Justin Ages

Justin Ages inquired about the drivers behind Dorman Products' recent new business wins in the heavy-duty segment, specifically whether they are primarily due to market share gains or new product introductions.

Answer

Kevin Olsen, Dorman's Chief Executive Officer, attributed the heavy-duty business wins to a combination of both market share gains through improved execution and new product development. He highlighted the successful application of Dorman's new product development process to the Dayton Products platform, particularly in expanding the portfolio with above-frame products.

Justin Ages asked for more color on the new business wins in the heavy-duty segment, specifically what is driving them (share gains versus new products). He followed up by asking for more details on the productivity and automation initiatives that contributed to margin expansion in 2025 and are expected to continue into 2026.

Answer

Kevin Olsen, Dorman's CEO, explained that heavy-duty wins are a combination of competitive share gains and new product development, with Dorman porting its new product development process to Dayton Products to drive growth in above-frame products. For productivity and automation, Kevin mentioned continuous global negotiations with manufacturing partners for optimal acquisition costs, leveraging a global supply chain team. Internally, significant investments in Distribution Center (DC) automation have driven substantial direct labor productivity, which is viewed as being in its 'early innings.' Additionally, process improvement tools and better organizational structure have enabled outsized new product development and SKU growth without commensurate resource additions.

Justin Ages followed up on the 'First Brands' discussion, asking if there had been any conversations or changes to terms regarding Dorman's customer-sponsored factoring programs. He also inquired about the lead time for the new electronic power steering product in the light-duty segment, from idea to market.

Answer

David Hession, SVP and CFO, Dorman Products, confirmed that the terms for customer-sponsored factoring programs are clear, with no indication of changes. Kevin Olsen, President and CEO, Dorman Products, explained that Dorman has been in the market with similar electronic power steering racks for 18-24 months. He noted that the total development time for such complex parts, involving safety and intricate electronics, is substantial and much longer than for purely mechanical parts, resulting in a higher selling price.

Justin Ages followed up on the First Brands discussion, asking if Dorman had seen or discussed any changes to the terms of its customer-sponsored factoring programs. He also requested insight into the lead time for complex light-duty products, specifically the new electronic power steering rack, from idea to market.

Answer

David Hession, SVP and CFO, confirmed that the terms for customer-sponsored factoring are clear, with no indication of changes. Kevin Olsen, President and CEO, explained that complex products like the electronic power steering rack have substantial development times, significantly longer than mechanical parts, due to safety and intricate electronics, resulting in a longer cycle and higher selling price.

Justin Ages from CJS Securities asked for a breakdown of the company's 30-40% China sourcing exposure across its different business segments: Light Duty, Heavy Duty, and Specialty Vehicles.

Answer

CEO Kevin Olsen declined to provide a specific breakdown by segment for competitive reasons but offered directional color. He stated that in Light Duty, Dorman has less exposure than the overall market; in Heavy Duty, the tariff impact is modest; and in Specialty Vehicles, Dorman is well-positioned against a heavily China-indexed industry due to its U.S. manufacturing footprint. Olsen also reiterated that approximately 30% of total products are sourced from the U.S.

Justin Ages asked for more details on the factors influencing flat med tech growth and the primary drivers expected for med tech growth in 2026. He also inquired about any potential business disruptions or impacts on growth rates stemming from the recent cybersecurity incident.

Answer

Jeff Bailly (Chairman and CEO, UFP Technologies) anticipates robust growth in the patient services market and from three new program launches (one in infection prevention, two in robotic surgery). Ron Lataille (VP, Treasurer, and CFO, UFP Technologies) clarified that Q4 med tech sales were softer due to revenue pulled into Q3. Regarding the cybersecurity incident, Mr. Bailly noted that robust backup systems allowed operations to continue, while Mr. Lataille added that systems are back online, and despite potential softness in February, they expect no material impact on Q1 overall.

Justin Ages inquired about the factors influencing flat med tech growth, seeking insights into the main drivers for 2026, and asked about potential business disruptions and growth rate impacts from the recent cybersecurity incident.

Answer

Ron Lataille, VP, Treasurer, and CFO, and Jeff Bailly, Chairman and CEO, explained that robust growth is expected in patient services, supported by new programs in infection prevention and robotic surgery. Jeff clarified that Q4's softer med tech sales were due to revenue pulled into Q3. Regarding the cybersecurity incident, Jeff noted that while serious, the team's rapid response and robust backups minimized operational impact, though some shipping delays occurred. Ron added that systems are back online, and while February might be soft, Q1's overall impact is not expected to be material, with recovery anticipated in March.

Justin Ages of CJS Securities requested an update on the company's market share in drape production for robotic surgery. He also asked about the current M&A pipeline, including which end markets are of primary interest for potential acquisitions.

Answer

Chairman & CEO R. Jeffrey Bailly stated that UFP's market share for drapes is steady at about two-thirds of an estimated $12 million market, with their portion being approximately $8 million for the year. Regarding M&A, Bailly highlighted a strong focus on the injection molding space to complement existing capabilities. He emphasized a disciplined approach, seeking a strong cultural, strategic, and economic fit, and mentioned they are actively evaluating multiple deals in that sector.

Justin Ages of CJS Securities questioned the company's market share in drape production and sought an update on the M&A pipeline, including key target markets.

Answer

Chairman & CEO R. Jeffrey Bailly affirmed that UFP's market share for drapes remains steady at approximately two-thirds and is expected to hold for the remainder of the year. On the M&A front, Bailly highlighted a strategic focus on the injection molding space, noting that while the company is actively evaluating multiple deals, it remains highly selective to ensure a strong strategic, cultural, and economic fit.

Justin Ages from CJS Securities asked how potential tariffs could impact UFP's competitors and create a competitive advantage for the company. He also inquired about current capital allocation priorities, particularly regarding the M&A pipeline.

Answer

CEO Jeff Bailly explained that while there is no immediate major advantage, UFP is better positioned than competitors in China and has won back some business. He highlighted that with two-thirds of its manufacturing in the U.S., UFP is well-prepared for any reshoring trends. Regarding M&A, Bailly stated the company is actively pursuing smaller acquisitions, with a focus on injection molding, and is in the early stages of evaluating one very substantial opportunity.

Justin Ages of CJS Securities asked about the potential competitive advantages UFP might gain from tariffs impacting its rivals and sought an update on capital allocation priorities, particularly the M&A pipeline.

Answer

CEO Jeff Bailly stated that while there is no immediate benefit relative to competitors in Mexico, UFP has a competitive advantage against those importing from China and is well-positioned for any reshoring trends with two-thirds of its manufacturing in the U.S. Regarding M&A, Bailly confirmed UFP is in active discussions for several smaller acquisitions, with a focus on injection molding capabilities, and is in the early stages of evaluating one very substantial opportunity.

Justin Ages asked about JBT Marel's capital allocation strategy, specifically regarding the progress on leverage reduction and plans for addressing the convertible notes maturing in May. He also inquired about the company's progress on supply chain regionalization, including moving parts suppliers and manufacturing, and the impact of the moving tariff regime on customers and orders.

Answer

CEO Brian Deck emphasized the focus on completing integration and reaching a 2-2.5 leverage range before serious M&A considerations, while President Arni Sigurdsson highlighted strengthening the value proposition through integrated solutions. CFO Matthew Meister confirmed plans to use revolving credit facility liquidity and cash flow to retire the convertible notes in May, aiming for 2-2.5 times leverage by end of 2026. Brian Deck stated that supply chain regionalization is in early stages, with parts suppliers moving from Europe to the US, and manufacturing changes expected to continue through 2027, leveraging existing US plants for poultry.

Justin Ages asked about the company's capital allocation strategy, given the progress on deleveraging, and plans for managing the convertible notes maturing in May. He also sought more details on supply chain regionalization efforts and how the fluctuating tariff regime is impacting customer orders.

Answer

CEO Brian Deck emphasized a focus on integration and achieving a 2-2.5x leverage range before serious M&A considerations. CFO Matthew Meister added that the convertible notes were pre-funded in September 2025, and the company expects to use its revolving credit facility and cash flow to retire them in May, aiming for 2-2.5x leverage by the end of 2026. Regarding supply chain, Brian Deck stated that moving parts suppliers from Europe to the US has begun, with manufacturing regionalization expected to be a continuum through 2026, likely completing in 2027. President Arni Sigurdsson highlighted leveraging US plants that mirror European ones for faster poultry market benefits and utilizing strong regional distribution centers.

Justin Ages of CJS Securities inquired about the remaining potential for improvement in Days Sales Outstanding (DSO) and Days Inventory Outstanding (DIO), and the company's capital allocation priorities, specifically balancing share repurchases, tuck-in acquisitions, and the $950 million note, asking if there is a pipeline for tuck-in opportunities.

Answer

CFO Thomas Timko stated that DSO ended the year at 50 days, with potential for an additional 4-5 days of improvement, noting each day represents approximately $10 million in free cash flow. He mentioned DIO improved by 7 days year-over-year, with multiple opportunities remaining through Lean initiatives and decreased lead times. Regarding capital allocation, Thomas Timko reiterated that share repurchases remain the priority due to the belief that the stock is undervalued and free cash flow generation is underappreciated. CEO Octavio Marquez added that they have developed a pipeline for tuck-in acquisitions, primarily focused on service opportunities, seeking immediately accretive, low-multiple targets.

Justin Ages of CJS Securities inquired about the remaining potential for improvement in Diebold Nixdorf's Days Sales Outstanding (DSO) and Days Inventory Outstanding (DIO) after significant gains in 2025, and the company's capital allocation strategy, balancing share repurchases, strategic tuck-in acquisitions, and managing the $950 million note.

Answer

CFO Thomas Timko identified opportunities for an additional 4-5 days of DSO improvement from the year-end 50 days and further DIO reductions through Lean initiatives. CEO Octavio Marquez and CFO Thomas Timko affirmed share repurchases as the primary capital allocation priority due to perceived stock undervaluation, while maintaining flexibility for immediately accretive, low-multiple service-focused tuck-in acquisitions.

Justin Ages requested more details on the recently announced small acquisition, specifically its acquired capabilities and how it enhances customer service. He also inquired about the market response to the formal launch of Branch Automation Solutions (BAS), differentiating demand between large national banks and smaller regional banks.

Answer

CEO Octavio Marquez explained that the small acquisition provides crucial multi-vendor service capabilities in the U.S., allowing Diebold Nixdorf to maintain and repair third-party equipment in bank branches, thereby expanding its addressable market. Regarding BAS, he noted that large national banks are highly enthusiastic and setting the industry pace, with increasing interest now observed from hundreds of smaller customers, anticipating a similar trickle-down adoption trend as seen with recycling solutions.

Justin Ages asked about the market response to the formal launch of Branch Automation Solutions (BAS), particularly differentiating demand between large national banks and smaller regional banks.

Answer

CEO Octavio Marquez noted that leading banks are setting the pace, with large customers touting the benefits of the closed-end cash ecosystem. He observed increased interest from hundreds of smaller customers after the presentation, anticipating a similar trend to ATM recycling where adoption trickles down from larger banks to regionals, credit unions, and community banks.

Justin Ages inquired about the typical conversion time for retail software pilot programs and requested an update on the company's progress toward achieving a more normalized long-term tax rate.

Answer

President & CEO Octavio Marquez explained that pilot program timelines vary, citing a recent example that took roughly six months from proof-of-concept to initial rollout, while larger retailers could take six to nine months. EVP & CFO Thomas Timko addressed the tax rate, noting that discrete Q2 items allowed for a reduction in the full-year non-GAAP tax rate guidance to 40-45%. He reaffirmed the long-term goal to lower the rate to the low-to-mid 30s by 2027.

Justin Ages from CJS Securities inquired about the typical conversion time for pilot programs of the company's dynamic retail software and asked for an update on the progress toward achieving a more rationalized long-term tax rate.

Answer

President & CEO Octavio Marquez estimated a six-to-nine-month timeframe for pilot conversions, citing a recent mid-sized grocer that took about six months from proof-of-concept to initial rollout. EVP & CFO Thomas Timko addressed the tax rate, noting a one-time benefit lowered the Q2 rate and that the company remains on track for its long-term goal of a low-to-mid-30s rate by 2027, with the full-year 2025 guidance now lowered to a 40-45% range.

Justin Ages requested more detail on the working capital improvements driving the strong free cash flow performance and asked about the company's capital allocation priorities, particularly regarding share repurchases.

Answer

CFO Thomas Timko attributed the record Q1 free cash flow to lower interest expense, working capital efficiencies in inventory and AP, reduced professional fees, and improved discipline around year-end prepayments, which avoided a large VAT payment. He reiterated that returning excess cash to shareholders via the share repurchase program is the top priority, as the company believes its stock offers the best return on investment.

Justin Ages from CJS Securities asked for an update on Thermon's estimated market size for liquid load banks, previously stated at $80-$90 million, and sought details on the competitive landscape for these products. He also questioned if CapEx guidance for FY27 and FY28 would be higher due to investments in new growth platforms.

Answer

COO Thomas Cerovski stated that Thermon has not updated its market size estimates for liquid load banks but noted the quote log has doubled sequentially to $60 million, indicating a robust, multi-year opportunity. CEO Bruce Thames confirmed that CapEx is expected to be closer to 3% in the next fiscal year, up from the historical 2.5%, to scale manufacturing capacity for liquid load banks and medium voltage heaters in both Western and Eastern Hemispheres.

Justin Ages asked for an update on Thermon's market size assumptions for liquid load banks, previously estimated at $80 million-$90 million, and sought details on the competitive landscape for these products. He also questioned if capital expenditure guidance for FY2027 and FY2028 would be higher than the current 2.5%-3% range, given investments in new growth platforms like liquid load banks and medium voltage heaters.

Answer

COO Tom Cerovski stated that management's market size estimates for liquid load banks have not been updated, but highlighted that the quote log has doubled sequentially to $60 million, signaling a robust, multi-year opportunity. CEO Bruce Thames confirmed that CapEx is expected to be closer to 3% in FY2027, up from the historical 2.5% average, to support scaling manufacturing capacity for liquid load banks and medium voltage heaters in both Western and Eastern Hemispheres.

Justin Ages from CJS Securities asked for more details on the strong demand drivers for the FAPTI (Foti) acquisition and sought an update on the company's capital allocation priorities, specifically regarding the M&A pipeline and share buybacks.

Answer

CEO Bruce Thames attributed FAPTI's strong performance, including a doubling of its backlog since the acquisition, to robust demand for electrification in Europe and the Middle East, amplified by leveraging Thermon's global sales network. SVP & CFO Jan Schott elaborated on capital allocation, stating that the M&A pipeline remains active and is a priority for inorganic growth. She added that share repurchases will be considered opportunistically if attractive M&A is not available, while debt reduction is a low priority given the company's 1.0x net leverage ratio.

Justin Ages from CJS Securities asked for elaboration on the strong demand drivers for the Foti acquisition and requested an update on capital allocation priorities, particularly regarding the M&A pipeline and share buybacks.

Answer

President, CEO & Director Bruce Thames attributed Foti's success, including a doubled backlog since its acquisition, to strong demand from electrification initiatives in Europe and the Middle East, amplified by integration into Thermon's global sales channels. SVP & CFO Jan Schott reiterated that the capital allocation strategy prioritizes inorganic growth through an active M&A pipeline, followed by opportunistic share repurchases. She noted debt reduction is a lower priority given the company's low 1.0x leverage.

Justin Ages from CJS Securities asked for elaboration on the strong demand drivers for the Foti acquisition and requested an update on capital allocation priorities, particularly regarding the M&A funnel and share buyback strategy.

Answer

President, CEO & Director Bruce Thames attributed Foti's success, including a doubling of its backlog since the acquisition, to strong demand from electrification initiatives in Europe and the Middle East, amplified by integration with Thermon's global sales channels. SVP & CFO Jan Schott reiterated that the M&A pipeline remains active and is a top priority for capital. She added that the share repurchase program is an opportunistic alternative, while debt reduction is a lower priority given the healthy net leverage ratio of 1.0x.

Justin Ages from CJS Securities asked for an elaboration on the strong demand drivers at the recently acquired FAPTI business and for an update on the company's capital allocation priorities, including M&A and share buybacks.

Answer

President and CEO Bruce Thames attributed FAPTI's success, including a doubling of its backlog, to strong demand from electrification initiatives in Europe and the Middle East, amplified by Thermon's global sales channels. SVP & CFO Jan Schott reiterated that the M&A pipeline remains active and is a priority for capital, followed by opportunistic share repurchases. She noted that debt reduction is a low priority given the company's 1.0x net leverage ratio.

Justin Ages of CJS Securities requested details on Thermon's capital allocation priorities following recent debt paydowns and share buybacks. He also asked for more color on the $5 million one-time technology investment and the strategic steps being taken to achieve long-term EBITDA margin targets amidst tariff headwinds.

Answer

CFO Jan Schott outlined the capital allocation strategy, prioritizing organic growth investments, opportunistic share repurchases under the newly refreshed $50 million program, and pursuing an active M&A pipeline. She specified the $5 million investment is for a multi-stage global ERP implementation. CEO Bruce Thames addressed the margin targets, explaining that levers like favorable mix, the Thermon Business System, pricing power, and new product introductions will continue to drive expansion long-term, despite a near-term setback from tariffs.

Justin Ages of KeyBanc Capital Markets Inc. inquired about the full-year revenue contribution expected from the Vapor Power acquisition and asked for more details on the current size of the nuclear end market.

Answer

CEO Bruce Thames confirmed that the Vapor Power business is still projected to contribute between $55 million and $57 million in revenue for the fiscal year. Regarding the nuclear market, Thames stated that current opportunities represent about 4% of the company's $1.2 billion sales pipeline, with additional, larger opportunities in facility expansions and small modular reactors not yet included in that figure.

Justin Ages asked about the F-16 program, specifically whether additional wins (US and international) are layered on top of existing orders or extend the program length, and when the benefit from international orders would be seen. He also inquired about Crane Company's target leverage and willingness to exceed it for the right acquisition.

Answer

Alex Alcala (SVP and COO, incoming CEO) clarified that additional F-16 orders, including foreign military sales, primarily extend the program length at the approximate $30 million annual rate, with shipments prioritizing the US Air Force. Rich Maue (EVP and CFO) added that current backlog already exceeds the annual rate. Alex Alcala stated that Crane Company is comfortable going to 3x leverage for the right acquisition, and potentially even higher if there's a clear path to return to 2x-2.5x within a short period.

Justin Ages (CJS Securities) inquired about the F-16 program's revenue impact, specifically whether new international orders would be incremental to the $30 million annual sales target or extend the program's duration. He also asked about Crane's target leverage ratio and willingness to exceed current levels for strategic acquisitions.

Answer

Max Mitchell (Chairman, President, and CEO, Crane Company) clarified that the $30 million annual F-16 sales rate remains consistent, with foreign military sales extending the program's overall length, complementing US Air Force orders. He stated that Crane is comfortable increasing leverage to 3x, or even higher for the right strategic acquisition, provided there's a clear path to return to a 2x-2.5x range within a short timeframe.

Justin Ian Ages inquired about signs of stabilization or a potential return to growth within Process Flow Technologies' chemical segment, seeking insight into when a rebound might occur. He also asked about the expected margin improvements for the Precision Sensors & Instrumentation (PSI) acquisition once the Crane Business System is applied post-integration.

Answer

Alex Alcala, EVP and COO, confirmed stability in the chemical market throughout the year, with MRO globally remaining stable and no signs of deterioration, expecting improvement next year but no clear inflection point yet. Max Mitchell, Chairman, President, and CEO, expressed a bullish outlook for the broader global economy settling out. Regarding PSI, Alcala stated that while the deal hasn't closed, the businesses possess incredible technology and stable aftermarket, anticipating them to become top performers within Crane's portfolio from a margin and growth perspective through the Crane Business System.

Justin Ian Ages asked about the pending Precision Sensors & Instrumentation (PSI) acquisition, specifically regarding its margins relative to Crane's, and the expected margin improvements once the Crane Business System is applied post-integration.

Answer

Alex Alcala, Executive Vice President and Chief Operating Officer, stated that while the deal has not yet closed, PSI businesses possess strong technology and stable aftermarket, and are expected to become top performers within Crane's portfolio from a margin and growth perspective. He confirmed that improvements will be driven by the Crane Business System, making PSI accretive to Crane's financial profile over the years, with more details to follow after the January 1 closing.

Justin Ages inquired about the growth opportunity in the nuclear sector following the PSI acquisition and asked if there were any pockets of strength in PFT's non-core subsegments.

Answer

EVP & COO Alejandro Alcala detailed the nuclear opportunity, highlighting Rotor Stokes' position in reactor replacements, plant restarts, small modular reactors (SMRs), and homeland security. He also clarified that outside of the chemical market, PFT has many bright spots, including cryogenics for space launch, biopharma, wastewater, and regional strength in the Middle East.

Justin Ages asked if headlines about reduced travel are expected to impact Crane's business and requested an update on the progress of any deals in the M&A pipeline.

Answer

Chairman, President and CEO Max Mitchell stated that despite travel headlines, the company is not seeing any impact, as the aged fleet still requires maintenance and new deliveries are lagging. On M&A, he confirmed that he and Alex Alcala have non-stop due diligence activities planned across multiple domestic and international opportunities and that he is hopeful for an announcement in 2025.

Justin Ages from CJS Securities asked a housekeeping question about any remaining transaction expenses from the Engineered Materials divestiture and inquired about the current demand trends for the company's nuclear valve business.

Answer

EVP and COO Alex Alcala and EVP and CFO Rich Maue confirmed there are no further material transaction expenses related to the divestiture. Chairman, President and CEO Max Mitchell described the nuclear business as a smaller but important segment (~7% of revenue) that is benefiting from the resurgence in nuclear power, including plant restarts and refurbishment work. He also noted the team is actively working to get specified in next-generation small modular reactors (SMRs).

Justin Ages inquired about the small M&A deal expected by year-end, asking which segment it falls into, and also asked how the company is approaching the upcoming November U.S. election and its potential business impact.

Answer

CEO Max Mitchell disclosed that the small, pending acquisition is for the Process Flow Technologies (PFT) segment, specifically in the cryogenic space, with a value around $20 million. Regarding the election, he emphasized that Crane's flexibility and ability to react to any administration is a hallmark of the company, expressing readiness for any outcome.

Justin Ages of CJS Securities inquired about Cavco's production rate expectations for the first quarter, the cadence of order rates in April and May, and the sentiment among retail and community customers. He also asked for an outlook on gross and operating margins for the upcoming quarters.

Answer

CEO William Boor noted that April's order trends continued the positive momentum seen in March, and the overall bias across plants is towards increasing production. He confirmed that the retail channel remains solid and community customers are returning to their proportionate share of orders. CFO Allison Aden added that future margins will depend on the balance between regional pricing pressures and volatile commodity costs. She also mentioned that consolidated margins are influenced by the financial services segment, which is undergoing strategic changes but faces risks from storm activity.

Justin Ages, on for Jon Tanwanteng, asked about the relative strength of international versus domestic markets and whether the time from new orders to revenue recognition has changed.

Answer

CEO Bill Lynn highlighted that international markets are growing faster than the U.S. budget, with international revenue doubling to 10% of sales over the last few years, a trend he expects to continue. CFO Mike Dippold explained that while backlog conversion is slower than pre-COVID norms due to elongated lead times, it has been stable compared to the recent 2023-2024 period.