Gross Margin Drivers
Q: What are the drivers behind gross margin improvement since 2019?
A: Management attributes the 100 basis point increase in gross margins since 2019 to several factors, including improved product gross margins, effective pricing strategies, and significant supply chain efficiencies. The company has profited from customers based on services provided and gained efficiencies from supplier rebates and negotiations. "

2024 Gross Margin Guidance
Q: Why is gross margin guidance for 2024 flat despite previous improvements?
A: The company expects gross margins to remain flat at 39.4% for 2024 due to a softer pricing environment and anticipated lower volumes in the overall business. They will also be lapping a 50 basis point favorable price-cost impact from 2023, requiring other offsets to maintain margins. "

SG&A Investments and Operating Margin
Q: Will SG&A investments affect operating margin growth over time?
A: Management acknowledges that while significant SG&A investments, particularly in marketing and sales force expansion, may keep operating margins flattish in 2024, they expect to leverage these investments over time to grow operating margins. They view these expenditures as the right move for long-term profitability and return on invested capital. "

Price Expectations for 2024
Q: What is the range of price expectations baked into the 2024 guidance?
A: The company anticipates price increases in the U.S. to be between 0% to 1% for 2024, reflecting a more normalized pricing environment compared to previous years. "

Productivity Initiatives
Q: What productivity levers are in focus to offset margin headwinds in 2024?
A: Management is focusing on core productivity improvements across distribution centers, contact centers, and seller productivity. They see opportunities across the business and expect to achieve strong core productivity gains to offset headwinds. "

Supply Chain and Capacity Investments
Q: Are capacity expansions catching up to past growth or preparing for future growth?
A: The company is expanding supply chain square footage by 35%, which is a mix of catching up to growth since 2019 and preparing for future expansion. Pandemic constraints delayed some investments, and now they are filling in network gaps to improve service and reduce transportation costs. "

January Sales Slowdown
Q: What caused the slower start in January sales?
A: Management cites two factors: extended school closures at the start of January compared to last year and severe cold weather impacting activity. However, the last two weeks of January returned to normal levels, and they consider the overall impact minor for the quarter. "

Outlook on MRO Market Activity
Q: What is the underlying assumption for MRO market activity in 2024?
A: The company forecasts the MRO market to be down 0.5% to up 1.5% in 2024. They acknowledge potential upside or downside risks but rely on internal and external economists for this projection. "

Capital Allocation and Share Buybacks
Q: What is the expectation for share buybacks in 2024?
A: The company plans to increase share repurchases in 2024, intending to buy back shares at a consistent pace throughout the year without attempting to time the market, as part of their overall capital allocation strategy. "

SG&A Deleverage in Q1
Q: Why is SG&A expected to deleverage in the first quarter?
A: SG&A is anticipated to deleverage in Q1 due to continued investments in marketing and sales force expansion. Operating margin is expected to be at its lowest point in Q1, with EPS roughly flat year-over-year, but leverage should improve as the year progresses. "

Impact of Customer Mix on Price
Q: Did customer mix affect price realization in Q4?
A: The company noted that price mix in Q4 for the High-Touch Solutions was only up 40 basis points, largely due to timing of price-cost effects rather than customer mix. The impact was minimal and aligned with prior forecasts. "

Approach to M&A
Q: What is the company's stance on opportunistic M&A?
A: While primarily an organic growth company, they continue to evaluate opportunities, particularly in technology investments that align with strategic areas important for future success. Traditional distributor acquisitions are less interesting at this time. "

Freight Expenses Outlook
Q: How are freight expenses expected to impact operating expenses in 2024?
A: The company hasn't seen significant changes in freight expenses and expects them to remain relatively stable. Most freight costs are included in the gross profit line, and they are currently in a favorable position compared to the previous year, especially in ocean freight. "

Product Cost Deflation
Q: What are you seeing in terms of product cost deflation?
A: The company notes they've moved from a highly inflationary environment to a more muted one. They continue to work with suppliers to secure the best prices and remain a customer of choice, with cost levels returning to more normal levels. "

Performance of Zoro and MonotaRO
Q: When will Zoro and MonotaRO return to low teens growth?
A: MonotaRO is expected to achieve low double-digit to low teens growth this year. Zoro's growth will be lower at the start of the year but is expected to improve over time, potentially reaching targeted growth rates in 2025. "