report a strong result. Uh,

Kevin Holleran: You know, firstly, and we've talked about this publicly before, but just to reiterate, you know, from a productivity standpoint, the things going on inside our four walls, they don't really grab headlines, and they're, you know, they're ongoing, whether they're, you know, our continuous improvement culture or weekly kaizans, things that drive productivity and some investments we're making in automation to be more efficient and more productive with the volume that we have. You know, secondly is really what we're doing with the product line as we're rationalizing out some lower volume and some low margin SKUs at the same time introducing, you know, higher value, higher margin, new products to the marketplace. Q2 was was better volume than we have kind of in Q1 or Q3. So, you know, again, we show there what can occur as we start utilizing more of our capacity in our global footprint.

You know, which really was driven by that margin performance and the record that at 52.7%, uh, great work, collectively that the Hayward team across, uh, the operations and supply chain. And the commercial teams are are doing, uh, you know, in some ways. I, I really think what we just posted in Q2, you know, shows the, uh, shows the possibilities, uh, for what we can deliver. Uh, you know, we looked at it across kind of 4 main pillars, you know. Firstly, we've talked about this publicly, uh, before, but just to re reiterate, you know, from a productivity standpoint, the things going on, inside our 4 Walls,

Kevin Holleran: And then, of course, from a price-cost standpoint, we continue to expect to be able to deliver price-cost neutrality, you know, as we face inflation and more recently tariffs. As for the second half, I'll, and going forward, I'll ask Eifion to address how we pull that guide and the outlook together.

Eifion Jones: Sure. Ryan, as we step into the second half, you know, the incremental tariff price action that we took in April in North America, you know, that will benefit the entire second half and is expected to offset approximately dollar for dollar the tariff that we expect to incur in the second half. That will keep the absolute gross profit margin dollars protected, but will obviously moderate the gross profit margin percentage, you know, given net sales is priced up and gross profit dollars remain the same as we anticipated. You know, as we complete our operational mitigation programs, that will be the driver to open back up again the gross profit margin percentage. And as we've discussed, you know, those programs are well progressed and they will take, you know, through the end of this year into next year to fully execute.

And then, of course, from a price cost standpoint, we continue uh, to expect, to be able to deliver price, cost neutrality, you know, as we, as we Face inflation and, and more recently tariffs as for the second half, I'll I'll, uh, and going forward, I'll ask Ivan to address how we pulled that, uh, that guidance and the Outlook together, sure, uh, Ryan as we step into the second half, uh, you know, the incremental tariff price action that we took in April in North America, you know, that will benefit the entire second half and is expected to offset, uh, approximately dollar for dollar the Tariff that we expect to incur in the second half.

Eifion Jones: I think what's super positive is despite a moderating gross profit margin percentage in the second half, our full-year guidance implies a year-over-year gross profit margin percentage improvement, which, you know, we're super proud of. And as Kevin mentioned, you know, it takes a village here to tackle the entirety of what's being thrown at us, and we feel really positive about how things have developed through the second quarter here.

That will keep the absolute gross profit margin dollars protected, but will obviously moderate the gross profit margin percentage. You know, given net sales is priced up and gross profit uh uh dollars remain the same as we anticipated. Uh, you know, as we complete our operational mitigation programs that will be the driver to to open back up again, the gross profit margin percentage in and as we've discussed you know, those programs are well progressed and they'll they will take, you know, through the end of this year into next year to fully execute. I think what's super positive is despite the moderating gross profit margin percentage in the second half.

A full year guidance implies, uh, year-over-year gross profit margin, uh, percentage Improvement, which, you know, we're super proud of. And as Kevin mentioned, you know, it it it takes a village here to, to tackle, the entirety of what's being thrown at us and we feel really positive about how things have developed through the second, uh, second quarter here.

Ryan Merkel: Thanks for that. That was great color. My second question is on the new pool outlook, I guess a near-term question and a long-term question. So near-term, what are you expecting for new pool for this year? And then it seems to me that the new pool market has been a category that's corrected the most since COVID. And, you know, do you feel like we're at a durable bottom here at this point?

Thanks for that. That was a great color.

My second question is on the new pool Outlook, I guess, and your term question and a long-term question. So near-term. What do you expecting for for new pool for this year? And then it seems to me that the new pool Market is been a category. That's corrected, the most since Co. And you know, do do you feel like we're at a durable bottom here at this point?

Kevin Holleran: Yeah, in terms of our outlook, I think it remains consistent with our original guide, Ryan, and that is, you know, we were calling for modestly down. PK Data, as you well know, kind of the industry source there in the US, calculated or communicated low 60s last year. We believe, you know, as we continue to look closely at the permit data, there's a couple of sources for that. But as we triangulate, I would say that it's still tracking to sort of mid-single-digit count off year on year, but is improving as we're working through the year. And again, the values, I know it wasn't asked in your question, but the value of what is being built continues to be positive as folks are doing it right and are putting features on their pools. As for, you know, where it can go from here, it's a great question.

Yeah, in terms of our Outlook, uh, I think it remains consistent with our original, uh, guide, uh, Ryan and that is, you know, we were calling for modestly down PK data as you well know. Um, kind of the Industry Source there in the US, uh, calculated or communicated low 60s last year. Um, we believe, you know, as we continue to look closely at the permit data, there's a couple sources for that. But as we triangulate, I would say that it's still tracking to sort of mid uh single digit uh, count, uh, off year on year. But is but is improved

Kevin Holleran: You know, this is near trough levels. You know, going back to, you know, immediately coming out of the GFC, it got a little bit lower at that point. I'd like to think that the macro, you know, today isn't quite what it was back 15 years ago. You know, there's an interesting thing we talk about here around new construction, and by no means are any of us proud of a 60,000 account coming off, you know, the more recent highs. But if you go back 10 years ago, you know, when interest rates were very different than they are today, when the housing market, or at least turnover existing homes, which is a big driver of remodeling activity, you know, was far different. We were building 60,000 pools then.

Uh, as we're working through the year and again the values, I know it wasn't asked in your in, in your question, but the value of what is being built continues to be uh, to be positive, as folks are doing it, right? And and our and our uh, uh, put the features, uh, on their pools as for, you know, where it can go from here. Uh, it's a great question, you know, this is near trough levels, you know, uh, going back to, you know, immediately coming out of the GFC. It got a little bit lower at that point. I'd like to think that the macro, um, you know, today isn't isn't isn't quite what it was back 15 years ago. You know, there's an interesting thing we talked about here around new construction, and by no means are any of us, proud of a 60,000 account, uh, coming off, you know, the more recent Highs, but if you go back 10 years ago, you know, when when interest

Kevin Holleran: So I think, you know, while the homeowner is under much more pressure today, you know, and mortgage rates are call it 300 basis points higher than they were at that point, you know, we're building the same number of pools, which I think really underscores both the migration that's taken place to warmer climates where a pool is desired or maybe even needed. And, you know, I just think that there's a bit of a coiled spring here that as interest rates and the housing market starts to improve, that we can inflect upward from the new construction standpoint.

Rates were very different than they are today when the housing market, uh, or at least turnover of existing homes, which is a big driver of remodeling activity, you know, was far different. We were building 60,000 pools then. So I think, you know, while the homeowner is under much more pressure today, uh, you know, in mortgage rates are call it 300 basis points higher than they were at that point, you know, we're building the same number of pools, which I think really underscores.

Both the migration, that's taking place to warmer climates, where a pool is desired or maybe even needed.

Um,

and, you know, I just think that there's a bit of a, of a coiled spring here, that as as interest rates and housing market starts to improve, um, that we can we can inflect, uh,

Upward, uh, from the new construction standpoint.

Ryan Merkel: That's really helpful. Thanks for that. I'll pass it on.

Thanks for that. I'll pass it on.

LaTanya: The next question comes from Brian Lee with Goldman Sachs. Please proceed.

Ryan Merkel: Hey guys, good morning. Thanks for taking the questions. Maybe just one on the guidance to start off. I know the macro environment tariffs, all of that's pretty fluid. So last quarter, you guys, with the information at hand at that time, it talked about net price increase of 5% to 6% for the year. Now you're talking about 4%. But in that same context, you raised the low end of the revenue guidance range for the year. So, you know, presumably that's coming from a better volume outlook. Is that a fair assumption? And is that coming from the US? Is it coming from Europe? Is it aftermarket? Maybe walk us through sort of the revenue guidance uptick in the face of a slightly lower, you know, net price increase view.

The next question comes from. Brian Lee with Goldman Sachs, please proceed.

Kevin Holleran: Yeah, I would say what you laid out there is accurate. This time a quarter ago, we were talking, you know, 5% to 6% price based upon that announced second off-cycle increase that was really stemmed. That was what we backed off of that shortly thereafter when China incremental was changed meaningfully. So price correct, you're correct at 4%. And with less price being put into the marketplace, we did, we do assume a stronger volume performance than we had. Still slightly negative. We were talking about negative kind of two and a half this time last quarter to more of a negative one overall on volume. And I would say since the pricing that we're talking about, off-cycle pricing was only going towards US, as that has moderated, that's where we expect the volume gains to come back from as that price is no longer placed into the market.

Hey guys. Good morning. Thanks for taking the questions. Um, maybe just 1 on the guidance, to start off. Uh, I know. Um, the macro environment tariffs. All of that is pretty fluid. So, last quarter you guys with the information at hand at that time, it talked about net price increase of 5 to 6% for the year. Now you're talking about 4 but in in that same context you you raised the low end of the revenue, guidance range for the year so um, it it you know, presumably that's coming from a better volume Outlook. Is that, um, is that a fair assumption and is that coming from the US? Is it coming from Europe? Is it, uh, is it aftermarket maybe walk us through sort of the, the revenue guidance uptick in the face of uh, slightly lower, um, you know, net price, increase View.

Yeah, I would say what you laid out there, uh, is accurate. Uh, this time a quarter ago, we were talking, you know, 5 to 6%, uh, price based upon that announced, uh, second off, cycle increase. That was really stem. That was what we backed off of that shortly thereafter. When China incremental, uh, was changed, meaningfully so price, correct? Uh, uh, you're, you're correct at 4% and with less price being put into the marketplace. Uh, we did

Ryan Merkel: Okay, fair enough. No, that's helpful. And then maybe just another question on the gross margin performance here because it's so notable. No, kudos to you guys. It seems like there's still a lot of torque in that though, if you think about where utilization rates are for you and also some of these mitigation efforts, which it sounds like would put you on a path to start expanding margins again. But can you maybe quantify those two buckets if you think they're the right two buckets that could drive the most amount of incremental leverage on margins? Just sort of as utilization rates increase from this sort of, I would think it's 65%, 70% level, what's sort of the drop through to the margin?

Uh we do assume a uh a stronger uh volume performance than we had still slightly negative. Um we were talking about negative kind of 2 and a half this time last quarter uh to more of a negative 1 overall on, uh, on volume. Uh, and I would say since the pricing, uh, that we're talking about off cycle, pricing was only going towards us as that has moderated. That's where we expect the volume. Um, gains to come back from as that price is no longer placed uh, into the market.

Ryan Merkel: And then also how are you thinking about, you know, I understand the timeline on the cost mitigation and moving out of China, but what's the actual margin implications and over what timeframe could we see that materialize?

Okay, fair enough. Now, that's helpful. And then, um, maybe just another question on on, the gross margin performance here because it's it's so notable, um, you know, kudos to you guys. Uh, it it seems like there's still a lot of torque in that though, if you think about where utilization rates are for you. Um, and, and also, some of these, um, mitigation efforts which it sounds like would put you on a path to to start expanding margins again. But can you maybe quantify those those 2 buckets? If you think they're um, the right 2? Buckets, that could drive the most amount of incremental, leverage on margins, just score, sort of, as utilization rates increase from this sort of, I would think it's 65 70%. Um, level. What, what sort of the drop through to the margin? And then also, how are you thinking about? Um, you know, I understand the timeline on the cost mitigation and moving on to China, but what's the actual

Margin implications, and over what time frame could we see that materialize?

Eifion Jones: Good morning, Brian. You know, we have talked about this before. When we think about gross profit margin development, approximately 10% of our cost of goods sold, we would say is fixed. So if we see a 10% growth on the top line, we'd expect 1% leverage to come through the business of the gross margin line. That's the easy math on that one. When you think about adjusted EBITDA, you know, we have mid-20s in terms of combined research, development, and engineering SG&A. We do expect to continue to lever that as the top line grows. It's not all fixed. Obviously, we'll continue to make investments, but there will be leverage opportunity there.

Uh, good morning, Brian.

You know we we we have talked about this before when we think about gross profit margin development, approximately, 10% of our cost of goods sold. We would say it's fixed. So if we see a 10% growth on the top line, we'd expect 1% leverage to come through the business of the gross margin line. That that's the easy math, on that 1. Uh, when you think about adjusted ibaa, you know, we have uh, mid 20s.

Eifion Jones: In terms of the second bucket, which is the mitigation actions that we're taking to, you know, open up the margin again once we get through, you know, tariff management here, you know, there's a range of outcomes there. Our manufacturing teams, you know, step into each new year with with targets to develop the gross profit margin through lean practices and supply chain management initiatives. We've, you know, said this previously that we'd expect somewhere around about a 25% increase year on year at a minimum coming from those types of activities. It won't be linear. There'll be years where we get more, years where we get more moderated results. But every single year, our team set about to improve the cost of goods sold outlook for our business.

Uh, in terms of combined research development and Engineering sgna. We we we do expect to continue to leverage that as the the Top Line grows. It's not all fixed. Obviously, we'll continue to make investments but there will be leveraged uh, opportunity there in terms of the second bucket, which is the mitigation actions that we're taking to, you know, open up the margin again once we get through, uh, you know, tariff management here. Uh, you know, there's a range of outcomes there. Um,

Um, manufacturing teams, you know, step into each new year with, uh, targets to develop, uh, the gross profit margin through, uh, lean practices and supply chain management initiatives. Uh, we've, you know, said this previously that we expect somewhere around about a 25 basis point increase year on year, at a minimum, coming from those types of activities. It won't be linear. They'll be...

Is what we get more. Here's what we get more moderated results. But every single year our team set about to, to improve, uh, the uh, the, the cost of goods, sold out outlook for our business.

Ryan Merkel: All right. I appreciate all that color. Thanks, guys.

All right, I appreciate all that caller. Thanks guys.

LaTanya: The next question comes from Sari Boroditsky with Jefferies. Please proceed.

James Sunfort: Good morning. This is James Sunfort, Sari. I just wanted to touch on the SG&A. So gross margin was very strong, but SG&A as a percentage of sales increased. So could you please share kind of what drove the higher SG&A and whether this level should be expected kind of going forward?

The next question comes from Sarah. Borrow this key with Jeff, please proceed.

For.

Siri, uh, I just wanted to touch on the SG&A. So, gross margin was very strong, but SG&A as a percentage of sales increased. Could you please share kind of what drove the higher SG&A and whether this level should be expected going forward?

Kevin Holleran: We laid out, you know, earlier in the year, our plan for some very targeted incremental investments around SG&A, and that's what you're seeing with the SG&A percentage increase specifically around some advanced engineering and some product development augmented by some additional resources around customer care and some commercial resources, both selling as well as marketing. So we laid that out. We're spending that. We're seeing benefits for it very strategically placed, and that's what's driving the incremental SG&A.

we laid out, um, you know, earlier in the year, um, our plan for some very targeted incremental, Investments around sgna and that's

Uh, what you're seeing, uh, with the, with the sgna percentage, increase specifically around some Advanced engineering, and some product development augmented by some additional resource around customer care, um, and some commercial resources, both selling, uh, as well as, uh, as well as marketing. So, um, we laid that out. We're spending that, uh, we're seeing benefits or at very strategically, uh, placed and, uh,

That's what's driving, the incremental.

Eifion Jones: Overall, we would, you know, continue to expect the, like I said in the previous question, we'd expect to continue to lever our installed SG&A base. You know, this is a period of investment to grow the top line and to make sure our new product pipelines are robust. But, you know, as we go forward, we will continue to lever that SG&A base. And I've been, you know, pretty vocal about our ambition here, which is to drive SG&A as a percentage of your sales into the lower 20s. It won't happen this year, but we will continue to march towards that goal in the medium term.

You know, overall we would you know, continue to expect that, I guess.

In the previous question, we'd expect to continue to lever, uh are installed sgna base. You know, this is a period of investment to to grow the top line and to uh make sure our new product pipelines, uh, are a robust.

James Sunfort: Great. Thanks for the color. And I guess I just wanted to get like more color on this commentary that you guys put on the press release that like timing of the orders for 2025 season kind of impacted the volume. So can you kind of elaborate on these comments?

But you know, as we go forward, we will continue to level their sgn sgna base and I've been, you know, pretty vocal about our ambition here, which is to drive sgna as a percentage of sales in below 20s. Um, what happened this year, but we will continue to March towards that goal. Uh, in the medium term.

Great. Uh thanks for the caller and I guess I just wanted to get like more color on this commentary that you guys put on the press release that like timing up the orders for 2025 season kind of impacted the volume. So can, can you kind of elaborate on this comments?

Eifion Jones: In terms of the order profile, you know, what we typically see is, you know, Q4 is a strong order period for us as we get early buy orders coming in. This time last year, we had some additional orders come into Q4 related to some in-season activity, including the hurricane. As we saw in the first half of this year, seasonal orders were as expected, which was great to see. You know, in aggregate, the order profile coming into the business was sound. You know, we don't typically see a tremendous amount of orders in Q1 given the early buy orders that we had received in the previous quarter. But in Q2 this year, the order profile came in as expected, which was growth year over year. So that was good to see.

Um,

in, in terms of,

What we typically see is, uh, you know, Q4 is a, it's a strong order period for us as we get early, buy orders coming in. Uh, this time last year, we had some additional orders coming into Q4 related to some in-season activity, including the hurricane as we saw in the first half of this year, seasonal orders were as expected, which is, which was great to see, um, you know, in aggregate of

The order profile coming into the business. Um, uh, was sound, you know? We, we don't typically see a, a tremendous amount of orders, uh, in q1 given the early buy orders that we had received in the previous quarter, but in Q2 this, uh, this year, the order profile came in as expected, which was uh, which was growth uh year-over-year. So so that was that was good to see.

James Sunfort: Great. Thank you.

Great. Thank you.

LaTanya: The next question comes from Jeff Hammond with KeyBank. Please proceed.

The next question comes from Jeff Hammond with KeyBank, please proceed.

Kevin Holleran: Hey, good morning, guys.

Eifion Jones: Morning.

Hey, good morning, guys.

Morning.

Kevin Holleran: Can you maybe just talk about what you're seeing on sell-in versus sell-through and just how you're thinking about channel inventories as we, you know, kind of get into the second half of the season?

Kevin Holleran: Yeah, I would say, you know, the sales, you know, Q2, well, let me step back. Q1, as you know, is kind of finishing off early buy. The year-round markets are obviously open for business. As you get into Q2 is when some of the early buy inventories get sold through, you're replenishing. And then obviously, as we work through this quarter, Q3 is when those inventories will be drawn down from a days-on-hand standpoint, which really allows both the channel and the dealer network to consider the early buy program, which we'll be publishing in the next several weeks and starting to deliver later this year into first quarter next year. In terms of what we see in terms of days on hand, we're very pleased with the progress and how things look there.

Um, can you maybe just talk about what you're seeing on on selling versus sell through and just how you're thinking about channeling inventories as we, you know, kind of get into the second half of the season.

Yeah, I would say um, you know, the sales you know Q2. Well let me step by q1. As you know, is kind of finishing off uh, early by. Uh, the year-round markets are obviously open for business as you get into to Q2 is when some of the early buy inventories, get sold through your replenishing. Um and then obviously, as we work through this quarter, Q3 is when those inventories will be drawn down from the days on hand standpoint. Um, which really allows both the channel, uh, and the dealer Network to consider

Kevin Holleran: I think that we're well positioned here in the upcoming quarter here in Q3, and we would expect inventories to be in a position for our channel partners and our dealers to participate at a, you know, at a historically normal level as we get into the early buys. So much more attention is paid today than maybe pre-COVID, you know, in partnering with the channel to make sure we've got the right product at the right time in the right locations. And I'm very pleased with how that's working to support the channel in the overall market.

Then maybe preco, you know, in partnering with the channel to make sure we've got the right product at the right time in the right locations. And, uh, I'm very pleased with, uh, with how that's working, uh, to support the, uh, the channel and the overall Market.

Kevin Holleran: Okay. And then Kevin, I think you got a question on new, but maybe just update us on what you're seeing on remodel upgrade. I know maybe you were expecting that to be most challenged. And then I think one of the distributors talked about, you know, repair versus replace dynamic and more people repairing versus replacing equipment. I'm just wondering if you're seeing the same.

Kevin Holleran: Yeah, you know, on that last point, we are seeing, you know, parts as a percentage on a year-over-year basis is up pretty meaningfully. I do think that that points to the comment made last week around, you know, some of the aftermarket is looking to repair versus, you know, full-scale, sorry, to repair rather than replace. I think that is happening to some extent. In terms of remodel, Jeff, you know, I think it's still a bit tempered, kind of like the new construction. It's still largely discretionary. As you know, the overall install base is continuing to age. You know, it's somewhere up around 24 years. So there is some kind of limit to how long it can be pushed to the right before some form of remodel takes place.

Okay, and then Kevin you. Yeah, I think you got a question on new, but maybe just update us on what you're seeing on remodel upgrade. I know maybe you were expecting that to be most challenged and then I think 1 of the Distributors talked about, you know, repair versus replace to Dynamic and more people repairing versus replacing equipment, just wondering if you're if you're seeing the same,

Yeah, you know, on that. Last Point, um, we are seeing you know, Parts uh a, as a percentage on a year-over-year basis is up, pretty meaningfully. Uh, I do think that that points, um, to the comment made, uh, made last week around, uh,

you know, some of the aftermarket is looking to repair versus, uh, you know, full-scale, um, so sorry to repair rather than replace. I think that is that is ha happening, uh, to some extent.

Kevin Holleran: And we think that that is something that will improve as interest rates improve and the housing market gets going again. That is a big part of the remodel. I think folks, you know, maybe before they're about to sell, they spend a little bit of money sprucing up the backyard and the pool, or certainly when a new, when someone buys into an existing home, they look to put their own personal touch on that pool that they bought with the home. And I think that that's going to improve as existing home sales starts to increase, hopefully in the near future.

Um, in terms of remodel Jeff. Um, you know, I think it's still, uh, a bit tempered. Uh, kind of like the new construction. It's still largely discretionary. As you know, the overall installed base is continuing to age, you know, it's somewhere up around 24 years. So there is some kind of limit to how long, uh, it can be pushed to the right before some form, uh, of remodel, uh, takes takes place. And we think that, that is something that will that will, uh, improve as as interest rates, uh, improve, uh

And housing market gets going again. That is a big that is a big part of the remodel I think folks.

You know, maybe before they're about to sell, they, they, they, they spend a little bit of money sprucing up the, uh, the backyard and the pool or certainly want a new, uh, when when someone uh buys into, uh, an existing home. Uh, they look to put their own personal touch, on that pool, that they bought with the home. Uh, and I think that that's going to, uh, that's going to improve as existing home sales.

Kevin Holleran: Okay. Great, Kevin. Thanks.

Uh, starts to, uh, starts to increase. Hopefully, in the near future.

Okay. Great. Kevin thanks.

LaTanya: The next question comes from Nigel Cole with Wolf Research. Please proceed.

Ryan Merkel: Thanks. Good morning, everyone. Thanks for all the email.

The next question comes from. Nigel, Cole, with wolf research, please proceed.

Eifion Jones: Morning.

Ryan Merkel: Morning, guys. Just want to follow up on Jeff's question on this repair dynamic because it's something that Penta caught out as well. How long has this been sort of developing? Is it something that's been a reaction to the latest price increases? And what are we talking about here? Are we talking about, you know, reconditioning pumps? I'm just not sure I understand exactly, you know, number one, the extent to this is happening. And, you know, and based on sort of prior history, you know, when have we seen this before? And is this like a multi-year thing or is it something you see as very temporary?

Thanks, good morning everyone. Thanks for all the details morning, guys. Um, just just want to, um, follow up on, on Jeff's question on the, this repair, um, dynamic because it's something that Pentair called out as well. Um, how long has this been sort of developing is, is it something that's been a reaction to the latest price increases? Um,

And what were we talking about here? Are we talking about you know, reconditioning pumps. Um I'm just not sure I understand exactly. You know, number 1, the extent to to the this is happening and you know and based on sort of Prior history you know when we seen this before and is this like a multi-year thing or was it, is it something you see as a very as as a very temporary?

Kevin Holleran: I would say it's the parts volume has been a couple of quarters now of, you know, I mean, we would expect our parts business to always increase. You know, it's another revenue stream in the overall business. But I would say, you know, the example that you gave is perhaps the easiest to understand or to explain. You know, you can use the wet end of a pump and you can put a new motor on it or replace or repair a model, sorry, a motor before you have to, you know, fully replace it. So that is being considered. I think, I don't know if it's, if I would say it's the most recent round of pricing increases. As you know, you know, there's been pricing put into the marketplace due to inflation before the more recent tariffs, Nigel.

Um, I would say it's it's the the parts volume has been a couple quarters now of, you know, I mean we would expect our parts business to always increase. Um, you know it's a it's another Revenue stream in the overall business. Um, but I would say you know, the example that you gave is is is perhaps the easiest to to to understand or to explain, you know, uh you can you can use the wet end uh of a pump and you can you can put a new motor on it or

Kevin Holleran: So, you know, parts have increased in revenue for several quarters, but I'd say over the last few, we've seen perhaps a little bit more escalation in the year-on-year part sales.

Ryan Merkel: Okay. So it sounds like some of the more higher-value parts, you know, maybe a bit more repair activity there. And does that limit the ability to push through price next year? Do you expect next year to be a regular way, you know, 2% to 3% price increase on top of what we've seen? And then maybe if you could just address the reshoring of the China production to the US, how does the unit cost of a US-produced part compare to, you know, the landing cost ex-tariffs for the China stuff? Thanks.

Place, uh, or repair, uh, a model. Uh, sorry a motor before you have to, you know, fully, uh, replace it. So, uh, that is being considered. I think. I don't know if it's, if I would say. It's the most recent round of pricing increases. As you know, you know, there there's there's been pricing put into the marketplace due to inflation before the more recent tariffs Nigel. So um, you know, Parts have have increased in in, in revenue for several quarters, but I'd say over the last few, we've seen perhaps a little bit more uh escalation in the year on year uh part sales.

Okay, so it sounds like some of the higher value parts, uh, you know, maybe a bit more repaired to be there. Um, and does that limit the ability to push through price next year? Um, do you expect next year to...

Kevin Holleran: Yeah, I'll let. I've even addressed the second part of the question. As for next year, we would expect to be able to push through a price increase based upon what we see in terms of inflation. We're starting to look at that pretty closely. We are seeing some of our input costs starting to feel a little bit of pressure around some of the metals. Copper is certainly out there in the headlines, and we consume that, you know, in our basket of inputs. So, but we would fully expect to be able to announce and to realize kind of price cost neutral increase next year, Nigel.

And then maybe if you could just address the reassuring of the China uh, production to the US, how does the unit cost of a US produced part, compared to, you know, the landed cost XT tariffs for um, for for the China stuff. Thanks. Yeah, I'll let Ivan address. The second part of the question. As, for next year we would, we would expect uh, uh, to be able to, uh, to push through, uh, the price increase based upon what we see in terms of inflation. We're starting to look at that. Pretty closely. We are seeing some of our input costs.

Um, starting to feel, um, a little bit of a little bit of pressure, uh, around some of them. Some of the metals copper is certainly out there in the headlines, uh, and we consume that, uh, you know, in our basket, uh, of inputs. So, but we would fully expect to, to be able to announce

and to realize, um,

Eifion Jones: Yeah, when it comes, Nigel, to the comparison of the cost of manufacturing the US versus China, it does vary by product. I would say the landing cost of Chinese manufactured goods at the current tariff levels versus the cost to manufacture that product in one of our US facilities, you know, is significantly more than it was 10 years ago. You know, and that now, you know, informs us it makes much more sense to diversify our product manufacturing away from China and utilize under-capacitated North American facilities. You know, we've estimated the incremental COGS impact to reorientate the entirety of our supply chain away from China to be less than $10 million or, you know, approximately less than 1% of net sales.

Kind of price cost neutral, uh, increase Next Year, Nigel.

Yeah when it when it comes Nigel to the comparison of uh the cost of manufacturing, the US versus China, it it does vary by product, I would say the land, the cost of Chinese manufactured goods at the current tariff levels versus the cost of manufacturing that product in 1 of our us facilities. You know is significantly? Uh um uh,

More than it was 10 years ago um it you know and and that now you know, informs us. It makes much more sense for the to diversify, our product manufacturing, uh, away from China and utilize our under capacitated North American facilities. Um,

Eifion Jones: We will recover that margin impact, as I mentioned, as we execute the operational mitigation programs, including, you know, investment into our North American facilities for greater automation. And, you know, we are moving down that line at a pace. You know, as Kevin mentioned in his prepared remarks, you know, by the end of this year, we expect, you know, greater than 90% of our North American product needs to be manufactured or sourced here in North America. But we've now determined that the differential between China and US manufacturing costs is de minimis enough for us to make these changes.

You know, we've we've estimated the incremental cogs impact to re reorient, the entirety of our supply chain away from China uh to be to be less than 10 million dollars or you know, approximately less than 1% of net sales.

We will recover that margin impact. Uh, as I mentioned, as we execute the operational mitigation programs, uh, including you know, investment into our North American facilities for greater Automation. And uh you know, we are we're moving down that line at a pace. Um,

Ryan Merkel: That's great color. Thank you.

You know, as Kevin mentioned, in his prepared remarks, you know, by the end of this year, uh, we expect, uh, you know, greater than 90% of our North American, uh, product needs to be manufactured or sourced here in North America. But uh, We've now determined that the differential between China and US manufacturing costs, uh, is the minimum seen enough for us to to make these changes.

That's a great color. Thank you.

LaTanya: The next question comes from Mike Halloran with Baird. Please proceed.

The next question comes from Mike Halloran with a beard. Please proceed.

Ryan Merkel: Hey, good morning, everybody. It's Pezan for Mike. I wanted to take a moment to ask about what's going on in commercial. I know, Kevin, I think you said that your commercial sales as a percentage of revenue have doubled. Can you maybe talk about how much pull-through you're seeing of Hayward legacy products to Core King customers and vice versa? You know, and then more broadly, we're about a year out from close now. How are you thinking about the trajectory for that end market and, you know, what types of level of outperformance do you think you're experiencing against the market at this point?

Kevin Holleran: Yeah, we're really excited about what the commercial business for us has become and what it can continue to grow or how it can continue to grow in the future. It's, as you say, we are at the one-year mark overall, the combined business. And I say that because the Core King team and our existing commercial team have become one under a common leader. And it has doubled kind of overall organically. I would say it's, you know, I don't know if we're, if we disclose it publicly, but it's a meaningful pull-through and growth on what was our commercial organic business beforehand. You know, in terms of aspirations, you know, commercial was kind of a low to mid-single-digit part of our business. As we round out 2025, you know, we're anxious to see if we can get that to double-digit overall part of our mix.

Hey, good morning everybody. It's Pez on for Mike. Um, wanted to take a moment to ask about, uh, what's going on in commercial? I know Kevin. I think you said that, your, your commercial sales is a percentage of Revenue have doubled. Can you maybe talk about how much pull through you're seeing of Hayward Legacy products, um, to Clark King customers and and vice versa. Um, you know, and then more broadly we're about a year out from closed. Now, how are you thinking about the trajectory for that end market? And you know what, what types of level of outperformance? Do you think you're experiencing against the market at this point?

Yeah. We're really excited about uh, what the commercial business for us has has become and what it can continue to grow or how it can continue to grow in the future. Because, um,

it's as you say, we are at the 1 year mark, uh, overall, the the combined business and I say that because the uh, the core King team and our existing commercial team have become 1

Kevin Holleran: And, you know, overall, we're kind of pushing or we're striving for, you know, something in the teams overall. I think the size of the commercial market, our presence.There,

Uh, um, under common leader, uh, and it has doubled, kind of overall organically. I would say it's it's, um, you know, I don't know if we're, if, if we disclose it publicly but it's, but it's a meaningful pull through and growth on. What was our commercial organic business before? Uh beforehand, you know, in terms of aspirations, uh, you know, commercial was kind of a low to mid single digit, part of our business, as we round out 2025, you know, we're we're anxious um, to see if we can get that to double digit, overall part of our uh mix.

LaTanya: our team, the relationships, the product line that we're building out, I think gives us all the ingredients to be able to, to continue outperforming, what we see in terms of, commercial growth overall. As I've said many times, it was not a focal point of the business before the last few years. and we're really excited about what the future holds for us in this, in this commercial space.

All I think about is the size of the commercial market, our presence there, our team, the relationships, and the product line that we're building out.

I think gives us all the ingredients to be able to uh, uh, to continue outperforming uh, what we see in terms of uh, commercial growth overall as

As as as I've said, many times, it was not a focal point of the business before the last few years. Um, and we're really excited about what the future holds for us in this uh, in this commercial space.

Conference Specialist: Excellent. No, I appreciate the color. And then, I guess switching gears, I'll, I'll, I'll ask the the required questions since nobody's got to it yet. You know, balance sheet is is in a really healthy shape. you know, maybe talk about how you're thinking about the M&A pipeline, the actionability, and if there's, you know, particular product categories that are sticking out as attractive in the current backdrop.

Excellent. Now, I appreciate the caller, and then I guess, switching gears, I'll ask the required questions since nobody's got to it yet. You know, the balance sheet is in really healthy shape.

Um, you know, maybe talk about how you're thinking about the m&a pipeline, the actionability.

LaTanya: Yeah, we're really excited to be where we, where we said we would be, here with this, you know, kind of 2.1 times, net debt. I would say our priorities remain, as we've laid out, you know, to continue funding the organic, first and foremost, whether that's new product development or with some of the, reshoring or onshoring of some production that was, in China into our US facilities. that creates the opportunity for us to make some incremental investments around some manufacturing assets and some automation. So that's going to continue to be our top priority. But second is what you asked around M&A. We have, we have a healthy, a pipeline, of, of, of opportunities, ongoing discussions, and information gathering. you know, there's, there's opportunities, both domestic and international, for some bolt-ons around our core residential business.

Um, and if there's, you know, particular product categories that are are sticking out as attractive in the current backdrop,

Yeah. We're really excited to be where we, uh, where we said, we would be, uh, here with this. You know, kind of 2.1 times, uh, net debt. I would say our priorities remain as we've laid out, you know, to continue funding, the organic. Um, first and foremost, whether that's new product development, or with some of the, uh, reshoring or onshoring of some production that was, uh, in China into our us facilities.

Um, that creates the opportunity for us to make some incremental Investments around some manufacturing assets and some automation. So that's going to continue to be our top priority. But second is what you asked around m&a. We have a, we have a healthy, uh, a pipeline, uh, of of, of opportunities, ongoing discussions, uh, and information gathering

LaTanya: As we just spoke around core King, that's going to continue to get, to get, resources and and interest. nothing for us to talk about, publicly at this point, but know that it's a, that it's a healthy pipeline, and good conversations, good opportunities that we're, that we're weighing right now from the M&A standpoint.

You know, there are opportunities both domestic and international for some bolt-ons around our core residential business. As we just spoke around core King, that's going to continue to get um,

David Brown: Yeah, I would just add, as you know, we we are very pleased again with what we've been able to do with the balance sheet, getting down to 2.1 times, the low end of our communicated range of 2 to 3 times. You know, it's a great tick mark against, against a lot of the team members that have worked diligently to to improve the balance sheet to that level. We remain dedicated on our capital allocation policy to think about reinvestment into the organic side of the business first. Our CapEx, you know, took a tick up in in the first half and will continue to to invest, invest both in automation, and and other initiatives around our manufacturing and supply footprint.

To get, uh, resources and and interests. Um, nothing for us to talk about publicly at this point, but know that it's uh, that it's a healthy pipeline uh, and good conversations. Good opportunities that were that were weighing right now from the m&a standpoint.

Yeah, I would just add, uh, as you know, we are very pleased again with what we've been able to do with the balance sheet. Getting down to 2.1 times, the low end of our communicated range of 2 to 3 times, you know, it's a great tick mark against, uh, against a lot of the team members that have worked diligently to improve the balance sheet to that level. We remain dedicated to our capital allocation policy to think about reinvestment into the organic side of the business first. Our capex, you know, took a tick up in the first half.

David Brown: And just, just to clarify on my previous remark, you know, even though we are reorienting our supply chain away from China to service North America, we'll continue to use, that Chinese facility that we have, a great team there, to to support our rest of the world business. as Kevin mentioned, M&A remains, you know, a core thematic for this business. we are, looking at opportunities, and we'll continue to update, you as, as those opportunities may develop. And then lastly, return to shareholder. Given the the very strong cash, profile characteristics of this organization, we will have the opportunity to return to shareholder, even satisfying organic and inorganic, activities. And as we mentioned in the call, we have, you know, instituted the next repurchase authorization, for 450 over the next three years. And as the opportunities arise, we'll execute, if we feel, it's appropriate to do so.

I will continue to to invest uh uh invest both in automation uh and and other initiatives around our manufacturing and Supply footprint and just just to clarify on my previous remark, you know, even though we are reorienting, our supply chain away from China to service North America will continue to use, uh, that Chinese facility that we have great team there, uh, to, to support our rest of the world business. Uh, as Kevin mentioned m&a remains, uh, you know, of course thematic for this business, uh, we are, uh, looking at opportunities, uh, and we'll continue to update, uh, you as, as those opportunities May develop. And then lastly return to shareholder given the, the very strong cash, uh, profile characteristics of this organization, we will have the opportunity to return to shareholder, even satisfying, organic and inorganic activities. And as we mentioned in the call, we have, you know, instituted the next

David Brown: so again, super pleased with what we've been able to do, and, you know, we look forward to continued improvements.

a repurchase authorization, uh, for 450 over the next 3 years. And as the opportunities arise, uh, we'll execute, uh, uh, if we feel, uh, it's appropriate to do so. Uh, so again, super pleased with what we've been able to do and, you know, we look forward to continued improvements.

Conference Specialist: Thanks, everybody. I'll pass it on.

Thanks everybody. I'll pass it on.

Kevin Maczka: The next question comes from Rafi Jaworowicz with Bank of America. Please proceed.

Kevin Holleran: Hi. Hi. Good morning. It's Rave. Thanks for taking my my questions.

The next question comes from Raphe Jawich with Bank of America. Please proceed.

Conference Specialist: All right.

Hey, hi. Good morning. It's Ray. Thanks for taking my my questions.

Kevin Holleran: I just, I wanted to just follow up on the, the, the trends that you saw through the quarter on on sell-out. I think you mentioned there was an improvement in June. so just wondering what you saw in terms of end market demand through the quarter, what maybe drove that improvement in June, and is there any difference between discretionary and and non-discretionary in terms of the more recent trends?

And non-discretionary in terms of the more recent trends.

LaTanya: I don't think we would point to any meaningful, change in trend. you know, as we look back on Q2, I know some other public comments, mirror this. You know, April was a pretty strong sell-through, into the marketplace. Kind of, kind of May, mid, mid-May, late May into early June, was not, was not great. And then it really did pick up, kind of the latter half of June. And while we're not talking about the current quarter, July, you know, has kind of carried through with some of those, some of those trends. So we are, feeling really positive, about what the pull-through into the marketplace is. You know, maybe from an OEM standpoint, weather doesn't impact an OEM quite like it may, a channel or a retailer. the quarter in general was extremely hot and extremely wet, except for maybe the West Coast in terms of precipitation.

Uh, I think we would point to any meaningful.

Change in Trend, um, you know, as we look back on Q2, uh, I know some other public comments. Um, mirror this, you know, April was a pretty strong sell through uh, into the marketplace.

Um, kind of kind of May mid mid May late May into early June, um, was not was not great and then it really did pick up.

LaTanya: So I think that, you know, that could have had some impact, at least the precipitation, in the mid part of the quarter there. you know, as I said earlier, we are seeing permit data improve. It's still not positive on a year-over-year basis. but the rate, of, of, of permits filed, has actually improved through the second quarter. So I think that that could well play into, some of the pull-through, Rave, around, new construction or some remodeling activity.

Um, kind of Latter half of June. And while we're not talking about the current quarter July you, you know, has kind of carried through with some of those, some of those Trends. So we are, uh, feeling really positive, uh, about what the pull through into the marketplaces, you know, maybe from an oem standpoint, um, whether doesn't impact an oem quite like, it may, uh, a Channel or a retailer. Um, the quarter in general was extremely hot and extremely wet, uh, except for maybe the West Coast in terms of precipitation. So I think that, you know, that could have had some impact, uh, at least the precipitation, uh, in the mid part of the quarter there. Uh, you know, as I said earlier, we are seeing permit data improve. It's still not positive on a year-over-year basis. Uh,

Kevin Holleran: That's helpful. And then, can you talk about the the market share versus the industry, how you think you're performing? and then also, like, some of the SG&A investments that you talked about, like, where do you see opportunity to gain share? Where do you feel like you're underpenetrated? And if you could just update us on those initiatives.

The race, uh, of of of permits filed, uh, has actually improved through the second quarter so I think that that could well play into uh some of the pull through Rafe around uh, new construction or some remodeling activity.

That that's helpful. And then, um, can you talk about the, the market share versus the industry? How you think you're performing. Um, and then also like some of the sgna Investments that you've talked about, uh, like, where do you see opportunity to gain, share? Where do you feel like you're under penetrated? And if you could just update us on those initiatives,

LaTanya: Yeah. I mean, I'd say from a share standpoint, you know, we feel, we feel good, about the pull-through and our performance, overall. You know, in terms of, sales out, we believe we are, we are net positive. You know, share gains in this industry, are, are hard-earned, through relationship building, service levels, new product introduction, availability, etc. And I think we're doing, the team's doing a good job, across all those different, elements, Rave. In terms of, you know, where we think our opportunities lie, we've been pretty open, in discussing where we think we're underpunching our weight, historically. and we're, and we're targeting, some of those regions with some incremental investment, whether it's with some of our hubs, that we've spoken about for service and installation, training, to some additional, field sales and customer care resources to some targeted marketing programs.

Uh, yeah, I mean I'd say from a share standpoint. Um, you know, we feel we feel good. Um,

About the pull through and our performance. Uh, overall, you know, in terms of, um, sales out, we believe we are, we are net positive, you know, share gains in this industry, uh, our uh, our hard earned, um, through relationship building service levels new product introduction, availability Etc. And I think we're doing the team's doing a good job, uh, across all those different, uh, elements right in terms of, um, you know, where we think our opportunities lie. We've been pretty open, um, uh, in discussing where we think we're under punching our weight. Um, historic

Berkeley, uh and we're and we're targeting uh some of those regions with some incremental investment, whether it's with some of our hubs.

Uh that we've spoken about for service and installation, uh training uh to some additional, a field sales and customer care resources to some targeted marketing programs.

LaTanya: so I'd say that's, that's, that's really what's driving, some of the very targeted, SG&A investments that both Ivan and I have spoken about on the call here this morning.

Kevin Holleran: Helpful. Thank you.

Um, so I'd say that's that's that's really what's driving. Uh, some of the very targeted uh, sgna Investments that both Ivan, and I have spoken about on the call here this morning.

Helpful. Thank you.

Kevin Maczka: Thank you. At this time, I would like to turn the call back over to Kevin Holleran for closing remarks.

Eifion Jones: All right. Thanks, LaTanya. In closing, I'd like to sincerely thank our dedicated employees and valued partners around the world. Your hard work, passion, and unwavering commitment are the driving force behind our success. Please contact our team if you have any follow-up questions, and we look forward to talking to you again on the third quarter earnings call. Thank you for your interest in Hayward. And LaTanya, you can now end the call.

Thank you at this time. I would like to turn the call back over to Kevin Holleran for closing remarks.

Hi. Thanks, Tanya. In closing, I'd like to sincerely thank our dedicated employees and valued partners around the world. Your hard work, passion, and unwavering commitment are the driving force behind our success.

Kevin Maczka: Thank you. This does conclude today's teleconference. You may disconnect your lines at this time. Thank you for your participation and have a great day.

Please contact our team if you have any follow-up questions. We look forward to talking to you again on the Q3 earnings call. Thank you for your interest in Hayward and Latta. You can now end the call.

Thank you. This concludes today's teleconference. You may disconnect your lines at this time. Thank you for your participation, and have a great day.