Daniel Harriman

Daniel Harriman asked for an update on Balchem's international sales success, particularly within specialty products. He also questioned the early impacts on pricing dynamics and competitive conditions in the Animal Nutrition & Health (ANH) segment in Europe following December's anti-dumping announcement.

Answer

Chairman, President, and CEO Ted Harris confirmed that half of recent growth came from international markets, driven by strategic geographic expansion, especially in Human Nutrition & Health across Asia, South America, and Europe. He noted faster international growth compared to domestic, with ANH ruminant and specialty products also contributing. CFO Martin Bengtsson confirmed clear improvements in ANH Europe, with increased volumes and firming prices in Q1/Q2, though still early. He highlighted a significant win in defining choline's country of origin, making circumvention of dumping duties harder.

Daniel Harriman asked for an update on Balchem's success with sales outside the United States, particularly focusing on geographic expansion within Specialty Products, and inquired about any early impacts on pricing dynamics or competitive conditions in ANH Europe following December's anti-dumping duties announcement.

Answer

Chairman, President, and CEO Ted Harris highlighted that half of recent growth came from international markets, a key strategic priority. While Specialty Products are expanding geographically, the majority of this international growth is driven by Human Nutrition and Health, with Animal Nutrition and Health (especially ruminant) also growing well internationally. CFO Martin Bengtsson confirmed that ANH Europe is seeing clear improvements in volumes and firming prices following the December ruling, noting a significant win with the definition of 'country of origin' for choline, which makes circumvention of dumping duties much harder.

Daniel Harriman asked for a breakdown of the 7.5% year-over-year growth within Balchem's Specialty Products segment, specifically differentiating between performance gases and plant nutrition. He also sought more information on the success of the plant nutrition business's geographic expansion efforts.

Answer

Ted Harris, Chairman, President, and CEO, provided the breakdown, stating that performance gases grew approximately 7% and plant nutrition grew about 13%, contributing to the overall 7.5% segment growth. He noted that performance gases have stabilized and are seeing nice geographic growth, particularly in Europe. For plant nutrition, Harris highlighted successful international expansion, especially in Latin America and Asia Pacific (e.g., Brazil, India), which is helping to balance the business's seasonality and drive growth, as the U.S. business has been relatively flat.

Daniel Harriman from Sidoti & Company asked for a breakdown of the Human Nutrition & Health (HNH) segment's year-over-year growth between its nutrients and ingredients businesses. He also sought confirmation that the recent increase in stock repurchases was opportunistic and not a shift in capital return strategy.

Answer

EVP & CFO Martin Bengtsson confirmed the stock repurchases were for anti-dilutive purposes and not a change in strategy. Chairman, President & CEO Ted Harris provided the HNH breakdown, noting that the segment's ~9% growth was balanced, with the nutrients business growing 8.8% and the food ingredients business growing 8.6%. He highlighted strong performance in K2, MSM, and minerals within nutrients, and encapsulated acidulants and 'good for you' formulations within the food business.

Daniel Harriman from Sidoti & Company asked for a contribution breakdown between the Nutrition and Food Ingredients businesses within the Human Nutrition & Health (H&H) segment, and inquired about the expected performance of this breakdown for the rest of the year.

Answer

Chairman, President and CEO Ted Harris explained that both sub-segments performed well, but the Food Ingredients business grew faster in the quarter, at approximately 5.5%. He noted this outpaced the general market. Harris also highlighted that the Nutrients business grew on top of a very strong prior-year quarter. He expressed confidence that both parts of the H&H segment will continue to contribute to growth moving forward.

Daniel Harriman from Sidoti & Company, LLC inquired about margin expectations for 2025, considering potential mix shifts between business segments. He also asked for an update on the M&A environment and the deal flow Balchem is observing.

Answer

Carl Bengtsson, CFO, responded that he expects margins to remain healthy, supported by a favorable portfolio mix where the higher-margin ruminant and nutrients businesses are expected to grow faster. He identified potential tariffs as the biggest risk to margins. Regarding M&A, Bengtsson described the market as improving with increased deal flow, but not yet 'hot,' noting a pent-up demand for assets to come to market as performance stabilizes.

Daniel Harriman inquired about the specific business pressures within Mativ's Sustainable & Adhesive Solutions (SAS) segment, potential catalysts for improvement in 2026, and the sustainability of momentum in the Filtration and Advanced Materials (FAM) segment. He also asked about the expected quarterly cadence of free cash flow in 2026.

Answer

CEO Shruti Singhal detailed weaknesses in automotive tapes, industrial labels, and European release liners within SAS, outlining strategies for share gains and optimism for H2 2026. She affirmed FAM's sustainable momentum, citing investments and growth in key areas. CFO Scott Minder explained that while 2026 free cash flow might slightly decline from 2025's record due to growth investments, the company expects a seasonal cadence with Q1 outflow, strong mid-year generation, and a positive finish, emphasizing a cash flow-centric culture and continued leverage reduction efforts.

Daniel Harriman of Sidoti & Company inquired about the turnaround progress in paint protective films, seeking details on market share recapture and an update on the strong-performing optical films. He also asked for clarification on the 2025 free cash flow guidance, specifically if it implies a minimum of $80 million, and requested a breakdown of the path to achieve this target.

Answer

President, CEO & Director Shruti Singhal confirmed that operational issues in paint protection films are resolved, leading to customer confidence, traction in Asia's mid-tier market, and share gains in North America's premium segment. CFO Greg Weitzel affirmed the path to approximately $80 million in 2025 free cash flow, citing strong Q2 performance, reduced one-time costs, and significant contributions expected in H2 from inventory reduction and CapEx management.

Daniel Harriman from Sidoti & Company inquired about the progress of the turnaround in the paint protective films business, including market share recovery, and the performance of optical films. He also sought clarification on the path to achieving the projected 2025 free cash flow target, which is double the 2024 level, and its expected cadence in the second half of the year.

Answer

President, CEO & Director Shruti Singhal explained that the paint protection films turnaround is progressing well, with quality and capacity issues resolved, a successful mid-tier strategy in Asia, and share gains in North America's premium segment. CFO Greg Weitzel confirmed the path to approximately $80 million in free cash flow for 2025, citing a strong Q2, lower one-time costs, and significant contributions expected from inventory and CapEx management in H2.

Daniel Harriman asked for more detail on the strategic portfolio review and for additional color on the timing and drivers of the expected improvement in cash flow generation.

Answer

CEO Shruti Singhal explained that the portfolio review is in its early stages but will evaluate each business line's contribution to the bottom line, competitive position, and margin profile to unlock value and strengthen the balance sheet. CFO Greg Weitzel added that cash flow is expected to see a significant sequential increase starting in Q2, driven by inventory reductions, lower capital spending, and improved sequential EBITDA, overcoming the typical seasonality seen in Q1.

Daniel Harriman of Sidoti & Company asked about leveraging the SAS segment's success to improve the FAM segment, the long-term sustainability of the healthcare business turnaround, and the progress of recent capital investments.

Answer

CEO Julie Schertell outlined plans to apply SAS's commercial discipline in demand generation, customer management, and cross-selling to the FAM segment. She affirmed the healthcare turnaround is sustainable and now a key growth platform. She also noted the films turnaround is underway, with progress expected in the latter half of 2025, and provided updates on capital projects, stating key growth investments are proceeding despite overall CapEx reductions.

In a follow-up, Daniel Harriman of Sidoti & Company requested more details on the rationale behind two recent facility closures and the potential for further footprint optimization. He also asked about the impact of the reduced 2024 CapEx guidance on the company's cash flow expectations for the year.

Answer

CEO Julie Schertell clarified that the divestitures of sites in the Netherlands and Massachusetts were part of a strategy to exit non-strategic, low-margin categories and reduce complexity, resulting in a net positive EBITDA impact. CFO Greg Weitzel explained the CapEx reduction from $60M to $50M was due to suppressed market conditions and would result in Q4 cash flow being positive, though lower than Q3.

Daniel Harriman asked about Sylvamo's operational efforts in Europe, specifically regarding improving product mix and customer acquisition, and the expected dependency of future European margin improvements on price realization versus internal cost-saving initiatives, given the current decline in cut-size pricing.

Answer

SVP and CFO John Sims explained that a key driver for mix improvement was a successful investment at the Saillat Mill in Q4 2025, enabling more roll business for the converting market, with full order books. He acknowledged the tough European market and compressed margins, highlighting significant cost reduction efforts at all facilities, which exceeded targets. Sims noted that while internal improvements are ongoing, market improvement is crucial, with pulp prices rising and announced price increases expected to be realized in Q2 2026, which will be important for margin recovery.

Daniel Harriman inquired about European operations, specifically wood costs in Sweden, efforts to improve product mix and acquire new customers, and the reliance of future European margin improvement on price realization versus internal operational efficiencies for 2026 and 2027.

Answer

CEO John Sims confirmed that a Saillat Mill investment is successfully driving improved mix towards roll business with full order books. He noted the challenging European market with compressed margins, highlighting cost reduction efforts at Saillat and Nymölla exceeding targets. Sims emphasized the necessity of market improvement and price increases, with pulp prices rising and announced price increases expected to realize in Q2 2026, stating current margins are unsustainable.

Daniel Harriman from Sidoti & Company asked for an update on the European market, questioning what commercial or operational actions are needed to stabilize performance heading into 2026 amid soft demand and falling pulp prices.

Answer

John Sims (SVP & COO) described Europe's market conditions as difficult, influenced by tariff impacts and a significant decrease in market pulp prices. He stated that while market improvement is needed, Sylvamo is focusing on controllable factors like improving its competitive cost position, enhancing product mix, reducing fixed costs, and lowering wood costs to stabilize performance.

Daniel Harriman of Sidoti & Company, LLC questioned the capital spending cadence for the remainder of the year, noting that the Q1 run rate was below the full-year guidance.

Answer

John Sims, Senior Vice President and Chief Operating Officer, reaffirmed the full-year capital guidance of $220 million to $240 million, explaining that spending is weighted to the second half due to large projects at the Eastover mill. Chairman and CEO Jean-Michel Ribiéras added that free cash flow follows a similar pattern, with approximately 90% generated in the second half of the year historically.

Daniel Harriman asked about the capital spending cadence for the remainder of the year, given that the Q1 run-rate was below the full-year guidance.

Answer

SVP & COO John Sims reaffirmed the full-year capital spending guidance of $220 million to $240 million, explaining that spending is weighted to the second half due to large projects at the Eastover mill. Chairman & CEO Jean-Michel Ribiéras added that free cash flow is also heavily back-end loaded, noting that in the last two years, almost 90% of free cash flow was generated in the second half, with a similar pattern expected this year.

Daniel Harriman of Sidoti & Company asked for clarity on the quarterly cadence of the projected $220 million to $240 million in capital spending for 2025.

Answer

CFO John Sims explained that capital spending will be weighted more heavily to the first half of 2025, aligning with the schedule of planned maintenance outages. However, he noted that spending on the major Eastover project will be spread throughout the year and that the overall monthly spending pattern is projected to be similar to 2024. CEO Jean-Michel Ribiéras reiterated that the H1 concentration of outages is a significant factor for the year's earnings cadence.

Daniel Harriman of Sidoti & Company, LLC inquired about the impact of recent industry capacity changes on the Riverdale supply agreement, the transition status of retained Georgetown volume, and the outlook for economic downtime in Europe.

Answer

CEO Jean-Michel Ribiéras stated that Sylvamo is prepared for a potential Riverdale closure, anticipating a breakeven financial impact due to mix improvements. He confirmed the 100,000 tons of retained Georgetown business have been fully transitioned. Both Ribiéras and CFO John Sims noted that European capacity reductions are expected to decrease economic downtime, with improvements already factored into the Q4 outlook.

Daniel Harriman from Sidoti inquired about the Universal Corporation's Ingredients segment, specifically how tariffs and broader consumer packaged goods (CPG) market weakness are impacting both traditional and newer solutions-based offerings. He also asked for an assessment of the Tobacco segment's underlying performance in Q3 fiscal year 2026, considering solid sales and maintained margins relative to fiscal year 2025's high watermark.

Answer

Preston Wigner, Chairman, President, and CEO, explained that the Ingredients segment faced market headwinds from CPG sector weakness, inflationary pressures, and tightening demand, alongside direct and indirect tariff impacts that compressed margins and reduced customer orders. He noted a different product mix compared to the prior year and higher fixed costs from growth investments. For the Tobacco segment, Mr. Wigner stated that Q3 fiscal year 2026 delivered solid results, though appearing lower when compared to the "extraordinary" Q3 fiscal year 2025, which benefited from strong demand in an undersupply market, accelerated shipments, and high pricing. He highlighted that year-to-date tobacco numbers for fiscal year 2026 are the second highest in the last four years, despite slight pricing declines, write-downs in Dark Air-Cured Tobacco, and shipment timing impacts.

Daniel Harriman asked about the impact of tariffs and broader consumer packaged goods market weakness on both Universal Ingredients' traditional business and its newer solutions-based offerings. He also inquired about the underlying performance of the tobacco segment this quarter, considering fiscal year 2025 was a high watermark, and how current solid sales and maintained margins compare.

Answer

Preston Wigner, Chairman, President, and CEO, explained that Universal Ingredients faced market headwinds from CPG sector weakness, inflationary pressures, and tightening demand, alongside direct and indirect tariff impacts that compressed margins and reduced customer orders. He noted a different product mix this quarter and higher fixed costs from growth investments. For tobacco, Mr. Wigner stated that while Q3 results were solid, they were compared to an extraordinary Q3 last year with strong demand and high pricing. He highlighted that year-to-date tobacco numbers are the second highest in four years, despite slight pricing decreases, write-downs in dark air-cured tobacco, and shipment timing impacts, as the company navigates the shift from undersupply to oversupply.

Daniel Harriman of Sidoti & Company asked for a high-level overview of how seasonality and crop carryover typically affect financial results as the year progresses. He also inquired about the company's strategy for managing the risk of an expected oversupply in the tobacco market while maintaining pricing and inventory discipline.

Answer

Preston Wigner, Chairman, President & CEO, detailed that Q1 is a seasonally low quarter and that recent short crops have meant less carryover inventory. He explained that Universal manages the shift to an oversupply market through its non-speculative buying strategy, which is based on customer needs and mitigates inventory risk. Wigner emphasized that the company's diversified footprint and strong customer relationships allow it to navigate market shifts, reduce working capital, and lower per-kilo costs, making a balanced-to-oversupply market generally preferable.

Daniel Harriman of Sidoti & Company asked for a high-level overview of how seasonality and crop carryover typically affect results as the year progresses and how Universal is managing the risk of an expected tobacco oversupply while maintaining pricing and inventory discipline.

Answer

Preston Wigner, Chairman, President & CEO, explained that Q1 is a seasonally low quarter where carryover sales are significant, and small changes in mix can have a large impact. He stated that the company is moving from a period of undersupply to a more balanced or oversupplied market, which they view favorably. Wigner emphasized that Universal does not buy tobacco on a speculative basis, which mitigates inventory risk in an oversupply situation. He noted that their diversified global footprint, strong customer relationships, and experience in managing market shifts position them well to handle changing dynamics, reduce working capital, and lower per-kilo processing costs with larger volumes.

Daniel Harriman followed up on the share repurchase question, asking how Greif plans to cadence the $300 million authorization versus potential acquisitions, given their focus on deploying capital for the highest returns and reaching longer-term EBITDA and free cash flow targets.

Answer

CFO Larry Hilsheimer explained that the company will be flexible, reacting to market conditions, stock price, and the M&A pipeline (which includes robust tuck-in deals). CEO Ole Rosgaard supplemented that the primary focus is organic growth, and M&A deals will be approached in a disciplined way if they complement organic growth, are tuck-ins, and fit their criteria.

Daniel Harriman followed up on the share repurchase strategy, asking how the cadence of the new $300 million authorization would balance against potential acquisitions to achieve longer-term EBITDA and free cash flow targets.

Answer

CFO Larry Hilsheimer explained that the company will flex its capital deployment based on market conditions, stock price, and the M&A pipeline, which remains robust for tuck-in deals. CEO Ole Rosgaard emphasized that the primary focus is organic growth, and M&A will be approached in a disciplined way only if it complements organic growth and fits the company's criteria.

Daniel Harriman asked which end markets Greif is most excited about and most concerned about for 2025, given the strategic shift in focus. He also inquired about the company's comfort level with its current net leverage ratio.

Answer

CEO Ole Rosgaard identified agrochemical as the most exciting end market, followed by food & beverage, with pharma representing a significant long-term opportunity. CFO Lawrence Hilsheimer expressed comfort with the current leverage ratio, noting that the proceeds from the pending land sale will lower it significantly. He added that a return to normal industrial volumes would provide a substantial EBITDA lift of around $150 million, which would also rapidly decrease the leverage ratio.

Daniel Harriman asked about future investment priorities beyond Polymer Solutions and requested commentary on the company's current leverage level.

Answer

CEO Ole Rosgaard identified Polymer Solutions as the primary growth area due to its high margins and cash flow, but also noted planned investments in automation for the metals business and expansion in caps and closures. CFO Larry Hilsheimer added that the company remains opportunistic about downstream paper business acquisitions. Regarding leverage, Hilsheimer stated management is comfortable with the current level, expecting it to decrease rapidly with volume recovery, and affirmed that debt paydown is a top priority.

Daniel Harriman from Sidoti & Company asked for clarity on growth expectations for the remainder of 2025, given the commentary on slowing foot traffic. He also sought to understand the company's long-term organic growth rate potential over the next three to five years in comparison to its M&A strategy.

Answer

CEO Felix Lin projected that full-year 2025 revenue growth would likely trend in the low single digits, around 2-2.5%, consistent with the broader industry. For the long term, Lin reiterated a significant organic growth opportunity of $200-$300 million over the next three to five years, driven by capacity investments and cross-selling to existing customers. He emphasized that this organic plan, when combined with M&A opportunities, creates a very positive future outlook for HF Foods.

The analyst asked for the company's growth expectations for the remainder of 2025 and its long-term organic growth rate outlook for the next three to five years, in comparison to its M&A strategy.

Answer

The CEO projects low single-digit revenue growth for the full year 2025, around 2-2.5%. For the long term (3-5 years), the company sees a significant organic growth opportunity of $200-300 million from cross-selling, which will be supplemented by its M&A strategy.

Daniel Harriman from Sidoti & Company asked about the potential to outperform the $30 million incremental EBITDA forecast in cellulose specialties by 2027 and questioned the capital deployment strategy for 2027, particularly the balance between debt reduction, high-return investments, and shareholder returns.

Answer

President and CEO De Lyle Bloomquist clarified that the $30 million EBITDA growth is driven by replacing lower-margin commodity volumes with higher-margin specialty products, assuming a 15,000-ton annual increase. Regarding capital allocation, he stated the primary focus is on high-return projects, followed by debt reduction of about 5% of principal annually. Shareholder returns are a lower priority given the rich pipeline of investment opportunities. CFO Marcus Moeltner added context on the AGE project investment.

Daniel Harriman sought confirmation on whether RYAM's Cellulose Specialties (CS) products are currently being sold into China without tariff impacts. He also asked for an assessment of the company's current liquidity position.

Answer

President and CEO De Lyle Bloomquist confirmed that while not officially announced, RYAM's guidance assumes CS products will not face tariffs, a belief supported by the resumption of customer orders that were paused in April. CFO Marcus Moeltner stated he feels good about the company's liquidity profile, which ended the quarter at $272 million, well above their target of keeping around $200 million available between cash and their ABL facility.

Daniel Harriman inquired about the expected quarterly cadence of 2025 capital spending and the current market conditions for the potential sale of the paperboard and high-yield pulp assets.

Answer

President and CEO De Lyle Bloomquist explained that maintenance CapEx will be weighted towards the first half of 2025 due to planned outages, while strategic CapEx will be heavier in the second half. Regarding the asset sale, he noted that market uncertainty, particularly around new tariffs and existing oversupply, has caused potential buyers to remain on the sidelines, stalling the process.

Asked about the company's ability to pivot in the future and whether the fiscal 2026 revenue guidance reflects conservatism and macroeconomic pressures.

Answer

The company views its recent pivots as necessary and expected adjustments to its significant transformation strategy. The fiscal 2026 guidance is indeed reflective of a tough consumer environment, particularly for their outlet store customer base (under $75k household income) who is financially stretched. The company is making adjustments based on customer feedback and sales results.

Daniel Harriman of Sidoti & Company, LLC asked about management's satisfaction with the timing of Project Restoration's 'green shoots' and for details on future partnerships.

Answer

CEO Jacqueline Ardrey acknowledged the challenging quarter but expressed encouragement from positive early signs like increased brand awareness and new customer acquisition. She highlighted the team's ability to pivot quickly based on feedback and noted significant 'inbound interest' from other brands for future collaborations, which she described as a key positive indicator that will be detailed more in the future.

Daniel Harriman inquired if the consumer weakness previously seen in the lower-income demographic was persisting or spreading across all income levels, and also asked for more details on new wholesale partnerships.

Answer

CEO Jacqueline Ardrey confirmed that the softness remains concentrated in the lower-income customer base, which heavily impacts the outlet channel. Regarding new partnerships, she stated that while it's too early to name specific new partners, the company's rebranding efforts have generated significant interest, citing the successful and expanding collaboration with Urban Outfitters as a key example of their strategy's potential.

Daniel Harriman inquired about the company's confidence in its ability to pivot again if necessary and asked if the fiscal 2026 revenue guidance should be viewed as conservative, reflecting ongoing macroeconomic headwinds.

Answer

CEO Jacqueline Ardrey stated that the strategic pivots are expected given the magnitude of the transformation and that the team is embracing the adjustments. She confirmed the fiscal 2026 guidance reflects a challenging consumer environment, particularly for their outlet store customers with household incomes under $75,000. Ardrey noted that while the company is implementing strategies to drive traffic and improve performance, they anticipate the year will remain tough.

Daniel Harriman of Sidoti & Company inquired about Lee's AI monetization strategy, the value proposition for advertisers, details on 2025 cost initiatives, confidence in achieving full-year guidance, and the quarter-end digital subscriber count.

Answer

Les Ottolenghi, Chief Transformation and Commercial Officer, explained that the 'AI Boost' program is the nearest-term revenue driver from AI, providing advertisers enhanced visibility on new search platforms. President and CEO Kevin Mowbray expressed confidence in the full-year outlook, citing 14% growth in core digital streams, acceleration from AI, and $40 million in identified cost savings. He also reported 774,000 digital subscribers, an 8% increase.

Daniel Harriman inquired about the financial implications of Lee's new AI partnerships, specifically their effect on future investment, long-term digital revenue targets, and the final Q4 digital subscriber count.

Answer

Tim Millage, VP, CFO and Treasurer, stated the AI partnerships increase confidence in achieving long-term goals without altering planned investment levels, and confirmed the digital subscriber count was 771,000. Les Ottolenghi, Chief Transformation and Commercial Officer, added that the partnership models minimize upfront costs by leveraging pay-per-use and revenue-sharing agreements, tying spending to revenue growth.