Question · Q3 2025
Kelly Ann Bania asked for more details on the acceleration in growth over the past couple of months, specifically how it played out between mature and higher-growth markets, and if any categories or regions stood out. She also asked about the impact of salesforce training and digital tools, and the rationale behind the Italco acquisition.
Answer
Chris Pappas, Founder, Chairman, and CEO, explained that growth is broad-based, with larger markets having more impact and smaller markets showing higher percentage growth. He attributed success to extensive salesforce training, digital tools (including AI), and a disciplined focus on their niche. He described Italco as a high-quality, pure specialty business in a dynamic growth market like Colorado, offering significant expansion opportunities.