Andrew J. Wittmann

Andrew Wittmann asked about APi Group's capital deployment strategy for 2026, specifically the priority between M&A and share repurchases, the expected volume of M&A, and the potential for 'chunkier' transactions.

Answer

President and CEO Russ Becker stated that M&A would be prioritized over share repurchases, especially given the stock's recent performance. He confirmed that the company is actively pursuing 'chunkier' transactions, similar in size to Elevated or CertaSite, in the life safety, security, and elevator/escalator spaces, and expects to be active in this area.

Andrew Wittmann asked about APi Group's capital deployment strategy for 2026, given its strong balance sheet, specifically whether M&A or share buybacks would be prioritized, and if the company anticipates any 'chunkier' transactions similar in size to Elevated or CertaSite.

Answer

President and CEO Russ Becker confirmed that APi Group is actively pursuing 'chunkier' transactions in the life safety, security, and elevator/escalator spaces. He stated that the company expects to be active in deals of a similar size and scale to Elevated or CertaSite. He also indicated that M&A would be prioritized over share repurchases, especially considering the recent performance of the company's stock.

Andrew Wittmann from Robert W. Baird & Co. asked for a breakdown of the full-year guidance increase and questioned if M&A spending could potentially exceed the $250 million target for the year.

Answer

EVP & CFO David Jackola stated the EBITDA guidance raise was driven roughly one-third by the Q2 beat, one-third by M&A, and one-third by an improved second-half outlook. President and CEO Russ Becker added that while the M&A pipeline is robust and could support spending over $250 million, the company will remain highly disciplined in its acquisition strategy.

Andrew J. Wittmann of Robert W. Baird & Co. Incorporated asked about the organic growth rates in the international business, the year-over-year impact of weather, the strategic purpose of the new systems investment, and the reason for no longer reporting segment-level adjusted EBITDA.

Answer

EVP and CFO Glenn Jackola stated the international business grew organically in line with expectations, consistent with a mid-single-digit target. He estimated that weather impact accounted for about 5 lost days in Q1, representing a mid-single-digit headwind to Specialty's organic growth. President and CEO Russell Becker explained the systems investment is a 3-year initiative to provide field teams with better tools for efficiency and to build a scalable foundation for future growth. Regarding reporting, Jackola directed investors to 'segment earnings' in the presentation, which he described as a comparable metric to segment adjusted EBITDA.

Andrew J. Wittmann of Baird asked if high market valuations for fire & life safety assets change APi's strategic view of its Specialty business, and questioned the drivers of high transformation costs in Q4.

Answer

President and CEO Russ Becker responded that the company continuously evaluates all parts of its business, not just Specialty, and will perform 'selective pruning' of any assets that do not align with long-term margin expansion goals. Interim CFO David Jackola explained that Q4 transformation costs were driven by Chubb integration, restructuring, and the final stages of SOX and cyber security deployments. He noted that restructuring and deployment costs are expected to decrease in 2025.

Andrew J. Wittmann requested an update on the early progress of the Elevated acquisition, asked for the aggregate annual revenue of the 10 bolt-on deals, and questioned the outlook for the convergence of GAAP and adjusted results.

Answer

President and CEO Russ Becker expressed high satisfaction with the Elevated acquisition, noting strong leader retention and early cross-selling efforts. EVP and CFO Kevin Krumm stated the 10 bolt-on deals represent over $100 million in aggregate annual revenue. Krumm also explained that restructuring costs should subside by the end of 2025, while business transformation costs will continue as long as APi pursues large platform deals.

Andrew Wittmann inquired about the sustainability of the strong order book trends, particularly whether seasonal factors or specific projects were accelerating orders, given the conservative 2026 guidance.

Answer

President and CEO Tim Boswell explained that while seasonal activity typically picks up later, significant momentum comes from large RFP wins in enterprise accounts, especially in construction (data centers, power generation, manufacturing), with data center contractual revenue expected up 50% in 2026. He also noted positive early trends from local market execution changes. For his follow-up, Andrew Wittmann asked about the momentum in VAPS (Value-Added Products and Services), asking if recent changes were benefiting penetration and what initiatives were driving this. President and CEO Tim Boswell clarified that the slight increase in VAPS penetration as a percentage of revenue was more due to mix shift towards modular, acknowledging further opportunity for per-unit penetration. He highlighted regional sales leadership focus on modular VAPS (especially furniture) and the nationwide rollout of fencing and perimeter solutions.

Andrew Wittmann inquired about the current order book, asking if the recent positive trends were seasonal or sustainable, especially given the conservative 2026 guidance. He also asked for an update on VAPS momentum, changes made, and their impact on penetration levels.

Answer

President and CEO Tim Boswell explained that while seasonal activity typically picks up later, the current momentum is driven by large RFP wins in enterprise accounts, particularly data centers, which are expected to see a 50% year-over-year increase in contractual revenue for 2026. He noted the modular book is building earlier with a strong enterprise bias and that local market execution changes are showing encouraging early trends, though it's too soon to extrapolate for the full year. Regarding VAPS, Mr. Boswell stated that the slight increase in penetration (as a percentage of revenue) is more due to mix shift and modular portfolio traction than per-unit penetration, where opportunities for improvement still exist, especially in furniture. He also mentioned the nationwide rollout of fencing and perimeter solutions as a tailwind.

Andrew Wittmann of Baird questioned the deceleration in the order book, which was cited as up 7% last quarter but only 1% this quarter. He also asked for an assessment of where the company is in the large project cycle.

Answer

President & COO Timothy Boswell characterized the order book trend as 'fits and starts,' noting that order rates plateaued in April and May instead of accelerating as is typical for the season. Regarding large projects, he pointed to the 4% YoY growth in enterprise modular units on rent as evidence that new project activity is still outpacing churn, with this segment remaining a point of strength in the second-half outlook.

Andrew J. Wittmann inquired about the dynamics of the 7% year-over-year growth in the pending order book, asking about conversion times, cancellations, and overall demand characteristics. He also asked for the average and spot VAPS metrics for modular and storage segments.

Answer

President and COO Timothy Boswell stated it was too soon to observe changes in conversion times, noting that quoting activity is up 10% YoY and cancellation rates are slightly down. CFO Matthew Jacobsen explained the company has shifted from per-unit VAPS metrics to VAPS as a percentage of total revenue, as the expanded product portfolio no longer attributes cleanly to individual units.

Andrew Wittmann from Robert W. Baird & Co. asked for the company's outlook on when modular units on rent are expected to show positive year-over-year growth. He also questioned if the 5% AMR growth in the storage segment is now on a like-for-like basis after lapping the initial mix benefit from cold storage.

Answer

CFO Matt Jacobsen responded that the timing for modular UOR inflection is uncertain and depends on end markets. He stated the guidance midpoint assumes headwinds subside through the year, potentially leading to an inflection later in 2025, while the high and low ends of the range reflect earlier or no inflection, respectively. Regarding storage AMR, Jacobsen confirmed the comparison is now more like-for-like since cold storage was present in the prior-year period, and that the mix shift benefit accounts for most of the 5% growth, with core container AMRs remaining steady.

Andrew J. Wittmann sought clarification on why volumes wouldn't weaken further given that activations declined in Q3 after being flat in H1. He also asked if the $20 million in cost savings was a quarterly or annualized figure.

Answer

CEO Brad Soultz explained that H1 activations were fully buoyed by mega-projects, an effect that was only partial in Q3. President and CFO Timothy Boswell clarified the $20 million was a quarterly variable cost reduction tied to lower demand and should not be annualized, unlike the separate $40 million annualized indirect cost takeout from Q2.

Andrew Wittmann asked about the outlook for Critical Infrastructure's backlog, specifically if its book-to-bill ratio can remain above 1.0 in the first half and full year 2026, given the ramping burn rate of large projects. He also inquired about Parsons' involvement and ability to win task orders for the Iron Dome program and the impact of the turmoil surrounding the Hudson River Tunnel project on the company.

Answer

Carey Smith, Chair, President, and CEO, stated that Parsons plans for Critical Infrastructure's book-to-bill to remain over 1.0 for 2026, building on 21 consecutive quarters of exceeding that ratio and strong demand in North America and the Middle East. Regarding the Hudson River Tunnel, Smith clarified that the contract represents less than 0.5% of Parsons' revenue and provided an update on the ongoing legal proceedings. For Iron Dome, he explained Parsons' primary role as the Systems Engineering and Integration contractor for the Missile Defense Agency, expecting work through that contract, and also highlighted growth opportunities in non-kinetic effects, Air Base Air Defense, and cyber efforts.

Andrew Wittmann questioned the outlook for Critical Infrastructure's backlog, specifically if the book-to-bill ratio can remain above 1.0 in H1 or for the full year 2026, given the ramping burn rate of large projects. He also asked about Parsons' role and ability to win task orders related to the Iron Dome contract and the company's exposure to the ongoing turmoil surrounding the Hudson River Tunnel project.

Answer

Carey Smith, Chair, President, and CEO, confirmed plans for Critical Infrastructure's book-to-bill to remain over 1.0 for 2026, citing 21 consecutive quarters of this performance and strong demand. Regarding Iron Dome, Smith stated Parsons' primary role is as the Systems Engineering and Integration contractor for the Missile Defense Agency, with expected work on non-kinetic effects and Air Base Air Defense. He clarified that the Hudson River Tunnel contract represents less than 0.5% of Parsons' revenue, detailing the ongoing legal and funding uncertainties.

Andrew Wittmann from Baird asked about the potential impact of the reconciliation bill on the company's infrastructure business and state and local budgets, and questioned if the guidance increase was primarily due to the CTI acquisition.

Answer

CEO Cary Smith explained that the bill is expected to shift funding priorities to 'hard infrastructure' like roads and bridges, directly benefiting Parsons' portfolio. CFO Matt Ophelis confirmed the revenue and EBITDA guidance increases were largely driven by the CTI acquisition, while noting the cash flow guidance increase was mainly organic, stemming from an R&D tax credit benefit in the same bill.

Andrew J. Wittmann asked about the drivers behind the record-high Critical Infrastructure (CI) segment margins in a seasonally weak quarter and the outlook for the rest of the year, as well as the expected growth ramp in the Middle East.

Answer

CFO Matt Ofilos clarified that the strong 10.3% CI margin was due to strong underlying business performance and accretive acquisitions, not one-time items, and that full-year guidance reflects the closeout of some legacy contracts. CEO Carey Smith added that Middle East growth is expected to accelerate through the year, overcoming a slower Q1 start due to holiday timing, with strong hiring demand supporting a double-digit growth outlook for the region.

Andrew J. Wittmann of Baird inquired about Parsons' scope of work with the Federal Aviation Administration (FAA), particularly in light of recent increased scrutiny on the agency, and any potential changes or opportunities arising from it.

Answer

CEO Carey Smith highlighted Parsons' four-decade relationship with the FAA, emphasizing their current role under the 10-year, $1.8 billion TSSC5 contract. She sees significant opportunity to support the FAA in upgrading aging systems and infrastructure to enhance air transportation safety. CFO Matt Ofilos added that over $1.6 billion in ceiling remains on the contract, representing a substantial growth opportunity.

Andrew J. Wittmann sought clarification on the Critical Infrastructure (CI) segment's performance, asking to reconcile a $23.5 million write-down mentioned on the call with a $6.7 million figure in the 10-Q. He also asked about confidence in the Middle East business and the company's win rate for the quarter.

Answer

CFO Matt Ofilos clarified that the $23.5 million write-down impacted CI operating results, while a separate $6.7 million charge was in equity and earnings, bringing the total impact closer to $30 million. CEO Carey Smith, having just returned from the region, expressed high confidence in the Middle East, citing a 1.2x book-to-bill, a record pipeline, and major upcoming events driving infrastructure spend. Smith also stated the quarterly win rate was 74%.

Andrew Wittmann inquired about the implicit FX rates included in Ecolab's EPS guidance for 2026 and the expected volume improvements on the water side, asking if it's due to easier comps or actual industry improvement.

Answer

Scott Kirkland, Ecolab's CFO, stated that FX is expected to be neutral for 2026, with slight favorability in the first half. He noted that below-OI items, such as a higher tax rate (20.5-21.5%) and a $20 million decrease in other income due to pension assumptions, would offset any FX upside. Christophe Beck, Ecolab's Chairman and CEO, added that new business for the entire company, including water and challenged segments, has increased in absolute terms, and while demand for challenged businesses is lower, the company focuses on gaining share and adapting to deliver consistent EPS.

Andy Wittmann of Baird questioned the company's free cash flow performance, noting it was down year-to-date and tracking below the 95% conversion target, and asked for the full-year outlook.

Answer

Scott Kirkland, CFO, projected a full-year free cash flow conversion of around 90%, which is in line with historical trends. He explained that the year-to-date figure was skewed by a tough Q1 comparison due to the timing of cash payments, and noted Q2 free cash flow was up 17% year-over-year. The 90% target also reflects a planned increase in capital expenditures for the year.

Andrew J. Wittmann of Robert W. Baird & Co. asked what revenue level is needed for Life Sciences to reach its 30% margin target and questioned the free cash flow outlook, specifically if more working capital is needed due to trade risks.

Answer

Christophe Beck, Chairman and CEO, explained that reaching the 30% margin target in Life Sciences will take a few years as it depends on long-term investments in new plants and R&D. CFO Scott Kirkland addressed cash flow, stating that Q1 was in line with historical progression and that despite a tough comp, they are confident in delivering their 90% free cash flow conversion target for the year, supported by strong earnings growth.

Andrew Wittmann asked for elaboration on inflation trends, specifically decomposing it into food and supplies prices versus labor costs. He also questioned if inflation running better than anticipated would offset other P&L factors, keeping profit guidance unchanged.

Answer

CEO John Zillmer stated that inflation is roughly 3% for food and labor, consistent with expectations across geographies, with some elevated risk on certain commodities like beef. He noted that the overall impact of inflation is about 3%, which is being offset through pricing strategies and other changes, with no extraordinary impact on the inflation environment.

Andrew Wittmann asked for more details on inflation trends, specifically decomposing it into food/supplies prices versus labor costs, and whether better-than-anticipated inflation performance has any offsetting impacts on the P&L.

Answer

CEO John Zillmer stated that food inflation is roughly 3% across multiple geographies, with some elevated risk on certain commodities like beef, but overall in line with expectations. Labor cost inflation is also in the 3% range. He expects the overall impact of inflation to be about 3%, which is being offset through appropriate pricing strategies and other changes, indicating no extraordinary inflation environment or significant P&L offsets beyond what's planned.

Andrew Wittmann requested more precise revenue and EBIT numbers for Q1, given the projected 3-3.5% revenue impact and a potentially larger margin impact due to the calendar shift.

Answer

CFO Jim Tarangelo provided a ballpark, suggesting a 7-8% run rate in the first half, slightly higher in the second half, with the Q1 impact of approximately 3% coming off that 7-8% run rate, to be captured back in Q2. Wittmann also asked for an update on the pipeline, specifically its robustness and size compared to the previous year, to understand the top-line trajectory. CEO John Zillmer stated that the pipeline remains very robust, at least as strong as last year, with continuous building of opportunities in new markets and niches, such as the legal world, mining, and remote camps. He expressed confidence in the strong results, retention rates, and organizational discipline, affirming that the full-year guidance is achievable.

Andrew Wittmann sought more precise revenue and EBIT numbers for Q1 2026, given the calendar shift impact, and asked for an update on the pipeline's robustness, comparing its size and composition to this time last year.

Answer

CFO Jim Tarangelo provided a ballpark for Q1 2026, suggesting a roughly 3% impact off a 7-8% first-half run rate due to the 53rd week calendar shift, which would be recaptured in Q2. CEO John Zillmer stated the pipeline remains very robust, at least as strong as last year, with continuous additions of new markets and niches, such as legal firms in Workplace Experience and mining/remote camps internationally. He expressed confidence in the strong trajectory for 2026, supported by high retention and disciplined operations.

Andrew Wittmann of Baird sought clarification that the large Las Vegas A's contract win does not impact near-term financials and asked for quantification of the higher medical expenses mentioned in the U.S. segment.

Answer

CEO John Zillmer confirmed the A's stadium revenue will begin in 2028. CFO Jim Tarangelo specified that medical costs were approximately $15 million higher in the quarter due to high-cost claims and prescription drugs like GLP-1s, which Zillmer noted could have long-term health benefits for employees.

Andrew Wittmann sought to confirm that base business volume is the largest variable for the revenue outlook, given that net new business is already secured. He also asked about the growth outlook for the International segment and why the FX impact on guidance was unchanged despite a weaker dollar.

Answer

CEO John Zillmer agreed that base business expansion is a key driver for second-half performance, alongside strong retention and net new business. CFO Jim Tarangelo expressed confidence in maintaining double-digit growth in the International segment. Regarding foreign exchange, he acknowledged the dollar had weakened but said the forecast was held steady due to market volatility.

Andrew Wittmann asked for an update on Aramark's fiscal 2026 long-term targets and their current status. He also inquired about performance trends in the Sports & Entertainment segment, including comps and consumer spending behavior.

Answer

CEO John Zillmer reaffirmed the fiscal 2026 targets, stating the company's intention is to 'get to and through them.' He described consumer demand in Sports & Entertainment as robust, with strong per capita spending and high activity levels continuing. He noted that team performance is a key driver and that the company has already exceeded its internal budget for playoff experiences.

Andrew Wittmann questioned the implied Q2 guidance, which appeared light despite a strong Q1, asking if recent weather or other factors were at play. He also sought a comparison of strength between public and commercial sector awards/backlog and asked for quantification of revenue shifted due to competitive market dynamics.

Answer

CEO Jule Smith and CFO Greg Hoffman clarified that the Q2 outlook reflects typical seasonality, with weather balancing out over the half-year, and no negative connotation intended. Jule Smith noted that public sector contract awards are expected to increase 10%-15% based on ARTBA data, while the commercial market remains 'steady,' with potential for stronger performance in spring/summer. Greg Hoffman quantified the revenue shifted from a competitive market to an acquired market as approximately half of the $19 million organic growth difference mentioned earlier.

Andrew Wittmann from Robert W. Baird questioned the implied Q2 guidance, given the strong Q1 performance, and whether recent adverse weather in the South was a factor in the seasonality outlook. He also asked for a comparison of bidding strength and backlog development between the public and commercial sectors. Finally, he sought to quantify the revenue amount that was reclassified from organic to acquisitive growth due to competitive market dynamics.

Answer

CEO Jule Smith and CFO Greg Hoffman clarified that Q1's strong performance does not alter the standard seasonal split for the full year, with weather impacts typically balancing out. They expect public sector contract awards to increase by 10%-15% in FY 2026, while the commercial market remains steady with potential for spring/summer strength. CFO Greg Hoffman quantified that approximately half of the $19 million organic growth difference was attributed to revenue shifted to acquired markets.

Andrew Wittmann of Robert W. Baird inquired about the competitive environment and pricing power given strong market demand, and asked for details on the cash flow benefit from the 100% bonus depreciation provision and whether guidance was updated accordingly.

Answer

CEO Jule Smith stated that the strong demand environment allows both Construction Partners and its competitors to be patient at the bid table, resulting in healthy project margins from the start. CFO Greg Hoffman explained that the 100% bonus depreciation for assets acquired after January 15, 2025, will significantly reduce the company's cash tax burden for the year, from a guided $15 million down to just a few million. While this provides a 'nice lift,' the overall guidance of converting 80-85% of EBITDA to operating cash flow remains unchanged.

Andrew J. Wittmann of Robert W. Baird inquired about the margin profile of the current backlog compared to historical results and the contribution of M&A to backlog growth. He also sought an update on the vertical integration strategy, specifically regarding adding services.

Answer

Executive F. Smith confirmed the backlog contains healthy margins that support the raised guidance. CFO Gregory Hoffman broke down the sequential backlog growth, attributing approximately $133 million to acquisitions. F. Smith reiterated the importance of vertical integration, providing a recent example of growing services organically in South Carolina, while Hoffman noted that organic CapEx is a key funding source for these initiatives.

Andrew J. Wittmann asked about the strategic pace of M&A, questioning if the company needs to slow down to digest recent large acquisitions and improve the balance sheet, or if it's 'full steam ahead.' He also requested the pro forma leverage following the two most recent deals.

Answer

Executive F. Smith stated that while they seized strategic opportunities they couldn't pass up, the company is committed to strengthening its balance sheet and deleveraging over the next 4-5 quarters. CFO Gregory Hoffman added that pro forma leverage would tick up slightly to near 3.0x, but the plan to reduce it remains on track.

Andrew Whittmann of Robert W. Baird & Co. sought further context on the 2% growth in the land contract book of business, questioning if this metric might appear more favorable in the next quarter as seasonal markets finalize their green season decisions.

Answer

President and CEO Dale Asplund clarified that the 2% growth reflects historical facts and is not conservative, expecting continued momentum with additional sales resources. He emphasized that selling occurs year-round, and snow events create opportunities for land contracts. CFO Brett Urban reiterated the long-term strategy, noting that sellers hired 6-9 months ago are now becoming productive, and the company will continue to share this key metric.

Andy Wittmann asked about the capital expenditure outlook for 2026 given the newly refreshed fleet and potential tariff impacts, and also inquired about the drivers behind the strong development margins.

Answer

CEO Dale Asplund explained that significant fleet investments provide flexibility, allowing them to potentially age the fleet if needed without hurting service. CFO Brett Urban noted that higher new vehicle prices would likely increase residual values on used assets, providing a hedge. On margins, Dale Asplund credited the 'One BrightView' strategy for the 410 bps expansion in the Development segment, with continued upside expected from operational leverage and organic growth.

Andrew Wittmann asked for clarification on changes to non-core business impact estimates, the relationship between the development backlog growth and its revenue guidance, and why Q1's strong margin performance doesn't imply higher full-year guidance.

Answer

CFO Brett Urban clarified that the non-core impact adjustment was a more precise breakout of the U.S. Lawns sale. He explained the development backlog is strong but revenue recognition depends on project timing. CEO Dale Asplund noted Q1's margin strength was partly due to lapping a prior-year restructuring and cautioned against anchoring to the guidance midpoint, while also highlighting planned investments in sellers.

Andrew Wittmann inquired about Jacobs' risk management criteria for its significant backlog, particularly concerning the EPCM scope, asking if risks are offloaded to subcontractors or if Jacobs bears any, given the size and complexity of these projects. Wittmann also sought clarification on the PA Consulting acquisition's capital deployment, specifically how the EBITDA increase from reducing non-controlling interest (NCI) and the GAAP accounting treatment reconcile with the stated 13x multiple against the $1.6 billion outlay.

Answer

CEO Bob Pragada confirmed that Jacobs' risk profile has not changed, maintaining the same EPCM delivery model and risk flow-down to the supply chain that has been consistently used for 20 years in life sciences and water sectors. CFO Venk Nathamuni acknowledged the difference between accounting and economic ownership for PA Consulting, confirming the 13x multiple on EBITDA (12.3x with synergies) and expressing confidence in the valuation. CEO Bob Pragada further clarified that the acquisition was for 40% of the stake, and the NCI component will be added back to EBITDA, emphasizing the expected accretive nature to earnings and opportunities from revenue and cost synergies.

Andrew Wittmann asked about Jacobs' risk management criteria for its EPCM scope on large, complex projects, specifically whether risks are offloaded to subcontractors or if Jacobs bears any significant risk. Wittmann also sought clarification on the PA Consulting acquisition's capital deployment, the EBITDA increase from reducing non-controlling interest, and why the calculated multiple appeared substantially larger than the stated 13x, requesting an explanation of the GAAP accounting differences.

Answer

Chair and CEO Bob Pragada confirmed that Jacobs' risk profile has not changed, utilizing the same EPCM delivery model and consistent risk flow-down to the supply chain as it has for 20 years in life sciences and water sectors. CFO Venk Nathamuni explained the difference between economic (65%) and accounting (70%) ownership, with dilution from employee-owned C Shares resulting in a 60% ownership and a 40% stake acquired. He reiterated the 13x EBITDA multiple (12.3x with synergies). SVP of Investor Relations Bert Subin added that the non-controlling interest reduced EBITDA by an after-tax number, so that component will be added back to EBITDA going forward, emphasizing the accretive nature and synergy opportunities.

Andrew Wittmann inquired about the deceleration in the water and environment business, specifically the causes of softness in the environmental sector and the indications for future improvement. He also asked for clarification on the free cash flow guidance, particularly regarding any unusual items impacting the FY2026 outlook.

Answer

Chair and CEO Bob Pragada explained that the water sector remains strong with double-digit pipeline growth and expected high single-digit growth. Environmental softness was attributed to a one-time positive comp in Q4 FY2024, regulatory volatility causing private sector pullback, and delays in public sector awards due to FEMA funding changes. CFO Venk Nathamuni clarified that the FY2026 free cash flow guidance (7-8% margin) includes a one-time tax event unrelated to continuing operations and cash expenses associated with the PA Consulting combination.

Andrew Wittmann from Robert W. Baird & Co. Incorporated asked for details on the deceleration in Jacobs' water and environmental business, specifically the reasons behind the softness in the environmental segment, and the basis for management's expectation of improvement. He also questioned the FY26 free cash flow guidance, seeking clarification on items bridging it below the historical 100% target.

Answer

Chair and CEO Bob Pragada explained that water remains strong with double-digit pipeline growth, while environmental faced a tough prior-year comp and a pause from private sector clients due to regulatory volatility. Public sector delays were attributed to FEMA funding shifts post-IIJA. CFO Venk Nathamuni clarified that the FY26 free cash flow guidance includes a one-time tax event and cash expenses related to the PA Consulting resolution.

Andrew Wittmann from Baird asked for management's perspective on the impacts of recent federal legislation on areas like DoD, FAA, and state/local funding. He also requested an update on the expected one-time separation costs for FY25 and FY26.

Answer

Chair & CEO Bob Pragada identified the legislation as a net positive, citing stability for transportation and significant opportunities in DoD infrastructure, FAA modernization, and reshoring. CFO Venk Nathamuni confirmed they are on track with the guided $75M-$95M in one-time costs for FY25, a dramatic decrease from the prior year, and expects a further significant reduction in FY26.

Andrew J. Wittmann inquired about the quarterly cadence of free cash flow needed to achieve the full-year guidance of over 100% conversion. He also asked about the drivers for the Q3 adjusted EBITDA margin target, specifically regarding employee utilization rates and other efficiency initiatives.

Answer

CFO Venk Nathamuni explained that Q2 cash flow was seasonally low as expected and projected a 'substantial step up' in Q3, providing confidence in the full-year target. Chair and CEO Bob Pragada noted that utilization rates have recovered since early in the quarter and are expected to rise in H2 as large projects ramp up. Venk Nathamuni added that margin levers beyond utilization, like mix improvement and operating leverage, support the margin outlook.

Andrew J. Wittmann sought clarification on the Transition Services Agreement (TSA) financials, asking about its profitability and the plan to manage associated costs post-agreement. He also questioned the rationale for shifting focus to a trailing 12-month (TTM) backlog metric.

Answer

CFO Venk Nathamuni confirmed the TSA is a profitable engagement and represents an opportunity to improve profitability once it ends, not a headwind. Chair and CEO Bob Pragada explained the move to a TTM backlog metric is to smooth out the lumpiness of large project wins and better reflect the business profile, highlighting the 19% year-over-year backlog growth as the key indicator of strength.

Andrew J. Wittmann questioned the apparent discrepancy between the strong 22.5% backlog growth and the more modest mid-to-high single-digit revenue guidance for FY25. He also asked for confirmation on whether fiscal 2026 would be a 'clean' year with minimal restructuring costs.

Answer

CEO Bob Pragada explained the gap is due to several large, multi-year bookings in life sciences and water, which have margins at or above the corporate average. He noted the revenue guidance accounts for the typical bell-shaped curve of a project's lifecycle. Pragada confirmed that restructuring costs should decay significantly in the second half of FY25 and that FY26 is expected to be a 'clean' year for results.

Andrew Wittmann sought clarification on Tetra Tech's guidance, specifically if the organic basis remained largely unchanged, how the Q1 beat was passed through, Halvik's impact, and Ukraine's contribution. He also asked about opportunities in nuclear permitting (Westinghouse MOU), Tetra Tech's potential subcontractor role in the FAA integrator contract, and the scope and role in the Shield contract.

Answer

CFO Steve Burdick confirmed that the revised guidance reflects the Q1 beat (adjusted EPS) and some increase from Halvik, partially offset by the Norway disposition. CEO Dan Batrack mentioned USAID work and international business contributed to the Q1 beat. Regarding specific opportunities, Dan Batrack clarified the Westinghouse MOU is for Canada's clean energy, continuing existing engineering work with incremental upside, not a material 2026 change. For FAA, Tetra Tech expects a role in implementation/deployment of hardware (a 2027 fiscal year item), not upfront planning. For the Shield contract, Tetra Tech (one of 2000+ contractors) would focus on upfront planning, environmental permitting, and stewardship for remote sensing/monitoring locations, potentially similar to past large environmental assessment contracts.

Andrew J. Wittmann sought to confirm the revenue figures for USAID and disaster response in Q2, clarify the contractual status of the remaining Ukraine work, and determine if the $1.1 billion backlog reduction included other federal civilian agencies.

Answer

CEO Dan Batrack clarified that Q2 USAID revenue was approximately $130 million and disaster response was about $50 million. He confirmed the remaining Ukraine work is under a single-award contract with significant capacity, and the guidance prudently includes only what is currently funded. He also stated that the backlog reduction was 99.9% attributable to USAID and the Department of State, with only negligible amounts from other agencies.

Andrew Wittmann asked for an explanation regarding the year-over-year decline in first aid segment gross margins, inquiring if it was due to specific events this quarter or a prior year comp issue, and whether fiscal 2026 is a higher investment year for P&L items like route leadership and technology compared to fiscal 2025.

Answer

EVP and CFO Scott Garula attributed the gross margin trend to continued investments in the first aid and fire businesses, which are driving double-digit growth. EVP and COO Jim Rozakis clarified that the first aid gross margin was flat sequentially, with a challenging Q1 prior-year comparison, and that investments in route capacity, leadership, technology, and selling resources are ongoing, viewing it as a timing issue rather than a higher investment year compared to 2025, with heavier investments starting in Q4 of last fiscal year.

Andrew Wittmann asked Scott Garula about the year-over-year decline in first aid segment gross margins, seeking to understand the contributing factors or any prior-year comp issues.

Answer

Scott Garula, Executive Vice President and Chief Financial Officer, attributed the gross margin performance to ongoing investments in the first aid and fire businesses, which are driving double-digit growth. Jim Rozakis, Executive Vice President and Chief Operating Officer, added that first aid and safety gross margin was flat sequentially, with a challenging year-over-year comp from Q1 last fiscal year. He emphasized that Cintas continues to invest in route capacity, leadership, technology, selling resources, and management trainees, viewing it as a timing issue for future growth. For a follow-up on investment levels, Mr. Rozakis clarified that it's more of a 'timing issue' for investments, with heavier investment starting in Q4 of the last fiscal year and continuing, confirming ongoing investment due to the business's attractive outlook.

Andrew Wittmann asked for an explanation regarding the year-over-year decline in gross margins for the first aid segment. He also inquired if fiscal 2026 is a higher investment year in areas like route leadership, management trainees, and technology compared to fiscal 2025.

Answer

Scott Garula, Executive Vice President and Chief Financial Officer, and Jim Rozakis, Executive Vice President and Chief Operating Officer, attributed the first aid gross margin trend to continued investments in route capacity, leadership bench strength, technology, selling resources, and management trainees, along with a challenging prior-year comparable, describing it as a 'timing issue.' Jim Rozakis reiterated that investments are periodic, with heavier spending beginning in Q4 of the last fiscal year and continuing into the current year.

Andrew Wittmann asked for the rationale behind the expected moderation in incremental operating margins for the second half of the year. He also inquired about the current state of the national account business, including trading activity and pricing dynamics.

Answer

CEO Todd Schneider and CFO Mike Hansen explained that while the first half delivered exceptionally high margins, the second half is guided closer to their long-term target range of 25-35%. Regarding national accounts, Schneider described the market as consistently competitive and reiterated the company's primary focus on expanding the market by converting 'no programmers'.

Andrew Wittmann of Robert W. Baird & Co. asked for an update on the rollout of plant technologies like RFID and auto-sortation. He also inquired about the company's exploration of new end markets, such as residential home services.

Answer

President and CEO Todd Schneider explained that Cintas is constantly innovating and continues to test and develop RFID and proprietary auto-sortation technologies to drive efficiency. Regarding new markets, he clarified that residential services is not a current area of focus or significant investment for the company.

Andrew Wittmann inquired about Concrete Pumping Holdings' fourth-quarter outlook, specifically regarding implied margin trends given anticipated revenue declines, and sought clarification on the updated timeline for market recovery into 2026 and beyond, referencing backlog and customer sentiment.

Answer

CFO Iain Humphries affirmed confidence in the Q4 guidance range, noting Q3 and Q4 comparability with an extra day in Q4. CEO Bruce Young indicated increased bidding activity, continued residential resilience, accelerating U.S. infrastructure projects, strong U.K. HS2 growth, and robust activity in large commercial projects like data centers and warehousing. He noted manufacturing delays due to tariff talks, expressing optimism for next year but cautioning it's still early to provide definitive guidance.

Andrew J. Wittmann asked for details on Concrete Pumping Holdings' fiscal 2025 capital expenditure plans, the strategy for refinancing its senior notes, and the key drivers behind the Q4 EBITDA margin improvement despite lower revenue.

Answer

CFO Iain Humphries explained that fiscal 2025 CapEx will normalize to 6-7% of revenue after a lower 2024, with normal asset disposals. He noted the company is opportunistically exploring refinancing options for its senior notes, leveraging its upsized ABL facility. Executive Bruce Young attributed margin strength to better fuel prices, improved labor management, and lower costs for repair parts, confirming no maintenance was deferred.

Andrew J. Wittmann from Robert W. Baird & Co. inquired about the company's cost-cutting measures in response to soft market conditions, specifically asking if repair and maintenance expenses were being deferred. He also sought an early outlook on revenue and gross margins for fiscal 2025.

Answer

Executive Bruce Young clarified that maintenance is not being deferred; instead, cost savings are coming from better parts purchasing and more efficient labor management. He noted that while large project utilization is down, the company is not losing market share. For 2025, Young anticipates a market environment similar to the present in the first half, with potential improvement in the second half, leading to better margins from improved weather and efficiency.

Andrew Wittmann from Baird requested more detail on the strong 'call out' work mentioned for the quarter, its implications for the 'run and maintain' business, and clarification on the prior-year quarter's unusual margin performance.

Answer

CEO Tal Pizi clarified that the variance in work types was not abnormal, but call-out work saw a slight uptick, partly due to a specific containment project. CFO Kristen Schultes added that run-and-maintain work also grew. Regarding the prior year, Schultes noted it included a one-time discrete overhead pickup, making the current quarter's 28.8% adjusted gross margin more indicative of a normalized level.

Andrew Wittmann of Baird requested more detail on the strong 'call out' work in the quarter, its implications for run-and-maintain revenue, and clarification on why the prior-year quarter's results were considered unusual for comparison.

Answer

CEO Talman Pizzey explained the uptick in call-out work was modest, citing specific containment projects for automotive suppliers as a driver. CFO Kristin Schultes added that both run-and-maintain and call-out work saw growth. Regarding the prior-year comparison, Schultes clarified that Q2 2024 included a one-time discrete overhead pickup, making the current quarter's 28.8% adjusted gross margin more indicative of normalized performance.

Andrew Wittmann sought more detail on the drivers of margin expansion, including past cost actions and business mix. He also questioned the recent M&A slowdown and future strategy, and asked for clarification on changes to the stock-based compensation plan.

Answer

CFO Bruce Labovitz emphasized that labor efficiency is the primary margin driver, supported by M&A integration and leadership changes, rather than business mix. CEO Gary Bowman described the M&A slowdown as a normal ebb and flow, confirming the strategy will focus on larger, less frequent deals. Labovitz explained the stock comp changes are to better align the dilutive effect with the company's scale, without compromising the ownership culture.

Andrew J. Wittmann of Baird sought clarification on the 2025 outlook, asking how backlog coverage compares to historical levels, about confidence in project permitting, whether one-time restructuring costs were added back to adjusted EBITDA, and for a detailed explanation of the new organic growth calculation methodology.

Answer

Executive Gary Bowman noted the backlog is characteristically similar to the past but may be "beneficially stacked" for 2025 due to recent project timing shifts. CFO Bruce Labovitz confirmed that the one-time staffing adjustment costs of approximately $1.6 million were added back to adjusted EBITDA. He then explained the shift to a trailing four-quarter organic growth calculation was to smooth volatility from acquisition timing, noting that under the old method, discrete Q3 organic growth would have been flat.

Andrew Wittmann of Baird questioned if the significant margin outperformance in fiscal 2025 was a pull-forward from future periods or a new sustainable base, and also asked about the lower-than-usual share repurchase activity in Q3.

Answer

Chairman & CEO Troy Rudd asserted that the current margins are not a pull-forward but represent the business's run rate, with significant upside still remaining. Chief Financial & Operations Officer Gaurav Kapoor explained that the pace of share buybacks is tied to the timing of free cash flow generation, which is typically weighted towards the end of a quarter, and reiterated that the capital allocation policy is unchanged.

Andrew J. Wittmann asked for clarification on AECOM's fiscal 2025 guidance, specifically questioning the absence of projected restructuring costs and the methodology behind the adjusted EBITDA margin calculation.

Answer

CFO Gaurav Kapoor explained that major restructuring programs from prior years are now complete, hence no new costs are contemplated for fiscal 2025, leading to 'clean' results. He clarified that the adjusted EBITDA margin now includes corporate costs and adjusts for non-controlling interests in JVs to provide a more comprehensive enterprise-level metric, with a reconciliation bridge provided in the earnings release.

Andrew Wittmann from Baird sought clarification on the accounting for the $1.7 billion backlog adjustment, confirming it was the inverse of a Q1 descope event. He then asked about the margin profile of the services-only Reko Diq mining project and inquired about the potential risk profile for the LNG Canada Phase II expansion, given the history of Phase I.

Answer

CFO John Regan confirmed the backlog adjustment accounting was correct, where adding scope like customer-furnished materials temporarily lowers the percentage of completion and defers profit recognition. Regarding the mining project, management stated the services margin is akin to the services portion of a traditional EPCM project. For LNG Canada Phase II, CEO Jim Breuer expressed confidence, stating it would have 'largely lump sum elements' but would benefit from significant learnings, a replicated design (80%), established relationships, and a collaborative client, resulting in a better contract and execution plan than Phase I.

Andrew J. Wittmann sought clarification on several accounting items: confirming an $84 million benefit was excluded from adjusted results, quantifying the profit pull-forward from two de-scoped projects, and understanding the cash flow timing for a major project settlement.

Answer

CFO John Regan confirmed the $84 million benefit was in equity income and excluded from adjusted EBITDA. He estimated the profit acceleration from de-scoped projects was roughly $20 million in EBITDA for each of the two segments (Urban and Energy), which was already factored into the annual plan. He also clarified that while the P&L for the settled project is closed, a cash funding of around $30 million is expected in 2025.

Andrew Wittmann questioned the 2025 operating cash flow guidance, asking about the positive offsets to the guided $200 million cash burn from legacy projects. He also asked how Fluor plans to credibly rebuild its team and manage risk as it re-enters the thermal power generation market to support data centers.

Answer

CFO Joe Brennan clarified that the $450-$500 million OCF guidance absorbs the $200 million legacy project funding and that only about 20-30% of the guide is from JV dividend repatriations, making it a good representation of ongoing business generation. On thermal power, Chairman and CEO David Constable and COO James Breuer emphasized a deliberate, risk-managed approach, focusing on reimbursable or hybrid contracts. They noted they are already involved in front-end work, leveraging supply chain expertise and project management skills to add value in a market where other EPC providers are stretched.

Andrew Wittmann sought to clarify if the profit recognition issue in Energy Solutions was purely a delay or a reduction, asked if the current quarter's performance reflects the segment's new earnings power, and inquired about other significant items in the Q4 guidance.

Answer

Chief Financial Officer Joe Brennan confirmed the issue on the LNG Canada project is a timing-only matter related to percentage-of-completion accounting, with the project still meeting management's expectations. Chief Operating Officer Jim Breuer and CEO David Constable explained that Energy Solutions is reloading its pipeline with front-end work that will drive growth in the latter half of the next strategic plan. For Q4, Brennan noted a settlement payment will shift into the quarter but emphasized that overall earnings volatility is decreasing as legacy projects conclude.

Andrew Wittmann asked for more detail on the 'One Big Beautiful Bill,' specifically how changes to healthcare taxes in Medicaid expansion states might affect customers. He also sought clarification on why the Q2 charge for the Genesis restructuring was slightly higher than previously announced.

Answer

President & CEO Ted Wahl reiterated a constructive view of the bill, stating that near-term positives like the moratorium on staffing mandates and provider tax exemptions for the industry more than offset potential long-term questions. He noted their internal experts have thoroughly assessed the legislation. Chief Communications Officer Matthew McKee clarified that the variance in the Genesis charge was due to tax rate considerations for Q2 and the timing of pre-petition amounts, which resulted in a small portion of the charge moving to Q3.

Andrew Wittmann from Baird sought clarification on the "One Big Beautiful Bill," asking how potential reductions in state provider taxes and Medicaid funding might affect HCSG's customers. He also asked for an explanation for why the Q2 charge related to the Genesis restructuring was higher than initially guided.

Answer

President & CEO Ted Wahl stated that HCSG's analysis of the bill is constructive for the industry, highlighting the 10-year moratorium on staffing mandates, an exemption from provider tax reductions, and rural investments as key near-term positives that offset longer-term concerns. Chief Communications Officer Matthew McKee clarified that the variance in the Genesis charge was primarily due to the Q2 tax rate and the timing of pre-petition amounts, which resulted in a small portion shifting to Q3.

Andrew J. Wittmann asked for an expanded view on the regulatory environment, customer reactions to potential changes, and the possible impact on Medicaid reimbursement from the new administration's budget proposals.

Answer

Theodore Wahl (executive) explained that underlying industry fundamentals are strong, bolstered by demographic tailwinds and improving labor availability. He highlighted that a recent Texas court ruling striking down the CMS minimum staffing rule has provided clarity and removed an industry overhang. Regarding potential Medicaid changes, Wahl conveyed that the skilled nursing facility (SNF) community is confident the new administration will remain supportive, as it was in its first term, and that any potential changes would likely be modest and phased in over time.

Andrew J. Wittmann asked for clarification on the $45 million to $60 million cash flow guidance, inquiring if the range is solely dependent on start-up costs. He also questioned the overall credit quality, DSO trends, the segmental allocation of start-up costs, and any early impacts from the new federal administration on customer payments.

Answer

Executive Theodore Wahl confirmed the cash flow range is primarily driven by start-up costs in a mid-single-digit growth scenario. CFO Vikas Singh reported positive credit quality trends, with lower DSOs resulting from strong collections and a higher sales base, and noted a bad debt expense of nearly $10 million. Wahl specified that over 75% of start-up costs were in cost of services, largely within the dining segment. He also stated there were no reported impacts from the new administration on customer payments, and industry sentiment remains positive.

Andrew J. Wittmann asked for a technical clarification on the hypothetical difference between GAAP results under the CECL accounting standard versus the legacy standard. He also inquired about the market opportunity presented by higher-acuity assisted living facilities and any potential barriers to entry.

Answer

Executive Matthew McKee explained that bad debt this quarter would have been comparable under the legacy standard and suggested using a historical average of 70 basis points of revenue as a proxy for comparison. Executive Theodore Wahl addressed the market question, stating the company sees opportunity across the entire senior care continuum, with non-SNF business representing about 20% of revenue. McKee added that for assisted living specifically, the dining services opportunity is currently more significant than housekeeping due to the prevailing universal aid model in those facilities.

Andrew Wittmann of Baird asked for more detail on the Manufacturing & Distribution (M&D) segment, including the evolution of its service offerings like material handling and the potential size of that opportunity. He also questioned the drivers behind the 'strategic pricing' mentioned for new M&D accounts and requested a breakdown of the $1.1 billion in new business awards between annuity and project work.

Answer

President and CEO Scott Salmirs explained that ABM is expanding its M&D services to be more strategic and embedded in client operations, such as working inside semiconductor fabrication facilities, which offers higher-margin opportunities. He clarified that recent M&D margin pressure was due to specific investments in sales talent and strategic pricing with a key client, not broad market competition. He also noted that the new business wins were evenly paced across segments, apart from the large $190M microgrid project.

Andrew J. Wittmann sought clarification on $4-5 million in discrete costs within the B&I segment, the increased forecast for ELEVATE transformation costs in 2025, and the potential for margin expansion beyond the guided 20 basis points.

Answer

EVP and CFO Earl Ellis clarified the discrete costs were one-time items like minor legal settlements that were not excluded from adjusted earnings. He also confirmed the higher ELEVATE cost forecast reflects an increased total program budget, with the remaining spend winding down. President and CEO Scott Salmirs affirmed that margins can expand further toward their 7% aspirational target as the benefits from ELEVATE investments are just beginning to materialize.

Andrew J. Wittmann inquired about the underwriting assumptions for the NV5 deal, including expected organic growth and target EBITDA margins, and asked for a quantification of the public company costs incurred in Q1.

Answer

Robbie Franklin (Executive) projected the combined company will be a long-term high single-digit top-line grower, with a goal for combined EBITDA margins to eventually exceed 20% by applying Acuren's cost discipline to NV5. Kristin Schultes (Executive) quantified Q1 public company costs at approximately $2 million, consistent with the full-year guidance. Franklin added these costs will become more efficient post-merger by leveraging NV5's established public company infrastructure.

Andrew J. Wittmann questioned the path to achieving the 150 basis point margin expansion goal, the reason for the increased organic growth guidance (from 5-7% to 5-9%), and the company's stance on stock buybacks as a use of cash.

Answer

CFO Edward Codispoti confirmed the margin improvement would ramp up, starting in Q2 and becoming more meaningful in the second half of the year. Executive Chairman Dickerson Wright attributed the higher organic growth forecast to a significant increase in backlog for the Infrastructure and Technology businesses. Wright also confirmed NV5 has a $20 million buyback authorization and intends to use it, while also prioritizing cash for acquisitions to ensure they are immediately accretive.

Andrew J. Wittmann of Baird requested more detail on the 150 basis point margin improvement plan, seeking to separate mix effects from specific cost-cutting actions, and also questioned the rise in unbilled receivables.

Answer

CEO Ben Heraud and CFO Edward Codispoti identified improved utilization, real estate optimization, reduced indirect labor, and lower IT expenses as key initiatives driving margin expansion. Regarding cash flow, Codispoti acknowledged the opportunity lies in reducing unbilled receivables, explaining that a few contracts have billing milestones skewed toward project completion. He and Heraud confirmed they are renegotiating these contracts and have implemented lessons learned to avoid similar issues in the future.

Andrew Wittmann sought clarification on whether the first-half restatement affected the second-half forecast, asked for the revenue contribution from recent acquisitions, and inquired if unannounced acquisitions were included in guidance.

Answer

Chief Financial Officer Edward Codispoti confirmed the $0.06 per share impact from the first-half restatement was factored into the revised full-year guidance. He stated that for acquisitions made in 2024, the revenue contribution was $11.3 million in Q3 and $22.2 million year-to-date. He also clarified that the current guidance only reflects acquisitions that have already been publicly announced.

Andrew J. Wittmann asked about management's confidence that the Q3 earnings guidance represents a bottom, potential further actions on the cost structure, and the outlook for free cash flow after guidance was suspended.

Answer

Interim CEO Phillip Holloman expressed confidence in the Q3 guidance, citing sustainable positive trends and a better understanding of the business drivers. CFO Kelly Janzen added that Q2's sequential decline mirrored prior-year seasonality and that revenue has grown monthly since January. Holloman noted that while cost efficiency efforts continue, the current focus is on investing in customer service. Janzen clarified that after normalizing for a $30 million inventory investment in Q2, the annualized free cash flow run-rate is approximately $80 million.

Andrew J. Wittmann inquired about the expected cadence of the pricing ramp for fiscal 2025 and sought details on recent and future cost reduction initiatives.

Answer

CEO Kimberly Scott explained that pricing is sticking well and will become net positive for the full year as the company laps negative comps from the prior year. She detailed that cost savings are being driven by logistics optimization, merchandise reuse, and workforce rationalization, with the full impact of recent actions expected in subsequent quarters. Future efficiencies will target plant operations.

Andrew J. Wittmann asked for elaboration on the status of pricing conversations, an update on the network densification strategy, and the quarterly cadence of one-time items from fiscal 2024.

Answer

CEO Kim Scott explained that pricing will be a positive contributor in the second half of fiscal 2025, supported by service enhancements and a customer-first culture. She noted the logistics optimization program is mature and accelerating. CFO Rick Dillon clarified that the one-time items impacting year-over-year comparisons are primarily weighted to the first half of fiscal 2025.

Andrew J. Wittmann of Baird inquired about the drivers behind the significant Q4 adjusted EBITDA margin expansion, whether the pull-forward in ongoing certification services might continue into Q1 2025, and the expected FX headwind for the upcoming year.

Answer

CFO Ryan Robinson attributed the strong margin performance primarily to operating leverage from 9.5% organic growth. CEO Jennifer Scanlon added that customer reactions to tariffs should balance out over time. Robinson quantified the potential 2025 FX headwind at just under 1% on revenue, noting most of it is offset by expenses in local currencies.

Andrew J. Wittmann asked for a high-level overview of UL Solutions' exposure to the AI value chain and its service offerings. He also sought clarification on the Q4 margin outlook, questioning if the expansion would accelerate despite headwinds.

Answer

President and CEO Jennifer Scanlon detailed AI's impact on their ULTRUS software and early-stage testing for AI data centers and PC-embedded AI. EVP and CFO Ryan Robinson confirmed that Q4 year-over-year adjusted EBITDA margin expansion is expected to accelerate beyond the year-to-date rate of 130 basis points, though the magnitude will be tempered by higher fulfillment and compensation costs.

Andrew J. Wittmann of Robert W. Baird & Co. asked for non-financial reasons behind the Board's rejection of the Cintas offer and requested more detail on the positive leading indicators for revenue and retention.

Answer

President and CEO Steven Sintros declined to comment further on the Cintas offer, reiterating that the Board considered price, risk, shareholder feedback, and future growth opportunities. Regarding positive trends, Mr. Sintros highlighted improving internal metrics for contract renewals, positive results from the company's emerging NPS program, and a robust pipeline of large account opportunities.

Andrew J. Wittmann from Robert W. Baird & Co. noted that the annualization of large accounts won in early fiscal 2024 is contributing to the expected growth deceleration in 2025. He asked for an update on the current market for large accounts and whether it remains as active as it was a year ago.

Answer

President and CEO Steven Sintros described the current environment for large national accounts as being in a 'similar place' to a year ago and 'reasonably healthy.' He acknowledged that landing an account of the same magnitude as the top-three win from last year is inherently challenging, but stated that the company feels positive about its current prospect list and the opportunities available in the national account segment.