Revenue Guidance Increase
Q: What drove the $100 million increase in revenue guidance?
A: We see strength across the board, benefiting from our essential products and strong markets. Demand in water and municipalities, especially in U.S. and Europe, remains robust. Our water treatment businesses are seeing growth from factors like the CHIPS Act and data center build-outs. "

Margin Sustainability
Q: Is 60% gross margin the new normal?
A: Gross margin improvements are driven by increased rigor on VES and a shift towards higher-margin consumables. While we feel really good about 60%, as equipment sales equilibrate with consumables over time, we expect gross margins to settle in the high 50% range. "

M&A Strategy and Timing
Q: Any updates on M&A plans and potential large deals?
A: We remain active with robust funnels in both PQI and Water Quality. We're disciplined in our approach, focusing on market, company, and valuation. Valuations are still somewhat inflated, so timing is uncertain. We'll consider all funding options but will maintain an investment-grade balance sheet. " "

China Outlook
Q: What is the demand outlook in China?
A: Our view hasn't materially changed; China has stabilized but we don't expect meaningful recovery this year. Funding for state-owned municipalities is extraordinarily tight. Sequentially, we assume China will be flat, with a slight year-over-year uptick in the second half. "

Free Cash Flow Conversion
Q: Can you sustain strong free cash flow conversion?
A: While quarter-to-quarter variability exists, we feel confident about delivering 100% to 110% free cash flow conversion of GAAP net income for the full year, given our business strength and execution. "

Incremental Margins Outlook
Q: Could incremental margins exceed 35% long-term?
A: Short-term execution is driving near 50% fall-through, but we maintain a long-term incremental margin framework of 30%–35%, incorporating healthy reinvestment in sales and R&D to support sustainable growth. "

Investment in Growth
Q: How will you invest in sales and R&D over several years?
A: Our investments will support our mid-single-digit growth framework of 4%–6%. On average, we'll invest in line with revenue growth, focusing on cumulative growth and acknowledging portfolio evolution. "

Recycle, Reuse, Reclaim Market Potential
Q: What is the growth outlook in recycle, reuse, reclaim markets?
A: We see great demand, especially benefiting our Trojan business, with the space growing mid- to high single digits. Industries are under pressure to meet sustainability targets, and we're well-positioned to help them. "

SG&A Increase Explanation
Q: What drove the increase in SG&A expenses?
A: We are investing in sales and marketing to drive growth, adding heads in these areas. Inflation plays a minor role. Corporate expenses will normalize in the second half as we reach a run-rate level. "

Sequential Margin Pressure
Q: Why do margins step down in Q3 versus Q2?
A: Two factors: a mix shift towards equipment sales, which have lower margins than consumables, and increased corporate expenses as we reach run-rate levels in the second half. "

Product Rationalization
Q: How far along is product rationalization?
A: We continually prune our portfolio to focus on higher growth and higher-margin areas. This is standard work, not episodic, and we'll take action on anything materially outside our desired profile. "

Industrial Growth Drivers
Q: What's unique about your industrial growth?
A: Our end markets are driven by non-optional secular growth drivers like food, water, and pharma. With 85% of sales in these areas and 60% recurring revenue, our products are essential, leading to durable demand. "

PFAS Regulation Opportunity
Q: Any updates on PFAS regulation products?
A: We're interested and investing in this complex area. While solutions are still a few years away, we're leveraging our history in testing and treatment to develop fit-for-purpose solutions. "

Packaging and Color Bookings
Q: Are you seeing improving trends in packaging and color?
A: Yes, we've had strong bookings following the drupa trade show, with pent-up demand and interest in our innovative cloud-native digital solutions. Brand owners are under pressure to compress development cycles, benefiting us. "

Argentina Exposure
Q: What's your exposure to Argentina's situation?
A: We've insulated impact through a blue chip swap, reducing our exposure significantly. This reduced exposure is reflected in our guidance. "

Long-term SG&A Normalization
Q: What is the realistic long-term SG&A level?
A: Our business model relies on investments in sales, marketing, and R&D. While SG&A might seem high, our direct model provides a competitive advantage, and we feel good about it. "

Favorable Mix in Water Quality
Q: How is favorable mix affecting Water Quality margins?
A: Increased consumables are driving margins, with recurring revenue at almost 62%. As equipment volumes recover over multiple quarters, this mix will normalize to high 50% levels. "

Confidence in Second Half Outlook
Q: Has anything changed in your end market outlook?
A: Our confidence comes from steady Water Quality businesses and improving macro conditions in consumer packaged goods markets. With 85% of revenue in water, food, and pharma, steady or improving markets benefit us. "

High-end Guidance Drivers
Q: What's behind the high end of your guidance?
A: It depends on the evolving consumer packaged goods (CPG) markets and their impact on PQI top line. We've taken a prudent view, so any positive changes in CPG demand or raw material costs could push us to the high end. "

Gross Margins vs. SG&A Levels
Q: With 60% gross margins, will SG&A normalize lower?
A: Our SG&A reflects strategic investments in sales, marketing, and R&D, aligning with our value creation. Our direct business model results in higher SG&A but provides competitive strength. "