Allient Inc (ALNT) 2017 Q4 法說會逐字稿

Thank you for standing by.

This is the conference operator.

Welcome to the Allied Motion Technologies Inc.

Fourth Quarter and Full Year 2017 Financial Results Conference Call.

(Operator Instructions) And the conference is being recorded.

(Operator Instructions)

I would like to turn the conference over to Deborah Pawlowski, Investor Relations for Allied Motion.

Please go ahead.

Thank you, David, and good morning, everyone.

We certainly appreciate your time today as well as your interest in Allied Motion.

Joining me on the call are Dick Warzala, our Chairman, President and Chief Executive Officer; and Mike Leach, our Chief Financial Officer.

Dick and Mike are going to review our fourth quarter and full year 2017 results and provide an update on this company's strategic progress and outlook.

After which, we will open it up for Q&A.

You should have a copy of the financial results that were released yesterday after the market closed, and if not, you can find them on our website at www.alliedmotion.com.

You'll also find on the website, if you've not yet received them, the slides that accompany today's discussion.

If you are viewing those slides, please turn to Slide #2 for the Safe Harbor statement.

As you are aware, we may make some forward-looking statements on this call during the formal discussion as well as during the Q&A.

These statements apply to future events that are subject to risks and uncertainties as well as other factors that could cause actual results to differ materially from what is stated on today's call.

These risks and uncertainties and other factors are provided in the earnings release as well as with other documents filed by the company with the Securities and Exchange Commission.

You can find these documents on our website or at sec.gov.

I want to point out as well that during today's call we will may discuss some non-GAAP measures, which we believe will be useful in evaluating our performance.

You should not consider the presentation of this additional information in isolation or as a substitute for results prepared in accordance with GAAP.

We have provided reconciliations of non-GAAP to comparable GAAP measures in the tables accompanying the earnings release and on the slide.

Please turn to Slide 3 and I'll turn the call over to Dick to begin.

Dick?

Thank you, Debbie, and welcome, everyone.

In the final quarter of 2017, we achieved record revenue growth of 18% and absent the one-time impact of tax reform, measurably higher core earnings.

We have double-digit growth in almost all of our markets, bolstered by good economic tailwinds and expanding opportunities for our wide range of platform and custom critical motion control solutions.

We announced some very major wins in the quarter as well, in both the Vehicle and Aerospace & Defense markets, on top of the quite significant awards we had already announced earlier in the year.

In total, awards received for Vehicle market solutions in the trailing 12 months were over $225 million, and we expect revenue from those awards to begin ramping in mid-2019.

In 2017, we had double-digit growth in our Electronics/Electronics market -- Industrial/Electronics market and solid expansion in our Medical and Aerospace & Defense markets, which combined now, make up approximately 54% of our revenue mix, up from 48% in 2016.

We believe our performance across market substantiates the investments we have made to grow and diversify the business.

Having gained greater traction in market share in many of our served markets, we are creating a larger, more robust base of business to support continuous and sustainable organic growth well into the future.

Also during 2017, we generated considerable cash, significantly reduced debt and made progress streamlining the organization.

The recruitment of new sales partners or Allied Solution providers, ASPs for short, continues to go well.

We have now signed 11 ASPs to-date, an increase of 4 since our last call.

This channel is currently a relatively small contributor to our total revenue mix but the growth has been impressive, and we view this channel as one with the potential to significantly expand our reach and enhance our growth prospects in the future.

We ended the year with strong momentum.

We had a new-record quarter of orders, and our backlog grew substantially and set a record high for the third consecutive quarter, ending at more than $100 million.

I want to point out as well that we have been quite busy behind the scenes addressing the acquisition component of our strategy.

Our acquisition strategy is focused on finding businesses that complement our technologies, expand our markets and customers or round out our geographic presence, and we have a solid pipeline of opportunities globally, that we can continue to develop.

The acquisition of the original equipment business for Maval industries announced earlier this year is an excellent example of us expanding our offerings to provide more fully integrated solutions to our customers.

Combining our capabilities creates good opportunities, as we further strengthen our position as a leader in steering solutions for a variety of Vehicle applications.

I will talk to that in more detail after Mike provides his commentary.

So with that, Mike, let me turn it over to you for review of the financials.

Thank you, Dick.

Please refer to Slide 4. Fourth quarter revenue was $65.4 million, up 18.1% and still up an impressive 13.5%, when excluding the impact of favorable FX.

That growth was broad-based and driven by each of our served markets as rebounding strengthened the Vehicle market.

Full year revenue came in at a record $252 million, up 2.5%.

We saw strong year-over-year demand in the Industrial/Electronics, Medical and the A&D markets.

Though from a small base, we also achieved a significant increase in distribution sales.

These gains were partially offset by a single-digit decline in the Vehicle market.

For the year, sales to U.S. customers were 53% of total sales compared with 54% in 2016.

Slide 5 shows the change in our revenue mix by market for the full year.

As you can see, the headwinds in the Vehicle market have reduced that market's revenue contribution, while we have seen considerable growth in the Industrial/Electronics as well as Medical and A&D.

This has helped diversify the revenue base and more than offset the Vehicle market gap.

Encouragingly, as mentioned, we're beginning to see signs of improvement in the Vehicle market, as we realize measurable growth in the fourth quarter.

Within the other category is our Distribution business.

It is currently small but growing, but we will break it out as a separate market once it is -- gets to a more substantial piece of our overall market mix.

Slide 6 provides details on our operating performance.

Fourth quarter gross profit was $20.6 million or 31.4% of revenue compared with $16.7 million or 30.2% for the fourth quarter of last year, a 120 basis point margin improvement was due to both higher volume and a more favorable product mix.

G&A expenses were $6.9 million or 10.6% of sales compared with 12.3% in the prior year period.

E&D was 7% of sales, and selling expense was 4.4% of sales, down 20 and 10 basis points, respectively.

Operating income for the quarter doubled over the prior year period to $5.2 million, and our operating margin expanded 320 basis points to 7.9%.

Operating costs for the year were $2.8 million or 5% to $57 million, primarily due to increased investments in the sales and engineering organization.

As a result, operating income was down slightly from the prior period -- prior year period.

Slide 7 represents our net income and adjusted EBITDA.

As previously discussed, our new debt facility, completed in the fourth quarter of last year, has considerably reduced interest expense.

Given the lower cost of debt with this new credit facility and lower debt levels, interest expense decreased to $677,000 from $1.8 million in the prior year period.

Interest expense for all of 2017 was $2.5 million, down about $4 million compared to 2016.

The effective tax rate in the fourth quarter was 97.9% compared with 24.5% in last year's fourth quarter.

A higher rate reflects an estimated transition tax of $3.1 million on the deemed repatriation of foreign earnings resulting from the U.S. Tax Cuts and Jobs Act.

This one-time expense was recorded taxes in the fourth quarter and negatively impacted EPS by $0.35.

The Tax Act contains other provisions that did not materially impact the company, including the revaluation of deferred tax balances.

Given the ramifications of the Tax Act, the effective tax rate for 2017 was 50.2% and net income was $8 million or $0.87 per diluted share.

Company anticipates the effective tax rate for 2018 to range between 22% and 26%.

We use adjusted EBITDA as an internal metric and believe it is useful in determining our progress and operating performance.

This is a non-GAAP measure.

So please be advised to review our reconciliation and related disclosures in our release at the end of our slides.

For the fourth quarter, adjusted EBITDA was up 48% to $8.6 million or 13.1% of sales, which compares with 10.5% last year.

For the full year, adjusted EBITDA was $31.1 million or 12.3% of sales, down 10 basis points.

Slide 8 provides an overview of our balance sheet and cash flow.

Cash generated from operations was $10.1 million in the fourth quarter and more than $25 million in 2017.

We used our strong cash generation to reduce debt $18.3 million.

Debt, net of cash was $37.6 million or 30.1% of net debt to capitalization, down from 43.6% at the end of 2016.

We ended the year with a cash balance of $15.6 million, effectively the same as year-end 2016.

Capital expenditures in 2017 were $6.2 million and were focused on IT infrastructure, productivity and growth initiatives.

We expect our 2018 full year CapEx to range between $13 million and $16 million, as a higher level of needs support the significant project wins announced over the last year.

Inventory turns improved to 4.9x compared with 4.3x in 2016.

Our DSO was 47 days, up from 44 in 2016.

Some of the increase had to do with the timing of a specific customer payment, where the DSO level was, as expected, given payment terms with certain large customers.

I'll now turn the call back over to you, Dick.

Thank you, Mike.

We'll now turn to Slide 9. Fourth quarter orders grew 29% to a near record $72.7 million, while full year 2017 orders grew 8.6% over 2016 for a record $272 million.

Backlog grew to a record level of $100.7 million, up nearly 8% over the previous record levels set at the end of the sequential third quarter.

The year-over-year increase of orders and backlog reflects strength across all of our served markets, and it is important to note that the $225 million in Vehicle market awards that we announced over the last year are not included in this backlog number.

Moving on to the last slide.

Our focus remains consistent, as we are beginning to see results of what we believe has been a successful execution of our strategic critical issues.

We are building momentum, and we enter 2018 with a stronger foundation, which includes an improved diversification of the business, recent significant project wins and a record backlog.

We continue to see a very fertile ground of opportunities across all of our served markets, which in addition to the backlog levels, provides us with a good deal of confidence, as we continue to move forward on our strategy.

Although our distribution channel is still quite small, it continues to grow, and we have been steadily adding new ASPs with the goal to have 20 by year-end.

The unification of all of our individual North American motor units into a One Allied Motion North -- One Allied Team Motion -- North American motor units has made good progress and is ongoing.

We are working to strengthen our One Allied approach and to drive organic sales growth by making it easier for our customers to do business with us, while also improving our internal efficiency.

Our investments in Information Technology continue, as we focus on leveraging our IT infrastructure to better support our business need.

Further, we remain focused on continuing to enhance and develop the Operational Effectiveness Team & AST to drive continuous improvement in all business areas.

We are pleased with the original equipment's steering business we recently acquired from Maval.

With this acquisition, we've internally created the North American Mechatronics unit, which consolidate all North American nonmotor operations into 1 unit, similar in fashion to what we were doing with North American motors.

Maval's capabilities and products are a great fit and excellent complement to our portfolio, as we can now provide a complete integrated steering solution to our customers.

Additionally, we are gaining some very talented people for a welcome addition to Allied Motion.

As many of you know, this is a carve-out, so we will take some work to cleanly strip the business out of its current environment and into a standalone operation, and we are working diligently to complete this process as quickly as possible.

Currently, the acquisition pipeline remains fairly robust with opportunities as we work to uncover businesses that align with our strategy, and as we have mentioned in the past, even though we are well positioned financially, we will not stray from our consistent and prudent approach to any future acquisition.

With that, operator, let's open the line for questions.

(Operator Instructions) The first question comes from Greg Palm with Craig-Hallum Capital Group.

Well, great results here.

Maybe we can just start off with the -- with some of the quarterly highlights.

Obviously, results were well ahead of our expectations.

Can you talk about, sort of, more specifically, the end markets or applications that outperformed versus your expectations?

And Power Sports markets up on a year-over-year basis, when was the last time that happened?

Okay.

Well, I'll be happy to address those, and I think we covered some of that as we talked about markets, but I'll go back over it again.

I mean, if we look at the year -- the full year, 2016 versus 2017, our Medical market was up, though our Vehicle market is actually down.

And while you mentioned Power Sports, our Powers Sports market year-over-year was down.

So I think, that's one of the things we're talking about is that when -- you have to be careful when you look at Power Sports and any market of ours is that, it's our served segment and sometimes it doesn't reflect the total market in itself, especially Vehicle where we have a broad range of applications there.

Our Industrial is up double digits, our Electronics are up double digits, our Distribution business, although small, is up double digits, Aerospace & Defense is up low-single digit.

And I think, that's on a trailing 12 months.

Now in the comparison of 2016 Q4 versus 2017 Q4, I guess, I would caution you that 2016 Q4 was really a trough.

So our results look very impressive against 2017 Q4 versus 2016 Q4.

And I think we rely more on what the total year looks like is that, I think, it's a better representation.

But to give you the feel for that, if you could just look at those quarters, Medical is up double digits, Vehicle is up double digits, Industrial is up double digits, Electronics is up double digits, Distribution is up double-digit, Aerospace & Defense is again, it's now mid-single digits.

So I would be cautious without those numbers, because again, what happened in 2016 Q4 when things started to really taper off.

Yes, fair enough.

So is it maybe more fair to assume that the growth in Power Sports specifically in Q4 was just because of a low comp?

I mean what are the expectations, I mean, the commentary suggests that things have stabilized.

I think you feel a lot better now.

Should we just assume sort of a flattish environment there, going forward with growth coming from other segments or how do you look at that?

Sure.

I think the answer to your question is, we were -- Power Sports, the increase there was at a trough and if you looked at Power Sports for the entire year, you would see that Q4 was actually slightly down from the run rate for the year but not much.

So I would say to you -- it does look like it's stabilized.

It does look like we're at a level here that would most likely continue out into the future.

Got it.

Okay.

The orders activity and backlog levels are really, truly remarkable compared to where we were 4 to 5 quarters ago.

So I'm just curious whether there is a big chunk in there that's maybe more long-term in nature.

I know most of the backlog is usually shipped within 3 to 6 months, but just kind of curious if there's anything else in there and could you remind us the $7 million A&D order that I think you press released in October, was that part of any backlog as of September 30 or was that not booked until Q4?

No, that is in our backlog.

That had defined shipping rates over the next -- correct me Mike,18 months?

3 years.

3 years, sorry, over 3 years with defined shipping dates.

So that was -- that split up, that's correct.

$7 million over the 3-year period and that is in the backlog.

As of September or just -- was it -- I guess my question is, was that as of September 30 backlog or was that a new order in Q4 that's now in there?

I believe it was in the third quarter.

Third quarter.

You have to go back and confirm when we announced that, but I'm pretty sure it was third quarter, Greg.

Yes, I think it was late third quarter.

And so it was in backlog in the third quarter and we've actually already started shipping that.

Great.

So other than that one, are there any sort of awards in there that are more longer term in nature.

Is that sort of the big one as is it sort of stretches out a few years here?

Yes, nothing out of the ordinary.

That -- what I'd say nothing out of the ordinary, our European businesses operate a little bit differently in that they get long-term contracts with fixed shipping dates that are commitments to those dates.

And when we get that, this is a norm for some of the customers, and we're consistent with the way we're handling those today from the way we did in the past.

But I would tell you, nothing out of the ordinary.

The Aerospace & Defense jumps out as being the big one.

And even the European commitments are contained within -- typically within a 12-month period.

I would characterize the backlog as being similar as we have in the past with the exception of the longer Defense order and just an elevation, if you will, of the European orders that tend to stretch a little longer than what I would see in North America.

Okay, good to hear.

Really impressive stuff.

As it relates to Maval, can you give us any color on the revenue, the P&L impact, what the expectation is, and I mean, just sort of generally, what type of revenue synergies do you see from that going forward?

Yes, I think at our press release that we put out announcing the Maval deal, I mean, we complied with all the necessary SEC reporting requirements, and I think we're going to leave it at that.

And for competitive reasons that I -- I think it's safe, it's better for us to do that.

And you can -- if you understand what those requirements are, you can pretty quickly figure out, if you want to dig into it, at what level it is or under, because if it's over a certain level, we would have to report those numbers, which we didn't have to do.

So turning to the synergies and revenue synergies, what it really gains for us is that this sets us apart from our competition in that we are now able to design, together with the mechanical team and the electromagnetic and electronics team, a system's solution, which means that our customers are now going to receive a complete integrated system rather than getting parts from multiple suppliers and then having to assemble them themselves.

And in the ability to do that, typically which you're able to do is remove some costs of the integration or the interface between the different types of systems and establish additional reliability.

So advantages: Integrated system, increased reliability, reduce components, ultimately, you will think that, that would make it more cost-effective and it has more value for the end customer, because they have less work to do, they buy one system and they just get a complete system coming in, install it and they don't have to bolt together multiple systems, align things, inject things and so forth.

That's really what it does.

Will it improve revenues over time?

I think Maval was already very strong in similar markets with us and one of the reasons we wanted to do the deal was because we were already working with them and partnering with them on some applications and it just makes sense for us to become just one team and being guided in one direction and making sure both had the same level of priority on the project and not one having a higher level of emphasis on it and the other one not being consistent with that.

So our customers are certainly happy, they've expressed that -- their pleasure that, that deal was completed and they further remarked that if Allied does with Maval, what they did with Globe, meaning the -- what they saw is a more customer friendly attitude, a better fusion of product roadmap laid out for the future and so overall, level of customer support, engineering capability, that they would be extremely pleased that we have acquired Maval.

(Operator Instructions) There is no more question on Q&A session.

I'll like to turn the conference back over to the management for any closing remarks.

Thank you, operator.

I guess, we just got the recipe here for how to reduce the questions.

Just to have a great quarters, so we'll attempt to continue that in the future.

So thank you, everyone, for joining us on today's call and for your interest in Allied Motion.

For those in the New York area, we will be presenting and available for investor meetings at the Sidoti Conference on March 29.

In the meantime, please feel free to reach out to us at any time, and we look forward to talking with you all again after our first quarter results.

Again, thank you for participating and have a nice day.

This concludes today's conference call.

You may disconnect your lines.

Thank you for participating, and have a pleasant day.