• PulteGroup (PHM) has expanded into seven new markets over the last two to three years, including reentering Utah, which supports their targeted 5% to 10% growth over time.
• The company has a substantial backlog of 13,000 units, the vast majority expected to be delivered over the next six months, providing strong revenue visibility.
• PHM is increasing its lot options from 50% to 70%, improving capital efficiency and focusing on returns, which drives shareholder value.

• Affordability challenges and rising inventory in key markets like Florida and Texas may require increased incentives to stimulate demand, potentially pressuring margins.
• Increasing land costs, expected to rise by 5% to 10% through 2024, could impact gross margins and profitability.
• Shift towards higher use of land banking, moving optioned land from 50% to 70%, may reduce gross margins by 200 to 300 basis points, potentially affecting overall profitability.

1. Gross Margin Impact of Land Banking
   Q: How will increased land banking affect your gross margins and returns?
   A: We plan to increase land options from 50% to 70%, with the incremental 20% coming from land banking [0]. This shift typically results in a 200 to 300 basis point trade-off between gross margin and return [0]. While margins may decrease by that amount, we focus on returns, as higher returns drive shareholder value [0].

2. Capital Allocation and Leverage
   Q: How do you view your low leverage and potential for increased share repurchases?
   A: Our priority is funding business needs, including land investment, dividends, and share repurchases [6]. We're generating strong cash flow and don't currently need higher debt levels [6]. While we have a target debt-to-capital ratio of 20% to 30%, we're comfortable with our low leverage given our strategic objectives [6]. We'll continue share repurchases but won't increase leverage just to meet targets [6].

3. Inventory Levels in Key Markets
   Q: Are elevated inventories in Southwest Florida and Texas concerning?
   A: In Southwest Florida, resale inventory is around 9 months, slightly above the 6-month equilibrium [2]. We expect the market to adjust, with prices finding a clearing level over the next 3 to 9 months [7]. Similar situations exist in Austin and Dallas due to unprecedented price appreciation [2]. However, we don't view these levels as concerning and anticipate a return to normal inventory levels [2].

4. Gross Margin Guidance for Second Half
   Q: Has your gross margin outlook for Q4 changed?
   A: Our Q3 gross margin guidance remains at approximately 29% [9]. For Q4, we've provided a range slightly lower due to increased West Coast mix and modestly higher incentives in choppier markets [9]. The majority of our 13,000-unit backlog is set to deliver over the next six months, so our incentives are largely known [9].

5. Impact of Potential Lower Mortgage Rates
   Q: How would lower mortgage rates affect your gross margins and buyer demand?
   A: If rates decline in a healthy economy, we may see a margin tailwind as incentive costs decrease [4]. However, if rate drops signal economic weakness, the impact could differ [4]. Overall, rates are just one element; supply and broader economic conditions also influence margins and demand [4].

6. Stick and Brick Costs and Land Inflation
   Q: What are the trends in construction costs and land expenses?
   A: Stick and brick costs were $80 per square foot in Q2, flat from Q1 [5]. We expect manageable inflation, maybe low single digits, in the balance of the year [5]. Land costs are projected to increase in the high single digits through 2024, which is incorporated into our guidance [5].

7. Update on Cycle Times and ICG
   Q: Can you update us on cycle times and ICG's impact?
   A: Cycle times in Q2 were 123 days, improving by about a week from Q1 [1]. Several divisions are at or below our 100-day target, though some remain elevated due to trade availability [1]. We aim to reach the 100-day target in the first half of 2025 [1]. ICG is performing well, with two active plants contributing to cycle time improvements, quality, safety, and cost efficiencies [1].

8. Consumer Cautiousness and Buyer Psychology
   Q: How is consumer cautiousness affecting demand?
   A: Consumer confidence has been impacted by rate fluctuations and economic news [16]. In early April, when rates upticked, we noticed a change in buyers' sentiment about purchasing now [16]. However, we believe confidence could improve if rates stabilize or decline [16].

9. Absorption Rates and Growth Targets
   Q: Is there an opportunity to increase absorption rates?
   A: We value our entitled land as a precious commodity and balance pace and price to drive returns [11]. We aim for multi-year growth of 5% to 10%, focusing on maximizing shareholder value rather than solely increasing absorptions per community [11].

10. Insurance Costs in Florida
    Q: Are higher insurance rates in Florida affecting buyers?
    A: While insurance rates have risen, our in-house agency provides competitive coverage [12]. Our homes are built to current codes, offering resiliency and potentially lower insurance costs [12]. Higher rates haven't significantly impacted our ability to sell homes [12].

11. Land Cost Inflation Expectations
    Q: Have your expectations for land cost inflation changed?
    A: Our projected land cost inflation remains in the high single digits through 2024 [13]. This is consistent with our earlier guidance of mid- to high single digits [13].

12. July Traffic and Q3 Trends
    Q: How has traffic been at the start of Q3?
    A: Despite choppy conditions in Q2, early July traffic has been solid [14]. We're pleased with current performance but focus more on full-year results and positioning for 2025 [14].

13. Orders Performance in Florida and Texas
    Q: How did orders trend in Florida and Texas during the quarter?
    A: Florida orders were down 9%, and Texas down 8% [15]. Some impact is due to community transitions, especially with our Del Webb brand in these markets [15].

14. Geographic Expansion and New Markets
    Q: Are you considering entering new markets for growth?
    A: We've entered seven markets over the past few years and are satisfied with our current geographic footprint [17]. While we always monitor growth cities, we have no immediate plans to enter additional markets [17].

Documents Cited

<a id="0"> </a> Increase in land options from 50% to 70% results in a 200 to 300 basis point trade-off between margin and return.

<a id="1"> </a> Cycle times were 123 days in Q2; aiming for 100-day target by first half of 2025; ICG performance update.

<a id="2"> </a> Southwest Florida resale inventory at 9 months; similar situations in Austin and Dallas.

<a id="4"> </a> Discussion on impact of lower mortgage rates on margins and demand; rates are one element of consumer equation.

<a id="5"> </a> Stick and brick costs at $80 per square foot; expecting manageable inflation; land costs increasing high single digits through 2024.

<a id="6"> </a> Capital allocation priorities; comfortable with low leverage; target debt-to-capital ratio of 20% to 30%.

<a id="7"> </a> Market expected to adjust over next 3 to 9 months; comparison to Austin market adjustment.

<a id="9"> </a> Q3 gross margin guidance remains at approximately 29%; slight range provided for Q4 due to mix and incentives; 13,000-unit backlog.

<a id="11"> </a> Focus on balancing pace and price to drive returns; multi-year growth target of 5% to 10%.

<a id="12"> </a> Insurance rates in Florida; in-house agency provides competitive coverage; no significant impact on sales.

<a id="13"> </a> Land cost inflation remains in high single digits through 2024; consistent with earlier guidance.

<a id="14"> </a> Early July traffic has been solid; focus on full-year results and 2025 positioning.

<a id="15"> </a> Florida orders down 9%; Texas orders down 8%; impact from community transitions and Del Webb brand.

<a id="16"> </a> Consumer confidence affected by rate fluctuations; noticed change in buyer sentiment in early April.

<a id="17"> </a> Satisfied with current geographic footprint; no immediate plans to enter new markets.