Jeff Van Sinderen

Jeff Van Sinderen asked for clarification on Q4 marketing spend, specifically if there was an increase and if the core marketing spend went up beyond a 'special project' investment. He also inquired about the anticipated progression of Club Pilates' same-store sales for the year, asking when comparisons would ease and when positive trends might return.

Answer

CEO Mike Nuzzo confirmed a $4 million investment in Q4 for testing marketing strategies for 2026. CFO John Meloun clarified that $8.9 million in marketing fund revenue was received, but $13.3 million was spent, resulting in a $4 million *excess spend* from a Club Pilates marketing fund surplus accumulated post-COVID. This surplus will be deployed in the first half of 2026 to drive brand awareness and lead generation. Mike Nuzzo stated they would not provide quarterly forecasts but noted that top-of-funnel weakness began around mid-2025, suggesting easier comparisons later in 2026, and that new initiatives take time to gain traction.

Jeff Van Sinderen asked for clarification on whether Xponential Fitness spent more on marketing in Q4, specifically if core marketing increased beyond a 'special project' investment. He also inquired about the anticipated Club Pilates comp progression for the year, asking when comparisons would ease and when positive comps are expected.

Answer

CFO John Meloun clarified that there was a $4 million excess marketing fund spend in Q4, drawn from a surplus primarily from Club Pilates, to drive brand awareness and lead generation. CEO Mike Nuzzo added that similar investments are expected in the first half of 2026. Regarding Club Pilates comp progression, Mike Nuzzo noted that top-of-funnel weakness began around mid-2025 and that new initiatives take time to gain traction, but did not provide specific quarterly forecasts for turning positive.

Jeff Van Sinderen asked for more details on the Pratt & Whitney Canada PT6 agreement, including its significance and potential contribution to the business. He also inquired about VSE's organic MRO capacity expansion plans for the year and the current employee hiring environment for MRO roles.

Answer

CEO John Cuomo stated it's premature to give full details on the Pratt & Whitney Canada PT6 agreement. CFO Adam Cohn added that the purchase was around $10 million, with no significant initial earnings contribution expected due to burning through higher-cost inventory, but some margin pickup is anticipated in the second half of the year. John Cuomo noted improvements in employee turnover and retention for MRO, with the biggest concern remaining engine-related MRO shops due to a tight labor market. VSE is organically investing in about four facilities this year to build capacity for future double-digit growth.

Jeff Van Sinderen asked for more details on the Pratt PT6 agreement, its significance, and potential contribution to the business. He also inquired about VSE's organic efforts to increase MRO capacity and the employee hiring front for MRO, especially with the pending PAG acquisition.

Answer

President and CEO John Cuomo stated it's premature to give more details on the Pratt PT6 agreement. CFO Adam Cohn added that the purchase was around $10 million, with no significant immediate earnings contribution expected, but some margin pickup in H2 2026. John Cuomo noted improvements in MRO turnover and retention, attracting more talent. He highlighted engine-related MRO shops as the biggest opportunities and concerns due to a tight labor market, with organic investments in about four facilities this year to build capacity.

Jeff Van Sinderen of B. Riley Securities followed up on the Kaelstrom synergies, asking about remaining opportunities for the second half, and also requested the latest thinking on opportunities for the Honeywell licensed fuel control business.

Answer

President & CEO John Cuomo explained that with many cost synergies already captured, the future focus for Kaelstrom is on top-line initiatives like insourcing work, improving product margins, and growing revenue to leverage the existing operating expense base. Regarding the Honeywell program, he reiterated that the priority is perfecting its execution and achieving full implementation, which is expected by early 2026, before considering any new, similar programs.

Jeff Van Sinderen of B. Riley Securities, Inc. asked for more detail on the accelerated integration of recent acquisitions and inquired about which new program wins would be the most significant contributors to the P&L.

Answer

CEO John Cuomo stated that while VSE is accelerating specific high-value integration activities to drive synergies faster, the overall timeline for completing all integrations remains mid-2026. He clarified that the financial impact from new programs, like the one with Eaton, is already factored into the existing 2025 guidance, with more color on 2026 organic growth to be provided later in the year.

Jeff Van Sinderen followed up on the topic of Boeing, asking if VSE sees opportunities related to Boeing potentially exiting certain businesses, even if VSE isn't the acquirer. He also sought clarification on the expected progression of Aviation segment margins throughout 2025 and the remaining hurdles for closing the Fleet segment sale.

Answer

President and CEO John Cuomo noted that the only publicly discussed Boeing asset for sale is not a strategic fit for VSE. CFO Adam Cohn confirmed that Aviation margins are expected to ramp throughout 2025, consistent with historical patterns. Regarding the Fleet sale, Cohn stated the only remaining steps are a standard HSR review and other light closing conditions, with a Q2 close anticipated.

Jeff Van Sinderen sought an update on the OEM-licensed fuel control business, asking what was driving its outperformance and the timeline for burning off high-cost inventory. He also inquired about current MRO margins and the integration plan for Kellstrom.

Answer

CEO John Cuomo explained the fuel control program's outperformance is tied to how quickly the company can burn through higher-cost legacy inventory, a process dependent on supply chain performance for new parts. While not breaking out specific margins, he confirmed that overall MRO profitability is improving due to operational efficiencies. He also stated that the Kellstrom integration would likely be prioritized in 2025 to capture synergies quickly.

Jeff Van Sinderen inquired about the slight increase in Days Sales Outstanding (DSO) and requested more details on the factors underpinning XPEL's optimism for 2026. He also asked about the expected gross margin trend for the year, specifically for Q1, and how the company plans to achieve operating leverage through OpEx.

Answer

Barry Wood, Senior Vice President and CFO of XPEL, attributed the DSO increase primarily to new OEM business with longer payment terms, noting nothing alarming. Ryan Pape, President and CEO, added that there was no degradation in timely payments from the aftermarket channel. Pape explained 2026 optimism stems from positive team/customer sentiment, improved vehicle affordability, potential tariff certainty, lower interest rates, and strong customer pipeline wins despite industry demand declines. Regarding gross margin, Pape reiterated that headwinds are expected to abate after Q1, with margins improving to or above previous best levels by Q2. For OpEx, he noted corporate SG&A has been better managed, with regional leaders budgeted to drive increased operating margins.

Jeff Van Sinderen asked for clarification on the slight increase in Days Sales Outstanding (DSO) and sought more color on the underlying reasons for XPEL's optimism regarding 2026. He also inquired about the expected gross margin trend for the year, specifically for Q1, and how operating expenses (OpEx) would leverage.

Answer

Barry Wood, Senior Vice President and CFO, attributed the DSO increase primarily to longer terms with new OEM business, noting no alarming trends. Ryan Pape, President and CEO, explained the 2026 optimism stems from positive sentiment from the team and customers, improved vehicle affordability, potential tariff certainty, and declining interest rates, alongside strong customer pipeline wins. He reiterated that gross margin headwinds would abate after Q1, expecting Q2 gross margins to improve, and noted regional leaders are budgeted to drive increased operating margins.

Jeff Van Sinderen of B. Riley Securities inquired about recent trends in the dealer service business, the development of the company's personalization platform, and any notable considerations for product mix, gross margin, or operating expenses in the second half of the year.

Answer

Ryan Pape, Chairman, President & CEO, described the dealer service business as a "bright spot" growing faster than the aftermarket channel, with July setting an all-time record. He explained the personalization platform is a key initiative to boost consumer awareness and product attach rates by facilitating online sales referrals to the installer network. For the second half of 2025, Pape stated that the overall cost structure and gross margin profile are expected to remain stable, absent any unexpected tariff impacts.

Jeff Van Sinderen of B. Riley Securities inquired about recent trends in the dealer service business, the development of the company's personalization platform, and any notable factors affecting gross margin, product mix, or operating expenses for the second half of the year.

Answer

Chairman, President & CEO Ryan Pape described the dealer service business as a "bright spot" growing faster than the aftermarket channel, with July setting an all-time record. He explained the personalization platform aims to increase product awareness and attach rates by reaching consumers online. For the second half, Pape stated that the cost structure and gross margin profile are expected to remain stable, with no major movements anticipated absent unexpected tariff issues.

Jeff Van Sinderen of B. Riley Securities inquired about current trends in the dealer service business, the strategic initiatives for the personalization platform, and the outlook for gross margin and operating expenses in the second half of the year.

Answer

President & CEO Ryan Pape highlighted that the dealer service business is a significant growth area, outpacing the aftermarket channel with July marking a record month. Pape explained that the personalization platform is designed to boost consumer awareness and sales for their 'invisible' products through an online, direct-to-consumer model. He also confirmed expectations for a stable gross margin profile and cost structure for the remainder of the year, barring any major tariff impacts.

Jeff Van Sinderen of B. Riley Securities inquired about recent trends in the dealer service business, the development of the company's new personalization platform, and any notable considerations for product mix, gross margin, or operating expenses for the second half of the year.

Answer

President and CEO Ryan Pape described the dealer service business as a 'bright spot' growing faster than the aftermarket channel, with July setting an all-time record. He explained that the personalization platform is a key initiative to boost product awareness and increase attach rates by facilitating online sales. For the second half of the year, Pape stated that the overall cost structure and gross margin profile are expected to remain stable and consistent with recent performance, with no major shifts anticipated.

Jeff Van Sinderen of B. Riley Securities inquired about recent trends in the dealer service business, the development of the company's personalization platform, and the outlook for gross margin and operating expenses in the second half of the year.

Answer

Ryan Pape, Chairman, President & CEO, described the dealer service business as a 'bright spot' with growth outpacing the aftermarket channel and a record July. He elaborated on the personalization platform, highlighting its role in overcoming product awareness challenges by facilitating online sales and increasing vehicle attach rates. Regarding the second-half outlook, Pape noted a stable cost structure and consistent gross margin profile, with no major changes anticipated.

Jeff Van Sinderen of B. Riley Securities inquired about the sentiment from the U.S. dealer network, the potential for demand pull-forward, expectations for the China business, and the potential impact of tariffs on operations in China.

Answer

Ryan Pape, an executive, noted that while the strong March SAAR suggests some demand pull-ahead in the U.S., feedback from dealerships is mixed. Regarding China, he explained that revenue has normalized due to a more efficient supply chain and the company is actively pursuing a more direct-to-market model. Pape emphasized that the tariff situation is a 'nonfactor' for their China business because XPEL's diversified global manufacturing allows them to supply the Chinese market from other countries, mitigating the impact of retaliatory tariffs on U.S. goods.

Jeff Van Sinderen of B. Riley Securities inquired about the on-the-ground situation in China regarding sell-through dynamics and the potential timing for transitioning to a direct business model. He also asked for the outlook on Q1 gross margin, operating expenses, the potential quarterly progression of metrics for the year, plans to mitigate tariffs, and the strategy for launching and marketing new color films.

Answer

CEO Ryan Pape explained that the sell-in, sell-through dynamic in China is now evenly matched and the previous imbalance is resolved. While he confirmed that going direct in China is a top strategic priority, he did not provide a specific timeline. Pape suggested using the full-year 42% gross margin as a run rate, acknowledging pressure from the strong dollar. He described the overall 2025 outlook as uncertain due to tariffs, currency, and interest rates, but noted the company is working to build in optionality to mitigate these risks. Regarding the new color films, Pape expressed excitement, noting strong customer interest and the marketing advantages of a visible product.

Jeff Van Sinderen from B. Riley asked for more details on the company's plans for Japan following the distributor acquisition, the strategy for the new windshield protection film, and the potential to expand the Tesla referral program.

Answer

Executive Ryan Pape detailed that direct ownership in Japan allows for better product representation, pricing control, and higher growth, noting it also strengthens their value proposition to OEMs globally. He positioned the new windshield protection film as a 'gateway product' to attract new consumer segments. Pape confirmed the Tesla referral program is a model they aim to scale and apply to other manufacturers and channels to reach a broader pool of new car buyers.

Jeff Van Sinderen asked for more insight into customer feedback and top-of-mind concerns in the data center area, and how these demands are evolving. He also inquired about any anticipated tight areas or bottlenecks in the supply chain for the upcoming year, and the trends and outlook for the drone detection and jamming business line.

Answer

President and CEO Gene Lowe reported increasing demand and a push for acceleration from hyperscalers, with robust activity in existing customer relationships and new bidding situations. CFO Mark Carano and Mr. Lowe stated that they do not foresee any material concerns or red flags in the supply chain, having conducted thorough bill of materials reviews to ensure scalability for dramatic product growth. Regarding the drone detection and jamming business (CommTech), Mr. Lowe indicated that it operates in a niche, primarily military, with a very effective product and steady activity, without dramatic increases or decreases.

Jeff Van Sinderen asked for more insights into what SPX Technologies is hearing from its data center customers, specifically their top priorities and how these demands are evolving. He also inquired about any anticipated tightness or bottlenecks in the supply chain for the upcoming year and the trends and outlook for the drone detection and jamming business line.

Answer

Gene Lowe, President and CEO, reported that demand from data center customers is increasing, with several hyperscalers pushing for acceleration. He described demand as very robust, both from existing customers and in new bidding situations. Regarding the supply chain, Mark Carano, CFO, and Gene Lowe stated that they don't see any material concerns or red flags currently. They have conducted line-item bill of materials reviews to ensure scalability for dramatically growing products. For the drone detection and jamming business (CommTech), Gene Lowe noted that it operates in a niche, primarily military, with a very effective product. He sees a good amount of activity, but nothing dramatically higher or lower, indicating a steady outlook.

Jeff Van Sinderen of B. Riley Securities asked about customer decision factors for the VMAX product, the primary growth drivers for the D&M business, including drone detection demand, and the current focus of the M&A pipeline.

Answer

President & CEO Gene Lowe explained that data center customers prioritize large-scale, reliable partners and that VMAX competes on efficiency, flexibility, and engineering support. He identified strong project activity in transportation and Comtech as key D&M drivers, with drone detection being a significant application. Lowe noted the M&A pipeline is 'very robust,' with a primary focus on Engineered Air Movement and opportunities in D&M.

Jeff Van Sinderen inquired about the evolving competitive landscape in detection, the key factors driving new business wins, and the role of product innovation. He also asked if Bacharach's refrigerant solutions were being applied to new data center builds or retrofits.

Answer

President and CEO Steve Blanco highlighted MSA Safety's competitive advantages in detection, including customer proximity, holistic fixed detection solutions, connected portable detection (MSA+), and superior long-term cost of ownership, all driven by customer-informed innovation. He confirmed opportunities for Bacharach's fixed monitoring in data centers, noting it's complementary but not a primary growth driver.

Jeff Van Sinderen asked about the evolving competitive landscape in the detection segment, seeking insights into the key factors driving new business wins and the role of product innovation in securing upgrades or new opportunities. He also inquired about the application of Bacharach's refrigerant technology in data center builds or retrofits.

Answer

President and CEO Steve Blanco highlighted MSA Safety's strategy of customer proximity and solution-based innovation. For fixed detection, he noted expanded market reach through acquisitions like SMC, Bacharach, and M&C, offering holistic solutions including new flame detectors. In portable detection, the MSA+ connected work (iO 4) stands out for its ease of use, durability, reliability, and superior long-term cost of ownership. Mr. Blanco confirmed opportunities for Bacharach's refrigerant technology in data center fixed monitoring and industrial PPE, though it's not a primary growth driver.

Jeff Van Sinderen of B. Riley Securities asked for more detail on the timing and milestones related to the new NFPA fire standard. He also inquired about the margin benefit from MSA+, the expected progression of gross margin and SG&A in the second half, and the organic growth rate of the newly acquired M&C business.

Answer

President & CEO Steven Blanco explained that the NFPA approval process involves milestones like testing completion, but the final timing remains uncertain, with expectations for approval between now and early 2026. Interim CFO Elyse Brody noted that MSA+ had a positive but not overly meaningful impact on mix. She guided for a more pronounced tariff impact in H2, offset by pricing, and suggested an organic SG&A run rate of $107-109 million per quarter. Brody also stated that M&C is a mid-single-digit organic grower.

Jeff Van Sinderen asked for a precise quantification of the sales pulled forward into Q1 and its product composition. He also requested more detail on tariff mitigation efforts, what is controllable, and how the company is evolving its supply chain strategy.

Answer

Interim CFO Elyse Brody stated the pull-forward was just under $10 million with a product mix slightly more weighted to Fire Service. President and CEO Steven Blanco detailed a two-pronged mitigation strategy of targeted price increases and cost management through the MSA Business System. He emphasized a long-term, strategic approach to avoid short-term reactionary decisions, acknowledging that this could cause some choppiness but would position the company for strength once the situation stabilizes.

Jeff Van Sinderen questioned the company's product innovation pipeline for 2025 and 2026, specifically its potential to drive replacement demand in the Detection segment, and asked for the expected normalization timeline for the fire service business under the new NFPA standard.

Answer

Steven Blanco, President and CEO, emphasized that innovation is a key differentiator, highlighting the upcoming next-generation G1 SCBA and a robust plan for the MSA+ connected platform. He stated the NFPA standard change is a normal, cyclical event with relatively minor changes this time. Blanco anticipates the new standard will be promulgated in early 2026, which aligns perfectly with the replacement cycle for the first G1 units launched in 2014, positioning MSA well for the future despite some choppiness in 2025.

Jeff Van Sinderen asked about the anticipated growth cadence of the Climate Solutions business in the next fiscal year and whether sequential revenue growth is expected for the next several quarters. He also sought clarification on when Modine would start breaking out the two Climate Solutions segments in the P&L, and what is top of mind for data center customers regarding cooling needs, how those needs are evolving, and how Modine is adapting its products.

Answer

Mick Lucareli, EVP and CFO, Modine Manufacturing Company, expects sequential growth for data centers for 'quite a while' due to strong order intake, while HVAC and HTS businesses will follow more normal, seasonal patterns. He clarified that Modine will report three segments (data center, commercial HVAC, and Performance Technologies) starting in Q1 of the new fiscal year, with guidance provided in Q4. Neil Brinker, CEO, Modine Manufacturing Company, highlighted that customers prioritize securing capacity, and Modine's innovation focuses on solving critical problems like power consumption and water usage to improve PUE and WUE metrics, while keeping pace with rapid CapEx deployment.

Jeff Van Sinderen asked about the anticipated growth cadence for the Climate Solutions business in the next fiscal year, including expectations for sequential revenue growth. He also sought clarification on when the two new Climate Solutions segments (Data Center and Commercial HVAC) would be broken out in the P&L, and what key factors are top of mind for data center customers regarding cooling needs and how Modine is evolving its products.

Answer

Mick Lucareli, EVP and CFO, expects sequential growth for data centers for quite a while due to strong order intake, while HVAC is more seasonal with high single-digit organic growth. He clarified that the three new segments (Data Center, Commercial HVAC, Performance Technologies) will be reported starting Q1 of the new fiscal year, with guidance provided in Q4. Neil Brinker, CEO, identified securing capacity, innovation for energy consumption (PUE) and water usage (WUE), and keeping pace with rapid CapEx deployment as top customer concerns, driving Modine's product evolution.

Jeff Van Sinderen asked about the evolving customer concentration in the data center area, including new hyperscalers and NeoCloud providers, and the progress of modular product demand. He also inquired about Modine's visibility into data center demand (how far out they can see) and the evolution of the liquid cooling business, specifically CDUs, and its potential proportion of the business in a couple of years.

Answer

Neil Brinker, President and CEO, stated that Modine has strong relationships with hyperscalers, with two being the majority of current business, but is expanding relationships and technical capabilities with the other three, as well as NeoCloud providers. He confirmed that modular data centers are a promising market with initial shipments and ongoing discussions. Mr. Brinker indicated visibility into data center demand extends three to five years for major customers, enabling strategic capital deployment. He explained that all Modine products apply to liquid cooling, and while direct-to-chip CDUs are beneficial, they are one product in an evolving suite. Modine aims to differentiate its CDUs with unique, custom, bespoke solutions tied to its firmware and software.

Jeff Van Sinderen inquired if Modine is expanding its data center service capabilities in tandem with production. He also asked if there are other potential large orders similar in size to a previously announced $180 million deal, and what areas the company might target for M&A after its announced pause.

Answer

President & CEO Neil Brinker confirmed they are actively building out service and controls capabilities to support the rapid equipment sales growth. He stated that a 'collection of orders of that magnitude' is what underpins the confidence to invest in reaching the $2 billion revenue goal. For future M&A, he mentioned a focus on HVAC Technologies and potential vertical supply chain integration.

Jeff Van Sinderen of B. Riley Securities asked if Modine is currently working with all major hyperscalers, the potential size and timing of initial orders for its Coolant Distribution Units (CDUs), and for more details on the strategy and scale of its data center service business.

Answer

President and CEO Neil Brinker confirmed that Modine is in discussions with all hyperscalers, with relationships at varying stages. He anticipates initial CDU revenue by the middle of the next fiscal year, noting the focus is on developing a differentiated, high-value product. Regarding services, Brinker explained the strategy is to replicate its successful UK model in North America by building local service teams in key hubs to provide comprehensive support and strengthen customer relationships.

Jeff Van Sinderen of B. Riley Securities, Inc. asked about potential capacity constraints in the data center business, the status of a third hyperscaler relationship, and the potential to add more. He also inquired about plans for further portfolio rationalization or divestitures in the Performance Technologies (PT) business.

Answer

President and CEO Neil Brinker confirmed they have sufficient capacity to meet demand and have officially signed a master sales agreement with a third hyperscaler, with orders expected soon. He also noted conversations are ongoing with other potential customers. EVP and CFO Mick Lucareli reiterated the plan outlined at the Investor Day to deemphasize approximately $300 million of non-strategic PT business over the next few years.

Jeff Van Sinderen inquired about the expected gross margin trend for the next couple of quarters, the contemplated revenue growth range for 2026, the development of EBITDA margins, further details on modular product plans, and if the Byrna Cam product would have a recurring revenue component.

Answer

CFO Lori Kearns stated that gross margins are expected to incrementally grow throughout 2026, aiming for the 63%-65% range by year-end, driven by price increases and manufacturing efficiencies, despite channel mix headwinds. CEO Bryan Ganz reiterated that the company expects to remain well above the 'Rule of 40' threshold for growth and EBITDA margins. Mr. Ganz expressed excitement about the modular launcher, highlighting its .61 caliber platform, significantly fewer components, and a 40% reduction in bill of materials cost, with a prototype expected to be released before the end of 2026. He clarified that the Byrna Cam will not have a recurring component.

Jeff Van Sinderen requested additional details on Byrna's modular product plans and whether the newly introduced Byrna Cam product would include a recurring revenue component.

Answer

CEO Bryan Ganz expressed excitement about the modular product, highlighting its .61 caliber platform, which will lead to significantly fewer components, a 40% reduction in Bill of Materials (BOM) cost, and simpler assembly, resulting in lower manufacturing costs and inventory. He expects the first prototype to be released before the end of 2026, starting with a less expensive version. Regarding the Byrna Cam, he clarified that it is not a connected device and will not have a recurring component; it is a camera commissioned from a third-party vendor, expected in late Q2 or Q3.

Jeff Van Sinderen asked about Byrna's strategy for adding new influencers, an update on planned launcher models including the CL and lower price point units, and the early adoption rates of ByrnaCare.

Answer

CEO Bryan Ganz explained that Byrna is expanding its influencer strategy beyond conservative radio hosts, leveraging new director Adam Roth for broader brand ambassadors. He clarified there are no new CL variations planned, but a 61-caliber price-point launcher based on the CL design is expected next year. Ganz noted that the basic box launcher has not been as popular as expected, with the 'ready kit' dominating sales. He also stated that ByrnaCare adoption is in line with expectations, with further website integration pending.

Jeff Van Sinderen asked about Byrna Technologies Inc.'s strategy for adding new influencers and brand ambassadors, the status of new launcher products including a planned CL launcher and a lower-priced unit, and the early adoption rates of the ByrnaCare program.

Answer

CEO Bryan Ganz explained that Byrna is expanding beyond conservative radio hosts, leveraging new director Adam Roth's expertise from Nike to pursue new brand ambassadors to broaden customer demographics. He clarified that the next new launcher would be a value-oriented .61-caliber launcher based on the CL design, not a different CL variation, and noted that the basic box configuration (launcher only) has not been as popular as the ready kit, with customers preferring the $549.99 price point. Regarding ByrnaCare, Ganz stated adoption is in line with expectations, with further improvements anticipated after website adaptations for purchase prompts.

Jeff Van Sinderen asked about the expected evolution of the channel mix in the second half of the year, sought clarification on the performance differences between Sportsman's Warehouse stores with pods versus those using archery ranges, and requested more details on the planned new iterations of the Compact Launcher (CL).

Answer

CEO Bryan Ganz projected that brick-and-mortar sales will continue to be the fastest-growing channel, with Amazon outpacing byrna.com within the direct-to-consumer segment. He clarified that while it's too early for conclusive data, he expects stores with dedicated shooting pods to outperform other formats eventually. Ganz also detailed plans to expand the CL product line with both higher-end versions featuring advanced sights and a more basic, lower-priced kit to broaden its market appeal.

Jeff Van Sinderen asked for clarification on early Q2 sales trends, plans for advertising spend around the new Compact Launcher (CL), and the sequence of the CL rollout. He also inquired if Q1 would likely represent the revenue low point for the fiscal year.

Answer

Executive Bryan Ganz stated that while Q1 ROAS is typically lower, the company plans to reduce near-term ad spend for the CL launch, initially targeting its 700,000-subscriber email list. He detailed the rollout timeline: dealers can order now, samples ship to influencers on April 15, online orders begin April 24, and the official public release is May 1. Ganz also shared his personal opinion that Q1 was the year's revenue low point and that he anticipates sequential quarterly growth.

Jeff Van Sinderen asked for a timeline to evaluate the success of the Sportsman's Warehouse partnership, inquired about production plans and potential component shortages, and sought clarity on inventory levels for the new compact launcher. He also asked for commentary on attainable revenue growth and margins for 2025.

Answer

Executive Bryan Ganz estimated a 3-to-4-month timeframe to see initial results from the Sportsman's partnership, expecting a faster ramp-up than Byrna's own stores due to existing foot traffic. CFO Lauri Kearnes confirmed production is stable at 24,000 units per month with no component shortages. She stated inventory will grow by approximately $5 million specifically for the new compact launcher (CL) ahead of its mid-2025 launch. Bryan Ganz projected 'very strong double-digit' revenue growth for 2025 and continued gross margin expansion, driven by economies of scale and the higher-margin CL product. He reiterated long-term EBITDA margin targets tied to revenue milestones, aiming for the mid-teens at $100M in revenue and low 20s at $150M.

Jeff Van Sinderen inquired about the production capacity increase from adding a second shift, the evolution of the supply chain, and current inventory levels relative to strong sales trends. He also asked for the gross margin outlook for Q4 and any changes to promotional plans.

Answer

Executive Chairman Bryan Ganz explained that adding a second shift will boost production capacity to 24,000-28,000 launchers per month, and recent wage increases are designed to attract talent without negatively impacting unit costs due to higher volumes. He confirmed the supply chain is robust with dual sourcing for nearly all components. CFO Laurilee Kearnes projected that Q4 gross margins would remain stable, with a more significant increase expected in 2025. Ganz added that promotions, like the successful Amazon Prime Days, would have a minimal impact on Q4 margins, estimated at around one percentage point.

Jeff Van Sinderen followed up on private label penetration, asking for its current level and where it might ultimately peak, as well as inquiring about market share gains in North America and potential shifts in customer demographics. He also asked about store traffic and transaction trends during the November period.

Answer

CFO Chris Work stated that private label penetration year-to-date was just under 31% of total product, a significant increase from 11-12% five years ago. He explained that penetration would be customer-driven, acknowledging past fluctuations due to brand cycles, and emphasized the continued importance of branded products, especially in categories like footwear where private label is not present. CEO Rick Brooks added that while private label penetration might fluctuate with brand cycles (e.g., Skate hard goods being branded), private label dollar growth is expected to continue. On market share, Rick Brooks indicated a laser focus on the core, trend-leading consumer, suggesting gains were primarily driven by average unit retail (AUR) over the past two years, with recent transaction gains. Chris Work clarified that consolidated transactions were slightly down in November, but North America saw a transaction gain, with strong traffic in week four.

Jeff Van Sinderen inquired about the feasible operating margins for Zumiez over the next few years and the primary drivers to achieve higher levels. He also asked about the biggest headwinds facing the European and Australian businesses and what is necessary to ensure the success of the multi-year improvement plan for these international segments.

Answer

Rick Brooks, Chief Executive Officer, framed the operating margin discussion as a sales recovery story post-pandemic, overcoming specific headwinds in skate hard goods and a major footwear brand, while establishing higher product margins. Chris Work, Chief Financial Officer, stated that long-term operating margins could return to high single-digit levels, driven by sales recovery beyond 2019 levels (particularly in North America), continued product margin opportunities, leverage on major cost items, and the successful turnaround of the international business, especially Europe's three-year plan to reach break-even. Rick Brooks identified European headwinds as economic conditions (hoping for German GDP growth in 2026), the need for better execution, more differentiated assortments, improved trend-side business, and an enhanced in-store experience.

Jeff Van Sinderen followed up on the European and Australian businesses, asking about the biggest headwinds faced in Europe and what is necessary to ensure the three-year improvement plan succeeds.

Answer

CEO Richard Brooks identified key headwinds as the challenging economic environment, particularly in Germany, and emphasized the need for better execution. He stressed the importance of distinguishing assortments, improving trend leadership by leveraging U.S. strengths, curating and differentiating merchandise, and enhancing the in-store customer experience to drive sales and wallet share. He expressed hope for economic cooperation and recovery in the region.

Jeff Van Sinderen of B. Riley Securities inquired about the normalized gross margin outlook, the company's target net leverage ratio, and the specifics of its acquisition strategy, including the M&A pipeline and target types.

Answer

CFO Jeffrey DiGiovanni stated that the company targets a gross margin in the mid-40% range, dependent on product mix, and is comfortable with a net leverage ratio around 3x for acquisitions. CEO Shahram Askarpour added that the M&A pipeline includes potential divestitures from Honeywell, which are typically auctions, as well as ongoing dialogues with smaller avionics companies.

Jeff Van Sinderen of B. Riley Securities asked about the strategy to lean more into pain management, including adding new products or services, the timeline for completing the refranchising of remaining corporate clinics, and which Regional Developer (RD) rights are still outstanding.

Answer

CEO Sanjiv Razdan stated the company is using pain-focused messaging to attract patients and will explore new products and services as part of its 'Joint 3.0' evolution, expected in about 12 months. He reiterated the goal to become a pure-play franchisor by the end of 2025 and noted that 15 Regional Developers covering 52% of the system remain, with buybacks being considered opportunistically.

Jeff Van Sinderen inquired about recent trends in new patient acquisition and retention metrics, the potential profitability and margin profile of the future pure-play franchise model, and the expected timeline for completing the refranchising process.

Answer

Executive Sanjiv Razdan acknowledged that new patient volumes have been affected by consumer sentiment, particularly organic leads, but noted that patient retention rates are holding steady. Regarding the future model, Razdan stated that while specific forward guidance isn't available, they expect higher profitability in 2026 by reducing G&A. He also confirmed the company's intent to complete the transition to a pure-play franchisor by the end of 2025.

Jeff Van Sinderen inquired about potential slowness in Q1 consumer behavior, the expected quarterly progression of metrics for the year, trends in patient retention and churn, and the specific number and timeline for the corporate clinics being refranchised.

Answer

Sanjiv Razdan, an executive, acknowledged that consumers in their target demographic are responding to inflation, which is factored into the guidance. Executive Jake Singleton added that the quarterly sales cadence should be similar to past years, with attrition remaining relatively flat. Sanjiv Razdan confirmed the intent to refranchise all 125 corporate clinics, with the vast majority currently under letters of intent (LOI).

Jeff Van Sinderen inquired about new CEO Sanjiv Razdan's key learnings and focus areas for his first 100 days, and asked for his early thoughts on innovation, new services, and the strategy to become a platform.

Answer

CEO Sanjiv Razdan outlined his four guiding principles: elevating patient care, strengthening clinic economics, driving innovation, and building culture. On innovation, Razdan acknowledged opportunities to add adjacent services by leveraging the company's infrastructure but stated he is still in the evaluation phase and will share more concrete plans after his 100-day business immersion.

Jeff Van Sinderen asked about the company's plans for further international expansion during the second half of 2025.

Answer

CEO John Fieldly stated that while international is a significant opportunity with 27% growth and approaching a $100M run rate, the focus for the remainder of 2025 is on disciplined execution in existing markets like the UK, Ireland, and Australia. He indicated that new market expansion is being planned for 2026 and beyond, after the company has solidified its position in current territories.

Jeff Van Sinderen asked for Alani Nu's current ACV, the extent of its international penetration, and how the acquisition might change Celsius's overall marketing strategy.

Answer

CEO John Fieldly did not provide a specific ACV figure for Alani Nu but stated that its international presence is currently small, representing a 'massive' growth opportunity. He framed the future marketing strategy as a combined effort where both brands will capitalize on the growing global health and wellness trends within the large, expanding energy drink category, which has gone mainstream.

Jeff Van Sinderen from B. Riley Securities inquired about the progress of biote's vertical integration for pellet manufacturing, the specific decline in the absolute number of procedures, and the necessary catalysts and timeline for key metrics like clinic attrition and new additions to improve.

Answer

CFO Bob Peterson stated that vertical integration penetration is holding in the 40-50% range and has been paused to avoid commercial disruption during the restructuring, with plans to resume in Q3. CEO Bret Christensen explained that the procedure revenue decline is volume-related, driven by clinic attrition and lower volumes within existing clinics. He attributed these headwinds to disruptions from the CDSS software launch in 2024 and the recent organizational restructuring in May 2025, noting it is too early to project a timeline for a turnaround.

Jeff Van Sinderen asked about CEO Bret Christensen's key learnings in his first quarter, specific inefficiencies uncovered, and the rationale for guiding to slower sequential growth in the supplements business after a strong Q1.

Answer

CEO Bret Christensen stated he has gained clarity on the need for a cultural and structural shift toward growth, including territory realignments and new compensation plans to better incentivize new clinic acquisition. CFO Robert Peterson addressed the guidance, explaining that while Q1 supplement performance was solid, the outlook accounts for tougher year-over-year comparisons in the second half of 2025 as the company begins to lap the launch of its Amazon e-commerce platform.

Jeff Van Sinderen sought to clarify if the slowdown in new practitioner additions was due to a lack of focus or an inability to onboard them. He also asked about the traction of the BioteRx platform beyond core pellets and whether acquisitions could be used to expand it, along with the current status of the new software rollout.

Answer

CEO Bret Christensen clarified that the field's focus shifted to managing the CDSS launch for existing accounts, which slowed the flow of new practitioners but did not impact training capacity. He positioned Biote's offering as a complete practice-building platform, not just individual products, and confirmed they could add to it over time. Christensen stated the software rollout is complete but will be a continuous improvement project.

Jeff Van Sinderen asked for more details on the disruption caused by the new Clinical Decision Support software, how the company is helping clinics adapt, and the expected net outcome. He also inquired about the progress in securing state licenses for Asteria Health.

Answer

CEO Teresa Weber described the software issue as a temporary workflow adjustment for their 7,100 clinics, noting a recent rebound in activity. CFO Bob Peterson quantified the headwind at approximately 2.5 percentage points on procedure revenue growth but stressed that patient demand remains strong. Regarding Asteria, Peterson confirmed they have secured around 30 state licenses and have converted about 50% of their volume, which contributed to a 100 basis point margin improvement in Q3.

Jeff Van Sinderen of B. Riley Securities sought confirmation that the guidance change was solely due to order timing and requested further details on the second-half sales mix, margin progression, and opportunities within the Nuclear business, including the Cars acquisition integration.

Answer

President Brad Williams confirmed the guidance change was strictly a matter of timing with no lost business. CFO Blaine Browers projected Q3 gross margins to be similar to Q2, with Q4 being slightly higher due to increased volume and a stronger, higher-margin EOD mix. Williams added that the Cars integration is in its early stages, focusing on functional areas like finance and IT, with initial strategic discussions underway among the nuclear business leaders.

Jeff Van Sinderen of B. Riley Securities inquired about any observed procurement delays from government agencies and asked for an updated outlook on the nuclear segment, including its organic growth prospects and M&A focus relative to the law enforcement vertical.

Answer

CFO Blaine Browers confirmed that the company has not seen any major procurement disruptions or delays from federal agencies. Executive Warren Kanders added that Cadre maintains a robust M&A pipeline for both its public safety and nuclear verticals, with no particular weighting on either. He reiterated the nuclear market's long-term growth estimate of 4-6%, supported by strong global demand for nuclear energy and favorable administrative priorities.

Jeff Van Sinderen inquired about the expected level of SG&A for 2025, whether the Carr's Group acquisition is included in the guidance, and sought more detail on the complementary nature and cross-selling opportunities of the Carr's business.

Answer

CFO Blaine Browers confirmed that the Carr's acquisition is not included in the current 2025 guidance and that an update will be provided upon closing. He advised using Q4 SG&A, excluding transaction costs, as a baseline, with an incremental $3 million increase for IT spend. President Brad Williams elaborated on the Carr's acquisition, noting the strong brand recognition and excitement from customers. He highlighted opportunities for synergy, such as leveraging the UK entities' relationships to expand the installed base of engineered products and solutions in the U.S.

Jeff Van Sinderen of B. Riley Securities inquired about the financial impact of the cybersecurity incidents, asking if delayed Q3 revenue would fully shift to Q4 and if there were other business impacts. He also asked about the M&A pipeline, particularly for the Alpha Safety nuclear business, and whether it was affected by the cyber incidents.

Answer

Executive Warren Kanders clarified that due to a second cyber incident, some revenue would be pushed into 2025, necessitating the guidance change, but confirmed no other business impacts beyond Q3 margins and the revenue shift. President Brad Williams added that the M&A funnel for Alpha Safety is "more than solid," focusing on engineered systems and product manufacturers in the U.S. and Europe, and confirmed the M&A strategy was not impacted by the incidents.

Asked about potential tariff impacts, how merchandise changes might offset a potential recession, store opening and closure plans, CapEx, e-commerce fulfillment strategy, and potential for further SG&A reductions.

Answer

The impact from tariffs is expected to be minor. The company hopes improved merchandising will mitigate economic headwinds, but there's no guarantee. They use a hybrid e-commerce fulfillment model and are not considering a full ship-from-store approach. The goal is to close more unprofitable stores than open new ones, with about 80 lease decisions this year. Significant SG&A reductions have already been made, and total SG&A dollars are expected to be down year-over-year.

Jeff Van Sinderen of B. Riley Securities questioned the dynamics of merchandise margins, specifically the balance between initial markups and discounting, given the sales deleverage. He also asked for the strategy to leverage fixed costs and sought clarification on the 11.8% inventory increase.

Answer

Executive Hezy Shaked explained that a new CMO is implementing a plan to improve margins, though markdowns from lower sales are a headwind. Executive Michael Henry added that Q4 product margins are benefiting from not repeating a costly prior-year promotion. He stated that leveraging fixed costs requires top-line growth and that the inventory increase was a conscious, temporary timing shift to improve operational efficiency for the holiday season.

Jeff Van Sinderen inquired about the production capacity of the Vietnam facility, the nature of monetization opportunities showcased at CES, the primary drivers of growth for the upcoming year, and the long-term growth curve for the HVAC and connected home business.

Answer

CEO Paul D. Arling confirmed the Vietnam facility could handle additional production shifts if needed. He detailed monetization opportunities, including helping OEMs increase user engagement on their platforms and using new 'homeSense' on-device AI for applications like optimized climate control. Arling identified HVAC as the predominant growth driver, with opportunities as large as their biggest legacy customers. He projected that the connected home segment would become the majority of UEIC's business in the future, serving as the key growth engine for the next 3-5 years.

Jeff Van Sinderen inquired about the underlying drivers for sales volume in North America, the necessary steps and timeline to reverse volume declines in key regions, and the outlook for gross margin, including future pricing actions and input cost trends.

Answer

President Stephan Gratziani explained that rebuilding the distributor base through enhanced training like the 'Mastermind' program is key to reversing volume declines in North America, with the timeline for sales growth dependent on this expansion. CFO John DeSimone added that gross margins are expected to remain stable, as most 2024 price increases are complete and input costs are under control.