Parker Snure

Parker Snure asked for more details on the non-insured Flex product offered on the West Coast, specifically its rationale and appropriateness for that market.

Answer

Tom Ryan, Chairman and CEO, Service Corporation International, explained that the non-insured Flex product is similar to a trust product, offering affordability without the insurance protection of an insured product. It was introduced in certain markets, particularly California, to meet consumer needs where the insured product was too expensive, and is not expected to expand significantly. Parker also inquired about the funeral volume pull-forward becoming negligible, its implications for slightly increased volumes next year, and the knock-on effect on the preneed cemetery business as a lead source. Tom Ryan stated that the diminishing effect of the pull-forward is real and no longer a material factor. He highlighted positives like prime locations, demographics, a large preneed backlog, and higher-value contracts, all pointing to future EPS growth. Finally, Parker asked about the SCI Direct insurance transition's impact on production declines, expectations for returning to pre-transition levels, and any changes in sales force turnover. Tom Ryan acknowledged the drastic change requiring licensure and predicted growth off the new base in 2026, though returning to pre-change levels might take a couple of years. He noted the importance of hiring, licensing, and product familiarity for the sales force, anticipating impressive long-term earnings growth for SCI Direct due to higher general agency revenues and a valuable backlog.

Parker Snure asked for a deeper explanation of the non-insured Flex product offered on the West Coast and its rationale. He also inquired about the diminishing funeral volume pull-forward effect, its impact on the preneed cemetery business, and the SCI Direct insurance transition, including expectations for returning to pre-transition sales levels and sales force turnover.

Answer

Tom Ryan, Chairman and CEO, Service Corporation International, explained the non-insured Flex product as an affordability-driven alternative to insured products, similar to a trust product, introduced in specific California markets to meet consumer needs. He stated the funeral volume pull-forward effect is becoming negligible, expecting positive trends from demographics and the preneed backlog to drive future growth and positively impact cemetery sales leads. For SCI Direct, he acknowledged a temporary decline due to the insurance transition and licensure requirements, anticipating growth off a new base in 2026, though returning to pre-change levels may take a couple of years, emphasizing the long-term value of the backlog.

Parker Snure of Raymond James inquired about the expected seasonality of funeral volumes in the second half, any changes to preneed cemetery payment terms, the sustainability of the long-term 8-12% growth algorithm, and any lingering business impact from recent fires near Rose Hills.

Answer

Chairman, President & CEO Thomas Ryan acknowledged that Q3 presents a tough year-over-year comparison for funeral volumes but an easier one for preneed cemetery sales. Executive VP & CFO Eric Tanzberger confirmed no material changes to cemetery payment terms, noting strong installment receipts. Ryan also expressed confidence in the 8-12% long-term growth algorithm, citing positive underlying trends, and stated there is no noticeable ongoing business disruption from the fires.

Parker Snure inquired about the risk of consumer trade-downs in at-need funeral services due to macro pressures and asked for clarification on the earnings and volume impact from M&A activity.

Answer

CEO Thomas Ryan stated that historically, the company has not seen significant trade-downs on at-need funerals during tough economic cycles, as it's an emotional purchase. CFO Eric Tanzberger clarified that reported volume growth is on a same-store basis, adjusted for M&A. He estimated that acquisitions typically contribute 1-3 percentage points to the company's overall 8-12% annual earnings growth framework, depending on the timing and scale of deals.

Parker Snure, on for John Ransom, asked about the drivers of stability in the lower-end preneed cemetery consumer segment, the impact of recent hurricanes in Florida on operations, and the integration process and synergy realization for newly acquired businesses.

Answer

Executive Vice President and CFO Eric Tanzberger stated that stability in the core cemetery business is not due to loosening payment terms or unusual incentives but is related to lead flow from funeral volumes. Chairman and CEO Thomas Ryan added that the Florida hurricanes caused a temporary shutdown of about a week to 10 days, creating a minor headwind of perhaps $0.01-$0.02 for the quarter, but business has since bounced back. Regarding acquisitions, Tanzberger explained that synergies are realized quickly through national and local scale, with purchase multiples of 8-10x EBITDA pre-synergies. He emphasized that the acquired businesses are fundamentally solid and that former owners often stay on, which aids in a smooth, accretive integration.

Parker Snure of Raymond James inquired about the key factors in the earnings bridge from 2024 to 2025, beyond public company costs. He also asked for an update on discussions with PBM partners regarding the Inflation Reduction Act (IRA) and queried the potential Q1 business impact from a longer-than-usual flu season.

Answer

Executive David Morris explained that the 2025 outlook is based on high single-digit organic growth combined with M&A, describing it as "steady as we go." Regarding the IRA, Morris stated that management is comfortable with the progress of discussions and confident in their ability to mitigate any headwinds. He also clarified that a severe flu season doesn't materially impact their business, as they aim to vaccinate nearly all residents regardless. Executive Fred Burke added that any related prescription impact would be marginal.